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Hampton
Roads REALTOR ®
VOLUME 42, ISSUE 5 • MAY 2021
TAKING THE
LEAD Lead GenerationTips
and Strategies
ALSO INSIDE:
10 10 tips: Old School lead
generation is new again 24 Memorial Day and our
military community 34 Real estate and the
post-COVID market
Dedicated to coming through
for you and your buyers
We’re ready to help. Let’s connect.
Virginia Beach Oceanfront Branch
300 32nd Street Suite 200 Virginia Beach, VA 23451
757-372-9300 | www.wfhm.com/oceanfront
Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2021 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS5302579 Expires 01/2022
2 Hampton Roads REALTOR® • May 2021
CONTENTS Hampton
Roads REALTOR ®
FEATURES IN EVERY ISSUE Hampton Roads REALTORS® Association
7 Changes coming to how, when 4 From the Chair Chairman of the Board: Tanya Monroe
state and localities vote Chairman-Elect: Barbara Sgueglia
5 A Picture is Worth
8 Good advice and an “after- 1,000 Words Vice-Chairman Finance: Jeremy Caleb Johnson
action” report for our industry 6 CEO Corner
Immediate Past Chair: Cindy Hawks White
Executive Committee: Margaret Richardson, Remona
10 10 tips: Old School lead 9 That's Who We R REALTOR® Murmillo, Sherri Thaxton
generation is new again Spotlight
DIRECTORS:
11 Keeping your cool (and ethics) 13 Affiliate Spotlight
in a hot market Leigh Anne Parks Christie Woytowitz
14 Motivational Corner
Lee Cross Betsy Hughes
12 Taking the lead: Lead-
17 HRRPAC Spotlight Ken Boyer David Tunnicliffe
generation tips and
strategies 26 Legal Corner Jimmy Jackson Monique McClellan
Emil Nazaryan Nelene Gibbs
16 PAC Q&A with Virginia 29 Thank you to our 2021 Jennifer Cool Lee Halyard
REALTORS®’ Kathy Felton HRRA Partners
Jon McAchran Alan Thompson
17 A very special opportunity 39 Welcome New Members Linda Harrison
18 HRRA Green Up Day!
19 Forbearance, foreclosure
ADVERTISERS
Hampton Roads REALTOR® Magazine
and the housing shortage
This magazine is published 11 times per year by the
20 REALTORS® Have a Heart for Wells Fargo Home Mortgage – 2 Hampton Roads REALTORS® Association, Inc. (HRRA), 638
Ronald McDonald House Independence Parkway, Suite 100, Chesapeake, VA 23320.
Hanger Law – 7
22 Building relationships with
our legislators Fulton Mortgage – 7 HRRA reserves the right to edit or refuse all submissions for
Movement Mortgage – 13 publication. HRRA reserves the right to receive royalties from
23 Automated vs. in-person
some programs and services. Views and advertising expressed
showings, Part II Old Republic Home Protection – 13 in this magazine are not necessarily those of, nor endorsed by,
24 IN BRIEF: Big news, Atlantic Coast Mortgage – 15 HRRA. The Hampton Roads REALTOR® was created for the
small bites members of HRRA by BIZPORT.
Home Clean Heroes – 25
28 Lead generation: the make or
TowneBank – 27 Editor: Victoria Hecht, vhecht@HRRA.com
break of your career
Advertising Sales: Misty Pritchett, mpritchett@hrra.com
Taskativity – 28
30 Transfer on Death Deeds: Design/Layout: BIZPORT
A solution to Virginia’s Sasser Construction – 32 Copyright © Hampton Roads REALTORS® Association; all
default rules
Titlequest – 40 rights reserved.
31 Don’t let your clients get
underwater without flood
insurance
32 Leads for free?
33 Condotels could be your new
way of vacationing
34 Real estate and the post-
COVID market
36 Turning leads into clients and
clients into relationships for life
37 A health care choice you didn’t
know about for REALTORS®
Hampton Roads REALTOR® • May 2021 3
FROM THE CHAIR
NAR “Profile” provides great
research for lead generation
U
nderstanding the National Association of fore selling, very similar to 2019. Eighty-nine (89) per-
REALTORS® (NAR) “The Profile of Home cent of home sellers worked with a real estate agent to
Buyers and Sellers” should be a part of sell their home. Sixty-nine (69) percent of sellers were
developing your lead generation strategies for success. very satisfied with the selling process.
NAR conducts this annual report, which provides Home Selling and Real Estate Professionals:
insights into the needs of our clients. Sixty-seven (67) percent of sellers found their agent
Here’s some vital information I am sharing through a referral from a friend, neighbor, or rela-
information. It is directly gathered from tive or used an agent they had worked with
the NAR website. Knowledge is power! before to buy or sell a home. Seventy-
What do consumers want seven (77) percent of recent sellers
Tanya Monroe, CRB, when choosing a real estate In my opinion, contacted only one agent before
professional? How do home finding the right agent they
C-RETS, PMN, GRI, looking at lead generation
buyers begin the process of worked with to sell their home.
ABR, PSA, ePRO,
searching for a home? Why do by referral is a great lead Ninety-one (91) percent of
AHWD, SFR, C2Ex some sellers choose to forego source. It simply makes sellers listed their homes on
the assistance of an agent? sense since most of the the Multiple Listing Service
The answers to these (MLS), which is the number
2021 HRRA
buyers or sellers find their
Chairman of the questions, along with other one source for sellers to list
findings in this report, will agent through a referral from their home.
Board
help real estate professionals a friend, neighbor or relative, The typical seller has rec-
better understand the or used an agent they had ommended their agent once
housing market and provide since selling their home. Twen-
worked with before to buy
the information necessary to ty-seven (27) percent of sellers
address the needs of America’s or sell a home. recommended their agent four or
real estate consumers. This report more times since selling their home.
provides a wealth of data/information. Eighty-nine percent said that they
Here are NAR 2020 “Profile of would definitely (74 percent) or probably (15
Home Buyers and Sellers” highlights: percent) recommend their agent for future services.
Buyers needed the help of a real estate profes- For Sale by Owner (FSBO) Sellers: Only eight
sional to help them find the right home for them, (8) percent of recent home sales were FSBO sales this
negotiate terms of sale, and help with price negotia- year. This remains close to the lowest share recorded
tions. Eighty-eight (88) percent of buyers used since this report started in 1981. FSBOs typically sell
an agent to help them purchase a home. Sell- for less than the selling price of other homes; FSBO
ers, as well, turned to professionals to help market homes sold at a median of $217,900 last year (up from
their home to potential buyers, price their home com- last year), and significantly lower than the median of
petitively, and sell within a specific timeframe. The agent-assisted homes at $242,300.
use of agent to sell the home reached historical Based on this data/information, I think there
highs of eighty-nine (89) percent. However, the should be a continued focus by our members to utilize
percentage that maintained a client relation- tools/systems on how to build business by referral.
ship after the transaction is low, twenty-six (26) In my opinion, looking at lead generation by re-
percent. While the NAR survey asked about iBuyer ferral is a great lead source. It simply makes sense
options, less than one (1) percent of sellers used these since most of the buyers or sellers find their agent
online-only programs. Only eight (8) percent of sellers through a referral from a friend, neighbor or relative,
sold via For Sale-By-Owner (FSBO). or used an agent they had worked with before to buy
Financing the Home Purchase: Eighty-seven or sell a home.
percent of recent buyers financed their home pur- We as members should consistently stand in
chase. Those who financed their home purchase typi- touch with our relationship base as part of our lead
cally financed Eighty-eight (88) percent. generation strategies.
Buyers continue to see purchasing a home as a The full NAR report is available at https://www.
good financial investment. Eighty-three (83) percent nar.realtor/research-and-statistics/research-reports/
reported they view a home purchase as a good invest- highlights-from-the-profile-of-home-buyers-and-sell-
ment. ers. ⌂
Home Sellers and their Selling Experience:
Sellers typically lived in their home for 10 years be-
4 Hampton Roads REALTOR® • May 2021
A Picture is Worth 1,000 Words
RECENT PHOTOS OF HRRA MEMBERS AND EVENTS
Grow your knowledge, build relationships with HRRA
As we edge closer to a return to normalcy (the pandemic’s not over yet!), we’re pleased to continue offering a bustling schedule of
HRRA activities by Zoom, with some in-person activities now in the mix, too. Here is what’s planned so far for HRRA’s May Zoom and
in-person gatherings:
• VRLTA Seminar by Zoom with attorney Chip Dicks, presented by the Property Management and Leasing Council,
9 a.m.-noon May 4; cost is $95 for members. Go here for full details and to register.
• Government Affairs Committee by Zoom, 1 p.m. Thursday, May 4
• Owners/Manager Council by Zoom, 3 p.m. Tuesday, May 11
• REALTOR®/Lawyer Committee by Zoom, 1 p.m. Thursday, May 13
• Affiliates Council by Zoom, 9:30 a.m. Friday, May 14
• Pulitzer Prize-winning journalist Bill Dedman explores “Long Island Divided” by Zoom, presented by the Diversity,
Equity and Inclusion Committee, 1-2:30 p.m. Tuesday, May 18; cost is free to members. Log in here to register and for full details.
(See Page 17, too.)
• Mini Golf Tourney at Jungle Golf, Virginia Beach, presented by the Affiliates Council to benefit CHKD and scholarship
fund in memory of Preston Midgett, followed by a networking event at The Shack. Jungle Golf, 4-6 p.m. Wednesday,
May 19; The Shack, 6-8 p.m. Full details and registration are available here.
As a reminder, to register for events see your weekly eREALTOR newsletter, delivered Tuesdays, or visit HRRA’s “Events” tab (and/or
watch postings) on the Facebook page, https://www.facebook.com/hrrarealtors, or see the calendar at HRRA.com for registrations. See you
on Zoom (and in person), HRRA! – Victoria Hecht, Vice President of Communications, Public Relations and Media Relations
Hampton Roads REALTOR® • May 2021 5
CEO CORNER
People-to-people lead generation
works wonders in technological times
W
hen we think about lead generation our a designation was $33,500 and the median income of
minds most often go straight to technology, those with at least one designation was $61,100: a dif-
either predictive analysis platforms or ference of $27,600!” (NAR, 2021).
something as basic as Zillow or REALTOR.com ZIP code If you are not quite ready to invest in your training
leads. one thing that you can do is take the C2EX designation.
However, there is a powerful lead generation tool This is the only FREE designation and it does signal
out there that costs you nothing. In fact, it is included in to your peers that you are committed to excellence. An
your HRRA dues. It’s good old-fashioned, belly-to-belly, extra perk? It counts towards your mandatory Code of
Dr. Dawn Kennedy,
handshake-to-handshake networking. Ethics (COE) training requirement.
CAE, RCE, C2EX,
Most successful REALTORS® tend to list and sell in This is a Code of Ethics triennial year, which means
GREEN, ePRO
the areas where they have high knowledge and ALL members (with the exception of NAR Emeritus
HRRA CEO
geographic competence. By mixing with members) must complete a Code of Ethics
other successful REALTORS , the ®
course before the Dec. 31 deadline. If you
new REALTOR® may generate There is a haven’t taken the course yet, you can
business. powerful lead take it for free (it does not count
One of the perks for be-
generation tool out there towards your CE license require-
longing to a National As- ment) right here. Not sure if you
sociation of REALTORS ® that costs you nothing. In did or did not take the course
(NAR) designation group fact, it is included in your in the last three years? You can
such as GREEN or AHWD, HRRA dues. It’s good old- check your status right here!
or an NAR-related group fashioned, belly-to-belly, Finally, an often-overlooked
such as Certified Residen- lead generation tool provided by
handshake-to-
tial Specialist (CRS) or Wom- your association is the opportuni-
en's Council of REALTORS ® handshake ty to become involved in community
(WCR), is that these groups have networking. projects. Here you can meet potential
a strong referral network. home buyers and sellers, network with
A REALTOR ®
in South Carolina legislators and form long-term relationships
who is a member of WCR is far more likely to re- with people outside of your original sphere.
fer a South Carolina client to another WCR member. As HRRA continues to expand its offerings there
Why? That’s simple: TRUST! Successful REALTORS® will be more and more opportunities to get involved
know that this person has dedicated time and money to in your communities. Working side by side with your
improve their game, to educate themselves. They know neighbors shows them that you are committed to the
that this fellow REALTOR is striving to meet a higher
®
success of the neighborhood and may result in leads.
standard of service delivery. Technology is wonderful, but it is not a substitute
If there is any doubt check out these statistics: for human connection. Technology-driven leads can be
“REALTORS® who earn professional designations have elusive and time consuming. People-to-people leads will
a distinct competitive edge as a result of their increased return rewards time and time again.
expertise and marketability. Based on 2013 NAR sur- Happy selling! ⌂
vey data, the median income of REALTORS without ®
6 Hampton Roads REALTOR® • May 2021
Changes coming to how, when state
and localities vote
C
hanges are coming to local elections in Virginia in While Spruill’s bill would impact the entire state of
2022 and will impact several localities in Hampton Virginia, Del. Kelly Converse-Fowler of Virginia Beach
Roads. Two bills that passed the Virginia General introduced a bill that would restructure how Virginia
Assembly this year will have an impact on our local elections. Beach voters select their council and school board members.
The first bill is one sponsored by Chesapeake Sen. Lionel Currently, voters in Virginia Beach have a unique system of
Spruill that will change municipal elections traditionally held having council and school board members represent districts,
in May to the first Tuesday in November. even though they are elected at large.
The main reason for changing election day Fowler’s bill was recently signed into law by
was to increase participation. May elections Gov. Ralph Northam and will take effect Jan.
typically have a lower turnout, sometimes 1, 2022. The bill would replace the current
with less than 25% of register voters system that has been in place for over
Kimberly Plourde The main reason for
participating. By moving the 50 years and allows voters in the city
elections to November, supporters changing election day was to vote for all council members,
Chair, Government
of the bill believe it will increase to increase participation. even though seven of the 11
Affairs Committee
participation. May elections typically have represent specific districts.
An added benefit will be Fowler claimed this approach
a lower turnout, sometimes
the cost savings associated with to voting disenfranchised voters
holding only one election. In with less than 25% of register because a candidate could have
some localities this will save up voters participating. By the support of the majority of
to $150,000 in costs for the voter moving the elections to voters in their district but still
registrars office to manage a May lose the election. Under the new
November, supporters of the
election day. law voters will only elect two or
While the vote in the House bill believe it will increase three council members and school
of Delegates narrowly passed, in the participation. board members every other year,
Senate it required Lt. Gov. Justin Fairfax unless council asks the General Assembly
to break a tie and pass the bill. to switch them to an all-at-large system.
Prior to the passage of this law, cities could About the same time the governor was
change their election dates if they wanted to by amending signing this legislation into law, a federal judge was declaring
the city charter, which required General Assembly approval, Virginia Beach’s system of voting illegal and directing them
or through local ordinance by a simple majority vote of the to stop using the existing at-large voting system.
council. Members of the Virginia Beach City Council will be
With the passage of this law, the only option localities reviewing the judges ruling with the city attorney in a closed
will have now is the option to change the election from even session, but regardless of what legal actions the city may
numbered years to odd numbered years. This would mean pursue.
local elections could occur in years that did not have a There are various points of view on council about the
Congressional or Presidential election. law and how it was presented, but one thing they all agree
Cities in Hampton Roads that will be impacted include on is the need to educate the residents of their city on the
Chesapeake and Norfolk. Virginia Beach, Portsmouth and changes. ⌂
Suffolk already hold local elections in November.
If you are BUYING, BUILDING or REFINANCING contact:
Nate Brown Pam Martin Kimberly Vap
NMLS #: 607858 NMLS #: 1060805 NMLS #: 796166
757.692.1641 757.321.6311 757.544.8934
Trusted Real Estate Attorneys Mike Grunwald Matt DesRoches Marion Uzzle
NMLS #: 607860 NMLS #: 659388 NMLS #: 211283
Real Estate Closings Title Issues 757.761.8156 757.651.6288 757.729.7373
Loan Refinancing Investors
Short Sale Negotiation Contracts
Landlord/Tenant Disputes Zoning and Land Use
www.hangerlaw.com 757-351-1510 fultonbank.com/mortgage
Fulton Bank, N.A. Member FDIC. Subject to credit approval.
Hampton Roads REALTOR® • May 2021 7
Fulton Bank
Good advice and an “after-
action” report for our industry
M
emorial Day is the time we in America honor clients in the best direction for them.
those men and women who died while serving In the military we always had service rivalries, i.e.
in the U.S. military. It was originally known as Army vs. Navy, Navy vs. Marines, and everybody vs. Air
Decoration Day, and it originated in the years following Force. But one thing was for sure: When you were out
the Civil War and didn’t become an official holiday until there in battle or on an operation, you were all on the
1971. same team, and each did their part to the best of their
Unofficially, Memorial Day marks the ability to insure the success of the mission and
beginning of the summer season. We in wellbeing of all involved.
Alan Thompson,
Hampton Roads, know all too well We need to remember this in our
CRS, GRI the sacrifices that our military and Let’s apply that business today. It is a tough market.
their families make to serve and Whether you have submitted that
Chair, Resale Council protect us all.
same idea to our real fourth offer for your buyers or
We also know how much estate industry. As we are reviewing those 18 offers
the military, defense industry begin our summer for your sellers, it can feel like
and their related businesses a battle. Our business attracts
mean to our economy. I know
season, let’s take a little some highly competitive
that when I was in the military time to have an “after- people, and we are often in the
there was an After-Action
action report” on what mode of trying to “win” for our
Report after every operation clients.
or mission to look at what went is happening Let’s just take some time to
wrong. That way we could correct in 2021. remember that, ultimately, we are
it before next time. The report also all on the same team of trying to bring
examined what we did well so that we could together two parties to get a transaction
share with others and keep as part of our operations. closed. We need to remember that markets go up and
Let’s apply that same idea to our real estate industry. down. There are experienced agents and newbies, and
As we begin our summer season, let’s take a little time there are clients who are wanting to move to their dream
to have an “after-action report” on what is happening in homes and some being forced to move for reasons beyond
2021. their control.
After 30-plus years in real estate, I can truly say that Regardless of whether you win the deal or lose for
this is a crazy market. We have more REALTORS® than the fourth time, whether you just received more than you
we have active listings and more than double the number ever thought you would for your home or just lost the
of licensees as active listings! I assure you that those who deal because of a low appraisal, remember this in your
are having record years are also working record hours to dealings: Be nice.
do that. Whether this crazy market is your last one, your
I just reviewed an article where a couple of years ago first one or somewhere in between, the most important
we thought we had low inventory, and it is roughly 40% of thing to remember is that, as competitive as we are, we
that now. Buyer’s agents and their clients feel as if they ultimately want the same thing: happy clients.
can’t rest. They are scared to miss a new listing, and they Memorial Day this year will occur on Monday, May
are taking risk by waiving inspections and guaranteeing 31. At 3 p.m. local time, there is a national moment of
purchase prices over the appraisal value. remembrance for those who gave all with the ultimate
It’s not easy for listing agents either. sacrifice. Let’s all take the time to remember them. Real
They are having to work to justify their commissions, estate is not so hard after all. ⌂
review and negotiate multiple offers, and guide their
8 Hampton Roads REALTOR® • May 2021
“That’s Who We R” Katie
REALTOR® Spotlight Verhalen
WHO: Katie Verhalen, associate broker achieve success together. I have always without much recognition. They are
with Judy Reed Realty believed when you are on your ladder guiding me through this process. I
of success, you should turn around and urge my fellow REALTORS® who have
HRRA MEMBER SINCE: Off and on help the next person up. I am honored been on the sidelines thus far to GET
since 2011 to be a part of this community. INVOLVED. You do not have to know
what you are doing. Staff will help you,
REALTOR® ACTIVITIES/ FAVORITE REALTOR® BENEFIT: and you will be better for it. We are
ACCOLADES: Chair, “That’s Who Absolutely the education and getting ready to launch a new feature
We R” Advisory Group; REALTOR/ national marketing tools. Having for the That’s Who We R Advisory
Lawyer Committee member; Circle of been a member of HRRA on and off Group, “The Ambassador Program”.
Excellence (COE) 2020 Extra Large throughout my career, I have realized This will help people who do not have
Team Platinum Award; COE 2019 how important being educated and much time to be able to commit to get
Large Team Diamond Award; COE growing in my real estate knowledge is involved but as a lead by example role.
2018 Extra Large Team Platinum important to business and ultimately We are really excited and going to do
Award; COE 2017 Extra Large Team helps me deliver the best service to some amazing things.
Platinum Award my clients. I also love the Circle of
Excellence awards gala and having one I AM PROUD TO CALL MYSELF A
COMMUNITY INVOLVEMENT: night to dedicate to the hard work and REALTOR® BECAUSE: I want my
Being a part of my community and success of our team as I celebrate with clients to recognize I am a part of the
giving back is very important to me. my real estate friends. best of the best. I am a member of the
I’ve been involved with Children’s best professional organization in my
Miracle Network Hospital fundraising field that provides support, education
for years. I also support Seton House MOST MEMORABLE HRRA and training. “I am one®, because
fundraisers any chance I get. Alongside MOMENT: My most memorable HRRA That’s Who We R!”
my twin brother, Mike Semmendinger, moment is recent. I received a phone
and his nonprofit Military Mobility, call from Chairman of the Board Tanya
we are focused on giving back to the Monroe asking me to become the 2021 BEST PIECE OF ADVICE FOR
military community. It’s a program chairperson for our That’s Who We FELLOW REALTORS®: Always do the
that focuses on resiliency training for R Advisory Group. I was absolutely right thing. You will never regret it.
veterans. It puts them back into a team honored, scared and excited to be Remember, we are in this together, not
environment and lets them know they asked. Having newly been involved against each other. Have respect for
are not alone. Judy Reed Realty is a with HRRA I never dreamed I’d be your fellow agents. Never stop learning
founding sponsor of this organization asked to head a committee so soon. and growing. Be a part of something
that Mike has brought very close to all Being a naturally born cheerleader, I bigger than just yourself. You will stop
of our hearts. excitedly accepted and cannot wait to chasing the commission check and start
take on the challenge pom-poms first! a business.
I CHOSE TO BECOME A REALTOR® When I first joined the That’s Who We
BECAUSE: : I want to be involved and R Advisory Group at the beginning of
be the BEST at what I do. If I don’t this year I was not exactly sure what
know the answer, I have an entire we were tasked with accomplishing. I
community of support, education and have learned it is our goal to spread the
help. Selling homes is tough and unlike word about the National Association
any other career. It is amazing to have of REALTORS®’ national advertising
the support of my fellow REALTORS®, campaign and marketing tools. In
plus continued education and getting to know the HRRA staff up
marketing tools I have learned from close and personal, it is incredible
the “That’s Who We R” campaign. I love to me how much they do for our
being on a team and helping my team community of REALTORS® every day
Hampton Roads REALTOR® • May 2021 9
10 tips: Old School lead
generation is new again
E
ntrepreneur, author, motivational speaker future sellers. It's OK iif the seller thinks the goal
and social media influencer Gary Vaynerchuk is to sell their house. We'll keep your secret.
once tweeted, “As our world goes all ‘Jetsons’ 2. "I Need" postcards/letters: As in the ones you
the opportunity for people and businesses is to go all mail. I attended a Rick Deluca seminar years ago
‘Flintstones’ .... #oldschoolvalues” where he introduced this strategy. If you have a
buyer looking for a four-bedroom in Cox School
That’s Old School. I hear you. District, reach out to potential sellers the old-
fashioned way.
Not sexy. 3. Door knocking: Yep. I
Carolyn Ricketts
Not cutting edge.
New approaches said it. In a YPN Article. If you
are looking for a way to connect
Committee Member,
Not innovative. focus on likes, brand with homeowners in a specific
Young Professionals Not "on-brand" for YPN, recognition, click neighborhood, there is no
Network (YPN) our Young Professionals
Network.
rates and online better way than to get out
and meet the neighbors.
engagement. Old 4. Circle prospecting:
Too much of a snooze
for you? school allows us to Did you do a great job for a
Maybe. But perhaps the
connect and to create buyer or seller recently? Reach
out to potential buyers and sellers
Old School approach brings and nurture in the same geographic area.
something to the party that is relationships. 5. Conscious uncouplers:
worth a look. Divorce has been an unpleasant
It's tried and true. reality since 1857. The pandemic has led
to a spike in splits. Who would have thought
It's timeless. that spending uninterrupted time with one's
And you know what? It's an inexpensive addition to spouse would expose irreconcilable differences?
the high-tech, new stuff you've been doing. Establishing yourself as a resource for this
population could lead to future business.
New approaches focus on likes, brand recognition,
6. Expired listings: The key here is to call the
click rates and online engagement.
"stale" list. The properties that expired a while
Old school allows us to connect and to create and ago. Let other agents fight over the just expired
nurture relationships. list- you call the folks who no one else is connecting
with.
New approaches give easily calculated return on
7. Check-in phone calls with your database/
investment and surgical precision.
sphere of influence: Be genuine. Ask how they
Old School is personal. are doing and offer something of value like a home
warranty seasonal maintenance checklist.
8. Meet your buyers’ friends: When you've
Here are 10 Old School lead generation
done an exceptional job for a buyer, host a
techniques to add to your business plan.
housewarming party for them. Invite their
family, friends and new neighbors. They will
1. Open houses: Your goal from these events (which
love the party, and you'll expand your circle.
have become almost State Fair-like in attendance)
is to meet potential buyers (for any property) and
(continued on page 27...)
10 Hampton Roads REALTOR® • May 2021Keeping your cool (and ethics)
in a hot market
H
ow are things going with you and your business Article 1: When representing a client as an agent,
in this hot real estate market? No doubt you REALTORS® pledge to protect and promote the interests
are extremely busy, and that’s just fine! In of our client. This obligation to the client is primary, but
writing this article, I’d like to start by asking YOU a few it does not relieve us of our obligations to treat all parties
questions? honestly.
• SOP 1-3. In attempting to secure a listing, shall not
• If you are a listing agent, what is the maximum deliberately mislead the owner as to market value.
number of offers that you have received and • SOP 1-6. Shall submit offers and
processed before your seller accepted counter-offers objectively and as quickly as
one? I’ve heard 105 offers in one possible.
Clyde Cooper Jr.,
week from a Professionals • SOP 1-7. When acting as listing
CRS, GRI, SFR
Standards Committee member
...it is in this type brokers, REALTORS® shall
Chair, Professional
in Texas. of market that we continue to submit to the
Standards Committee • As a buyer’s agent, how may start taking seller/landlord all offers and
many offers did you counter-offers until closing
receive, process and
shortcuts and failing or execution of a lease unless
present to your client to do these correct the seller/landlord has waived
before having one finally actions in an effort this obligation In Writing.
accepted by the seller?
• And finally, as a property
to achieve our goals Article 3: REALTORS® shall
manager, how many of your for our clients. cooperate with other brokers
landlords have decided to except when cooperation is not in the
sell their properties rather than client’s best interest. The obligation to
maintaining them as rentals? cooperate does not include the obligation to
share commission, fees, or to otherwise compensate
You may wonder, “Why is he asking these questions?” another broker.
The simple answer is, I am having fun! Seriously, we are • SOP 3-6. When seeking information from another
all extremely busy in this hot market, and it’s expected REALTOR concerning property under a management
to get even hotter, therefore you would think everyone or listing agreement, REALTORS® shall disclose
would be happy, right? their REALTOR status and whether their interest is
However, this hot market is causing stress and personal or on behalf of a client and, if on behalf of a
frustration for many buyers, agents and tenants, and client, their relationship with the client.
we all know this to be true! However, it is in this type of • SOP 3-11. May not refuse to cooperate on the basis of
market that we may start taking shortcuts and failing to a broker’s race, color religion, sex, handicap, familial
do these correct actions in an effort to achieve our goals status, national origin, sexual orientation, or gender
for our clients. identity.
Moreover, as REALTORS® that’s precisely where
the Preamble and the Code of Ethics come in! They help I sincerely wish that everyone would conduct a self-
us to do the right thing and stay out of trouble while examination and take just a few minutes each week to
maintaining and improving the standards of our calling. read one Article in the Code of Ethics, including any
Therefore, here are a few spotlighted articles of the Standard of Practice. This would be most beneficial for
Code of Ethics (and Standard of Practices) to consider you! Remember, it’s the life blood of a REALTOR®! Thank
as reminders in practicing our talents and coping in this you for your time. ⌂
sizzling real estate market.
Hampton Roads REALTOR® • May 2021 11Taking the lead: Lead-
generation tips and strategies
T
o remain competitive in your business, you need • Instagram: Instagram is known for stunning
to take a look at whether your old strategies photographs and behind-the-scenes stories. It is also
are steering you towards or away from revenue a great platform to use to generate leads. Basically,
success. you post beautiful pictures to lure people into your
Sixty-one percent of marketers have trouble page and keep them there by posting stories of your
generating leads, and 40% of people in sales have trouble day-to-day operations. It would help if you also
converting leads. utilized hashtags to help your posts reach more
One of the problems is that the consumer people interested in that subject.
is constantly changing the way they • LinkedIn: Many companies see as
Sixty-one
Courtney LaLonde look for companies to work with, but much as 80% of their leads come from
your marketing strategy stays LinkedIn. It is a more professional
the same. Let’s look at some percent of network where businesses
Vice Chair, Affiliates
Council
strategies that are working
today that you can implement
marketers have interact with other businesses.
You also have the opportunity
to grow your business. trouble generating to work with lead-generating
Blogging
leads, and 40% companies who will manage
your business account to
Blogging is one of the of people in sales generate and capture leads
most effective low-cost, lead-
generating activities. There are
have trouble through the platform.
Regardless of the social
many blogging tips and tricks to converting media platform you decide to
help you reach more clients. Most
consumers find blogs through a
leads. use, it is essential to interact with
potential clients in a meaningful and
google search or even on social media genuine way.
while seeking answers to a specific question. They want to see you as a person first and
Suppose you have a blog that is aesthetically your business service second.
pleasing and full of information. In that case, people will
Referrals
keep coming back and eventually contact you when they
There is nothing more powerful than a good, old
are ready to make a purchase.
word-of-mouth referral. Statistics show that referrals
are the most effective marketing tool. If you already have
Social media
a solid client base, you need to ask them to refer you to
By now, we should all be aware of the power that
their friends, family, coworkers, and anyone else they
social media holds. Statistics show that the average
can think of.
person spends two hours per day on social media. It can
If they are so kind as to give you a referral, think of
be challenging to create a marketing strategy on social
a way to thank them for showing your appreciation and
media with so many platforms.
also to make them feel incentivized to send more clients
Still, the secret here is to develop meaningful
your way.
relationships by interacting on a genuine level. The way
you interact with people varies based on which platform Capture and convert!
you are using. Let’s look at each: Regardless of how you generate your leads, be it
• Facebook: Join or create a Facebook group to blogging, social media, referrals, or something else, you
discuss topics and ideas with your audience. will also need to convert the lead. The easiest way to do
Establish yourself as the group’s subject matter this is to ask for the sale.
expert in your field while also being yourself. If you have been genuine, have a good sales
People use social media to interact with people, reputation, and have provided quality information, this
not robots – so it is important to be yourself! should be no problem. ⌂
12 Hampton Roads REALTOR® • May 2021Affiliate Spotlight: Mango Drive PhotographyGET TO
KNOW YOUR HRRA AFFILIATE MEMBERS
Company: Mango Drive Photography
Territory: Hampton Roads, Eastern Shore, Northeastern North Carolina
Company: mangodrivephotography.com mangodrivephoto@gmail.com and 757-348-1135
Year company established: 2018
HRRA Affiliate member since: 2021
Company specialties: Media services, including photography, videography,
drone, 3D tours, and graphic design for residential and commercial real
estate, architects, builders and designers.
Why we joined HRRA: Real estate is a collaborative field. I understand that
your success means my success, and I see HRRA as an opportunity to give
back to and assist this community of agents.
Why we got into this business: After over 10 years in real estate and
new construction marketing, I finally figured out what I loved most about
it: the photography. I would follow photographers around just to watch their
process. When my husband bought me my first camera I started taking
pictures of every building and room I could find. After a couple years I turned
that hobby into a business because I realized I am completely myself when
I'm behind a camera.
Why we love doing what we do: I love to create images and videos that move people to act.
I know photos alone don't sell homes. Agents do. But with 98% of buyers starting their home
search online, good photography can make an agent's job easier which is my ultimate goal.
Our favorite satisfied-customer story: My favorite satisfied customer stories are when I get
texts from agents that tell me the multiple showings and offers they've received on their listings
in a short period of time.
Most memorable HRRA moment: Can't wait to make some memories.
Best piece of advice to REALTORS®: Even with the lack of inventory and market time being
short, quality photography and videography is still a necessary component to listing a home.
Professional photos hook buyers online and can increase the sales price. Most importantly in my
opinion though it reflects highly on you as the REALTOR® to have a portfolio of professionally
represented listings, which might even help you win more listings.
The one thing we want REALTORS® to know about our industry is: rofessional real
estate photography can help sell homes 32% faster and with a 47% higher asking price than
homes without.
HRRA’s Affiliate Spotlight is a monthly feature offering a closer look at the association’s Affiliate members.
Mary Garner DeVoe
Account Executive
T: 800.282.7131 Ext. 1296
C: 804.453.8757
MaryGarnerD@orhp.com
my.orhp.com/marygarnerdevoe
www.orhp.com
Hampton Roads REALTOR® • May 2021 13MOTIVATIONAL CORNER
Overcoming limiting self-beliefs
A
re you happy, energetic and vibrant cobweb. You became unconscious that these are merely
100% of the time? If not, there is a reason programmed thoughts, and you lost touch with your
for it. true self.
There’s something within blocking the access to Now you are going to ask me, “What does this
ever-present field of happiness. What is it? To find out, have to do with being happy? Life happens regardless
merely ask yourself what causes you worry, what are of what I think of myself.” True or false? Not only do
you afraid of, what are you lacking? Are your thoughts about yourself define your
you worried about money? Health? reality, but they create your reality.
Emil Nazaryan
A relationship issue? Lack of Every thought and feeling you
At-Large Member,
confidence to go for what you
If you persevere, have ever encountered has led
want? Do you think you’re not you to where you are in your
it’s absolutely
HRRA Board of
Directors as smart or capable as others? life today.
Answers will flow to impossible not Now comes the question that
your mind. Those answers, will change your life: Are you
or rather those thoughts, are
to arrive at your those thoughts? Who are
in truth the blocks to your new self, your true you?
happiness. They are your self-
limiting beliefs.
self, and remain Pause for a second. Stop all
thoughts, sit silent and just be.
Let’s take a moment and there. Feel a soft, sweet breeze passing
see how and when they came into through your entire body, leaving the
existence. When you were born, you had unmistakable stamp of its origin: a warm
no such beliefs. You had no such thoughts. In fact, smile on your face. You smile, then smile wider,
the first year you had no thoughts at all. You just were, and you feel a flow of radiant, vibrant, bright energy
and that was more than enough. throughout your body and mind.
That’s why your every smile and every laughter It feels like someone is tickling the top of your
was a source of inexplicable joy for your parents and brain, which creates a sensation of pure happiness.
others around you. Your happiness was pure, genuine All of a sudden you get a sense of dropping a heavy
and therefore contagious. baggage off your shoulders, the baggage that you’ve
So, what happened? Over the years that pure being been carrying for years.
that you are got programmed by the environment. This leads to feelings of relief, lightness and peace.
Depending on how and where you were raised, your You feel like a happy, weightless feather dancing with
entire belief system was shaped, one belief at a time. the wind, unconcerned where it takes you because
Like a cobweb, thoughts of lack, inadequacy and fear you are fully enjoying the dance. Light. Relaxation.
were woven over that pure little being. Serenity. Freedom.
Of course, this wasn’t done intentionally to Congratulations! You just got a glimpse of your
hurt you but because the environment didn’t know true self. That free, eternal, ever-present, all-powerful
any better. As you grew through the teenage years spirit is who you are. Your origin is divine and therefore
into adulthood, the cobweb had gotten so thick that so are you. All else is the cobweb, which you are not.
your self-identity shifted from the pure being to this
(continued on next page...)
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So, now that you have cracked the shell of the cobweb and Read them, listen to them, feel them, live them, act them
found that the real you is still there, how can you go about every day.
reprogramming yourself? It has taken a long time to weave that They may feel as a nonsense to the mind in the beginning. But
web, and it can’t be undone overnight. don’t worry. The mind is the cobweb. You are not the mind; you are
But it most certainly can be undone. Let’s see how. not the cobweb. As time goes on these affirmations are going to feel
First, you have to determine which thoughts affect your true and become true. Don’t stop affirming them.
happiness the most, at least in your mind. Write down top 10 Also, be sure to dedicate at least a few minutes daily to silent
thoughts that you think hinder your happiness and expansion. On contemplation. This is crucial as it brings you back closer and
a different piece of paper add their total opposites. closer to your true self. Whether it takes months or years will
depend on your earnestness, intensity and faith.
For example: If you persevere, it’s absolutely impossible not to arrive at
• “I don’t have enough money” - “I have an abundance of money” your new self, your true self, and remain there.
• “I have health issues” - “I am whole and perfect” But it’s not going to end there.
• “I’m not smart enough” - “I have infinite potential” Know that if you are able to accomplish this, what you have
• “I’m not pretty” - “I am beautiful the way I am” really done is you have allowed divine hands to start carrying you,
• “I’m not strong” - “I’m powerful because of my source” guiding you, showing you the way. And you have done so merely
by removing the resistance, the cobweb that had been weaving up
Next, burn, tear up or toss the first piece of paper as a symbolic since childhood. Then you yourself will become a tall, powerful
gesture of letting go of your old “self.” On the flip side, you may beacon, and you will shine your loving light brightly on this
want to frame your new affirmations and keep them front and beautiful world. ⌂
center where you can’t avoid seeing them throughout the day.
Hampton Roads REALTOR® • May 2021 15PAC Q&A with Virginia
REALTORS®’ Kathy Felton
F
or years I have been working with the Virginia Question: Why is it important that we meet the goals in
REALTORS® to achieve our goals for the Hamp- Virginia that NAR sets?
ton Roads REALTORS ®
Political Action Com- Answer: “One reason is the sense of pride it provides,”
mittee (HRRPAC). Virginia REALTORS® establishes our Felton said. “As REALTORS® in Virginia we always excel
goals based on what the National Association of REAL- at the things we do professionally and within our associa-
TORS® (NAR) develops for the state. tions. The more money we raise, the more effective advo-
The goals for the year are established in the early part of cacy is at all three levels – local, state, and national.”
the year, and then we develop a fundraising plan for the year.
Taking the lead, I work with other members in our Question: Why do you love what you do?
association to execute the plan and achieve our goal. While Answer: “I love my job because I was a REALTOR® for a
Mary Ross Ellsworth
we have always worked with REALTORS®, this year we long time, and I realized after coming to Virginia REAL-
are expanding our collaboration, and I wanted to let you TORS® that there is a lot of information we (REALTORS®)
Chair, HRRPAC know a little bit about the person I have worked with over didn’t know about advocacy and what is done on our be-
Fundraising the years from REALTORS®. half,” Felton said. “I also love making connections with
Committee Kathy Felton is the development director for the people and working with members all around the state in
Virginia REALTORS® Political Action Committee. Those the local associations. I am relationship person, so having
masks last year that you got for your RPAC contribution the opportunity to have more relationships is always a win
were one of her many creative initiatives to help us achieve for me.”
our goals.
Prior to becoming the director, Kathy was one of us for Question: What is the main point you would communi-
11 years, selling real estate in the Colonial Heights, Hopewell cate about RPAC to new members?
and Chesterfield area. She also served a term as president of Answer: “An RPAC contribution is truly one of the most
the Southside Virginia Association of REALTORS . ®
important things they can do for their business,” Fel-
In my discussions with Kathy, I have come to learn ton said. “Advocacy is strictly about their business, their
that she not only understands the challenges we face in clients, their customers, and issues impacting property
our day-to-day business, but rights,” Felton said. “These are the everyday things that
she can also link those issues impact their ability to do what they do. Legislators and
with our advocacy programs. pollical leaders value the opinions that is communicated
I thought I would share a lit- through the advocacy teams.
tle of our recent conversation “Here’s an example, real estate transactions are an
with you. easy target for government to use to generate new fees or
taxes. This is one area where our state advocacy teams
Question: Why is it impor- work to discourage new fees or taxes from being instituted.
tant for HRRPAC to meet “In some cases, the advocacy team cannot eliminate
the goals set forth by Virginia the new tax, but it can lobby to have it at a reduced rate
REALTORS®? from the initially proposed rate.”
Answer: “It is important for Successfully advocating for legislation, defeating leg-
HRRPAC to meet the goals, islation, or reducing the impact of a proposed law that
because it enables HRRA to impacts our day-to-day business are all reasons that we
be effective in their local ad- should support HRRPAC.
vocacy efforts,” Felton said. If you have not made your contribution for this year,
“Forty-percent of every dollar please contact our staff liaison, Gretchen Heal, at 757-473-
raised goes directly to local 9700, ext. 1008, or gheal@hrra.com and she will process
advocacy efforts.” your payment for you. ⌂
Kathy Felton
16 Hampton Roads REALTOR® • May 2021HRRPAC Contributor
Spotlight
Advocacy topics that interest me: Why I give to HRRPAC: More than ever, we
Government need voices to fight for our owners.
REALTOR® activities/accolades: Why donating to HRRPAC is important:
Distinguished Property Manager Award for We need to support our REALTORS® who fight
over 10 years for our rights as well as those of our owners.
Vickie Hudson, Community involvement: Member
CPM, property
manager and associate of Advisory Committee for Centura College
broker, Gifford
Management Group
Member since: 2007 Want to learn more and become a HRRPAC contributor like Vickie?
Contributor level: Fair Visit HRRA.com/HRRPAC to get started.
Share
Your Voice in Politics. HRRA.com/HRRPAC
A very special opportunity
Join us by Zoom from 1 - 2:30 p.m. Tuesday, May 18
as our HRRA Diversity, Equity and Inclusion Committee hosts Pulitzer Prize-winning journalist and author Bill Dedman for an
exploration of Newsday's groundbreaking investigation of Long Island real estate agents and brokerages, "Long Island Divided."
This is an exceptional opportunity from HRRA to learn more about the three-year Newsday probe into discrimination and Fair
Housing violations by real estate professionals on Long Island, New York.
Register for this Zoom by going to HRRA.com and logging into the member portal. This event is free to HRRA members.
You will receive the Zoom link info after registering.
Don’t miss this opportunity. Register today!
Thank you to sponsors Atlantic Bay Mortgage Group, Atlantic Coast Mortgage and Prosper Insurance.
Hampton Roads REALTOR® • May 2021 1718 Hampton Roads REALTOR® • May 2021
Forbearance, foreclosure and
the housing shortage
I
t’s no secret there is a severe housing shortage. have six more months to stay put before their bill comes
The causes of it are complex, including the rise of due.
millennials purchasing at higher numbers (without So, it is up to us, the industry professionals who
vacating a house for a new one they are not freeing up have a unique insight to the business and enjoy talking
inventory) all the way to a feedback loop of people seeing about real estate. It is our job to educate our circles – your
prices sky high and waiting for another “correction” (we friends, family and colleagues who don’t read HRRA’s
don’t like to use the word crash) before they sell their monthly magazine and miss out on information like this!
house and upgrade/downgrade. We are charged with letting people know that if they
But in this article I want to explore one item in are behind with no immediate way of getting caught up,
particular – how forbearance is driving up prices selling may be the best way forward – not just for
Junior Gunter,
by artificially decreasing supply. the market, but for their personal finances.
NMLS# 883774
Without wading into politics, in Going through a foreclosure
a normal time if you can't afford can have devastating effects on
Mortgage Loan
to make your housing payment, We are charged with your credit and keep you from
you typically move into a place buying for a certain time in the
Consultant, Caliber letting people know that
with a lower rent or mortgage future (your loan programs
Home Loans
payment. However, we are not
if they are behind with no – VA, conventional, FHA all
living in normal times. immediate way of getting have varying guidance on the
First, in a White House caught up, selling may wait periods). It is also detri-
press release dated Febru- be the best way forward mental to your neighbors by
ary 2021, there are currently
– not just for the market, severely decreasing their prop-
10.7 million adults who rent erty values.
are behind on payments – a rate
but for their personal For those who say, “Well, as
of nearly 15%. For homeowners, finances. long as the government allows me
10 million people are currently behind to miss my payments, why worry?”, it
on their mortgages with approximately 5% is worth keeping in mind is that nearly ev-
being severely behind (90-plus days late or in loan eryone escrows their taxes and insurance through
modification programs).i With this magnitude of people their mortgage. With 5%-6% not paying their monthly
not making payments, the government and real estate bill, that means often these people are not putting money
industry is understandably worried. into their escrow account and will likely be in for a very
Second, the cost of a foreclosure in a 2008 study from rude awakening when their annual hazard insurance
the Joint Economic Committee of Congress found the av- premium comes due, or their real estate tax bill.
erage foreclosure costs $95,205, while preventing a fore- So, in short, new inventory is going to hit the market
closure runs $4,000. (The homeowner has a typical loss either due to a wave of foreclosures, or it is going to hit
of $8,800 which includes loss of equity in the property, the market due to people finally realizing they need to
moving expenses, and perhaps some legal fees). Accord- sell their home because they are unable to afford their
ingly, nearly $3.3 trillion was lost in home equity during current situation.
the 2008 housing meltdown. The former will benefit the larger number of people,
What solution has the government come up with? while the latter will hurt nearly every aspect of our econ-
They have extended the forbearance allowance for anyone omy. But the one certain thing is the government cannot
until June 30, with the possibility of extensions through continue to allow this problem to fester any longer by al-
December. People who are behind on their mortgage, lowing people to neglect their obligations. ⌂
whether through loss of income or willingly not paying,
Hampton Roads REALTOR® • May 2021 19REALTORS® Have a Heart for
Ronald McDonald House
H
RRA’s REALTORS® Have a Heart volunteers HRRA Green Up Day on June 1 and how members
had a perfect spring day April 6 to tackle can encourage their friends, family and neighbors
exterior sprucing up at the Ronald McDonald to get involved, go to https://hrra.com/wp-content/
House. It also marked the fifth anniversary of HRRA’s uploads/2021/04/Green-Up-Day-1.pdf, or see the flyer
partnership with the Norfolk-based charity, which in this issue.)
provides housing for up to 1,000 families annually so As part of the spring spruce-up, three dozen HRRA
they can stay close to their hospitalized child. volunteers pitched in at the Ronald McDonald House
REALTORS® Have a Heart is a program of HRRA’s to seal both sides of a 125-foot-long fence, paint outdoor
Victoria Hecht
Community Involvement Advisory Group, which railings, weed and plant flowers. HRRA Affiliates
Vice President of
plans and organizes association volunteer member Conley’s Carpet Care Plus power
Communications, events at charities and nonprofits washed the fence prior to the one-day
Public Relations and across The 757 to give back to the event. After their day volunteering,
Media Relations community HRRA serves. As part of the spring volunteers broke bread picnic
Past REALTORS® Have a spruce-up, three dozen style, enjoying boxed meals
Heart activities have included provided by Affiliate member
HRRA volunteers pitched
summer beach cleanups Achosa Home Warranty.
during Save the Bay Day;
in at the Ronald McDonald “We are so proud to be able
landscaping and other House to seal both sides to continue our support of
projects at the Virginia Zoo; of a 125-foot-long fence, the Ronald McDonald House
grounds/maintenance projects paint outdoor railings, all these years. The Hampton
at Camp Hope Haven; winter Roads REALTORS® Association
weed and plant
cleanups at Edmarc Hospice for and our Affiliates came out in
Children; food distribution and flowers. full force this April to complete
pantry organization at the Judeo- some labor-intensive projects. Thank
Christian Outreach Center; warehouse you to all our volunteers for showing up!
and food pantry projects for the Union Mission and REALTORS® Have a Heart is growing,” said Sherry
Habitat for Humanity; grounds and maintenance Snyder, HRRA’s REALTORS® Have a Heart chair. ⌂
projects for Camp Hope Haven; and assisting in home
construction during Habitat for Humanity of South
Hampton Roads “Blitz Build” and “Women Build”
projects, among others.
The program has also completely rehabbed
the homes of a Gold Star Mom and a Navy veteran.
Additionally, REALTORS® Have a Heart’s door-to-
door “bucket brigade” relief effort helped hundreds
of Virginia Beach homeowners impacted by massive
flooding following Hurricane Matthew.
The Ronald McDonald has been one the recipient
organizations of HRRA’s REALTORS® Have a Heart
volunteer program since its launch. Events are held six
times annually, although two bonus events are planned
this year. (For info on the upcoming community-wide
20 Hampton Roads REALTOR® • May 2021You can also read
