Issue 36

The official newsletter of HUNT Real Estate Corporation

August 2011

You have to be at the Table to get the Crumbs

A message from Peter F. Hunt, Chairman & CEO
This was the advice given to an influential friend of mine by his mother. When I interviewed this gentleman on the radio show, after he made this statement I asked him to explain. He said it was about being present and accounted for. It is impossible to benefit from an experience if you are not present. I am present at a few different industry meetings each year. Being accountable to you, though, I havent always been very good at sharing what I have learned from being away. Allow me to correct that in one very recent case at least and share some of the crumbs I gathered. I just returned from the Inman Connect conference, which is all about technology for our industry. There is so much out there and more being created every minute that it is almost impossible to figure out what to do first or at all. And little of this technology is proven to be really effective in improving productivity in our industry although much is promised. But if you listened carefully, the conference was about a lot more than technology. It was really more about culture and the customer experience. Technology, media (much more than advertising), all the various devices (Ipads in particular), and the explosion of mobility (all kinds of apps on our very smart phones) have all combined to raise the customers expectaContinued on inside cover

Buffalo Bills sign HUNT ERA as a Corporate Sponsor

It is with great pleasure that we are announcing a new partnership between the Buffalo Bills and HUNT Real Estate Corp. On July 7, 2011 HUNT signed a sponsorship with the Buffalo Bills creating a relationship as the Official Real Estate and Relocation Company of the Buffalo Bills. This is a significant step for HUNT as it positions our company as THE go-to real estate broker for all Bills fans. In addition, 60 of our sales associates joined the HUNT ERA/Buffalo Bills VIP Sales Team. These 60 associates made an annual investment that includes the use of the Bills logo, use of the trademarked term Buffalo Bills as well as other unique marketing opportunities. Peter Hunt explains, It is our hope that this partnership with the Bills, in our

100th Anniversary Year, will raise awareness of the quality of investment in real estate to other passionate sports fans throughout Western New York. HUNT will leverage this new relationship on HUNTREALESTATE.COM and BuffaloBills.com, in print and web advertising and corporate collateral. ONLY the associates who have joined the VIP Sales Team have authorized use of any Buffalo Bills approved collateral, logos and trademarked materials. The HUNT Marketing Department will be closely monitoring and enforcing this policy.

HUNT ERA Welcomes Active Agency to the Team!

group, and we look forward to working with our new agents! Please welcome the following new agents to our team: Adam Burg Jimmy Felber Joe Matusek Fred Pask Steven Peters Joan Phelps Nate Randall Kelly Spurlock Cheyanne Seelau

HUNT Real Estate ERA is excited to annouce our partnership with Active Agency. We are pleased to welcome this exciting new

Business Leaders Meeting

Real Estate Rocks, With David Knox! Join us at the next Business Leaders Meeting!

The HUNT for Heroes continues!

An update on how our agents and branches are giving back during our 100 Year Anniversary Celebration.

You have to be at the Table to get the Crumbs

...continued from cover
tionsvery simply they expect good service in real time, no waiting. So if good service just keeps us in the game, how do we create competitive advantage and pull ahead of the rest? Speaker after speaker responded that we gain market advantage by creating an experience culture. What does that mean? There are at least five elements: We must make an uncommon customer experience (superior and memorable) part of our culture. From the Companys standpoint, this has to apply to our agents and employees as customers in addition to our buyers and sellers. Believe it or not, this is a standard against which I have always held our performance. We dont always perform at my expected level, but it is very much a part of our culture. We must have the right people in our organization. This, I hope you know, is what occupies much of our thinking and action. The evidence is clear in our per person productivity and our emphasis on career development at all levels. We must treat all of our peopleinternal and external to the Companyas customers and truly show how much they (You) are valued. There is much we can do to improve here and we will. We must respect that our customers have a voicea loud one in some casesand they will be heard. Do we listen? How do we review our performance internally and externally? We have many internal mechanisms from sales meetings to Agent Advisors to direct contact with Leadership at all levels. We survey our customers, but the response rate is not high enough. We need to get better internally and externally. I am committed to thisto find more ways to respectfully engage you and our buyers and sellers, to be presentalert engaged and proactiveand to be better at what I say about ourselves, specifically how we protect and enhance our 100-year brand. We must remember that EVERYTHING is now 24/7, beginning to end, every place we touch the customer, which goes to our VisionAlways there for you as a truly integrated real estate and homeownership services organization. I took what I heard both from my influential friend and at the Inman Conference as very important lessons and am committed to reinforcing our experience culture start to finish. How can you become involved? How can you be present for the conversation? Simply be there. Go to your branch sales meetings and speak up. Attend region-wide meetings. Stop in to your Broker Consultants office. Call or e-mail me or Lou Izzo or any member of our Leadership Team or Administration. None of us can get better if we are not informed. Your input directly to me is always appreciated, and Ive had quite a bit. Keep it coming! Be present for this most important, ongoing dialogue on the customer experience.

Relocation Appreciation Program

A message from Mary Croglio

Thank you and congratulations to the following branches and agents that closed outgoing referrals in the month of July. The total commission to the agents was $6,137 making the average referral check $438. The Relocation Appreciation Program began July 22nd and we now have our first two $250 winners: Susan Hergenroder from Lancaster and Autumn Starr from Liverpool. Congratulations! Thank you to all the agents & branches for all your hard work! Greece Pete Monsees Hamburg John Fox Judy Occhino Carol Lee Rubeck LouAnn Spaulding Home Referral Corp. Mark Tetley Lancaster Susan Hergenroder Lisa Matteo Liverpool Autumn Starr Brian MacGorman Manlius Mike Cronin Yvonne Senior-Moore Williamsville-Clarence Darcy Anderson

Buy The Before - Live The After

A message from Linda Mallia, President of HUNT Mortgage We have ordered signs that can be used at open houses to promote the Buy the Before Live the After program. The purpose of the sign is to hopefully open up a dialogue with potential buyers that may find the open house is not exactly what they are looking for. As you are all aware the Before and After program can allow the buyer to customize the house into their dream home. The signs are similar in size and style to the directional signs that we now use. These signs can be placed right at the entrance to the open house. Please see your Mortgage Consultant if you would like one. Quantities are limited.

Recognizing our Top Sales Agents of the Month

June 2011
Buffalo/Niagara
Amherst / Kelly Poulos East Aurora / Susan Lesinski Hamburg / Patty Manns KenTon / Mark Brylinski Lancaster / Jeanine Kacala Lewiston / Anne Smith Lockport / Patricia Kennedy Metropolitan / Mike Collins Orchard Park / June Kreutzer West Seneca / Cynthia Stachowski Wheatfield / Maria Bufalino Williamsville-Clarence / Sharon Frisicaro Williamsville Village / Bonnie Clement

HUNT Mortgage introduces the $uper $aver Loan

A message from Linda Mallia, President of HUNT Mortgage HUNT Mortgage is pleased to announce the introduction of the $uper $aver loan. Most buyers struggle to save sufficient funds for both the down payment and closing costs. HUNT Mortgage has developed a significantly reduced closing cost loan that we are calling the $uper $aver. The $uper $aver is a 30-year fixed rate FHA loan. The program can be used alone or combined with seller concessions. When combined with seller concessions, in most cases, the buyer will only need the down payment of 3.5%. The Mortgage Consultants will be attending your sales meetings this week to further review the program. The minimum loan amount is $85,000. The program is available to all buyers and in all regions. There will be a slight increase to our regular FHA rates. Ask your Mortgage Consultants for the daily rate quote.

Increasing Production
A message from Bob Scholz, Corporate Training Manager for fiscal year 2012. We want to help our agents reach the next level in their career here at HUNT ERA. Here are two specific goals you should aim for to increasing production: Did you know that the David Knox Video views have reached a milestone this month? Our agents have watched over 3,000 videos since the beginning of our fiscal year. In addition the agents have downloaded over 2,000 documents! Career Development wants to thank you for your past support and we look forward to making this a part of our plan Attend David Knox Seminar in September Watch more David Knox videos Let's celebrate what we have that the competition doesn't, exclusive, no cost access to the best video training in the industry.

Rochester
Brighton-Pittsford / Paul Heaslip Canandaigua / Sandi VanCamp Greece / Virginia Bozza Perinton / John Denniston Webster / Andrea Noto-Siderakis

Syracuse / Carthage-Watertown
Cazenovia / Nancy Proctor Chittenango / Sandy Leibl Cicero / Mari Rae Dopke DeWitt / David Hanlon Fayetteville / Manning-Litz Team Liverpool / CNY Key Team Manlius / Linda Crawford Oneida / Lorene Prenderville West Regional / Beth Losty Carthage-Watertown / Erin Meyer

Customer Service Compliments

While scheduling a recent showing with ProShow, William Bassett from Realty USA expressed his appreciation for how polite our ProShow representatives are. Compliments from Chris Carretta: Chris made a point to share how happy he was with the Customer Service and ProShow team. He mentioned that he felt the teams skills have really developed over time, and he can see a difference from the training that is provided to the call center representatives. Thank you, to our entire team for your hard work and dedication-keep it up!

Capital District
S. Glens Falls / Jennifer Ball Saratoga Springs / Dan Britten

Arizona

Importance of MARKETING your listings!

A testimonial from Laurie Dietrich, Broker Consultant, Webster Branch woman 5 years ago. She's now married and moving out to the suburbs to her uncle's house. I sent out postcards through xpressdocs.com to the entire neighborhood. As a result, I received a call on July 1st from a neighbor who wanted to view it. He, as a newlywed, needed a larger house. He did not have an agent, but did have two houses to sell in Rochester and one in West Virginia. I am a firm believer of evaluating every listing and prepare a specific marketing plan for each property. One thing I ALWAYS do is use xpressdocs.com for Just Listed and Just Sold postcards. Here is my story! Three weeks ago I listed a property in the city of Rochester. I sold it to a young, single The bottom line of the entire transaction was two listings, two home warranties, two titles through Network Title Agency, one sale, one outgoing referral, one mortgage through HUNT Mortgage and they are using an attorney through The Realty Club - not bad for $55 in postcards!

Training Corner
Brought to you by Career Development Join us at the quarterly Business Leaders Meeting with one of the industry's most distinguished speakers, Mr. David Knox!

David Knox, master of real estate skills and technique will be the guest presenter at the Business Leaders meeting. Considered a Rock Star of real estate, David will teach you how to excel in todays market in an entertaining and understandable fashion. Youve watched his videos, now see the man in person! Dont forget to check out his newest video on huntrealestate.com!

SCSL Reports
A message from Amanda Vogel

David Knox Sessions

Syracuse Region Monday, September 12 | 9:30am Craftsman Inn 7300 E. Genesee Street Fayetteville, New York 13066

Congratulations to the following offices for reaching their regional goal for the month of July. Buffalo: Goal 44% Lancaster 88.89% Williamsville Village 71.43% Hamburg 64.29% West Seneca 45.45% Rochester: Goal 33% Greece 100% Perinton-Canandaigua 71.43% Webster 41.67%

Syracuse: Goal 25% Cicero 100% Chittenango 100% West Regional 57.89% Fayetteville 50.00% Dewitt 37.50% Liverpool 31.25% Congratulations to Rochester and Syracuse for exceeding their regional goal! Rochester had a July SCSL of 38.78%, with a goal of 33%, and Syracuse had a July SCSL of 35.00%, with a goal of 25%.

Rochester Region Tuesday, September 13 | 1:00pm Eagle Vale Golf Club 4344 Nine Mile Point Road Fairport, New York 14450 Buffalo/Niagara Region Tuesday, September 13 | 8:30am Millennium Hotel 2040 Walden Avenue Cheektowaga, New York 14225

The HUNT for Heroes Continues!

HUNT Real Estate ERA, a family owned company for 100 years, has a long and enduring commitment to community service as articulated in its mission. Our mission includes providing the highest quality service available in the communities where we operate. At HUNT ERA, this has always included service to those in need, shared Chairman and CEO Peter Hunt. At HUNT ERA this commitment is demonstrated at the corporate level, the department/branch level and most importantly at the individual level. Often individuals become involved with an issue because of a personal need or experience. Bob Joeckel, one of HUNTs top producing Syracuse agents, in his personal experience led to an ongoing passion for improving the services available for pediatric mental health in the Syracuse area. Early in his efforts, he became involved with Family Tapestry. Family Tapestry works to ensure better service, increased access, helps families navigate a complex system and bring awareness of the issue to Albany. In New York State the capacity of health care system to provide services is regulated by the Department of Health and there is a large unmet need for pediatric mental health care. Bob, along with representatives from Upstate Medical Center, Family Tapestry, Onondaga County Mental Health Services and St. Josephs Hospital, were asked to go to Albany to meet with the Commissioner of Mental Health to discuss how to improve services. As a result of this trip, Bob was asked to join the Advisory Council of the Golisano Childrens Hospital, affiliated with Upstate Medical Center. This then led to the creation of the Golisano Pediatric Roundtable, a collaboration between the hospital and Family Tapestry, to continue this work. This group has also been able to gain attention in Albany in regards to the need for inpatient care for children and adolescents with mental health needs. Although Bob describes himself as, just another person working aggressively on an issue, he is truly a HUNT Hero who is, starting to [see] progress in changing the way things get done. So how are you changing the way things get done? HUNT Heroes lifts up the commitment to community service that exists at HUNT Real Estate. HUNT will honor those employees and agents who complete 100 hours of volunteer work with the organizations of their choice by October 31, 2011 in their local print publications in November, 2011 with their photo and name of primary organization where they volunteered. Branches, departments and core businesses that complete 100 hours of community service in group endeavors will also be acknowledged. If every person did 100 hours of volunteer service that would be over 100,000 of community service with a value that is priceless! Each agent and employee should have begun completing the form for logging their hours of service. Please contact your Broker Consultant or supervisor if you have not received one. The form is also available in the ORP Document Manager / HUNT Heroes category. The form contains additional details for participating in this worthwhile activity.

Qualified Residential Mortgage (QRM) Update from HUNT Mortgage

A message from Amanda Vogel certainly a reason for concern, and I wanted to go a little more in depth on this issue. All of the loans that do not comply with the standards of the QRM will be required to have a reserve in the amount of 5% of the loan held by the banker. These loans are seen as high risk, and require some additional insurance that the owner is capable of making the payments. This reserve retention is exempt on all loans backed by a federal agency, which includes Fannie Mae, Freddie Mac, and FHA. This exemption significantly reduces the short-term impact of this proposed regulation, since currently roughly 90% of all loans are eligible for this exemption. The real problem comes in if and when Fannie and Freddie start phasing out of the market, greatly reducing the number of loans that will be exempt from this reserve requirement. If these two government servicing giants begin to leave the market, a significant portion of loans would be left to having FHA as the only option for exemption.

Last month we provided an update on the proposed Qualified Residential Mortgage (QRM) restrictions that could completely change the way we do business. It is

From the desk of...

Over the past several weeks we have begun to seriously look forward in to 2012 and started the process of forecasting our sales performance in what promises to be another very interesting year in residential real estate across the US. Interest rates, which have always been a key indicator of sales forecasting, are consistently at record lows, however, wavering consumer confidence largely because of the employment markets have literally stalled residential real estate growth in most U.S. markets. In addition, the national debt continues to climb at record pace and even in light of the recent actions in our capital, our debt is still forecast to grow substantially. Looking at next year from a HUNT Real Estate ERA perspective involves forecasting sales based on several key variables such as new listings, turnover rate of existing inventory, average sale price, gross commission percentages and many pother which come together to provide a branch by branch, and then region by region forecast. When completed, all the regions are combined in to one master plan and set of performance goals which are then shared with our Leadership team and finally with our entire company. In addition, we also then complete the budget side of the equation by branch and region and the two combined create the financial model for HUNT for 2012. From this data our Core Companies (HUNT Mortgage, Network Title, and HUNT Insurance) set their plans for service and capture rates and the plan is set. Finally, then the financial plan is complimented by a Business presentation which details:

A message from Louis A. Izzo, Jr., President - Residential Brokerage Who we are Where we are going How we will get there Who will make up the team The Business Presentation is accompanied by a series of short and detailed Action Plans by each Core Company and Department that they will focus on accomplishing for the year in support of the plan and goals. In October the Leadership Team will meet and prepare for the beginning of the year (November1 is New Years Day!) and we will be off and running. Every Broker Consultant is available to begin working with you on your plan for 2012 now and has access to all of the important planning information you would need through our residential system. One-on-ones should occur as soon as possible to get your Business Plan in place. HUNT Career Development Department has the Business Planning tools available for you if you desire as well. As I travel from branch to branch I hear from many of you that the business is more dynamic and changing than ever and I assure you we are listening and planning accordingly to support you in every way possible. In this year and beyond it is evident that the best will thrive so to that end we are committed in every way to working to be the best support system in the industry for each of you. This month my Above and Beyond Award goes to Victoria Mirzoian in HUNT Marketing. Victoria has taken on a massive task in reorganizing and recreating a centralized media process for HUNT that has been quite a task and she has demonstrated what we at HUNT have become known for finding a way to get the seemingly impossible done! Great job, Victoria! Until next month,

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Brush Up Buffalo!
A message from Elaine M. Hegedusich

Brush Up Buffalo is an all volunteer, not-for-profit organization working to revitalize neighborhoods and build community pride. Each year Buffalo selects a neighborhood and assigns teams and volunteers to paint singlefamily, owner-occupied homes of low-income homeowners. Brush Up Buffalo will take place Saturday, September 10th. If you are interested in becoming a volunteer sign up by visiting brushupbuffalo.org and make sure to choose BNAR as your team. Included that day is breakfast at 8am and lunch around noon. It is hoped that you participate. Last year we had many agents attend, but only 1 or 2 HUNT agents showed up. We can do better than that! Also as a reminder, participation in this event could count for your community service hours for HUNT for Heroes!

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