Apartment Industry and its Residents Contribute $3.4 Trillion to the Economy

October 16, 2019 By C21 Communications

A new study commissioned by the National Apartment Association and the National Multifamily Housing Council reveals that the apartment industry and its residents contribute more than $3.4 trillion to the national economy. The report, We Are Apartments, provides a detailed breakdown of the economic impact nationally, by state and in 50 metro areas.

Highlights from the report include:

Resident spending contributes $3 trillion to the U.S. economy, while operations adds $175.2 billion. New construction contributes $150.1 billion, and renovation and repair add $68.8 billion.
In 2017, there were 346,900 apartment completions, up from 129,900 in 2011. Previous research had found that an average of 328,000 apartments were needed per year to meet existing demand. The number of multifamily completions was surpassed only twice since 1989.
A significant portion of existing apartment stock will need to be renovated in the coming years.

The study breaks down all the data by state and metro area. Visitors to the website can also use an Apartment Community Estimator, a tool that allows users to enter the number of apartments of an existing or proposed community to determine its potential economic impact.

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Top 5 Traits of a Skilled Negotiator

September 26, 2019 By C21 Communications

What’s the first thing that comes to mind when you hear the term “skilled negotiator?” Do you think of someone who can walk into a room, and when the stakes are high, and there’s a deal on the table, they’re able to walk away with a signed contract in their favor?

#WhatIf being a skilled negotiator was more than just getting a signed contract? What if negotiating was more than just winning a deal? In episode 5 of The Relentless, Andrew Brandt shares a few strategies he’s learned and implemented over the course of his 25-year career that have led to his success.

When determining whether you’ve got what it takes to negotiate a deal that delivers the extraordinary to your clients, it may help to have a list of key qualities to measure. We’ve listened to this episode several times (it’s just that good) and here are our top 5 takeaways of a skilled negotiator:

You’ve learned the element of emotional control- When negotiations are underway, it’s easy to become emotionally vested. When you’ve learned the element of emotional control, you’re able to establish a distance between how you feel while staying focused on reaching your goal. You know how to talk about someone else, speak about someone else, and keep your emotional control in the room. Emotional control doesn’t mean you don’t have empathy, it simply means you know how to set how you feel aside and how to stay in the moment.
You’re honest with who you’re representing- A skilled negotiator is always honest. You understand that being honest about the good and the bad are the building blocks of the relationship. You value your client’s trust and you see them as more than a transaction, but as a person that you are helping achieve a goal. Despite how much of a challenge it can be to share information that may not be favorable, you are able to push past the obstacles because it is more important to you to be honest, keep your client informed, and to give them 121%.
You know that relationships are key- Relationships are important, while at, and away from the negotiation table. In fact, the word “relationship” is mentioned 15 times, in this episode. When you know that relationships are key, you will go above and beyond to make things more relational vs transactional. You’ve got what it takes to understand what makes people tick and you leverage this to create a personalized experience for your client. You’re understanding, and you navigate through each point of the process to deliver the extraordinary to who you’re representing.
You’re a master communicator- One of the greatest assets you can bring to the negotiation table is to keep the lines of communication open. When you’re a master communicator, you set healthy expectations in the beginning and you continue to keep your client informed of what’s happening. A master communicator always knows how to keep the client feeling a part of the process, every step of the way.
You maintain consistency throughout the process- There are many times when a negotiation can take a few rounds to reach a mutual agreement for both sides. A consistent communicator knows when and how to leverage different strategies throughout the process. When you’re consistent, you aren’t swayed by delays or when things take a different turn than you had expected. You remain focused on not only reaching a favorable outcome for who you are representing but you desire for both sides to feel good about the outcome.

Episode 5 is one you’ll want to listen to again and again because with each time, you’ll hear something new to takeaway. Learn more about becoming a skilled negotiator by checking out episode 5 of The Relentless. #jointheconversation

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How to prepare your home for a winter open house

February 20, 2019 By Ariel Jordan

The winter season can be a great time to sell your house, but while your competition is reduced, success during this time can still depend on a successful open house. To help make your open house as effective as possible, follow these tips.

Take down your decorations. The holidays are over, but if you’re the type that likes to leave the decorations up for a time, taking them down before your open house is a good idea. Prospective buyers may not celebrate the same holidays as you and you don’t want to alienate them.
Clear the clutter. If you haven’t put those holiday gifts away yet, now’s the time. Prospective buyers should be able to focus on your home instead of the collection of things crowding it. Give them nice open spaces to move about and they’ll be appreciative.
Turn up the heat. Warm and cozy is more than a catch phrase during the winter. Bring the temperature up in your home slightly during your open house to keep your guests comfortable. If they are too cold in your home, they aren’t apt to stay long.
Plan for winter apparel. Be it jackets or boots, take extra steps to prepare your entryway for the added material your buyers will bring with them. A designated spot to place these items can make guests feel welcome and keep your home cleaner during the showing and beyond.

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The Formula for Creating a Luxury Bath

February 20, 2019 By Ariel Jordan

Amy Vermillion may have over 20 years of design experience, but even she knows that designing a luxury bath can be a daunting experience.

Although luxury means different things to different people, the Charlotte, N.C.-based Vermillion says that there are certain elements that need to be included in a luxury bath no matter what the definition is. Here’s what Vermillion says her clients demand in their baths:

A great bathing experience. Residents want to be pampered, whether they’re taking a bath or shower. But everyone has different needs. Do you want a soft or brisk shower spray? Multiple showerheads, body sprays, music or lighting? Vermillion always includes a hand shower on a slide bar for times clients just want to rinse off without washing their hair.
Fine fixtures. Vermillion refers to faucets as “the jewelry of the bathroom.” She looks for clean lines, interesting geometry and beautiful finishes. Nickel is one of her favorites. Vermillion recommends ROHL faucets not just because they are stylish but because they are also relatively maintenance-free.
A tankless water heater. This may not instantly spring to mind when you think of luxury in the bathroom, but a tankless water heater gives you unlimited hot water without a wait. Cold showers become a thing of the past!

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CENTURY 21 360 Photography Tutorial

December 8, 2017 By Casey Danton

With the majority of potential homebuyers using the internet as part of their search, photography is crucial. Flattering angles, good lighting, color editing―it all matters. But sometimes, a regular photo just doesn’t cut it. That’s where 360-degree photos come in. If you want to bring a new listing to life, develop a stunning panorama to show it off. Follow these tips to highlight every angle of your new listing.

Step 1: Download a 360 Photo App

First, you’ll need a program on your phone that’s capable of taking 360-degree photos. There are a number of reliable options available for Android and iPhone. If you use an Android phone, take advantage of the “photo sphere” mode in the stock camera to take immersive 360-degree panoramas. If you’re looking for an easy-to-use app, download Street View to capture the best features inside or outside a home.

Step 2: Capture the Perfect Photo

Once you’ve successfully downloaded your software of choice, it’s time to take the actual photo. First, decide on a location. Choose a room with a good amount of natural light and stand in the center so objects aren’t too close. Now that you know where to take the photo, it’s time to learn how. If you’re using Street View, tap “Camera.” The photo-taking process is pretty straightforward, and the app will guide you through it―just stand in one place and keep the camera centered on all of the orange circles. When you reach each position, an image will automatically be taken, so there’s no need to press the shutter button.

Step 3: Review the Final Product

Once you’ve recorded all of your images, you’ve come full circle. Tap the check mark, and the app will turn all of those little photos into one 360-degree panorama. Take a look at the result. If you aren’t satisfied, retake the photo as many times as you need to capture the image you’re looking for. Even if you are satisfied, it never hurts to take a few more so you have options.

Step 4: Share on Social Media

Once you’ve captured the perfect picture, you’ll most certainly want to share it. Tap “Share” and upload your picture to Facebook. Facebook automatically recognizes the 360-degree photo and uploads it. Once the upload is complete, fill in any pertinent details in your post copy. After that, your work is done. Sit back, relax, and let your potential buyers take a virtual trip around their future home.

Use this strategy with your future listings and take note of its outcomes. If they’re positive, you can even consider a 360-degree video. It’s only up from here.

Watch the CENTURY 21 360 Photography Tutorial below to see these tips in action.

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CENTURY 21 Photography Tips Tutorial

November 28, 2017 By Casey Danton

As an agent, it’s vital that you make a big splash with your listing. In most cases, great photography is your only chance of enticing prospective buyers into coming by to take a look. First impressions are everything. Follow these tips to showcase your listing in the best possible light.

Step One: Use a Tripod

Whether you’re using a smartphone to take your pictures or a nice digital camera, a tripod makes the picture taking a lot easier. An uneven or blurry photo will immediately turn off potential customers, so it’s essential to get this step right. Low light is also one of the main reasons tripods are important. Why? To cut down on blurry pictures. Tripods make taking a steady and stable shot possible. If you’re taking a panoramic photo, a tripod allows you to pan seamlessly through a room. This is a great tip for capturing wide rooms, entranceways, and exterior shots. And yes, you can use a tripod with a smartphone if that’s your camera of choice.

Step Two: Take Advantage of Natural Light

Any photographer will tell you that nothing’s better than natural light. Flashes can saturate an image, and they don’t always illuminate what you want to showcase. Try to take your pictures on a sunny day, and take advantage of the early mornings and afternoons. This varies depending on which direction the house is facing and where the room you’re shooting is. But be mindful of bright light and use it to your advantage. Don’t forget to open those curtains to allow natural light into the frame.

Step Three: Adjust Camera Settings

If you’re using a digital camera, there are many settings to choose from. The different options at your disposal can seem endless, but it’s important to try and follow a few fundamentals as you get started until you become comfortable.

In the beginning, follow these simple steps:

Set your camera to manual. Default settings can only get you so far.
Select the lowest ISO setting. ISO measures the sensitivity of the image sensor. The lower the number, the less sensitive the sensor is to light. A lower ISO will capture more detail, which is ideal when you’re trying to bring a listing to life.
Adjust shutter speed for good exposure. A slower shutter speed allows more light into the camera sensor. Use this setting for low-light photos. A faster shutter speed helps freeze motion. Use this setting if you’re trying to capture movement.
Adjust aperture to allow a low amount of light to reach the image sensor. Aperture controls the amount of light entering the camera.

If you’re using a smartphone, test out its various modes in different conditions like direct sun and low light. Android phones and iPhones are both well-equipped with features, from fast processors to high resolution displays. When using a smartphone, select a high resolution. The higher the resolution is, the better quality image you’ll get. This is perfect for showcasing key features inside a home.

Step Four: Adjust shot to highlight features

Every home has unique features, so show them off! Keep in mind that this is an advertisement for the home you’re trying to sell. Try to exclude obstructions and unsightly dumpsters, trash cans, or electrical wires.

When photographing inside, remember that interior rooms almost always look better if they’re being shot from the doorway looking into the room. If you want to make a room look big, use a wide-angle lens. Exterior shots benefit from shooting at low angles. This technique allows viewers to see the depth and scale of the listing.

Step Five: Edit your photos

Always take more photos than you think you’ll need. The more images you have to work with, the easier the editing process will be. Smartphones and most digital cameras have editing functions built right into them.

There are two basic principles to editing photos—adjusting color and light. No matter which tool you’re using to take your pictures, follow these steps for best results:

Color:

Temperature: affects the yellow and blues of a photo. If you want a warmer photo, add yellows. If you are creating a cooler photo, add blues. Ideally you’ll end up with a balanced photo.
Tint: adjusts greens and magentas. Making these adjustments will alter the tone of the photo as well.

Light:

Exposure: evenly distributes brightness throughout the photo.
Brightness: adjusts midtones in the photo.
Highlights and shadows: if the photo is overexposed or underexposed, use this feature to even out the detail in the photo. For example if an area is very bright, you can lower the lights to bring out detail in the highlights of a photo. Shadows will only alter dark parts of the photo.
Contrast: makes shadows darker and highlights brighter. Contrast adjusts the separation between the darkest and brightest areas of the image.

Feel free to go a step further and use editing software for more dynamic edits. In the end, remember to be selective and only post what best represents your listing. Let your pictures do the talking. After all, we live in a scrolling world, so make sure your listing doesn’t get lost in the shuffle.

Watch the CENTURY 21 Photography Tips tutorial below to see these tips in action.

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CENTURY 21Ⓡ Open House: Keeping Data Safe

November 28, 2017 By Casey Danton

In a world rampant with identity theft and data breaches, it can be scary to give information to anyone. However, when buying a house, disclosing classified information is a must. Rett Harmon of CENTURY 21 Novus Realty shares the careful steps realtors can take to keep sensitive info safe and secure.

Digital Records

“We keep our data secure by storing all of it in the cloud. Thankfully, we have never suffered a security breach as we try to use the most trusted cloud-based sources,” explains Harmon.

Most tech insiders agree1 that cloud-based storage systems are secure. In these systems, data is kept in off-site servers that can be anywhere in the world. While this might sound riskier than keeping your information where you can see it, the fact is that hacking attempts mainly target traditional computer servers. Cloud storage systems offer more protection from hackers and cyber attacks.

“All of our data is backed up in the cloud. We make sure that we do business with cloud-based service providers that have locations in multiple areas and often backup their servers. We don’t rely on an IT department, and you will find zero servers in my office,” says Harmon.

Wire Transfers

An unfortunate drawback to life in the age of the internet is wire fraud. This can make placing a down payment on a home nerve-wracking for clients.

It’s important to have conversations about staying vigilant. Even though a wire transfer can be initiated from home using a mobile banking app, it’s a good idea to discuss the transfer with a bank or credit union. Certain banks have security measures in place, and it’s important to know what they are. If someone receives an e-mail telling them that the wiring instructions have changed, they should double check e-mail correspondences to be sure they are in fact communicating with right party.2

Security

The same type of precaution is necessary when signing electronic documents. Using secure services like DocuSign as opposed to e-mailing a signed PDF provides more protection. FIles sent through DocuSign display information that the document has been protected, or conversely can show when a document has been tampered with and can’t be trusted.3

Files sent without this type of protection, for example PDF files attached to an e-mail, are at risk of having a signature stolen by a hacker.

Printed Records

“Printed records should be a thing of the past, but my office staff still likes to keep a paper backup. It does drive me crazy, but I have to pick my battles,” Harmon says. “We do have many security measures for printed materials. We keep a securely locked container for any items with client or personal information. The box is picked up routinely by a company that properly destroys then recycles it to continue to keep the information confidential, even once we no longer need it.”

It’s no surprise that digital files are more convenient to all types of businesses. We no longer have to search file cabinets for a record, just simply type what we need into a search bar. However, digital records mean new methods of data security must be implemented.

“Confidentiality is of the utmost importance to us,” Harmon says. “We want our clients to know that their conversations are between us. Building Trust is the key to success and longevity in this business.”

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#C21News: October 2017

November 28, 2017 By Casey Danton

October brought a number of noteworthy achievements for Century 21 Real Estate and its agents. Read more below to learn about the significant franchise growth and impressive achievements that occurred last month.

New Franchise Spotlight

Pelican Real Estate has joined the CENTURY 21® Franchise System in a merge with CENTURY 21 Blue Marlin, forming CENTURY 21 Blue Marlin Pelican. Established in 1996 by Bill Smith in Seagrove Beach, Florida, Pelican Real Estate was one of the largest in its region, with 11 offices from Panama City Beach to Pensacola. “I could not be happier about this merger with CENTURY 21 Blue Marlin,” said Smith. “I never thought I would ever consider working with a franchise, but CENTURY 21 Blue Marlin is not your run-of-the-mill franchise. The tools and technology they have mastered and utilize is far superior to any I’ve seen.” Read more here.

CENTURY 21 Arizona West opened a new office in Anthem. The new location is a full-service office with a wide range of real estate and business experience among the staff. The team currently includes eight agents and plans for four more to start soon. Branch manager Judy Bluhm said, “We will help people with all aspects of real estate. If someone wants to sell, we offer the most global reach of any company. We work with buyers, both first-time and experienced investors to give them the highest quality service.” Read more here.

John Arquette Properties, an independent real estate firm based in Fayetteville, NY, has joined the CENTURY 21® Franchise System and will now do business as CENTURY 21 Arquette Properties. The agency will now benefit from the world-class marketing and technology and productivity tools provided through its affiliation with the iconic CENTURY 21 brand. John Arquette said, “We are thrilled to have the support of the brand behind us and continue to best serve the needs of home buyers, sellers and agents in Central New York and beyond.” Read more here.

In the News

Charles Tarbey of CENTURY 21 Australia Real Estate earned the prestigious Woodrow Weight Award from the Real Estate Institute of New South Wales. The Institute’s president, John Cunningham, said, “Charles has dedicated his life to the real estate industry and has been a great supporter of REINSW throughout his career.” The award is named for Woodrow Weight, the first Australian to be elected World President of the International Real Estate Federation.

Scott Kesner of CENTURY 21 The Edge from El Paso, TX was appointed Vice President of Region 10 of the National Association of Realtors for the 2018 calendar year. As a regional vice president, Kesner will oversee the work of the National Association, which consists of Texas and Louisiana.

CENTURY 21 realtor Kay Wilson-Bolton of Santa Paula, CA was honored with the 2017 Good Neighbor Award for outstanding charity work in her community. Wilson-Bolton instituted Many Meals, a weekly program that provides food to as many as 600 people every Wednesday. Read more here and here.

New Initiatives and Partnerships

Century 21 Real Estate is proud to announce the launch of the “Empowering Latinas” program, an educational and business opportunity that will help Latina entrepreneurs in South Florida earn a real estate license. In partnership with the Hispanic Heritage Foundation, Century 21 Real Estate will not only provide 70 scholarships, but Century 21 affiliated brokers in the greater South Florida region will also mentor the scholarship awardees and offer them the opportunity to hone their craft with a local franchise affiliate. Read more here.

Check back next month for the latest Century 21 Real Estate News briefing.

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CENTURY 21Ⓡ Open House: Nurturing Client Relationships

November 15, 2017 By Casey Danton

Excellent service means excellent business. That’s the name of the game in real estate. But, how do you manage a full roster of competing clients? We asked several CENTURY 21® team members to share advice on how to make their clients happy, especially when the going gets tough. Each answer we received proved there are never any dull moments in real estate.

How Do You Let a Client Know They’re Important?

“I let a client know they’re important by finding out what I can do to genuinely help them. When my intent is to provide a world-class experience for each and every client, all selling goes away as they know I am here to serve. My intent is to serve their highest motivation and help them achieve whatever goal they want to achieve, and by doing this they know my only goal is to help them achieve theirs.” –Justin Udy, CENTURY 21 Everest Realty Group

“I do my best to let my past clients know they are important to me by keeping them constantly updated on the market, keeping them informed on events and community programs for their local marketplaces, making personal calls on important anniversary & birthdays and holidays too. This year we took extra steps to ensure our past clients had emergency preparedness plans in place due to all the natural disasters we have been experiencing.” –Angela Avilez, CENTURY 21 Award

What Listening Tactics Do You Recommend?

“When in front of clients it’s important to turn off your cell phone. The biggest distraction we have as agents is our phone and when you have it out it’s easy to get distracted. Letting the buyer or seller know you have their complete attention is very important.” –Angela

“I would recommend listening 70% of the time and only talking 30%. To really listen means they need to be able to express thing they may not have the chance to if you’re too busy interrupting.” –Justin

“As we are discussing what they want in their new home, I am jotting everything down to make sure that I understand their wish list. This allows me to know in more detail what they want and it makes it easier to search for the perfect home for them.” –Sarah Figurski, CENTURY 21 Curran & Christie

What Are Creative Solutions You’ve Come up With to Mediate Difficult Situations?

“When there is a problem, seek to get complete clarity and understand the details at a deep level. Difficult situations are not typically difficult to solve once you have all the facts. Only then, do we start the process of being very strategic and very reasonable in how to move forward in a constructive and business-like manner.” –Justin

“There can be a lot of emotions involved in this industry. People are making large purchases or selling the home they have lived in for the last twenty years. I would say my best tip for mediating solutions is listening and keeping that mentality that ‘the customer is always right.’ Just be sure to stay positive and if there is an issue, be sure to work your best to fix it. Also, keep your client in the loop. Even if you don’t have any news, call them to tell them you don’t. I have found that being on top of everything and calling my client before they have a chance to call me has helped me avoid a lot of difficult situations.” –Sarah

How Do You Keep a Roster of Clients Happy?

“I have found that my clients want information timely and delivered efficiently. I strive to ensure that if and when my clients have questions I respond with a prompt answer or a solution for an answer in with expected time frames.” –Angela

“We input all of our clients into our database and will create tags around our experience. Some get the tag of raving fan while other may get the tag happy client. Either way, creating a database of your best clients is a must in real estate, which is truly the business of relationships. It really helps you be intentional about staying in front of them and keeping that relationship.” –Justin

Managing a clash of clients isn’t easy work, but it’s essential to running a successful business. So, follow these tips and if you’re ever at a loss, go with your gut and improvise. If nothing else, remember that serving the client’s needs is what it’s all about.

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#C21News: September 2017

October 30, 2017 By Casey Danton

September saw a number of notable achievements for Century 21 Real Estate. Read more below about the significant franchise growth and impressive achievements that occurred last month.

New Franchise Spotlight

ERA Select Realty, an independent real estate firm based in Canton, TX, announced that it has joined the CENTURY 21® Franchise System and will do business as CENTURY 21 Select Realty. The company will continue to provide full-service real estate services to buyers and sellers throughout the East, North and Central Texas. “We couldn’t be more excited about joining Century 21 Real Estate, one of the most recognized real estate brands in the world,” said Sandra Perry, co-owner of the firm. “We are thrilled to have the support of the brand behind us as we seek to deepen our presence in East Texas and beyond.” Read more here.

Nathan Grace Real Estate has joined the CENTURY 21® Franchise System by entering into a partnership with Dallas-based CENTURY 21 Judge Fite Company. Nathan Grace, a previously unaffiliated brokerage with 160 sales professionals and five offices in and around Dallas and Collin counties in Texas, will now operate as CENTURY 21 Nathan Grace Fine Homes & Estates. Jim Fite, chief executive officer of CENTURY 21 Judge Fite Company, says: “We joined forces with Nathan Grace knowing that this partnership would provide enhanced services to the people we serve and lead to the continued success of both brokerages and their agents.” Read more here.

In the News

RisMedia: Ushering in a Fresh Perspective

In this article, Nick Bailey shared his thoughts on the future of the Century 21 Brand. “A big reason for my decision to join Century 21 is the brand’s vision, and I’m excited to take that experience and make it translatable to the industry,” stated Bailey. Read more here.

RisMedia: Personal Relationships Reign Supreme

RisMedia sat down with John Colvin, Broker/Owner of CENTURY 21 FM Realty in North Dakota to speak to the local market, technology and the future of his company. When asked about the prime drivers that bring buyers to his firm, Colvin credited “the connection our sales professionals have in the communities in which they live and work, coupled with the CENTURY 21® Platform and the support and services we deliver to market.” Read more here.

Apartment Therapy: Sabrina Soto Dishes on the biggest paint mistake people make and other design secrets

Real estate professional Giovany Kirakossian talks about Los Angeles real estate and design trends with TV star and designer Sabrina Soto at a one-day roundtable event at the Beverly Wilshire Hotel. Read more here and here.

New Initiatives and Partnerships

As part of an ongoing effort to better connect and interact with the cross-cultural makeup of the many diverse Hispanic communities in the United States and around the globe, Century 21 Real Estate LLC announced a relaunch of its Spanish website, espanol.century21.com. Cara Whitley, chief marketing officer of Century 21 Real Estate LLC, noted that “the driving force behind the relaunch of espanol.century21.com was to connect Latino and Latina home buyers and sellers with C21® Hispanic agents and those who speak Spanish to help provide better outcomes for clients and customers.” Read more here.

Century 21 Australia and New Zealand have entered into a partnership to become the Real Estate sponsor of New Zealand professional football club Wellington Phoenix. “We are absolutely delighted to partner up with Century 21, who have a massive footprint across the globe, as does the game of football,” said Phoenix General Manager, David Dome. Read more here.

Leadership

Just shy of his 21st birthday, Liam Collett opened Century 21 More Property Realty in Takapuna, New Zealand―effectively becoming the youngest owner of a Century 21 franchise. His great-great grandfather ran a real estate business in Whangarei, his grandfather was a property developer, and both his parents have worked as real estate agents. “It runs through the blood, and I just love the industry. I love helping people most of all,” Collett said. Read more here.

Check back next month for the latest Century 21 Real Estate News briefing.

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