sarasota realtor, november 2009

IMPORTANT SAR DUES INFORMATION - PLEASE SEE PAGES 8-9

NOVEMBER 2009

Technologyand Today’s

Realtor®Page 6

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Sarasota Realtor®Volume 6, Issue 11 NOVEMBER 2009

Sarasota Association of Realtors®, Inc.

3590 South Tuttle Avenue Sarasota, Florida 34239 Phone: 941/923-2315 FAX: 941/923-0191

www.sarasotarealtors.com

2009 OfficersPresident

William Geller RE/MAX Platinum Realty

President-Elect Erick Shumway

RE/MAX Alliance GroupSecretary

David Clapp RE/MAX Alliance Group

Treasurer Michael Bruno

Prudential Palms RealtyImmediate Past President

Helen Sosso Prudential Palms RealtyChief Executive Officer

Kathy Roberts

Mission StatementThe mission of the Sarasota Association of Realtors® is to advance members’ professionalism through delivery of education and resources while upholding the Realtors® Code of Ethics. We are committed to be the leading advocate of real estate in the communities we serve by protecting private property rights and expanding relationships with individuals and organizations both locally and worldwide. Sarasota Realtor® is published monthly by the Sarasota Association of Realtors® Inc.

Editorial Staff

Director of CommunicationsRay Porter

Director of Member ServicesDan Andrews

Director of MLS Information SystemsJesse Sunday

Director of Professional DevelopmentCatherine McCaskill

Governmental Affairs DirectorMarc Mansfield

ProductionCoastal Printing, Inc.

Sarasota Realtor® Advertising: For information on advertising rates and deadlines, contact Ray Porter at 941/328-1168 or [email protected].

Subscriptions: The annual dues of every member of the Sarasota Association of Realtors®, Inc., includes a one-year subscription to Sarasota Realtor® magazine. A yearly subscription for Sarasota Realtor® magazine is available to non-members for $25, plus Florida sales tax.

Editorial ideas and manuscripts are welcomed. Byline articles and columns express the opinions of the writers and do not necessarily reflect the policies or sentiments of the Sarasota Association of Realtors®, Inc. All submitted copy is subject to editing.

2009 Copyright© by the Sarasota Association of Realtors®, Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

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6 Tomorrow’s Technology Realtors® are at the leading edge of technological tools and improvements, and this means SAR must always stay ahead of the advances, and current with the times.

8 Important Dues Information SAR is implementing important billing changes to positively impact our members.

10 RPAC - Your Business Insurance! SAR encourages our members to support the Realtor® Political Action Committee, the arm of real estate associations that is on the battlelines, fighting for Realtor® issues.

12 Go Green for Green Did you know there is now an opportunity to protect environmentally sensitive lands, while at the same time keeping more tax dollars in your own pocket?

18 The Trouble With HVCC The new Home Valuation Code of Conduct has set off a wave of protests. Find out why in the second of a two-part series.

In every issue10- Governmental Affairs12- Property Appraiser14- Ethics in Action15- Sales and Listing Statistics20- Education Programs23- Broker Corner27- Commercial Investment Division28- WCR News30- Membership News32- Calendar of Education/Events

On the Cover: Laura Benson teaches a technology course in the SAR Tech Center, showing off the new SAR Facebook page as part of the program.

4 NOVEMBER 2009 Sarasota Realtor® Magazine www.sarasotarealtors.com

This year’s SAR Installation & Holiday Luncheon will be held on Wednesday, Dec. 16th at 11:30 a.m. at Michael’s On East. The cost for the luncheon was held to $30, as the SAR leadership remains sensitive to the current financial status of many of our members.

The new SAR Officers and Board of Directors for 2010 and the CID Officers and Directors for 2010 will be installed at the event, including:

Officers: President Erick Shumway, RE/MAX Alliance Group; 2009 President Bill Geller, RE/MAX Platinum Realty, Immediate Past President; President-Elect - Michael Bruno, Prudential Palms; Treasurer - Laura Benson, Prudential Palms; Secretary - Roger Piro, Town and Country; Directors to serve a 3-year term: Adam Chicoine, Wagner Realty; David Clapp, RE/MAX Alliance; Bryan Guentner, RE/MAX Platinum; Anthony Homer, Hembree & Associates; Christina Pitchford, Allen Real Estate; Directors to serve a 2-year term (to fill a vacancy): Mike Rosario, Rose Bay Realty. Directors whose terms continue in 2010 are: Michelle Burke-Phillips, Coldwell Banker; Matt Cannon, Michael Saunders & Company; Paula Cashi, Prudential Palms; Michelle Crabtree, Michael Saunders & Company; Darla Furst, Michael Saunders & Company; Ken Hoskinson, Jr., Hembree & Associates; Tim Mapp, Mapp Realty; Carla Rayman, Prudential Palms; Dave Swenson, Exit Creative Realty.

For the CID, the incoming board and directors will be determined at the Nov. 17th CID General Membership Meeting. The incoming president, ratified last year, is Lee DeLieto, Jr. of Michael Saunders & Company. Jag Grewal will remain on the CID board as Immediate Past-President.

The event program will consist of a review of the SAR year, along with the presentation of awards, including:

- Humanitarian Award- Meritorious Service Award- President’s Award- Realtor® of the Year AwardPlease register for the event online prior to Dec. 9th.

Steve Bennion is SARAffiliate of the Month for November

Celebrate SAR Installation & Holiday Luncheon

Steve Bennion, President and Owner of Silver Fox Pest Management Group, Inc., is the SAR Affiliate of the Month for November.

Although a relatively new company, Silver Fox employees have over 30 years experience. Steve Bennion, along with VP of Operations and co-owner Cathy Seaman, have been very involved in community services and have a long, close relationship with our SAR.

Cathy, originally from New York, has lived in the Sarasota area for 16 years

and had been active in owning her own business, with her husband.

Steve’s smiling face has serviced the Sarasota, Tampa , Bradenton area for over 20 years. Originally, from Utah, Steve is actively involved in many Realtor® functions as well as community services, including Habitat for Humanity, Shriners, and many others.

Steve can be reached at 941-379-9000, or 941-256-6325. His web site is:

www.silverfoxpestmanagement.net

Steve Bennion

2010 SAR President Erick Shumway

www.sarasotarealtors.com Sarasota Realtor® Magazine NOVEMBER 2009 5

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Editor’s note: The modern world we live in has become a technological whirlwind, with new, improved smart phones released seemingly weekly, new advanced computers and software platforms (like the new Windows 7 released last month) always on the market, and the latest, greatest tech toys and gadgets on the shelves at every store visit. How can the real estate professional keep up?

Technology has been, and probably always will be, the facilitator of efficient, informed and professional real estate transactions. Without the high-tech communications tools and software prevalent in today’s industry, Realtors® would be virtually unable to keep up with the involved, detailed process that has evolved over the years.

For this reason, SAR has strived to remain at the cutting edge of technology with our state-of-the-art tech training center, our close contact with My Florida Regional MLS training, frequent classes and seminars dealing with day-to-day technology improvements, and our support staff for Supra Keys, smart phones and other tech toys.

A perfect example of a Realtor® who resides on the cutting edge is Laura Benson. In 1999, Laura saw the future of real estate, and decided to take a technological leap that has kept her at the forefront of the wave in her business life for the past decade.

“I realized fairly early in the game that technology in real estate was all about capturing leads, marketing yourself properly, and staying efficient,” explained Laura, an SAR board member and frequent instructor at the association. “I understood that it’s not about being the first person to get the latest, greatest tech toys. You need to use the tools in the right way, to become more efficient, more accountable, and free up your time for the most important thing – selling properties.”

Laura noticed everyone was jumping on the web site bandwagon in the late 1990s, and decided to make her web site “completely the opposite” of most of the ones she saw. “Everyone seemed to be bragging about themselves on their sites, and I decided to tell people what we could do for them, not just talk about myself. I tried to view the process through the customer’s eyes.”

The concept worked, and Laura’s business took off. Since then, she has integrated new technology that fits her basic concept, and achieves her ultimate goals,

without getting lost in the high-tech frenzy. “I’m using Facebook and the other social networking

avenues, but it normally takes up only about an hour a day of my time,” explained Laura. “I use the tools that fit in with my business agenda – Google tools for lead generation and anything software related; IDX search tools; social networking; and Transaction Desk for handling quick deals.”

Laura even survived one of a real estate agent’s biggest nightmares – the theft of her laptop computer from her vehicle – without missing a beat, thanks to her reliance on tech tools that make sense. Her contacts, emails, calendar and appointments were duplicated on her Blackberry; her Word documents and other docs were stored offsite on Google Docs; and most of her other valuable tech assets were also safe in other places. “My life wasn’t over. I wasn’t put out of business – just inconvenienced.”

Laura’s advice to those new to the profession, or those who feel lost when looking into a computer screen? Seek out peers, family and friends who are “techy” for advice, and use the FAR Tech Helpline - 407-587-1450 - to stay ahead of the curve.Social networking is king

In the current techno scene, social networking sites have become the biggest, breaking new wave, at the forefront of business communications.

For this reason, SAR has slated a program on Nov. 3 at 9 a.m. entitled “Social Networking: What Your Kids Didn’t Tell You.”

Are you confused about how to use Facebook, Twitter, LinkedIn, YouTube, and other social media sites to make money in real estate? If you are, don’t miss this seminar. Come at 8:30 for networking with the program from 9 a.m. to Noon.

Co-sponsored by AnnounceMyMove.com, the seminar features instructor Gee Dunsten, a renowned expert at real estate technology.

Gee is a graduate of the University of Maryland at

Tomorrow’s TechnologySAR strives to stay ahead of the high-tech curve


College Park who entered the real estate business in 1972. Starting in residential sales, he pro gressed from general sales manager to owner/broker in 10 years. In 1986 Gee sold his business and returned to his first love- selling real estate. He is currently owner/broker of Legacy Realty of Salisbury, Inc., and president of Legacy Development Corporation.

Gee’s hands-on approach to real estate training with leading edge ideas and systems has made him a popular speaker at NAR conventions, and many state and company franchise conven-tions.

There is a $25 registration fee for the class, and all registrations are through www.announcemymove.com/events

Discover how to create your very own internet “village” of FANS and followers. Master the skills to expand and maintain a book of contacts in only 20 minutes a day. After training with Gee you will have mastered the basics and be ready to jump in and make these tools work for you!

Gee focuses on the key strategies to take you from just another face in the crowd to a trusted real estate resource.

Students will learn: • The 5 steps of social networking,

i.e. contact, conversation, identity, trust, and relationship

• Online etiquette and how to polish your image

• To identify the top networks to consider to boost your business

• To establish yourself as a local expert through the use of blogging and micro-blogging

• How to enhance your visibility using free Internet tools, i.e. YouTube, Facebook, Twitter, Postlets, etc.

According to Brian Summerfield, writer with Realtor® Magazine Online, perhaps the most remarkable thing about online networking is the wide range of reactions it stirs up. Some real estate professionals swear by it. Others say it’s a diversion at best—and an utter waste of time at worst.

Somewhere between these extremes is the reality of how the social Web is changing the profession. While it might not be a good fit for everyone, millions of people are using it to communicate, and its popularity shows no signs of fading.

If you’ve filled out a profile on Facebook or LinkedIn but are wondering what to do next, here’s some advice from practitioners and experienced social media users who know how to do it right. When used correctly, they say, blogs and social networks are powerful tools that can help broaden your real estate knowledge, strengthen your reputation, and ultimately expand your clientele.

Reality 1You have to be a great agent first.

One of the biggest mistakes that real estate pros can make in approaching the Web is to think that the simple act of creating an online presence—whether through a blog, a Facebook profile, or a fancy Web site—will in itself bring new business.

In reality, to see results, you must already have strong business fundamentals and a solid marketing plan, says Matt Dollinger, a real estate performance coach who helps practitioners integrate new technologies into their business.

Cont. on P. 24, See TECHNOLOGY

From wide-screen monitors, to the iPhone and other imitators, web interaction has become both larger, and smaller and more portable in the modern tech world.

IMPORTANT DUES INFORMATION – PLEASE READ CAREFULLY

2010 Dues Invoices are now available and due

For the Who, What, When, Where, and Why’s regarding mandatory electronic online dues payments, please visit the SAR website at www.sarasotarealtors.com and click on the MEMBERS tab near the top of the page, FAQ’s, Dues and Accounts.

Changes Affecting 2010 Dues Only

Realizing that many of our members are struggling in this economy, SAR is implementing billing changes on a one time only basis which we hope will positively impact our members. Instead of producing one invoice (which in the past has included all charges and had to be paid in its entirety), we will produce 3 separate invoices which can be paid all together or separately throughout the billing cycle. The benefits to our members are threefold:

1. Members will be allowed to pay all invoices in full or may choose to pay individual invoices during the period from November to February 15, as long as payment in full on all invoices is received by 5 p.m. on February 15.

Payments may be made individually for the following amounts: NAR ($115), FAR ($126), SAR ($230 + $99 optional RPAC – see RPAC info, P. 10 ‐ + $50 CID if applicable).

2. Members will be given an additional 30 days to pay.

Service will remain intact until 5 p.m. on February 15 instead of January 15.

3. A late fee will not be assessed on payments received by February 15.

Reinstatement or Application fees will be assessed for payments after 5 p.m. on February 15.

Due Dates, Termination of Services, and Refund Policy Due: December 15, 2009; Past Due: February 15, 2010, 5:01 p.m. Members with open balances a/o 5:01 p.m. on February 15, 2010 will be terminated and lose all Realtor®

services, including Supra. Reinstatement before 5 p.m. on February 28, 2010 will require payment in full of all amounts due at date of

termination, as well as a $75 reinstatement fee. Reinstatement after February 28, 2010 will require licensee to apply as a new member and pay the $150

application fee plus amounts owed at time of termination plus the FAR interest assessment. For a member whose license is placed inactive prior to Jan. 1st and who has paid some or all of the invoices,

the inactive member will receive a full refund of the payments made. For a member whose license is placed inactive on or after Jan. 1st and who has paid some or all of the

invoices, all payments received are non‐refundable.


Payment Methods: ELECTRONIC PAYMENTS ONLY!!! Two payment options:

1. Deduct directly from your checking account via: A. Debit card (MC,V) – the easiest way to have the payment deducted from your checking account. B. Electronic check – use same information as on your check.

2. Credit card (MasterCard, Visa, or American Express). Instructions for all payments

go to www.sarasotarealtors.com click on MY SAR ACCOUNT at top of page under My Services, click on “Pay/View Bill Online” online charges will appear on your bank and credit card statements as “Realtor

Association/MLS” to print a copy of invoice, click on the invoice number

OR Come to the SAR offices and use our computer in the library which is programmed to open directly into the log‐in screen and has easy instructions located at the workstation for your use

Once payments are made online, they are updated to your account within 72 hours. We encourage you to go online to check the status of your account.

When and Where are dues invoices sent? Individual dues invoices will be available @ http://www.sarasotarealtors.com (under MY SAR ACCOUNT at

top of the page) on November 1st, where they can be viewed, printed, and paid. In addition, an email will be sent to all members notifying them when the invoices have been produced and are available for payment.

What will be included on this dues billing? Annual dues: Local, State, National, CID (if applicable), and voluntary RPAC. Please note that effective January 1, 2010, Catylist will be billed by My Florida Regional MLS, not SAR. In

addition, CID membership will no longer be a requirement for subscription/participation in Catylist.


RPAC - Do Realtors® really understand?

tThe Realtors® Political Action Committee (RPAC) is the nation’s largest, most successful and most bipartisan political action committee.

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Your voluntary investment is used to improve your bottom line in several ways: through issues mobilization, political advocacy and by directly supporting candidates at the local, state and federal levels of government who champion the ideals and principles of Realtors®.

The purpose of Florida’s RPAC is to assist the legislative and political efforts of Florida Realtors®. To promote and strive for the improvement of government by encouraging and stimulating Realtors® and others to take a more active and effective part in governmental affairs. To encourage Realtors® and others to understand the nature and action of their government and to support candidates for election to public office at the local, state and national levels who share the view of Realtors® on issues important to the real estate industry.

While many Realtors® understand and financially support RPAC, there is still a significant percentage of Realtors® who don’t understand the significance of RPAC and what it does for their chosen profession.

According to Florida Realtors®, did you know?RPAC protects your livelihood – Only because of

past RPAC investments have the Realtors® been able to successfully fight off attacks on your livelihood. Your RPAC investment ensures continued success to fight off these attacks. RPAC is what stands between you and the constant threats to your business- a sales tax on your commission, higher taxes on your business and increasing the taxes on real estate. The Realtor® Political Action Committee makes sure your voice is heard. Investing in RPAC is an investment in your business. Examples include:

- Defending Realtors® against a tax on real estate commissions, saving each Realtor® approximately $2,400 each.

- Passing a Tangible Personal Property Tax Exemption saved each of you an average of $500.

- Cutting capital gains tax for every agent put an extra $3,825 in your pocket.

Success starts with RPAC:- RPAC is the voice of the largest Trade Association

in Florida, the Florida Realtors®- The candidates we elect make decisions that affect

Realtors®’ ability to assist clients in buying and selling property.

- RPAC ensures that we have strong and informed candidates who support our issues.

- RPAC elected 94 percent of Realtor® endorsed candidates, laying the proper groundwork for legislative success.

What did your contributions get you in 2009?• $30.1 million for down payment assistance

programs.• A reduction of filing fees for evictions, from $265 to

$180 - the only fee reduction in the 2009-10 budget.• $540,000 to continue the study regarding onsite

wastewater treatment systems (septic tanks) in the Wekiva basin and postpone rulemaking until the study is complete.

• $400,000 to prevent, combat and publicize the dangers of unlicensed real estate activity in Florida.

• A constitutional amendment that will be on the November 2010 ballot which will limit increases for non-school property tax assessments on all non-homestead property to 5 percent annually.

• Also in the amendment, first time homebuyers (having not owned a home in the last 8 years) would be exempt from paying taxes on 25 percent of their home’s value (benefit not to exceed $100,000). This exemption decreases by 20 percent each year for 5 years as SOH value grows.

• Property tax assessment relief: the burden of proof is lowered to a “preponderance of the evidence.” This balances the scale in favor of the property owner when applying for reductions with the Value Adjustment Board (VAB).

• Those with Citizens Property Insurance can expect

By Marc MansfieldGovernmental Affairs Director

Continued on P. 24, See RPAC


CHART A WINNING COURSE

2009 REALTORS® COnfEREnCE & EXpONovember 13-16, 2009 | San Diego, California

Take the helm and surge ahead to success

FIND OUT HOW INSIDE

First time in San Diego!

Visit www.realtor.org/convention.nsf

nPr

oper

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iser Storm damage answers

are blowin’ in the wind

For more information, contact the Property Appraiser’s office at 941.861.8200.

Natural disasters can strike anywhere but some areas are more prone to calamity than others. Mother Nature exacts a toll from those who can’t resist the incredible scenery and climate of the most susceptible areas. For such people, the risks associated with the beauty “come with the view” and are a price they are willing to pay. That price can be volcanoes in Hawaii, earthquakes in California, or monster tornadoes in the mid-west. In Florida it means the risk of hurricane damage.

Since the 1970’s almost half of all new construction in the United States has occurred in coastal areas. Hurricane Andrew in 1992 and Hurricane Charley in 2004 rank as two of the most costly natural disasters in U.S. history. Hurricane Andrew alone destroyed more than 63,000 homes.

As hurricane season winds down - it’s officially over December 1 - I want to take this opportunity to remind you of the benefits available to owners of homestead exempt property when the property is damaged by a hurricane or other misfortune.

If your homestead property is damaged or destroyed by a hurricane, (or any other disaster, such as a tornado, flood, or fire) you may retain the homestead exemption as long as you do not claim another homestead exemption on any other property. Also, the repairs, improvements or changes you make to replace the damaged portion of your homestead will not increase your homestead’s assessed value so long as the square footage of your homestead is not increased

to more than 110 percent of the square footage before the damage or the total square footage of your homestead does not exceed 1,500 square feet. To take advantage of this benefit you must begin repairs within 3 years after the January 1 following the damage – if your property is damaged in August the 3 year clock will start ticking on January 1 of the following year.

In addition, if a new property owner has not had a chance to apply for homestead on a new home, and a storm or other calamity damages the property making it uninhabitable before January 1 of the year for which the owner qualifies for homestead, the exemption may still be granted if the owner notifies this office of their intent to repair or rebuild, their intent to make it their permanent residence when the repairs are completed, and the owner does not claim homestead on any other property. The 3 year commencement deadline applies.

When a disaster strikes we’re notified of damaged property by the fire districts, the Emergency Operations Center, FEMA, building departments, and property owners. If the damage is localized and does not affect our office we will begin site visits as soon as it is safe to do so.

So, as you prepare your emergency plans for the 2010 hurricane season, keep your eyes on the weather for floods, tornadoes, severe thunderstorms, or fires, and you can rest a little easier knowing that the valuable benefits of your homestead and Save Our Homes cap are protected from whatever else Mother Nature has to throw at us.

By Bill Furst, GRI, CRS, CRBSarasota County Property Appraiser

Natural disasters can strike anywhere but some areas are more prone to calamity than others. Mother Nature exacts a toll from those who can’t resist the incredible scenery and climate of the most susceptible areas. For such people, the risks associated with the beauty “come with the view” and are a price they are willing to pay. That price can be volcanoes in Hawaii, earthquakes in California, or monster tornadoes in the mid‐west. In Florida it means the risk of hurricane damage.

Since the 1970’s almost half of all new construction in the United States has occurred in coastal areas. Hurricane Andrew in 1992 and Hurricane Charley in 2004 rank as two of the most costly natural disasters in U.S. history. Hurricane Andrew alone destroyed more than 63,000 homes.

As hurricane season winds down ‐ it’s officially over December 1 ‐ I want to take this opportunity to remind you of the benefits available to owners of homestead exempt property when their property is damaged by a hurricane or other misfortune. If your homestead property is damaged or destroyed by a hurricane, (or any other disaster, such as a tornado, flood, or fire) you may retain the homestead exemption as long as you do not claim another homestead exemption on any other property. Also, the repairs, improvements or changes you make to replace the damaged portion of your homestead will not increase your homestead’s assessed value so long as the square footage of your homestead is not increased more than 110% of the square footage before the damage or the total square footage of your homestead does not exceed 1,500 square feet. To take advantage of this benefit you must begin repairs within 3 years after the January 1 following the damage – if your property is damaged in August the 3 year clock will start ticking on January 1 of the following year. In addition, if a new property owner has not had a chance to apply for homestead on a new home, and a storm or other calamity damages the property making it uninhabitable before January 1 of the year for which the owner qualifies for homestead, the exemption may still be granted if the owner notifies this office of their intent to repair or rebuild, their intent to make it their permanent residence when the repairs are completed, and the owner does not claim homestead on any other property. The 3 year commencement deadline applies. When a disaster strikes we’re notified of damaged property by the fire districts, the Emergency Operations Center, FEMA, building departments, and property owners. If the damage is localized and does not affect our office we will begin site visits as soon as it is safe to do so. So, as you prepare your emergency plans for the 2010 hurricane season, keep your eyes on the weather for floods, tornadoes, severe thunderstorms, or fires, you can rest a little easier knowing that the valuable benefits of your homestead and Save Our Homes cap are protected from whatever else Mother Nature has to throw at us.

§193.155((4)(b) F.S.: Changes, additions, or improvements that replace all or a portion of homestead property damaged or destroyed by misfortune or calamity shall not increase the homestead property’s assessed value when the square footage of the homestead property as changed or improved does not exceed 110 percent of the square footage of the homestead property before the damage or destruction. Additionally, the homestead property’s assessed value shall not increase if the total square footage of the homestead property as changed or improved does not exceed 1,500 square feet...This paragraph applies to changes, additions, or improvements commenced within 3 years after the January 1 following the damage or destruction of the homestead. §196.031(7) F.S.: When homestead property is damaged or destroyed by misfortune or calamity and the property is uninhabitable on January 1 after the damage or destruction occurs, the homestead exemption may be granted if the property is otherwise qualified and if the property owner notifies the property appraiser that he or she intends to repair or rebuild the property and live in the property as his or her primary residence after the property is repaired or rebuilt and does not claim a homestead exemption on any other property or otherwise violate this section. Failure by the property owner to commence the repair or rebuilding of the homestead property within 3 years after January 1 following the property’s damage or destruction constitutes abandonment of the property as a homestead. Other Citations and references: 12D‐7.013 Florida Administrative Code Homestead Exemption – Abandonment 12D‐8.0063 Florida Administrative Code Assessment of Changes, Additions, or Improvements to a Homestead Florida Department of Revenue Informational Bulletins: PTA‐06‐12, September 8, 2006 Assessment: Homestead PTA ‐06‐13, September 8, 2006 Exemption: Homestead


Mother Nature exacts a toll from those who can’t resist the incredible scenery and climate of the most susceptible areas - as

this time-lapse photo off Anna Marie Island demonstrates.

rmMunicipalities that need tax revenue are becoming more open to real estate development.

Many of the legal disputes currently occurring around commercial real estate contracts and loan documents revolve around money—or the lack thereof. But the industry’s financial challenges also have implications for current and future land use and environmental decisions.

Economic pressures combined with the need to spur job growth and increase tax revenues are even prompting some municipalities “to look more welcomingly on real estate development,” says Janis Schiff, chair of Holland & Knight’s real estate department in Washington, D.C.

While few developers have the funds to take advantages of this more favorable climate, they are benefiting from one common manifestation of this increased government cooperation: the willingness of many municipalities to extend development permits and other entitlements already granted for projects now stalled by current market conditions, says Brian Blaesser, a partner at Robinson & Cole LLP in Boston, where he heads the Land Use & Real Estate Development Group.

Several states are considering laws that would automatically extend entitlements for a year or more, he notes. Florida is already granting automatic extensions to developers, adds Schiff.

Declining municipal revenues and tighter credit may also shift more development emphasis to inner-ring brownfield areas near major cities, suggests Brad Kaplan of Ulmer & Berne LLP in Cincinnati. “Because of the laws passed after the Kelo decision, local governments can use laws to condemn ‘blighted’ areas, so what’s left for redevelopment is brownfields,” he says.

Shift Continues Toward GreenDespite economic uncertainty, many local governments

are taking a more aggressive stance toward greening their cities, says Jeff Bennett of Portland’s Jordan Schrader Ramis PC. “You’re seeing a shift from voluntary green to mandatory.”

In his own hometown, says Bennett, the city has created a green tenant improvement guide that may soon move from suggestion to law. On the East Coast, New York Mayor Michael Bloomberg has announced a

plan that would require older buildings to reduce their carbon emissions and improve their energy efficiency, according to a report on GlobeSt.com.

On the federal level, regulations are already in place to require all government buildings to cut energy consumption by 2010. While energy upgrades are still in the suggestion column for privately held buildings, several energy bills being considered by Congress would require privately held buildings to meet mandatory energy-efficiency standards. Green leases are also coming

to the forefront for many owners and tenants. Link here to story on green leases.

“We also seeing a lot more effort by states and municipalities to address the issue of storm water runoff and its effect on water quality,” Blaesser says. He notes that states including North Carolina, Missouri, and Massachusetts are requiring property owners who redevelop their properties to implement best management structural practices and replace traditional storm water

collection and conveyance systems with low-impact development strategies.

These strategies include engineering the terrain, vegetation, and soils to create a natural infiltration system for storm water runoff. The impact of such requirements could be most significant on retail properties, both because of their vast, water-unfriendly parking lots and the fact that retail is altered more often than other commercial property types to remain attractive to customers.

A Cap on RentalsAnother area in which current land-use regulation

seems to be running at odds with the way the country and the economy is heading right now is an increase in ordinances that limit how many rental properties can be located in a given area, says Blaesser.

As homeownership rates decline and renting become more widespread, these ordinances are limiting owners’ legal rights to convert unsold condominiums to rentals and, in some cases, to construct new multifamily properties.

Blaesser, whose firm does research on land use and development issues nationwide in response to requests from the National Association of Realtors®, is seeing a growing number of restrictive rental housing ordinances in states from Maryland to Minnesota.

Land-use regulation feels the pressureBy Mariwyn EvansRealtor® Magazine Online

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rSeptember sales skyrocket; median price held down by bank-owned and short sales

Real estate expert Barbara Corcoran listed Sarasota as the number one place in the nation to buy a property in her latest “hot market” prognostication. She cited the lower property prices - 30 percent below last year at this time - combined with a recent price surge of 13 percent in the last quarter, plus Sarasota’s unique “metropolitan” cultural appeal for boosting this area to the top spot.

On the Oct. 6th Today Show, Corcoran said Sarasota was the top place to buy real estate in the nation today, an opinion shared by SAR and most area real estate professionals.

As a confirmation of Corcoran’s report, home and condo sales jumped by 35 percent in September 2009, compared to the same month last year, and 9.7 percent from the August 2009 stats in the Sarasota market. Total sales stood at 554 in September, compared to 409 total sales in September 2008. The breakdown was 399 single family homes and 155 condos sold last month.

Sales in September 2009, traditionally a slow month at the end of the summer, were unexpectedly higher than in August 2009, perhaps signaling an early end for the traditional slower season as we head into a hoped for robust fall and winter.

The median sale prices continued to be held down by the high number of bank-owned property sales and short sales, which accounted for half of the single-family home sales and a third of the condo sales. But the “discount rack” is beginning to thin out, and once the bargains are gone, there is the potential for price appreciation on a stronger scale. The median sale price for single family homes was $165,000 last month, up slightly from the previous month, but down 21.8 percent from a year ago. The condo median sale price was $162,500, down significantly from September 2008’s $190,000 figure.

The future price trend might well be upwards, as about half of the single family sales and one third of the condo sales involved short sales and foreclosures. Once these distressed properties are off the market, the normal, arm’s length sales should bring the median prices to higher, true value levels.

“We certainly agree with Barbara Corcoran, and her conclusions are what we’ve been saying for many months,”

said Bill Geller, 2009 SAR President. “This is an amazing time to buy Sarasota properties at prices not seen since the early 2000s, or even earlier. But the public needs to understand – these prices won’t last. Once the market reaches equilibrium, and we’ve exhausted the distressed property pool, we will start to see more and more multiple offers on choice homes.”

The $8,000 first-time homebuyer tax credit was one of the factors in the recent market resurgence, which produced sales in September that nearly topped the 600 level for the second time in 2009. In addition, investors seem to have returned to take advantage of the price drops. Pending sales in September have also continued to show strong levels

– very near the 800 mark - as the real estate market recovers after a two-year recession.

Pending sales have now exceeded the 800 level for seven out of nine months in 2009, after lingering in the 400 to 500 per month range for much of the previous two years. The statistic is a strong indicator for the next two or three months of sales, when many of these pendings will become closed sales. Pending sales are sales where an offer has been accepted during the month, but the sale has not yet closed. Even though some pending sales never close, pending sales are an indicator of current buyer activity.

Most of the statistics continue to point to a market in the initial stages of recovery. Inventory levels continued to decline and are now at the lowest point since the boom ended – a good sign for a market in recovery. There are now only 3,915 active single family listings and 2,337 active condo listings, figures not seen since August 2005 and earlier when the boom first started.

The “months of inventory” – the number of months it would take to sell all the available properties at the current sales rate – was down for both single family and condos. The figure is 9.8 months for single family and 15.1 months for condos. A figure of 6 months is considered to be a market in equilibrium between buyers and sellers.


Sarasota MLSSM Statistics September 2009 Sarasota MLSSM Statistics September 2009

Statistics were compiled on properties listed in the MLS by members of the Sarasota Association of Realtors® as of October 12th, including some listings in Manatee, Englewood, Venice, and other areas. Single-family statistics are tabulated using property styles of single-family and villa. Condo statistics include condo, co-op, and townhouse.

Source: Sarasota Association of Realtors®

050100150200250300350400450500

Sep‐08 Oct‐08 Nov‐08 Dec‐08 Jan‐09 Feb‐09 Mar‐09 Apr‐09 May‐09 Jun‐09 Jul‐09 Aug‐09 Sep‐09

Unit Sales Single FamilyCondo

Source: Sarasota Association of Realtors®

$0

$50,000

$100,000

$150,000

$200,000

$250,000

$300,000

$350,000

$400,000


Single FamilyCondoMedian Sale Price

Single Family

#Active #Sold %Sold Average DOM

Median Sale Prices

Median Last 12 Months

Months Inventory

Pending Reported

%Pending # New Listings

# Off Market

This Month 3915 399 10.2 174 $165,000 $165,000 9.8 614 15.7 778 193

This Month Last Year

6594 331 5.0 179 $201,250 $250,000 19.9 483 7.3 955 433

Last Month 3949 382 9.7 179 $155,000 $165,000 10.34 621 15.7 792 185

YTD ‐ 3787 ‐ 179 $160,000 ‐ ‐ 6459 ‐ 6670 ‐

Single Family – Sale Price Vs. List Price % Rates Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

2008 92.0 92.0 93.2 93.3 92.0 93.0 93.0 92.0 93.1 93.1 92.0 93.0 2009 93.0 93.1 92.5 92.4 93.2 93.8 93.2 93.6 94.2 ‐ ‐ ‐


Sarasota MLSSM Statistics September 2009 Sarasota MLSSM Statistics September 2009

Median sales price is the middle value, where half of the homes sold for more, and half sold for less. Listings sold were closed transac-tions during the month. Pending sales are sales where an offer has been accepted during the month, but the sale has not yet closed. Even though some pending sales never close, pending sales are an indicator of current buyer activity. DOM indicates the average number of days that sold properties were on the market before a contract was executed. Sarasota Association of Realtors® MLS

0

2,000

4,000

6,000

8,000


InventorySingle FamilyCondo

Sarasota Association of Realtors® MLS

0

100

200

300

400

500

600

700

800

900


Pending SalesSingle FamilyCondo

Condo

#Active #Sold %Sold Average DOM

Median Sale Prices

Median Last 12 Months

Months ofInventory

Pending Reported

%Pending # New Listings

# Off Market

This Month 2337 155 6.6 208 $162,500 $200,000 15.1 185 7.9 266 217

This Month Last Year

2510 78 3.1 198 $190,000 $320,000 32.2 101 4.0 287 414

Last Month 2343 114 4.9 230 $285,000 $200,000 20.5 209 8.9 203 257

YTD ‐ 1109 ‐ 203 $205,500 ‐ ‐ 1698 ‐ 2836 ‐

Condo – Sale Price Vs. List Price % Rates Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

2008 91.0 91.1 91.0 91.0 92.0 92.0 93.0 90.0 90.0 91.0 91.0 91.0 2009 91.0 90.2 90.4 92.2 90.1 91.4 92.1 92.4 91.5 ‐ ‐ ‐


mThe trouble with the Home Valuation Code of Conduct

Second in a Two-Part Series

By Blanche Evans & Stacey MoncrieffRealtor® Magazine Online

Market Disruptions AboundWhen a property is under contract but there’s

no appraiser in the area willing to take the assignment, the AMC has to cast a wider net. That’s happening a lot today, according to real estate practitioners. Although the Uniform Standards for Professional Appraisal Practice (USPAP) specifically address knowledge of a geographic area, for a variety of reasons, appraisers may feel compelled to take out-of-area assignments. The result, practitioners say, are appraisal reports that often fall well below the contract price and don’t accurately reflect local market conditions.

“I can pull a depressing list of transactions that have gone away entirely or closed at a significantly lower figure than the buyer and seller agreed to—and now are a poor neighborhood comp—as a result of the HVCC,” says Fritzi Barbour, CRB, CRS®, of Coldwell Banker Caine Co. in Greenville, S.C., and president of the Greater Greenville Association of Realtors®.

Salespeople, armed with good information, can challenge a low appraisal. During a Realtor® magazine webinar June 25, Judy Zeigler, CRB, CRS®, of Windermere Real Estate in Palm Desert, Calif., said that for one of her sales she was able to show that the comps the appraiser used were in considerably worse condition than the subject property. Zeigler was able to produce better comps and close the sale, albeit with a new lender and another appraisal.

To be fair, not all of today’s low appraisals are coming from AMCs or out-of-area appraisers. “Fear of the unknown is what I think is making everyone so conservative. Appraisers don’t know the ramifications to them or their career if future appraisals come in lower on a random audit basis,” Barbour says.

In a June survey of National Association of Realtors® members, 37 percent of sales practitioners said they’d experienced at least one lost sale as a result of the new code, and 70 percent reported an increased use of out-of-area

appraisers. In the same survey, 70 percent of NAR appraiser members said consumers were paying higher fees, while 85 percent reported a perceived reduction in appraisal quality.

“The quality of the appraisals has sunk to a horrendous level,” charges Sabella, who says he’s now limiting his practice to private assignments. He relates a typical story:

“One of my now-former clients, a mortgage broker, called me on a home in Fairfield, Conn. The listing agent got a call from the appraiser asking where the town was; the appraiser was from New Jersey! It took him three weeks to come out and do the inspection because he didn’t want to schlep to Connecticut for one $150 assignment. He had to wait to book a few assignments in the state. It took another two weeks to get the appraisal back, and it had to be redone. The consumer lost the deal. For that, the buyer had the privilege of paying $450.” (Note: The HVCC does require that an


appraiser be licensed or certified in the state in which the property is located.)

Schurman calls such stories mostly urban legend. But they’re credible enough that Freddie Mac, in a July 10 bulletin, reminded lenders that appraisers must be familiar with the local market. On July 22, the Federal Housing Finance Agency, the new regulator of Fannie Mae and Freddie Mac, issued guidance that lenders should use appraisers who have clear experience in the geographic area.

NAR applauded the FHFA statement but said in a July 23 news conference that serious problems with the HVCC remain.

Who’s Guarding the Henhouse?Most prickly are the issues of AMC ownership and

regulation. Many of the largest AMCs are owned, at least in part, by the largest banks, including JP Morgan Chase (Quantrix), Citigroup (Finiti), and Wells Fargo (Rels), among others.

“There’s a very functional reason that banks would own AMCs,” argues Schurman. “Partial or full ownership of an

AMC assures lenders that their pipeline of appraisal orders will remain intact. This provides lenders a strategic advantage over competitors that don’t have such control over their own external appraisal management vendors. Moreover, it reduces the risk of a disruption to their loan production pipeline, improves productivity, and reduces overall operating costs. These cost savings can then be conveyed to consumers in the form of lower interest rates, points, and fees.”

To critics, including NAR, bank ownership subverts the ability of AMCs to remain independent. “Banks owning AMCs is contrary to the intent of the HVCC,” Elliott says.

Sabella is more blunt: “Banks make money by lending money. The fact that they have an interest in AMCs is unbelievable. It should be illegal.”

The first draft of the HVCC, released in March 2008, limited bank ownership of AMCs to 20 percent. During a comment period, NAR sent a letter to Fannie Mae and Freddie Mac urging them to prohibit any bank ownership. “Allowing lenders to obtain appraisal reports from appraisal management companies where the lender has a stake in ownership does not meet the spirit of this agreement and does not uphold the independence of the appraisal process,” 2008 NAR President Richard F. Gaylord said in a letter to Daniel

Mudd, then president and CEO of Fannie Mae.But when the final rules came out in December 2008, not

only did they not prohibit bank ownership but the 20 percent limit was gone. The change was made in a way that appears almost capricious. One section of the final rules seems to prohibit bank ownership, stating:

“In underwriting a loan, the lender shall not utilize any appraisal report . . . prepared by an appraiser employed, engaged as an independent contractor, or otherwise retained by any appraisal company or any appraisal management company affiliated with, or that owns or is owned, in whole or in part, by the lender or an affiliate of the lender.”

Turn the page, and the very next section eliminates the prohibition with a list of conditions that only a bank compliance officer could love.

In a letter to Cuomo and FHFA Director James Lockhart in June, NAR called for an 18-month moratorium on the HVCC, explaining the difficulties it’s causing in the market and pointing out, once again, the inherent conflict of interest in bank-owned AMCs. NAR noted that the Independent Valuation Protection Institute, which was written into the rules as the mechanism for enforcement, wasn’t even established yet. “A moratorium would give you and the GSEs [Fannie Mae and Freddie Mac] more time to implement this critical element of the HVCC,” the letter said.

NAR is now seeking a legislative solution, advocating for HR 3044, a bill that would impose an 18-month moratorium on the HVCC. In late July, there were 46 cosponsors of the bill. At the same time, NAR is calling for state regulation of AMCs, primarily through amendments to the Financial Institutions Reform Recovery and Enforcement Act, the 1989 legislation that put USPAP in place.

Until the issues with the HVCC are resolved, the outcome for consumers is added uncertainty in the homebuying process at a time of fragile recovery.

Facts You Need to Know About HVCCThere’s a lot of misinformation about what the Home

Valuation Code of Conduct requires. Here are the facts:• FACT: Real estate sales professionals and lenders can

talk to appraisers, including making requests to consider additional data or to correct errors.

• FACT: Lenders may directly retain the services of an independent appraiser, as long as the contact is not made by loan production staff. Use of an appraisal management company is not required.

• FACT: The code applies only to 1- to 4-unit single family loans sold to Fannie Mae or Freddie Mac.

• FACT: A mortgage broker may transfer an appraisal if the lender who ordered the original appraisal grants permission. However, in practice, portability isn’t happening.See Part One in October Issue, and the entire series in Hot Topics on the web site.

In a June survey of National Association of Realtors® members, 37 percent of sales

practitioners said they’d experienced at least one lost sale as a result of the new code, and

70 percent reported an increased use of out-of-area appraisers.

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Only three Keys left for real estate successTitle: Seven Keys for SuccessDates: Nov. 2, 4 & 11, 9 a.m. to NoonSAR Member Cost: $10 per 3-hour sessionNon-SAR Members: $20 per session

This series is just what all the experts have been saying that everyone needs to tackle this challenging market. Learn how you can get back on the ladder to real estate success!

These practical, hands-on courses will complement the more theoretical training received in license and post-license courses. Mark your calendar now! The

following classes will be held from 9 a.m. to Noon at the Sarasota Association of Realtors®:

Listing Presentation—Monday, Nov. 2, Georgina Clamage, Michael Saunders & Company

Marketing the Property and Servicing the Listing—Wednesday, Nov. 4, David Swenson, Exit Creative Realty

Buyers: Qualifying, Selecting and Demonstrating Property, Presenting Offers—Wednesday, Nov. 11, Laura Benson, Prudential Palms

Register on the SAR web site (www.sarasotarealtors.com).

New NAR certification now availableTitle: Short Sales and ForeclosuresDate: Dec. 9; Time: 9 a.m. to 5 p.m.Location: SAR AuditoriumInstructor: Barbara WolffCost: $79 (SAR members) $99 (others) (space available!)Registration Deadline: Dec.2

Please note: this course will sell out in advance, so don’t be disappointed—sign up today! Why? Because all other fees that are normally charged to receive the certification are waived through December 31! Your outlay of $79 for this course is all you will need to spend if you ACT NOW!

Nearly one-third of all existing homes sold recently were either short sales or foreclosures, according to National Association of Realtors® data. To help Realtors® meet the needs of home buyers and sellers who need these services, NAR has launched a new Short Sales and Foreclosure Resource (SFR) certification.

The SFR course is designed for real estate professionals at all experience levels. You will learn how to:

- Counsel sellers facing foreclosure- Qualify sellers for short sales- Develop a short sale package- Negotiate with lenders- Tap into buyer demand- Safeguard your commission

- Limit risk- Protect buyersThe path to pursuing the SFR certification is

straightforward. Follow these four steps:1. Be a member in good standing of the National

Association of Realtors.2. Complete a qualifying core course. Choose ONE

of the following:a. REBAC’s Short Sales and Foreclosures Course

(here at SAR on Dec. 9)b. Or, CRS 211: Short Sales and Foreclosures:

Protecting Your Clients’ Interests (for schedule, visit www.crs.com)

3. Complete 3 1-hour webinars (webinars are free of charge at www.realtorSFR.org)

4. Submit application ($175 application fee is waived through Dec. 31, 2009) Download the application a www.realtorSFR.org. Send completed application to [email protected].

More info - visit www.realtorSFR.org.

Social Networking: What Your Kids Didn’t Tell You

Date: Nov. 3, 9 a.m.Location: SAR Auditorium

Are you confused about how to use Facebook, Twitter, LinkedIn, YouTube, and other social media sites to make money in real estate? If you are, you really should not miss this seminar. Come at 8:30 for networking with the program from 9-12, featuring Gee Dunsten (see P. 6).

Co-sponsored by AnnounceMyMove.com. There is a $25 registration fee. All registrations are through www.announcemymove.com/events


Master MLXchange - gain business!Pre-registration is required for all

MLXchange classes at www.mfrmls.com. All classes are hands-on in the SAR Technology Center (except for Entering and Updating). Registration is limited to 18. Please be sure that you will attend if you reserve a spot!Design Web Pages, Capture LeadsNov. 4, 1:30 to 3:30 p.m.

One of the most crucial components in today’s real estate professional’s day-to-day business is capturing and handling leads along with time management. This course will teach you how to set up your personal agent and client web pages, contact management and scheduling features that go hand-in-hand with a successful real estate business.iMapp - Interactive Taxand Mailing LabelsNov. 4, 9 a.m. to Noon

In this class you will learn how to use the tax search features of MLXchange, access iMapp’s interactive maps, tax data, comparables, auto-valuations, and easily create mailing labels for your favorite area.- MLXchange tax search, using map and field searches, printing mailing labels - iMapp tax search, viewing parcel, GIS, MLS listings, zoom levels, street, aerial and flood zones- Measuring tool, pan and save map - Creating, viewing and downloading mailing labels - Illustrate the link to the tax appraiser website - Viewing and modifying the criteria for comparable properties - MLS and foreclosure searches

Creating a Professional CMANov. 16, 9 a.m. to NoonOne of the most crucial components in today’s real estate professional’s day-to-day business is capturing and handling leads along with time management. This course will teach you how to set up your personal agent and client web pages, contact management and scheduling features that go hand-in-hand with a successful real estate business.

MLXchange AdvancedNov. 16, 1:30 to 3:30 p.m.Take MLXchange to the next level! In this session you will learn how to customize a search & display screens, personal website links and setup & save advanced searches.- Creating a custom template, adding fields, changing the display order - Foreclosure, fixer upper, and vacant listings with lockbox access - Customizing columns, adding/removing fields, changing the column headers and changing the field sort order - Edit favorite reports, personalize home page resource link and setting defaults

MLXchange BasicNov. 17, 9 a.m. to NoonDec. 7, 9 a.m. to Noon

Learn the basic tools of MLXchange. It does the work for you, emailing the listings that match your client’s criteria automatically through auto notification. Learn the quick way to find a listing or view your inventory with one click right from the home page or create a professional CMA in less time than it takes to drive to work.

This is a mandatory session for all new users.- Review the home page features - Add a new client from the search module, saving a search and setting prospecting notification features

- Searching and viewing listings, using the map, showing road, aerial, hybrid, and locator features - Adding additional search criteria - Viewing/printing/emailing reports, images, virtual tours, tax, map, driving directions and MLS listing history - Customizing hotsheet configurations - Search Tax - Creating a professional CMA - Personalize user contact information

Entering and Updating Listings in MLXchangeNov. 17, 1:30 to 3:30 p.m.Dec. 7, 1:30 to 3:30 p.m.

This class is mandatory if you will be entering and updating your own listings. You will be taught how to input and modify listings, enter photos, and add attachments along with valuable tips and techniques.- Listing maintenance authorization forms - Explain the importance of accurate data - Rules and Regulations - Review the profile sheet - Entering a new listing, using tax auto pop, reviewing the fields that have specific entries in the Rules and Regulations - Adding images, attachments, open house information, Supra Key and ShowingTime - Inventory watch - easiest way to modify the listings


mLearn about local airport’s economic impacts

Title: The Impact of the SRQ Airport on the Local EconomyDate: Wednesday, Nov. 18; Time: 9 a.m.Cost: Free to SAR Members (online registration requested)Speaker: Rick Piccolo, President & CEO, Sarasota-Bradenton International Airport

Airports are a major force in the local, regional and national economy with an impact that goes well beyond the airport fence. They are a reflection of the communities they represent. Passenger traffic and cargo volumes reflect the level of economic development, demographics, business activity and tourism. Land development on or near airport sites generates additional economic activity. As globalization continues to take hold, the

competitiveness of industry increasingly relies on airports and the aviation infrastructure.

Mr. Piccolo will answer questions such as: How and what is our SRQ Airport doing? Where are our international visitors (and future second home buyers) coming from? How does SRQ compare with Tampa and Ft. Myers? What are the plans for expansion? New carriers and routes? What do we have to do to get Sarasota on the map in the way that Miami and Orlando are?

This program is sponsored by the SAR International Real Estate Council and the Emerging Leaders Class of 2009-2010.

CONGRATULATIONS! Dedication and hard work pay off!! We congratulate our members who recently completed the requirements for

these National Association of Realtors® certificate programs: GRADUATE REALTOR® INSTITUTE (GRI)GRADUATE REALTOR® INSTITUTE (GRI)

Ron Beahm RE/MAX Alliance Group Jaime Carrion Michael Saunders & Company Kathleen Ferguson Peens Property Group

URGENT REMINDERTHE 2010 IMPRINTING DEADLINE IS UPON US

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2010 SARASOTACALENDAR

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m

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By G.M. FiliskoRealtor® Magazine Online

Maybe you’ve always considered yourself to be a “live free or die” type of broker like Scott Senter, CCIM, GRI. Running your own brokerage is what you do, and you’ll do it until you’re ready to hang up your spurs. “I run a second-generation family business, and there’s nothing anybody could offer to get me to sell,” says the broker-owner of Senter, Realtors®, in Abilene, Texas.

But the reality is that today’s tumultuous economic times have triggered deep soul-searching among many brokers, even those who never thought they’d be in the market for a suitor. Brokers who’ve recently gone through a sale or merger say there’s a lot to consider when positioning your business under a new corporate umbrella.

For example: What are the benefits of merging versus being acquired outright? If you sell, would you prefer to retire or transition into sales—or do you want to retain a leadership role? What kind of payout are you looking for?

Your answers will help you find a new business structure that works best for you and your bottom line.

Scouting for a SaleTo determine whether it’s better

to merge with another company or sell, you first must examine your personal and business goals, says Jonathan Nicholas, ABR®, CRB, a brokerage consultant and speaker who heads The Company CEO Inc. in Winnetka, Ill.

Brokers who merge often do so because it’s a quick way to grow their market share. “Perhaps a broker is weak in a contiguous area or ZIP code or is looking to expand into another area,” Nicholas says. “Or you might want to take out your

competitor because you’re constantly competing in the same niche. In those situations, you may accomplish more by joining together.”

Brokers who sell outright, meanwhile, often have decided to hang up their management hat altogether. “Probably the main reason many brokers want to be acquired is that they’re tired and don’t want to run a company anymore,” Nicholas explains. “They’re not having the fun they had when they got into the business and were selling real estate, and they want to get back to that.”

That’s the situation that Eileen O’Grady Newell and Millie Rosenbloom were in before they sold their companies in 2007.

For years, Newell split her time between selling real estate and managing 15 associates at her parents’ company, O’Grady Realty & Builders Inc. in Chicago. But management was never Newell’s true calling, and when it became clear that her aging parents would be handing the business over to her, she started contemplating a sale. “I was spending so much of my time training salespeople,” Newell says. “And as a smaller company, we just didn’t have the technology support that we needed to stay competitive.”

For Rosenbloom, former broker-owner of The Habitat Co. in Chicago, the decision to sell was based on her observations that the real estate market was about to slow dramatically. “I knew home owners were going to struggle and lose their properties. I also knew there would be fewer transactions, but the same overhead costs,” Rosenbloom says. “I realized that unless companies consolidated, it would be hard for brokers to make ends meet.”

Do the Prep WorkBefore reaching out to other

brokerages, Newell and Rosenbloom each made lists of what they

considered most important in a new business arrangement. Both wanted to continue working from the same location. Newell also knew that she wanted the acquiring company to have a similar culture. “Corporate places can be kind of cold and not have that family feel, which we prided ourselves on,” she says. And Rosenbloom wanted to retain as many salespeople as possible.

Before finding the perfect match, there were setbacks. When Newell first began contacting Chicago companies, several simply told her they’d send an information packet within a week, which she considered a weak gesture at best. A manager at a different brokerage breached the confidentiality of their conversation when a salesperson from the company called to ask whether the rumor that she was selling her brokerage was true. “I was almost ready to close my office because I wasn’t willing to bend on the type of company I wanted to be acquired by,” Newell says.

Finally, she contacted Koenig & Strey. She sent an e-mail message to company president Doug Ayers, who responded within half an hour. “He said, ‘Let’s meet and have a discussion.’ It created a much better feel,” Newell says.

Rosenbloom’s first attempts also were rocky. She started by approaching her business partner, who led the property management division, with the opportunity to buy the company. When he declined, she undertook a detailed analysis of her company’s market share, its office locations, and the neighborhoods in which her sales associate were most dominant. She then approached three competitors who she thought would be the best match. “One was in chaos,” Rosenbloom says. “The other was too new and didn’t have

Mergers and Acquisitions: Find the perfect suitor

Continued on P. 25, see SUITOR

Advertisement


The Sarasota Young Realtors® are teaming up with the Young Lawyers Division of the Sarasota County Bar Association, the Young Builders Network of the Home Builders Association Manatee-Sarasota, and the Risk Management Association Young Professionals to raise money for the AGAPE Corner Boarding School, a safe, loving home and a place to learn for children.

The date is Dec. 2 at 6 p.m. at the Polo Grill at Lakewood Ranch, 10670 Boardwalk Loop (Exit 213 off I-75). Music, free appetizers & drink specials. Cost - $5 prior to party, $10 at the Door. Cash, gift cards, and unwrapped children’s gifts are much appreciated. Please contact Peggy Beiling for more information/registration - [email protected].

Sarasota Young Realtors® set program

John KiernanCERTIFIED GRADUATE REMODELER AGING-IN-PLACE SPECIALIST

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premiums to increase by no more than 10 percent annually until premiums are actuarially sound. Without this, rates would have likely increased by 40-55 percent.

Representing 135,000 Realtor® members statewide and more than 1 million members nationwide, RPAC is comprised of voluntary contributions from members. By members pulling together and contributing, RPAC is able to be a single unified voice for real estate at all levels of government. Of every

dollar you contribute, 30 cents goes to the National RPAC for grassroots activities and supporting candidates running for office on the federal level. The remaining 70 cents stays in Florida and is divided between the state and local associations to support state and local candidates and issues.

Leaders in the real estate industry recognize how much they have benefited by RPAC and how much we all have at stake. Realtors® from across the state of Florida are stepping up to join RPAC. We need you to join them in becoming an RPAC contributor! Please make your voluntary contributions when you pay your 2010 dues!

RPACFrom Page 10

TECHNOLOGYFrom Page 7

“If you’re not a great agent, don’t worry about social media right now. It’s not the silver bullet for your business,” says Dollinger, who works for @properties in Chicago. “If you’re a bad agent or even an average agent, you won’t be able to fake it on the Web. People will be able to see right through you.”

Part of being a great practitioner requires knowing what type of communication resonates with your customers, including when it might be better to use offline marketing vehicles. Even with the power of social media at your fingertips, be wary of using it for messages that are still best conveyed through personal or other means. John Morley, a real estate professional with the Morley Real Estate Group in Huntsville, Ala., and one of REALTOR® magazine’s 2009 “30 Under 30” honorees, enjoys social media but still gets most of his business from phone calls and TV and radio ads, he says.

“April 2009 was our best month ever in terms of new listings and sales contracts, and I found myself spending a tenth of the time that I usually do on Twitter and Facebook during that month,” Morley says.

Even if you can increase your prospecting efforts through the Web, that won’t mean much if you aren’t able to get deals done and generate real profits. “You get leads because you’re on social media,” Dollinger says. “You close the transaction because you’re a great agent.”

Reality 2Using social media is like riding a bull—getting on is

the easy part. When Arizona real estate practitioner Jay Thompson started a blog earlier this decade, he wasn’t sure what he was getting into. Having just left a corporate job in engineering, he was entering the real estate business at around the same time that social media were gaining mainstream appeal. Seeing an opportunity, he thought he’d give blogging a shot.

“I didn’t have a strategy,” he says. “I’d always been interested in writing, so it just made sense to combine my love of writing with real estate.” He soon discovered that writing was just one of many ingredients required for a successful blog. He spent months learning about things like search engine optimization and researching topics that would provide value to his target audience. He also had to devise a schedule for posting content to his now well-known blog, The Phoenix Real Estate Guy.

“In the beginning, I was only posting once a week and nothing was really happening,” he says. “I realized that I had to do it more often so search engines would notice me.”

Thompson now devotes about two hours a day, four days a week, to blogging. That includes visiting other blogs and making comments. It’s all part of his strategy to build his brand and drive traffic to his blog. Apparently, it’s working:

“Blogging isn’t just researching and writing,” he says. “It’s also reading and engaging with other sites.”

Read the complete article at www.sarasotarealtors.com/hottopics


the right market profile to be a good fit.” The third company, Baird & Warner, was just right. The brokerage had offices in the areas her sales associates covered, and Rosenbloom could continue to work from the same office.

Today, both Rosenbloom and Newell are top salespeople at their respective new companies. “I was a very good salesperson,” says Newell, now a broker-associate at Koenig & Strey GMAC Real Estate Chicago-O’Grady Office in Chicago. “But I didn’t know how good until I focused on sales exclusively.”

Still in ChargeThough many brokers leap from management to sales,

others remain in a leadership role when their company is folded into another. That kind of arrangement can benefit the acquired broker, the acquiring broker, and the sales associates that are being absorbed into the larger company.

“Many brokers who’ve built their company want to get out of the business when they reach retirement,” Nicholas says. “Their strategy is to go to the new company and, for a couple of years, still manage their salespeople while getting a cut of production. Gradually, the salespeople get used to other managers and resources and to the new culture.”

That’s important, because many acquisition agreements state that for every sales associate who leaves after the acquisition, the acquired broker’s compensation drops. “The sales associates are the broker’s assets,” Nicholas says. “If the new company loses them, it’s losing the value of the deal.”

Audrey Edelman, CRB, CRS®, avoided that predicament when her Ithaca, N.Y., brokerage was acquired. Retirement was in sight, and she started thinking about her company’s future. But above all else, she wanted to make sure her sales associates would keep their jobs and remain happy with a new brokerage, so she stayed on when her company was acquired.

I started my company on my own 20 years ago, and I love the sales associates and staff,” she says. “I met with Merle Whitehead, head of RealtyUSA, five to six times for a great many hours in the year before we decided we were comfortable with one another. It was clear that he philosophically had the same feeling about his staff as I had about mine.”

Edelman joined RealtyUSA in January 2005, retaining an ownership stake in her office and remaining its principal broker. “The plan was for me to stay on for several years to see how it worked out,” she says. “Merle said, ‘Let’s leave this as it is as long as you want.’ As the years passed, we built another, larger office together. I hired all the staff, affiliated the sales associates, and even decorated.” During that time, not a single one of Edelman’s original sales associates jumped ship.

After Edelman hired new managers for both offices, she took on a new role with the business. Today, she’s a broker-associate with Audrey Edelman RealtyUSA, and says she couldn’t be happier.

Time to Scale Back?Some broker-owners who are plodding through tough times

conclude that shrinking their operation is better than being acquired or merging. Dan Rider and his business partner, Rebecca Dickson, decided last year that big changes were needed to make their Nevada company, Dickson Realty, profitable again. In March they sold their five Lake Tahoe offices while retaining operations in Reno, Sparks, and Truckee.

“We discussed whether we should merge or be acquired,” says Rider, the company’s broker-owner. “But Rebecca and I are both in our mid-40s, and we feel like we have a lot of miles left. We’d also like to leave a legacy for our children. It felt like a better decision to consolidate and dial our operations back a bit.”

Why did they single out the Lake Tahoe outposts? “The resort market has been hit really hard,” Rider says. “We sensed it was going to be a longer recovery for that market. With just our Reno, Sparks, and Truckee locations, we’re profitable again. We’re feeling pretty happy with ourselves.”

SUITORFrom Page 23

Green Home Tour slated Saturday, Nov. 21The Myakka River Branch of the US Green Building

Council and the Home Builders Association Manatee-Sarasota will sponsor a Green Home Tour on Saturday, Nov. 21, from 10 a.m. to 5 p.m. The Tour will introduce the home-buying public to the enhanced comfort, quality, safety, durability, and energy performance features that distinguish green homes from conventionally built homes.

Each home on the Tour will be certified or in the process of certification to have met the Green Building Standard of the US Green Building Council, the Florida Green Building Coalition, or the National Association of Home Builders. Participating homes will feature a wide range of styles, sites, and price points. Some will still be under construction so

that green features normally concealed from view will be visible.

The Tour will be conducted in conjunction with Sarasota County Government and will feature more than 20 homes throughout Manatee and Sarasota counties.

Tickets for the Tour are $10 for each adult – children under age 18 are free – and are available online at www.sustainabletampabay.org. Tickets will also be available from 9 to 11 a.m. the day of the Tour at Sarasota County Government’s newly opened, LEED Registered, Urfer Family Park at the corner of Bee Ridge Road and Honore Avenue.


If you’re looking to relocate your business or invest in a commercial property, it’s good advice to get some expert help.

A REALTOR® who specializes in commercial properties knows the area, the tenants, the vacancies and most importantly, the

opportunities.

Like most investments, a commercial property transaction is a dynamic and complex process, and should not be entered into

without a trusted advisor. So whether you decide to buy, lease or invest, be sure to work with a knowledgeable and professional

resource: a commercial member of the National Association of REALTORS®. To learn more, visit CommercialSource.com.

EVERY MARKET’S DIFFERENT, CALL A REALTOR® TODAY.

AN ESCALATION CLAUSE HAS NOTHING TO DO WITH GETTING UP TO THE SECOND FLOOR.

REALTORS® HAVE EXPERT KNOWLEDGE AND ARE SKILLED NEGOTIATORS.

©2009 National Association of REALTORS®.

Volunteer for 2010 Committees/Task Forces Now is the time to consider joining the leadership team by taking part in an Association committee or task force in 2010. You’ll make new contacts, enhance your professional abilities and have the opportunity to make a difference from behind the scenes. Additional task forces will become available once the Strategic Plan is completed. Watch for updates and other opportunities. Deadline for submittals is Nov. 15, 2009. Affiliate Committee: Organize and support activities and events and provide input. An Affiliate or Auxiliary membership is required. (Meets as needed) Community Outreach: Evaluate, recommend and organize projects that benefit the community, enhance the image of Realtors, and provide opportunities for networking and camaraderie. (Monthly) Green Realtors® Alliance of Sarasota: Develop education programs and resources to further the preservation of our environment and natural resources as it pertains to real estate. (Monthly) Grievance Committee: Review ethics complaints and arbitration requests to make preliminary evaluation to determine if a formal Professional Standards Hearing is warranted. Annual training is required in November to serve on this committee. (Monthly) International Council Steering Committee: Develop education programs, networking events and resources to prepare Realtors® for specific cultural and economic issues that are an integral part of working with the many buyers and sellers of foreign origin. (Monthly) Member Benefits: Review and analyze proposed programs, products, and services to evaluate the potential benefits to membership and the Association. (Meets as needed) Nominating Committee: Offer recommendations for SAR leadership positions (officers, directors, etc.) and select annual award recipients. (Meets as needed) Power Marketing: Plan and conduct weekly MLS Power Marketing sessions. (Meets as needed) Professional Development: Provide input regarding education, sales training, leadership development, new member orientation, and risk management. (Quarterly) Professional Standards: Enforce the Code of Ethics by conducting hearings on charges of unethical conduct and arbitration of contractual disputes, including entitlement to compensation in cooperative transactions. Annual training is required in November and service on the Grievance Committee is a prerequisite. (Meets as needed) Public Information: Assures that SAR is the single source of accurate, reliable information on our industry in the Sarasota market. (Monthly) Public Policy: Involve members in the political process through education, information, and grassroots involvement. (Meets as needed) Realtor®/Attorney Joint Committee: Plan periodic legal programs for members and provide monthly Q&A for SR Magazine. Duty to stay current with real estate laws and FREC changes. (Monthly) RPAC (Realtor Political Action Committee): Conduct awareness campaigns, programs and activities to raise funds for the support of candidates and real estate issues. (Meets as needed) SARPAAT (Political Action Advisory Trustees): Encourage Realtors to take a more active role in governmental affairs and inform members of the records of candidates for office. Sarasota Young Realtors®: Provide forum for young Realtors® to come together for meet and greets, power pitch sessions, and discussion and education on the state of the market, upcoming opportunities, and strategies for success. (Monthly) Scholarship: Solicit scholarship applications, conduct applicant interviews and select recipients. (Meets as needed) Vendor/Data Access: To review and analyze requests for access to SAR members’ data from the MFR MLS database. During the year, special task forces will be appointed to accomplish various projects. If you are interested, just indicate “various task forces” on the online form.

To volunteer, visit our web site at www.sarasotarealtors.com/committees

Commercial Investment Division ProgramsTuesday, Nov. 17, 8:30 a.m.Program: Robbins Real Estate

Tuesday, Dec. 15, 8:30 a.m.CID Annual Holiday BreakfastLocation: Hyatt Regency SarasotaSponsor: Wachovia

CID sets programs

If you’re looking to relocate your business or invest in a commercial property, it’s good advice to get some expert help.

A REALTOR® who specializes in commercial properties knows the area, the tenants, the vacancies and most importantly, the

opportunities.

Like most investments, a commercial property transaction is a dynamic and complex process, and should not be entered into

without a trusted advisor. So whether you decide to buy, lease or invest, be sure to work with a knowledgeable and professional

resource: a commercial member of the National Association of REALTORS®. To learn more, visit CommercialSource.com.

EVERY MARKET’S DIFFERENT, CALL A REALTOR® TODAY.

AN ESCALATION CLAUSE HAS NOTHING TO DO WITH GETTING UP TO THE SECOND FLOOR.

REALTORS® HAVE EXPERT KNOWLEDGE AND ARE SKILLED NEGOTIATORS.

©2009 National Association of REALTORS®.

Sarasota Women’s Council is setting sails for the 2009 Realtors® Conference & Expo in San Diego, Nov 11-16. This conference will be delivering strategies to succeed with intensive training from such real-world speakers as Condoleezza Rice, Sugar Ray Leonard, Daniel Shapiro and Reba McEntire. We’ll be learning how to chart a winning course through today’s turbulent economy, sail confidently through troubled waters, be part of a winning crew, all the while having a boat load of fun!

Education sessions, networking with real estate professionals from across the country, and don’t forget the excitement as we celebrate the installation of WCR’s 2010 National President Deborah Gilmore, and her 2010 National Leadership Team. The Inaugural luncheon will be honoring our incoming president, and will feature special guest speaker and entrepreneur Sachi Koto, former anchor of CNN Headline News. Sachi will share her personal story about homeownership and the important role that real estate professionals play today by providing sound counseling to the consumer during the home buying process.

WCR will provide training, practice and take-away tools in important leadership arenas. The education sessions will give the latest and greatest business techniques and tools to boost productivity. This conference is packed with valuable programs and we’re ready to take the challenge!

Our District Forum was held at Teatro’s in Historic Ybor City, Tampa. Six chapters in District VI joined together on Oct 9th to network with Realtors and Affiliates from Lakeland, Hillsborough, Pinellas, Manatee, Sarasota and Venice Chapters. The District Forum, held in a different county each year, adds to the opportunity to receive and give more referrals to our members. Record number of members and guests attended and benefited from our featured speakers, Renowned author Fawn Germer and our State President, Marie Avery.

We’re Number One! Last month on the Today Show, Barbara Corcoran, Real Estate Correspondent, said Sarasota, Florida is the number one place in the NATION to buy a home today! According to the interview, Sarasota prices have stabilized and are heading back up, and the community attributes - the beaches, the weather, the culture, the homes and the people - are too good to pass up! Is it safe to say “the recession is over”? O.K. then lets just say we are finally heading in the right direction ... UP!

It has been a challenging few years but we have weathered the storm (and without hurricanes, I might add) and I’m hearing success stories from many! National home sales are UP and prices are starting to rise. NAR is pushing to change FHA funding guidelines for condos, too. Watch for the WCR National Webinar in November, “Positive Ways to Thrive During Waves of Change”. Congratulations to those that have hung in there and are experiencing the waves of change coupled with many sales and continued success!

Social networking is taking the place of older methods of keeping in touch, and you should be exploring these new options. Many of our chapter’s members are already using sites such as Plaxo, LinkedIn, and Twitter, with many familiar with such well-known sites as Facebook and MySpace. For many Women’s Council of Realtors® members, social connections used to be made through school, hobbies, or neighborhood activities. As our lives get more fragmented and the demands on our time grow, social networking is a way to make those connections in a fun and efficient way. Plus, many of these social networking sites have applications that can keep our address books updated and keep us connected with our customers and colleagues in ways that used to take much more time and technical knowledge. So if you aren’t networking “socially” through technological means or you just need a few more tips ... an opportunity awaits you! Check out our National Website’s home page www.WCR.org and look for social networking classes being offered. Get with it and Twitter on!

Did you know that the state of Florida is the Largest Women’s Council State Chapter in the Nation with 1925 National Members? What does being a member say about you? To your clients, it says that you have a career, not just a job. It tells them you area professional who works harder and smarter to sell their home, or to find the new house they’ve dreamed about. To your collogues, it says that your never too experienced to learn something new, or too successful to share some advice, because of that they look to you as a friend a mentor and a referral source who never lets then down. And to you, it says that the road to being a better person might just start by being a better Realtor®. After all, isn’t that why you got into this business?

Through your membership, you will realize many benefits. Women’s Council of Realtors® is a community of Real Estate Professionals creating business opportunities, developing skills for the

Take the helm, be empowered, seize success!By Janice Litke2009 WCR President

Continued on P. 31, see WCR


Improve your technology skills onlineBy Michael AntoniakRealtor® Magazine Online

Overwhelmed trying to keep pace with technology, or attempting to master the tools that can transform your career? The educational resources you need are readily available online. The latest product updates, instructional videos, insightful advice from your peers—it’s all there, once you decide what you need to know and have some idea where or how to find it.

“The problem for most is deciding what to look at first,” says Randy Eager, CRS, GRI, and president and founder of Computer Camp, which offers real estate technology training. “There’s just so much available now.”

When Eager started the company in 1989, his training focused on merely two real estate software programs that were available at the time. Today, real estate professionals have a much larger array to choose from in specialty software, communications, and marketing technologies, and a range of hardware—computers, cell phones and smartphones, digital cameras, GPS, wireless networks, and multi-function machines.

Eager’s technology advice for real estate pros: “Start with your Web site, and get it right, as it will point you down the road to increased productivity,” with all of these other tools.

5 Places to Look for TrainingRecent changes in Eager’s business

underscores the ease with which proactive real estate professionals can now get educated online, whatever the

topic. Here are some of those ways.1. Webinars. “People started to shy

away from buying tickets to attend seminars at conventions, or put on by their board or association,” Eager says. “As a result, we’re doing a lot more training now through webinars.”

Transmitted over the Internet in real time and often archived after the fact, webinars provide much of the same content as a traditional seminar without the need for attendees to gather in one place. Webcasts, another increasingly popular educational tool, deliver comparable content, although presenter and audience cannot interact.

“A webinar is something you can participate in from your home or office,” Eager says. “All it takes is a computer with an Internet connection—click a link and you’re in.” 2. Specialized programs and training. Real estate is a highly specialized career. For an education on how the latest tools and technologies can advance your professional goals, you’ll want to explore the varied Web resources available at Realtor® University from the National Association of Realtors® as well as NAR’s Center for Realtor® Technology. The Realtor® University Web site offers more than 400 hours of real estate and continuing education to earn designations and certifications in the business. View a list of their upcoming courses.

3. Instructional videos and online tutorials. Instructional videos, posted by users, are also fixtures on sites such as YouTube and WonderHowTo.com.

To learn about the latest products

and their use, online tutorials can also be great resources. Look for tutorials produced by hardware manufacturers such as Dell and Apple and software publishers like Microsoft and Adobe—which can be good places to start.

4. Online publications and blogs. Some of the sites that Ryan Shaughnessy, a broker with Lafayette Square Real Estate in St. Louis, checks regularly include technology clearinghouse CNET.com, MakeUseof.com for reviews of useful sites and Web resources, and the Social Media Edge podcast on blogtalkradio.com for insight on social networking. He monitors advances that promise productive benefits to real estate professionals and shares what he learns in his blog.

He recommends ActiveRain for advice on practical use of the latest real estate tools.

Web sites devoted to specific product categories, such as phones or digital cameras, are good resources for new product announcements, reviews, and advice on buying too. (View online buyer’s guides for a range of real estate products.)

5. Simple search. Still can’t find what you’re looking for in training? “The best advice I can offer is to start with hardware or software, one at a time and go to Google and type in ‘How To Use...’ plus whatever you’re interested in. You’ll be on your way,” Eager says.

Whatever your challenge or interest, answers are always available online, at your convenience.

Mem

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sDesignated Realtors®

Atkins, Maria: Real Estate Boutiques LLCHamer, Anthony: Anthony Hamer R E BrokerWeprin, Bart: A & B Florida Real Estate

New MembersAbbott, Margaret: Sandals RealtyBaldwin, Patricia: Sandals RealtyBuxton, Betsey: Prudential Palms RealtyConway, Pandora: Signature Sothebys Internat’lEly, Richard: Keller Williams Lakewood RanchEvans Hyde: Phyllis, Beachy PropertiesFay, Chad: Prudential Palms RealtyFertig, Beverly: Hook & Ladder Realty Inc.Fritz, Robert: RE/MAX Premier ServicesGardner, James: Keller Williams Lakewood RanchGleason, A Frances: Realty Executives SolutionsGleitmann, Chaim: Xena Vallone Realty Inc.Gornnert, Gary: Wagner RealtyGrigsby, James: Horizon RealtyHall, Charles: Hunt Real Estate ERAHering, Daniel: Horizon RealtyHoff, Carolyn: Hunt Real Estate ERAJantomaso, Cynthia: RE/MAX ExcellenceLewis, Sharon: RE/MAX Alliance GroupMcNamara, Thomas: Candy Swick & CompanyMiante, Marie: Coffey & Company RealtyMiller, George: Hunt Real Estate ERAMilner, Steven: Coldwell Banker Res R ENallin, Nancy: True Real Estate Inc.Nelson, Douglas: Hunt Real Estate ERANoecker, Dana: Southbay Realty Inc.Ogles, Mark: Wagner RealtyO’Neill, Joseph: Hunt Real Estate ERAPacheco, Jeanne: Sandals RealtyPowell, Steven: Prudential Palms RealtyReedy, Daniel: Rock-N-RealtyRenda, Rosemarie: Julie C Lalande Lic RE BrokerRoberts, Steven: RoseBay Real Estate Inc.Robertson, Jacqueline: Prudential Palms RealtySalamakha, Marina: Zupa & AssociatesSanderson, Gail: Keller Williams Lakewood RanchSelvog, Kristen: RE/MAX Alliance GroupSotis, Theodora: Keller Williams Lakewood RanchWood, William: Hook & Ladder Realty Inc.Zimmerman, JoAnne: Signature Sothebys Internat’l

Now With ...Arthur-Rodger, Pablo: York Real Estate IncBalaz, Maria: Wagner RealtyBlumenthal, Marisa: Sandals RealtyBoudarga, Sara: Signature Sothebys Internat’lBringas, Mario: Atchley International RealtyBruce, Douglas: Engel & Voelkers LBK RealtyBurger, Justin: Darling RealtyCampbell, Courtney: Engel & Voelkers LBK RealtyChicoine, Adam: Wagner RealtyCipullo, Michael: Sandals RealtyConable, Lori: Osprey Real Estate ServicesConklin, Mary: University Park Lifestyles IncCremer, Rick: Hunt Real Estate ERA

Cunningham, Gerald: Engel & Voelkers LBK RealtyDepraida, Karen: Atchley International RealtyDurbin, Bruce: Prudential Palms RealtyEllwood, Marcella: Moynihan Realty Group IncFadley-Dane, Iva: Wagner RealtyFalanga, Paul: RE/MAX Platinum RealtyFernandez, Laura: Property ConnectionsFertig, Beverly: Hook & Ladder Realty IncFilipowski, Sharon: Wagner RealtyFilipowski PA, Jerry: Wagner RealtyGarcia, Kristina: Keller Williams Lakewood RanchGatti, Daniel: Sandals RealtyGeller, William: RE/MAX Platinum RealtyGleason, A Frances: Realty Executives SolutionsGleitmann, Chaim: Xena Vallone Realty IncGood, G. Tom: RE/MAX Alliance GroupGooding, Carol: Johnston Realty of SarasotaGregg Neilinger, Karen: Engel & Voelkers LBK RealtyHale, Mary: Prudential Palms RealtyHalloran, Gary: RoseBay Properties IncHines, John: Engel & Voelkers LBK RealtyHirsch, Katherine: RoseBay Real Estate IncHunt, Butch: Engel & Voelkers LBK RealtyHunter Keyser: Vikki, Wagner RealtyJoseph, Perry: Keller Williams Lakewood RanchKehrer, Gary: Wagner RealtyKukie, Wade: RER InternationalLaFlamme, Gary: Engel & Voelkers LBK RealtyLaFlamme, Lissy: Engel & Voelkers LBK RealtyLee, Diane: Wagner RealtyMacKenzie PA, Margo: Wagner RealtyMartens, Rose: Wagner RealtyMcKenzie, Linda: Wagner RealtyMcNally, Shirley: Heritage Oaks Golf & CC RealtyMerrill, Dawn: Horizon RealtyMiante, Marie: Coffey & Company RealtyMoore, Ann: Michael Saunders & CompanyMyers, Cynthia: Wagner RealtyNewcomer, Derek: EXIT Creative RealtyPennington, Lynda: Prudential Palms RealtyRoberts, Steven: RoseBay Real Estate IncRoberts, Gary: Horizon RealtyRoss, Sharon: University Park Lifestyles IncRowland, Grace: Wagner RealtySmith, Andrea: Coldwell Banker Res R EStutzman, Tanya: Wagner RealtySullivan, Paul: Realty Services IncSulton, Carole: Wagner RealtyThompson, John: RE/MAX Alliance GroupTramontozzi, Cristian: Keller Williams On The WaterUihlein, Brendra: Prudential Palms RealtyWaterman, Allyn: Sandals RealtyWhittington, Jack, Wagner RealtyWiedeman, Bonnie: Wagner RealtyWilson, Sandra Jo: Engel & Voelkers LBK RealtyWitte, John: Coffey & Company RealtyWolfe, Michael: Engel & Voelkers LBK RealtyYounker, Bruce: Wagner RealtyZeckel, Frank: Coldwell Banker Res R E

The Association is pleased to welcome new members!

Continued on P. 31, see MEMBERSHIP


New Affiliates

Blue Skye Lending8130 Lakewood Main St # 205Lakewood Ranch, FL 34243Phone Number: 941-256-8420Representative: Sherry Bitner, M.P.Specialty: We are a Full Service Residential Corresponsdent Lender with experienced staff offering professional expertise in EVERY area of Mortgage Lending.

D.R. Horton Homes14055 Riveredge Dr. Ste 150Tampa, FL 33637Phone Number: 813-549-1935Representative: Darren SaltzbergSpecialty:There’s an old adage in the real estate business: “What are the three most important things in real estate? Location, Location, Location!” At D.R. Horton, we realize that many things are important to our homebuyers in addition to location. For 30 years, our homes have been designed and built with a focus on quality and value, while including livable floor plans, energy efficient features, a home warranty - and the list goes on.

Florida Home Inspectors4463 Diamond Circle S.Sarasota, FL 34233Phone Number: 941-735-0902Representative: Kai StromSpecialty: Real Estate Inspections

Mint Cleaning LLC7350 S. Tuttle Trail. suite 96Sarasota, FL 34231Phone Number: 941-323-0724

Representative: Johan BoakesSpecialty: Mint Cleaning LLC - “Green cleaning your home as if it were our own!” Are you looking for a professional, reliable and Eco-friendly cleaning service for your home or office in the Sarasota area? Mint Cleaning LLC is at your service. We are licensed and insured in the State of Florida. A locally owned and run business, with competent and uniformed staff using only environmentally friendly cleaning supplies, we offer a first rate customer and cleaning service. To learn more about our services, the products we use and/or to receive a quote please contact us.

Paradise Publishing Group5020 Clark RoadSarasota, FL 34233Phone Number: 941-306-2166

Representative: Robert J. MackinSpecialty: Publishers of “The Wilde Sarasota Calendar,” a pictorial essay of the Sarasota area. The 2010 calendar is the 28th edition. We publish The Calendar to very high standards and in the Granville Wilde tradition of excellence. The Calendar is an ideal marketing piece, proven to keep a Realtors®’ message in front of the prospective clients and customers for 365 days, for just pennies a day. The marketing message is printed at the top of the page for each month.

MEMBERSHIPFrom Page 30

future and achieving our individual potential for success. We believe that success in the Real Estate business today requires positive, productive relationships. Women’s Council provides and environment in which we can form, nurture and maximize relationships on many levels, from bottom-line business transactions to ongoing mentoring for your career development. WCR members share freely of their time, talent and experiences because they know it will come back to them many times over.

I would like to invite you to serve on one of the many committees and see for yourself why Women’s Council of Realtors® is “Where it All Comes Together”. I welcome you and look forward to seeing you at one of our events!

Email Gail Shane at [email protected] to be added to our email list.

Welcome to our newest members: Linda Sloan, Prudential Palms RealtyAlfredda Smith-Odato, Cityscapes International

Realty GroupInna Snyder, Coldwell Banker Real EstateBarbara Gahry, Michael Saunders Real & Co.

Programs and EventsCalendar 2009

Nov. 10 - Emily Sperling, Community Relations Manager - Mattison’s 41

Nov. 11-16 - WCR/NAR Annual Conference – San Diego

Dec. 11 - Installation & Farewell - Bird Key Yacht Club

WCRFrom Page 28


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Monday Tuesday Wednesday Thursday Friday

2 9 a.m. 7 Keys to Success Listing Presentation

3 9 a.m. Social Networking Seminar with Gee Dunsten

4 9 a.m. 7 Keys to Success Marketing the Property & Servicing the Listing 9 a.m. Design Web Pages 1:30 p.m. iMapp

5 8 a.m. Power Marketing (University Park CC)

6 9 a.m. CID Commercial Marketplace

9 9 a.m.– 4 p.m. New Member Orientation & Code of Ethics

10

11 9 a.m. 7 Keys to Success Buyers: Qualifying, Selecting & Presenting Offers

12 8 a.m. Power Marketing (SAR)


16 9 a.m. MLXchange Advanced 1:30 p.m. MLXchange Creating a CMA

17 8 a.m. CID Membership 9 a.m. MLXchange Basic 1:30 p.m. Entering & Updating Listings

18 7:30 a.m. Toastmasters 9 a.m. Impact of SRQ Airport on Local Economy 1:00 p.m. HUD-1 Seminar

19 8 a.m. Power Marketing (SAR)

20 9 a.m. CID Commercial Marketplace (Manatee Association of Realtors®)

23 24 5 p.m. Affiliate Social Clayton's Siesta Key

25

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3 8 a.m. Power Marketing (University Park CC) 9 a.m. Life Balancing & Goal Planning—2010 & Beyond


NOVEMBER 2009

Note: All events/classes are at SAR, except where noted

My Florida Regional MLS Training The classes E & U (Entering & Updating), Tools, Design Web Pages, MLX Intro, MLX Advanced, iMAPP, Custom Reports and CMA are all My Florida Regional MLS training classes offered at no cost to MLS participants. All classes (except E & U) are HANDS-ON in the SAR Tech Center. Please register for all MLS classes at the MFRMLS website: http://mfrmls.com. Click on “Training,” then “Quick Class Registration” and follow prompts.

SARASOTA ASSOCIATION OF REALTORS® EDUCATION/EVENTS CALENDAR

NAR Annual Convention San Diego Nov. 11-16

NAR Nov. 11-16

Thanksgiving Holiday — SAR Closed

sarasota realtor, november 2009

Documents

d e n t o n walkers

sarasota realtor advertising

americas builder

americas largest home

ad realtor

south tuttle avenue

pg bleed trim

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