RISMedia's Real Estate Magazine

APR 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

Issue link: http://remag.rismedia.com/i/1097917

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64 April 2019 RISMedia's REAL ESTATE W ith over 75 offices serving Michi- gan, REAL ESTATE ONE FAMILY OF COMPANIES wants its agents to be bold as a means of success. "A mar- ket that is flat or down 3 - 4 percent does not create a lot of urgency for big change, so most will make small adjustments," says President of Bro- kerage Services DAN ELSEA . "Under- lying the market settling down is the consumer shift to using all forms of technology; acquiring new clients from online sources will soon become one- third or more of the top agent's lead gen. So, jumping on social media to ensure you have a deeper relationship with your clients is the best way of growing your business…and the least expensive." T he third-generation leader of JOHN L. SCOTT REAL ESTATE , J. LEN- NOX SCOTT was painting for-sale and open house signs at age 10. The cur- rent chairman and CEO, Scott says the most critical element to his company's ongoing success is a positive mindset. "We anticipate trends and focus on the opportunities, turning every situa- tion or challenge into an opportunity to succeed." Scott believes that negativ- ity keeps you focused on the situation, but when you see the situation as an opportunity, you'll achieve a favorable result. The John L. Scott Success Plan is a three-pronged approach to pre- pare agents for success in the market today: positive mindset, skill mastery and personal engagement activities. W ith 40 locations in four states (Massachusetts, New Hamp- shire, Maine and Rhode Island) and more than 700 agents, JIM D'AMICO , president and CEO of CENTURY 21 NORTH EAST , utilizes a "teamwork" approach where agents, staff and management work together to achieve goals in an atmosphere of hard work, solid training and good fun. He sees the biggest opportunity in the months ahead coming from mergers and ac- quisitions. "Our market is tightening, which will open opportunities for us throughout New England to team up with solid companies and grow our agent and location base, as well as multiply our agents' lead opportunities throughout our advanced lead genera- tion systems," he says. W hat will most impact the market in the months ahead? For LP FINN, operating officer of COACH RE- ALTORS® in Long Island, N.Y., it's the Tax Cuts and Jobs Act of 2017. It's Finn's belief that in 2019, the legisla- tion will begin to have an increasingly negative impact on real estate sales in his market. "Long Island is home to some of the highest property taxes in the nation; it's common to see property taxes in excess of $30,000," Finn says. "With the new limits on SALT deductions, move-up buyers and some upper-tier buyers may rethink taking on homes with higher tax burdens, forcing a de- cline in sales prices and transaction sides." F or CHRISTINA PAPPAS, district sales manager at THE KEYES COMPANY, her goals for her busi- ness include at least 5 percent growth in associate count. "We have rolled out a strong social me- dia effort targeting producing as- sociates," says Pappas. "Also, our branch managers are contacting firms that have a strong selling own- er and 5 - 20 associates for fold- in opportunities for their offices. Lastly, we have targeted text, call and postcard campaigns for new licensees." "Our market is going through some much- needed normalization, which I think will provide us with a more sustainable growth market for years to come." - MICHAEL KILLMERT Broker/Owner, CENTURY 21 North Homes Realty Inc. Christina Pappas Dan Elsea J. Lennox Scott Jim D'Amico LP Finn

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