Public - Wisconsin REALTORS® Association

Transcription

PUBLIC POLICY FORUM
BEST OF LEGAL HOTLINE
Property taxes and home values
increasing faster than income.
Referral fees, sales incentives and
promotions.
August 2005
WISCONSIN
A PUBLICATION OF THE WISCONSIN REALTORS® ASSOCIATION
$5.00
MAGAZINE
NEWS.WRA.ORG
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How to protect your referral
commissions through signed
agreements.
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What you need to know
about fax laws and how to
avoid legal issues.
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New online mortgage calculator
available through the WRA.
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Maximize your sales impact by
creating an electronic slideshow
using Microsoft Powerpoint.
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sales and marketing tips
for the real estate
professional
YO U R S O U R C E F O R T H E L AT E S T R E A L E S TAT E N E W S
The
Ultimate
Home Page.
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and Minnesota, HomesToTheMax.com already makes buying
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really in the driver’s seat. Check out the new Virtual Tour
Gallery or Smart Renovator Guide. Take advantage of our new
Open House Directory or Property Watch email alerts. From
mortgage tips to moving guides, neighborhood profiles to
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page.” HomesToTheMax.com powered by RE/MAX.
For franchise opportunities, call 800.878.8138.
Outstanding Agents. Outstanding Results.
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Each office independently owned and operated.
WISCONSIN REAL
REAL ESTATE
ESTATE MAGAZINE
MAGAZINE
WISCONSIN
THE OFFICIAL
OFFICIAL PUBLICATION
PUBLICATION OF
OF THE
THE WISCONSIN
WISCONSIN REALTORS
REALTORS®® ASSOCIATION
ASSOCIATION
THE
AUGUST2004
2005
MARCH
VOL.
VOL.21,
20,NO.
NO.11
7
Contents
FEATURES
COVER
Sales and
Marketing
9
4
12
The Do’s and Dont’s of Referral Agreements
Does your company have a written referral agreement?
Protect your referral commissions by having a written, signed
agreement before the transaction takes place.
Protecting Yourself When Marketing By Fax
New Junk Fax Prevention Law
The new law restores the “established business relationship”
exception, but requires a statement instructing consumers how
to opt out of receiving future faxes.
15
Branding for
Real Estate
Agents
Turn your ordinary notebook computer into a listing
slideshow. Well-known real estate consultant and coach Pat
Zaby tells you how.
ARTICLES
2
Calculating Mortgage and
Affordability Online
WRA’s Mortgage Calculator is now
available. This free tool combines all
the features of traditional mortgage
calculators, plus some special features
for REALTORS® and consumers.
Branding sets you apart from your
competitors. Our guest feature
writer, Allison Fishwick, outlines
the steps for creating your own
Turn Your Laptop into an Open House Kiosk
7
powerful brand. We’ve addressed
other sales, marketing and referral
issues throughout this edition.
10
14
Word Marketing
14
Designing Your Own Web Site
20
Public Policy
Do You Follow E-Mail Etiquette?
Every time you send or respond
to an e-mail message you are
saying something about your
professionalism and competency.
Are you communicating the right
message?
Referral Fees, Incentives and
Promotions
Find answers to the most frequently
asked questions about referral fees,
incentives and promotions.
WISCONSIN REAL ESTATE MAGAZINE, A
JULY
UGUST2005
2005
This easy-to-use handbook is
designed to help you pick the words
and phrases to empower your
advertising, and move homes from
“For Sale” to “Sold.”
Real Estate Home Pages is an easyto-use product that allows you to
create your own Web site in record
time. You’ll be online in no time!
Property taxes and home values are
increasing faster than income, and
angry homeowners are feeling the
pinch. Meanwhile, the governor has
vetoed the Republican property tax
freeze.
1
Real Estate
n o t e s
f r o m
t h e
w r a
Jeff Kitchen, CRS, GRI, Chairman-Elect
kitchen@powerweb.net
Editorial Staff
William E. Malkasian
Publisher
Robert Uhrina
Managing Editor
Terry O’Connor
Publication Editor
Nicole Breithaupt
Graphic Design & Layout
R
2
Kitty Jedwabny, CRB, CRS, Chairman
rjedwabny@new.rr.com
William E. Malkasian, CAE, President
wem@wra.org
wra.org/calculator
“Having been in development for the
past six months, we are very pleased to
release this new tool to market,” said
Rob Uhrina, Vice President of Marketing
and Communications for the Wisconsin
REALTORS® Association. “We evaluated
a handful of mortgage calculators on the
market and wanted to establish an all
encompassing feature set that we would
later challenge on the R&D side to identify
holes in current applications and make
enhancements as a result of user input.
®
Trademark issued pursuant to Wisconsin state statute; federal trademark is pending.
Roger Rushman, Treasurer
rrushman@firstweber.com
WRA
Launches
New
Mortgage
Calculator
ecognizing the surge in new
home sales and a nationwide
trend to refinance and
buy bigger homes, the WRA is
pleased to announce the release
of its new Mortgage Calculator.
This new online tool combines
all the features of traditional
mortgage calculators with added
tools for home mortgage analysis, such
as downloadable amortization tables in
comma delimited format, downloadable
bar and curve graphs, affordability
worksheets and payment details on
equity built over time.
Wisconsin Real Estate MagazineTM is published by the
WISCONSIN REALTORS ASSOCIATION.
WRA’s Mortgage Calculator will appeal to
REALTORS® and consumers who want a
thorough analysis of monthly principal and
interest, monthly taxes, monthly insurance
and total payment details. It also includes
a mortgage rate checker, an analysis of
affordability, monthly amortization tables
and worksheets for calculating net income
and monthly debt. Tables, graphics, and
images can easily be downloaded and
included in other documents.
To use the Mortgage Calculator, visit
www.wra.org/calculator. This free tool will
be shown at the Wisconsin REALTORS®
Association’s annual convention, Bound for
Success, September 11-13, at the Kalahari
Resort and Convention Center. Stop by the
WRA booth for a demonstration.
Wisconsin Real Estate Magazine, USPS 597-850,
ISSN 1548-0526, is published monthly by the
WISCONSIN REALTORS® ASSOCIATION, 4801 Forest Run
Road, Ste. 201, Madison, WI 53704. Periodical postage
paid in Madison, WI and additional
mailing offices. An annual subscription rate of $5 is
included in membership dues and a copy is mailed
to every paid REALTOR® and affiliate member of
the association. Nonmember subscription rate: $60.
POSTMASTER: please send address changes to the
WISCONSIN REALTORS® ASSOCIATION, 4801 Forest Run
Rd. Ste. 201, Madison WI 53704-7337
Permission to reprint or quote any material from this
issue is hereby granted, provided the Wisconsin Real
Estate Magazine is given proper credit in all articles
or commentaries, and the WISCONSIN REALTORS®
ASSOCIATION is provided with a copy of any reprint.
Advertising of third party products and services herein
does not imply endorsement by the WRA unless specifically stated. Furthermore, the WRA does not endorse,
approve, or otherwise warrant the accuracy or legality
of any information or content contained in advertisements. Any questions regarding advertising policies
should be directed towards the editor.
Contact Us:
4801 Forest Run Rd., Suite 201
Madison, WI, 53704-7337
(608) 241-2047 • (800) 279-1972
legal hotline: (608) 242-2296 • (800) 799-4468
general fax: (608) 241-2901
products/education fax: (608) 241-5168
legal hotline fax: (608) 242-2279
president fax: (608) 242-2267
editor@wra.org www.wra.org
WISCONSIN REAL ESTATE MAGAZINE, AUGUST 2005
Inside
T
Bill Malkasian
WRA President
his issue is dedicated to sales and
marketing. With more than 17,000 of our
members in the trenches on a day-to-day
basis, we felt an issue dedicated to you – the
salesperson – would be interesting and helpful.
We’ve also included marketing tips, since
marketing is indispensable to sales.
And, if you’re interested in finding out how to be
the best salesperson you can be, you’ll want to join
us at the annual convention in September. We’re
featuring an entire “Sales Track” of workshops
at convention, focusing on sales production and
marketing your business. If you have not registered
yet, please visit www.wra.org/convention.
In fact, if you’re planning to attend
convention, you’ll want to reserve your
hotel room at the Kalahari Resort by
August 11, when the special convention
pricing ends. You can make reservations
by calling (877) 525-2427. Be sure to
mention that you’re attending the WRA
Annual Convention to get the special
convention rate.
In this issue of the magazine, please pay special
attention to Debbi Conrad’s article on the Junk
Fax Prevention Act, which was signed into law by
the president on July 9. Regulations are a part of
our business, so be sure to review the article and
adjust your office policies accordingly.
In WRA news, the Board of Directors met on
August 5 to adopt the 2006 operating budget,
which in turn sets the programs and dues levels
for next year. One of the biggest decisions was the
adoption of a proposal to form a new IRS 501(c)(4)
corporation, the Wisconsin Homeowners Alliance,
Inc. (WHA).
WHA is a nonpartisan, nonprofit advocacy
organization devoted to representing homeowners
and property owners in the state of Wisconsin. The
Alliance will work on behalf of property owners,
focusing on:
news.wra.org
the wra
with Bill Malkasian
1) Education – Keeping the state’s property
owners informed of state and local regulatory
issues that affect the ownership of property in
Wisconsin.
2) Advocacy – Raising awareness of issues
affecting Wisconsin property owners through
general media communications and grassroots
mobilization.
The WRA is taking the lead in forming the
Alliance because we are aware of the need to
expand advocacy efforts in Wisconsin on behalf of
homeowners and property owners. WHA, Inc. will
have it’s own board of nine directors, composed of
REALTORS® chosen by the current WRA Board.
We will be developing and testing some exciting
new educational products under the WHA
Corporation that you’ll be able to use directly
with consumers. These products will start rolling
out this fall, so keep your eyes open. If you have
questions about the WHA, please contact me at
(800) 279-1972.
Lastly, September is a time of change – the kids are
back in school, the weather breaks, the WRA starts
its new fiscal year, and our Board of Directors
refocuses its attention on FY06. On behalf of the
association and WRA staff, we would like to thank
Kitty Jedwabny of Coldwell Banker – The Real
Estate Group for a great year of service. As our
chairman, Kitty did a tremendous job, traveling
and representing the interests of REALTORS®
across the state and all the way to Washington,
D.C. If you’d like to send a note to Kitty and
thank her personally, feel free to e-mail her at
kjedwabny@coldwellhomes.com.
In the meantime, enjoy the remainder of the
summer and see you next month at the WRA
convention in the Wisconsin Dells.
Sincerely,
Bill Malkasian, WRA President
3
The Power of Branding
for Real Estate Agents
BY ALLISON FISHWICK
Follow these
steps and
you will be on
your way to
building your
brand and
becoming
that agent
your market
calls first
to list their
home.
Branding Sets You Apart from Others
A
ccording to the National Association
of REALTORS®, 76 percent of people
who decide to sell their home with
the assistance of a licensed real estate agent
interview only one agent for the job. Are you
that agent? If not, who is?
What can you do to become the one agent 76 percent
of the people in your marketplace are calling to list
their homes? The answer is simple – eliminate the
other options. By branding yourself correctly, you
can create the perception in the mind of the public
that you are the only option – the only agent – who
will sell their homes. Build the perception in the
mind of the consumer that you are the only one.
A concept used for many years by corporate
America, personal branding is an invaluable tool
that if used correctly, holds unlimited potential for
real estate agents. Real estate agents are in a unique
position to have success through branding because
they are their own products. Yet many agents,
who arguably spend more money than most
other small businesses on advertising, are missing
the boat when it comes to building a business
through branding. As a result, the agents who do
understand branding and build a consistent brand
are able to take advantage of the market. They are
that one agent three-fourths of the population calls
to list their homes.
As a service professional, you have a brand already,
you just don’t know it. Everything about you
– your appearance, your car, your office, how you
answer the phone, how you treat your customers
– creates a “brand” in the public’s mind. Focused
branding is the process of developing and owning
the brand you want to project, instead of letting
the public create their brand for you. With focused
or targeted branding you create the business you
want instead of allowing your business to develop
by default.
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So what is Branding?
Commonly lumped together with marketing,
branding is actually a distinct concept, which if
used correctly, can virtually eliminate the need for
traditional costly marketing. While marketing is a
quick, active message targeted at selling a product,
branding is a slow process, building your image
over time. Branding relies on consistency and
repetitiveness. It’s about building your image in the
mind of the public – creating a perception that you
are the best, regardless of the market conditions.
A great example of a person who has used both
personal branding and marketing is Oprah
Winfrey. Over time, Oprah has built a perception
of who she is and what she stands for in the mind of
the public. That perception, that emotional, innate
response to the name Oprah Winfrey is her brand.
Her magazine, her television show, her books, etc.,
are products she markets to the public. She markets
her products through commercials, her shows,
and other methods. The success of her product
marketing is based in large part on the strength
of her brand. Conversely, her brand continues to
be strengthened because her marketing and her
products consistently support her promise on her
brand.
Everyone makes money in a strong market. Agents
who are perceived as the experts, the leaders, make
money regardless of the market conditions. Oprah
does not need to do anything but mention a book
and it shoots to the top of the bestseller list. She
doesn’t spend money on advertising her products.
Her branded image pre-sells her, and, in turn,
her products, without the need for marketing.
By building your image over time, by branding
yourself, you can see that in the long run you will
spend less money on marketing yourself, but get
greater return.
About Allison Fishwick
Allison Fishwick, the “Leader in Real
Estate Branding” is a professional
real estate agent, author, speaker
and coach. Allison has been featured
in numerous magazines such as
REALTOR® Magazine, National Real
Estate and Relocation Magazine, and
Unique Homes for her outstanding
accomplishments in real estate. She
has appeared as a guest host on RE/
MAX Satellite Network and has been a
featured author in Realty Times writing
about the power of branding for real
estate agents. Fittingly described by
National Real Estate and Relocation
Magazine in 2000 “as recognizable as
the mayor” in her market, Allison has
truly made branding work for her.
So how do agents brand themselves?
Branding requires a commitment. You cannot
read this article, or read a book about branding,
pick a slogan and consider yourself branded.
Branding is more than putting your picture
on your business card and a park bench and
proclaiming you are the number one sales person
in your market.
Branding is really everything you stand for – your
promise to your customers. Research branding
as a concept and you will notice certain concrete
steps you must take to build your brand.
1. Evaluate Your Business and Your Path
In order to create a strong personal brand you
must first truly understand what you are able and
willing to offer your customers. What happens
when someone breaks a promise? You don’t
trust them. This is why it is important to evaluate
where you have been and where you want your
business to be. Unlike many other professionals,
as an agent you are promoting YOU all day every
day to everyone you meet. You cannot hide
behind a brand that is not authentic and true to
who you really are.
So, you must first evaluate where you are and
where you want to go. This step is the most
important for real estate agents. As an agent you
have to live and breathe your brand every day or
it will fail. You have to honestly evaluate yourself
and your business. What does your business look
like now? How do you want your business to
look? What are you willing to do to get there?
2. Make a Commitment to Your Brand
After you have determined where you are and
where you want to go, it’s time to step out of
your box and define you as your brand. Did
you determine that you really want to focus
your business on serving the real estate needs
As a professional speaker and coach,
Allison is a branding specialist
– focusing on coaching real estate
agents to properly brand themselves
in their own markets. Drawing on
her personal experiences as a real
estate agent, Allison practices what
she preaches, combining the best
attributes of a professional speaker
of retirees? Pick a slogan or word that describes
the commitment you have to your target. For
example, “Providing golden service for the
golden years.”
3. Back it Up Everyday
Then own that brand in everything you say and
do. Back up your brand with what you promised,
“golden service.” Use your slogan or brand
consistently and repeatedly.
Over time your name will become synonymous
with your brand to the extent that your target, in
our example, retirees and their families, will think
of you first when they want to list their house,
regardless of whether you took out a full page
ad in your area’s local newspaper proclaiming
yourself the number one agent in the market.
Keep in mind, however, you cannot brand a lie.
Almost worse than having no brand, is having
a brand that doesn’t work. You cannot brand
yourself as an expert in lakefront homes if you
know nothing about lakefront homes and have
no desire to learn anything about lakefront real
estate.
About Allison Fishwick Cont.
with over 20 years experience
in training, with the authenticity
of an agent who has been “in
the trenches.”
Allison now travels the country
sharing her branding expertise
with other agents through
her revolutionary branding
programs and tools.
You can see Allison in person
at the WRA 2005 Annual
Convention presenting, “Using
Branding to Capture the
FSBO,” and “Using Branding
to Get the Listing,” both on
Monday, September 12,
2005.
Branding is a powerful tool for a real estate agent.
If used correctly, branding can help agents realize
unlimited income while spending less money on
marketing and advertising. Yes, that’s right – less
money on marketing and advertising, greater
return. Branding works because people buy and
sell on emotion. Therefore, if they like and trust
you they will use your services, regardless of the
market conditions.
Remember, evaluate your business and your
path, make a commitment to your brand, and
back it up every day. Follow these steps and you
will be on your way to building your brand and
becoming that agent your market calls first to list
their home.
5
SM
T H E P O S S I B I L I T Y O F LO S I N G A J O B S H O U L D N ’ T
B E S O M E T H I N G YO U R C L I E N TS LO S E S L E E P OV E R .
H o m e O p e n e r s w i t h u n e m p l oy m e n t p ro te c t i o n
h e l p s yo u r c l i e n t s fe e l m o re s e c u re .
SM
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• potential tax savings3
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And keeping satisfied customers helps you sleep better too.
Call the ActionCenter® at 800 444.5664 for more information.
Or go to homeopeners.gemortgageinsurance.com
©2005 Genworth Financial, Inc. All rights reserved. Genworth, Genworth Financial and the Genworth logo are service marks of
Genworth Financial, Inc.
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by General Electric Residential Mortgage Insurance Corporation in NY.
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3 Lenders and borrowers should consult with a tax advisor regarding tax deductibility of mortgage interest. Information is accurate
as of date of printing and is subject to change without notice. Product availability is based on property location. May not be
available in all states.
Do You Understand
and Follow E-mail
Etiquette?
E-mail Professionalism in Today’s Technology-Savvy World
BY CINDY REBHOLZ
I
n today’s real estate industry more agents and
consumers are using e-mail as their preferred form of
communication. Plenty of people claim to be good at
using e-mail, but few know how to use it effectively.
or slogan, and most importantly, your e-mail and web site
address. To complete your e-mail, include the required
elements necessary for compliance with the Anti-Spam
legislation.
There is more to effective e-mail communication than simply
composing, responding to, and deleting a message when
completed. Electronic messaging provides an opportunity
to have an “on-line” presence and create a “digital” paper
trail, while having the ability to copy all relevant parties in
the message.
Address your recipient by name: People like reading their
name and when you address your message to the person,
you create a personal form of communication. Also, when
you copy other recipients, they understand to whom the
message is intended.
So how do you make this an effortless form of messaging
in your communications? Start by automating steps that
need to be done more than once. As an example, create
an automated signature in your e-mail program – this not
only saves you time with signing e-mails, but it ensures that
your e-mails are signed before clicking “Send.” The biggest
mistake a newcomer makes with e-mail communication is
not properly identifying their self. In today’s world of AntiSpam laws, your automated signature file can include the
required elements to protect yourself. This is the easiest
way to ensure compliance with the requirements of this
legislation. For more information about the Anti-Spam Law,
visit www.wra.org/LU0401 and review Legal Update 04.01.
Basic Etiquette Rules:
Sign your E-mail: Always sign
your name in your e-mail. An
automated signature will help
you avoid having to repeatedly
type your name for each
message and gives a professional
conclusion. It should include
your full name, designations,
company name and phone
number with area code, tag line
Avoid capitalization of words: Capitalization is perceived
as yelling in the digital world, so avoid capitalization of
words and sentences. It can also be viewed as lazy on the
part of the sender when the Caps Lock key is used for the
entire message. Lastly, studies show that capitalized words
are harder to read.
Use accurate subject lines: This helps the recipient
understand the subject of the message at a glance, helping
him or her prioritize work and sort through digital
messages quickly. Never leave the subject line blank. This
is no different than leaving a long-winded phone message
without identifying your needs and intentions. And finally,
avoid using the subject line as the place to communicate your
entire message; use the body of the e-mail for this purpose.
Outline like a letter: Even though e-mail is quick
and easy, we should not shortcut the basics we
learned in grade school about proper letter writing.
State your intention or need in the first paragraph
and use new paragraphs as your thoughts
progress. Avoid using one paragraph for a large
e-mail; this makes it difficult to read. You can also
use a short table of contents at the beginning of
the message so readers can quickly key in to those
items addressed in your communication and
decide which sections they want to read.
continued on page 8
7
... E-mail Etiquette, continued from page 7
@
Proofread your message: This is an
absolute “must do” when using this
electronic messaging medium. Often
our brain is able to compose thoughts
faster than we can type, and words are
missing or misspelled. To have your
e-mail messages taken seriously and
viewed as professional, proofread your
message before sending. Most e-mail
programs have a spell check feature
that can be set to automatically check
the spelling before your message is sent,
however, they don’t check grammar. If
you are writing a message that can be
easily misunderstood, ask a colleague
to review it before you press the “Send”
button.
Multiple recipient e-mail addresses: To
respect the privacy of multiple recipients,
place their e-mail addresses in the “bcc”
(blind carbon copy) line, NOT the “to”
line, and insert your e-mail address in
the “to” line. By doing so, recipients
cannot view the other e-mail addresses
nor reply to everyone in a response.
So, the next time you use electronic
messaging to communicate for business
purposes, follow these seven rules to
make sure you are following e-mail
etiquette. Sensitivity to these issues will
ensure that your message comes across
as a professional reflection of your
business.
Health Costs
Making You
MAD?
If you are self-employed or a small business owner, the
National Association for the Self-Employed can help.
The NASE can provide access to affordable health insurance.
Customize your coverage. Choose your own doctors and
1
hospitals. 24/7 on-and-off-the-job coverage. Cannot be
singled out for rate increases. Get your money back at age
65, less claims.2 Dental, Vision, Disability, Life Insurance, too.3
Insurance tailored to your needs and budget!
Visit my Web site at www.naseweb.com PIN# 1562
Call 800-841-9747 for more information!
David Jensen - Insurance Agent
Life and Health
Insurance Company
Association Group Insurance plans are underwritten by The MEGA Life and Health Insurance Company.
Home Office: Oklahoma City, OK. The association is neither an insurance company nor an insurance
agent. 1Provided you are not covered by Workman's comp or similar plan. 2Optional benefit that returns
health insurance premium at age 65, minus claims paid. 30ptional benefits require additional premium.
Association membership is required. Agent license number: 00088
8
��
So You Found Your
“Dream” Property . . .
��
PUBLIC POLICY FORUM
BEST OF LEGAL HOTLINE
Two state budget proposals on the
table ... which will pass?
Top home insurance issues facing
today’s consumers.
Nightmare
July 2005
WISCONSIN
$5.00
O
A PUBLICATION OF THE WISCONSIN REALTORS® ASSOCIATION
MAGAZINE
How Do I Arrange for a Home Inspection?
The very first step is to make sure the optional “home inspection contingency” in the offer to purchase form is checked. Your
REALTOR® will review the inspection contingency details with
you.
Essential reference for agents
who want to start their own
business.
Internet liability protection
for you, your business and
your electronic transactions.
��
��
Dates announced for public
hearings to review DNR’s
proposed changes.
Wiring and Railings and Faucets and . . .
Before you schedule the inspection, make sure you sign a contract
with your home inspector spelling out the areas of the home
that will be inspected, as well as the associated fees. Because the
minimum legal requirements for a home inspection are not very
extensive, make sure you discuss what parts of the property will
be inspected and what parts will not before you sign the inspection
contract. For example, a home inspector is not required to operate
appliances, check the furnace’s heat exchanger, inspect more than
one window per side of the home, or look at any locks or security
systems.
Lock Realty
Joe Anderson
800-555-2121
��
For a complete listing of what the home inspector is required to
inspect (and a listing of components that may not be inspected
��
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WISCONSIN REAL ESTATE MAGAZINE, JULY 2005
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YO U R S O U R C E F O R T H E L AT E S T R E A L E S TAT E N E W S
��
��
unless you ask), ask your REALTOR® or go online and visit
��
www.wra.org/homeinspectors.
Is an Appraisal the Same Thing As a Home Inspection?
��
No, an appraisal is not a substitute for a home inspection. An
appraisal is an objective, third party estimate of current market
value, made by a person who has sufficient knowledge and
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experience to accurately estimate
its value. Some loan programs
ask the appraiser to identify property defects, but appraisers
are not required to have the same technical knowledge as home
inspectors and are not credentialed to conduct home inspections.
R
eal estate transactions are complex. Ask
any experienced real estate professional
As part of your mortgage loan application, you’llabout
pay for
your
a “simple”
real estate deal and
lender to order an appraisal on the houseyou
thatwill
you hear
are buying.
that there hasn’t been one in
Lenders won’t approve your loan until they
establish
that and
the state laws regulate and
decades.
Federal
home you are buying is worth the loan amount
you are requesting.
complicate
much of the transaction. Not only
BY RICK STAFF
Once the appraisal is complete, be sure to isask
for a
theyour
real lender
estate transaction
very complex due
copy – you are entitled to one
by law.
to this
heavy regulation– but also because of the complexities
inherent in the mortgage lending, appraisal and home
inspection components of the transaction. REALTORS® are
Home Inspector Information
expertspage:
at guiding buyers and sellers through this complexity
WRA Home Inspectors Resources
to ensure that a “regulatory technicality” does not become a
wra/resources/homeinspectors
deal killer or a very expensive problem.
“Home Inspection Handout for Home Buyers”:
www.wra.org/homeinspectorhandout
®
like you can represent
yourself in court or
diagnose
a
serious
illness. There is a lot of
information on all three
topics on the Internet,
but some things are important enough to let an experienced
professional handle. Qualifying buyers for financing can
be very important as well. Many buyers rely on lenders
to help them get pre-qualified. Unfortunately, this
pre-qualification does not include the property-specific costs that
a buyer will need to pay. Working with a REALTOR® assures the
buyer and the seller that the buyer has been fully qualified.
®
Wisconsin Department of Regulation
home
inspector are
information:
REALTORS
in Wisconsin
members of the National Association
drl.wi.gov/prof/homi/def.htm
of REALTORS® (NAR), the Wisconsin REALTORS® Association
(WRA),
and their
local association. These organizations provide
To confirm a home inspector’s
credentials,
visit:
their members with resources that other real estate agents
drl.wi.gov/drl/drllookup/LicenseLookupServlet?page=lookup_
don’t have. The REALTOR® Multiple Listing Service and
business
REALTOR.com® provide invaluable property information and
marketing exposure. The Wisconsin REALTORS® Association
provides its members with unrivaled information and resources
including member access to the Legal Hotline program, the
monthly Legal Update, weekly Legal Hottips, and more. Other real
estate professionals don’t have the resources
that a REALTOR®
9
does.
Not every REALTOR® has the background and experience that
you need in your transaction. Take the time to find a REALTOR®
who specializes in your type of transaction. They will know
exactly what is happening in your segment of the market, your
neighborhood, and the local economy, as well as have information
on local laws, local environmental matters, and other issues. The
Internet will never be able to replace the insight a REALTOR®,
who specializes in your type of transaction, can offer.
Do I Need to Hire an Appraiser?
Searching for Sherlock
After your offer is accepted, hire a Wisconsin-registered
home inspector to inspect the property. Your REALTOR®
may suggest the names of a few local inspectors. You can also
find a listing of all registered Wisconsin home inspectors at
www.wra.org/homeinspectors.
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Forms defined ... unlock
the mystery out of real
estate forms for your
customers.
ne of the best ways to avoid surprises in your new
home is to hire the “trained eye” of a qualified home
inspector to see if there are any problems with your
dream home. A home inspection goes a long way in preventing
the unexpected once you’ve closed the deal and moved into
your new home.
NEWS.WRA.ORG
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BY DEBBI CONRAD
Only REALTORS Have the Resources You Deserve
REALTORS® also subscribe to a stringent code of ethics that help
guarantee the highest level of professionalism and integrity.
Many REALTORS® hold designations, which show their mastery
of specialty areas of the practice, from buyer brokerage to
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commercial transactions.
Your Time is Valuable
Selling or buying a home is time consuming. Your REALTOR® and
their support team are likely to spend hundreds of hours on your
transaction beginning with their pre-listing preparation and ending
well after closing. Their experience ensures that the transaction
moves forward with fewer delays. Without a REALTOR®, a home
sale or purchase can become an overwhelming series of tasks that
can easily turn into a frustrating nightmare.
Your Money is Pretty Valuable, Too
You can price the home you are buying or selling yourself – just
4
Experience Counts
An Attorney Who Represents Himself Has a Fool
for a Client
REALTORS® provide objectivity. Since a home is more than four
walls and a roof, home selling or buying is often a very emotional
undertaking. Having a concerned, but objective, third party helps
you keep focused on both the business and emotional issues most
important to you.
Water and Radon and Lead, Oh My!
Your home is your castle and the last thing you want is to find
out that it is not a healthy place to live. Your REALTOR® knows
where to get important information such as the test results on the
home’s municipal water supply, or whether or not the property’s
underground oil tank was properly closed. He or she can assist
you in identifying the various inspection and testing contingencies
that should be included in the offer (and who should do the
inspections and tests). Your REALTOR® will provide both sellers
and buyers with invaluable information to ensure that the home
is a healthy place both at the time of sale and for many years to
come.
WISCONSIN REAL ESTATE MAGAZINE, JULY 2005
Want Reprints of an Issue?
Did you find last month’s
magazine helpful? Would
you like reprints to share with
more of your clients?
In case you missed it, the
July issue of Wisconsin Real
Estate
Magazine
featured
articles on home buying
issues for consumers – those
questions and issues your
clients turn to you for advice
on. Articles covered why use
a REALTOR®, an explanation
of forms used in real estate
transactions, whether or not
to hire an attorney and an
accountant, and the benefits
of home inspections and title
insurance.
The magazine was written and
designed for you to use with
your clients and customers.
Reprints are available of our
Consumer 101 edition for $9.00
for a package of 10 magazines
plus shipping.
Get it in
Writing!
Written Agreements Protect Your
Referral Fees
BY DEBBI CONRAD
A
s a real estate licensee, you expect to receive a
fee for referring a client to another licensee who
completes a transaction involving the client
you referred – right? Typically, your fee would be a
share of the commission or fee earned by the licensee
working with the referred party. The best way to ensure
that this arrangement proceeds smoothly and to protect
your right to receive the referral fee is to have a written
referral agreement.
Checklist for Referral Fee Agreements
All referral agreements should be in writing. Brokers may
wish to enlist the assistance of their company attorney to
develop a referral fee agreement format that is appropriate
to the company’s marketplace, policies and transactions.
The following points should be addressed in
any referral fee agreement:
1. Referred party – The full names and contact information
for the referred party.
2. Referring and Receiving Agents and Companies – The
full names and contact information for the referring and
receiving agents and companies.
3. License Confirmation – Written confirmation that the
referring agent holds a current Wisconsin real estate
license or an active license from the appropriate state
real estate commission where the referring agent
practices.
4. Agent or Company Referral – An explanation of whether
the referral is from the referring agent personally or
from the referring agent’s company. In other words, if
the referring agent goes to another company before the
referral fee is paid, does the fee follow the agent or stay
with the company? This may depend on the referring
agent’s company policy – are referrals personal to the
agents in that company or are they considered part of
the company’s business?
5. Exclusive or Multiple Referrals – Is the referral being
made only to the receiving company or are referrals
being made to other companies as well? If the latter is
the case, address how to decide which receiving agents/
companies are responsible for paying the referral fee.
6. Referral Fee Computation – A clear and precise
statement of the basis for computing the fee. If the fee
will be based on a percentage of commissions actually
collected, specify if this is the gross or net commission
received by the company or the agent. Business practices
vary from market to market, so it is necessary to spell
out exactly how the fee will be determined.
7. Payment Details – State exactly who is responsible to
pay the fee, exactly to whom the fee should be paid, and
when the fee will be paid.
8. Standard of Performance – Indicate the performance
standard that must be met before the fee is earned.
For example, the fee may be due if there is an accepted
offer that closes. It should also be stated if there are
any restrictions or limitations with respect to types of
properties or transactions, geographic areas, etc.
9. Time Limits – Indicate the duration of the referral
agreement. If the referred party buys or leases a property
with the receiving agent 10 years after the referral was
made, is the fee still due?
 REALTOR® Practice Tips: Real estate companies should
establish company policies requiring confirmation of
the licensee status of referring licensees, and indicating
whether referrals and the fees they produce are personal
to the agents, business income for the company, or a
combination of both. For example, referrals of friends
and family members might be personal referrals and
referrals involving contacts made from real estate
practice on behalf of the broker/company might be
company referrals. Office policy should also specify
how referral fees are allocated between the company
and the agent.
9
Best of the Legal Hotline
Referral Fees, Incentives,
and Promotions
The following questions about referral fees, incentives and promotions were recently asked of the Legal Hotline.
BY DEBBI CONRAD AND TRACY RUCKA
Relocation Company Referral Fees
Broker-to-Broker Referrals
After the seller entered into a listing contract with the listing
broker, the seller said he is working with a relocation company.
The relocation company is now requiring that the broker give
them 25 percent of the listing fee. Is this legal?
A local broker entered into a written referral agreement with
a broker from another part of Wisconsin. The referred sellers
listed their property with the local broker. After two months,
the sellers decided not to sell and the listing contract was
cancelled. The sellers later decided to re-list the property with
the local broker, but asked for a reduced listing commission.
The sellers said the local listing broker would not have to pay
the referral fee to the other agent. The sellers have accepted
an offer that will close in a couple of weeks. The referring
broker is demanding the referral fee even though she knows
that there was a reduced commission and that the sellers said
the listing broker would not have to pay the referring broker.
Is the listing broker legally obligated to pay the referral fee?
Relocation company referrals may be structured in various ways.
The relocation company may request a referral fee that goes
directly to the seller, or may request a payment made directly to
the relocation company.
Payment to a seller may be legally structured as a seller incentive,
but it is the broker’s decision whether to agree to this arrangement.
If the broker agrees, the listing contract may be amended to reduce
the commission or a seller incentive could be documented and
paid at closing.
If payment is to be made to the relocation company, it must be
determined if they are eligible to receive a referral fee. Wis. Stat.
§ 452.19 limits the payment of referral fees, finders’ fees and
commission splits to Wisconsin real estate licensees and persons
regularly and lawfully engaged in real estate brokerage in another
state or country. Before paying a referral fee, it is prudent to
verify that the relocation company is properly credentialed. More
information regarding relocation company transactions may be
reviewed in Legal Update 98.04, “Relocation Company Sales,” at
www.wra.org/LU9804.
10
Whether a referral fee is due and the amount of any referral fee
are contract interpretation issues that will depend on the terms
of the referral agreement. The contract terms should be reviewed
to see if the listing broker may owe commission regardless of
the fact that the transaction resulted from a second listing, and if
there were time limits or other parameters incorporated into the
agreement. The amount of any referral fee might be computed
based on the amount of the original listing commission or the
reduced commission.
If this matter cannot be resolved informally between the brokers,
the listing broker may use inter-board arbitration and a hearing
panel will decide the matter. Note that because the agreement
WWISCONSIN
ISCONSINRR
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AGAZINE
AGAZINE
, ,AJULY
UGUST 2005
FREQUENTLY ASKED QUESTIONS
was broker to broker, the seller does not have the authority to
terminate the agreement or vary the amount of the referral fee or
other terms of the agreement.
To assist in drafting future referral agreements, the brokers may
review Legal Update 02.01, “Getting Paid Outside the MLS,” at
www.wra.org/L0201. The Update reviews non-MLS offers of
compensation and referral agreements in detail. Also see the
previous article “Get it in Writing,” on page 9.
Party Incentives
Is there any problem with advertising a $200 commission
rebate at closing to sellers who list their properties during a
certain time period? What about money or a gift to a buyer
who works with the broker to buy a property?
Incentives may be offered to sellers or buyers to induce them
to sell or purchase real estate. Seller or buyer incentives can be
offered in any amount as cash or a discounted fee, or as an item of
personal property such as a home warranty plan, a savings bond,
a gift certificate, an appliance or some other item. Such incentives
must be clearly documented before closing. The parties must have
a clear and thorough understanding of the incentive’s terms and
conditions. This advance documentation is necessary to establish
that the party incentive is not a fee-splitting arrangement with a
non-licensee, which would be illegal under Wisconsin law.
Standard of Practice (SOP) 12-3, which interprets Article 12 of
the Code of Ethics, provides that: “REALTORS® shall be careful
at all times to present a true picture in their advertising and
representations to the public. … ” SOP 12-3 also states, “The
offering of premiums, prizes, merchandise discounts or other
inducements to list, sell, purchase, or lease is not, in itself, unethical
even if receipt of the benefit is contingent on listing, selling,
purchasing, or leasing through the REALTOR® making the offer.
However, REALTORS® must exercise care and candor in any such
advertising or other public or private representations so that any
party interested in receiving or otherwise benefiting from the offer
will have clear, thorough, advance understanding of all the terms
and conditions of the offer. ”
This standard assumes that the omission of even one detail will
cause the advertisement to present less than a true picture. This
may be disputable should someone bring an ethics complaint
concerning an ad for party incentives that does not contain every
detail – the issue will be whether there is a true picture of the offered
incentive in the ad. An ad that states, “see broker for details,”
however, is like a red flag waving in the face of a competitor who
lives by the SOPs – it may be seen as an admission that less than a
true picture has been disclosed in the ad.
Drawings
A broker would like to do a general mailing to past clients
and customers to offer them an entry into a drawing for a gift
certificate for every name of a seller or buyer prospect that is
submitted to the broker. Is this legal?
The first consideration is Wis. Stat.§ 452.19, which limits the
payment of referral fees, finders fees and commission splits to
persons licensed or registered in Wisconsin to practice real estate,
or persons regularly and lawfully engaged in real estate brokerage
in another state or country. The law prevents giving past clients
and customers an entry into a gift certificate drawing because
Wisconsin licensees cannot compensate consumers (who do not
hold real estate licenses) for referrals.
The second consideration is whether such a drawing is an illegal
lottery under Wis. Stat. §§ 945.04(5) and 945.02. A contest is
generally categorized as a lottery if one must give consideration
to enter, and the award is determined by chance. Consideration is
anything that would be a financial or commercial advantage to the
promoter, with some exceptions (sending in a coupon, entering
all visitors to an open house regardless of qualifications, etc.). In
this proposed promotion, entering past customers or clients in
a drawing based on referrals is arguably an illegal lottery. The
fact that the customers are providing names of prospects may
be consideration to the broker because it provides a financial or
commercial benefit to the broker, and the drawing is by chance.
11
New Federal Fax
Legislation Signed
into Law
EBR Exception Restored, but Opt
Out Now Required
BY DEBBI CONRAD
T
he Junk Fax Prevention Act, S. 714, was passed by the
Senate on June 24, passed by the House on June 28, and
signed by the president on July 9, 2005. The Junk Fax
Prevention Act restores the “established business relationship”
(EBR) exception that allows associations and businesses to
send unsolicited commercial faxes to their members and clients
without advance written consent (advance written consent
would have been required under the rules developed by the
Federal Communications Commission [FCC]). The Act also
establishes a new requirement for an opt-out message on the
first page of all unsolicited advertisements that are faxed.
What Does This Mean for REALTORS® and REALTOR®
Associations?
The bill does not legalize unsolicited fax advertisements or
solicitations. You still must have permission or an EBR.
1. Established Business Relationship
Exception Restored
Businesses and associations do not have to worry about advance
written consent for faxes containing advertising or commercial
material if there is an EBR. REALTORS® will not have to get
written permission from consumers with whom they have an EBR
before faxing property listings or other information to them, and
associations will not have to get advance written consent to fax its
members, provided that either:
• There was an EBR already in existence when the Junk Fax
Prevention Act became law (July 9), or;
• For a new EBR, the fax number was provided voluntarily by
the recipient or is publicly available in a published directory,
advertisement or web site.
2. NEW! Opt Out Required on First Page of Faxes
The Act creates a new right for recipients to opt out of receiving
future faxes. All REALTORS® and associations that send any
12
unsolicited commercial faxes – including faxes sent to recipients
in an EBR – must include opt-out instructions on the first page of
the fax. The instructions must be in clear and conspicuous terms
and indicate that the recipient has the right to opt out of future
unsolicited advertisements faxed to specified facsimile numbers,
and that the sender’s failure to comply within a reasonable time
is illegal.
The opt-out message must provide (1) a telephone number and
a facsimile number to which the recipient may send his or her
opt-out request, and (2) a no-cost means for recipients to opt out,
all which must be available 24 hours a day, seven days a week.
Examples of a cost-free opt-out mechanism include a local or tollfree telephone number. A long-distance phone number or a toll
call does not meet the requirements. It is not clear at this point
whether an e-mail address ultimately will qualify as a cost-free
mechanism, but at this point an e-mail address may be included
as a second cost-free alternative.
The FCC will develop new rules within the next nine months to
provide required opt-out language and define “reasonable time”
and “cost-free mechanism.” The FCC also has the discretion to
exempt nonprofit organizations from having to use the opt-out
message and to put a time cut-off on EBRs.
• Action Required: Put an opt-out provision with a telephone
number and a fax number (one of these should be tollfree or local) on your fax cover pages or on the first page of
all unsolicited commercial faxes.
• Possible Opt-out Language Until the FCC Provides Specific
Wording: “You may request that the sender of this faxed
message not send any future unsolicited advertisements to
any facsimile number(s) that you designate. The sender
is required by law to comply with your opt-out request
within the shortest reasonable time. To opt out of further
facsimile advertisements from this sender,
please call ______ or fax ______ (the phone or fax number
must be toll-free or local) (or e-mail ______ [if desired]) at any
time on any day of the week.”
 REALTOR® Practice Tips: Prudent practice dictates that
companies and associations use fax cover pages with the
opt-out message for all outgoing faxes to ensure compliance
with the Act.
 REALTOR® Practice Tips: Real estate brokers/companies
may wish to establish office policies limiting the authority to
opt out of faxed messages to office fax numbers to office
managers or Designated REALTORS®.
3. Permission to Fax May Be Verbal
The bill also clarifies that verbal permission to fax is an allowed
means of granting express permission to fax. If a consumer calls in
and asks that a property data sheet be faxed, the data sheet may
lawfully be faxed, with the appropriate cover sheet containing the
opt-out message, even though there is no EBR.
DEFINITIONS
An “established business relationship” (EBR) is a prior or existing
relationship formed by a voluntary two-way communication
of Wisconsin
COMMISSION ADVANCES
OVER $200,000,000 ADVANCED
NO CREDIT CHECK
SIMPLE APPLICATION
All you need is a signed contract with no
contingencies except financing. We do business
with real estate agents throughout Wisconsin.
Local Office... Personal Service
CALL US NOW!
262-798-3820
www.ce-wisc.com
Affiliate Member: NAR, WRA and
Greater Milwaukee Association of REALTORS®
Official Registered Supplier for Realty Executives International
between a person or entity and a residential or business subscriber,
with or without an exchange of consideration, on the basis of the
subscriber’s purchase or transaction with the entity or on the basis
of the subscriber’s inquiry or application regarding products or
services offered by the entity, which relationship has not been
previously terminated by either party. There are no time limits for
an EBR in the legislation, but the FCC may impose time limits in
the upcoming months.
An “unsolicited advertisement” is “any material advertising
the commercial availability or quality of any property, goods, or
services, which is transmitted to any person without that person’s
prior express invitation or permission.”
The penalties for violating the federal fax law are $500 per facsimile
and treble damages may be imposed for willful violations.
Consumers have a private right of action, so consumers, state
attorney generals or the FCC may sue violators.
For further information and compliance pointers, go to
the National Association of REALTORS®’ Field Guide
to Do-Not-Call, Do-Not-Fax, and Do-Not-E-Mail Laws at
www.realtor.org/libweb.nsf/pages/fg707#nofax.
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CRS Designees earn on average $155,876
per yearThat’s three times more than the average
REALTOR® selling residential real estate.
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crs.com | 800.462.8841
What are you
waiting for?
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wisconsincrs.com
13
productSHOWCASE
REALTOR
®
Word Marketing
How to Empower Real Estate Advertising Through
the Proper Choice of Words
By: Author Therese F. Kasemodel
WHICH WOULD YOU RATHER LOOK AT?
“Colonial” or a “Plantation Homestead”
“Victorian” or a “Steamboat Gothic Victorian”
“Ranch” or an “English Country Manor”
“Neutral Décor” or “Natural harmonious tones”
A picture paints a thousand words, but well-chosen words
can paint a picture that sells.
For example, a modest, single-story, “older” home had been
on the market for almost 18 months. Three different brokers
advertised it as a four-bedroom ranch, with no success. The
astute fourth broker, using the principles outlined in Word
Marketing, listed the home and advertised it as a PRAIRIE
FARMHOUSE CIRCA 1899. The property sold within two
weeks at just under full price. Why? Because the advertising
focused and attracted the right kind of buyer – someone
looking for a farmhouse, not a ranch.
This easy–to–use handbook is designed to help you pick the
words and phrases that empower your advertising, attract
the perfect buyer, and move your home from “FOR SALE” to
“SOLD.” It has example descriptions of various architectural
styles of homes, exteriors, and interiors, as well as sample
ads.
About the Author: Therese F. Kasemodel is a
REALTOR®, certified real estate training instructor
and sales seminar leader from the metropolitan
Milwaukee area in Wisconsin. She is the recipient
of numerous sales production awards including a
national sales award, and is a lifetime member of the
Million Dollar Club. She has managed and trained
hundreds of successful REALTORS® and has been
a regular guest expert on public and commercial
talk radio. Prior to her successful career in real
estate, she was an advertising manager and public
relations director for one of the Midwest’s largest retail firms.
Word Marketing | PUB350 :
Pricing: Members – $18.50 | Non-Members – $21.00
order online at: www.wra.org/pub350
14
Real Estate
Home Pages
Web Design Made Easy
Whether you’re developing your first Web site or thinking
about it, check out Real Estate Home Pages. This easyto-use product allows you to create your own Web site
in record time. Designed specifically for the real estate
market, the developers of Real Estate Home Pages had one
thing in mind: ease of use. There’s no need to know HTML,
Web design or the technical intricacies of getting a Web site
online.
Real Estate Home Pages includes a wide variety of Web
templates, which are fully customizable. It also provides
content and articles you can add to your Web site, ranging
from buying and selling tricks to inspections to appraisals
and more. You can even create a calendar of events, design
forms, acquire e–mail names and more. Want to brand
your pages? Add your firm’s logo, your picture, contact
information and listings. The sky is the limit!
Another great feature of Real Estate Home Pages is its
price tag. For as low as $79.95 a month, you can create
great looking Web pages in minutes – and you can do it
impressively and with little or no working knowledge of
HTML. Other, key features include:
• Lead generation
• Visitor statistics
• MLS property search
• Search engine submission
• Free phone support
• 30-day trial
• Video tutorial
In business since 1987, Real Estate Home Pages hosts over
600 real estate home pages throughout Minnesota and
Wisconsin. Real Estate Home Pages is a subscription-based
service with no yearly commitments or contracts. To learn
more about Real Estate Home Pages or to sign up for a
30 day trial, visit www.realestatehomepages.com or call
(800) 280-6926.
Manufacturer:
Web site:
Pricing:
Real Estate Home Pages
www.realestatehomepages.com
Agents – $39.95 monthly*
Brokers – $79.95 monthly*
*plus $95 for
one time set-up
Open House Listing Kiosk
Turn Your Ordinary Notebook Computer into a
Listing Slideshow
I
magine having an application that
would allow you to turn your notebook
computer into a kiosk. You could run
a continuous slide show of your current listings or possibly
the amenities of a particular area such as schools, shopping,
recreation, and the like.
BY PAT ZABY
It would certainly be a valuable marketing tool but the cost would
probably be expensive. You’re probably thinking that once you
invested in the hardware, it would be expensive to develop the
slide show to run on it.
Wrong, technophile-breath. You probably have what it takes
right now without buying another thing. If you own Microsoft
PowerPoint, a digital camera, and a notebook computer, you’re
in business. If you have a notebook computer, you can take your
kiosk on the road.
The steps are really very simple and you can actually make the
entire presentation in just a few minutes. Once it is completed, it
will just be a matter of adding new listings as they are taken and
removing listings when they sell.
Using the features of PowerPoint, you could
rearrange the order of the homes for a particular
presentation or if you wanted, could “hide” others.
Music could easily be added to the background or
transitions between slides for an additional touch.
Think about how you could use it. You could run it
during your open houses to show the other listings
that you have available. You could have it running
in the reception area of your office for people
visiting to see. If you have an office that has foot
traffic, you could place it in the window for passerbys to see. I’m sure you can think of others.
8. Click Create
9. Once the pictures have appeared on each page of the
presentation, edit the text box with address, size, and price
10. Click Slide Show, Set up show…, Select Browsed at a Kiosk,
Click OK
11. Click Slide show, Slide Transition, Check Advance Slide
automatically after, use the spin buttons to select 3 to 5
seconds for each slide, Click Apply to All Slides
12. You’re finished, Run Slide Show. It should loop continuously
until you stop it by tapping the Esc button on your computer.
Pat Zaby, CRS, CRB, CCIM
Seminars & Systems • 5023 Sea Pines • Dallas, TX 75287
phone: 972-407-1337
web: www.patzaby.com • e-mail: pat@patzaby.com
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1. Make a folder called “Current Listings”
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2. Copy a picture of each of your current listings
into this folder
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picture from File/disk
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15
Education & Products
ABR. One-Day Elective Course
Effective Negotiating for Real Estate Professionals
Effective negotiating on behalf of others is the hallmark of
buyer’s and seller’s representatives. This course examines
positional bargaining and value negotiating. It also
examines unique issues when representing someone in a
negotiation and breaking a negotiation impasse.
Join us for this course on August 12, 2005, in Madison
or at the annual WRA Convention in the Wisconsin
Dells on September 13, 2005. For more information, visit
www.wra.org/convention05.
ABR. Two-Day Buyer Agency Course
The Accredited Buyer Representative (ABR®) Designation is the
benchmark of excellence in buyer representation. The overall goals of
the ABR® Designation Course are to educate and prepare buyers’ reps to
provide the kind of service and fidelity to buyers that sellers have always
enjoyed, and to offer methods for building your buyer representation
business. In each course module you will examine a different topic,
and together they create a comprehensive guide to help you become an
effective, efficient, and profitable buyer’s representative.
After completing this two-day course and successfully passing the exam,
you will have achieved ABR® Candidate status, a three-year period
during which you must fulfill the ABR® Designation requirements to
earn your ABR® Designation. (Fulfills 2005-2006 CE 4 course)
This course is being offered August 10-11, 2005 at the WRA, as well as
September 11-12, 2005 at the annual WRA convention in the Wisconsin
Dells.
For more information, visit www.wra.org/abrcourses.
Appraisal CE.
You Want What on Which Line?
In order to renew your appraiser license, you
are required to complete 28 hours of continuing
education in each biennium. Seven of these hours
must be USPAP education. The biennium ends on
December 31, 2005.
This is a seven-hour, fast-paced course for
appraisers to explain the use of the Federal
National Mortgage Association’s (FNMA) new
forms. Fannie Mae and Freddie Mac will require
these forms effective November 1, 2005. The
Department of Veterans Affairs is currently in the
process of approving them as well.
This course is being offered in conjunction with
the annual WRA convention on September 13,
2005 in the Wisconsin Dells. For more information,
visit www.wra.org/convention05.
Submitted for Wisconsin Appraiser, Assessor and
Michigan & Minnesota Appraiser CE.
16
CCIM. Enhance Your Knowledge.
Learn Key Aspects of Commercial Real Estate
This introductory course provides an overview of the commercial
investment real estate industry and familiarizes you with the core concepts taught throughout the CCIM curriculum. You’ll be introduced to
each phase of investment analysis, from selecting a property to estimating annual revenues, and learn how to apply these skills using a realworld case study.
You’ll also learn the importance of conducting a complete market
analysis and engaging in tenant negotiations to achieve your investment
goals. Enhance your knowledge of commercial investment real estate
and expand your contacts among commercial practitioners by enrolling
today.
Required Calculator: Hewlett-Packard financial calculator. The HP-10B II
is highly recommended because of its reasonable cost and CCIM course
materials illustrate the keystrokes of this model.
This course fulfills your 2005-2006 CE 1, CE2 & CE 4 courses.
This course is being offered at the annual WRA convention on September
11-12, 2005, in the Wisconsin Dells.
For more information, visit www.wra.org/ccimcourses.
Broker Prelicense.
Get Your Broker’s License.
It’s Not
to
Too Late
Register!
August 22-25, 2005 in Milwaukee
Are you interested in obtaining your broker’s license? If
so, this course will count toward the 36 hours of education that is required for taking the broker’s exam.
Areas of study in this course include:
• Fair Housing
• Real Estate Practice
• Approved Forms
• Trust Accounts, and more
This course is also available in self-study formats on video
and via the Internet. Completion of this program, passing
the broker exam and applying for your broker’s license
fulfills your 2005-2006 continuing education.
For more information,
visit: www.wra.org brokerplcourses
CRS 200. Business Planning and
Marketing for the Residential Specialist.
Build a Strong Foundation For Your Career!
A strong foundation is the key to building a successful real estate
career. In CRS 200 (Business Planning and Marketing for the
Residential Specialist), you will learn the fundamentals of business
planning – identifying the benefits of a business plan, developing
income goals using the budgeting process, and creating a
marketing plan to meet the goals and objectives of your business
plan. These business essentials will generate increased profit and
productivity.
This course is being offered at the annual WRA convention on
September 11-12, 2005, in the Wisconsin Dells.
For more information, visit www.wra.org/CRScourses.
CRB. Financial Planning & Management.
CRS 210. Building an Exceptional
Customer Service Referral Business.
This course is being offered in Madison on August 15 and 16, 2005.
This highly interactive course is designed to deliver all of the essentials
for refocusing your business plan into a customer service-centered
repeat and referral business. Learn how to attract higher caliber clients,
meet the expectations of the “new consumer,” engage in dialogues
and strategize for building a referral database, and discover delivery
systems to generate a successful referral business. Be sure to bring
a list of 20 randomly selected past clients, so you can leave with an
action plan. Co-sponsored with the Wisconsin CRS Chapter.
Education Registration Form
CONTACT INFORMATION
Name ________________________________________________
Firm name ___________________________________________
Address _______________________________________________
City ______________________ State _______ Zip ___________
Phone (W)______________________ (H)____________________
*e-mail address ________________________________________
SS# or WRA member # _________________________________
DATES AND FEES – Fill in information for course attending
Course _______________________________________________
Location ______________________________________________
Date _________________________________________________
*Confirmation will be sent by e-mail, or you may check myWRA at
www.wra.org to verify course registration.
PAYMENT: Total $_____________
❏ Enclosed is my check made payable to the WRA.
❏ Charge my VISA/MasterCard. (Circle one.)
Card number______________________________Exp. date________
Register by Mail:
WISCONSIN REALTORS® ASSOCIATION
4801 Forest Run Road, Suite 201
Madison, WI 53704-7337
These days, profit margins for many real estate businesses are razorthin. A keen appreciation of financial planning and management
principles can give you the edge you need. This course delivers
critical decision-making tools you can use to increase profits while
offering top-notch services. Real-life examples and case studies
show how these techniques can be smoothly integrated into the
daily operation of your business. You’ll also discover how to set
financial objectives to achieve superior performance.
Register by Phone: (800) 279-1972 or (608) 241-2047
Register by Fax: (608) 241-5168
Be sure to join us on September 11-12, 2005 in the Wisconsin Dells
for this course. www.wra.org/convention05.
❏ Special Services: Check here if you require special services
Online Registration: www.wra.org
CANCELLATION POLICY: The WRA reserves the right to cancel
a course if not filled. Cancellations must be made in writing
prior to the start of the course and will be refunded, minus a
$25 administrative fee. Registrations cannot be transferred from
person to person.
to attend. Attach a written description of needs.
17
Don’t Miss Out on this Year’s Fun! Register Today ...
Wisconsin REALTORS® Association
Annual Convention
September 11-13, 2005
Choose
from
50
workshops
with
specific broker, sales and technology tracks
available. Earn a designation! Courses will be
offered for ABR, CCIM, CRB and CRS
Have fun! Attend the “Party Like a
Pirate” Icebreaker and costume contest,
golf at Trappers Turn private championship golf course, attend Captain Kitchen’s
Galley Party (the Chairman’s Dinner and
Dance), or just enjoy the beautiful Kalahari
Resort in the Wisconsin Dells.
designations. Fulfill your continuing education
requirements! Four different CE courses
are available.
Make new friends and network with
REALTORS® from around the state!
Register Today ...
Call: 800-279-1972 or
visit: www.wra.org/convention2005
Early Bird Pricing Ends Soon – Register & Book Your Room Today!
877-253-5466
www.kalahariresort.com
Real Estate CE
Appraisal CE
Sales & Mktg
Management
Pre-license
Education Calendar
www.wra.org/CourseSchedule
Date
August 22-25, 2005
Sept. 19-22; 26-29, 2005
Oct. 10-13, 2005
Nov. 7-10; 14-17, 2005
Course
36-Hour Broker
72-Hour Sales
36-Hour Broker
72-Hour Broker
Date
August 10-11, 2005
August 12, 2005
August 15-16, 2005
August 17-18, 2005
Sept. 8-9, 2005
Sept. 11-12, 2005
Sept. 11-12, 2005
Sept. 11-12, 2005
Sept. 11-12, 2005
Sept. 13, 2005
Oct. 19-20, 2005
Course
ABR Course
Negotiation for RE Prof (ABR Elective)
CRS 210
QuickStart Module 101 & 102
ABR Course
CRB – Financial Planning & Management
CRS200 – Business Planning & Marketing
CCIM – Introduction to Commercial RE
Negotiation for RE Prof (ABR Elective)
Date
Sept. 13, 2005
(7 hours)
Oct. 11, 2005
(7 hours)
Oct. 12, 2005
(7 hours)
Oct. 13, 2005
(7 hours)
Oct. 18, 2005
Nov. 8, 2005
Nov. 9, 2005
Nov. 10, 2005
Dec. 13, 2005
(7 hours)
(7 hours)
(7 hours)
(7 hours)
(3.5 hrs. a.m.)
Dec. 13, 2005
(3.5 hrs. p.m.)
Dec. 14, 2005
(3.5 hrs. a.m.)
Dec. 14, 2005
(3.5 hrs. p.m.)
Dec. 15, 2005
Dec. 15, 2005
Dec. 16, 2005
(3.5 hrs. a.m.)
(3.5 hrs. p.m.)
(3.5 hrs. a.m.)
Dec. 16, 2005
(3.5 hrs. p.m.)
Time
8:00 a.m. – 5:00 p.m.
8:00 a.m. – 5:00 p.m.
8:00 a.m. – 5:00 p.m.
8:00 a.m. – 5:00 p.m.
Location
Milwaukee
Madison – WRA
Madison – WRA
Madison – WRA
Regular Reg.**
$255 (plus books)
$325 (plus books)
$255 (plus books)
$325 (plus books)
Location
Early Reg.*
Madison – WRA
$260
Madison – WRA
$125
Madison – WRA
$275
Madison – WRA
$240 (1)
Madison – Holiday Inn $240 (1)
Wisconsin Dells
$280
Wisconsin Dells
$495
Wisconsin Dells
$280
Wisconsin Dells
$320
Wisconsin Dells
$149
Madison – WRA
$240 (1)
Course
You Want What on Which Line?
(revised Freddie Mac/Fannie Mae forms)
The Professional’s Guide to the
New URAR Form 1004┼
Transitional Lands
National USPAP Update┼┼
Appraising Manufactured Housing
Using the FNMA 1004C
Market Analysis-So Your Comps
Aren’t Perfect … Adjust
Appraising Manufactured Housing
Using the FNMA 1004C
Market Analysis-So Your Comps
Aren’t Perfect … Adjust
Appraising 2-4 Family Properties
Predatory Lending
Understanding the Mass
Appraisal Process
Map Measurements, Map
Reading & Legal Descriptions
Location
Early Reg.*
Regular Reg.*
$270
$135
$285
$240 (1)
$240 (1)
$290
$505
$290
$330
$240 (1)
Regular Reg.*
Wisconsin Dells
Stevens Point
$109
$140
$119
$150
Brookfield
$140
$150
Madison
$140
$150
Madison
Oshkosh
Waukesha
Madison
Appleton
$140
$140
$140
$140
$75
$150
$150
$150
$150
$80
Appleton
$75
$80
Pewaukee
$75
$80
Pewaukee
$75
$80
Madison
Madison
Madison
$75
$75
$75
$80
$80
$80
Madison
$75
$80
Date
Course
Time
Location
Registration
August 3, 2005
August 10, 2005
August 11, 2005
August 25, 2005
Sept. 7, 2005
Sept. 8, 2005
Sept. 11-13, 2005
Sept. 15, 2005
Oct. 4, 2005
Oct. 6, 2005
Oct. 6, 2005
Oct. 10, 2005
Oct. 19, 2005
2005-2006 CE 2 & 1
2005-2006 CE 2
2005-2006 CE 3 & 4A
2005-2006 CE 2 & 1
2005-2006 CE 4A & 3
2005-2006 CE 4A & 3
2005-2006 CE 1, 2, 3 & 4A
2005-2006 CE 4A
2005-2006 CE 3
2005-2006 CE 1 & 2
2005-2006 CE 1 & 2
2005-2006 CE 2 commercial
2005-2006 CE 1 & 2
9:00 a.m. – 5:00 p.m.
8:30 a.m. – 12:00 p.m.
9:00 a.m. – 4:30 p.m.
9:00 a.m. – 5:00 p.m.
9:00 a.m. – 5:00 p.m.
9:00 a.m. – 5:00 p.m.
8:30 p.m. – 4:30 p.m.
1:00 p.m. – 4:30 p.m.
8:30 a.m. – 12:00 p.m.
9:00 a.m. – 5:00 p.m.
9:00 a.m. – 5:00 p.m.
9:00 a.m. – 12:30 p.m.
8:30 p.m. – 4:30 p.m.
Brookfield
Sheboygan
Elkhorn
Madison
Madison
Brookfield
WI Dells
Racine
Janesville
Madison
Brookfield
Madison
Richfield
800-279-1972
$24/course $32/course
920-457-7908
Call for information
262-723-6851
800-279-1972
800-279-1972
800-279-1972
Must be registered for convention
262-554-3940
608-755-4854
800-279-1972
800-279-1972
608-238-4445
262-338-8114 or 262-375-4730
Member* Non-Member*
Nonmembers pay an additional fee for all courses. (1) Fee for all four modules. * Must be postmarked or received by the WRA 14 days prior to start of class. ** Fee until day of
class – additional fee charged at the door. # Group discount for six registrations mailed in one envelope. ┼ Includes Appraisal Institute. ┼┼ Includes 2005 USPAP book.
19
Property Tax
Study Reveals Property
Taxes Increase More
Than Incomes
Angst
T
BY MICHAEL THEO
he growing angst over rising property taxes
is based on two driving factors. First, there’s
no spreading the pain with property taxes.
Unlike sales and income taxes, folks pay their
property tax bills in just one (perhaps two) big
payment(s). With annual increases of 5.2 percent
for the past five years, it’s easy to see that taxpayer
anger is tied directly to the impact property taxes
are having on peoples’ wallets.
But there’s a second major factor behind the increasing
anguish over property taxes in Wisconsin. While the
average residential property tax bill has increased 5.2
percent over the past five years, the average wage in
Wisconsin increased just 3.8 percent over that same
period. At the same time, property values are rising
6.1 percent per year. According to a fascinating new
study by the respected Wisconsin Taxpayers Alliance
(WTA), Wisconsin is experiencing a period where
property taxes are declining relative to average home
values, but increasing as a share of personal income.
No wonder homeowners are peeved.
The new study compares the current period of rising
property taxes to two other periods in Wisconsin’s
past. In the period 1981–1994, property taxes
rose faster than both the average home value and
average wages. (Taxes increased 6.5 percent per
year vs. 4.5 percent for wages and 2.7 percent for
home values.) In response, the Legislature imposed
school district revenue limits and increased school
aids and property tax credits in an effort to appease
taxpayer discontent. That legislative action resulted
in a property tax decline on the average home for the
period 1994–2000. During this time property taxes on
the average home declined 0.5 percent per year while
wages increased 3.6 percent and home values grew
by 5.7 percent annually.
Interestingly, the WTA study also shows that of
the 50 communities where property taxes exceed 7
20
percent of income, 21 communities are in Milwaukee
or a neighboring county, and 16 are in Dane or
a neighboring county. On that score, the report
concludes that if there is a property tax revolt brewing
in Wisconsin, the epicenter is in the urban/suburban
southeast corner of the state.
The WTA study predicts that rising property taxes in
this current period of time are once again increasing
pressure on the state Legislature and governor to find
ways to effectively limit property tax increases.
In the recently approved state budget, legislative
Republicans gave Governor Doyle their proposed
solution – a three-year property tax levy freeze. The
Governor compromised by agreeing to a two–year
property tax freeze.
In his original budget proposal to the Legislature, the
governor proposed a plan similar to the approach
taken in the mid-1990s, which was a combination of
substantially increasing school aids and imposing
some limitation on taxing authority. Doyle’s proposal
called for a two–year levy freeze. The governor’s
proposal, however, borrowed one-time monies from
separate segregated funds to pay for the massive new
school spending, creating what Republicans saw as a
huge budget problem in the next biennium. The GOP
response increased school aids some $458 million, but
did so mainly by cutting spending instead of raiding
other funds.
Although Governor Doyle recently signed a two–year
property tax freeze, the legislative responses over
the past 20-plus years to escalating property taxes
have yet to address the larger, systemic problems
with Wisconsin’s current school funding/property
tax system. The new WTA report insightfully
demonstrates that this system needs more than some
short-term relief, but rather some major long-term
reform.
Race
On...
Supreme Court Shift
2006 – 2007 Race May Change the Balance
F
or most spring voters, a state Supreme
Court race is a real snoozer. Unlike U.S.
senators, governors, or even high profile
state legislators, Supreme Court justices keep a
low profile and rarely make news. Ask any voter
on the street to name even one state Supreme
Court justice and all you’ll get is a blank stare.
BY JOE MURRAY
The April 2006 and 2007 Supreme Court races in
Wisconsin could change this dynamic. With a 43 conservative “majority” hanging in the balance,
both liberal and conservative politically–active
interest groups are likely to get involved in the next
two Supreme Court elections as never before.
Composition of the Court
Incumbent Supreme Court Justice Patrick Crooks is
up for re-election in 2006, with Justice John Wilcox
up for re-election in the spring 2007 election cycle.
Justice Crooks, much to the surprise of the political
establishment, recently decided to seek re-election
to a new 10-year term. Justice Wilcox is widely
expected to step down and retire in 2007.
Crooks and Wilcox are currently part of the state
Supreme Court’s 4-3 conservative majority. If
Justice Crooks wins re-election in 2006, the balance
of power will remain with conservatives for at least
one more year. This will set-up a real showdown
between liberals and conservatives in the spring
2007 race to replace Justice Wilcox, assuming he
retires. If either Crooks or Wilcox is replaced by a
philosophically liberal justice, that could have a real
impact on court decisions for decades, depending
on the age of their replacements.
The bottom-line: “Control” of the state Supreme
Court lies in the balance in 2006 and potentially
again in 2007.
continued on page 22
21
Public Policy
Supreme Court Shift ... continued from page 21
Political Necessity
With Republican legislative majorities in place for the foreseeable
future, unions, trial lawyers and Democrats will see these races
in 2006 and 2007 as a chance to create public policy opportunities
not available to them in the Legislature. Public employee unions,
especially teachers, will likely have the financial capacity to
conduct a “three–front war” in 2006 for governor, the Legislature
and the state Supreme Court.
The Supreme Court is often referred to as the “third branch” of
government, and it holds almost equal power to the legislative
and executive branches. A Supreme Court controlled by a new
liberal majority could threaten to reverse pro-business legislation
passed by the GOP–dominated Legislature and signed by
Governor Doyle.
For example, in late 2004, the state Supreme Court repealed a 26year old provision in state law mandating the payment of costs
and attorney fees in frivolous claims and counterclaims. On a 4-3
vote, the Justices decided to make those sanctions discretionary
with the trial judge. The Wisconsin Academy of Trial Lawyers
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22
and others sought this change. Recent 4-3 decisions
on lead paint liability and medical malpractice
awards should activate campaign activity from
manufacturers and the medical profession as
well. After all, if a “conservative” court can hand
down decisions this unfriendly to the business
community, imagine what may happen with a new
liberal majority?
It’s entirely possible – perhaps inevitable – that
campaign spending on the 2006-07 Supreme Court
races could set new records in Wisconsin.
Politically–active interest groups on both sides
may well spend significant amounts of money
on “independent expenditures” to promote one
candidate or the other given the potential longterm impact on the outcome in these races.
The highest spending Supreme Court race of recent
years took place in the 1999 race between Justice
Shirley Abrahamson and Sharon Rose ($1,361,932);
the lowest spending race was in 2000 between Louis
Butler and Diane Sykes ($431,030). With the cost of
Supreme Court races heading north, I’m reminded
of that old Will Rogers line, “Politics has gotten so
expensive that it even takes a lot of money to get
beat.”
More on these races later.
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Eminent Domain
Changes to Eminent Domain Law Being
Considered for Federal & State Levels
Private Property Rights at Stake
T
BY TOM LARSON
he United States Supreme Court recently
ruled, in Kelo v. City of New London,
that local communities could condemn
private property through their power of eminent
domain for purposes of economic development.
Specifically, the Court held that the city of
New London’s condemnation of residential
homes and sale of the property to a developer
to redevelop the land with condominiums and
satisfied the “public purpose” test necessary for
condemning private land.
The Court’s decision has sent shockwaves
throughout the country and has caused property
owners to fear that any piece of property (including
an owner-occupied house) can be condemned if the
community believes that the property can be used
for a higher and better purpose.
24
In response to this decision, legislation has been
introduced in both houses of the U.S. Congress. In
the Senate, U.S. Senator John Cornyn (R-Tex.) has
introduced legislation to prevent condemnation
for the purposes of economic development.
Congressman James Sensenbrenner (R-Wis.)
has introduced a similar bill in the House of
Representatives titled the “Private Property
Rights Protection Act of 2005.” This bill would
prohibit communities from using their power of
eminent domain to acquire property for purposes
of economic development if federal funds would
be used in any way for the project. In addition,
the U.S. House of Representatives voted in favor
of a resolution (by a 365-33 margin) that expressed
“grave disapproval” in the Court’s decision “that
nullifies the protections afforded private property
owners in the takings clause of the Fifth Amendment.”
Changes to eminent domain law are also being considered
by legislatures in approx. twenty–four states.
The Wisconsin Legislature, for example, is considering
the creation of a task force to closely examine the issue.
Among the possible changes being discussed are:
Property
Rights at
Stake
• Prohibiting the condemnation of owner-occupied
homes for the purpose of redevelopment;
• Creating a new formula for better determining the true
market value of commercial property for purposes of
condemnation;
• Giving property owners whose businesses are
condemned the option of relocating within the
development.
Several other states are currently considering measures
to prevent seizures of private property for economic
development including:
continued on page 26
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25
Eminent Domain ... continued from page 25
• Georgia, Missouri, Florida, Oklahoma and New Hampshire
have created special committees to study eminent domain
and provide recommendations on how to protect property
owners;
• Alabama’s governor has indicated that he plans on calling a
special session in July or August to restrict condemnations for
economic development;
• New Jersey’s proposal would require elected redevelopment
boards and would prohibit city or county employees from
serving on redevelopment boards that govern the city or
county that employs them;
• Illinois will consider legislation this fall that would require the
state assembly and governor to sign off on eminent domain
cases for economic development.
The National Association of REALTORS® and the Wisconsin
REALTORS® Association will be actively involved in the
development of this legislation at both the federal and state level
to insure that private property rights are adequately protected. If
you have any questions or comments, please contact Tom Larson
(tlarson@wra.org) at (608) 240-8254.
ppraisers
-A
Auctioneers
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26
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REFERRALS
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877-385-2077
Jim Tait Sr.
Minocqua
800-677-8248
www.jimtaitrealestate.com
SOUTHEAST WISCONSIN
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1-800-236-6104
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Dane County Referrals
Adam Drossart
Broker/Owner
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Green Bay - Sturgeon Bay
Referrals
Cheryl L. Eskridge
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REALTOR
spotlight
Karen Pavlicek
A
s a developer and REALTOR®, Karen Pavlicek believes
that property rights are important, but so is responsible
development. “They key is to balance the right use of
the land while keeping it in as natural a state as possible,” she
says. A self-proclaimed “closet tree-hugger,” Karen has been
successful in her development efforts so far.
Karen believes that landowners have every right to use their
property; but that they need to use it responsibly and not destroy
the very thing they came to the Northwoods to enjoy. She and her
husband, Gary, have taken pains to develop the properties they
own while maintaining the natural state and habitat of the land.
Karen never anticipated being a REALTOR® – she ended up in real
estate by accident. She and Gary were living in St. Paul with their
children when they decided to buy some recreational property.
They purchased about 2,000 feet of lakeshore in Burnett County
in 1976 to use on the weekends. Ten years later they moved
their family to the lake permanently. After acquiring more land,
one of them needed to get a real estate license, and Karen was
nominated.
In 1984 a large parcel of property on their lake went on the market.
They were concerned about how it would be developed, so they
decided to buy the land and develop it themselves. Their goal in
developing the lakefront property was to make the best use of the
land with the least impact on the natural state of the lakeshore,
and to keep the land beautiful and wild for their children and for
generations to come. Their company, Eagle Deer Land Company,
developed Eagle Deer Reserve on Big Sand Lake in Burnett County,
a development they feel meets the objectives of the goal they set
out to achieve.
Karen is active at the local, state and national levels. Her advice to
REALTORS® starting in the business: “Get involved right away.
Volunteer for state and local organizations. And if you’re going to
be in business, you’d better be involved in politics.”
She’s been active as the president of two local boards, and
served as both state director and committee member of the state
executive committee. More recently, she was the president of
Wisconsin’s CRS chapter, and is currently the secretary for the
Minnesota Chapter. Nationally, she currently serves on the CRS
Finance Committee and has served on other RS Council and NAR
committees. And she has been a REALTORS® Political Action
Committee (RPAC) trustee for many years. She attends the NAR
Convention in the fall and travels to Washington DC in the spring
to visit with legislators. Karen also spoke around the state on shore
land development issues when Tommy Thompson was governor.
What does she like about being a REALTOR®? “Given that I never
set out to be a REALTOR® but have been in the business for 20
years, I’d say I like it. I like being my own boss and having the
freedom to adjust my schedule. I also like helping people find
what my husband and I found 29 years ago – a perfect spot to
raise our children and have plenty of recreational opportunities.
I have the freedom to live where I want to live and make a living.
A lot of jobs don’t transfer well, but with real estate, I can make a
career wherever I live.”
She also likes working with people, working on environmental
and political issues, and making a difference when it comes to
preserving the natural beauty of the Wisconsin Northwoods.
“I came here to enjoy the area’s beauty, and it was an ideal place
to raise my family,” she says. “Now my husband and I and our
two dogs, as well as our four children and six grandchildren who
live close by, use the lake on a regular basis. My goal is that we can
continue to enjoy the beauty of the area, and preserve it for our
use, as well as for other families to use.”
Karen Pavlicek
Sales Tip:
Karen’s #1 sales tip: It may sound simple, but it’s importance can’t be underestimated – stay in
touch with your clients, return calls promptly, follow through and do what you say you’re going to do!
28
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Public - Wisconsin REALTORS® Association

Transcription

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