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This was the advice given

to an influential friend of

mine by his mother.

When I interviewed thisgentleman on the radio

show, after he made this

statement I asked him to

explain. He said it was

about being present and accounted for. It is

impossible to benefit from an experience if you

are not present. I am present at a few different

industry meetings each year. Being accountable

to you, though, I havent always been very good

at sharing what I have learned from being away.

Allow me to correct that in one very recent case

at least and share some of the crumbs I

gathered.

I just returned from the Inman Connect con-

ference, which is all about technology for our in-

dustry. There is so much out there and more

being created every minute that it is almost im-

possible to figure out what to do first or at all.

And little of this technology is proven to be really

effective in improving productivity in our indus-

try although much is promised. But if you lis-

tened carefully, the conference was about a lot

more than technology. It was really more about

culture and the customer experience. Tech-

nology, media (much more than advertis-

ing), all the various devices (Ipads in

particular), and the explosion of mobility (all

kinds of apps on our very smart phones) have

all combined to raise the customers expecta-

You have to beat the Table toget the CrumbsA message from Peter F. Hunt,Chairman & CEO

Issue 36 The official newsletter of HUNT Real Estate Corporation August 20

Business Leaders MeetingReal Estate Rocks, With David Knox!

Join us at the next Business Leaders Meeting!

Continued on inside cover

The HUNT for Heroes continues!An update on how our agents and branches are giving

back during our 100 Year Anniversary Celebration.

HUNT Real Estate ERA is excited to

annouce our partnership with Active Agency.

We are pleased to welcome this exciting new

Adam Burg

Jimmy Felber

Joe Matusek

Fred Pask

Steven Peters

Joan Phelps

Nate Randall

Kelly Spurlock

Cheyanne Seelau

group, and we look forward to workin

with our new agents! Please welcome th

following new agents to our team:

HUNT ERA Welcomes Active Agency to the Team

Buffalo Bills sign HUNT ERA as a Corporate Sponso

It is with great pleasure that we are

announcing a new partnership between the

Buffalo Bills and HUNT Real Estate Corp.

On July 7, 2011 HUNT signed a sponsorshipwith the Buffalo Bills creating a relationship

as the Official Real Estate and Relocation

Company of the Buffalo Bills. This is a

significant step for HUNT as it positions our

company as THE go-to real estate broker for

all Bills fans.

In addition, 60 of our sales associates joined

the HUNT ERA/Buffalo Bills VIP Sales

Team. These 60 associates made an annual

investment that includes the use of the Bills

logo, use of the trademarked term Buffalo

Bills as well as other unique marketing

opportunities. Peter Hunt explains, It is our

hope that this partnership with the Bills, in our

100th Anniversary Year, will raise awa

ness of the quality of investment in real

tate to other passionate sports fa

throughout Western New York.

HUNT will leverage this new relationsh

on HUNTREALESTATE.COM a

BuffaloBills.com, in print and web a

vertising and corporate collateral. ON

the associates who have joined the V

Sales Team have authorized use of any B

falo Bills approved collateral, logos a

trademarked materials. The HUN

Marketing Department will be clos

monitoring and enforcing this policy.

http://www.huntrealestate.com/http://www.buffalobills.com/http://www.buffalobills.com/http://www.huntrealestate.com/http://www.huntrealestate.com/page/celebrating-100-yearshttp://www.huntrealestate.com/http://www.buffalobills.com/

8/4/2019 Since 1911 - August 2011

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tionsvery simply they expect good service in

real time, no waiting. So if good service just

keeps us in the game, how do we create

competitive advantage and pull ahead of the

rest?

Speaker after speaker responded that we gainmarket advantage by creating an

experience culture. What does that mean?

There are at least five elements:

We must make an uncommon

customer experience (superior and

memorable) part of our culture. From the

Companys standpoint, this has to apply to our

agents and employees as customers in addition

to our buyers and sellers. Believe it or not, this

is a standard against which I have always held

our performance. We dont always perform atmy expected level, but it is very much a part of

our culture.

We must have the right people in our

organization. This, I hope you know, is what

occupies much of our thinking and action. The

evidence is clear in our per person productivity

and our emphasis on career development at all

levels.

We must treat all of our peopleinternal and

external to the Companyas customers and

truly show how much they (You) are valued.

There is much we can do to improve here and

we will.

We must respect that our customers

have a voicea loud one in some casesand

they will be heard. Do we listen? How do we

review our performance internally and

externally? We have many internal mechanisms

You have to be at the Table to get the Crumbs...continued from cover

from sales meetings to Agent Advisors to direct

contact with Leadership at all levels. We survey our

customers, but the response rate is not high

enough. We need to get better internally and

externally. I am committed to thisto find more

ways to respectfully engage you and our buyers and

sellers, to be presentalert engaged and

proactiveand to be better at what I say about

ourselves, specifically how we protect and enhance

our 100-year brand.

We must remember that EVERYTHING is

now 24/7, beginning to end, every place we touch

the customer, which goes to our VisionAlways

there for you as a truly integrated real estate and

homeownership services organization.

I took what I heard both from my influential friend

and at the Inman Conference as very importantlessons and am committed to reinforcing our

experience culture start to finish. How can you

become involved? How can you be present for the

conversation? Simply be there. Go to your

branch sales meetings and speak up. Attend

region-wide meetings. Stop in to your Broker

Consultants office. Call or e-mail me or Lou Izzo

or any member of our Leadership Team or

Administration. None of us can get better if we

are not informed.

Your input directly to me is always appreciated,and Ive had quite a bit. Keep it coming! Be

present for this most important, ongoing

dialogue on the customer experience.

Thank you and congratulations to t

following branches and agents that clos

outgoing referrals in the month of July. T

total commission to the agents was $6,1

making the average referral check $438

The Relocation Appreciation Progra

began July 22nd and we now have our fi

two $250 winners: Susan Hergenrod

from Lancaster andAutumn Starr fro

Liverpool. Congratulations!

Thank you to all the agents & branches

all your hard work!

Greece

Pete Monsees

Hamburg

John Fox

Judy Occhino

Carol Lee Rubeck

LouAnn Spaulding

Home Referral Corp.

Mark Tetley

Lancaster

Susan Hergenroder

Lisa Matteo

Liverpool

Autumn Starr

Brian MacGorman

Manlius

Mike Cronin

Yvonne Senior-Moore

Williamsville-Clarence

Darcy Anderson

RelocationAppreciationProgramA message from Mary Croglio

Buy The Before - Live The AfterA message from Linda Mallia, President of HUNT Mortgage

We have or-

dered signs

that can be

used at open

houses to pro-

mote the Buy

the Before -

Live the After program. The purpose of the

sign is to hopefully open up a dialogue with

potential buyers that may find the open

house is not exactly what they are looking for.

As you are all aware the Before and After pro-

gram can allow the buyer to customize the

house into their dream home.

The signs are similar in size and style to the

directional signs that we now use. These signs

can be placed right at the entrance to the open

house. Please see your Mortgage Consultant

if you would like one. Quantities are limited.

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Recognizing ourTop Sales Agentsof the Month

Buffalo/Niagara

Amherst / Kelly Poulos

East Aurora / Susan Lesinski

Hamburg / Patty Manns

KenTon / Mark Brylinski

Lancaster / Jeanine Kacala

Lewiston / Anne Smith

Lockport / Patricia Kennedy

Metropolitan / Mike Collins

Orchard Park / June Kreutzer

West Seneca / Cynthia Stachowski

Wheatfield / Maria Bufalino

Williamsville-Clarence / Sharon Frisicaro

Williamsville Village / Bonnie Clement

Rochester

Brighton-Pittsford / Paul Heaslip

Canandaigua / Sandi VanCamp

Greece / Virginia Bozza

Perinton / John Denniston

Webster / Andrea Noto-Siderakis

Syracuse / Carthage-Watertown

Cazenovia / Nancy Proctor

Chittenango / Sandy Leibl

Cicero / Mari Rae Dopke

DeWitt / David Hanlon

Fayetteville / Manning-Litz Team

Liverpool / CNY Key Team

Manlius / Linda Crawford

Oneida / Lorene Prenderville

West Regional / Beth Losty

Carthage-Watertown / Erin Meyer

Capital District

S. Glens Falls / Jennifer Ball

Saratoga Springs / Dan Britten

Arizona

June 2011

HUNT Mortgage is pleased to announce

the introduction of the $uper $aver loan.

Most buyers struggle to save sufficient funds

for both the down payment and closing

costs. HUNT Mortgage has developed a

significantly reduced closing cost loan thatwe are calling the $uper $aver. The $uper

$aver is a 30-year fixed rate FHA loan. The

program can be used alone or combined

with seller concessions. When combined

with seller concessions, in most cases, the

buyer will only need the down payment of

3.5%.

The Mortgage Consultants will be

attending your sales meetings this week to

further review the program. The minimumloan amount is $85,000. The program is

available to all buyers and in all region

There will be a slight increase to our regul

FHA rates. Ask your Mortgage Consultan

for the daily rate quote.

HUNT Mortgage introduces the $uper $aver LoanA message from Linda Mallia, President of HUNT Mortgage

Increasing ProductionA message from Bob Scholz, Corporate Training Manager

Did you know that the David Knox Video

views have reached a milestone this month?

Our agents have watched over 3,000 videos

since the beginning of our fiscal year. In

addition the agents have downloaded over

2,000 documents! Career Development wants

to thank you for your past support and we

look forward to making this a part of our plan

for fiscal year 2012. We want to help o

agents reach the next level in their care

here at HUNT ERA.

Here are two specific goals y

should aim for to increasiproduction:

Attend David Knox Seminar in Septemb

Watch more David Knox videos

Let's celebrate what we have that t

competition doesn't, exclusive, no c

access to the best video training in t

industry.

Customer Service Compliments While scheduling a recent showing with

ProShow, William Bassett from Realty USA

expressed his appreciation for how polite our

ProShow representatives are.

Compliments from Chris Carretta: Chris

made a point to share how happy he was with

the Customer Service and ProShow team. He

mentioned that he felt the teams skills have

really developed over time,

and he can see a differ-

ence from the training

that is provided to the call

center representatives.

Thank you, to our entire

team for your hard work

and dedication-keep it up!

http://www.huntrealestate.com/page/hunt-videos

8/4/2019 Since 1911 - August 2011

4/6

Congratulations to the following offices for

reaching their regional goal for the month

of July.

Buffalo: Goal 44%

Lancaster 88.89%

Williamsville Village 71.43%

Hamburg 64.29%

West Seneca 45.45%

Rochester: Goal 33%

Greece 100%

Perinton-Canandaigua 71.43%

Webster 41.67%

Syracuse: Goal 25%

Cicero 100%

Chittenango 100%

West Regional 57.89%

Fayetteville 50.00%

Dewitt 37.50%

Liverpool 31.25%

Congratulations to Rochester and Syracuse

for exceeding their regional goal! Rochester

had a July SCSL of 38.78%, with a goal of

33%, and Syracuse had a July SCSL of

35.00%, with a goal of 25%.

David Knox, master of real estate sk

and technique will be the guest presenterthe Business Leaders meeting.

Considered a Rock Star of real esta

David will teach you how to excel in toda

market in an entertaining a

understandable fashion. Youve watched

videos, now see the man in person!

Dont forget to check out his newest vid

onhuntrealestate.com!

Join us at the quarterly Business

Leaders Meeting with one of the

industry's most distinguished

speakers, Mr. David Knox!

David Knox Sessions

Syracuse Region

Monday, September 12 | 9:30amCraftsman Inn

7300 E. Genesee StreetFayetteville, New York 13066

Rochester Region

Tuesday, September 13 | 1:00pmEagle Vale Golf Club

4344 Nine Mile Point RoadFairport, New York 14450

Buffalo/Niagara Region

Tuesday, September 13 | 8:30am

Millennium Hotel2040 Walden Avenue

Cheektowaga, New York 14225

Importance of MARKETING your listings!A testimonial from Laurie Dietrich, Broker Consultant, Webster Branch

I am a firm believer of evaluating

every listing and prepare a specific

marketing plan for each property.

One thing I ALWAYS do is use

xpressdocs.com for Just Listed and

Just Sold postcards.Here is my story!

Three weeks ago I listed a property in the

city of Rochester. I sold it to a young, single

woman 5 years ago. She's now married and

moving out to the suburbs to her uncle's

house. I sent out postcards through

xpressdocs.com to the entire neighbor-

hood. As a result, I received a call on July 1st

from a neighbor who wanted to view it. He,

as a newlywed, needed a larger house. He did

not have an agent, but did have two houses to

sell in Rochester and one in West Virginia.

The bottom line of the entire transaction was

two listings, two home warranties, two

titles through Network Title Agency, one sale,

one outgoing referral, one mortgage through

HUNT Mortgage and they are using an

attorney through The Realty Club - not bad

for $55 in postcards!

SCSL ReportsA message from Amanda Vogel

Training CornerBrought to you by Career Development

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HUNT Real Estate ERA, a family owned

company for 100 years, has a long and

enduring commitment to community

service as articulated in its mission. Our

mission includes providing the highest

quality service available in the communities

where we operate. At HUNT ERA, thishas always included service to those in

need, shared Chairman and CEO Peter

Hunt.

At HUNT ERA this commitment is

demonstrated at the corporate level, the

department/branch level and most

importantly at the individual level. Often

individuals become involved with an issue

because of a personal need or experience.

Bob Joeckel, one of HUNTs top producing

Syracuse agents, in his personal experience

led to an ongoing passion for

improving the services available for

pediatric mental health in the Syracuse

area. Early in his efforts, he became

involved with Family Tapestry. Family

Tapestry works to ensure better service,

increased access, helps families navigate a

complex system and bring awareness of the

issue to Albany. In New York State the

capacity of health care system to provide

services is regulated by the Department of

Health and there is a large unmet need for

pediatric mental health care.

Bob, along with representatives from

Upstate Medical Center, Family Tapestry,

Onondaga County Mental Health Services

and St. Josephs Hospital, were asked to go to

Albany to meet with the Commissioner of

Mental Health to discuss how to improve

services. As a result of this trip, Bob was asked

to join the Advisory Council of the Golisano

Childrens Hospital, affiliated with Upstate

Medical Center. This then led to the creation

of the Golisano Pediatric Roundtable, a

collaboration between the hospital and Family

Tapestry, to continue this work. This group

has also been able to gain attention in Albany

in regards to the need for inpatient care for

children and adolescents with mental health

needs.

Although Bob describes himself as, just

another person working aggressively on an

issue, he is truly a HUNT Hero who is,

starting to [see] progress in changing the way

things get done.

So how are you changing the way things

get done?

HUNT Heroes lifts up the commitment to

community service that exists at HUNT Real

Estate. HUNT will honor those employees

Qualified Residential Mortgage (QRM) Update from HUNT MortgageA message from Amanda Vogel

and agents who complete 100 hours

volunteer work with the organizations

their choice by October 31, 2011 in th

local print publications in Novemb

2011 with their photo and name

primary organization where th

volunteered. Branches, departments acore businesses that complete 100 hou

of community service in gro

endeavors will also be acknowledged.

every person did 100 hours of volunte

service that would be over 100,000

community service with a value that

priceless!

Each agent and employee should ha

begun completing the form for loggi

their hours of service. Please conta

your Broker Consultant or supervisor

you have not received one. The form

also available in the ORP Docume

Manager / HUNT Heroes category. T

form contains additional details f

participating in this worthwhile activity

Last month we provided an update on the

proposed Qualified Residential Mortgage

(QRM) restrictions that could completely

change the way we do business. It is

certainly a reason for concern, and I wanted

to go a little more in depth on this issue.

All of the loans that do not comply with the

standards of the QRM will be required to

have a reserve in the amount of 5% of the

loan held by the banker. These loans are seen

as high risk, and require some additional

insurance that the owner is capable of making

the payments. This reserve retention is

exempt on all loans backed by a federal

agency, which includes Fannie Mae, Freddie

Mac, and FHA. This exemption significantly

reduces the short-term impact of this

proposed regulation, since curren

roughly 90% of all loans are eligible for t

exemption.

The real problem comes in if and wh

Fannie and Freddie start phasing out of t

market, greatly reducing the number

loans that will be exempt from this reser

requirement. If these two governme

servicing giants begin to leave the mark

a significant portion of loans would be l

to having FHA as the only option f

exemption.

The HUNT for Heroes Continues!

8/4/2019 Since 1911 - August 2011

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For more information on this vendo

and to search all of the services

available through The Realty Club,

visit us athuntrealestate.com.

Over the past several weeks

we have begun to seriously

look forward in to 2012

and started the process of

forecasting our sales per- formance in what promises

to be another very interesting

year in residential real estate across the US.

Interest rates, which have always been a key

indicator of sales forecasting, are consistently at

record lows, however, wavering consumer confidence

largely because of the employment markets have

literally stalled residential real estate growth in most

U.S. markets. In addition, the national debt

continues to climb at record pace and even in light

of the recent actions in our capital, our debt is still

forecast to g row substantially.

Looking at next year from a HUNT Real Estate

ERA perspective involves forecasting sales based on

several key variables such as new listings, turnover

rate of existing inventory, average sale price, gross

commission percentages and many pother which

come together to provide a branch by branch, and

then region by region forecast. When completed, all

the regions are combined in to one master plan and

set of performance goals which are then shared with

our Leadership team and finally with our entire

company.

In addition, we also then complete the budget side

of the equation by branch and region and the two

combined create the financial model for HUNT for

2012. From this data our Core Companies

(HUNT Mortgage, Network Title, and HUNT

Insurance) set their plans for service and capturerates and the plan is set. Finally, then the financial

plan is complimented by a Business presentation

which details:

From the desk of...A message from Louis A. Izzo, Jr., President - Residential Brokerage

Who we are

Where we are going

How we will get there

Who will make up the team

The Business Presentation is accompanied by a series

of short and detailed Action Plans by each Core

Company and Department that they will focus on

accomplishing for the year in support of the plan and

goals.

In October the Leadership Team will meet and prepare

for the beginning of the year (November1 is New Years

Day!) and we will be off and running.

Every Broker Consultant is available to begin working

with you on your plan for 2012 now and has access

to all of the important planning information you would

need through our residential system. One-on-ones

should occur as soon as possible to get your Business

Plan in place. HUNT Career Development

Department has the Business Planning tools available

for you if you desire as well.

As I travel from branch to branch I hear from many

of you that the business is more dynamic and changing

than ever and I assure you we are listening and planning accordingly to support you in every way

possible. In this year and beyond it is evident that the

best will thrive so to that end we are committed in every

way to working to be the best support system in the

industry for each of you.

This month my Above and Beyond Award goes to

Victoria Mirzoian in HUNT Marketing. Victoria has

taken on a massive task in reorganizing and recreating

a centralized media process for HUNT that has been

quite a task and she has demonstrated what we at

HUNT have become known for finding a way to

get the seemingly impossible done! Great job, Victoria!

Until next month,

Follow us and join the conversation!

Brush Up Buffalo is an all volunte

not-for-profit organization working to revital

neighborhoods and build community priEach year Buffalo selects a neighborhood a

assigns teams and volunteers to paint sing

family, owner-occupied homes of low-inco

homeowners.

Brush Up Buffalo will take place Saturda

September 10th. If you are interested

becoming a volunteer sign up by visiti

brushupbuffalo.org and make sure

choose BNAR as your team.

Included that day is breakfast at 8am alunch around noon.

It is hoped that you participate. Last year

had many agents attend, but only 1 or

HUNT agents showed up. We can do bet

than that! Also as a reminder, participation

this event could count for your commun

service hours for HUNT for Heroes!

Featured RealtyClub Vendor

HUNTREALESTATE.COM

Brush Up BuffaloA message from Elaine M. Hegedusich

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