Board Briefs 7-07 - the Lebanon County Association of REALTORS

Lebanon County
Your Voice for Real Estate In Lebanon County
Volume 19 ~ Issue 2007-7
From the President, Scott Graby
HAPPY 4TH OF JULY!
Hopefully everyone will have the opportunity to take the day off and spend it
with your family!
I want to welcome all of our newer agents to the business! This
month, we are focusing our special interest pieces on our newer
agents, and hopefully you’ll find some great tips to help you get a
good start in the business! I will offer a few tips to get started:
In this business, the harder you work, the more money you will make.
There is no secret beyond that. The most common reason for not making it, is giving up before you get over that last hill.
Find some scripts that work for you and get you in the door. This will
help you with FSBO’s and expired listings. Consider talking to your
manager about going back through files of salespeople who have left the
business. People who bought a house five years ago may be thinking
about moving a even know someone else who is.
Finally, follow the more experienced salespeople in your office around
and ask a lot of questions to find out how they became successful in this
business. To gain valuable experience, you may want to offer to work as
an assistant to a successful agent for the first year.
Hopefully I have offered something of benefit to all of the new agents in
our business. You can also read the pieces on pages 8 and 9, or at any
time you can browse NAR’s entire “For the Rookies” reference library :
www.realtor.org/rmotoolkits.nsf/pages/rookiesmain_new?
OpenDocument&Start=1&Count=1000
Day 1: Hit the ground running! Send letters to everyone you know
and follow up a few days later with a phone call. See the article on
page 9 for more ideas on prospecting.
Day 7: Structure your days. While our business seems unstructured
at times, top salespeople understand that success requires discipline,
and that discipline has to come from within. Remember, you are here
to run a business, not just sell houses. An example of structuring your
day might be to prospect every morning and do paperwork and showings in the afternoon and evening. It’s all about getting in front of
people, so set that time aside to prospect every day.
Day 30: Work with your broker to set some goals and put them in
writing. Set an income goal and figure out how many transactions you
have to settle to obtain that goal. On the expense side, your plan
should factor in the cost for advertising and lead generation to attain
your sales goals. Pick an area to farm or your “sphere of influence”
and be in touch with these people at least four times a year. Finally,
factor in your technology needs.
Day 90: Learn as you sell. If your company doesn’t provide training,
find out what classes are available to you and take as many as you can.
Try to take a little something from each class. No one can predict
when you will sell your first house, but by the end of three months,
you should at least feel that you are well on your way. No matter what
phase you’re in, avoid getting discouraged. Rejection is going to be a
big part of your life in the early days.
Dates To Remember…
July:
4 ASSOCIATION OFFICE CLOSED
9 Luncheon Meeting - 12:00 noon
August:
NO luncheon meeting this month
September:
3 ASSOCIATION OFFICE CLOSED
10 Annual Picnic - details to come!
SEE THE FULL CALENDAR OF EVENTS AT:
WWW.LEBANON-REALTORS .COM
JULY
Don’t underestimate the value of scripts for dealing with contacts.
Phone (717) 272-6126
w
www.Lebanon-Realtors.com
w
Fax: (717) 270-5668
IN REAL ESTATE NEWS...
leaves them vulnerable to greater default risks when they unknowingly offer lower interest rates to applicants who artificially improve their credit scores.
NAR: F LOOD INSURANCE BILL D ESERVES
SUPPORT BUT NEEDS WORK ...
Source: Internal News Service Report for AE’s
The mortgage lenders' trade group has discussed the issue with
the credit reporting bureaus, and a complaint to the Federal
Trade Commission has prompted federal regulators to review
the practice.
Expressing its support for protecting the integrity of the National Flood Insurance Program, NAR called for greater participation in the program by homeowners and communities, and
expressed concern over the potential negative impact of some
elements of the legislation on the housing market, especially
for families with low and moderate incomes. In testimony before the House Subcommittee on Housing and Community
Opportunity today, NAR suggested that Congress develop a
comprehensive approach to protecting homeowners, potential
homebuyers, renters and business owners from the effects of
future catastrophic natural disasters. H.R. 1682, The Flood Insurance Reform and Modernization Act of 2007, would maintain the partnership between local, state, and federal government and enable participating communities to purchase insurance as protection against flood losses in exchange for state
and community floodplain management regulations that would
reduce future flood damage. In exchange, the NFIP would
make federally backed flood insurance available to homeowners, renters, and business owners
TREASURY BOOSTS ALLOWANCES FOR
HEALTH S AVINGS ACCOUNTS ...
Source: Internal News Service Report for AE’s (6/13/07)
The Treasury has announced that amounts individuals can contribute to Health Savings Accounts will jump in 2008 to $2,900
and $5,800, respectively. Health Savings Accounts are tax-free
savings accounts that supplement the health insurance benefits
of individuals and families who purchase insurance plans with
high deductibles. This year individuals can allocate up to
$2,850 into an HSA; families may deposit up to $5,650. During
2008, the underlying health insurance must have a minimum
deductible of $1,000 and a maximum of $5,600 for an individual; $2,200 minimum and $11,200 maximum for a family.
The federal government maintains a website which contains a
wealth of information about flooding, flood insurance and other
issues at: www.floodsmart.gov. This site also includes a specific page that would advise a property's risk of flooding by
simply providing the address. That page can be found at:
www.floodsmart.gov/floodsmart/pages/riskassesment/
findpropertyform.jsp
TOP 25 GREENEST US CITIES ...
Source: Country Home (4/07)
As Kermit the frog says, “It’s not easy being green.”
LENDERS CONCERNED BY TREND OF
“RENTING” CREDIT...
Country Home magazine, with help from Sperling’s Best
Places, examined all 379 major metropolitan areas in the country, ranking them according to how green they were.
Source: REALTOR Magazine Online (6/6/07)
Fair Isaac Corp., the developer of the FICO score, plans to
tweak its credit rating system this year in an attempt to end the
growing practice of poor-credit borrowers piggybacking on the
good-credit histories of others.
Qualifications for top ranking included air and watershed quality, miles of mass transit, power usage, farmers' markets, organic producers, and the number of green-certified buildings.
“We wanted to find out who in America is actually taking action, where they are, and what they are doing,” says Editor-inChief Carol Sheehan.
Mortgage lenders have expressed concern about services that
allow individuals to boost their credit standing by adding them
as authorized users to the credit cards of consumers who have
excellent track records, who are in turn compensated with a fee
paid by the poor-credit borrower. Lenders say the practice
Here are the magazine's picks for the 25 greenest cities in
America:
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1. Burlington-South Burlington, Vt.
2. Ithaca, N.Y.
3. Corvallis, Ore.
4. Springfield, Mass.
5. Wenatchee, Wash.
6. Charlottesville, Va.
7. Boulder, Colo.
8. Madison, Wis.
9. Binghamton, N.Y.
10. Champaign-Urbana, Ill.
11. Ann Arbor, Mich.
12. San Diego-Carlsbad-San Marcos, Calif.
13. La Crosse, Wis.
14. Pittsfield, Mass.
15. Eau Claire, Wis.
16. Durham, N.C.
17. Norwich-New London, Conn.
18. Eugene-Springfield, Ore.
19. San Francisco-San Mateo-Redwood City, Calif.
20. Chico, Calif.
21. Harrisburg-Carlisle, Pa.
22. Barnstable Town, Mass.
23. Utica-Rome, N.Y.
24. Missoula, Mont.
25. Asheville, N.C.
2007 NAR’S ANNUAL CONFERENCE…
NOVEMBER 13-16, 2007
There are NO LIMITS to what you can gain at the 2007
REALTORS® Conference & Expo, November 13-16 in Las
Vegas, Nevada. With hundreds of programs, networking opportunities, cutting edge technology, and more, you can customize your Conference & Expo experience to your needs and
interests. Grow professionally and personally while gaining
inspiration to be your very best. It’s the 2007 Conference &
Expo, and what happens here, helps you everywhere!
REGISTRATION IS NOW OPEN
Take advantage of this opportunity for early bird savings and
widest choice of hotels. For more details, expo information, to
register, and to book your room now, visit:
www.REALTOR.org/Convention
LEBANON BOASTS VOTE AS ONE OF
AMERICA’S LEAST S TRESSFUL CITIES ...
Source: Sperling’s Best Places (2007)
Between international terrorism and a struggling economy,
today's Americans are faced with more stress than ever. In this
new study, America's favorite research gurus at Sperling's Best
Places have identified the most and least stressful U.S. cities.
The "Sperling Stress Index" is comprised of nine different factors which are associated with stress: unemployment rate, divorce rate, commute time, violent and property crime rates,
suicide rate, alcohol consumption, self-reported "poor mental
health", and number of cloudy days
TOP 2 Choices:
Albany-Schenectady-Troy, NY
Harrisburg-Lebanon-Carlisle, PA
These hardworking state capitals and their surrounding areas
boast two of the lowest unemployment rates in the country. In
fact, both areas score well in many categories- low divorce
rates, short average commute times, a low overall crime rate,
and low rates of suicide. One downside to these northeastern
cities is their often-cloudy skies and dreary winters.
www.jonestownbank.com
Jonestown 717-865-2112 • Ebenezer 717-274-5421 • Quentin Road 717-279-7720
Lebanon 717-273-0405 • Newmanstown 610-589-1234 • Cleona 717-279-7655
Grantville 717-469-0623 • Palmyra 717-641-0032
Member FDIC
3
ACCORDING TO OUR AFFILIATE MEMBERS...
ASK THE ATTORNEY
By Jon F. Arnold, Esquire, Ehrgood & Arnold Law Offices
QUESTION: CAN I TRIM MY NEIGHBORS BUSHES THAT OVERHANG ONTO MY
PROPERTY?
ANSWER: The general rule is that your property encompasses all of the land contained within its boundaries and all of
the air space above it. Your neighbor has no right to use the air space above your land. Therefore, if your neighbor’s
bushes are hanging over the property line, you could trim that portion of the bush which is overhanging your property.
You do not have a right to cut the neighbors bush down if it is planted on their land. You only have the right to trim that
portion that overhangs your land. If you elect to trim that portion of the shrub that overhangs your property, you need to
do it in a non-negligent manner. If you trim it in a negligent manner which causes the bush to die, you could be held
responsible for the cost of replacing the shrub.
My best advice is to talk to your neighbor. Just because you have a legal right to do something, doesn’t mean you
should. Often times, if you approach your neighbor in a civil manner, the neighbor will trim the offending shrub.
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HIGH SCHOOL SCHOLARSHIP WINNER...
ASHLEY GRUBER…
Ashley hails from Myerstown, and graduated from ELCO High School. She is involved
with different programs and organizations, both in and out of school, and will begin her
studies towards a degree in Nursing at Penn State University in the Fall.
Congratulations & Best of Luck Ashley!
Students were asked to write an essay on “Why You Should Use A REALTOR® When Buying
or Selling Your Home”. This was Ashley’s response:
“Buying or selling real estate is one of the largest financial investments that people experience in their lifetime.
In today’s world, most of the transactions surpass $100,000. Because of the large financial and time commitment, it seems foolish to decline the help of a trained professional. “If you had a $100,000 legal question,
would you deal with it without the help of an attorney?” The answer is probably not. So why would a person
buy or sell a home without a Realtor®?
Realtors ® belong to the National Association of Realtors ®. With the pledge to this association, comes the
agreement to abide to a strict 17 article Code of Ethics and a commitment to treat all parties honestly. Realtors ® are expected to have a higher degree of knowledge about buying and selling real estate. In an independent survey, 84% of homebuyers who used a Realtor® would use the same one again.
There are many advantages to the buyer or seller of home by hiring a Realtor®. Looking at each one separately
and in steps (the different phases of the process), shows the benefits of having a Realtor®.
In the first step of the buying process, the person must evaluate their financial status. A Realtor® can help a
potential homebuyer by explaining the mortgage and financing process as well as helping them to find a lender
that will be the best qualified depending on the buyers borrowing capacity. When looking for a home, a Realtor® has many resources that will assist in the search. They have access to many homes that are for sale and
can investigate to find all properties that are available. Realtors ® can offer information about the local community, schools, zoning, utilities, etc. when a purchaser is ready to make a final decision about a particular home.
They can also offer advice about negotiating, will find qualified professionals to do inspections, and can guide
you through the settlement process. In general, Realtors ® can help you avoid paying too much for a property,
speed up the paperwork process, and make recommendations throughout the process of buying a home.
In the process of selling a home, Realtors ® are just as helpful and useful. When a person is ready to sell their
home, a Realtor® can help because they know the current real estate market. They will assist you in setting a
reasonable but competitive price for your home. They can make suggestions about low cost features, “sales
appeal”, that could be added to your home to make it sell quicker. They know how to find prospective buyers
because of their connection with other Realtors ®. When it comes to showing your home to potential buyers,
your Realtor® will pre-screen the people. This way, no unqualified people will be exposed to your home. Your
Realtor® will effectively advertise or merchandise your property. When it is time to negotiate the selling price
of your home, your Realtor® will be there to evaluate the proposals without compromising your “marketing
position”.
Even though we live in a do-it-yourself age, the help of Realtor® is needed in the processes of buying or selling
a home!”
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HOME IMPROVEMENT CORNER...
homes that feel cold and lack visual landmarks, stagers often
bring in rental furniture and create "vignettes," say, a seating
area in front of the fireplace.
10 F EATURES THAT R EALLY HELP
SELL A HOME...
Source: REALTOR Magazine Online (4/6/07)
Statistics show the average days on the market for a staged
home are 5-42 days, versus an un-staged home which averages
136 days or more (depending on the market). The staged home
also has an increase in equity, and less chance of price reductions. Buying a house is largely an emotional decision because
people are not just purchasing a home; they are buying a
dream...a lifestyle. If you can help them with their vision so
they don't have to rely completely on their imagination, you
positively impact how they feel in the home, which will be
reflected in the sales price and number of offers you receive.
In this tough market even small things can help a home sell
faster. Experts list these 10 items that home buyers often want
and, therefore, are worth marketing when you sell your home:
1. Outside electrical outlets — especially those installed high
up for holiday lights.
2. Permanent grill with gas service.
3. Electrical service for a future hot tub or fountain.
4. Security lights.
5. Speaker wires that are installed throughout the house, especially if a diagram is available.
6. Exterior speakers — if they stay with the home.
7. Lawn sprinkler system (note whether it has been winterized).
8. Availability of drawings and permits for substantial renovation work.
9. Storage that is both obvious and hidden, including a crawl
space with lights and any oversized closets.
10. Swing-out drawers in the kitchen pantry.
Staging is not necessarily pricey either. Anyone can spend
thousands of dollars filling a house with costly furniture, artwork, and table settings. Top stagers though, mainly swap existing items from other rooms, and charge as little as $250$300 for a consultation. Most professional stagers create a list
of things the clients can do to make their house a masterpiece.
If the clients take this list and do more on their own, the stager
can do less, and the overall costs will stay low.
Do not mistake staging as some underhanded way to unload
property. It's simply taking advantage of the same principles of
marketing used to sell any other commodity. People want to be
inspired; they want to walk in and envision themselves entertaining in the dining room or enjoying a family night in the
great room. Staging also benefits potential buyers because it
gives them a good idea of how the home could look if they
lived there and the scale and style of furniture necessary to
achieve the look.
PREPARING & STAGING A HOME
FOR SALE ...
All human beings want comfort, excitement, prestige and love,
and all these are at work in the psychology of the home purchase. Effective staging maximizes those feelings, creating an
atmosphere that makes people want to linger and imagine
themselves living in the space. Ultimately, staging creates a
home the prospective buyer will not be able to live without.
Source: Tammy Sites, REALTOR ®, ASP Staging Professional,
and NAR Information Central
Sellers probably know that their property needs to be as clean,
clutter-free, and in as good repair as possible, inside and out.
But they can further distinguish their home from the competition by having their home staged - or window-dressed - for
sale. Home staging is the preparation of a home specifically to
sell it for more money and less time, by redesigning and rearranging the sellers existing space and furniture to create immediate eye appeal and emotional interest for the buyers.
To learn more about how staging can help you with your listings, contact Tammy Sites, ASP, at 813-4314 for more details,
or to set up a consultation!
REALTOR® members can earn their ASP designation by simply attending one of the 2-day ASP courses. The cost of the 2day course is approximately $350, plus an additional $89 annual membership fee to hold the designation, and can take your
career to the next level. The ASP™ designation not only helps
you sell homes faster for more money, but the 2-day course
also counts as 7 CE credits in Pennsylvania!
Stagers will go from room to room, from floor to ceiling showing the seller how to show each room to its very finest. The
number one thing for the seller to remember is, “the way they
live in the home, and the way they prepare the home for the
market are two different things.” Professional stagers can see
your house as buyers will, and they'll set the scene so that buyers can imagine living there. They'll simplify or streamline the
furniture in a room for better traffic flow and to enhance its
spaciousness. They may neutralize a too-personal color scheme
or add touches of color or accessories where needed. In vacant
To learn more about becoming staging educated, and earning
your ASP Real Estate Agent designation, visit:
www.stagedhomes.com
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ASSOCIATION EVENTS...
MMMM… STRAWBERRIES!...
And the Lebanon County Association of REALTORS® knows how to kick it off in style!
In June, two of the Association’s major “Annual” events took place.
On June 2nd, the 2007 GSH Street Fair was held. For the second year in a row, a dry
morning welcomed everyone, and festivities went off on Saturday as scheduled. It may
have been a little on the HOT side, but people still came prepared to enjoy our delectable
strawberry shortcakes! The threat of a late-day storm didn’t have any effect on appetites,
and we had plenty of strawberries, shortcakes, and volunteers to keep those bowls filled!
Many thanks to Joan Walmer (booth chairperson) for her hard work in preparing for the
event. Many, many special thanks to all the Association Member volunteers who prepared
and served over 28 pans worth of strawberry shortcakes, which netted over $2,700 in
profit for the GSH Auxillary! Thank you Keith Volker, Yvonne Kuhn, Walt & Kathy
Zehring, Amy & Wes Dellinger, Brenda Henning, Joe Wentzel, Tammy & Mike Sites,
Irene Pickett, Galen Walmer, Melodie & Kyle Brown, Dave, Donna & Alyssa Glick,
Jodie Bomberger, James Bowers, Jamie Mann, Steve & Wendy Wills, Mary Rakow, and
Laura, Bill, Zachary, Nicholas & David Donmoyer.
“FORE!”…
Our Association's Annual Golf Outing & Dinner was held on Wednesday, June 6, and it turned
out to be an absolutely perfect day! Eighteen teams enjoyed their packed lunches, and then were
dispersed with a shotgun start to compete for the top foursome and in various hole contests. We
hope everyone was refreshed by the drink & merriment being hand-delivered to them at holes
throughout the course by Wendi Donmoyer of Lebanon Land Transfer!
As evening rolled around, the fun continued as over 90 people sat down to either a finger-licking
good rib or chicken dinner. There were prizes galore handed out thanks to all our generous hole
sponsors, Affiliate Members and friends! We hope everyone had as much fun as the committee
did putting the event together, and we hope to see you there next year!
Low Score Team, 56 Strokes:
Closest to the Pin #6:
Closest to the Pin #9:
Closest to the Pin #13:
Closest to the Pin #18:
50/50 Raffle Winner ($162):
GPS System Winner:
Doug Wright, Doug Meyer, Greg Behney, Ben Weaver
Greg Behney - Member Guest
Chuck Brandt - Member guest
Luau Bower - Member guest
Doug Hummer - Commerce Bank
Mary Carlino - Lebanon Land Transfer
Joe Wentzel - Penn Realty, LTD
Golf Committee: Joe Wentzel, Brenda Henning, Stu Hanford, Denise Bollard.
Everyone enjoys a yummy picnic lunch
prior to tee time.
Teams talk over their strategies before the
shotgun start.
Dave Wierzbicki, Edge Abstract,
shows his teammates how to pitch a
birdie par 2 on 18.
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Scramble winners (par 56):
Doug Meyer, Doug Wright,
Greg Behney & Ben Weaver
2007 HOLE SPONSORS
1st National Bank of
Fredericksburg
Annville Land Transfer
Century 21 Krall Real Estate
Edge Abstract of Pennsylvania
Fortna Auctioneers
Frank Tomecek RE Services
Fulton Mortgage Company
Geller Real Estate
HouseMaster
Jonestown Bank
Land Settlement Services
Lebanon Land Transfer
Northwest Savings Bank
Penn Realty, LTD
Rauch Real Estate
Re/Max of Lebanon County
Suburban Realty
The Home Inspector
DOOR PRIZE DONORS:
Henry & Beaver, LLP
Land Settlement Services
Maxim Home Mortgage
What a yummy way to end the day!
ROOKIE CORNER...
TOP 7 ROOKIE MISTAKES ...
a year, you can’t afford not to get a personal assistant.
Source: Terry Watson, Sales Coach Columns,
NAR Information Central
4. Not Earning REALTOR® Designations. Many practitioners feel that they aren’t making enough money to allocate
funds for education. This is backwards thinking. You take the
class to acquire the skills to increase your sales and earn more.
The skills you learn and the referral relationships you develop
with other students you meet will dramatically affect your bottom line and your potential for success.
If you sidestep these common pitfalls, you'll be ready for a successful career in real estate.
In the book Trump: The Art of the Deal, Donald Trump tells
his key to success in real estate: If you take care of the downside, the upside will take care of itself. In other words, if you
have a contingency plan for everything that can go wrong, you
can’t help but succeed.
5. Not Purchasing Equipment as a Business Entity. Many
real estate professionals purchase their laptops, digital cameras,
or PDA's as consumers. This is a big mistake. If the technology
breaks or you need help with the device, you will be sent to
consumer purgatory, also known as customer support. When
you call customer support as a consumer, expect to waste at
least an hour of your day. This purgatory is completely avoidable and unnecessary. The next time you purchase equipment,
buy it as a business entity. You can do this by stating that you
are a business when you purchase the equipment in-store,
choosing the business ordering option online, or using the business-ordering phone number through companies like Dell.
When you purchase equipment as a business, your customer
support will be much better and less time-intensive. When you
need help, you can call a support line that is reserved for business accounts. That means that you only spend about five minutes on the phone with one person, and the needed part or parts
are sent overnight. In some cases, you can even get a technician
dispatched to your home or office to personally fix the problem.
You may not end up as wealthy as The Donald, but you should
approach your real estate sales career with the same attitude: If
you know the top mistakes that prevent real estate professionals
from realizing their full potential, you can avoid them — and
take your career further, faster. Here are what I believe are the
top seven hurdles that could stand between you and a successful real estate career.
1. No Business or Marketing Plan. If you went into business for yourself and approached a bank for a business loan,
your loan officer would want to see two things: 1) your income
statement and 2) your business plan. Well, when you go into
real estate sales, you are going into business for yourself. But
many salespeople have no clear goals or timeline for achieving
their goals. Consistently, real estate professionals who have a
written business plan are more successful than people who
don’t. If you don’t know where to start, you can copy a sample
real estate business plan from Palo Alto Software Inc.’s Business Plan Pro. The company also offers Marketing Plan Pro.
6. Not Crafting Your Marketing Message to Prospects’
Concerns. If you base your marketing strategy on assumptions
about what your prospects want from you, you could be wasting money. The NATIONAL ASSOCIATION OF REALTORS® Profile of Home Buyers and Sellers provides insights
into what really matters to the typical buyer and seller. For example, it may not be wise to using marketing dollars to promote your resume; according to the survey, the average homebuyer or seller doesn’t care about your accomplishments. What
they do care about is your ability to help them find the right
house, negotiate skillfully, and manage the paperwork. Your
marketing should target their concerns.
2. Not Using Resources Available to You. Even if you’re
new to the industry, you don’t have to recreate the wheel. Take
advantage of all the resources that are around you — from your
brokerage, your colleagues, and professional organizations.
Find top performers in your market or other markets and ask
them to mentor you. Read each issue of REALTOR® Magazine
and use all the resources available at REALTOR® Magazine
Online. Each issue of REALTOR® Magazine is packed with
tips from successful practitioners or trainers on how you can
become more successful.
7. No Income Buffer, Passive Income, or Nest Egg. What
often kills new real estate practitioners is the concept of lag
time. When you sell a house, you typically don’t get paid when
the contract is accepted. The average contract is written for 45
days. In a perfect world, you would get your commission check
45 days from the date it was accepted. In the real world, you
don’t always get paid on time. What could go wrong? Maybe
someone forgets to order the title, water certification, village
inspection, pay-off letter, survey, termite inspection, or income
verification. If you're in a hot market, the title company could
be backed up for two weeks or longer. The closing date could
be pushed back days or even weeks. A successful real estate
practitioner needs a line of credit and a financial cushion of
3. Not Maximizing Your Productivity. If you look at topproducing real estate professionals who are selling 600-plus
units a year, you will notice that they have two things in common: assistants and systems. These practitioners are multiplying their efforts and increasing their output through people and
technology. According to the NATIONAL ASSOCIATION OF
REALTORS® Member Profile, real estate practitioners who
used at least one personal assistant had a significantly higher
sales volume than those who didn’t. You may erroneously
think that you can’t afford a personal assistant. But think again.
If you can significantly increase your income by increasing
your efficiency and the number of transactions you can close in
8
three to six months of personal expenses to survive. You also
need passive income — or income coming in from investment
property so that you don’t have to be desperate to close a deal.
When that check finally arrives, don’t forget to put some
money aside for your nest egg.
interest you and offer to provide free home buying seminars to its members.
Learn from Your Mistakes, Then Move On
Usually it is the simple stuff that derails a potentially successful real estate career, eclipses your joy in helping consumers
find a home, or causes practitioners to burn out prematurely.
You are where you are today because of decisions you have
made or did not make. Before you embark on a real estate career — or before you try to move your career to a new level of
production — take a hard look at yourself and see if you’ve
been guilty of any of these mistakes. Then make the decision to
not make them again. Once that decision is made, your path to
real estate sales success is wide open.
THE CODE OF ETHICS: PRACTICAL
PRINCIPLES FOR BUSINESS SUCCESS...
Source: NAR Information Central: For Rookies
For new REALTORS®, the NATIONAL ASSOCIATION OF
REALTORS®’ Code of Ethics and Standards of Practice often
seems distant from the more immediate need to prospect for
listings, match buyers with properties, and close your first
transactions. After all, the vast majority of real estate practitioners receive compensation solely through commission. This
produces a highly competitive atmosphere. New salespeople
have lots to learn, but only a finite amount of time each day.
Let’s face it, the Code doesn’t read like the latest thriller, either.
PROSPECTING:
HOW DO YOU FIND C LIENTS ?...
But learning about the Code and making its principles a part of
your daily life in your new real estate career are essential to
getting your career going on the right road to prosperity.
Source: NAR Information Central: Personal Marketing
~ continued on page 11 ~
No matter how slick your brochures, business cards, hardware,
and Personal Marketing Plan, the key to successfully launching
your business is acquiring clients. Follow these tips to find
prospects:
§ Make sure all family, extended family, and friends know
that you’re working in real estate sales and are available
for their buying and selling needs. Send them your new
business card and personal brochure and follow up with a
friendly phone call in the first few weeks.
§ If you’re involved in community organizations, activities,
or other personal interest groups, be sure to let everyone in
those groups know of your new career. Inform members of
your religious congregation, your children’s sports
leagues, your doctor, your insurance agent, your dry
cleaner, and other service providers.
§ Find a high-producing sales associate in your office and
offer to assist him or her with open houses or other aspects
of his or her transactions to gain experience and possible
referrals. Consider joining the sales team of a highproducing practitioner until you can establish your own
client base.
§ Offer to work floor time in your office in order to answer
incoming calls and find prospects. If your company has a
general e-mail box, offer to respond to incoming e-mail
inquiries from potential prospects.
§ Develop contacts with the human resources departments of
any major employers in your area and offer your services
for relocating employees.
§ Contact organizations that you’re involved with or that
9
LEBANON COUNTY SOLD STATISTICS...
May 1 - 31, 2007
Residential/Farms
Annville-Cleona
Cornwall-Lebanon
Eastern Lebanon
Lebanon City
Northern Lebanon
Palmyra
Multi-Family
Lots
C/I/B Sale
C/I/B Lease
County Total
# Active
767
33
214
110
162
132
116
72
158
36
13
1,046
$ Volume
$180,324,013
$
$
$
$
$
$
9,028,600
57,159,336
30,430,188
14,384,849
36,996,587
32,324,453
$ 12,006,600
$ 23,188,250
$ 17,624,300
$ 2,051,444
$235,194,607
# Sold
132
7
36
19
26
18
26
14
3
2
0
151
Sold Avg
$ 168,276
$
$
$
$
$
$
$
$
$
$
$
ADOM
69
109,357
180,229
168,982
74,592
212,642
230,042
137,123
90,833
579,950
0
169,302
56
72
93
68
65
56
148
294
248
0
83
These figures are based on data supplied by the Keystone Multi-List, Inc.
Neither the Lebanon County Association of REALTORS® nor the MLS guarantees its accuracy.
Data maintained by the MLS may not reflect all real estate activity in the market area of Lebanon County.
IMPORTANT INFORMATION
REGARDING
PALM CITY P ARK...
After seeing some interesting information in MLS# 120454, I called Palm
City Park to inquire about it.
ACCORDING TO OUR ROOKIES …
§ 75% of respondents researched the business before becoming licensed
§ 50% thought the RE classes were helpful to learn terminology, but
100% thought that they should include more practical usage lessons
and instructions on standard forms as well though
§ The biggest challenges that they’ve come up against so far are:
Ÿ 50% - finding time for everything & getting organized
Ÿ 75% - gaining leads & prospects
Ÿ 25% - learning all the proper paperwork required
The Park is under new ownership, with
the new owners residing in the Park
themselves.
Apparently, there had been 3 mobile
homes abandoned when they purchased
the property, and since the owners are
responsible for the taxes/costs, they are
now requiring buyers to pay a $2,000
Security Deposit, which will be refunded to them at the time they sell the
mobile. This only applies to models
that are 1995 and older.
The contact number for the Park is
(717) 838-6375. They will be happy to
answer any questions!
Thanks to Betsy Lesher, Re/Max of
Lebanon County for passing on this
new information.
26 East Main Street, Annville, PA
Annville Office (717) 867-4451 ~ Harrisburg Office (717) 236-7888
Email: auctions@fortnaauctioneers.com
www.fortnaauctioneers.com
Ÿ Tired of showing properties with no offers?
Ÿ Are you about to lose the listing along with the time and money you invested in
showings and marketing?
Ÿ Are you having difficulty determining the value of a specific property?
Ÿ Do you have a client that needs to sell immediately?
Let Fortna Auctioneers show you how we can work with you and your Broker
to achieve the ultimate goal … SELL THE PROPERTY!
Fortna Auctioneers is an award winning real estate marketing auction company
currently working hand in hand with Realtors, Brokers and Salespersons
throughout Pennsylvania.
CONTACT OUR OFFICE TODAY FOR BROKER PARTICIPATION DETAILS!
LET US MAKE YOUR JOB EASIER!
10
EDUCATION OPPORTUNITIES...
AFFORDABLE HOUSING COUNCIL HOMEBUYER’S EDUCATION CLASSES…
JULY S ESSIONS
Where: Lebanon County Vo-Tech School
(833 Metro Drive, Lebanon)
When: July 11, 18 & 25 (Wednesdays)
What Time: 6:00 p.m. – 9:00 p.m.
Class attendance is limited, so registration is required by calling the Lebanon County Redevelopment Authority at: (717) 273-9326.
After completing all sessions, each participant receives a letter of completion. This may entitle you to special opportunities
with reduced fees and rates with most council member financial institutions for certain mortgage products.
PRI EDUCATION CALENDAR…
July:
9, 16, 23, 30
11-12 GRI 404
11-12 ABR
17-18 ABR
20
ABR
25
MCE
Real Estate Law (4-day course) / Broker Credits
Building Blocks for the Real Estate Professional
Accredited Buyers Representation
Accredited Buyers Representation
Innovative Marketing Techniques for Buyer’s Reps
Insurance & Consumer Protection
$325
$214
$249
$264
$135
$70
Suburban West Assn Office
Suburban West Assn Office
Lehigh Valley Assn Office
Tri-State RE School, Conshohocken
Tri-State RE School, Conshohocken
Suburban West Assn Office
Effective Negotiating for the Real Estate Professional
Senior Real Estate Specialist
Resort & Second Home Market
Real Estate Office Management (4-day course)
Real Estate Investment & Property Management
10 Stupid Things REALTORS Do To Mess Up Their Lives
Fundamentals of Commercial Real Estate
$135
$365
$199
$325
$135
$50
$35
Tri-State RE School, Conshohocken
Suburban West Assn Office
Days Inn, Meadville
Suburban West Assn Office
Tri-State RE School, Conshohocken
The Inn at Reading, Wyomissing
Suburban West Assn Office
August:
2
ABR
6-7
SRES
8-9
RSPS
8, 15, 22, 29
9
GRI 502
13
MCE
14
MCE
For more information or to register, visit www.PRIOnline.org or phone: (800) 745-5527.
~ continued from page 9 ~
The Code establishes time-honored and baseline principles that come from the collective experiences of REALTORS® since the
Code of Ethics was first established in 1913. Those principles can be loosely defined as:
§ Duties to clients;
§ Cooperation with other brokers;
§ Truthfulness in statements and advertising; and
§ Respect for exclusive relationships other REALTORS® have with their clients.
These are the practical business principles embodied in the Code of Ethics. A new sales associate who understands and incorporates
these principles in business will have a successful foundation for a long-term career in the real estate industry.
For complete information on the Code of Ethics, including the 2007 Code Of Ethics Manual, visit:
www.realtor.org/mempolweb.nsf/pages/code
11
JUST FOR FUN...
~~~ WHO AM I? ~~~
The Newsletter Committee was pleased to bring back the
popular “Who Am I?” contest, and are even more pleased
to announce that we didn’t stump at least one person.
Out of 17 submissions, only one person
entered a correct guess!
Congratulations to our winner:
Yvonne Kuhn, Coldwell Banker HSG
for her correct guess of our “way back when” photos…
Association President Scott Graby!
Yvonne is the winner of a “Works” car wash from Triangle Car Wash.
CONGRATULATIONS Yvonne…
and stay tuned next month for another great game!
12
color of love. (It's no coincidence that we make our money in
the same color...) Green is the color of life and abundance leaves, grass, plants - it's all about growing, expanding, and
living. So why don't we give ferns instead of roses on Valentine's Day? Because green is about expansive, humanistic love
and acceptance, not bodice-ripping romance. What's more,
green is a nice person color, a do-gooder, be-gooder kind of
color. This person has a warm heart. Hot passion is probably in
there somewhere, buried under the integrity and honor.
COLOR-CODED P ERSONALITIES …
Source: RIS Media (2/27/07)
Most of us have a favorite color. Maybe you're drawn to sky
blue because it makes your eyes stand out or you find forest
green particularly comforting. Whatever the case, your preferred hue can reveal a lot about what makes you tick. And the
same holds true for the people you date-you'd probably have a
different impression of a date if he or she said, "My favorite
color is yellow," versus "My favorite color is black." That's
because color speaks a powerful, silent language, and this can
help you better understand it. So, look up your favorite color
below - and your date's best-loved shade - and get some colorful insights that will benefit your romantic life.
Understanding people who love it: If you love green, you put
the greater good before your own good-but try a little selfish
behavior once in a while.
Blue
What it represents: Blue is a color of clarity, communications
and charm. And regardless of the shade, this hue says: "I like to
be understood." On the downside, under stress, a "blue" person
can send mixed messages, have trouble making up their mind,
or just space out.
Red
What it represents: Ah, the color of passion, anger and high
blood pressure. Red is a primal color. It represents primal
urges, like lust, and fury (you know the phrase, "seeing red,"
right?). Yes, red is a commanding color: Think of how stop
signs get you to halt in your tracks and how you stand back
when a red fire engine goes whizzing by.
Understanding people who love it: If blue is your favorite
color, you never run out of anything to say-expression is your
strong suit. And if you're dating someone "blue"? The same
holds true; you should always know where you stand.
Understanding people who love it: They act - sometimes without thinking - on immediate desires. In fact, they're usually the
poster child for immediate gratification. It's up to you if you go
for it... or proceed with caution.
Purple
What it represents: Purple evokes the energy of illusion, imagination and fantasy. Or should we say purrrrple? Purple tends to
inspire foreplay, romance, flirtation and teasing-it builds anticipation with playfulness. The downside of purple is unrealistic
expectation. Is it easier to live in your fantasy world than the
real world? Some purple-lovers prefer it.
Orange
What it represents: orange is not exactly the easiest color to
wear and it's not the most common favorite color, but guess
what? Orange is as sexy as it gets. Orange is a mellowed redand it takes primal, lusty urges and mellows them with a softer
vibe. Orange is the color of early attractions, emotional responses, and inner magnetism. Oh, and one other thing: Orange
is also close to gold, the color of success and wealth.
Understanding people who love it: If you love purple you can
be an imaginative romantic or prefer imaginary romancedepending on how you feel.
White
What it represents: White is light-the combination of all colors.
White symbolizes purity (the virginal bridal dress, the christening gown) and spirituality. There's a simplicity to it, too.
Understanding people who love it: Someone who likes orange
is alive with feelings, the ability to nurture, and can intuit a
path to success. If your favorite color is orange, you don't have
an "off" switch when it comes to passion. This is all good stuff,
but there's nothing casual about the connections this kind of
person usually forges.
Understanding people who love it: People who love white are
probably clean and orderly. While white isn't the sexiest color,
it is certainly healthy.
Yellow
What it represents: Yellow is the color of the sun, vitality,
power and ego... but it's not a great indicator of romance.
Watch out for self-centered, me-first energy when someone
prefers yellow to the rest of the rainbow.
Black
What it represents: Like white, black is a combination of all
colors, but instead of purity, it represents the unknown, the
unseen-mystery. Black basically holds back information... but
there's no denying that it has strong associations in our culture
with "the dark side" and evil.
Understanding people who love it: If yellow is your favorite
color, temper your use of the word "I" when you're interested
in someone else. You can come across as too ego-centric. Now,
if you're dating someone whose favorite hue is yellow, make
sure to jump in and share stories about yourself, since this person may not give you much room.
Understanding people who love it: If your favorite color is
black, you are more hush-hush than ha-ha. The silence of this
color lets others fill in the blanks. Black says "I'm not telling
you anything." People who love black can be tough nuts to
crack, but quite possibly worth the effort.
Green
What it represents: Here is the heart of the matter. Green is the
13
MEMBER CORNER...
Happy
Birthday To...
COMINGS & GOINGS…
New REALTOR® Members:
Roman Yudenko, Griffith Group Realty
REALTOR® Members Transfers:
July
3
3
3
5
6
6
7
8
9
10
12
13
13
14
14
14
16
20
21
22
23
28
Kristan Cosgrove to Ulrich Professionals Realty
Alejandrina Lopez, Century 21 Krall RE
Betty Meyer, Brownstone Real Estate
Doug Snavely, Penn Realty, LTD.
Chip Stanilla, Re/Max of Lebanon County
Suzanne Johnson, Cedar Abstract
Harriet Ponessa, Century 21 Krall Real Estate
Barb Grumbine, Century 21 Krall Real Estate
Beth Boguski, Brownstone Real Estate
Geoffrey Manderwicz, Northwest Savings Bank
Anthony Lowe, Coldwell Banker HSG
William Fenstermaker, AC Burkholder RE
Linda Althouse, AC Burkholder RE
Michael Fortna, Fortna Auctioneers
Laura Kapp, Coldwell Banker HSG
Todd Lechleitner, Brownstone Real Estate
Tammy Sites, Re/Max Assoc of Lancaster
Richard Ziegler, RE Ziegler Inspection Svcs
Michael Root, Suburban Realty
Tom Deck, Re/Max of Lebanon County
Sally Weise, Re/Max of Lebanon County
Adam Heisey, AC Burkholder RE
Ray Herb, Sr., Geller Real Estate
REALTOR® Member Escrows:
David Maldonado, Coldwell Banker HSG
Affiliate Member Changes:
Linda Brown to Personal Mortgage Company
1735 Keith Ln, Manheim, 17554
(717) 665-7970
CONGRATULATIONS TO ...
Nancy Smeltzer, Re/Max of Lebanon County, and
Brenda Henning & Doug Snavely,
both of Penn Realty, LTD
who recently received their e-Pro designations.
Keep up
The
Great Work!
Newsletter Committee
* Brenda Miller
* Debbie Carroll
Craig Gates
Shawn Koppenhaver
Melissa MacBride
Kris Mease
Brenda Wurges
Re/Max of Lebanon County
Century 21 Krall Real Estate
Fulton Mortgage Company
Century 21 Krall Real Estate
Century 21 Krall Real Estate
Edge Abstract of Pennsylvania
Re/Max of Lebanon County
270-2680
273-1631
274-6981
273-1631
273-1631
228-0870
270-8808
If you have any ideas or articles for the “Board Briefs”, please call any committee Member or the Association Office
at 272-6126. You may also fax items to 270-5668, or e-mail them to: laura@lebanon-realtors.com
14
Welcome to our newest class of Realtor members! Pictured L to R: Brenda Wurges (Re/Max of Lebanon County), Mark Tomecek (Frank Tomecek RE Services), Trisha Spangler (Re/Max of Lebanon County), Matthew McDonald (Century 21 Krall Real
Estate), Tracy Levengood (Re/Max of Lebanon County), Christina Harvey (Coldwell Banker HSG), Gabriele Brosius (Coldwell
Banker HSG), Terri Zellers (Coldwell Banker HSG), and Rhoda Long (Brownstone Real Estate).
CONGRATULATIONS…
Walt & Kathy Zehring, Rauch Real Estate,
who celebrated their 49th wedding Anniversary on June 7th!
MARK THE D ATE !...
THE HOME INSPECTOR INC.
www.thehomeinspectorinc.net
The Public Relations Committee has
announced dates for the 2007 Benefit
Art Auction!
Home Inspections
Termite ? Radon
Water ? Septic
The Annual Art Auction to benefit
Habitat For Humanity will be held on
Friday, October 5 at the Hebron Banquet Facility. Mark your calendars
now so you don’t miss this popular
event!
See future Board Briefs for full
event details.
Office: 717-865-0222
Toll Free 1-888-511-0222
Email: thi@lmf.net
15
July 2007
Monthly Planner
Sunday
1
Monday
2
Tuesday
3
Wednesday
4
Thursday
Friday
Saturday
5
6
7
12
13
14
19
20
21
26
27
28
Office CLOSED
Independence
D ay!
8
9
10
11
9:30 AM MLS Board Of
Directors
10:00 AM Newsletter
Committee
11:00 AM Program
Committee Meeting
12:00 PM LCAR
Luncheon Meeting
15
22
16
23
17
18
1:30 PM Keystone MLS
Board of Directors
(Lebanon Assn Office)
9:00 AM Public
Relations Meeting
24
25
9:00 AM Executive
Committee
9:30 AM LCAR Board of
Directors
29
30
31
June
S M T W T
3
4
5
6
10 11 12 13
17 18 19 20
24 25 26 27
7
14
21
28
F
S
1
8
15
22
29
2
9
16
23
30
August
S M T W T
5
6
12 13
19 20
26 27
1
7
8
14 15
21 22
28 29
2
9
16
23
30
F
S
3
4
10 11
17 18
24 25
31
Lebanon County Association of REALTORS
LCAR MISSION STATEMENT:
The Lebanon County Association of REALTORS® (LCAR) actively serves its’ members needs by providing programs, products,
and services to enhance ethical and successful business conduct; and, through collective action, advocating private property rights.