Saul's Notes

Blog by Saul Klein
San Diego, California

A collection of notes and observations by Saul Klein, CEO of InternetCrusade.

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Saul's Notes

March 2007

Can you believe it is already April ----- APRIL 1, 2007

Mar. 31, 2007
Hi everyone,

Once again, it is April First...Time sure flies. A quarter of the year has passed...and we have so much real estate industry breaking news to report to you...let's not waste any time:

International speaker, trainer, coach and marketing Guru, Jerry Rossi (known as Rossi to his friends), is retiring from speaking and coaching and opening an Italian restaurant in Myrtle Beach, SC. Says Rossi: "Since there already is an Italian restaurant named Rossi's in Myrtle Beach, I should be able to cut my marketing and advertising expenses in half."

http://DogEatDogAndViceVersa.com

Joel Singer is retiring as CAR Executive Officer (http://CAR.org) to go to work selling sewing machines for the family business (Singer, of course).

Bob Hale has accepted a position as the President of REALTOR.com. His first Move as president of REALTOR.com was to sign a deal with Google for listing content. He next Move will be to contract with InternetCrusade to link all the public MLS sites under a single map of the U.S.

(http://PublicMLS.RealTown.com), eliminating the need to aggregate the data in one spot. This will immediately make REALTOR.com profitable. Bob's next Move (http://Move.com ) will be to slash the costs to REALTOR'S advertising on REALTOR.com by 95%! Keep up the good work Bob and say hi to Susie for us (http://FrogPond.com)!!!

The Appraiser's Institute has added a fourth Approach to Value. In addition to the Market Value, Income, and Cost Approach, the Zest Approach (or Zestimate) is now recognized by the Institute as the method upon which all others should be measured. MAIs (Member Appraisers Institute) are now required to take a continuing education course called "Understanding Value the Zillow Way" to renew their designation.

In a related story, Proctor and Gamble, makers of Zest soap, has filed suit against Zillow (http://Zillow.com) for trademark infringement of the term Zest, claiming that the term Zestimate infringes upon their trademark of their brand, Zest. Zillow, not Moved by this legal action says it just wants the real estate industry to come clean with property pricing.

Brad Inman has sold his new home in Berkeley and purchased the town of Inman, NC and will Move not only the staff of Inman News, but also his newest venture, TurnHere. http://TurnHere.com.

Stu Siegel, president of eNeighborhoods, has hired John Travolta as his personal pilot. Travolta has lots of flight experience and Stu has lots of money after the recent sale of eNeighborhoods to Dominion. Denise Whitty will serve as the senior flight attendant.

http://eneighborhoods.InternetCrusade.com  

Bob Goldberg Senior Vice President of Marketing for NAR, has purchased all of the stock in RIN from NAR and is now putting together his management team to take on the Lion coming over the Hill. What Lion...What Hill? Goldberg says even his Chihuahua knows the answer to that question. It is speculated that he has hired Billy Chee as a consultant.

Jody Lane and Blanche Evans of RealtyTimes (http://RealtyTimes.com)  have decided to give up the news business and pursue their life long dream of being country western singers. Jody has changed his first name to Frankie and Blanche has changed her first name to Dale. The Duo will call themselves Frankie Lane and Dale Evans.

And for you Legal and Agency buffs, this is BIG news:

At a joint news conference today, the Department of Justice, the Federal Trade Commission, the Securities Exchange Commission, the Department of Homeland Security, the IRS, the Comptroller of the Currency, and the 50 individual state real estate divisions and commissions announced the filing of an anti-trust and conflict of interest lawsuit against the National Association of Exclusive Buyer Agents (NAEBA), also naming an assorted number of EBAs across the country. The basis for the action is the practice of denying a buyer client the opportunity to negotiate on a property currently under consideration by another buyer client - the so-called FIFO rule of First In First Out. The DOJ and co complaintants assert that what many EBAs offer is limited agency and not the full representation they claim in their marketing. DOJ wants to force EBAs to only work with one buyer at a time, taking the position that consumers are best served if their broker only represents them and no other buyer until a property is located AND closing takes place.

The Federal Trade Commission recently concluded a 2 year study of buyer broker practices which reveals EBAs are often involved in undisclosed limited agency relationships, bordering on undisclosed dual agency, representing competing parties without the knowledge and consent of the parties. It seems "knowledge and consent" is a missing element in many EBA practices.

West coast attorney David Barry has been retained to defend the action and the EBAs based on his extensive history of participating in 100's of anti-trust actions brought against the real estate industry. As the plaintiff's attorney on the losing side of most all of those actions, Barry has observed the techniques of many successful anti-trust attorneys and the EBA community feels that it just has to be his time to win one. Say's Tom Early, one of the spokespersons for the EBAs, "the law of averages says he is due for a win."

Chicago Area Brokers have finally gotten their act together and working in concert with the Illinois Association of REALTORS, have created a statewide MLS. Terry Pensa, Executive Officer of the North Shore Barrington Association has been hired to handle the PubliC Relations for the new MLS. Terry is already working on the best way to spin the merger talks with Peter Shuttleworth of the Milwaukee Area MLS and Carl Demuz of the Northern Ohio Regional MLS (NORMLS...back in the day, NORMLS was the acronym for another organization, and it might take some of what that organization promotes to get all parties to the table on this merger deal!).

RealTown (http://RealTown.com), home of InternetCrusade (http://InternetCrusade.com) and NAR's e-PRO (http://eProNAR.com) has been purchased from the "Three Amigos" for 1.85 Billion Dollars and three homes located on Coconut Avenue in Honolulu. RealTown will be renamed ZilGooTown.com and long time broker Lee Bowman (AKA the Duckman), will be brought in to run the venture (if Betsy will let him).

Last but by no means least...due to over use, the Internet will be closed on Sundays until further notice.

And that's the way it is, April 1, 2007. Let's hope the rest of the year is not so eventful!

Saul

Saul Klein
President/CEO, InternetCrusade

Have you visited RealTown.com recently? One of the oldest, largest and most respected online communities in the real estate industry has been totally redesigned and offers a wealth of information. Go to http://RealTown.com and check it out today!

John Reilly Turns 65

Mar. 24, 2007
Categorized in: RealTalk Notes

John Reilly turns 65. It is hard to believe. Here's a shot from the office B-day party for John and grandson Justin.

Back in 1994, John and I were both participants on Ron Rothenberg's Listserv for buyer representation. We shared ideas and opinions, but had never met
"in person."

I was scheduled to make a presentation in Honolulu in early 1995 on the subject of representing buyers. The event was sponsored by the Bank of
Hawaii and was held at the Japanese Cultural Center. There were about 400 people in attendance and John was nice enough to send me sample contracts
and forms used in Hawaii. I thought I was the expert on agency and was a little jealous that the book I had planned to write on agency, had already
been written by John Reilly.

John attended the event and was very supportive. He was actually, "Mr. Real Estate" in Hawaii in those days. Everyone who was anyone in Hawaii real
estate knew John as the premier real estate instructor and real estate attorney in the Islands.

The day after the event, John and his wife Patty took Janie and I to dinner at the Pacific Club. We knew right then and there that we had the same
vision...to build an online publishing company...to use the Internet as a platform for education. We had no idea how we would make money with this
vision, we just knew it was something we wanted to pursue. A few months later we incorporated...Real Estate Electronic Publishing Company...you know
it as InternetCrusade (DBA).

Back in those days, John was close to a scratch golfer, living in Kailua and playing golf regularly. I think the closest he gets to golf these days are
the two golf clubs he carries with him in the trunk of his car.

So...Happy Birthday John Reilly...I think I see the Pony's tail!

See you at 5:00 AM for the ride to the airport!

Saul

Saul Klein
President/CEO, InternetCrusade

Have you visited RealTown.com recently? One of the oldest, largest and most respected online communities in the real estate industry has been totally
redesigned and offers a wealth of information. Go to http://RealTown.com and check it out today!

Former Congressman Oxley now working for the NASDAQ

Mar. 22, 2007

Who was the biggest supporter of banks getting into real estate...former Congressman Michael Oxley.

Who was the biggest opponent of the REALTOR sponsored bill...former Congressman Michael Oxley.

Who is now working in the Securities Industry...former Congressman Michael Oxley

Oxley will be non executive vice Chairman, working with NASDAQ's listed companies, acting as their and the exchange's Washington DC "Presence" on
public policy.

He will now more than likely work to overturn portions of the Sarbanes-Oxley Act, which he co-authored and worked to push through Congress...from one
side of the fence to the other...there ought to be a law...


Saul

Saul Klein
President, InternetCrusade

Thoughts on selling your real estate sales business

Mar. 8, 2007
Categorized in: Business Planning
The bottom line...preparation, planning and the ability to quantify the bottom line.

How do you evaluate a personal service business? What determines the value, and what someone would be willing to pay for it? What is the "present worth of the future benefits?"

Look at a property management practice...the revenue can be quantified. Having said that, what do property management practices sell for? One times the annual gross revenue? 1.5 times the annual gross revenue? (a property management practice can also be a great source for future commissions).

When one sells income producing real property, it is usually priced by a factor of the net income and the income is examined in three areas:

Quantity - the amount collected
Quality - financial stability of the tenant
Durability - term of tenancy (long term leases are generally preferred as they should make for lower future vacancy and thus, higher overall quantity)

A real estate sales business is a little more difficult to quantify. I think however, it is important to have more than a digital database of names and contact information. Other facts about the client base should be important factors as well.

Amount of new business is part of the "value equation" as well as repeat business from your database. To estimate a value of your real estate business, examine the idea of "Quantity, Quality, and Durability."

Contact and Client Management Software - Top Producer and AgentOffice are not the only options and often, because of their steep learning curve, may not be the best choices

The concept of bringing in your successor over time also makes some sense to optimize the transfer of your business because you are in a personal service business and your database alone is not very personal. A "turn over process" will maximize the success of the person buying your business which should mean a greater value for you in the sale.

And let's not forget the terms of the sale...how much down, amount and number of payments, etc.

I am an advocate of preparing to maximize the asset one builds in their business over the years and to do so requires, imho, a lot more thought, preparation and detail than I have heard discussed by many who advocate the "idea" of selling your real estate business. It is a sound "idea." If one wants to truly maximize this opportunity, the more you can determine long in advance of the sale will help you with the process and the pricing when the time comes to "cash in" (or cash out :-).

Saul

The beginning of RIN and REALTOR.com

Mar. 5, 2007
Categorized in: REALTOR.COM
Hi everyone,

Hi everyone,

I am in the Chicago area this week, and after my presentation this afternoon in Arlington Heights, I will be headed Downtown for a few days of meetings.
It was this week in 1995 that RIN (REALTORS Information Network) had its first "Charter Member" meeting at the Drake Hotel. I had the opportunity to
be the presenter at what Ed Evans (then president of RIN) called the "Big Tent" event.

As a speaker in the real estate industry, this was to me the biggest of events and visibility and I was very excited. Just 2 years before I was a
local board president and now I was speaking to most of the MLS and Association Executives in the country!

Walt Baczkowski, my AE from San Diego was there and we went running along Lake Michigan...as the ice moved along the surface of the Lake and deposited
itself with crashing thunder on the sea wall.

12 years later...back in Chicago. In 1995 the advanced hardware was a 486 with 4 to 8 MB of RAM. The www was very new and the total number of real
estate web sites was less than 300, which was a shockingly high number to most of us back then. It has been a long run, and we are not through yet as
we enter upon the age of collaboration and what is being referred to as Web 2.0.


Saul

Saul Klein
President, InternetCrusade 
 

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