Reflecting on the Recent RDC & Worldwide ERC Relocation Conferences in Seattle

  

I can’t believe that it has already been two weeks since the RDC (Relocation Directors Council) Conference and Worldwide ERC’s Global Workforce Symposium in Seattle, WA.  Boy, time flies when you are having fun…and that is exactly what I have been having since my return to Houston.  The energy and momentum following these relocation conferences has just been incredible!  It is always wonderful to reconnect with my relocation partners from all over the country, and meet new people who I am now doing business with as a result of the connection we made in Seattle.  While the education opportunities are a significant part of why we attend these conferences, it always turns out to be about the bonding the happens and the relationships that result and solidify.   

As a member of the RDC, Worldwide ERC, LuxuryRealEstate.com, Leading Real Estate Companies of the World and its luxury arm — Luxury Portfolio — and many more organizations, I appreciate being able to spend time with my relocation colleagues from other real estate markets and other industry segments.  In fact, I often have an opportunity to visit with people f rom Houston or Dallas or Austin other nearby cities at these conferences when we rarely have time to visit in our own backyard.   

My week in Seattle began with the RDC Conference, which was a whole day dedicated to the theme of: “Robust Vision = Compelling Results.”  Over 100 relocation professionals from across the country for this conference to address concerns facing today’s mobile workforce.  Speakers examined the need for creative solutions to declining real estate values, the prolonged recession, high unemployment numbers, and reluctance to relocate.  Representatives from the corporate, relocation management, and real estate sectors addressed policy trends and shared creative solutions.    

There was an excellent panel discussion moderated by Martha Marshall of Ebby Halliday Realtors, that featured Johnny Haines of Deloitte, Denise Nicco of PG&E Corporation, Janelle Piatkowski of Cornerstone Relocation, Denise Porter of CARTUS Broker Services and Hellen Valle of Prudential Carruthers Realtors.   The panel answered compelling questions and discussed current issues surrounding relocation trends, policies and partnering.   

I was invited to present during two Learning Zone Sessions that focused on relocation training for agents.  Presenting with me was Tom Colucci, Vice President of Strategic Sourcing for Mobility Services International (MSI).  For those of you who read my blog on a regular basis, you know how passionate I am about this subject.  Having well-trained real estate agents is not the same as having well-trained relocation agents. While initial and continued agent training is important, it is imperative when working with relocation clients to have agents who are specifically trained and certified in relocation.    

RDC members, along with corporate and relocation management representatives also gathered in celebration of the organization’s 30^thAnniversary during a reception at Seattle’s famous Space Needle.  As a member of the RDC’s Communications Committee, I had the pleasure of running around with my camera, along with Sharon Michnay of Halstead Property, to take photos of the event.    

And then it was on to the Worldwide ERC Global Workforce Symposium.  An important presence and force behind the success of the Worldwide ERC’s Global Workforce Symposium was the organization’s CEO, Peggy Smith.  She kicked off the RDC Conference and led the Worldwide ERC’s Global Workforce Symposium.  

An important presence and force behind the success of the Worldwide ERC’s Global Workforce Symposium was the organization’s CEO, Peggy Smith.  She kicked off the RDC Conference and led the Worldwide ERC’s Global Workforce Symposium.  Peggy and I have become fast friends since first meeting in May at the Worldwide ERC Conference in Orlando, FL, and through our conversations and visits as part of her “Listening Tour,” which brought her to John Daugherty, Realtors in July.  We share a mutual passion for the relocation industry.  I think she brings a contagious effervescence and positive energy to her role as CEO that really resonated with all in attendance at the RDC and Worldwide ERC Conferences.  

As always, I welcome your comments on this and my other blog posts.   

 You can always click here for all of your Houston Relocation needs:  Houston Relocation     

 

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Bob Hale Visits John Daugherty Realtors

It is so great to work at John Daugherty, Realtors, a company that is so committed to the ongoing training of its agents, management and staff.  This was recently exemplified by the visit to our company by Bob Hale and his presentation to at our weekly sales meeting.  Bob Hale is the  president & CEO of the Houston Association of Realtors (HAR).  His visits have become an annual event for our company, and we always eagerly await the information that he is going to bring to us on what HAR is doing for its members, as well as what members should be doing for their clients.

This year’s visit from Bob Hale focused on technology and how it is changing the real estate profession on a continual basis.  As a company, we are also aware and involved in these changes in a number of ways, from our commitment to continuing to the advancement of our web site, blogs (Houston Relocation and Houston Real Estate), social media tools, etc., and with the technology being introduced and embraced by our company on a regular basis.

Most recently, we have invested in iPad technology, both in the purchase of iPads and in the proper, effective training of their best use as it relates to real estate.  One thing remains constant, and that is change.  Companies that remain constant, will not be around in the near future.  John Daugherty, Realtors is committed as always to leading the charge in the Houston real estate market, in establishing best practices as they relate to higher service delivery, and the ability to maximize the marketing exposure that we give to our listings.  This is largely done through our web site and through our membership in International Broker networks, which include Leading Real Estate Companies of the World, Luxury Portfolio, LuxuryRealEstate.com, Regents, and most recently Mayfair International Realty.  Whether we are marketing a $200,000 property or a $20 million dollar property, we always ensure that maximum exposure is given to our listings.

So, back to Bob Hale’s annual visit to our company….as he did last year, Bob brought great information, insight and  innovative ideas regarding how HAR is evolving to meet the ever-changing consumer demand and mind-set, as well as the many member needs and requests.

Borrowing from the examples set within entertainment media, Bob said that Realtors will  have to continue to bend and flex in order to meet the ever changing demands and provide the information that consumers seek.  HAR continues to enhance both its member and consumer experience via its web site and the information that it provides.

In the same vein, real estate companies will have to continue to do the same in order to compete, and provide consumers with the information that they are seeking.  The fact remains that if they can find what they are looking for on your web site, they will look for it and find it elsewhere.  We live in an age where more and more information is readily available to consumers, and it is our job to ensure that they get it from us, or rest assured, they will get it some place else.  The moment a consumer clicks off of your web site in search of information that you didn’t provide, the less likely they will be to return.  Instead they will frequent those web sites that give them what they are looking for.  Wouldn’t it be better then to just give them what they want?  Trust me, they will get it anyway.

As Bob pointed out, we would much rather give them the information they are seeking, because we can control the way that is disseminated  and back it up with quantitative data.  You need to be the be-all-end-all for everything real estate in the eyes of your clients.  That includes giving them the information they desire.  It’s already out there folks, so wouldn’t you rather that they get it from you?  I sure would!

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John Daugherty, Realtors Participates in Houston Relocation Professionals Events

John Daugherty, Realtors recently participated in back-to-back Houston Relocation Professionals (HRP) events.  The company was a Gold Sponsor for HRP’s Third Annual Golf Tournament at Willow Fork Country Club in Cinco Ranch.  As an HRP Board Member, I was asked to be the event photographer, while one of our agents, Julie Hoopingarner, played in the tournament.   

As in previous years, this year’s tournament benefited Candlelighters, which is a charitable organization that provides emotional, educational and practical assistance to children with cancer and their families treated at the Texas Medical Center and/or who reside in the 13 counties of the greater Houston area.   

On the morning following the Golf Tournament, HRP held its September Event, entitled “Get Elevated.”  John Daugherty, Realtors’ Executive Vice President and Chief Operating Officer Cheri Fama served as a panelist for an open discussion on home sale programs and trends affecting the relocation industry.  

Cheri had just returned from the LuxuryRealEstate.com Fall Conference in Seattle and shared her insight regarding the current Houston housing market as compared to other areas of the country.  “Depending on where you are in the United States, you can have a completely different view of the housing market,” said Cheri.  In Houston, we have not had the plummeting prices and depressed markets as seen in other parts of the country.

Cheri said that that when agents meet with transferees, factual information delivered in a business-like manner is much more effective today than a fluffy marketing presentation. 

She also stressed the importance of having agents who are specifically trained to handle relocation business and who intimately understand the relocation home sale process.  “Relocation is not for every agent and never has been,” stressed Cheri.  As I have always emphasized, agents who are specifically well trained in relocation should only be handling relocation business in a real estate company.  These agents have  to stay on the cutting edge of the training needed and required by the relocation companies to truly be “relocation agents.”  As a company, we take this very seriously.

The panel was moderated by the event’s keynote speaker Wendy Komac of SIRVA Relocation, and also included Brian Digan of Altair Global Relocation, Jennifer Connell of Weichert Relocation Resources Inc., and Debi Dault of TheMIGroup.

Jennifer Connell of Weichert Relocation Resources concurred with Cheri’s comments about how different real estate markets are responding.  “From a relocation management perspective, we are seeing companies that are relying on policies that are flexible enough to accommodate different markets,” said Jennifer.

According to Jennifer, one of the things that have posed a challenge has been in the inventory of $1 million plus homes and how we have had to become more aggressive in marketing those properties to get them sold.  She said that she has seen this specifically in California.

Jennifer added that the companies that have historically offered guaranteed buyout programs are still using guaranteed offers, but they are being more selective in their approach in terms of the employee tiers.  Guaranteed buyout programs are generally more prevalent with executive level employees.

Brian Digan of Altair Global Relocation said, “There is a nice trend towards pre-decision analysis programs for employees.”  He said that as an industry we have come up with all kinds of home sale programs, but what he thinks is the most important thing for companies to focus on at this time is what that are going to do to empower the employee to make a proper decision before they take their move.  According to Brian, there is a trend towards looking at home evaluations before an employee has even accepted the move.   As always, the move has to be a good thing for the employee and the employee’s family as well as for the employer.

Jennifer added to Brian’s comments, stating that ”Last year, the idea of pre-decision analysis was considered an emerging trend.  This year, nearly two-thirds of the companies have some sort of pre-decision analysis either formally or informally built into their program.”

Debi Dault of TheMIGroup stated that they are “spending a lot more time trying to educate the transferee and the corporate client.”  She said that she is more surprised than ever before with the companies that don’t really have a relocation policy or tier of policies.  As part of their partnerships with the client companies that they work with, Debi said that they are looking internally at ways to cut costs and helping their clients do the same.

In terms of trends, Brian added that Altair has definitely seen more of a trend among transferees who are renters as opposed to buyers.  He also introduced the idea of “shadow transferees” much the same as we talk about shadow inventory, and the fact that we need to think about what we are going to do in terms of benefits for all of these transferees when they finally sell their homes.

Brian thinks that buy-out programs are here to stay and that we will see a resurgence of them.  “The whole idea was get the employee out of the departure, get him to the destination and get him productive.  If you are sitting there worrying about the real estate all that time and worrying about the family, then you are going to lose productivity.”

It was great to be able to participate in both the HRP Golf Tournament and the September Event’s panel discussion.  As a company, John Daugherty, Realtors is more focused than ever before in serving the global relocation industry.  We are proud to be able to support and participate in HRP, an organization that is committed to bringing educational opportunities and the exchange of ideas and information to the relocation professionals in the Houston area.

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