A Message fromPeter F. Huntcontinued on page 2

Fundraiser forJoe Wouterszpage 5

NEW HUNTDigital Listing Centerpage 9

The official newsletter of HUNT Real Estate Corporation July 2015 | Issue 74

continued on page 2

A message from Peter F. Hunt Chairman & CEO

Your Own Team

Two months ago, my article for this newsletter was all about

the concept of “team” at HUNT Real Estate Corporation.

I referred to three actual levels of team effort that goes on

every day at our Company—at the Company level (“One

Company—Your Team), the Branch Level as we work to-

ward developing Model Branches throughout the Company,

and Agent Teams. Since then, a working group from our

Leadership Team, consulting with a select group of our

Agents - including my Senior Advisors - have been working

with me to refine a highly-detailed and functional recom-

mended Agent Team Policy, which consists of an organiza-

tional structure, compensation plans, and even contracts

between and among team members and the Company. I

am pleased to report that these efforts are bearing fruit.

Over the course of the next few months, I will be scheduling

“Town Hall” style meetings to present our Agent Team rec-

ommendations and clearly spell out how our Agents can ei-

ther become part of a team or even start their own.

As you will learn, this move is a real breakthrough in our in-

dustry, as we can find no other company in this country that

has a clear, well-articulated path for those interested in

founding and growing a team.

Indulge me while I share my own revisionist history of how

the agent team was created and how it has evolved. No one

knows exactly when, but a long time ago, some highly pro-

ductive agent somewhere in the world decided that he/she

could no longer handle the flow of leads, working those

leads, securing listings, holding open houses, showing houses,

managing marketing and advertising, managing pending

transactions, building and maintaining customer relation-

ships, etc. So this agent may have first gone to his/her bro-

ker, or maybe just jumped to the obvious and hired an

administrative support person to then be free to do

what he/she does best—sell. Now a new challenge

was presented—managing another person’s activities.

The next challenge was dealing from a sales and serv-

ice perspective with a growing pipeline of leads and

referrals. The “buyer agent” was added to the team.

Then, there was the problem of managing the

pipeline of transactions emanating from the growing

team. So a “transaction coordinator” came on board

- and the management issue kept compounding.

Some early entrants into the team world did very

well, even to the point of developing or purchasing

from a third-party systems to manage and nurture the

inbound leads until they “matured” into viable

prospects, manage paperwork and monitor transac-

tions through the maze of lenders and other vendors

that are necessary players in the deal.

Some companies simply decided that they would sup-

ply little or no support service, allowing agents to go

find their own resources through third-parties for lead

generation and management systems, such as Top

Producer and even Zillow. In exchange for a low-ser-

vice environment, these companies offered higher

commission splits to agents. Examples would be Re-

alty Executives, ReMax, Keller Williams and a group

of companies known as “freedom shops” (come and

go as you wish and pay a monthly association fee and

a per-transaction fee, leaving the balance of the com-

mission—and the investment in sales support person-

nel and systems—for the agent). In these low-service

companies, resourceful agents have little choice but

to create teams as there is no support coming from

the company, beyond a company website and other

web-based services that are paid for a la carte by the

agents. This has created a random customer experi-

ence, highly dependent on any given agent with

whom the customer might interact.

Other more progressive companies, like yours, saw

this evolving and recognized that most Agents were

not in a position to take the risk of hiring and man-

aging others to build their own team and grow their

business. These companies, either on their own

and/or through third-parties, developed systems,

largely technology-based (here at our Company: The

HUNT Hotline, AgentAchieve, ePropertyWatch,

HUNTrealestate.com, Instanet, Google Docs and

more), or even in very rare cases like ours, through

an investment in human resources (as we have com-

mitted to through the Customer Service Center,

ProShow, AA’s and leadership at the Branches, and

our Marketing, Relocation, Accounting, Information

Technology and Career Development Departments).

This investment is designed to raise the level of serv-

ice ALL customers had a right to expect from all

Agents associated with our Company.

Through our new comprehensive Agent Team

Concept, the freedom to build your team in

an organized, systematic, manageable way is

intersecting with the sophisticated infra-

structure available only to HUNT Agents.

With the understanding that this is not for

everybody, I look forward to exploring what

this exciting opportunity could mean for you.

Please look for the announcement of the

Town Hall Meeting in your Region.

A message from Peter F. Hunt cont.Chairman & CEO

2

Decisions, Decisions...

It is not at all easy to move to a new town and know right away where to plant roots. Many transferees

cannot commit to an area or home in a just a few visits. They need time to engage with the culture, ac-

climate to the weather and build professional and personal relationships. Many times they have to sell a

home in a previous town before they can buy and are trying to do this all long distance. Sometimes they

are separated from their family for a prolonged period of time. Agents that specialize in relocation can

be an integral cog in this complicated and emotionally charged process.

In the world of relocation, if a corporate client has a potential candidate deciding whether or not to take

a position, a Realtor can be a key factor in the decision process. The candidate wants to know he/she

and their family will feel comfortable with the new community. These are just a few questions on a can-

didate’s mind: What’s the best school system? Will there be enough to do? How much snow will there be

in New York or how hot are the summers in Arizona? Should I buy or should I rent until I can get to

know the area better? What is the cost of living?

Sometimes it can be frustrating for agents to learn a candidate has not yet accepted a position or decides

to rent instead of making a purchase. Agents who know how to work this business know an opportunity

equates to the glass being half full! Everyone you meet has potential to send business to you. Perhaps the

person that does not accept the job tells the human resources manager the Realtor did a terrific job show-

casing the area. That human resources manager may request that same agent for the next person that

comes in and does accept the job. Perhaps the person decides to rent, again they may buy in the future

or may tell others what a great agent they had and send other business their way.

Customer service and staying in touch are the keys to the future. Remember, rental clients can be added

to Agent Achieve so you are the first one they think of when it comes to buying. You can even put candi-

dates that do not accept a position in AgentAchieve. Perhaps by staying in touch, someday you will be

able to earn some additional income by helping them find the best broker in their local region by offering

our services through our Cartus broker network. It is your decision how you create your future.

3

Relocationby Mary Croglio, Director of Relocation

4

Agents of the Month

Buffalo June Akron Cheyanne SeelauAmherst Kathy AndersonBuffalo Metropolitan Wendy GioiaEast Aurora Todd AichingerHamburg Millie Blasz AchtylKenTon Karen LoffredoLancaster Barbara HoyLewiston Barb KiviLockport Dianne ShawOrchard Park Carol CzerwiecWest Seneca Pete ScarcelloWheatfield Cheryl PolasikWilliamsville-Clarence Michael BurkeWilliamsville Village Bonnie Clement

RochesterBrighton-Pittsford Larry MagguilliCanandaigua Sandi Van CampGreece Rich OrczykPerinton John DennistonWebster Vince LoCastro

Central & Northern NY/Carthage WatertownCamillus The Crocker TeamCazenovia Thomas TaitChittenango Robert FreunschtClinton Barb OwensDeWitt Chip HodgkinsLiverpool Brian MacGormanManlius Gaulin TeamOneida Shari KimballWatertown Doris OlinCicero Shane Tibbitts

Capital DistrictSaratoga Springs Ray HendersonLoudonville Shawn ClarkGlens Falls Jen BallSlingerlands Jamie Evans

ArizonaTempe Ken MayerScottsdale Craig Hansen

5

Fundraiser for Joe Wouterszby Andrew Genovese, Licensed Real Estate Salesperson at HUNT Glens Falls

I have a story to share about a man that is very near and dear to my heart. I have known Joe Woutersz, Broker

Consultant at HUNT Glens Falls, for about as long as I have been in real estate. He spent years trying to recruit

me, and I spent years ignoring him. I have always respected him, but after being in real estate for some time,

you refuse to hear the various sales pitches brokers tell you in their efforts to successfully recruit candidates. After

taking a break from real estate for a year, I decided to get back into it and knew that I needed to speak with Joe.

This was the first time in my search for a new real estate company that I decided to choose the broker over the

company.

I have now worked with Joe for the last year and a half. Every promise he made was honored he was never

untrue to his word, and his only interest was helping me and every other agent that works for him. I have never

grown so close to someone so quickly on a personal level. Joe is like a father to me and I would take a bullet for

him. He and his wife, Elaine, were the first people my wife, and I would let watch our one-year-old daughter,

Brooklyn - she calls him "Pop."

One month ago, Joe was told he had a cancerous tumor in his esophagus. The tumor is so large he can barely

eat solid foods and has lost a good amount of weight. Sadly, the cancer did not stop in the esophagus, it also

spread to his lymph nodes and is possibly in his lungs. Soon Joe will be starting chemo and radiation, after which

surgery will be necessary.

Joe Woutersz is a pillar in the Glens Falls community. He participates in so much - BNI, Toastmasters and the

Adirondack Chamber of Commerce, to name a few. He has freely given large amounts of his time to the Warren

County Associate of Realtors and, of course, to his agents that have been loyal to him all these years. His ded-

ication to all is unsurpassed and it's time we help Joe and Elaine.

Joe has worked hard all his life and all he cares about in these difficult times are his the well-being of his wife,

family, agents and clients. He is a proud man, and it is not easy for him to ask for help - so we are asking on his

behalf. If you can find it in your heart to donate, please do.

Contributions can be made at JoeWouterszCancerFund.com or at any Key Bank location (make checks

payable to the Joe Woutersz Cancer Fund).

We want Joe to focus on his recovery, rather than worry about the huge medical debt accruing. I am donating

$2,000 and Jen Ball is matching my donation. Any amount helps. It could not go to a better person and will be

deeply appreciated.

6

The employee of the Month

for June is Joe Woutersz. Joe

had largely been on an is-

land in Glens Falls, well out-

side the greater Capital

Region and far outside the

epicenter of HUNT. This

didn’t seem to matter as Joe

was, and continues to be

willing to help anyone with

anything, at any time. This

attitude is what has attracted quality agents to our Glens

Falls branch which has resulted in unprecedented

growth within the branch. YTD the Glens Falls Branch

is 41% ahead of plan in volume and 46% ahead of plan

in Company Dollar -- an exceptional performance by

Joe and the fine agents he leads.

Congratulations to Diane

Gold! Diane is the July em-

ployee of the month. Diane

consistently masters the

USAA business by working

together with Cartus, the

USAA members and our

agents. The number of

closings increase year after

year with Diane’s expertise

even as the requirements,

demands and expectations become more and more chal-

lenging. Diane’s dedication and commitment to this busi-

ness segment is unwavering.

Employee of the Monthby Charlie Hunt, General Manager of Rochester Region & Director of Corporate Relations

June July

7

News Around the Regions

The results are in... Buffalo Buiness First ranks HUNT

Commercial Real Estate Corp. as the #1 Commercial

Real Estate firm in Western New York.

Jamie Mendel-Kolb, Broker

Consultant for the

Niagara Region, set up a com-

munity service event for her three

offices: Lewiston, Wheatfield and

Lockport. They helped out at

the Literacy Zone grand

opening in Lockport. The

other agents who were there were

Will Yaple and Barbara Garey.

The Lockport Office is a

proud sponsor of the 90th

birthday of the Historic

Lockport Palace Theatre.

The Palace Theatre celebrated

with a Bootlegger’s Ball on

Wednesday July 15th. Fun was

had by all! The event attractions

included casino style gambling,

poker, roulette, and craps, along with performances by the cast of “Guys and Dolls”.

The Historic Palace Theatre is a community based non-profit organization dedicated

to maintaining the historic and architectural integrity of the Western New York land-

mark while providing a venue for the performing arts and a center for art education.

Buffalo/Niagara

On Tuesday, July 21st, the

Liverpool office hosted a

summer barbecue to cele-

brate their success and to

thank all who participated

in raising over $3,000 for

the Rescue Mission's Ride

& Run for the Rescue. Dave

Evans and David Pendergast

were the grill masters who served up some delicious and perfectly cooked burgers & hot

dogs, which were complimented by some extraordinary dishes that everyone who at-

tended brought to share. A wonderful time was had by all!

CNY

8

Rochester has big news on the horizon. A new manufacturing institute for integrated

photonics will give Rochester's optics businesses the space and capability they need to generate

the next great breakthrough.The Integrated Photonics Institute for ManufacturingInnovation will help secure U.S. leadership in the manufacture of next-generation Internet,

healthcare and defense capabilities. Funded with a $110 million startup grant from the De-

fense Department plus State and private funding equalling $610 million is big news for our

local economy!

This also means opportunities for HUNT Real Estate agents as well! The hous-ing market will flourish. New buyers and sellers not to mention Relocation clientswill be in need of our elite agent’s expertise. While agents from other brokers are on

vacation this month, our HUNT agents are not slowing down. The region is ready and willing

to service their newest business opportunities.

Exciting news from our Rochester region as HUNT was named by Uniland Res-idential to be the exclusive leasing firm for The Glen at Perinton Hills, a new

luxury apartment community in Fairport. Buffalo Business First took note of our new part-

nership with Uniland: http://bit.ly/Uniland

Rochester

News Around the Regions cont.

Kristen Szramkowski

is now Kristen Laczi!

On July 23rd, HUNT Marketing's Kristen

Szramkowski married her fiance, Evan, in a

small ceremony in the Adirondacks. They are plan-

ning a larger reception for family and friends later

this month and are looking forward to their Hawai-

ian honeymoon early next year. Congratulations

Kristen & Evan!

On July 8th, we released our newest marketing innovation within AgentAchieve - the HUNT Digital Listing

Center (DLC). The DLC maximizes your productivity by automatically creating your property marketing

pieces for each new listing. The pre-built HUNT templates in the DLC also ensure every item is properly for-

matted in our modern, professional look and appears properly across all devices - mobile and desktop.

Within 24-hours of putting your listing on the MLS, everything needed to jumpstart the marketing of your

property – a complete digital and print marketing package – is created automatically:

• Virtual Tour (Branded and IDX versions)

• Property Website

• Property Slideshow on YouTube

• Virtual Postcard

• Single Sided Flyer (PDF)

• Double Sided Flyer (PDF)

Should you wish to edit or modify any of your materials, such as changing ad copy or uploading high-resolution

photos, you can do so by logging into your DLC account within AgentAcheive.

Additionally, whenever key listing information is updated in the MLS – such as a price change or the addition

of a Open House – all of the marketing materials are updated, automatically, so you and consumers viewing

your materials online have the most current information.

This is just another example of how HUNT sets you apart from the competition. We are committed to contin-

ually enhancing our marketing and investing in the latest technologies available so that you can give your client

first class customer service for their property.

For more information about the HUNT Digital Listing Center, please see your Broker Consultant or attend

one of the upcoming training webinars being held by Jennifer Maxian.

9

NEW HUNT DIGITALListing Centerby Dan Mirsky, Director of Marketing

HUNT in the News

The press is also taking notice of our utilization of emerging technologies. Our partnership

with Imprev, the company that built the DLC, resulted in news articles being published by

Marketwatch (WSJ) and various industry and technology blogs. Check out the article that

appeared on Yahoo Finance: http://bit.ly/HuntDLC

Welcome to HUNT!

We would like to welcome the following newly licensed agents from across the company:

Brandy Eidenschink - Tempe

Kevin Craolici - Scottsdale

Amber Martinez - Amherst

Jeremy Lefort - Orchard Park

Colleen Morth - Buffalo Metropolitan

Todd Cross - Buffalo Metropolitan

Stephen Carr - Buffalo Metropolitan

Amber Buday - Buffalo Metropolitan

Paul Caron - Wheatfield

Megan Hoag - Buffalo Metropolitan

Daniel Evans - Slingerlands

Erin Buneo - Saratoga Springs

Nancy O’Connor - Glens Falls

Forrest Heaney - Manlius

Susan Caiello - Liverpool

Carolyn Durkee - Cicero

We would also like to welcome the following experienced agents fromacross the company:

Wendy Tinker - Scottsdale

Diane Tanyi - West Seneca

Michael Foley - Orchard Park

Margaret Tam - Scottsdale

Training is Important

Think of this situation, you are about to fly to Florida for some well der-

served rest and relaxation. You can choose to fly with a pilot who has not

been trained or one who has been thoroughly trained to fly the plane.

Which do you choose?

The answer is obvious! Even if the cost to fly with the untrained pilot

was less, my guess is you would still choose the trained pilot. We expect

that the professionals we use every day to be the best they can be. We ex-

pect them to be trained in their skills and to update those skills regularly.

Now think of the real estate consumer. It makes sense that they would

pick the trained “pilot” to help navigate their real estate transaction. The

truth is that research shows this to be the case. Consumers seek out those

“trained” professionals to assist them.

Now ask yourself, are you that trained “pilot?” Are your skills on par, if

not better than those of your competitors? If not, why not? If you are,

ask yourself, do the consumers know that I am a trained “pilot” or do

they just assume it as you would boarding a plane.

I believe it is time real estate as an industry begins to educate the

consumers about trained and untrained real estate “pilots.”

This begins with you, the HUNT ERA professional. HUNT ERA

has long been known as the “Training Company” due to its passionate

dedication to training and skills enhancement. A full-time staff of

dedicated trainers administers the best training in the business in all our

regions.

Since, however, a trained “pilot” is something expected, we think it is

time to let the public know this may not be the case and they do have a

choice. This requires two things from you. First and foremost is that you

take advantage of the training opportunities provided to you, like HUNT

University courses and the provided David Knox Videos. Secondly, you

need to let the consumer know you are well-trained and use you training

credentials as a point of difference.

If you need help or direction on the unique training opportunities

available at HUNT ERA, simply talk to your Branch Leader, they would

be happy to guide you to these opportunities.

Career Developmentby Bob Scholz, Director of Training