Welcome New R-BAR Members - Reading

®
An Official Publication of the READING-BERKS ASSOCIATION OF REALTORS®, INC.
Volume 22
Number 2 - 2013
Welcome New
R-BAR Members
The Reading-Berks Association of REALTORS® welcomes
the following new members who recently completed
Orientation and Induction on May 1, 2013. Congratulations
and best of luck as a member of the R-BAR family!
LEFT TO RIGHT:
Sandra Plenderleith, Prudential Landis
Robin Cuzner, Assist2Sell
Juan Zabala, Prudential Landis
Michele Shimp, Prudential Landis
Denise Bononno, Prudential Landis
Alayne Galley, Re/Max of Reading
Juan Galarza, Keller Williams Realty Elite
Samuel Padovani, Coldwell Banker Select Professionals
Pete Champagne, 2013 R-BAR President
Rebecca Knepp, Century 21 Park Road
Cole Golden, Prudential Landis
Desiree Heinz, Century 21 Park Road
Robert Savory, GKS Brown Realty Services
MISSING FROM PHOTO:
Felix Munoz, Keller Williams Realty Group, Exeter
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President’s Pen
By Peter J. Champagne
How many of you can remember the Billy Joel song “We
didn’t start the fire”? The parts
where he rattles off historical
event after event …well that
is how my mind feels and I’m
thinking I am not alone. A Realtor’s life is a series of 50 things
going on at one time combining the unbelievable
amount of “stuff” now necessary to get transactions to close and of course our personal lives if
we have one…It can be quite a juggling act…the
mind never rests. I am in Washington DC for the
Mid-Year meetings and I have put off writing this
President’s Pen (OK I forgot it was due… too much
on my mind you know) until the very last minute.
Today I look forward to the “Hill” visit with Congressman Gerlach. Although I honestly believe
that he already knows exactly what will be asked
of him today it is a trip worth making to hear from
him directly how he supports the Realtor efforts
to preserve the American Dream as we call it.
The three points that will be brought up are: The
restructuring of Fannie Mae & Freddie Mac (secondary mortgage market) to ensure affordable
mortgages are available, Preservation of Homeownership Tax Policies to continue with Mortgage
Interest and Property tax deductions as well as
Principal Residence capital gains exclusion, and
Preserving FHA financing. The slogan to relay to
Congress is “Do NO Harm”. Do not enact any reform that will unfairly restrict homebuyers access
to safe, affordable mortgage financing.
Also of significance here at this NAR Mid-Year is
that there is another election to be mindful of.
…continued on page 2
…continued from Page 1
President’s Pen
By Peter J. Champagne
PA’s own Jim Helsel is a candidate for NAR
2014 First Vice President. His opponent is from
Florida and it is anticipated to be a tight race.
The winner will go on to be NAR’s President in
a few years so it is a pretty big deal. I have
known Jim since I originally got involved with
PAR back in the early 90’s. Although I believe
Jim to be the best candidate, the actual voting is done by the NAR Directors so it is a wait
and see until the vote on Saturday. (By the
time this is published everyone will know the
outcome)
Being part of the leadership for our Association
is both challenging and rewarding. This is my
second trip through the leadership chairs and
although it is early in this Presidential term, I
already feel the pride of helping to steer the
ship through the changing waters. The last
time I was President of RBAR my son was a
high school senior and my daughter was 9. Today both my children are married and I have
a grandson. My perspective has changed over
that time as has my “leadership style”. What
has not changed is my fervent desire to do
the best job I can in leading RBAR. BTW, we
are always looking for those that wish to get
involved and help lead and energize the local
association. So please consider volunteering
for a committee. Your ideas are also welcome.
If you have anything that you wish to discuss
please feel free to contact me, the Association
office, or any of the directors. The next great
idea may be yours.
ADVERTISING INDEX
Affinity Bank of Pennsylvania........................ 6
Andersen Insurance Brokers........................... 13
AnnieMac Home Mortgage............................ 14
Buyers Real Estate Weekly............................... 13
Diamond Credit Union................................... 12
Fleetwood Bank ............................................... 12
Fulton Mortgage Company............................. 14
Furniture Soup.................................................. 10
Greater Reading Economic Partnership........ 10
Homes & Land of Berks County.................... 10
Jamison Appraisal Services............................. 13
L&L Services..................................................... 16
M & T Bank....................................................... 12
Mortgage America............................................ 12
Petro Heating & AC Service............................ 12
PuroClean.......................................................... 6
Reading Eagle Company................................. 8
Reliable Home Inspections.............................. 14
Schlicher-Kratz................................................. 14
TREND.............................................................. 14
VIST Bank ........................................................ 6
Waterstone Mortgage Corporation................ 10
Wells Fargo Home Mortgage.......................... 6
Peter J. Champagne
President’s Pen............................ 1
New R-Bar Members.................. 1
Save the Date............................... 3
R-BAR Store................................ 4
Jim Goldsmith Article................ 5
REALtor Life Adventures.......... 7
Government Affairs Update...... 9, 17
Dianna’s Den .............................. 11
Drop of REALTOR®
& Affiliate Membership......... 15
Transfers/Reactivation of Membership15.
15
Almost the Last Word................ 18
Property Lines - Page 2
PROPERTY LINES
SAVE THE DATE!
An Official Publication of the
READING-BERKS ASSOCIATION
OF REALTORS®, INC.
2201 Ridgewood Road
Berkshire Commons, Suite 350
Wyomissing, PA 19610
(610) 375-8458 Fax (610) 375-6298
email: info@RealEstateInBerks.com
Website: www.RealEstateInBerks.com
UPCOMING EVENTS:
Dates subject to change.
Check www.realestateinberks.com for
up-to-date info! All events at R-BAR
unless otherwise noted.
Summer Picnic
Thursday, June 20, 2013
Fish Pond West
Night at the Races
Friday, July 19, 2013
West Wyomissing Fire Company
Golf Outing
Friday, September 13, 2013
Willow Hollow
Fall Membership Meeting
Thursday, October 17, 2013
Green Valley Country Club
OFFICERS
Peter J. Champagne, President
Victoria Venezia, President Elect
Jeffrey Sicher, Immediate Past-President
David Mattes, Vice President
Bradley Bentz, Secretary/Treasurer
DIRECTORS
Craig Binkley
Jerry Buffa
Eva Eisenbrown
Dawn Hickernell
Michael Klonis
Gary Lando
Arlene Parisi
Sharon Sapp
NEWSLETTER COMMITTEE:
Lorrayne B. Klahr, Chair
Brad K. Bentz
Dianna Alpini
Deb Scheidt
Denyne Potts
The Newsletter Committee is looking for more
members or featured writers. Contact the
R-BAR office if you are interested in finding
out more information.
IMPORTANT NUMBERS:
National Association of REALTORS® (NAR)
1-800-874-6500 • www.realtor.org
Pennsylvania Association of REALTORS® (PAR)
1-800-555-3390 • www.parealtor.org
Holiday Luncheon
Thursday, December 19, 2013
Crowne Plaza
PAR Legal Hotline
1-800-727-5345
PA State Real Estate Commission
1-717-783-3658 • www.dos.state.pa.us/bpoa
TREND: 1-877-330-9900 • www.trendmls.com
Property Lines - Page 3
R-BAR
Debora Scheidt
R-BAR
Membership and
Communications
Director
Kelly J. Pieja
R-BAR/BREW
Managing Director,
Interim Association
Executive
Chuck Liedike
R-BAR
Government Affairs
Director
J. Kitridge Fegley, Esq.
Association
Counsel
BREW
Denyne Potts
BREW
Art and Production
Manager
Anna Held
BREW
Graphic Designer
Dave Renninger
BREW
Sales Executive
• Cookbooks
• Yard Signs
• Closing Gifts
• REALTOR® logo items
• Lock Boxes
• Open House shoe covers
• Open House registers
• Key Hiders
• St. Joseph’s Statues
• Shirts
• Hats
• Jewelry
Shop the R-BAR Store!
Property Lines - Page 4
POST-INSPECTION REPAIRS
AND THE LISTING AGENT’S
REPRESENTATIONS
By James L. Goldsmith
In a recent article I underscored the licensee’s duty at
settlement to note the status of all obligations established by the agreement of sale. This article focuses on
how a listing agent confirms her seller’s completion of
those pre-agreement repairs, updates and other obligations.
was working. And indeed, that is a reasonable defense
and one that may succeed (RELRA does provide that a
licensee has no duty to investigate and may rely on the
reasonable representations of her principal). The listing
agent’s objective, however, is not winning a misrepresentation suit but avoiding one altogether.
As is almost always the case, the inspiration for these
words of advice comes by way of another’s misfortune.
A transaction began like most other residential transactions involving inspection contingencies and the need
to repair. Though the sellers disclosed that the septic
system was working, an inspection of the onsite septic
system was equivocal: the inspection occurred after a
substantial rain storm and the inspector could not conclude whether his findings were the result of rain or the
system’s malfunction. He neither passed nor failed the
system, but suggested that certain steps be taken and a
follow-up examination be performed. The seller heeded
the inspector’s recommendations, in this case by replacing a pump that was suspected to be a culprit. The
listing agent was not present when the repair work was
done and never spoke to the repair person; rather, she
relied on the seller’s representation that the work had
been done. The seller even provided a receipt that was
forwarded to the buyer’s agent. Supported by the seller’s words and receipt (which demonstrated very little
other than the $1,600 expense to replace the pump), the
listing agent represented that the work had been done
and that the system was functioning perfectly.
Making no representation would have kept the listing
agent out of the courtroom. But listing agents have an
obligation to advise on the status of the transaction and
had to say something about the replaced pump.
But it wasn’t. Not only was the system not functioning
perfectly, the real problems had not been diagnosed.
Not until after purchase did the real problems surface.
Like most cases, there was no credible evidence of a
cover-up; but like most cases, one or more of the parties
was culpable and paid damages.
I did say that I was focusing this article on the listing
agent, so I ask: what did the listing agent do wrong,
if anything? It seems that she merely repeated what
was represented to her: the system was repaired and
Making representations of fact and not offering conclusions is much safer. Had the listing agent said that she
had been informed that the pump had been suspected
of being the problem and that it had been replaced as
evidenced by a receipt that she would present to the
buyer’s agent, she would have been fine. But opining
that the system was working perfectly went too far.
When the buyers made their offer they didn’t rely on the
seller’s disclosure that the septic system was working
but chose to have an inspection. Why encourage them
to rely now? Let them, encourage them, to rely on the
inspector. “Sellers made repairs, now have it tested.”
Had that been the approach, the listing agent would have
avoided much strife (and some money). We’ve come a
long way in having buyers conduct their own due diligence reviews and encouraging their reliance on outside
experts. We should try to keep it that way for their
protection and for that of the listing agent, sellers and
the buyer agent.
Copyright © James L. Goldsmith, Esquire,
CALDWELL & KEARNS, P.C., 2012
All Rights Reserved
Jim Goldsmith is an attorney with Caldwell & Kearns and serves as general
counsel to PAR. A substantial portion of his practice is dedicated to providing advice and counsel to real estate licensees. He and his firm represent
and defend real estate salespersons and brokers in civil lawsuits and
licensing claims across the Commonwealth. Jim also defends REALTORS®
in disciplinary hearings conducted by the Real Estate Commission. He
routinely counsels employers on employee relations issues and is one of
the voices of the PAR Legal Hotline. He may be reached at
www.realcompliance.com
Property Lines - Page 5
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Property Lines - Page 6
REALTOR® LifeAdventures
By Lorrayne Klahr
Hello to all, and hello to what just may be a better year In recent months, I’ve experienced some fellow REALTORS
for real estate practitioners (that’s us). Yay!
showing the utmost in professional ethics and the applicaI guess I need to make calls to agents to ask for some
good real estate adventures. Better yet, I may take a
notebook to the picnic and go around interviewing attendees in an effort to get some good stories for this
column. Nobody writes; nobody calls. L
Therefore, in lieu of a fresh new Realtor Life Adventures,
I am once again going to use a few stories from the past.
I guess now I have to call it the distant past. Still, a few
of these things are relevant even today.
From our October - December 1997 issue of Property Lines...
here is Realtor Life Adventures:
tion of the Golden Rule. Sandy Cummings is one of these,
and she graciously treated her open house guests so well...
even after they said they were working with me. (They eventually bought the house.)
When I think about the word “REALTOR” and what it’s meaning is...and what behavior we are expected to display...it reminds me of a story told by the former pastor at my church:
Alexander The Great conquered many countries and was
know for bravery. In Greek culture, bravery was valued. One
day, a soldier was brought before Alexander The Great, on
charges of cowardice. He had deserted his garrison and left
his comrades to die in battle. Before pronouncing judgment
at the trial, Alexander The Great said, “What is your name?”
The soldier answered, “Like yours: Alexander.” Alexander
The Great flew into a rage, then he grabbed the young soldier
and shook him. He said, “You have one more chance. Go
back, join another garrison and go into battle. And either
change your behavior or change your name!”
Did you attend our July luncheon when City Manager Steve
Bonczek spoke to our group? A funny comment from someone at my table followed these remarks from Bonczek. Bonczek said, “The pessimist complains about the wind. The
optimist waits for the wind to change. The realist adjusts the
[I still love that story. I hope we all value the name REALTOR
sails.” And Scott Gust murmured, “And the REALTOR ends
and continue to live up to the standards of the word.]
up suckin’ wind from working so hard just to save one deal!”
Also at that same luncheon, Jack Maurer was asking a question regarding real estate taxes on residential property. Jack
added, “Of course, I’m not in the residential end of it. But
I happened to sell one the other year.” [Our beloved Jack
Maurer passed away a few years ago. He was quite a wonderful fellow.]
Have a great selling season, and have a wonderful summer.
Bonczek concluded his remarks by paraphrasing Will Rogers, telling us what Will might say regarding Reading, Pennsylvania. “When the world comes to an end, I’ll want to be
in Reading because everything happens here 10 years later.”
[Still pretty much true, don’t you think? :)]
A client recently read to me a quote that he keeps on his
desk. He’s in family counseling...very much like real estate,
if you think about it. ‘Thought I’d share it with you: “We
have done so much for so little for so long that now we are
experts at doing anything for nothing.” [Wow. That fits today’s real estate agent even better than it did in 1997.]
Property Lines - Page 7
---Lorrayne
Property Lines - Page 8
Become a Leader
By Chuck Liedike, Government Affairs Director
Over the past several years, our Association
has dealt with countless government affairs
issues. Local issues impacted transactions,
and made the overall process quite difficult.
We learned that we needed to take an additional approach in our lobbying efforts: get
members elected to office.
they would need to get the ball rolling now.
Many interested members scheduled meetings with me to develop a strategy. To date,
we have members running for office for the
first time in West Reading, Muhlenberg and
Mt. Penn – just to name a few municipalities.
Although our lobbying efforts have been
significant, sometimes it takes different approaches to get our voices heard. We have
made these efforts, and will continue to advocate your interests. Incidentally, did you
know that we already have several members
in elected office now? We have a REALTOR®
member on the City of Reading’s City Council. We also have members on Shillington and
Wyomissing’s Borough Councils.
In 2009 and 2010, I started asking members if
they would be interested in running for office.
Most scoffed and ignored the possibilities.
However, the conversation became elevated
in 2011 with the Borough of West Reading.
For a few years, our efforts made significant
change. West Reading was a different animal.
We used several different strategies to make
our voices heard. Each individual strategy
would have worked in most other municipalities. However, none of them seemed to work We, as REALTORS®, must have these conin West Reading. The conversation simply versations.
changed. Members knew that we needed to
Are you ready to become a leader?
become the leaders.
I obtained outside funding to hold a campaign
school here locally. The National Association
of REALTORS® put on this campaign school
in 2012. We were the only local association in
the entire country to hold a campaign school.
Our campaign school had more attendees
than any other state association’s campaign
school to-date! Members had interest. They
understood that if they wanted to run in 2013,
Check www.realestateinberks.com for
up-to-date info!
Property Lines - Page 9
The expertise you need for the best investment you’ll ever make.
Property Lines - Page 10
Dianna’s Den
by Dianna Alpini
Gratitude, For A Change
“If you’re facing a change try to refrain from judging it. Instead, say “yes” to it.” ~ Cynthia Occelli
Greetings everyone! I do hope our newsletter finds everyone super crazy busy with buyers, sellers, and settlements most of all!!!
This issue, I’m inspired to share with you what I’ve experienced as a Realtor
since last August, when I said “yes” to a major change in my personal life. It
was a change that I knew would either break me or make me in real estate
sales. Why? Because I refuse to go work for someone else like I did before
becoming a real estate salesperson and I adore having the freedom to work a
24/7 week as an independent contractor… or not. 
With that being said, September through February became a whirlwind of activity for me. I was out and about going on listing appointments and actually
getting some. “This is good!” I thought to myself. “I want as many listings as I
can get. I like being a listing agent!” This was a new experience for me since
the year before I had been co-listing with another agent from the office, but on
my own I had been very much a buyer’s agent. What I didn’t realize is that if
I wasn’t able to balance the two on my own, the listings I had wouldn’t sell as
quickly as I wanted or needed them to (due to my skill set at this time, as well
as our slowly-but-surely changing market), thereby rendering me in a financial
quandry. Hmph!
I’m sure you can just imagine the specific financial stressors I began to face.
Yet, these were not a surprise to me. What was a surprise to me was how I
would be facing them. Because I said “yes” to change, I decided that no matter what happened, I was going to practice gratitude on a daily basis, and that
fearlessly, I was going to have to ask for help. The thought of that in the past
always terrified me. Rarely, if ever, did I allow myself to be that vulnerable with
people, ergo… careers, jobs, and burnouts, just to avoid reaching out for help,
so that I can pursue and do what truly brings me joy.
Today, I am thrilled to share that the help and support have been there at every
turn. For that, I am forever grateful to the people in my life that are “givers” and
who really care. I’m amazed at how precious these experiences have been for
me as I stretch and grow personally and professionally. They have reinforced
my faith and belief that, if we keep showing up and doing our best, that the
Universe will provide a way out and a way to whatever we need or wherever
we want to go.
large. To name a few over this last year, there was the Polar Bear Plunge Fundraiser, the Help Theodore Wolicki 104 yr old veteran get a new roof, the Feeling
Lucky and End of Summer Fun Package drawings (my name was drawn and I
was able to take my grandson to Ozzi’s for his birthday!), and several more. In
addition, the high level of customer service and quality care Rick provides, impresses and inspires me to incorporate the same values for my own business.
In closing, I just want to say that if you’re ever faced with a change that is causing you great distress, don’t let worry and fear overcome you. Saying “yes” to
the change triggers acceptance, and when we are in that state, we are able
to look for and allow all of the amazing gifts and givers into our lives with a
surprising sense of gratitude for the change!
“And after a long time the boy came back again.
“I am sorry, Boy,” said the tree, “but I have nothing left to give youMy apples are gone.”
“My teeth are too weak for apples,” said the boy.
“My branches are gone,” said the tree.
“You cannot swing on them-”
“I am too old to swing on branches,” said the boy.
“My trunk is gone,” said the tree.
“You cannot climb-”
“I am too tired to climb,” said the boy.
“I am sorry,” sighed the tree.
“I wish that I could give you something... but I have nothing left. I am an
old stump. I am sorry...”
“I don’t need very much now,” said the boy, “just a quiet place to sit and
rest. I am very tired.”
“Well,” said the tree, straightening herself up as much as she could,
“well, an old stump is a good for sitting and resting. Come, Boy, sit down.
Sit down and rest.”
And the boy did.
And the tree was happy.”
Shel Silverstein, The Giving Tree
*General Contracting and Handyman Services for the Eastern PA Area
This brings my attention to our affiliates, who loyally and generously support
our cause and service. In particular, Rick Herbert owner of *L&L Services Inc.
comes to mind with his generous fundraising events, networking events and
drawings that he coordinates, consistently giving back to the community at
Property Lines - Page 11
Dianna Alpini
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Property Lines - Page 12
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Property Lines - Page 13
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Property Lines - Page 14
Transfers and Reactivations of REALTOR® Membership:
Assist2Sell
Linda Hale
Peter Heinly
Hybrid Home Brokers,
Bill Williams & Company
Ronda Lynn Christensen-Lusch
Bold Realty
Linda Sprunger
Keller Williams Realty Elite
Juan Galarza
Anita Leazier
Chris Lineman
Century 21 Park Road
Carlos Batista
Rose Secord
Coldwell Banker Select Professionals
Denise Beissel
Michele McCartney
Martin Yourkavitch
Springer Realty-Limerick
Suzi Ford
Weichert Realtors Neighborhood One
Jeff Hogue
Prudential Fox & Roach
Robert Ference
Re/Max of Reading
Joelle Dennis
Suzanne Dungan
Andrew Krufka
Home Town Realty
Jill Savory
REALTOR® Membership Drops:
Affiliate Membership Drops:
AmericaList/David Capese Realtors
Lynn Wetzel
Re/Max of Reading
Kim Bonenfant
Berks County Sheriff’s Department
Assist2Sell
Anthony Reber
Springer Realty
Tom Brintzenhofe
Cutting Edge Logo Gifts
Bold Realty
Jose Antigua
Stout Associates
Maureen Barron
Larry Lafaver
City Real Estate
Jose Madrigal
Maribel Sepulveda
William V. Rhoads, Realtor
William V. Rhoads
Centralized Showing Services
Discovery Credit Union
Liberty Mutual
McCarthy Engineering Associates
Chris Thomas, Real Estate Education Center
Source Mortgage
John Gross Realty
Jody Schwambach
Home Town Realty
Elva Martin
Robert Sharp
Firm Membership Drops:
Keller Williams Realty Elite
Lora Abramowitch
City Real Estate
William V. Rhoads, Realtor
Keller Williams Realty Group, Exeter
Susan Lovell
Lord Real Estate
Shirley Lord
Prudential Landis
Joseph Doerr
Melissa Newkirk
Julio Rosario
Property Lines - Page 15
Property Lines - Page 16
Fair Housing
By Chuck Liedike, Government Affairs Director
The Reading-Berks Association of REALTORS® invited Lehigh Valley Association of REALTORS® staff
Ryan Conrad and Justin Porembo to our latest Spring
Membership Breakfast in mid-April.
The purpose of the meeting was to fully detail the
Fair Housing situations impacting their local members. Last year, a study of real estate offices in Allentown alleged that fair housing violations were taking place. Specifically, the study found that disparate
treatment was occurring between white and minority
homebuyers. Unfortunately, this same study found
that 73% of agents tested were engaging in this disparate treatment.
for LVAR. Allentown Mayor Ed Pawlowski indicated
that these instances were among the worst he’s ever
seen, and that it’s been happening for decades. He
was quoted as saying “this type of action has a major
detrimental effect on Allentown, and on the people
of Allentown.”
LVAR knows that they need to be proactive. It goes
beyond compliance and education. It becomes a part
of their mission to ensure that it doesn’t happen again.
They have determined that they will have more fair
housing education, distribute educational materials
for consumers, hold race sensitivity training, create
a task force geared towards recruiting minority REALTORS® and reinforce a zero-tolerance policy for
How was this happening? White buyers were alleg- noncompliance. Further, they are also speaking to
edly being steered towards the suburbs, while minor- local REALTORS® associations across the Commonity buyers were steered towards the City. Further, the wealth of Pennsylvania.
study had two buyers of different races approach a
real estate agents about listings. All “buyers” had the R-BAR’s Spring Membership Meeting was one of the
same characteristics, including household income largest turn-outs for a breakfast meeting in years.
and employment history. How do these studies oc- Conrad and Porembo fully detailed the impact
cur? Grants are often secured by municipalities or placed on their association. They also took questions,
community groups to commission such studies.
which they admitted they couldn’t fully answer. Fair
Housing can be quite complicated. They did suggest
This specific study surveyed about 1.3% of REAL- an answer: Pennsylvania Association of REALTORS®
TORS® with the Lehigh Valley Association of REAL- Director of Professional Practice Hank Lerner can
TORS®. In an interview, Conrad indicated that “even answer any questions that you may have. He can be
one misconduct is unacceptable.” Conrad and LVAR contacted via phone: 800-555-3390 x3021.
members could have fought these allegations, but
decided to be a source of education instead. LVAR is
working with the same group which commissioned
the study to ensure future compliance and increase
education. However, this still didn’t help the overall
opinion about their local REALTORS®. In fact, the
media highlighted their members in a very negative
light. Elected officials in Allentown were very angry
with their local members. It wasn’t an easy battle
Property Lines - Page 17
“Almost
the Last Word” by Brad Bentz
Where do the children play?
Technology washes over our industry like waves on a
beach, endless and pervasive. The Trulia’s and Zillow’s
of the world seek to capture our information and offer
one-stop virtual shopping. It appears that we, as Realtors®, focus more and more on pushing our homes and
our accolades through the digital world which it is quickly
becoming our identity. Digital technology is the new frontier, and we are its settlers.
I think that, as practitioners in an industry, we need to
remember our roots. If we allow ourselves to be known
primarily for technology, there are deep-pocketed companies that can replace us with efficiency. Technology is
a wonderful tool, but it is not the end-all to what a Realtor® brings to the table. There is one thing that zeros
and ones cannot replace or even closely imitate, and
that is the human element.
In the 1990’s we went through a severe identity crisis.
For years beyond years we owned our MLS’s and the
information contained within. If a buyer wanted to find
information on a home, there was no choice but to utilize
our industry. We depended so much on owning the information that we allowed it to define our identity. Lying
in the weeds was Microsoft, turning a hungry eye on our
information.
To this threat, 1993 NAR President Bill Chee gave one
of the most famous speeches in NAR history, comparing our MLS’s to a bone, and Realtor’s as Chihuahua’s
fighting over it, unaware that over the hill is a hungry lion.
President Chee predicted that we would lose control of
our MLS’s direction, and this would threaten the stability
of the entire organization. His analogy pointedly brought
our attention to the issue: we could either adapt or lose.
In adapting, Realtors® had to shed the identity of owning
the information. Recently, he did acknowledge that his
analogy might have been over blown. Because of the
uniqueness of our housing stock, areas were so vastly
different that technology could not handle the diversity.
believe buyers will buy a home that is statistically perfect
for them unless they love it. Likewise, buyers may fall
in love with a home that doesn’t share any statistic for
which they were looking, but, in loving it, will likely buy it.
The need for shelter is built into our very hunter and gatherer DNA. It is primal, and is the focal point of our being.
In every residential sale I have ever made, there has
been some emotional connection. Computers can find a
house, but they cannot deliver a home. We as flesh and
blood Realtors® can determine the buyers’ dreams, and
can fulfill a need where technology falls short.
Likewise, technology cannot calm nervous buyers who
wonder if they are making the right choice, or placate
emotional sellers who feel they sold the home under
value. A computer cannot problem solve the maze of
home inspections, or negotiate the breadth of extremity
in opinions between buyers and sellers.
In the end, we need to understand that our core purpose
is people helping people. If we allow ourselves to place
our identity in technology, we will be overcome by the
tide. If we chose to remember our roots, we can surf the
technology wave and enjoy the ride
Well you’ve cracked the sky, scrapers fill the air.
But will you keep on building higher
‘til there’s no more room up there?
Will you make us laugh, will you make us cry?
Will you tell us when to live, will you tell us when to die?
I know we’ve come a long way;
We’re changing day to day,
But tell me, where do the children play?
Cat Stevens
This is the same issue that presents itself today. Technology is powerful and efficient, however, it has limitations.
Realtors®, buyers and sellers share a very important
aspect that technology does not: we are all flesh and
blood and filled to the brim with emotion. A buyer can
easily search the web by statistics. Price, bedrooms and
location are sorted in nanoseconds. However, I don’t
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Property Lines - Page 18