sarasota realtor magazine

JANUARY 2009

Where Do We Go

From Here?

SAR 2009 President Bill Geller:‘Real Estate Is A Marathon’

See Page 6

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Sarasota Realtor®

Volume 6, Issue 1 JANUARY 2009

Sarasota Association of Realtors®, Inc.

3590 South Tuttle Avenue Sarasota, Florida 34239 Phone: 941/923-2315 FAX: 941/923-0191

www.sarasotarealtors.com

2009 OfficersPresident

William Geller Suncoast International Realty

President-Elect Erick Shumway

RE/MAX Gulfstream RealtySecretary

David Clapp RE/MAX Alliance

Treasurer Michael Bruno

Coldwell Banker Residential Real Estate, Inc.Immediate Past President

Helen Sosso Prudential Palms RealtyChief Executive Officer

Kathy Roberts

Mission StatementThe mission of the Sarasota Association of Realtors®

is to advance members’ professionalism through delivery of education and resources while upholding the Realtors® Code of Ethics. We are committed to be the leading advocate of real estate in the communities we serve by protecting private property rights and expanding relationships with individuals and organizations both locally and worldwide. Sarasota Realtor® is published monthly by the Sarasota Association of Realtors® Inc.

Editorial Staff

Director of CommunicationsRay Porter

Director of Member ServicesDan Andrews

Director of MLS Information SystemsJesse Sunday

Director of Professional DevelopmentCatherine McCaskill

Governmental Affairs DirectorMarc Mansfield

ProductionCoastal Printing, Inc.

Sarasota Realtor® Advertising: For information on advertising rates and deadlines, contact Ray Porter at 941/328-1168 or [email protected].

Subscriptions: The annual dues of every member of the Sarasota Association of Realtors®, Inc., includes a one-year subscription to Sarasota Realtor® magazine. A yearly subscription for Sarasota Realtor® magazine is available to non-members for $25, plus Florida sales tax.

Editorial ideas and manuscripts are welcomed. Byline articles and columns express the opinions of the writers and do not necessarily reflect the policies or sentiments of the Sarasota Association of Realtors®, Inc. All submitted copy is subject to editing.

2009 Copyright© by the Sarasota Association of Realtors®, Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

6 Beyond the Horizon 2008 has been a difficult, challenging time for real estate,but now the question on the minds of industry professionalsis what will 2009 bring? Bill Geller, 2009 SAR President, offershis thoughts.

8 Appreciation for Veterans The Surge of Support for Veterans, sponsored by SAR and theassociation’s Community Outreach Committee, resulted inthousands of dollars in donations, and many holiday gifts!

25 Going Green This year’s Green Homes Expo will be held on March 27 at the Chelsea Center, and will once again feature many businessesfocused on bringing green technology and innovations to real estate.

26 Goofing Off for Success?A tense office environment can be detrimental to productivity, so manybrokers have found that employees react favorably to some office fun.

32 New Calendar for ‘09We decided to combine the Education Calendar with the SAR

events calendar, providing our members with one comprehensive calendar on the back of every issue.

In every issue10- Governmental Affairs12- Property Appraiser14- Ethics in Action16- Sales & Listing Statistics18- CID Update20- Education Programs26- Broker Corner28- WCR News30- Membership News31- International Real Estate32- Calendar of Education/Events

On the Cover: SAR 2009 President Bill Geller is shown on Siesta Key, his favorite place to exercise his passion for running.

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4 JANUARY 2009 Sarasota Realtor Magazine www.sarasotarealtors.com

SAR Dues Billing NoticeIMPORTANT DUES INFORMATION – PLEASE

READ CAREFULLYWhen and Where are dues invoices sent?Individual dues invoices are now available at http://www.

sarasotarealtors.com (under MY SAR ACCOUNT at top of the page), where they can be viewed, printed, and paid.

What is on this dues billing?- Annual dues: Local, State, National, CID (if applicable),

Suncoast CIX (if applicable), and voluntary RPAC.Due Dates, Late Fees, and Suspension of Services- Due: December 15, 2008; Past Due: January 15, 2009,

5:01 p.m. - $50 late fee assessment on open balances as of January 15,

2009, 5:01 p.m. - Members with open balances a/o 5:01 p.m. on January

15, 2009 will be subject to suspension of all Realtor® services, including MFRMLS and Supra.

Payment Methods: ELECTRONIC PAYMENTS ONLY!!!

Two payment options:

1. Deduct directly from your checking account via: - Debit card (MC,V) – the easiest way to have the

payment deducted from your checking account. - Electronic check – use same information as on your

check.2. Credit card (MasterCard, Visa, or American

Express).Instructions for all paymentsPay online through our safe, always-available internet site- go to www.sarasotarealtors.com- click on MY SAR ACCOUNT at top of page- under My Services, click on “Pay/View Bill Online”- online charges will appear on your bank and credit card

statements as “Realtor Association/MLS”ORCome to the SAR offices and use our computer in the

library which is programmed to open directly into the log-in screen and has easy instructions located at the workstation for your use.

SAR celebrates 2008 with holiday banquet

The Sarasota Association of Realtors® wrapped up 2008 with the traditional Holiday Installation Banquet on Dec. 11 at Michaels On East.

Honored at the event were Realtor® of the Year Laura Benson, Humanitarian of the Year Michael Saunders, Meritorious Service Award winner Andrew Vac, and President’s Award

winner Peter Crowley.The event was attended by approximately 125 SAR

members, and culminated another successful year for the local association. We sincerely thank our major sponsors: GE Security (Supra); Oswald Trippe & Company; and Steven Greenberg, Icard Merrill.

At left, SAR members gather for the annual banquet. At right, Laura Benson accepts the award as Realtor® of the Year. The new SAR and CID officers and board of directors were also sworn in during the evening event.

www.sarasotarealtors.com Sarasota Realtor Magazine JANUARY 2009 5

Bill Geller, 2009 SAR President, has braved the marathon many times during his running career, which he began shortly after he quit smoking almost 30 years ago.

“I was told at the time that you should reward yourself when you’re able to beat the smoking habit, and running became my reward,” Bill noted. “It’s certainly a different kind of reward, but I really liked to run. I built up my distances and started running half marathons (13.1 miles), and people told me if I could run a half marathon, I could run a full marathon. So that’s what got me into the events.”

Bill has been a resident of Sarasota since 1980 and a Realtor® for more than 20 years. He is a Certified International Property Specialist (CIPS), holds a Transnational Referral Certification, (TRC) and is currently a Broker Associate with Suncoast International Realty.

Real estate is Bill’s other passion – the one that pays the bills. But he sees some similarities between the recreation of long distance running and the business of real estate. For one, a real estate transaction can often be a lengthy, strenuous, pain-staking process, much like navigating a hilly, winding marathon course. But at the end of the race or the deal is the reward – for both the buyer and seller, if Bill has done his job well.

The current economic crisis has Bill concerned, but hasn’t dimmed his enthusiasm for the future of local

real estate.“As we begin the new year, we are all anxious to see

the results of the recent government financial programs, and of course the proposed lowering of mortgage rates to 4.5 percent (supported by the NAR),” Bill said. “We obviously are living in tough economic times, but during times like this there are always challenges coupled with opportunities. With short sales and foreclosure, activity has increased, and once these distressed properties are sold, we’ll move into the next phase of the recovery.

At SAR, we’re trying to educate our members on how to navigate these difficult times, and help their clients make educated, intelligent decisions.”

Bill noted SAR has done a great job providing members with seminars and programs designed to address the issues impacting real estate today. From the many short sale seminars to the recent FHA home buying program, which even included a night session for the public, SAR has

been “ahead of the curve,” and committed to helping brokers and agents succeed in the current climate.

“I’ve learned a lot myself, and the main thing I’ve discovered is that this remains a very attractive market, particularly with the lower prices on some high quality properties,” said Bill. “First-time home buyers in particular have never seen a better time to buy than right now in Sarasota. There are some wonderful

aStriding Toward Success SAR 2009 President Bill Geller is optimistic, pragmatic

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A marathon is a road race encompassing 26 miles, 385 yards - the approximate distance between

Marathon and Athens in ancient Greece, where the legendary run supposedly originated in the

first century A.D. The first competitive marathon foot race was held at the 1896 Olympics, and

today more than 800 of the difficult races are held around the world each year.

Helen Sosso, 2008 SAR President, installs Bill Geller as the 2009 SAR President at the Dec. 11 Holiday Installation Banquet.

Continued on P. 24, See PRESIDENT


Editor’s Note: In October, SAR leadership and staff held a two-day annual Strategic Planning Retreat to formulate goals and strategies for 2009-10. The following goals were approved by the SAR Board of Directors, and dozens of strategies are in action to reach these goals. Visit www.sarasotarealtors.com/2009StratPlan.pdf for the complete list of goals and strategies:

Goal A: The community knows SAR is THE source for accurate real estate information, consumer resources and real estate related community issues.Goal B: Programs, products, and services that generate non-dues revenue are continuously analyzed and distributed.Goal C: Create an environment for implementation of policy governance.Goal D: Address the SAR facility.Goal E: Develop member profiles to be used for target marketing, committee appointments, etc.Goal F: New leaders are identified and trained.Goal G: Analyze possible joint ventures with neighboring associations and organizations to achieve economies of scale.Goal H: SAR disseminates pertinent and timely

information to promote the value of SAR to members through a variety of communication vehicles.Goal I: SAR provides a dynamic and interactive menu of educational programs and services to help our members increase their business effectiveness.Goal J: Increase member professionalism by promoting the benefits of designations, specialties and niche marketsGoal K: Communicate to members the professional development resources and services available to them.Goal L: Provide education, resources, and tools to members to leverage their ability to benefit from international opportunities in our local market.Goal M: Market Sarasota to the world.Goal N: Build and maintain effective relationships with domestic and international partners.Goal O: Members proactively anticipate, identify, analyze, develop, formulate and communicate Realtor® positions on issues affecting private property rights.Goal P: Continuously strive to elevate the quality of grassroots interaction with local and state government officials.Goal Q: Members understand the importance of RPAC as our most affordable “business insurance”.

Strategic Plan: How We Get There From Here

The SAR Leadership Training program, conducted by Steve David, was a big success in 2008, and one of the many accomplishments defined in last year’s Strategic Plan. This year’s Plan also includes Goal F - New leaders are identified and trained.


SAR Surge of Support helps wounded veterans

SAR’s Community Outreach Committee completed the “Surge of Support” campaign on Dec. 16 with an emotional visit to the James A. Haley VA Hospital in Tampa for the annual distribution of holiday gifts. The event was also attended by almost 30 Realtors from the Sarasota area, who volunteered nearly a full day to help assemble and bring gift bags to more than 400 wounded veterans.

SOS was the brainchild of Gigi Silverberg, committee chair, who spearheaded the successful fundraising campaign to benefit wounded warriors (injured soldiers returning from both Iraq and Afghanistan) and military veterans.

Thanks to your donations and a match of funds by the SAR Board of Directors, SOS raised close to $12,000.

With this money, the SAR Community Outreach Committee purchased a Wii video game system, along with a 42-inch HDTV for the James A. Haley VA Medical Center physical therapy department.

In addition, financial contributions were made to the Adaptive Golf Association; the Haley House; and the James A. Haley VA Medical Center to contribute toward their Veterans Day BBQ and sponsor their Holiday dinner in December.

SAR also purchased and distributed more than 400 Tervis Tumblers to the recoverying veterans with the inscription:

Happy Holidays! We appreciate you!Sarasota Association of Realtors – SOS 2008

Many SAR members showed up at the James A. Haley VA Hospital in Tampa on Dec. 16 to prepare gift bags and deliver an HDTV and Wii game system for the veterans.

At the event are SAR Community Outreach Committee members Sandy McCourtney, Gigi Silverberg and Sue Kirk (not pictured, Debbie Wolfinger and Cindi Jackson).

Gail Shane of Neal Communitiesa Realty and Bob Milhoan or Hembree and Associates help pack gift bags with the SAR customized Tervis Tumblers for the vets.

Sally Rackey of Hembree and Associates assists at the holiday event. Sally went the extra mile and promised a percentage of her sales to help the SOS campaign.


Will lower rates help spur housing market?

John KiernanCERTIFIED GRADUATE REMODELER AGING-IN-PLACE SPECIALIST

SELECTED TOP 50 IN AMERICA

State Lic. #CBC040759

Fax

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The National Association of Realtors® applauds the actions of the Federal Reserve Board in lowering interest rates for home buyers and homeowners who need to refinance. This will significantly impact housing sales, home valuations, and the nation’s overall economy.

The Federal Reserve will purchase large quantities of agency debt and mortgage-backed securities to provide support to the mortgage and housing markets.

“NAR has been aggressively calling for mortgage rate reductions, and the Fed’s action to slash interest rates, coupled with the actions by the Federal Housing Finance Agency and the Department of the Treasury, has driven down interest rates to make the dream of homeownership once again attainable for thousands of Americans,” said NAR President Charles McMillan.

Mortgage rates, which had averaged 6.3 percent in the third quarter, have recently fallen into the 4 percent range in some parts of the country. “That is the lowest rate in nearly 50 years

and will bring buyers back to the market,” McMillan said. “We are pleased that the government heard our message and responded to our call for action.”

NAR has estimated that a one percentage point decrease in mortgage rates will increase home sales by more than 500,000 homes. “To boost the economy, it is critical to stem the rising tide of foreclosures and boost home buyer confidence in the housing market.” McMillan said. “Lower interest rates coupled with increased foreclosure mitigation are the key ingredients to stabilizing the housing market and preserving communities and homeownership.”

NAR continues to call on the federal government to maintain the higher loan limits passed in the economic stimulus bill earlier this year and to expand the $7,500 tax credit for first-time home buyers to all buyers and to eliminate the credit repayment requirement. “Together, all of these actions will stimulate and stabilize the housing market and begin an overall economic recovery,” McMillan said.- NAR

Through the early years of the 21st century, the U.S. real estate market was the envy of most nations in the world. For the residential sector, housing activity posted record numbers in the first half of the decade.

Homeownership in the U.S. rose from 65.4 percent in 1996 to peak at 69.0 percent in 2004 – a record. In 2007, as home sales declined home ownership slipped slightly but still registered 68.1 percent. Commercial real estate, after under-performing in the years after the 2001 recession, returned to health in the 2002-07 timeframe. There was significant investment in and absorption of commercial space. Vacancy rates

declined, and rental rates increased in retail, office, industrial, and multifamily sectors.

Foreign investment has helped to support the U.S. real estate market: the globalization of the economy extends to real estate. Foreign governments, international financial institutions, foreign companies, foreign pension and equity funds, and foreign individuals have all observed the performance of U.S. real estate. In many cases foreign investors have entered the U.S. residential and commercial markets; U.S. real estate provides a safe haven and opportunity for many foreign investors.

There are few barriers to foreign investment in U.S. real estate. Foreign investment in U.S. real estate companies—either directly or through ownership of company stock -- allows the companies to expand, creating new jobs and expanding services for real estate consumers.

A new NAR report examines the trends in and impacts of foreign investment in U.S. residential and commercial real estate markets.

Visit www.sarasotarealtors.com and click on RE Specialities, then International to download the complete 14-page NAR report.

Watch trends in foreign real estate investment

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New rules for taxing gain when a second home is converted to a principal residence

tPart of the housing-stimulus package signed into law earlier this year by President George W.

Bush could reduce -- though not eliminate -- the appeal of a tax-saving strategy used by wealthy

home-hoppers. For a full explanation of this issue, see the article below, supplied by the National

Association of realtors®.

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The 2008 Housing and Economic Recovery Act (HERA) H.R. 3221 included a $16 billion package of tax incentives intended to facilitate refinancing and also encouraging first-time purchasers to come into the market. These tax incentives required offsets (some form of taxes or other revenue producers) so that the housing package would be revenue neutral. Only one offset was real estate related.

That change, described below provided $1.4 billion of revenue to “pay” for the $16 billion of incentives. The balance of revenue comes from the credit card industry and some multinational corporations.

This real estate related provision affects only a limited set of circumstances. The new revenue raiser modifies the application of the $250,000/$500,000 exclusion but ONLY in situations in which an individual who owns a second home converts the second home to use it as his/her principal residence.

When the former second home is sold, some portion of the gain may be taxable, even when the owner has lived in the home for the required two of the previous five years. Affected second homes are any residences the individual owns that are not used as a principal residence. Thus, both vacation and rental properties could be affected.

Another way to describe the goal of this change: A principal residence will be eligible for the full $250,000/$500,000 exclusion of gain on sale only when the property is used solely as the owner’s principal residence. As in the past, gains above the exclusion amount remain taxable.

The new rule is the so-called “use” test. It requires the owner of a second home that becomes a principal residence to compute the exclusion amount and any taxable gain based on the “use” of the property. Gains from investment/rental use will be taxed as investment gains at capital gains rates, just as gains from a second home or investment property would be taxed if the owner had never lived in the residence.

Gains from principal residence “use” will be taxed under principal residence rules and, depending upon the amount of gain be eligible for part or all of the $250,000/$500,000 exclusion.

Starting January 1, 2009, individuals who convert a second home to a principal residence and then later sell that property will use a fraction to determine the taxable portion of any gain and the amount eligible for exclusion.

The numerator of the fraction will be the amount of time, starting January 1, 2009, that the property is used as a rental or investment property or as a second home. The denominator of the fraction will be the total number of year’s ownership, dating from the original purchase date.

No appraisals will be required and people who have held properties for a long time will not suffer any disadvantage.

Note: In the upcoming February magazine specific examples of this new rule will be shown.

By Marc Mansfield, Governmental Affairs Director

When the former second home is sold, some portion of the gain may

be taxable, even when the owner has lived in the home for the required two

of the previous five years.


The new rule is the so-called “use” test. It requires the owner of a second home that becomes a principal residence to compute

the exclusion amount and any taxable gain based on the “use” of the property.


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er New Property Appraiser plansmajor changes for county officeBy Bill Furst, GRI, CRS, CIPSSarasota County Property Appraiser (as of Jan. 6, 2009)

For more information, contact the Property Appraiser’s office at 941.861.8200.

I am pleased and proud to be chosen to represent the citizens of Sarasota County as their new Property Appraiser. I look forward to serving you in the coming years and assure you I will do nothing to violate the trust you have placed in me. Actually, with more than 35 years as a Realtor® and state-licensed Building Contractor, I feel I have been preparing my whole life for this position!

During the campaign, I suggested several improvements I would seek to implement as your Sarasota Property Appraiser. Upon taking office January 6, 2009, they will form my priority action plan:

- The office needs to employ an appraisal system and working principles that are more responsive to changes in real estate market values. The objective is fairness for every Sarasota County property owner.

- The office atmosphere must be improved to make courtesy, fairness, transparency and citizen advocacy guiding office principles and practices. Sarasota property owners are clients and must be treated as such. Employees must be recognized as team members working together to provide the highest levels of service to those clients.

- The office must be fully open to citizen inquiries and receptive to citizen-provided data. Appraisal challenges must be treated with dignity and, if at all possible, solved “in-house” rather than subjecting our clients to the complexities of the Value Adjustment Board. When a mistake has been identified, it must be recognized and corrected sooner than later.

- Strong working relationships must be developed with other county departments to improve efficiency by eliminating, to the extent possible, duplications of work.

- The office must join the 21st century in technology, tools and talent. The website needs to be expanded to include our full public data base for use thereof by Sarasota property owners. At present there is but a single E-mail address for the Property Appraiser’s

office. Every “front line” employee should have an individual E-mail address for direct communication to and from citizens, colleagues and employees of other county agencies.

Our Florida Constitution requires the just value of property to be determined each year. Just value is legally synonymous with fair market value or full cash value. That is, the amount the property would sell for on the open market. The law fairly provides, however, that the Property Appraiser may deduct from the full cash value an estimate of the costs associated with selling a property to arrive at an adjusted market value. It will be the policy of the Sarasota County Appraiser’s office to recognize those costs of sale in the final valuation. This will more accurately reflect the true value of the property to the property owner. This is, of course, separate and distinct from your homestead exemptions.

As a fellow Realtor® and a professional who has an understanding of the appraisal process, I welcome your suggestions to improve our approach to the appraisal process as well as the other services we provide to Sarasota property owners. You might also want to give your clients an estimate of the value of their property as of January 1, 2009, using recent comparable sales data. You should then suggest that they compare your estimate to the amount shown on their TRIM notices next August. You will have provided your clients a valuable service, your clients will have a better understanding of the process and we will have a more informed client base. A win for everyone!

As you are all too well aware, we are in the midst of a most challenging real estate market. All the more reason to keep open the lines of communication. I ask for your help and welcome your suggestions. If there is “room for improvement,” please let me know! Check out the web site as the improvements go on line and let us know what we can do to better serve you.

Thanks again for your support and I wish you a happy and prosperous new year!

First, let me extend my extreme thanks and deep appreciation to my fellow Realtors® for your

strong support during what was a long and difficult election season.


Bill Furst, the new Sarasota County Property Appraiser, obtained his Florida Real Estate brokers license in 1974. Two years later, Bill and his wife, Darla, opened their first real estate office in Ft. Pierce, Florida. When they sold their firm and moved to Sarasota in 1990, they had four offices and over 100 associates.

Bill managed offices locally for Coldwell Banker for 10 years before becoming Michael Saunders’ Commercial Manager. For the past six years, Bill has been the Florida President of a national building and development company.

Bill is licensed as a Real Estate Broker, a mortgage Broker and a State Certified Building Contractor. He was a real estate instructor with Bert Rodgers Schools of Real Estate for 12 years.

Joining the Sarasota Association of Realtors® in 1990, Bill has chaired almost every committee and was the Association’s 1999 President. Active at the Florida Association of Realtors® Bill is serving as the 2009 Vice Chair of Public Policy and is a member of the Executive Committee. He has been on the Board of Directors for 13 years.

2009 will be Bill Furst’s 8th year on the National Association of Realtors® Board of Directors and his second on the Executive Committee.

Bill was also the 2006 National CRB President.In his spare time Bill enjoys hiking in the Smoky Mountains

where his family owns a home. Bill is also an avid runner, having completed 26 marathons, including three times in Boston.

Bill Furst offers extensive real estate background

‘As a fellow Realtor® and a professional who has an

understanding of the appraisal process, I welcome your

suggestions to improve our approach to the appraisal

process as well as the other services we provide to Sarasota

property owners.’

Sarasota County Property Appraiser Bill Furst


sIf the property seller approves, purchase offers must be divulged

Within days, Realtor® B had shown the property to several prospective purchasers and one of them, Buyer Z, wrote a purchase offer at close to the asking price.

Realtor® B called Seller S to make an appointment to present the offer. After hanging up with Seller S, Realtor® B received another call, this time from Realtor® A. Realtor® A explained that he represented a buyer who was interested in making an offer on Seller S’s property. Realtor® A explained that while his buyer-client was quite interested in the property, price was also a concern. He asked Realtor® B if there were other offers on the property, indicating that his buyer-client would likely make a higher offer if there were competing offers on the table. Realtor® B responded telling Realtor® A, “That’s c o n f i d e n t i a l i n f o r m a t i o n . Please tell your client to make his best offer.”

Taken aback by Realtor® B’s comments, Realtor® A shared them with his buyer-client, who chose not to make an offer and instead pursued other properties.

Buyer Z’s offer was accepted by Seller S later that evening and, sometime later, the transaction closed.

Several months afterward, Seller S and Realtor® A met at a social event. Realtor® A related his conversation with Realtor® B. Seller S asked Realtor® A if he thought that Realtor® A’s buyer-client would have made an offer on Seller S’s home absent Realtor® B’s refusal to disclose whether there were other offers pending. Realtor® A responded that it was impossible to tell for certain, but his buyer-client had certainly not been favorably impressed by Realtor® B’s response to a seemingly routine question.

Seller S subsequently filed an ethics complaint against

Realtor® B alleging violation of Article 1 as interpreted by Standard of Practice 1-15. He noted that he had clearly authorized Realtor® B to disclose to buyers and cooperating brokers the existence of pending offers and that Realtor® B’s arbitrary refusal to share information he was authorized to share could have been the reason, or part of the reason, why Realtor® A’s client had chosen not to make an offer on Seller S’s home.

Realtor® B defended his actions indicating that while he agreed that he had an obligation to promote Seller

S’s interests, his obligation to Realtor® A and to Realtor® A’s b u ye r - c l i e n t was simply to be honest. He had not, in any fashion, misrepresented the availability of Seller S’s p r o p e r t y . Rather, he had simply told Realtor® A to encourage his client to make

her best offer. “I’m not required to turn every sale into an auction, am I?” he asked rhetorically. “I feel that I treated all parties honestly and fairly,” he concluded.

The Hearing Panel did not agree with Realtor® B’s reasoning, indicating that he had violated Article 1 as interpreted by Standard of Practice 1-15. They noted that Standard of Practice 1-15 requires Realtor®, if they have the seller’s approval, to divulge the existence of offers to purchase on listed property in response to inquiries from either potential buyers or from cooperating brokers. Realtor® B had not met that obligation and, consequently, the Hearing Panel concluded that Realtor® B had violated Article 1. – Submitted by the Grievance Committee, Case #1-28: Disclosure of Existence of Offers to Prospective Purchasers (Adopted November 2002).

Seller S listed her home for sale with Realtor® B. The property was priced reasonably and

Realtor® B was confident it would sell quickly. The listing agreement included the seller’s

authorization for publication in the MLS and authority to disclose the existence of offers to

prospective purchasers.

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Have you completed your Quadrennial Ethics Training? This is a nationwide requirement for all Realtors®. NAR requires that membership be suspended for Realtors®

who do not meet the requirement by December 31, 2008. So, if you didn’t take the course between Jan. 1, 2005 and now, you will be notified soon of your suspension. During suspension, no Realtor® services, including MLS, will be

available to you. After two months of suspension, your membership will be TERMINATED if the requirement is

not met. Visit www.sarasotarealtors.com today and look under Hot Topics to determine how you can satisfy the

requirement and get reinstated.


Pending sales top 500 for 11th month in a row

Pending sales reported by members of the Sarasota Association of Realtors® in November 2008 again topped the 500 level for the 11th month in a row. Pending sales stood at 504 in November 2008, compared to 489 last November.

Pending sales reflect contracts executed by buyers and sellers, and current numbers indicate a consistent and steady pattern of sales activity. In fact, the Sarasota market activity has remained steady in the past few months during a period when state and national home buying activity has shown weakness.

In another positive sign, single family home sales in the Sarasota market were actually higher for the first 11 months of 2008, compared to the same period in 2007. A total of 4,250 single family homes changed hands so far this year, compared to only 4,214 last year. The condominium market has been slower, dropping by 20.6 percent for the first 11 months of the year.

Overall sales came in at 346 in November 2008, which was somewhat lower than the 402 properties sold in November 2007, and the 369 sales reported last month. However, the late summer and early fall months are traditionally the lowest period of home sales in the Sarasota market, before the return of tourists and seasonal residents after Thanksgiving.

“We are certainly seeing positive signs in our market, with reports of multiple offers on many properties,” said Helen Sosso, 2008 SAR President. “I continue to stress that right now, and historically, the real estate market is a safer haven for investment. Oil and stock market futures are dropping, while real estate has leveled off. We are also observing the Fed’s interest rate drop, and lower mortgage rates than we’ve seen in months. Many great high quality properties are available in our market at prices we haven’t seen in years, so for those seeking a home in a wonderful community, and for future financial security, Sarasota is the place to be.”

The median sale price for single family homes also leveled off in November, coming in at $170,000, compared to last month’s median price of $172,450 – only a 1.4 percent drop from October 2008. The median condominium sales prices have been fluctuating widely throughout 2008, and settled at $195,000 for November 2008.

Another important market tracker – the absorption rate of properties on the market - is lower than last year at this time for both single family homes and condominiums. Absorption rate is the number of months it would take to sell the entire remaining listed inventory in a particular category, based

upon the sales for that particular month.For November 2008, the absorption rate for single family

homes stood at 24.01 months, compared to 39.4 months in November 2007. For condominiums, the absorption rate rose to 41.7 months in November 2008, but was still lower than the 48.4 months reported in November 2007.

There are many other factors that continue to make Sarasota a great choice for potential home buyers, including the affordable cost of living, tremendous natural beauty, great education system, fabulous restaurants, recreational and cultural opportunities, safe and clean environment, and world-class health care.

New SAR statistics graphics, charts appear on Pages 16-17 in this issue


Sarasota MLSSM Statistics November 2008

Statistics were compiled on properties listed in the MLS by members of the Sarasota Association of Realtors as of December 10, including some listings in Manatee, Englewood, Venice, and other areas. Single-family statistics are tabulated using property styles of single-family, half duplex, and manufactured. Condo statistics include condo, co-op, townhouse, and villa.

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Sarasota MLSSM Statistics November 2008

Median sales price is the middle value, where half of the homes sold for more, and half sold for less. Listings sold were closed transac-tions during the month, while pending sales account for contracts executed by buyers and sellers during the month, that may not have closed yet. DOM indicates the average number of days that sold properties were on the market before a contract was executed.

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aCommercial getting greener,but there’s still room for improvementC

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Decisions by such major players as CB Richard Ellis to go carbon neutral by 2010 and federal legislation that, if passed, would require U.S. commercial buildings to become carbon-neutral users of energy by 2050 point to the prevalence of the issue. An almost fivefold increase since 2000 in the number of properties certified by the U.S. Green Buildings Council also shows that the push to go and stay green is very much on the minds of commercial property owners and real estate practitioners.

A few years ago, many studies estimated that making a new commercial building green added anywhere from 1 to 2 percent to its cost. However, advances in materials and processes seem to be eradicating even these minor differences.

In The Cost of Green Revisited, a 2006 study by Davis Langdon & Seah International, the authors evaluated the actual cost of constructing buildings to the LEED® standard and determined that “there is no significant difference in average costs for green buildings as compared to non-green buildings. Many project teams are building green buildings with little or no added cost and with budgets well within the cost range of non-green buildings with similar programs.”

The study also noted that “in many areas of the country, the contracting community has embraced sustainable design, and no longer sees sustainable design requirements as additional burdens to be priced in their bids. Data from this study shows that many projects are achieving certification through pursuit of the same lower cost strategies… .”

In addition, because energy-efficient buildings often require smaller mechanical, electrical, or other systems, some costs of construction may actually be lower than those for conventional properties. The key to holding down costs is integrated design, which optimizes the entire building for multiple benefits rather than evaluating each building component separately.

In the August 2007 issue of Urban Land, Vivian Loftness, head of the architecture school at Carnegie Mellon University, noted that older buildings are

particularly well suited to renovations that lower energy consumption.

“Our historic buildings, for example, were originally designed to use extremely low (if any) amounts of electricity. Their high ceilings, large and plentiful windows, and wide hallways, for example, bring natural daylight to the core of the building, which means you don’t have to use electric lights at all during the day,” she noted.

New buildings can use many of the same techniques to lower energy consumption and become more green, she added. In his work for the Consortium, Muldavin has found that with a well-applied integrated design implemented by an experienced service provider, sustainable buildings can often downsize HVAC systems and obtain other cost savings to offset higher costs for some materials and construction.

He cautions, however, that there are additional risks related to products, materials, and the implementation process that must be well understood to ensure positive cost results.

Yet, despite all the pluses to environmental sensitivity and its growing prominence, there’s still a long way to go. A 2007 joint report by CoreNet and the Rocky Mountain Institute concluded, “On average, [building] design is still fragmented, rule-of-thumb [specifications] are still common, and buildings still cost more to build, are less comfortable, and use more energy than they should.”

By Morris NewmanRealtors® Commercial Alliance

As concerns about sustainability and global warming grab headlines worldwide, the commercial

real estate industry is taking notice and taking steps to improve the green footprint of office,

industrial, retail, and multifamily properties.


The Commercial Investment Division of SAR will hold weekly Power Marketing sessions for commercial properties on Fridays from 8 to 9 a.m. in the SAR Main Auditorium, with the exception of the third Friday of the month. CID members are encouraged to attend to promote their listings and engage in networking with other commercial real estate practitioners. Coffee and donuts will be served for the donation of $2 per person at the door.

The CID 2009 officers and board of directors were approved at the Nov. 18, 2008 general membership meeting.

The following nominees were installed on Dec. 11 at the SAR Installation Banquet:

2009 CID President: Jag Grewal2009 CID President-Elect: Lee DeLieto, Jr.2009 CID Vice-President: Rachel Neves2009 CID Treasurer: Linda Emery2009 CID Secretary: Tim Mapp2009 CID Immediate Past President: Dan McLeroyBoard of Directors: Eric Massey (3 years); and Anthony

Homer (3 years).Continuing on the board will be: Michael Blaikie (1 year);

Ken Hoskinson (1 year); Ken Hughes (2 years); David Altwies

(2 years); Additional positions will be available for CID members to

participate on committees during 2009.

CID plans weekly Power Marketing sessions

2008 CID President Dan McLeroy speaks at the SAR Installation Banquet on Dec. 11, 2008.

2009 Technology Holiday ChecklistIt’s time to start making a list and checking it twice to find

out if your technology is wrong or right.Technology is so interwoven within real estate, and

particularly commercial real estate, that it’s important to keep up with new product introductions and services to stay competitive and efficient. In 2007, 65 percent of sales agents and associate brokers spent anywhere between $251 and $2,000 on technology for real estate purposes, according to the 2008 R® Technology Report, which is conducted annually by the Center for REALTOR® Technology.

Here’s an overview of key products and solutions to help you make those dollars stretch in 2009.

The 4 EssentialsMany real estate pros are finding they can’t live without

staying current on these four main essentials: a mobile phone, computer, digital camera, and navigation solution. New products are constantly being introduced, but good news for bargain shoppers: Expect great deals across the board in the coming months on these products as vendors work to move product in a sluggish market.

1. PhonesThe smartphone is the smart choice for most real estate

professionals, giving you a portable office in the palm of your

hands. This year’s tech survey found 42 percent of real estate pros already are using some form of Web-enabled phone. Notable introductions like the latest iPhone and Blackberry Storm have garnered the kind of publicity and visibility that helps legitimize the smartphone for more people.

Phones are evolving in other ways to become the one indispensable device for all your mobile needs. The 5-Megapixel Kodak/Motorola Motozine ZN5 was unveiled in June as a mobile imaging device good enough to replace a digital still camera. More models are on their way.

2. ComputersFor most real estate pros, a laptop makes sense as your

primary computer. And, there are many choices, even under $1,000: Dell’s Vostro line-up, Hewlett Packard’s “balanced mobility” laptops; and Lenovo’s Thinkpad SL series.

Another notable trend is the increased selection of ultra-compact mobile computers. For some, this might be the ideal compromise between a smartphone and laptop, delivering basic functionality and mobile Web access in a truly portable package. Examples include the Lenovo IdeaPad S-10, Dell Inspiron Mini-9, HP 2133 Mini-Note, or Asus Eee PC 900.

Continued on P. 27, See TECHNOLOGY


Educ

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Date: Wednesday, Jan. 14, 2009Times: 8:30-5:00 p.m.Instructor: Pat Zaby, CRSLocation: SAR AuditoriumCost: SAR Members: $99; Non-SAR members: $129Register at www.sarasotarealtors.com

Run your business with the most powerful and popular software products in the world. The advantages include seamless integration, flawless synchronization with all PDAs, and Internet capabilities.

This newly designed class will help you unlock the power of Microsoft Office to run your business. Create postcards, printed presentations, and flyers in Word, convincing presentations in PowerPoint, financial information in Excel, and manage your email and contacts through Outlook.The included detailed, step-by-step workbook illustrating all of the procedures taught in the class, will help you and your team members shorten your marketing time so you can spend more time with buyers and sellers.

Pat Zaby is one of the best-known and effective instructors in the real estate application field. Visit his website at www.patzaby.com.

Explore Marketing With Microsoft Office

If you are one of many NAR members who have not completed your Code of Ethics requirement, your membership has already been suspended. Here’s how you can get reinstated in the shortest possible time:

1. If you have already fulfilled the requirement by taking an approved course through another association or company, please fax the documentation of course completion to Education Department at 941-923-0191 so that your record can be updated.

2. If you have recently taken the NAR online course, please fax the documentation of course completion to SAR at 941-923-0191, or email it to [email protected]. Otherwise, you may have to allow up to two weeks for your status to show as “Completed

3. If you have not taken an ethics course since January 1, 2005, you can:

Register at www.sarasotarealtors.com

See the course URL below. A test is required, and no CE credit is available.www.realtor.org/MemPolWeb.nsf/pages/quadrennialethicstrainingcourse?OpenDocument

earn three or four hours continuing education credit as well as the Ethics requirement for $15 or $20.

Visit the web site URL listed below:www.realestatece.com/cgi-bin/z_home?id=FLSARASelect either the 3-hour ($15) or 4-hour ($20)

Quadrennial Ethics course. Please provide documentation of completion to the Education Department at 941-923-0191.

Here’s another option if you can wait until January 12 to be reinstated. The next Orientation Code of Ethics will be held on January 12 from 1 to 4 p.m. This will be offered in the classroom and there is no test. It is also free of charge to SAR members. Visit www.sarasotarealtors.com to register today as this course will very likely fill up in advance.

Code of Ethics Training Requirement: What You Need to Know

Pat Zaby, CRS


ePRO WorkshopDates: January 6, 2009Times: 1 to 2:30 p.m.Instructor: Tony MartinezLocation: SAR AuditoriumCost: Free to SAR Members

Consumers are catching on to the value of an e-PRO certification! Join the dynamic group of Realtors who are flourishing in the e-PRO community. This workshop offers tips and tricks for reaching customers online, but basically gives you a snapshot of the technology certification which is taken online. Attendance at the workshop gives you a $25 discount on the online course. Check out the designation which is being promoted on the #1 consumer real estate website, www.realtor.com!

Registration is requested at: http://ePROworkshop.InternetCrusade.com or call toll free 1-866-377-6627.

Run A Successful Consumer-Friendly Web SiteDate: January 7, 2009Times: Noon to 3 p.m.Instructor: EasyRealtySitesLocation: SAR AuditoriumCost: Free to SAR MembersCredits: 3 hrs. CE

One time only for free, new SAR partner EasyRealtySites will offer its popular 3 CE class on how to run a successful consumer friendly website. Learn everything you need to know about how to have a successful website including:

- How to plan, organize and run your website- Creating a good consumer user experience- Proper design and content- Offering services and generating leads- Building traffic to your site- Free or paid promotion/advertising options- Excelling on search engines with your free listing- How to optimize your site yourself for free- How to re-register your site yourself for free- Building your reciprocal link network- Search engine pay per click (PPC) ads- Web rings, link networks, Google maps and more!

Tax and Finance/Real EstateAnnual International Tax UpdateMonday, January 26, 2009Instructor: Renea Glendinning, CPA9:00 to 11:00 a.m.Cost: Members: $10; others $20

Is Real Estate in Your IRA?Dates: January 28, 2009Times: to NoonInstructor: Jack M. Callahan, J.D., CFP™Location: SAR AuditoriumCost: SAR Members: $10; Non-SAR members: $20

Tap into over $4 Trillion in Retirement Funds!!Would you like the freedom to self-direct your IRA into

commercial property, rentals, rehabs and raw land? Would you like to gain more business by helping your clients invest their retirement funds into real estate?

With a self-directed IRA, you and your clients will have the freedom to invest in what you know best, REAL ESTATE!

“Self-directed” simply means that an individual has complete control over selecting and directing retirement investments—YOU are in charge of finding appropriate and attractive investments on your own.

Unlock your IRA and invest in what you know! With a self-directed plan, you have a world of choices. This course will provide you with the basics of self-directed retirement plans:

CRS 202: Sales Strategies for Residential SpecialistsDates: March 10-11, 2009Times: 8 a.m. to 5 p.m.Instructor: Frank Serio, CRS, CRB Location: SAR AuditoriumCost: SAR Members: $300 (by March 25) $329 (after March 25)Non-SAR Members: $325 (by March 25) $354 (after March 25)

In this market, do you think you could use a course on working with buyers? Top sales associates enjoy a competitive advantage because they understand what motivates and influences their customers. Sales Strategies gives students the inside track to win over prospective buyers by teaching them the necessary strategies that make their sales quick and efficient. Students will learn how to work with today’s new buyer through counseling, salesmanship and negotiation. These effective strategies will give agents customers for life.

This course counts as one Core course towards earning the CRS designation.

For full details on earning the CRS designation, visit:www.crs.com.


Education Programs

CONGRATULATIONS! Dedication and hard work pay off!! We congratulate our members who recently completed the requirements for

the National Association of Realtors designation and certificate programs:

GRADUATE REALTOR INSTITUTE (GRI)Kent Ellermets Keller Williams Lakewood RanchCarolyn M. Francis Realty Executives, Inc.

GRI Course 1Dates: February 23-25, March 2-4, 2009Times: 8 a.m. to 5 p.m. (varies)Credits: 45 hours salesmen’s post-license credit14 hours continuing education creditNAR Code of Ethics Requirement for 2012Cost: SAR Members by 2/9/09: $325Non Members by 2/9/09: $350After 2/9/09: Add $25Register at www.sarasotarealtors.com

Set yourself apart. Earn the designation that makes a difference and increases your income.

Realtors® Profile nineteen percent of all Realtors® have earned the GRI designation.

National Association of Realtors®, Realtors®with a designation earned over $33,200 more annually than non-designees.

course contacts to generate more leads and referralsIn today’s competitive business environment you need more

than just motivation and initiative to succeed, you need the advantage of the education you receive in the GRI program.

This GRI series is offered by FAR through its Florida Realtor® Institute. All the instructors have been carefully

screened for their knowledge of the subjects as well as for their teaching techniques—they’re the best real estate teachers in the state. Instructors for the Sarasota course are: Grant Simon (Finance); Steve David (Law and Contacts to Contracts); Dick Fryer (Professional Standards); Ira Glatkin (Tax I); Ric Giumenta (Business Planning and Fair Housing).

But don’t wait too long to sign up for GRI Course 1! SAR is the only Realtor® Association in the vicinity that’s offering any of the courses in 2009 and we expect the course to fill up quickly.

In a hurry? Don’t wait in line, go online! GRI Course I is now available online through a special Florida Association of Realtors website: www.fargri.com. Online convenience places the course at your fingertips, whenever you want it, and offers the same license renewal menu of credits that the live version does.

Announcing 2009 GRI Course 1 in Sarasota

Look ahead: Mark your calendars now for 200914 Hours Continuing EducationFebruary 10-11, 2009August 11-12, 2009GRI 1 February 23-25 & March 2-4, 2009CRS 202: Sales Strategies for Residential SpecialistsMarch 10-11, 2009

NAR’s Green Designation (Core Course)April 21-22, 2009GRI 2 May 27-29 & June 2-3, 2009GRI 3 July 27-29 & August 4-5


Education Programs

Sharpen your MLXchange tools in 2009Pre-registration is required

for all MLXchange classes at www.mfrmls.com. All classes are hands-on in the SAR Technology Center (except for Entering and Updating). Registration is limited to 18. Please be sure that you will attend if you reserve a spot!

Introduction to MLXchangeJanuary 5, 9:00 a.m. to NoonJanuary 19, 9:00 a.m. to Noon

Learn the basic tools of MLXchange. It does the work for you, emailing the listings that match your client’s criteria automatically through auto notification. Learn the quick way to find a listing or view your inventory with one click right from the home page or create a professional CMA in less time than it takes to drive to work. This is a mandatory session.

- Review the home page features - Add a new client from the search

module, saving a search and setting prospecting notification features

- Searching and viewing listings, using the map, showing road, aerial, hybrid, and locator features

- Adding additional search criteria - Viewing/printing/emailing reports,

images, virtual tours, tax, map, driving directions and MLS listing history

- Customizing the hotsheet configurations

- Search Tax - Creating a professional CMA - Personalize user contact informtion

Entering and Updating Listings in MLXchangeJanuary 5, 2009, 1:30 to 3:30 p.m.January 19, 2009, 9 to 11 a.m.

This class is mandatory if you will be entering and updating your own listings. You will be taught how to input and modify listings, enter photos, and

add attachments along with valuable tips and techniques.

- Listing maintenance authorization forms

- Explain the importance of accurate data

- Rules and Regulations - Review the profile sheet - Entering a new listing, using tax

auto pop, reviewing the fields that have specific entries in the Rules and Regulations

- Adding images, attachments, open house information, Supra Key and ShowingTime

- Inventory watch-easiest way to modify the listings

Design Web Pages and Capture LeadsJanuary 7, 2009, 9:00 a.m. to Noon

One of the most crucial components in today’s real estate professional’s day-to-day business is capturing and handling leads along with time management. This course will teach you how to setup your personal agent and client web pages, contact management and scheduling features that go hand-in-hand with a successful real estate business.

iMapp - Interactive Taxand Mailing LabelsJanuary 8, 2009, 9:00 a.m. to Noon

In this class you will learn how to use the tax search features of MLXchange, access iMapp’s interactive maps, tax data, comparables, auto-valuations, and easily create mailing labels for your favorite area.

- MLXchange tax search, using map and field searches, printing mailing

labels - iMapp tax search,

viewing parcel, GIS, MLS listings, zoom levels, street, aerial and flood zones

- Measuring tool, pan and save map

- Creating, viewing and downloading mailing labels

- Illustrate the link to the tax appraiser website

- Viewing and modifying the criteria for comparable properties - MLS and foreclosure searches

MLXchange AdvancedJanuary 20, 2009, 9:00 a.m. to Noon

Take MLXchange to the next level! In this session you will learn how to customize a search & display screens, personal website links and setup & save advanced searches.

- Creating a custom template, adding fields, changing the display order

- Foreclosure, fixer upper, and vacant listings with lockbox access

- Customizing columns, adding/removing fields, changing the column headers and changing the field sort order

- Edit favorite reports, personalize home page resource link and setting defaults

Creating a Professional CMAJanuary 20, 2009, 1:30 to 4:30 p.m.

This class is designed to teach you the skills needed to create a comprehensive CMA. You will learn how to import properties that are listed outside of the MLS, into your CMA along with valuable tips and techniques for creating a professional CMA.

- Create a new seller or buyer CMA - Importing subject property from

Continued on P. 24, See MLXCHANGE


MLS or tax search and entering additional information about the subject property

- Adding MLS and tax comparables - Adjustments, pricing, net sheet, selecting pages, and

viewing report - Edit and remove reports - Emailing, saving, and printing CMA - Customizing a personal CMA and setting it as the

default

Creating Custom ReportsJanuary 8, 2009, 1:30 to 4:30 p.m.

This course is designed to give you the ability to personalize your own reports within MLXchange. You will learn the necessary skills to create and customize reports that help you succeed in your business.

- Report Manager - add, modify and copy reports using report editor

- Designer Tool, how to download and log in (do not use

RSA log in key) - Copy, save and customize a report, adding or removing

fields, changing font style and color - Selecting multiple fields for customizing font, moving or

deleting fields - Adding photos, map, date, time or additional fields

Tools - MongoFax, RatePlug, ShowingTime and MLXchange WirelessJanuary 7, 2009, 1:30 to 3:30 p.m.

This class introduces the user to the often overlooked plug-ins and features that are designed to save you time and money, as well as adding an extra level of service to your customer.

- MongoFax - Fax any document directly to any email address in the world

- RatePlug - Include mortgage options from your three favorite lenders for each listing

- ShowingTime - Automate and document showing appointments

- MLX Wireless - Access MLXchange from your mobile phone

MLXCHANGEFrom Page 23

programs available to help with down payments and mortgage rates.”

While the national and state economies have seen increased unemployment, stagnant credit markets and slower real estate sales, Bill noted that the local Sarasota market is once again weathering the storm well.

“We are still somewhat isolated here from the overall economy, because we are not as dependent on the local workforce for real estate sales as many other communities,” Bill explained. “Many of our buyers are investors, or retirees looking for a place to settle, or international buyers. Cash buyers are still looking for a safe investment, and real estate in the United States has always been that safe haven.”

Bill’s reasons for optimism are numerous – he’s starting to see more multiple offers on properties; there is pent up buying demand after two down years; prices are more attractive than they’ve been in years; and the national political push to fix the housing market

as a remedy for the overall economy is strong.

“Even with all the negativity, there have been recent studies that show that buyers and sellers are still looking toward Realtors® to handle their transactions,” said Bill. “The top reason is for the negotiation process. With the expertise Realtors® bring to the table, it just makes sense.”

Another 2009 priority for Bill will be to help forge greater cooperation between SAR and the other neighboring real estate associations, in order to bring more shared services through the economy of scale and staff cooperation.

“In these tough times, we can all benefit from exploring how we can share our resources for the benefit of our members,” said Bill. “I have been speaking to our neighbors to the north and south, and I hope to continue that dialogue. With tighter budgets, we need to make sure we continue to provide services that our members want and need, and maximize our efficiency.”

In addition to his extensive involvement with SAR, Bill currently serves on the Board of Directors of the

Florida Association of Realtors®, and is a member of the International Operations Committee, International Forum Committee and Business Trends & Technology Forum for FAR. Bill was the 2002 International Steering Committee Chair for SAR. He is past-president and board member of the Brazil-Tampa Bay Chamber of Commerce, served as a three-term president of the Siesta Key Association and is past-president of the Rotary Club of Sarasota, Sunset.

When he’s not busy with his real estate and civic activities, Bill currently volunteers as an instructor of small business classes at the Women’s Resource Center, and is involved with other local community organizations. Prior to his real estate experience, Bill held staff positions at the Greater Sarasota Chamber of Commerce.

Originally from Detroit, Bill earned a Bachelor of Science degree from the University of Detroit and attended the Institute for Organization Management at the University of Georgia.

And he’s planning to contine running marathons. After all, running is the reward!

PRESIDENTFrom Page 6


2nd Annual Green Homes Expo Friday, March 27, 2009

2 to 7 p.m. Chelsea Center

(at St. Thomas More Catholic Church)

2506 Gulf Gate Drive Sarasota, FL 34231

It’s Free! Public Invited!

Exhibitors will showcase �� Indoor air and water quality �� Green home construction �� Solar products �� Water conservation techniques �� Florida-friendly landscaping �� Green home cleaning products �� Natural pest control �� Energy efficient products

To exhibit or participate: Please call Catherine at 941-328-1167, Or by email: [email protected]

Informative presentations every hour on the hour!

Prizes and drawings! Learn simple ways you can reduce your carbon footprint by

attending workshops throughout the afternoon! Preview NAR’s New Green Designation for Realtors®!

Bro

ker

Co

rner Productivity spurred by ‘goofing off’?

By G.M. FiliskoREALTOR® Magazine

“I’ve never met a successful sales associate who wasn’t optimistic — even in rough times,” says Buster Vandiver, broker at Signature Real Estate of Athens in Georgia.

How do you keep sales associates upbeat when they’re facing glum news at every turn? In part, by explaining that today’s downturn shall pass. But another key is to relieve with a little fun now and then the tension sales associates carry on their shoulders every day.

The Comedy ClubCase in point: karaoke at

Signature’s holiday party last year. “We turned it into a contest,” says Vandiver. “It was hilarious to make fun of each other and be silly. It’s good for people to get outside of their facade and have fun in times of stress. They can really come back energized.”

Vandiver also believes in the power of humor at sales meetings. “I allow sales associates to tell jokes because laughing as much as possible really helps to lift the spirits,” he says.

Welcome to American IdolAnother fan of fun is Jim Loss, broker at Loss Realty

Group in Toledo, Ohio, who saw the upside of allowing his staff and sales associates to get together at the office to watch “American Idol.”

“Each week, someone taped ‘American Idol’ and brought it in,” he says. About 15 to 20 sales associates and staff would come together for lunch while watching the show.

“A couple of guys who are really funny would make jokes and have fun with it,” says Loss. “That’s a good thing. It helps people work together and become closer. That’s a big part of our success — that people truly like and feel comfortable with one another.”

Some brokers might grumble about the loss of productivity, but not Loss. “In real estate, you’re working all the time — at home and even sometimes at your kids’ ball games,” he says. “So it’s OK to take a little

time to relax and build relationships. I’m sure there are still plenty of hours in the day to work.”

So You Think You Can Dance?Beckie Agan, CRS®, GRI, broker and team leader at

Carpenter, Realtors®, in Indianapolis, is using dance to lighten the mood. “I’m trying to get sales associates in my office to try ballroom dancing by purchasing gift certificates for their lessons,” she says. “The goal is for people to get involved in activities that are fun and don’t

have any connection with real estate. You can’t think about real estate when you’re ballroom dancing.”

Back to RealityBut motivating sales

associates can include more than just fun and games. Brokers also are working seriously to provide encouragement. “The first thing to do is to get sales associates to stay busy by prospecting,” says Loss. “They can forget to do all the little things that make the phone ring.”

Loss is encouraging sales associates to routinely review and modify their business plans. “If you

don’t change your business plan on a regular basis, you’ll be out of business,” he says. For example, “years ago, sales associates would spend money and time on print media. Now we’re trying to get them involved with the Internet.”

Vandiver circulates positive media stories and encourages sales associates to lean on each other. “I’ve allowed the last half of our sales meetings to become a time to share our business problems and frustrations,” he says. “Someone else might have the answer to your problem, and it helps us feel like we’re not in this alone.”

He also shares his experience with housing crunches he’s seen and survived during his 40-year career. “While it may last one to two years, it’s only a course correction, and the market will come out stronger on the other side,” says Vandiver. “Sales associates must have a core belief in the real estate business and in America.”

And, he might have added, the power of “American Idol” and a few good laughs along the way as well.


3. CamerasThe one area where camera phones continue to lag behind

digital still cameras is in lens optics. Wide-angle capabilities can be especially important for real estate photography, and the selection of wide-angle cameras continues to grow.

Nikon’s Coolpix P80 launched this year is one good example: it has an 18X zoom for highlighting features and a wide angle setting for getting the whole room in the picture. Newer wide-angle models include Canon’s PowerShot SX 10 and the Olympus SP-565 Ultra Zoom.

4. NavigationThis year’s technology survey found a third of real estate

practitioners—34 percent—now rely on GPS navigation for help getting around. The technology is evolving in two directions: hardware and service.

On the one hand, you have hardware systems like Sony’s Nav-U line, TomTom’s car navigation systems or the Gamin nuvi 880. But you’ll likely see more GPS capabilities becoming a function built into other hardware, or provided as a service, rather than requiring a dedicated device. For example, services like Verizon’s VZNavigator, AT&T Navigator, Sprint Navigation, and Telenav offer point to point directions on your cell phone.

The 4 Tech TrendsSo what technology is gaining traction and will likely

only get bigger in 2009? Here are four tech toys—you’ll undoubtedly already recognize—that will help you stay ahead of the curve with the latest advances.

1. Maps. Just a few years ago, a map to listings on a Web site seemed innovative. Now it’s routine, and map mash-ups have emerged as the next standard.

According to the 2008 REALTOR® Technology Report, 69 percent of real estate pros say they incorporate some form of map on their Web sites. Seventy-one percent of them have map-based searches, and 63 percent combine that map

with other information about the area. Project the concept forward and property or neighborhood “wikis”— interactive compendiums of information and images about that home or neighborhood provided by the site host as well as visitors—seem the likely next step.

2. Virtual tours. Virtual tours themselves will remain a focal point. The trend there: make them much more informative and involving. Use of video to give visitors a better sense about the property is gaining, but as a complement to rather than replacement for the photo tour. Interactive floor and room plans that let viewers explore the space and how they might use it deliver the kind of practical benefit, suggesting they too shall become more common. (See: 5 Ways to Dress Up Your Virtual Tours)

3. Social networking. One key challenge all real estate professionals still face online is connecting with consumers. In response, practitioners are exploring and experimenting with social networking sites over the past year. The technology survey found a full third of respondents now involved in some aspect of social networking.

They’re using social networking sites like Facebook and MySpace to get before potential clients, LinkedIn, and ActiveRain to network with peers, and other forums on sites like Trulia and Zillow and personal blogs to demonstrate their market expertise.

Social networking may well be critical to establishing relationships with younger consumers who already use these sites and are tomorrow’s mainstream property owners. But so far there seems to be more promise than practical impact on business for many real estate pros.

4. Text messaging. Another trend already changing communications with some clients is text messaging. Texting has become a preferred mode of correspondence with many, especially the young, and will be as standard as e-mail in the years ahead. It seems more likely to gain ground as a communications mode once a professional relationship is established. Up to that point, e-mail or a phone call will likely remain more popular points of initial contact. (Read: Tech Watch: Drive-by Marketing)

TECHNOLOGYFrom Page 19


2008We realized that a changing environment offers us

two options - evolve or become extinct.The WCR 2008 leadership team chose to step out

of our comfort zone and do some things we had never done before.

Programs Chair Denise Leider introduced “program teams” to keep everyone on the committee from having to do everything for each meeting.

Ways and Means Chair Cathleen Acosta found us something less bulky to sell and the playing cards literally flew off the tables.

Fashion Show co-chairs Sharyl Smith and Theresa Morrow stepped way out of the box and presented us with a fashion show people are still raving about.

President-Elect Janice Litke attended Realtor® Days in Tallahassee and brought back knowledge we would not otherwise have had access to. The list goes on and on.

In 2008, we tried a new venue for the January meeting and discovered it was not suitable for our needs, so we made an adjustment. We had our first joint meeting with the CRS chapter for our district and discovered we have a number of members who have already achieved that designation and a great many more who are on the path.

I believe I am the first Women’s Council President to take a “day job” in her term and I turned to my mentors and teachers (the governing board) for

guidance. Apparently, I have a reputation as a juggler, because they all felt I could manage three full time jobs - software, real estate and WCR President.

Oddly enough, I think the year was a bit more productive because I was forced to delegate more than I might have otherwise. Janice - if I can offer some advice for 2009, never turn down an opportunity to let your team members take charge of something. I guarantee they will astound you with their talents.

In March, our DVP, Candy Kelly also stepped out of the box and held the District Forum in a month other than July. She also managed to procure nationally renowned real estate technology speaker Amy Chorew. If you have not seen one of Amy’s presentations, I would highly recommend you do so the first chance you get. Around that time, our corresponding secretary accepted a job outside the industry and we were so pleased to add Sherry Bitner to the team for the rest of the year. Another challenge met and overcome.

In April, our Top Producer awards included acknowledgement of length of service to Women’s Council and the new format was well received.

Following the “if it ain’t broke, don’t fix it” theory, we had the traditional salute to past Presidents joint meeting with the Manatee chapter in May, but encouraged expo tables from non-industry related vendors. That was a huge hit.

Speaking of big hits, for the first time, we sponsored

2008 was a memorable, exciting yearfor Sarasota Women’s Council of Realtors®

2008 was a very interesting and challenging year. WCR went into this year understanding our

market has changed, our industry has changed, our organization has changed, and even the way

we do business has changed.

By Cari Faanes-Blakey, 2008 WCR President

Janice Litke President Prudential Palms Cell: 727-403-1814 [email protected]

Karen Grant President-Elect RE/MAX Tropical Sands 941-349-3460 [email protected]

2009 Line officersCindi Jackson Vice President of Membership Exit Realty Signature Properties Phone: 941-907-7730 [email protected]

Mary Conklin Treasurer RE/MAX Alliance Group Cell: 941-504-4292 [email protected]

Dave Swenson Recording Secretary EXIT Creative Realty Cell: 941-544-4366 [email protected]

Mary Mastro Corresponding Secretary Keller Williams Lakewood Ranch Cell: 586-2402 [email protected]


the immediate past President to attend the mid-year meeting in Washington D.C. to accept the latest in what has been a long line of gold level chapter awards. I was seated next to Michelle Crabtree when they announced the Mega Chapter of the Year and we looked at each other and said, “Did she say Sarasota?” What an honor that was and what a special treat it was to be able to have the 2007 President there to accept on our behalf.

In June, we reached out to SAR for a joint meeting involving some political candidates and we enjoyed that change of pace meeting.

July was our month off, but Cathleen’s team organized a very enjoyable (and profitable) outing at McCurdy’s Comedy Club – and weren’t we surprised when one of the warm-up acts was our August speaker?

In August, Nominations Chair Michelle Crabtree and her team presented us a slate of candidates that was elected in its entirety with a unanimous ballot.

Then came the fashion show. As I said before, it was totally new and fresh and those professional male models were HOT! We also hit the target for fundraising and were very glad to know the 2009 team will have plenty of money to start the year.

The rest of September and October

were a blur. FAR in Orlando afforded the team multiple networking and learning opportunities. State Representative Ron Reagan spoke very frankly with us about insurance, and we made new friends at Ceviche for our member mixer.

November brought the national conference in Orlando and I was so pleased to have five of the six WCR line officers attend. We also had a new format for the awards as an evening event that was well received and just a whole lot of fun. Thank you again for

the lovely Eisenberg Ice! I was so pleased to hear Janice’s theme

for 2009 is “Relationships”. That is the power of Women’s Council and those relationships allow us to confidently refer to colleagues we know can do the job.

I’d like to say something about someone else who can do the job. I have heard a lot of folklore about WCR Presidents nearing the end of their term and looking at their PE and saying “there is no way I can hand over this gavel. She’s just not ready yet.”

I never got that from Janice. I’ve always felt she is a strong leader, a talented and resourceful professional, and has a wicked sense of humor, which is essential, especially in this job. So I wanted to say it is with love and pride and absolutely no regrets, that I pass the gavel to the 2009 President, Janice Litke.

Madam President, it has been a pleasure to serve with you!

Remember to please mark your calendar for January 9, 2009, the first meeting of the new year at Mattison’s 41. The January WCR program is “The ‘New’ Market, and How You Can Own it!”. Dynamic speaker Alan Thompson will share sure ways to start your business in the new year off with a bang!

2009 WCR PresidentJanice Litke

Advertiser AlertDid you know you can now get your business advertisement in the pages of Sarasota Realtor®

Magazine for a lot less?

How much less?How about a Business Card size ad for as low as $75 per month? Sell a used car, old electronics, used

computers or monitors, or promote your business! You can also take advantage of a 10 percent member discount!

See Page 3 for the complete rate sheet.

Call 328-1168 TODAY!


Mem

bers

hip

New

sDesignated Realtors®

Bailey, Kimberly, Kimberly Bailey R E BrokerClaydon, James, James D Claydon R E BrokerJennings, David, RealtyOne AllianceMurray, Hubert, Keller Williams World ClassPadula, Norman, Florida Gulf Realty, LLCSimpson, Richard, Richard J Simpson R E BrokerVeon, Charles, C A Veon & Associates

New MembersAlmengual, Anthony, Horizon RealtyBlock, Richard, Engel & Volkers Sarasota RealtyEarle, Gwen, Coldwell Banker Residential REFalconer, Karen, U S Realty & AssociatesMesarosova, Iveta, Impulse Realty LLCMousseau, Gary, Coldwell Banker Residential REMulcahy, Michael, Coppola Realty GroupRossi-Tomanovich, Jennifer, Rossi & Company Inc.Schlink, Peggie Jo, Century 21 AdvantageSchneider, Adriana, Prudential Palms RealtySimon, David, Prudential Palms RealtyVan Ness, William, Monarch One Real Estate LLCVoigt, Patricia, Michael Saunders & CompanyWeigel, Blair, WEICHERT Realtors On The Circle

Now WithAker, Lisa, Keller Williams Lakewood RanchAlbritton, Robert, Cityscapes International Realty GroupArmstrong, Jeanne, First Charter Realty Inc.Barth, Monica, Signature Sothebys InternationalBayer PA, Michael, Prudential Palms RealtyBell, Willis, Century 21 AdvantageBerger, Judie, Signature Sothebys InternationalBhayat, Derrick, Cityscapes International Realty GroupBlumenthal, Marisa, Suncoast International RealtyBruns, Chris, Horizon RealtyBucknell, Lindsay, RSVP Associates Inc.Burns, Jean, Waterside Realty LLCCalderaro, Diane, Prudential Palms RealtyCarrion, Jaime, Michael Saunders & CompanyCelentano, Joseph, Century 21 AdvantageCerreta, Craig, Signature Sothebys InternationalChakos, Anne, Keller Williams Greater ManateChandler, Susan, Horizon RealtyChiodi, Sharon, Signature Sothebys InternationalClark, Paul, Signature Sothebys InternationalClark, Carol, Signature Sothebys InternationalCleary, Joseph, Waterside Realty LLCClouser, Patricia, Exit Realty Signature PropertiesCollins, Gary, Signature Sothebys InternationalCollins, Carolyn, Signature Sothebys InternationalDall’Acqua, Valerie, Signature Sothebys InternationalDavant, Peg, Signature Sothebys InternationalDavis PA, Devon, Signature Sothebys InternationalDyer, Tom, Horizon RealtyDyer, Selma, Horizon RealtyEpps, Peter, Keller Williams Greater Manate

Falconer, Gordon, James D Claydon R E BrokerFalconer, Karen, U S Realty & AssociatesFinnegan, Colleen, Signature Sothebys InternationalFlood, Mary, Michael Saunders & CompanyFlood, Robert, Michael Saunders & CompanyFrost, Jim, Horizon RealtyHale, Mary, Prudential Palms RealtyHamblin, Carolyn, Banyan Real Estate LLCHayes, Teresa, Signature Sothebys InternationalHedge, Charlotte, Signature Sothebys International Hedge, Thomas E., Signature Sothebys InternationalHedge, Thomas W., Signature Sothebys InternationalHeitmann, Karin, Prudential Florida WCI RealtyHohlt, M Arline, Michael Saunders & CompanyItts, Bob, Coldwell Banker Residential REKelley, Thomas, Signature Sothebys InternationalKraines, Christy, Town and Country Real EstateLancaster, Beth, Signature Sothebys InternationalLane, Debbie, Michael Saunders & CompanyLaughlin, Peter, Signature Sothebys InternationalLee, Carol, Prudential Palms RealtyLeereveld, Karin, Michael Saunders & CompanyLeventhal, Wendy, Coldwell Banker Residential R ELoeffler, Cheryl, Signature Sothebys InternationalMarlar, Martha, Signature Sothebys InternationalMcKenzie, Linda, Rooks Morris Real EstateMigone, Cindy, Signature Sothebys InternationalMorris, Matthew, Signature Sothebys InternationalMorris, Maureen, Signature Sothebys InternationalMurray, Wallace, Cityscapes Int’l Realty GroupNiehaus, Kristine, Michael Saunders & CompanyOdehnal, Jerry, RE/MAX Tropical SandsO’Konski, Kirk, Horizon RealtyPacifico, Michael, RoseBay Real Estate Inc.Paice, Joanne, Atchley International RealtyPerra, Doreen, Horizon RealtyPhillips, Rosalie, Prudential Palms RealtyPihl, Mary Pat, Michael Saunders & CompanyPittman, Heidi, Signature Sothebys InternationalPlummer, Nancy, Andrews & Associates RealtyPrather, Rick, Coldwell Banker Commercial NRTRoettele, Dorothy, Prudential Palms RealtyRuhle, Sue, The Rollings CompanySchemmel, Joel, Signature Sothebys InternationalSchemmel, Antonia, Signature Sothebys InternationalSchnoerr, Rose, Signature Sothebys InternationalShelare, Anita, Michael Saunders & CompanySmith, Dennis, Signature Sothebys InternationalStarr, Charles, RealtyOne AllianceSublett, Betsy, Signature Sothebys InternationalSvirsky, Elizabeth, Surfside PropertiesTengerdy, Roberta, Signature Sothebys InternationalUcci, Kathleen, Signature Sothebys InternationalVignocchi, Marla, Signature Sothebys InternationalViteri, Fernando, Signature Sothebys InternationalVoigt, Patricia, Michael Saunders & Company

The Association is pleased to welcome new members!

Continued on P. 31, see MEMBERSHIP


New Affiliate Members

Seibert Architects325 Central AvenueSarasota, FL 34236Phone Number: 941-366-9161Representative: Samuel Schmidt

Specialty: We provide architectural and interior design services for private as well as public sector clients

Oaks Club301 Macewen DriveOsprey, FL 34229Phone Number: 941-966-2161Representative: Kathleen Schmidt

Specialty: This private country club offers the finest in championship-style golf on two 18-hole courses, a professional tennis facility, and exquisite dining in three restaurants.The most attractive feature of The Oaks, however, is its vibrant social life, whether taking place in the clubhouse or among friends in one of the luxury residences situated within the gated community.

International R

eal Estate

MEMBERSHIPFrom Page 30

The Sarasota Association of Realtors®, through a special reciprocal relationship with the Paris real estate organization, FNAIM, will once again have an opportunity to exhibit at the 2009 Salon National de l’Immobilier March 19-22, 2009 in Paris, France. Stay tuned to the SAR web site and the magazine for details!

The Sarasota Association of Realtors®, through a special reciprocal relationship with the Paris real estate organization, FNAIM, has an opportunity to exhibit at the 2009 Salon National de l’Immobilier on March 19-22, 2009 in Paris, France. Join the SAR group for the trip, or send your properties to expose them to the world.

The Salon National de L’Immobilier is the largest real estate exposition in France for primary and secondary property investment opportunities throughout France. The 2008 Expo attracted over 40,000 end-buyers and 250 exhibitors. Importantly, over 17 percent of attendees are seeking homes outside Paris or abroad.

More than 250 exhibitors will include representation from the following market sectors: new construction, resale real estate; single family homes; individual homes; the financing and mortgage sector, and investor options

Participants include: real estate professionals, promoters, contractors; home builders; property managers; banks and professional organizations

Ten percent of the hits on Immobel.com come from France. SAR members’ properties are listed at no cost on Immobel.com.

How You Can Participate- Advertise in the magazine that is distributed widely

in Paris to each Expo registrant. Five classified ads are

$175, which includes five free web ads. Or buy a 1/8 page display ad for $500.

- For a low fee of $50, purchase a listing on a CD that will be distributed at the SAR Expo booth.

The CD deadline is Feb. 6, 2009. The advertising deadline will be announced soon. Watch your Weekly Updates! For opportunities, contact Carla Rayman at 927-3725, or Catherine McCaskill 941-328-1167.

Be a part of big 2009 Expo in Paris


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Monday Tuesday Wednesday Thursday Friday

1 SAR Closed New Year’s Day

2 8 a.m. CID Power Marketing

5 9 a.m. Intro to MLX 9 a.m. Code of Ethics 1:30 p.m. E & U

6 8:30 a.m. CID Board 1:30 p.m. E-Pro Workshop

7 7:30 a.m. Toastmasters 9 a.m. Design Web Page 12 p.m. Consumer Web 1:30 p.m. Tools

8 8 a.m. Power Marketing, (University Park CC) 9 a.m. iMapp 1:30 p.m. Custom Reports


12 9 a.m. New Member Orientation 1 p.m. Code of Ethics

13

14 9 a.m. Marketing with Microsoft Office

15 8 a.m. Power Marketing (Knights of Columbus)

16 8 a.m. CID Power Marketing RE/MAX Alliance

19 9 a.m. E & U 1 p.m. Intro to MLX

20 8 a.m. CID General Membership

9 a.m. MLX Advanced

1:30 p.m. Custom Reports

21 7:30 a.m. Toastmasters

22 8 a.m. Power Marketing (Knights of Columbus)


26 9 a.m. International Tax Update

27

28 9 a.m. Real Estate in Your IRA

29 8 a.m. Power Marketing (Knights of Columbus) 12 p.m. Sarasota Young Realtors


JANUARY 2009

Note: All events/classes are at SAR, except where noted

Mid-Florida Regional MLS Training The classes E & U (Entering & Updating), Tools, Design Web Pages, MLX Intro, MLX Ad-vanced, iMAPP, Custom Reports and CMA are all Mid-Florida Regional MLS training classes offered at no cost to MLS participants. All classes (except E & U) are HANDS-ON in the SAR Tech Center. Please register for all MLS classes at the MFRMLS website: http://mfrmls.com. Click on “Training,” then “Quick Class Registration” and follow prompts.

SARASOTA ASSOCIATION OF REALTORS® EDUCATION/EVENTS CALENDAR

sarasota realtor magazine - january 2009

Documents

sarasota realtor advertising

south tuttle avenue

divosta homes present

realtor bonus applicable

realtors code of ethics

president bill geller

florida sales tax