Illinois REALTOR, April 2015

THE VOICE FOR REAL ESTATE IN ILLINOIS APRIL 2015THE VOICE FOR REAL ESTATE IN ILLINOIS

THE OFFICIAL PUBLICATION OF THE ILLINOIS ASSOCIATION OF REALTORS®www.illinoisrealtor.org

+PLUS Tech & You: Smart Ideas REALTORS® Can’t Do Without

STAGING

Dated Properties

Illinois faces senior housing challenges

5Strategiesfor SENIORCLIENTS

ILLINOIS ASSOCIATION OF REALTORS®

THE VOICE FOR REAL ESTATE IN ILLINOIS

CONTENTSAPRIL 2015

Features

Departments

ILLINOIS REALTOR® April 2015 3

13 Five Senior Homebuyer & Seller Challenges Solved

16 Older Americans by the Numbers

18 Staging the Senior Home

20 Harvard Research Identifies Looming Senior Housing Issues

29 Advertising and Designation Usage Top Complaints to IAR Citation Program

Cover:buso23/Bigstock.com

www.illinoisrealtor.org/springconference

Early Bird

Registration

April 15

4 President’s Message: Illinois’ Aging Population

5 What’s Online: New Challenges and Goals for RPAC, On Common Ground

6 Quick Takes: Cash Sales Down, Kidzeum, 2015 Cost vs. Value

8 At the Capitol: The Power of the REALTOR® Voice! #PowerofR

10 Legal Update: Fair Housing, Drones and Illinois’ New Eavesdropping Law

21 Tech & You: Balancing Personal and Professional Needs

25 RVOICE: REALTOR® Advocacy Success Begins with You.

26 Commercial Corner: Global Business

28 Market Watch

30 REALTOR® Community

PRESIDENT’S MESSAGE

Jim Kinney | ABR, CRB, CRS, GRI, 2015 IAR President

Nearly every day, I see the tough decisions facing senior homeowners as they balance maintaining independence with acknowledging that they aren’t as physically agile as they once were.

Clients I work with are downsizing from larger houses into much smaller spaces, touching off an emotional tug-of-war which pits sentimentality against practicality. In other cases, they may find themselves living in a home which was never designed for wheelchair access, forcing tough decisions over whether to modify or sell.

I’m not alone in seeing these life-changing dramas play out. IAR’s 43,000 members are often trusted advisors for seniors looking for guidance on how to ensure the best possible housing future. That’s why this year I created the Senior Housing Working Group which will focus on the challenges before Illinois’ growing population of elderly residents.

REALTORS® have always played a role in helping clients with life’s big decisions. This issue of Illinois REALTOR® — and my focus this year as IAR president — will help the association better meet the needs of this special group of people.

Best regards,

REALTORS® CAN MAKE A DIFFERENCE FOR ILLINOIS’ AGING POPULATION

4 www.illinoisrealtor.org

“IAR’s 43,000 members are often trusted advisors for seniors looking for guidance on how to ensure the best possible housing future.” — Jim Kinney

IAR President Jim Kinney at an event for global real es-tate (top photo); Inaugural activities in Springfield with IAR officers, Treasurer Doug Carpenter and President-elect Mike Drews (middle photo); and at IAR Public Policy Meetings with IAR Director of Governmental Affairs Greg St. Aubin and state Rep. Mike Unes, R-East Peoria (bottom photo).

WHAT’S ONLINE


ILLINOIS ASSOCIATION OF REALTORS®

THE VOICE FOR REAL ESTATE IN ILLINOIS

2015 IAR OFFICERS

PresidentJim Kinney, ABR, CRB, CRS, GRI [email protected]

President-ElectMike Drews [email protected]

Treasurer Doug Carpenter, ABR, AHWD, [email protected]

Immediate Past PresidentPhil Chiles, ABR, CRS, GRI, SRES [email protected]

Chief Executive OfficerGary Clayton, CAE, RCE

EditorJon Broadbooks

Senior Editor Stephanie Sievers

Content Marketing SpecialistBill Kozar

Graphic Designer Katie Grant

For advertising information contact Arlene Braithwaite, 410-772-0820, [email protected]

The ILLINOIS REALTOR® (ISSN 0744-221) is published four times a year during the months of January, April, July, and October by the Illinois Association of REALTORS®, Post Office Box 19451, Springfield, Illinois 62794-9451. Periodical postage paid at Springfield, Illinois and at additional mailing offices. Postmaster: Send address changes to: The ILLINOIS REALTOR®, Post Office Box 19451, Springfield, Illinois 62794-9451, 217/529-2600.

Opinions expressed in any signed articles of the ILLINOIS REALTOR® are those of the author and do not necessarily represent the opinions of the Illinois Association of REALTORS®. Advertising of product or services does not imply endorsement.

Advertising rates are available at www.illinoisrealtor.org or on request. Annual dues of every REALTOR®, REALTOR-ASSOCIATE®, and Affiliate member of IAR includes $3 for a one-year subscription to the ILLINOIS REALTOR®.

VOLUME 52: NUMBER 2

Copyright © 2015Illinois Association of REALTORS®

All rights reserved.

www.illinoisrealtor.orge-mail: [email protected]: www.IARbuzz.com

Like us on Facebook. Join us on LinkedIn. Follow @ILREALTOR and @ILREALTORmag on Twitter. Subscribe to YouTube.com/illinoisrealtor

NEW CHALLENGES AND NEW GOALS FOR RPAC The Illinois REALTORS® Political Action Committee (RPAC) needs you! In 2015, RPAC has set a fundraising goal of $1.1 million to support REALTOR®-friendly candidates for public office and it cannot happen without you. Invest in your business by investing in RPAC. https://rpacnow.com

GOhttps://rpacnow.com

IAR INTERACTIVE WEBINARSTake the courses you need without ever leaving home with the IAR Licensing & Training Center’s interactive webinar course series. Find pre-license, post-license and continuing education courses taught by Illinois instructors Lynn Madison and Norm Willoughby. Course options are available throughout 2015.

Find one that fits your schedule and register online at https://iar.webex.com

ON COMMON GROUNDwww.illinoisrealtor.org/oncommonground The semi-annual newsletter, On Common Ground, provides Illinois elected officials with research, local ordinance and state law updates, and economic data related to the state’s real estate industry.

GET SOCIAL WITH IAR IAR offers a number of ways for you to connect with IAR on social media including:

www.facebook.com/IllinoisAssociationofREALTORS

https://twitter.com/ILREALTOR

www.linkedin.com/company/iar-llinois-association-of-realtors

www.youtube.com/user/IllinoisRealtor

www.illinoisrealtor.org/downloadsDownload the most up-to-date forms, brochures, manuals and guides FREE for members

The RPAC Triple Crown events at IAR Public Policy meetings in January raised $80,000 and got RPAC off to a strong start for 2015. Thank you to everyone who volunteered and contributed to the auction.

QUICK TAKES


April is Fair Housing MonthOn April 11, 1968, President Lyndon B. Johnson signed the fed-

eral Fair Housing Act into law. A short film from the National Fair Housing Alliance and Nationwide Insurance, “Seven Days – The Passage of the Fair Housing Act,” recounts the events, including the assassination of Dr. Martin Luther King, Jr., that occurred in the days before the passage of the landmark law.

Today’s federal Fair Housing Act prohibits discrimination based on race, color, national origin, religion, sex, disability or familial status but state laws and local ordinances can and often do protect additional classes. REALTORS® need to know and follow the fed-eral, state, local and ethical fair housing guidelines. Find fair housing resources at www.illinoisrealtor.org/fairhousing/resources including the IAR brochures, “Fair Housing is a Serious Matter! A Guide for Real Estate Professionals” and “Fair Housing is a Serious Matter! A Sellers’ Guide.”

Find the video at https://www.youtube.com/watch?v=0EKo5rBBzpI.

About Tableau maps: www.tableausoftware.com/mapdata

24%

32%

51%

32%35%

27%

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24%


34%

Figure 2: Cash Sales Share of Total Sales

Source: CoreLogic November 2014© 2015 CoreLogic, Inc. All Rights Reserved.

Cash sales continue downward trendCash transactions are accounting for a smaller share of U.S. home purchases. In the final months of 2014, cash sales made up 36.1 percent of total home sales, marking nearly two years of consecutive monthly declines, according to CoreLogic, a data and analytics company. Cash sales made up 35 percent of all Illinois sales in November 2014. www.corelogic.com/blog

Cash Sales Share of Total Sales

Source: CoreLogic, a data and analytics company, November 2014

IHDA Offers @HomeIllinois Mortgage Program

The Illinois Housing Development Authority (IHDA) has a new mort-gage program offering $5,000 in down payment or closing cost assistance and customizable loans for eligible Illinois first-time buyers, repeat buyers and homeowners looking to refinance. Learn more about @HomeIllinois at www.athomeillinois.gov. IHDA has ended the Building Blocks Pilot Program and the Welcome Home Heroes and Smart Move Trio loan programs.

X Mark your calendar: IAR Legal Services will discuss fair hous-ing issues among other things in the April IAR Legal Webinar.


A homeowner’s net worth is more than 36 times greater than that of a renter, according to a Survey of Consumer Finances from the Federal Reserve.

36 Illinois REALTORS® are show-ing their support for green and sustainable living by donating $53,000 to the Green Home Construction Exhibit at the pro-posed Kidzeum of Health and Science in Springfield. One of the missions of the Kidzeum is to educate children about the importance of building healthy and efficient communities.

IAR Sponsors Kidzeum Green Home Exhibit

Illinois again ranksNo. 1 in green buildingsFor the second year in a row, Il-linois leads the country in having the most green-certified buildings per capita square footage, accord-ing to the U.S. Green Building Council. In 2014, Illinois had 174 buildings meeting Leadership in Energy & Environmental Design (LEED) certification require-ments. In the five years that the U.S. Green Building Council has released state rankings, Illinois and Colorado are the only two states to consistently make the top 10 list.

2015 Cost vs. Value: Smaller remodeling projects are best values

When it comes to recouping more of your remodeling money, sometimes simpler is better, according to the 2015 Remodeling Cost vs. Value Report. Upgrading to a steel entry door continues to offer the big-gest payback with garage door replace-ment and siding improvements also ranking high. Find the entire report and regional breakouts at www.remodeling.hw.net/cost-vs-value/2015/

What were some of the best remodel-ing bets for the East North Central region that includes Illinois?

• Steel entry door • Garage door replacement• Manufactured stone veneer• Siding replacement • Window replacement• Attic bedroom• Wood deck addition

The annual report is produced by Remodeling Magazine in cooperation with the National Association of REALTORS® and REALTOR® Magazine.


The members of the 99th Illinois General Assembly were sworn into office on Jan. 14, 2015. Over the next two years there will be several thousand legislative proposals introduced, discussed and voted upon and hundreds of these proposals have the likelihood of affecting REALTORS®’ ability to do business in Illinois and to impact the rights of private property owners. We promise to keep you posted on the vital issues in the weekly State Capitol Report that summarizes the action in Springfield, on our website and on our lobby day.

You can rely on your lobbyists to be in the Capitol every day and to research, review and analyze critical bills, to repre-sent you in testimony before various committees of the House and Senate and to educate your representatives and sena-tors on these proposals. But, we rely on you to be involved to carry that strong, consistent message to those who represent you. Your involvement ensures that we continue to be one of the most powerful trade associations in Illinois. The adage of strength in numbers is so true and your voice and action in response to legislative proposals defines our effective grass-roots network. Elected officials look to you as the experts on issues that impact the real estate industry and private property rights.

The success of our strong grassroots network has been demonstrated repeatedly. But we can always be better. Take the time to respond when we send out those emails urging you to contact your elected officials. IT MATTERS! We do not send out alerts on every proposal, but instead pick those that are critical, either for passage or defeat. In a typical session, we identify four to six bills for “Calls for Action” and perhaps a few more in which we will call upon Illinois REALTORS® who have legislators on specific committees. The judicious use of a “Call for Action” underscores its importance. Remember — your legislators need to hear from you, because they value your opinion as a constituent and an expert as to how a leg-islative proposal would affect the real estate industry and the rights of private property owners.

When IAR issues a “Call for Action,” you will receive an email alert. This email will give you some talking points to explain the legislative proposal and our position on the issue.

AT THE CAPITOL

THE POWER OF THE REALTOR® VOICE!

Julie Sullivan | Assistant Director, Legislative and Political Affairs

A sample email response will be provided which you can send to your legislator in two clicks — one to open and one to send.

We also have an established State Legislative Contact (SLC) network which is made up of a designated key contact and team for each member of the General Assembly. These REALTOR® members have established a working or personal relationship with each representative or senator. The network’s goal is to have a key contact working with a team of 5-10 addi-tional REALTORS® to provide that local and personal con-tact. These contacts may make personal phone calls or sched-ule office visits, either in Springfield on our annual lobby day or back home in the district to discuss key issues. Our SLCs also ensure the involvement of legislators in appropriate local association events. Should you be contacted by one of our State Legislative Contacts to join the team, please volunteer!

Join us on April 14 for the 39th annual IAR Capitol Conference in Springfield. During this annual REALTOR® Lobby Day, IAR lobbyists will brief you on the hot legislative issues and you will have the opportunity to be at the Capitol for floor or committee action and to meet with your legisla-tors. The day ends with a reception that will allow you to net-work with your colleagues and members of the House and the Senate. #PowerofR

Your legislators need to hear from

YOU, because they value your opin-

ion as a constituent and an expert on

how legislative proposals could affect

the real estate industry and the

rights of private property owners.

April-May Session Dates of the Illinois General Assembly

April 14-16; 17 (House only); 20 (House only); 21-24; 28-30;May 5-8; 12-15; 18-22; 23-24 (House only); 25-31;Scheduled adjournment date of 2015 spring session: May 31, 2015

For video/audio of action from the House or Senate floor; full text of bills and amendments; schedules and contact information for the Illinois General Assembly, www.ilga.gov


#PowerofR

IAR Capitol Conference “REALTOR® Lobby Day”

April 14, 2015

Learn the issues and discuss the REALTOR® agenda with your state legislators

Legislative briefings and Capitol visits

Meet with members of the Illinois House and Senate on key REALTOR® issues

Legislator networking reception

#PowerofRwww.illinoisrealtor.org/capitolconference

Get involved!

GET INVOLVED!

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LEGAL UPDATE

Q A landlord received an application from a well-qualified individual who wants to rent the landlord’s unit. The tenant applicant is deaf and has a service dog to help him with his daily life activities. The dog alerts him to the doorbell, the phone, and alarms among other assistance activities. The landlord’s building has a “no pets” policy so the landlord wants to know if he can decline the lease to this applicant based on the policy. If not, how should the landlord proceed? Are answers the same for other situations that might be similar but involve different types of tenant challenges and/or different animals?

A The short answer regarding the ability of the landlord to deny the well-qualified applicant is no, the landlord could not deny based on his “no pets” policy and would need to provide this “reasonable accommodation” for the tenant. On these facts, it appears that the dog is a legitimate service animal that helps his person carry out basic life functions. Not only is this scenario covered under the federal Fair Housing Act but; depending on other factors, might also be covered under Section 504 of the federal Rehabilitation Act of 1974 and the Americans with Disabilities Act. The landlord could ask for some basic proof from the tenant prospect that he needs the service animal. This might be accomplished by a note from the tenant’s physician explaining the tenant’s need for the assistance animal. The landlord is not entitled to detailed medical records supporting the tenant’s request. It is important to note that if the situation is obvious as to why a person would need an assistance animal, the landlord may not ask for further proof. An example of this would be a visually impaired person who requires a guide dog.

Once it has been established that the tenant needs the service animal to assist him in his daily life, either because it is obvious or because the tenant has provided some basic assurance to the landlord (or the landlord’s agent), the landlord should know that he can’t legally charge a higher security deposit amount based on the presence of the service animal. This would be considered a form of impermissible discrimination. When the tenant moves out, the tenant might be responsible for the actual costs of any needed repairs beyond regular wear and tear in the unit.

The service or assistance animal does not have to come with any specific training. On the facts presented, the service dog is likely trained for specific duties to assist his non-hearing person. However, if a tenant has an “emotional support” animal and provides some basic level of proof defining the assisted person’s need, the same rules would apply and the assistance animal would need to be accepted for an otherwise qualified tenant. An exception to this general rule would be if the assistance animal is one that would pose a danger to others. These questions would be addressed on a case-by-case basis.

A good source of information on this and related questions is a document entitled FHEO-2013-01, issued April 25, 2013, produced by the U.S. Department of Housing and Urban Development. https://portal.hud.gov/hudportal/documents/huddoc?id=servanimals_ntcfheo2013-01.pdf

NAVIGATING THE LEGAL ISSUES AROUND FAIR HOUSING, DRONES AND ILLINOIS’ NEW EAVESDROPPING LAW


Elizabeth A. (Betsy) Urbance | IAR Legal Hotline Attorney; Associate, Sorling Northrup Attorneys

Q Is it permissible for a seller to audio-record the conversations between a buyer and her broker in a listed property?

A What one might consider a fairly basic question with a fairly easy answer has not really been the case lately in Illinois. Prior to the Illinois Supreme Court striking down the Illinois Eavesdropping Statute in relatively recent cases, that statute required consent of the parties in virtually every conversation where audio-recording was taking place. The Illinois Supreme Court struck down that statute as unconstitutional and overly broad. In response, the state legislature enacted a new version of an eavesdropping law, Public Act 098-1142 (the Act). The Act became effective on Dec. 30, 2014. Without getting into an intense review of the Act’s provisions, the summary analysis is that where there is an expectation of privacy, the parties must consent to have the conversation recorded (audio).

What we don’t know is whether a conversation in a home that is listed for sale or rent would be considered one where the buyer and her broker have an expectation of privacy. The knee-jerk reaction is likely, yes. If there are only two of you in the property, you would expect that your conversations are private. But does the fact that the home is listed for sale or rent, thus exposing it to the public to some extent, change things? Unless and until we have direct guidance on this question by rule or by case law, here are some practical suggestions: If you represent the seller of the listed property, get express consent from those viewing the listing, or at least post an obvious notice that you are audio-recording inside the property. If you represent the buyer, recommend that you both refrain from discussing the listing in any detail, or discussing any possible terms or existence of an offer until you leave the grounds and are clearly in a private place.

Also, be aware that sellers are allowed to video-record only without specific consent so long as the video-recording (no audio element present) is not being used in an obviously private place, i.e. a restroom.

Q Would you provide an update on the latest regulatory landscape for the commercial use of drones, otherwise known as Unmanned Aerial Systems or Vehicles (UASs or UAVs)?

A Yes. As of press time, the latest is this: The Federal Aviation Administration (FAA) has recently published proposed rules. The National Association of REALTORS® (NAR) is monitoring this rulemaking closely. There will be a comment period which could take quite some time and could likely extend beyond 2015 (despite the fact that rules were supposed to be in place by late 2014). The expected timeframe is 18 months or longer.

In the meantime, the FAA says that it will grant permits for commercial drone use on a case-by-case basis. However, before you run out to seek your FAA certificate, you might consider the case of an Arizona REALTOR® who, while successful in acquiring FAA permission to fly his drones commercially, agreed to some very stringent requirements. For example, he will need to


GOT A LEGAL QUESTION? The IAR Legal Hotline is the Designated REALTOR®/managing broker’s go-to source for legal information.

Phone: 800.952.0578Email: [email protected]: 9 a.m. to 4 p.m., Monday through Friday

GOT A LEGAL QUESTION ON TRANSACTIONS? Call the IAR Transaction Helpline.

Phone: 844.647.3833Email: [email protected]

“acquire a private pilot’s license and medical certificate” before he can legally operate his drone for commercial purposes under the certificate. There are quite a few other restrictions that apply to the actual operation of the unit, such as height of flight and time of flight restrictions to name two.* The proposed rules do not require a pilot’s license or another person to act as a “spotter.” There are, however, size, weight and area restrictions proposed for commercial drone use.

As a result, IAR’s suggestion remains do not fly your drone for commercial purposes unless and until there are FAA rules in place setting forth the parameters for permitted use; or unless you are issued an FAA certificate to fly. If you feel you must fly your drone, IAR highly recommends that you visit with your attorney and your insurers before doing so. It is probable that you would not have insurance coverage should your drone crash, cause damage and you are found to be acting in contravention of federal regulation.

* FAA Oks Aerial Photos for Arizona REALTOR®, REAL-TORMag, Daily Real Estate News, Wednesday, January 7, 2015, citing “Why This Guy in Arizona Can Fly a Drone And You Can’t,” ABC News, and “Arizona Realtor® cleared to use drone to show homes,” HousingWire (Jan. 7, 2015)

* A proctored exam (online with Package #1 or on-site with Package #2) is required for any home study or online course in the State of Illinois.

The IAR Licensing & Training Center is your trusted source for state-approved real estate licensing and continuing education courses (classroom, home study & online) including NEW state-of-the-art interactive course webinars - you don’t have to leave home!

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&5 ILLINOIS REALTOR® April 2015 13

It didn’t take long for REALTOR® Marilyn Kohn to realize that she had her work cut out for her if she

wanted to sell the property that she was previewing.

“The entire kitchen was painted an aqua blue color —

cabinets and everything,” recalls Kohn, SRES, a broker-

associate with RE/MAX Unlimited in Peoria. Owned by a senior who

was moving into a retire-ment home, the older home

needed to be “neutralized” on the color scale and “lightly”

updated before it would attract a modern-day buyer, Kohn said.

Working with the seller’s daugh-ter, Kohn selected a few areas of the home

that needed adjustment (starting with the all-blue kitchen) and came up with a game plan that

wound up paying off. By de-cluttering the home, doing some basic staging, bringing in a painter, and

gently urging the homebuyer to give some of her posses-sions to her grandchildren, Kohn was able to market and sell the home at an affordable price and within a reason-able timeframe.

SENIORHomebuyer

Seller Issues

Solved!By Bridget McCrea


The challenges Kohn faced are being played out in house-holds across the country for aging homeowners.

“I don’t think the male buyer would have purchased the home if we’d left the soft/feminine colors in there,” says Kohn. “What we did gave the entire place a different feeling, and really made it more attractive to a wider pool of buyers.”

Grabbing the Opportunity

As a holder of the SRES (Seniors Real Estate Specialist®) designation, Kohn works with a large percentage of homebuy-ers and sellers who are over 50. With the nation’s more than 73 million Baby Boomers (currently aged 51 to 69) slowly mak-ing their way into retirement, the opportunity to work with these buyers and sellers is quickly growing. Some are selling their long-time family homes, others are downsizing as a way

to simplify their lives, and still others are looking for larger properties to comfortably accommodate themselves and their aging parents.

As Kohn has already learned, work-ing with senior customers requires a special touch. Here are five issues that tend to sur-face when working with these consumers, and some effective strategies for overcoming the challenges:

1They’ve been in their homes for decades. And while the homes tend to be well built and sturdy, unless the owners have taken the time to regularly update them, they’re probably outdated on the inside.

Knowing this, Kohn is never surprised to see orange shag carpet, avocado-green appliances, and other circa 1970 and 1980 features. Getting homeowners to realize the problem and do something about it is a different story. “It’s hard to make someone understand that their 40-year-old pure wool carpet is undesirable,” Kohn said. “Or that the custom silk drapes in non-modern colors aren’t going to be attractive to today’s homebuyer.”

Much like she approached the aqua kitchen challenge, Kohn says she walks owners through some of the basic steps that they can take to bring their homes into the 21st Century. She sees de-cluttering, swapping aged vinyl tile for hardwood flooring in certain areas of the home, painting, and even tak-ing unwanted (yet valuable) items to local pawn shops as good moves. “I recently worked with someone whose children didn’t want her silver, so a salvage professional came out and paid her for it,” Kohn said. “It’s a shame, but that’s just one of the things you have to know how to deal with when working with older sellers.”

2 Their relatives have a tendency to “meddle.” Unless the senior homeowner is dealing with mental capac-ity issues, Kohn sees little reason for the entire family to get involved with the sales process. Unfortunately,

keeping meddling family members out of the picture isn’t always easy.

“The kids often get more involved than they should in the actual listing and selling process,” Kohn said, acknowledging the fact that the involvement usually stems from concern for their parent(s) welfare. To prepare herself for this challenge, Kohn says she always asks in advance: Who is going to be involved in this transaction? Will there be any children, nieces, nephews or other relatives that I’ll need to keep posted on the

progress? “When I know the answers to these questions in advance, I can be more proactive about keeping everyone in the know,” says Kohn. “I can also set the tone early on concern-ing just what we are (and aren’t) willing to do in terms of other family members.”

3 Family members don’t always have the authority to act. Before REALTOR® Catherine Terpstra, SRES, begins working with senior sellers, she always sits down face-to-face to determine their ability to fill out

paperwork and make decisions, and asks if any other family members have the authority to do the same. “It can be tricky because you want to make sure they have the authority to move forward with the listing agreement and then a contract for purchase,” says Terpstra, a broker-associate with Coldwell Banker Residential Brokerage in Naperville and past-chair of the Mainstreet Organization of REALTORS®’ Senior Services Task Force (SSTF). The same approach comes into play when a son or daughter takes the lead, Terpstra said. She will ask upfront for documented proof of that person’s authority — namely to avoid issues once contracts are in place and the clos-

ing date is set.“You have to make sure that individ-

ual has the authority to list the property,” Terpstra said. “In some cases, an attorney will have to get involved at this stage — before you get started on any paperwork or transacting.”

4 Affordability may be a factor for senior homebuyers. Maybe they want to move to a warmer climate. Perhaps they want to relocate closer to their

children and grandchildren. Or maybe they’re interested in one of the many country club-like retirement homes that are crop-ping up throughout the state. Regardless of the reason behind their move, seniors often run into financial obstacles when pur-chasing real estate. “Some seniors are in great financial shape, but with everything that’s gone on in the markets over the last few years, others are not,” says Terpstra. In order to help their adult children cope with the negative impacts of the recession, for example, some parents refinanced their homes in order to free up cash. Then, when property prices declined, those seniors may have found themselves “upside down” with their

Marilyn Kohn

Catherine Terpstra

“You’ve got to be able to identify

the best situation for specific

individuals and what they are

going to be able to handle both

emotionally and physically as they

transition to their next phase of

life.” — Chris Read


mortgages. Short sales and foreclosures ensued in some cases, leaving seniors on shaky financial ground. Terpstra handles these issues on an individual basis. For example, someone wants to move into a retirement facility, then she helps them find out about any “guaranteed sales programs” that the company offers. “There are all different options available, including those that allow the buyer to move into the facility before his or her home is actually sold,” Terpstra said. “By either paying a down payment and a monthly fee, or in some cases, deferring payments to a future date,” she said.

5 Every situation is different. According to REALTOR® Chris Read, SRES, managing broker with CR Strategies, LLC, in Woodridge, seniors are not a homogenous group. Because of this, REALTORS® need to realize that each new deal will start from scratch — ide-

ally with an interview to find out exactly what the customers’ specific wants, needs and challenges are. For example, some may have loads of possessions that need to be sold and/or given away before the downsizing can take place. Others may have financial challenges that need to be addressed and/or cleared

up. Still others may have younger family members that require special attention and consideration before the deal can close. From the REALTOR®’s perspective, Read says care must also be given to properly price and market the home for sale in a way that takes these and other factors into consideration. And that, she adds, is why certifications like SRES combined with participation in local and state senior-oriented task forces are valuable for agents.

“Any agent specializing in the senior market needs a specific set of skills and needs to know what options are out

there for their buyers and sellers,” Read said. “You’ve got to be able to iden-tify the best situation for specific individuals and what they are going to be able to handle both emotionally and physically as they transition to their next phase of life.”

Of course, clients of any age can present their own unique set of oppor-tunities and challenges for Illinois REALTORS® — and seniors are no dif-ferent. These obstacles aside, Kohn says working with those 50 and older is extremely rewarding.

“These are wonderful people whom I really like working with,” says Kohn, “but in the end you always have to remember that, in most cases, you’re probably dealing with a downsizing situation that can exact an emo-tional toll. Because of this, the deals can take up more of your time, but once everyone is comfortable with the arrangement, it usually works out very well.”

Chris Read

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Set Yourself Apart as a Seniors Real Estate Specialist (SRES)Gain better insight into today’s fastest growing real estate market by earning the Seniors Real Estate Specialist, or SRES, designation. The National Associa-

tion of REALTORS® designation program educates REALTORS® on how to better serve the lifestyle and housing needs of clients age 50 and over.

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About the writer: Bridget McCrea is a business, real estate and technology writer in Clearwater, Fla. She can be reached at [email protected].

OLDER AMERICANS


by the Numbers

132 millionThe number of people in the U.S. who will be at least 50 years old by 2030. Americans aged 65 and older will nearly double in that time as Baby Boomers grow older. (Source: Joint Center for Housing Studies of Harvard University)

$73,211The average debt level for Americans aged 55 and older in 2013. Debt was down slightly from $80,465 in 2010 but higher than the $36,144 average seen in 1992.

42%The percentage of households aged 65 to 74 who had housing debt in 2013. Of those aged 75 and older, 20 percent had household debt. (Source: Employee Benefit Research Institute, Debt of the Elderly and Near Elderly, 1992-2013”)

1 in 3

Persons reaching age 65 have an average life expectancy of an

additional 19.2 years (20.4 years for females and

17.8 years for males). (Source: Administration on Aging: “Profile of Older Americans 2013”)

Almost half of older women (45%) age 75+ live alone.(Administration on Aging)

Over 3.9 million elderly persons (9.1%) were below the poverty level in 2012.

(Administration on Aging)

75% The majority of Baby Boomers say they want a single-story property for their next home.(The Demand Institute, “Baby Boomers and Their Homes”)

The share of Baby Boomers who will move out of state when they relocate. The majority (67%) are expected to stay in-state and more than half of those will relocate within 30 miles of their current home. (Source: The Demand Institute)


by the Numbers

14%Fourteen percent of all home purchases were by a multi-generational household, consisting of adult siblings, adult children, parents and/or grandparents. (Source: NAR 2014 National Association of REALTORS® Home Buyer and Seller Generational Trends study)

3,100,343 Baby Boomer population in Illinois in 2014.(Source: AARP)

A typical buyer plans on living in home 15

years

PARTY LIKE IT’S

1999The typicalhome was

built in 1999

Five Traits of People Buying Senior Housing or in Active Adult Developments:

bought in senior housing or in active adult communities

13%

33%considered convenience to health facilities important

41%

considered a home in a planned community important to their neighborhood choice

(Source: NAR 2014 Profile of Home Buyers and Sellers)

More Americans are putting off retirement and working past 65.

Less than half (47%) of Baby Boomers are retired today but that number will climb to 58% in five years.(Source: The Demand Institute, “Baby Boomers and Their Homes”)

47%

58%

5 Y

EA

RS

63%The number of Baby Boomers who expect to “age in place” and remain in their current home.(The Demand Institute)


STAGING the Senior Home

BY BERNICE ROSS

When younger buyers compare a senior’s home with what they

see on television, the property can seem dated. What steps can older sellers take to make their property appeal to younger buyers without breaking the bank?

REALTOR® Leslie Ebersole of Baird & Warner’s Fox Valley office recently listed a house for a couple that was moving into their retirement home.

Their 25-year-old house was perfectly up-to-date when it was built, but now it was a little dated. The living room had too many pieces includ-ing two china cabinets plus six armchairs in different styles and fabrics, Ebersole said.

“The first thing we did was ask where they were in terms of separating from their trea-sures. We also determined who in their family was willing to take things away and scheduled that to happen. For other items, great fallbacks include people who conduct estate sales and local church resale shops,” she said.


“When people want to leave their excess furniture in the house while it’s being marketed, it’s usually in the hopes that the kids will pick it up or the buyer will want it,” Ebersol said. “When that happens, we are polite but firm; those things must be removed before we list the property.”

Ebersole said a major stumbling block for seniors staging their homes is that they are saying goodbye to treasured parts of their lives. This is especially difficult when their move is not by choice.

The Basics of Staging on a BudgetStaging a home can be reduced to seven steps: cleaning,

removing, rearranging, repairing, adding to, painting, and replacing. The first four steps are essential if sellers want to maximize their price. For example, squeaky-clean houses com-mand a purchase price of up to 10 percent more. Other basics include making sure the house smells good and that the tem-perature is comfortable. Nothing turns off a buyer faster than a dirty, smelly, or uncomfortably cold or hot house.

Buyers also make snap decisions about the property’s con-dition. A leaky faucet, a window that doesn’t open, or an inop-erable doorbell can give the impression that the property is in poor condition. Have sellers repair any damage visible from the street, paint the trim if needed, and park the cars in the garage or on the street.

Another inexpensive strategy is to add candles, pillows and fresh flowers to make the home more appealing. These simple fixes are inexpensive and will help the sellers net more at closing.

Make the House the StarREALTOR® Craig Schiller of Baird & Warner’s Fox

Valley office has owned a staging company for 15 years. He combines humor with straight talk to help the sellers under-stand the importance of staging. Schiller explains:

“I’m not here to critique your decorating choices. Staging is using design as a marketing tool to make the house the star, not the stuff in it. In fact, my job is more often ‘Bruno the Mover’ than ‘Dolly the Decorator.’ We’re aiming for BBC—‘big, bright, and clean.’ Let’s play with the space in one room to show you how it works.”

When sellers experience the difference, they normally agree to stage the entire house.

To achieve “big, bright, and clean,” Schiller recommends using at least three light sources per room. Clean the win-

dows and skylights, dust the light bulbs or replace them with higher wattage bulbs. Replace heavy draperies and sheers with a single drapery panel to frame each side of the windows. If the sellers have brass light fix-tures, it can cost as little as $10 per fixture to update them with brushed nickel or bronze with milk white glass. Other tips include using plants “to bring the outside in” and removing area rugs on top of carpeting.

Each Room Should Invite the Buyer to Come in and Have a Seat

Diane Vander Weele of Chicago’s ProBuyStaging.com says, “You want the buyers to picture themselves living there. Each room needs to invite the buyer to come in and have a seat. In fact, I had one showing where the buyer left after a few minutes, returned with a blanket and then cuddled up on the couch in front of the fireplace.”

Vander Weele says wallpaper, oak cabinets and oak woodwork are out, especially when paired with gray walls. A white painting kit and replacing any brass drawer pulls with brushed nickel or bronze pulls can freshen up a kitchen

inexpensively. If the sellers have the budget, replacing cheap interior wood doors with white doors can make a huge difference as well. To make sure your listings look as up-to-date as possible, keep track of cur-rent trends. Look at decorating magazines, visit sites such as Houzz.com, and visit new model homes for additional ideas. Finally, pay attention to smell. If the sellers are using mothballs, get rid of them!

Show the Sellers the Buyer’s First Impressions

Sellers usually enter their home through a back door or the garage. Consequently, they are often unaware of how their home appears to someone who parks on the street. Richard Kline, the Staging Guy from Austin, Texas, uses the following approach to show sellers how buyers will perceive their home.

“When you first pull up to the home, take a picture from the street, preferably on your tablet so it’s easy to see. Take a second picture as you wait at the door. When the seller answers the door, ask their permission to take another pho-tograph as you first step inside. Next, show the sellers the pictures you took and say, ‘Here’s the first impression that buyers will have of your house. What do you see?’”

The photos allow sellers to experience their property as a neutral third party. In fact, many sellers are shocked when the pictures show how worn or dirty the carpets appear as well as how cluttered their home looks. When sellers can see the issues for themselves, they’re much more open to staging.

Kline tells sellers that when you list a home, it becomes a product. “Your comfort should be secondary. Pack up the old recliner and stage the room around the fireplace, not the television. The sooner your house sells, the sooner you can enjoy your recliner in your new home.”

Stage the Bedroom and Master Bath for Romance

Kline believes that, “The master should be the adult’s retreat with a focus on romance. Get rid of the television, place candles throughout, and include lots of pillows on the bed along with a new bedspread. In the master bath, put out lotions, bath salts, and piles of towels around the tub. Store any personal care products out of sight. The goal is to

Craig Schiller

DianeVander Weele

LeslieEbersole


About the writer: Bernice Ross, CEO of RealEstateCoach.com, is a national speaker, author and trainer with over 1,000 published articles and two best-selling real estate books.

establish a spa-like feel that conveys not only relaxation, but romance as well.”

In terms of the closets, Kline advises: “If you aren’t going to wear it in the next 60 days, pack

it up. Here’s why. Buyers want more space than they already have. If they open your closets and they’re completely packed, they’re going to perceive that it doesn’t have enough room for their stuff and they’ll move on to another property.”

If steps aren’t taken soon to address the housing needs of older Americans, family members, caregivers and communities will face a range of age-related issues for years to come.

That’s one conclusion drawn from a recent re-port by Harvard University’s Joint Center for Hous-ing Studies. Titled “Housing America’s Older Adults – Meeting the Needs of an Aging Population,” the report notes that while the percentage of Americans

age 50 and over is growing larger by the day, supplies of affordable, physically accessible and well-located housing are dwindling.

While one in seven Americans is at least 65 years old today, that ratio increases to one in five by 2030, says Jennifer Molinsky, a senior research associate at the Center, and lecturer at the Harvard Gradu-ate School of Design. She spoke via Skype at the IAR Public Policy Meetings in January.

According to the report, the biggest senior housing issues include: • AFFORDABILITY – Housing is typically the most expensive

item in a household budget and costs continue to rise. Lower-in-come seniors sometimes use money for rent instead of essentials such as food, thus jeopardizing their health. Those who carry debt into their later years have less to draw upon for retirement, in-cluding money for health care. As incomes drop after retirement, we can expect a larger number of lower-income older adults as the Baby Boom generation ages.

• ACCESSIBILITY – Seniors face more physical and mental challenges as they age, and their ability to easily and safely move in their homes becomes critical. The current housing stock is unprepared to support the numbers of older adults with dis-abilities we’ll see as Baby Boomers age, and there will be a need for modifications such as wheelchair ramps, wider doorways or lever-style faucets and door handles.

• PROXIMITY – Transportation planning in many communities favors drivers, not pedestrians. Those that don’t drive can become isolated. There is a need for housing near stores, medical care and social services, pedestrian-friendly communities and convenient public transportation.

• CONNECTIONS TO HEALTH CARE – Many older adults wish to age in their communities and continue to live in their homes. At-home services can support independence and health, and prevent premature moves to nursing homes.

Harvard research identifies looming senior housing issuesBy Bill Kozar, Content Marketing Specialist

Counsel the BuyersWhen you are working with older sellers remember to

be considerate of their feelings. The items in their homes are more than just things; they are connections to the life that they may be unwilling to leave behind. Guide them through the process with compassion and empathy.

Is Illinois different?In general, seniors across the country will face similar issues.

But Molinsky says accessibility may be more problematic for older Americans in the Midwest and Northeast because of the climate and the type of housing stock.

She says the good news is that accessibility solutions, such as ordinances requiring or encouraging universal design or tax incen-tive programs to help pay for home modifications, can be adapted to Illinois municipalities. In terms of connectivity, some cities, such as New York and Atlanta, have initiatives to support age-friendly com-munities. Federal Medicaid dollars can be used to support seniors who choose to age in their homes rather than opt for nursing homes through state waiver programs.

Using the U.S. Census Bureau’s 2012 American Community Survey, the Center analyzed the affordability of housing for “Illinois Households Age 50 and Over” by comparing incomes with housing costs. In three different scenarios, findings were divided into three categories:

Own with a Mortgage• 62.3% have no burden (Mortgage payments are 0 to 30

percent of income);• 20.5% have a moderate burden (30 to 50 percent of

income); and• 17.2% have a severe burden (more than 50 percent of

income).

Own without a Mortgage• 82.7% have no burden;• 9.2% have a moderate burden; and• 8.2% have a severe burden.

Rent• 48% have no burden (Rent payments are 0 to 30 percent

of income);• 22.2% have moderate burden (30 to 50 percent of in-

come); and • 29.8% have a severe burden (more than 50 percent of

income).

For more information on Illinois housing and U.S. housing, and to view the full “Housing America’s Older Adults” report, visit www.jchs.harvard.edu.

Jennifer Molinsky

1


TECH & YOU

FOUR IDEAS TO HELP YOU BALANCE PERSONAL AND PROFESSIONAL NEEDS

By Bill Kozar | Content Marketing Specialist

Can Illinois REALTORS® give their clients too much access?Absolutely, says REALTOR® Terry Watson, who understands

why real estate professionals work days, nights and weekends and use smartphones to communicate.

“Sometimes, REALTORS® allow others access when they shouldn’t,” he says. “Mobile phones can blur the boundaries of personal and professional space.”

To find a balance in his own career, Watson has maintained a healthy curiosity about apps, software and other ideas that improve productivity. When he meets with real estate professionals in his role as a trainer, keynote speaker and coach, he shares ideas that have worked for him.

Watson, who is one of the featured speakers at the IAR Spring Conference & Expo on May 7 in Collinsville, shares a few of his recommendations:

Slydial – “This 2015 must-have app for your phone allows you to call directly to someone’s voicemail, so when you’re tight on time and don’t want to be curt, you can provide a quick, personal message. It can be faster than texting or email messages and allow you to use your voice to convey a great tone and clear message. Plus, it takes less time than a traditional phone conversation.”

Evernote – “This app helps you collect Web articles, digital images, documents and your handwritten notes and makes them available through any of your devices (smartphone, tablet, laptop) when you need them. It is my most-used app.”

Apple – For $99, you get a full year of personal instruction (One to One) on how to effectively use your iPhone, iPad, Mac or other Apple products. Watson says the average real estate agent probably uses only 10 percent of an iPhone’s capability. For $500, you get support from the Apple Business Team that takes time to learn your business and how to best support you. Apple provides discounts, offers a special phone number for service and syncs your iPad, iPhone and your Apple laptop to share information.

Podcasts – “Real estate can be a brutal, emotionally draining activity, and so I absolutely love podcasts because you can download them to your phone and listen when it’s convenient. I recommend two podcasts for REALTORS®, ‘I Love Marketing’ and ‘10x Talk.’ Listening to these messages can help you reignite your mojo, and they’re free!”

Watson is an author, keynote speaker and coach. He is the founder and president of Easify Inc., a consulting firm and leadership training company. The IAR member is a veteran trainer and real estate broker who works for his family’s real estate firm in Chicago.

Terry Watson

23

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Ron AbramsAngela AeschlimanJayme AhldenLucas AlbrightLoretta AlonzoSonia AnayaKyle AndersonNicholas H. ApostalRebecca ArceMary BahryElizabeth BallisKaren BarbagalloJeffrey BarkstallAyn BartokRichard BassfordJack BataoelScott BechtelJenni BeckScott BeilfussSteve BennettBrian A. BernardoniCarrie J. Bey-LittleTim BinningGenie BirchDan Bock Steve BoisLori A. BonarekPam BorowskiMac BoydMitzi BrandenburgCarrie BraseCharay BrewerCarla BrinkoetterThomas BrinkoetterConor BrownCari BrunnerTonya BurrisMike BuscherKristen ButcherNate ByramPat CallanTeresa CamaratoDebra CampbellNicholas CampoDaniel CarcassonMarty CarlsonDoug CarpenterChristine ChasePhilip E. ChilesTommy ChoiTimothy A. ClarkColleen ClavesillaGary ClaytonRob ColeMark ColemanJohn CollinsRichard ConteConnie ConwayAndrew CookTonya H. Corder

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Michael SimpsonMargie SmigelStephen SnyderGail SpreenGinger SreenanGreg St. AubinMadelyn Staack Steven StarwaltWinnie StortzumDede StranoAkos StraubChris StudebakerJulie SullivanNancy SuvarnamaniLaura F. SwindenNick TaylorRuss TaylorChristopher TenggrenCatherine TerpstraJennifer TeskeSheila ThomasDave ThompsonRebecca ThomsonTricia TialdoKristie TindallPJ TrautmanKim TumasVicky S. TurnerKevin Van EckErika VillegasBryan VogtSteve VolkodavJames L. VotanekJohn P. VranasDan WagnerMartin WalshSarah L. WareFrank WehrsteinCarolyn WeinertLinda WheatonNorm WilloughbyKay WirthSue Wiskowski-FairBrian WoodSuzanne WoodAmanda WycoffAllan R. YoungSara YoungJoyce ZelazikDeena ZimmermanBloomington – Normal Association of REALTORS®Chicago Association of REALTORS®

Greater Gateway Association of REALTORS®

Heartland REALTOR® OrganizationIllinois Association of REALTORS®Mainstreet Organization of REALTORS®North Shore-Barrington Association of REALTORS®REALTOR® Association of the Fox ValleyRockford Area Association of REALTORS®Three Rivers Association of REALTORS®Women’s Council of REALTORS® – Rockford Chapter

Disclosure: Contributions to RPAC are not deductible for federal income tax purposes. Contributions are voluntary and are used for political purposes. The amounts indicated are merely guidelines and you may contribute more or less than the suggested amounts. The National Association of REALTORS® and its state and local associations will not favor or disadvantage any member because of the amount contributed or decision not to contribute. You may refuse to contribute without reprisal. Up to thirty percent (30%) may be sent to National RPAC to support federal candidates and is charged against your limits under 2 U.S.C. 441a. A copy of our report filed with the State Board of Elections is (or will be) available on the Board’s official website www.elections.il.gov or for purchase from the State Board of Elections, Springfield, Illinois.

RPAC supports candidates for public office who support the real estate industry and protect private property rights. INVEST TODAY! www.RPACnow.com

2015 RPAC PACESETTERS

ThankYou!

IAR thanks our “Pacesetter” members who pledged or invested at the $1,000+ level to the REALTORS® Political Action Committee as of February 2, 2015.

G. Joseph CosenzaBill CraigJean CrosbyKaren CuppCarie CychollPatrick A. DalessandroBob DavenportJanie DavisRichard DavisKristie L. DeBrunBrett DeckerJuan Del RealRebecca DemondMark DeubelMatt DifanisBob DohnGinger DownsChad DoyleJudy DoyleMike DrewsRobert EbyBill EmbryStephen EngelKristie EngermanDavid EruttiRon EwingTom EwingMatthew FarrellLinda FeinsteinGaspar FloresKathy FrankenbergerSharlyn FranzenDeb FrazierEduardo GarciaBetty GauzeVicki GeigerBev GeorgeBobbie Gerbrecht GraysonJudy GibbonsJohn E. GinderMichael GobberMichael GoldenDaniel L. GoodwinSharon GorrellLinda GreenJeff GregorySheryl Grider WhitehurstJudy GriffinMike GrossMabél GuzmánJim HaislerMaurice L. HamptonDallas HancockKeith A. HancockDave HannaRichard W. HanselmanLee HansenRon HardgroveJoe HardinSharon HarknessDoug HartmannDoug Hartmann, Jr.

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REALTORS® do so much more than list and sell prop-erty. They help build communities because they have a stake in the economic and social well-being of a community’s resi-dents and businesses. REALTOR® involvement and advocacy at the local level — in helping to shape public policy and pro-vide insights on economic development, for example — can be an important part of the vitality of a community.

An important step is the involvement of individual mem-bers at the local level. An essential part of the association’s lobbying efforts is the grassroots involvement of members. When we lobby, REALTORS® bring real-life and real-time examples of how a proposed bill or ordinance will affect property owners and the real estate market.

There are a number of ways you can get involved. Find out about your local association’s government affairs activi-ties. These may include a government affairs committee on which you can serve. You may be asked to serve as a liaison to a particular municipality. You may be asked to speak on

behalf of the association, in whatever manner you are com-fortable: testifying before a village board; writing a letter or email; serving on a local task force. All of it helps.

The Illinois Association of REALTORS® has dedicated significant resources to making this happen. The Local Government Affairs Director (GAD) program employs 11 professional staffers to assist local REALTOR® associations in monitoring local government action. The GADs can give you good background on a developing issue or proposal and can keep you in the loop when your lobbying and involve-ment are needed. Also, the GADs are well-equipped through the RVOICE Program; they have access to legal analyses and the ability to engage, inform and activate homeowners and businesses when necessary.

X Check out the REALTOR® Community Activist Toolkit, to get information on becoming an activist in your community. Find the toolkit and other RVOICE brochures at www.illinoisrealtor.org/rvoice/downloads.

Mike Scobey | Assistant Director, Advocacy and Local Issues

REALTOR® ADVOCACY SUCCESS BEGINS WITH YOU


These are IAR’s Local Government Affairs Directors and the areas in which they work. Your involvement is a critical part of the advocacy they do. Feel free to contact the one in your area.

Kristie EngermanPeoria, Bloomington, and parts of Central [email protected]

Neil MaloneChampaign; Urbana; Springfield; Decatur; parts of Central [email protected]

Conor BrownWinnebago County; McHenry [email protected]

Kristen JunglesKane County; DeKalb County; DuPage County (western)[email protected]

Brian BernardoniCity of [email protected]

Tom JosephSouth Suburban Cook County; Will County; Kankakee [email protected]

Kyle AndersonMetro-East Area and Southern [email protected]

Jeff MerrinetteDuPage County; West Suburban Cook County; Northwestern Suburban Cook [email protected]

Kris AndersonCook County and City of [email protected]

Howard HandlerNorth Suburban Cook County; Lake [email protected]

Paul Martis has been teaching basic skills and best practices as a pathway to success in commercial real estate since 2005. In addition to a B.S. in Urban Planning from Governors State University, Paul possesses over 20 years of experience in commercial real estate, including multi-family investment properties, commercial leasing and land disposition. He is an NAR-certified instructor for the Discovering Commercial Real Estate course and devel-oped a 30-hour, 10-point commercial real estate mentor-ing program for newcastlecre.com, a commercial education enterprise. In 2013, Paul was named an NAR Commercial REALTOR® of the Year. He’s also a RPR Commercial Certified Trainer, Mainstreet Organization of REALTORS® (MORe) Commercial Ambassador, Illinois Association of REALTORS® Commercial CE instructor and a member of the Illinois Association of REALTORS® Commercial Committee. He welcomes the opportunity to share chal-lenges, insights and opportunities with real estate agents looking for professional development in the field of commer-cial real estate.

What steps have you taken to succeed in an increasingly global business climate?

My CIPS designation is important to me and my career because it has become the catalyst for enhanced profes-sional development in an area with unlimited rewards. In September 2014, I started working on my business plan for 2015 which would include a professional development goal of discovering new pathways to success in commercial real estate.

FIRST STEP • Evaluate new experiences and resources I had acquired

in 2014 and develop a strategy to apply them. • Certified International Property Specialist (CIPS) —

Received the designation and then focused my inter-est in locating inbound foreign commercial investors for the Chicago metro market.

• RPR Commercial — Identified a free REALTOR® tool which I can use to provide unique reports for demo-graphic, dynamic mapping, public record and con-sumer data information as supporting materials for for-eign and domestic investors.

• Global Outreach — Joined the Global Council at MORe and became an advocate for global initia-tives, exploring opportunities and growing business in commercial real estate through education, collabora-tion and team building.

NEXT STEPS STARTED IN 2015 • Selected a real estate associate who speaks Taiwanese

and Mandarin for global project development.• Created a marketing packet for value-added commer-

cial client services with China.

FUTURE STEPS • Identify other countries for inbound foreign commer-

cial investors to the Chicago metro real estate market.• Expand my commercial mentoring program to

include emphasizing the benefits of working global and the value of CIPS.

Jan Hope has been a long-time employee of the National Association of REALTORS®, also having worked for two affiliates. In her current position as vice president, she over-sees the department’s strategic direction and programming, always with a goal of engaging members and enhancing value.

How has earning a CIPS designation impacted your glob-al business?

I serve as vice president of the Commercial & Global Services department at NAR. The Certified International Property Specialist (CIPS) program resides in my area, so it was natural to pursue the designation. The classes broad-ened my awareness of real estate landscapes abroad and I learned a wealth of information about foreign cultures,

WITH MODERN COMMUNICATIONS, EASE OF TRAVEL AND TECHNOLOGY shrinking our planet every day, global business is emerging as a very hot trend in real estate today. REALTOR® Alex Ruggieri asks three active profes-sionals to share their perspectives...

COMMERCIAL CORNER

Paul MartisCommercial REALTOR®, CIPSNewcastle Team, Coldwell Banker Residen-tial Brokerage/Commercial Oak Brook, ILwww.NewcastleTeam.net

Jan M. Hope Vice President, CIPS, RCENAR Commercial & Global ServicesChicago, [email protected]


customs and economies. I used to think global business sim-ply meant conducting transactions outside the U.S. and I was partly right. However, going ‘global’ was also happening in my own back yard. To make that point, I use an example of going to my local grocery store and noticing the vast number of ethnic products on the shelves. The stock went beyond a shelf or two. Entire sections of different ethnic foods were available. It led me to wonder…who in my neighborhood is buying these products? Once my awareness was heightened, I began to see diversity everywhere in my community. I knew I had to get educated.

This past June, I took the five CIPS classes necessary to earn the designation. Because I’m in association management and not real estate sales, one additional course is required to lay the foundation for associations to create global councils and programs and design strategies to engage members and enhance value. It was a fantastic week of education, and I made new friends from the experience. The new information has already served me well.

More than 1,200 international members attended NAR’s convention in New Orleans, giving me the opportu-nity to put into practice some of the things I learned about their cultures. The littlest details — how you approach someone or shake hands to how you accept or offer a busi-ness card proved valuable and provided insights into gain-ing the trust of NAR’s international members and partner associations. Earning the necessary points to qualify for designation was fairly easy as I was able to use my school-ing, the eight years I lived in culturally diverse Hawaii and my travel abroad. So here I sit, a staff veteran of the National Association of REALTORS®, newly “pinned” and proud to share the experience with you all!

Mabél Guzmán, AHWD, CIPS, a broker for @prop-erties has been advocating for clients, consumers and the industry since 1997. Mabél has been recognized for her tireless work on local, state and national issues that impact REALTOR® members and the industry. As the 2011 presi-dent of the Chicago Association of REALTORS®, she trav-eled to Poland on a trade mission and spoke to WSPON (Poland’s real estate trade organization) members about the value of being a REALTOR®. She signed an accord between the two associations to collaborate on educa-tion and advocacy. She has served as the 2014 Chair for NAR’s Conventional Finance & Policy Committee where she was given the opportunity to testify on behalf of NAR’s more than one million members before the U.S. Senate Subcommittee on Urban Affairs and Banking regarding inequality and opportunity in the housing market.

Does Global Real Estate Impact Us Everyday?In a simple answer YES! The U.S. is considered the best

real estate market in the world despite the recent activity with distressed properties. Many overseas investors believed it was and is a great opportunity to invest in the U.S. when

affordability was at an all-time high and our standard of living exceeds other markets worldwide. Currently global transactions make up 25 percent of real estate transactions in the U.S. and approximately 62 percent of these transac-tions are cash.

Another issue is monetary policy from country to coun-try. Many Chinese investors feel more comfortable investing in real estate for the long-term and believe their money is in a safe place. Our world is not smaller, it only feels this way because happenings in other countries have had a direct and indirect impact on us. As the BRIC nations (Brazil, Russia, India and China) go through changes whether through expansion, changes in monetary policy or consumption of energy, they have an everyday impact on us. The impact hap-pens directly and indirectly. As China was building seven new cities, the U.S. saw delays in delivery of steel, glass and concrete. As Russia is experiencing economic fallout, we benefit from reduced prices at the pump and may see an increase in the Russian real estate investment in the U.S. Most recently, the Wanda Group, a Chinese developer, will be building the third tallest tower in Chicago. It will be a 88-story, mixed-use building called Wanda Vista estimated to cost $900 million. This will create jobs, infuse spend-ing and create opportunities for more real estate investment. These foreign investors are not only interested in our major cities, they are interested in opportunities that make sense, whether residential or commercial.

Is Obtaining Your CIPS Designation A Good Idea?It’s a great idea and it gives you the knowledge to inter-

act with people from anywhere in the world. For example, the Wanda Vista was originally expected to be 89 stories. It was changed to 88 because in China, eight is considered a lucky number. The Beijing Summer Olympics began on August 8, 2008 — 8/8/08. In fact, in China many skyscrap-ers are 88 stories tall. This type of nuance is necessary to have success with foreign investors. You think they are inflexible and they are not because it is their money; he who has the gold makes the rules. In addition to having an under-standing of cultural nuance, you learn that value systems at their core are not that different. There are common themes we can work with and towards. I already received a referral and have been recommended highly by my new global family and also by those who participated in CIPS education right here in the U.S. There is a spirit that transcends camarade-rie. It is an energy that is shared and a support system that allows us to learn from each other. The CIPS designation has helped me expand my territory with regards to referrals, increase my business acumen and create friendships that are dear to me.

Alex Ruggieri, CCIM, CIPS, S.E.C., GRI, MBA is Senior Investment Advisor with Sperry Van Ness/Ramshaw Real Estate in Champaign. He is currently serving on NAR’s Presidential Advisory Group for Commercial Outreach, NAR’s 2014 Commercial Committee. Past service

includes NAR Commercial Committee and IAR Commercial/Industrial/Investment committee.

Mabél GuzmánBroker, AHWD, CIPS@properties, Chicago, [email protected]



The MarketIn a presentation to Illinois REALTORS® earlier this year,

Dr. Geoffrey J.D. Hewings, director of the Regional Economics Applications Laboratory (REAL) at the University of Illinois, said that modest and steady gains in median prices and sales could be

expected for the 2015 housing market. One factor that will affect the rate of recovery for both the overall state economy and the housing market is job creation. While Illinois is adding needed jobs, the state would still need to add nearly 578,200 jobs to get the state back to November 2000 lev-els, Hewings said.

Taking a more immediate look at the housing market, the REAL forecast for February 2015 anticipates steady annual median price gains into March and April. The statewide median price is forecast to rise 8.7 percent in March and 9.4 percent in April. Home sales over the same time period are expected to see weak annual growth, but stronger monthly gains. For example, the three-month average forecast for Illinois calls for annual growth between 3.9 percent to 5.1 percent while month-over-month comparisons forecast three-month average sales increases between 16.7 percent and 21.6 percent for Illinois, according to the REAL forecast.

Find the full forecast at www.illinoisrealtor.org/marketstats

MARKET WATCHWHAT’S AHEAD FOR ILLINOIS HOME SALES AND PRICES

Find the latest monthly and quarterly REAL housing forecasts at www.illinoisrealtor.org/marketstats/forecasts

Find Hewings’ IAR Public Policy presenta-tion, “Housing and the Economy: Impacts,

Forecasts and Current Research 2015 Update,” at http://bitly.com/HewingsPublicPolicy

WHAT OTHER ECONOMISTS ARE SAYING ABOUT THE MARKET:“All indications point to modest sales gains as we head into the spring buying season. However, the pace will greatly depend on how much upward pressure the impact of low inventory will have on home prices. Appreciation anywhere near double-digits isn’t healthy or sustainable in the current economic environment.”– NAR Chief Economist Lawrence Yun (Feb. 2015)

“Consumers are more optimistic about the environment both for buying and for selling a home today, and the share

who plan to own on their next move has jumped back up, reversing a three-month trend toward renting.” – Doug Duncan, senior vice president and chief economist at Fannie Mae (Feb. 2015)

“The steady decline in the number of completed foreclo-sures is a good sign of healing in the U.S. housing market. Nonetheless, there remain many pockets of the country with very high foreclosure inventories, underscoring the unevenness of the nation’s housing recovery.” – Anand Nallathambi, president and CEO of CoreLogic (Feb. 2015)

“Housing markets are getting back on track. The national Multi-Indicator Market Index (MiMi) improved for the fourth consecutive month. Nearly 80 percent of the state and metro housing markets MiMi tracks are improving or in their stable range of activity.” – Len Kiefer, deputy chief economist at Freddie Mac. (Feb. 2015)

Hewings

Source (right): Regional Economics Applica-tions Laboratory (REAL) at the University of Illinois, “Housing Price Forecasts Illinois and

Chicago PMSA, February 2015”


The Illinois Association of REALTORS® (IAR) Ethics Citation Program was adopted by the IAR Board of Directors in September 2014. As of Feb. 27, the program had received 41 complaints and 18 citations have been issued. Most of the citations have been issued for advertising violations. Some of these violations concern using a professional designation that the respondent is not entitled to use, making false or misleading claims as to sales production, failure to disclose terms and conditions in regards to a guaranteed sales program and the real estate firm name not being readily apparent on social media.

A citation cannot be issued if there is a lack of information submitted with the complaint. The Ethics Citation Panel, which reviews all citation complaints received, is not an investigative body. When a citation complaint is filed it is the duty of the com-

plainant, whether anonymous or named, to submit all neces-sary evidence with the complaint. The complaint process allows for attachments and links to be submitted with the complaint. A complete submission of evidence assists the panel in making a deci-sion on whether to issue a citation. If the complaint is not complete or the panel is not able to determine if a violation occurred, the com-plaint is dismissed.

For example, if you file a complaint alleging that a member advertised they are No. 1 in a par-

ticular city or village and in fact they are No. 3 or No. 4 in sales, you might provide proof of who is No. 1 and where the respon-dent falls within total sales in that particular village or city.

Another issue is incorrect citation of the appropriate Article within the Code of Ethics that is alleged to have been violated. The panel does not have the authority to add Articles to the complaint. If a member has a complaint against another member and the evidence does not fall within a specific Article contained in the Ethics Citation Program, a formal ethics complaint should be filed with the appropriate local association of REALTORS®.

For more information on the Ethics Citation Program please go to www.illinoisrealtor.org/disputes

At a Glance: IAR Ethics Citation Program

HOW IT WORKS: 1. If a filing is found to meet the program’s standards, a Citation

Panel will review the case. If the Citation Panel believes a viola-tion has occurred, a citation will be issued to the Respondent, along with a set fine.

2. The Respondent has the opportunity to pay the fine within 30 days or request a hearing before an Ethics Hearing Panel. Fines range from $250 to $1,000, depending on the nature and sever-ity of the violation.

3. If a hearing is requested by the Respondent, the complaint will be sent to the Grievance Committee for review.

As of Feb. 27,

the program

had received

41 complaints

and issued 18

citations.

HOW TO FILE A COMPLAINT:

Online:Fill out an online form. It will be reviewed typically within one busi-

ness day. Find the form here: www.illinoisrealtor.org/citation-form/#Form

Over the Phone:Call IAR: The Ethics Citation Hotline can be reached at (217)

529-2600 from 8:30 a.m. to 4:30 p.m. Monday through Friday. (Closed major holidays.)

Advertising and Designation Usage Top Complaints to IAR Citation ProgramBy Rebecca Carraher

Ethics Citation Program brochure available at www.illinoisrealtor.org/sites/illinoisrealtor.org/files/EthicsCitationBrochure.pdf

REALTOR® COMMUNITY


FOLLOW US:

Schedule a Visit from the IAR Member Outreach TeamLooking for a topic for your next office or regional meeting? The IAR Member Outreach team is available to cover the latest legislative issues in play — local, state and national — as well as new laws, forms, RVOICE resources and RPAC. Call 1-800-752-3274 or [email protected].

Twelve Illinois REALTORS® from around the state are participating in this year’s program, which identifies and trains future association leaders. This year’s class includes: • Jayme Ahlden of RE/MAX Realty Associates in Champaign;• Debra Bell of Baird & Warner in Plainfield;• Carrie Bey-Little of Baird & Warner in Glen Ellyn;• William Caton of Caton Commercial Real Estate in Naperville;• Rich Davis of Century 21 House of Realty, Inc./ Town & Country

Village in Marion;• Michael Gross of RE/MAX Preferred Holden Realty Inc. in O’Fallon;• Maurice Hampton of Centered International Realty in Chicago;• Patrick Lynch of eXp Realty in Chicago;• Paul Martis of Coldwell Banker Residential in Oak Brook;• Nykea Pippion-McGriff of Dream Town Realty in Chicago;• Angela Stodden of United Country Heartland Realty in Galena; • Terry Umecker of RE/MAX 10 in the Park in Palos Park.

REALTOR® Awards

Congratulations GRI Class of 2014!IAR sends a big shout out to the 39 Illinois REALTORS® who earned the Graduate, REALTOR® Institute (GRI) des-ignation in 2014. Learn more about GRI and some of the new changes in the program at www.illinoisrealtor.org/GRI.

Chuck Wiercinski

In Memoriam: Chuck WiercinskiIn December 2014, the REALTOR® family lost an advocate for commercial real estate and professionalism with the passing of Chuck Wiercinski, 68, of Elgin. Wiercinski was posthumously recognized for a lifetime of service with a proclamation at the IAR Board of Directors Meeting in January.

IAR Leadership Development Program for 2015

Loretta Alonzo, managing broker of Century 21 Affiliated in La Grange Park, was named the 2015 Illinois REALTOR® of the Year. A leader in the industry and within the REALTOR® organization, Alonzo will be honored June

16 at a ROTY banquet at the Abraham Lincoln Presidential Museum in Springfield. Learn more about the banquet and order tickets at www.illinoisrealtor.org/rotybanquet

Lynn Madison, owner of Lynn Madison Seminars in Schaumburg, was honored with the Illinois Association of REALTORS®

Political Involvement Award for her outstanding and ongoing political and legislative service to the REALTOR® organization.

Gideon [email protected]

Kristen [email protected]

Kyle [email protected]


GRIDecember 2-3, 2015

Embassy Suites East Peoria, Illinois

Course III & Grad

UNLOCK YOUR POTENTIAL

www.illinoisrealtor.org/GRI

Last Chance for

Course III in Classroom!

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OF IL L IN O IS

Illinois REALTOR, April 2015

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