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NATIONAL ASSOCIATION OF REALTORS®
Leadership Summit, August 17, 2006
Chicago, Illinois
Keynote Speech by
Pat Vredevoogd Combs, 2007 President
“Connect the Dots”
My experiences have played a major part in my success. They have shaped who I am,
and they have made me a better leader. Yet, the challenges I faced in my career pale
in comparison to all of the challenges and opportunities in front of today’s REALTORS®.
Buying and selling homes is much more complicated and dynamic than it was when I
and many of you started in the business.
Thirty five years ago, a person may have bought one or two homes in a lifetime. The
transaction was pretty foreign to them. Today, many consumers have bought several
homes just in the past five or ten years alone.
Consumers are also much more diverse; single women and minorities are a driving
force in the first-time home market. Across all demographics, needs and desires vary
by experience, age, and a host of other factors.
Real estate agents also are more diverse than ever before and they are connecting with
each other in some new ways. For example, think about how an experienced agent
might work together with a “newbie” to address challenges.
The first agent I ever hired at AJS Realty is a woman named Mary. She is my age and
is a very successful REALTOR®. Last year, we hired a young woman named Amy, who
knew nothing about real estate but was very experienced with technology. We put Amy
and Mary together in the same office.
Leadership Summit, August 17, 2006 1
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
Young people like Amy are the rule, not the exception, today. According to our
research, 40 percent of REALTORS® have been in the business for less than five
years.
We need the diverse experiences and perspectives new agents are bringing to the
business to help address some key changes in the market.
Specifically, with the market slowing from its records of the past five years, many
REALTORS® are experiencing a “normal” business climate for the very first time.
The business also is more complicated than ever. There is no “one-size-fits-all” or even
“one-size-fits-most” solution. There are now dozens of loan products for consumers to
consider ARMs, balloons, interest-only mortgages, 40-year terms.
Technology is making everything faster. PDA’s, web sites, and cell phones are forcing
us all to move at lightning speed and address issues like data security and consumer
privacy.
At the same time, brokers are implementing an array of new business models. From
discount brokers to virtual offices, keeping up with change is more difficult than ever.
If that’s not confusing enough, we have to handle a more complex legal environment.
The Department of Justice investigation and subsequent action against NAR’s VOW
and Internet listing display policies has complicated the evolution of multiple listing
services.
Eminent domain is a top issue on many states’ agendas, as are minimum service
requirements.
Leadership Summit, August 17, 2006 2
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
Then we have the federal legislative and regulatory challenges. Helping REALTORS®
access affordable health care is at the top of our list of priorities. Keeping banks out of
the real estate business also is at the top of our agenda. We also will work to protect
the mortgage interest deduction, a leading incentive for homeownership in this country.
Meanwhile, the future of the FHA program hangs in the balance, along with flood
insurance, natural disaster insurance, and a number of other state and federal
programs.
Every one of these issues could have a big impact on our business.
Yes, it seems like everything about real estate is on the move these days. The
REALTOR® organization is no exception.
NAR is strong and growing. Our membership recently topped 1.3 million REALTORS®,
and we offer more resources and services than ever. While that’s good for our
members, it can be overwhelming, to say the least. Helping REALTORS® understand
and take advantage of all the association has to offer, at every level, is one of my
highest priorities.
So many things demand our attention every single day. Although it’s easy to think of
them as separate issues and challenges, the truth is every single thing we do is
connected.
How many of you remember the “Connect the Dots” puzzles?
My four-year-old granddaughter, Anna, and I were working on a few of the pictures
several weekends ago. As we drew the lines from one number to the next, I was
reminded of the many connections I make every day, from work and family to business
and community.
Leadership Summit, August 17, 2006 3
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
As REALTORS®, we connect in even more ways. There’s the broker-agent connection,
the buyer-seller connection, the member and association connection, just to name a
few.
When you become a REALTOR® leader, you inherit more connections, from local to
state to national, between staff and volunteers, from past leadership to future
leadership.
The more complicated our lives, our industry, and this association become, the more
time and attention we need to spend on “Connecting the Dots.”
When Anna and I connect the dots, I notice that she sometimes gets so excited about
the final “mystery” picture that she rushes through and misses one or two. The result is
usually a skewed picture that doesn’t look the way she wants it to.
In making our connections, we have to take the time we need to get it right. That’s
where all of you can help your members, this organization, and all we serve.
As NAR’s elected and volunteer leaders, I am calling on each of you to help connect the
right dots in the right ways in 2007.
Rather than just talk about those connections, I thought I would show you how some of
your fellow leaders are using the resources available to them, and to all of you, to
“connect the dots” in their businesses, this association, and other key areas. All of the
programs and resources I am about to highlight are included in your Issues and
Challenges paper, so just sit back, relax, and enjoy.
Let’s start with an outstanding housing opportunity program sponsored by the Charlotte
Regional REALTORS® Association’s Housing Opportunity Foundation. Participants in
this program must complete a homeownership course offered by an organization called
Leadership Summit, August 17, 2006 4
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
“The Housing Partnership.” During homeownership counseling, participants learn how
to secure financing, how a REALTOR® can assist them, what happens at closing, and
what to expect after the closing.
Those who successfully complete the program, and who have not purchased a house,
are eligible to participate in the drawing for a new home.
This program is a great example of how REALTORS® can use our connections to help
put more people on the path to homeownership.
The beauty of the Charlotte program is that every participant is closer to owning a
home, even if they don’t win one, thanks in large part to REALTORS®.
Every transaction we complete, commercial or residential, requires a number of steps
and participants. REALTORS® are the only service provider that sees the purchase or
sale through from beginning to end. It’s up to us to connect with all parties in the
transaction. The better we are at connecting the dots, the more business we can do.
NAR has some excellent resources to help our members make these connections.
Market research is a great tool that can help REALTORS® connect with consumers.
Did you know that homes sold by a real estate professional sell on average for 16
percent more than those sold without the help of a professional? Did you know that
consumers who search for a home on the Internet are more likely to use a real estate
professional than those who don’t?
These are just two of the countless insights NAR’s research reports provide.
Leadership Summit, August 17, 2006 5
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
NAR’s Public Awareness Campaign can also help you make that important connection
with consumers.
In our new ad targeting the For Sale By Owner Market, we used the same research
findings to emphasize the important role REALTORS® play in the real estate
transaction. You can do the same in your market by using NAR’s research and our
Campaign ads when you talk to your clients.
Don’t you think these resources would bring tremendous value to your members?
Technology is another excellent way to connect with consumers and other parties in the
transaction.
NAR’s Center for REALTOR® Technology has some of the best technology and
information in the industry and the best part is it’s FREE for REALTORS®. That’s right
it’s FREE. From protecting consumer information to giving members market-leading
applications for their web sites, the Center for REALTOR® Technology is helping
REALTORS® connect every step of the transaction. They are a great resource for state
and local associations, too.
Now, through RELAY, REALTORS® can even create a secure transaction web site,
where they can connect with clients and manage all documents and activities related to
the transaction. This is a great product – check it out here at the Summit.
As you saw in the video, bringing other parties into the transaction is critical when it
comes to serving new homebuyers.
NAR’s Housing Opportunity Program can help REALTORS® reach out and make those
important connections, too. Through our partnerships with Neighborhood Reinvestment
Corporation and the U.S. Conference of Mayors, and with the new “Home from Work”
Leadership Summit, August 17, 2006 6
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
program, NAR offers plenty of opportunities for you and your members to increase
housing opportunities in your communities.
Our HOPE Awards Program is another great example of how NAR is working with
national partners in the industry to recognize those who are making homeownership
possible. The fourth HOPE Awards program will be held in May, 2007.
When you get back to your states, look in your communities for a program that should
be recognized. Applications are due this December and are available on
www.hopeawards.org.
As REALTORS®, we want to see every person who dreams of owning a home fulfill that
dream. It’s the right thing to do, and it’s right for our businesses.
By making connections with all parties in the transaction and bringing in those who are
involved in housing in other ways, REALTORS® can make that picture a reality.
Connecting in our businesses is important to our members’ individual success. Helping
our members connect at all levels of the REALTOR® organization is critical to our
mutual success.
The truth is we can ALL do a better job of connecting with one another.
Okie Arnot former president of the South Metro Denver REALTOR® Association is a
great example of how volunteers just like you can connect the dots with members.
Over the past few years Okie has done an outstanding job uniting boards in the metro
Denver area. Although these boards were geographically close, they had not found a
way to work together. So, Okie created regional cooperation among brokers and two
MLS systems. The benefits were immediate.
Leadership Summit, August 17, 2006 7
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
Okie and the Metro Denver REALTORS® get it. It’s all about connecting the dots at
each level of the REALTOR® association.
This Summit is a great example of how NAR is helping all of you to connect with leaders
from other states and boards in your region and beyond and with your national
leadership and staff. It’s just one of the many leadership tools and resources we offer to
our association executives and volunteer leaders to help you connect with each other.
The folks at InternetCrusade®, provider of NAR's e-PRO certification course, have
developed “President’s Talk,” a tool state and local presidents can use to communicate
with each other on a daily basis.
NAR is taking the idea a step further. We are working on a new resource for state and
local board presidents to share ideas and communicate on a more regular basis.
Look for it this fall, before the annual conference in New Orleans.
Every initiative and program the REALTOR® organization supports, whether it’s political
advocacy, marketing tools and resources, technology products, or training and
education, requires some degree of local, state and national involvement. The more
participation we have at all levels, the more effective our initiatives and programs are.
The next program I want to share with you proves that collaboration is one of the best
ways to help our members address key challenges in our industry.
The Maryland Association of REALTORS® used an NAR Diversity Grant to help its
members better serve the needs of the Hispanic community. The Maryland Association
is providing staff support, facilities, supplies, and legal advice to the Maryland Hispanic
Real Estate Industry Association. The organization’s first program is a series of
Spanish language classes for REALTORS® across this state.
Leadership Summit, August 17, 2006 8
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
While NAR can’t give grants to all our members, we do offer other resources to help
members address diversity in our business, this association, and on a broader scale.
For example, NAR’s At Home With Diversity Program is another great resource
members can use to connect with today’s diverse consumers.
In 2006, we created Managing Diversity for the Broker, Owner, Manager, specifically
focusing on the needs of this specialized group. In 2007, an online version of At Home
with Diversity will be offered, as well as a specialized version for Association
Executives.
NAR also is working diligently to increase diversity within our own ranks. We need
leaders from all walks of life, all business models, all backgrounds, ages and
experiences.
In 2007, NAR will begin an ongoing campaign to get more diverse members interested
in leadership. And we are including new tools and case histories in our diversity toolkit.
JoAnne Poole with the Maryland Association said it best: “People should look beyond
the barriers in their minds, and the ‘stop signs’ that keep them out of leadership.”
Diversity is an issue that touches all of us, and it should be addressed in all of the
connections our members make. My challenge to you is to take the information we
have given you here today and use it to reach out one-on-one to minority members in
your states and boards.
Our connections in the REALTOR® Organization don’t stop at the national level.
Leadership Summit, August 17, 2006 9
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
Over the past several years, the global real estate market has also grown, and many of
our members are looking to connect with professionals and properties outside of the
United States. NAR is helping members make those connections by strengthening our
partnerships with global real estate organizations.
NAR recently formed the first-ever international real estate association joint venture,
designed to bring our members more international business with Mexico. Mexico’s
AMPI members will officially become international REALTORS® in early 2007. NAR will
help commemorate this historic “first ever” international venture at AMPI’s 50th
anniversary celebration in Mexico City this October.
NAR also is working with our partners in China to bring U.S.-style broker education to
professionals in that country.
Whether you’re partnering with another local board, with states in your region, or with
the real estate organizations in countries around the globe, the premise is the same.
The more connected we are, the more successful all of our members will be. The
resources are there, we just have to use them.
Now, consider taking the connections we have talked about so far one step further.
Think about how much we could accomplish if we moved beyond the REALTOR®
organization and our housing partners and connected with all other aspects of our
communities. Do you think we could work together to re-define the quality of life in
every city and town we serve?
The Santa Clara Association of REALTORS® proved that the answer is “YES.”
Working with a host of other players in the San Jose community, as part of the Santa
Clara Housing Action Council, the REALTORS® help generate broad support for an
important smart-growth project.
Leadership Summit, August 17, 2006 10
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
This is a great example of how connecting with other players in our communities can
help us succeed on even the most challenging goals.
REALTORS® understand, perhaps better than anyone else, how difficult it can be to
achieve balanced growth that enhances quality of life. Because of our unique role in
our communities and our leadership in the real estate market, REALTORS® are in an
ideal position to lead the charge on Smart Growth.
NAR’s Smart Growth program has some excellent resources to help your members get
involved in every aspect of community growth and development. From information and
education to grants and free legal advice, NAR can help state and local associations
and their members make these important connections.
Our new Smart Growth toolkit will be out before the annual conference this fall. And we
are currently working with the Vermont Association of REALTORS® to test a new Smart
Growth continuing education course.
The connections we make in our communities can help us address all of the issues and
challenges our clients face. It’s good business, and it’s good for our members.
As NAR’s elected and volunteer leaders, I need all of you to help our members connect
the dots in every possible way in the year ahead.
Help our members find new ways to connect with more potential clients and
guide them through the transaction. As a trade association, it’s our job to give
our members every opportunity to succeed in their businesses.
Show members how to connect with the REALTOR® organization at the local,
state and national levels.
Help them use resources and opportunities at each level and work together, as a
team, to achieve all of our goals.
Leadership Summit, August 17, 2006 11
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
And encourage them to look outside of our organization and make connections
that help our communities, our industry and our profession grow and develop in
other ways.
Again, the more connections we make with those outside our organization, the stronger
we will be.
Eleanor Roosevelt said: “It’s not fair to ask of others what you are not willing to do
yourself.”
I ask you, NAR’s 2007 leaders, to start making these important connections yourselves:
• Look for ways to use research, advertising, technology and NAR’s many
resources and programs to connect with more consumers;
• Put a housing opportunity program to work in your neighborhood, and nominate a
HOPE Award winner;
• Help more diverse members take their first steps toward leading this association
and our industry;
• Strengthen your own connections with your local elected officials, community
activists and business leaders to build healthier communities.
• And be there to support your members AND the REALTOR® organization:
o Attend NAR’s Annual Conference this fall in New Orleans;
o As 2007 Presidents, participate in NAR’s Mid-Year Meetings in
Washington next May;
o Attend your board and state forums;
o And become a major RPAC donor.
Throughout the Summit you will hear about all of the resources and programs I
highlighted today and many more. Please take advantage of this opportunity to ask
questions, and connect with your fellow leaders and the NAR staff, who can help you
put these resources to work in your associations.
Leadership Summit, August 17, 2006 12
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
You also will have the chance to learn from experts who can help you become better
leaders in every aspect of your business and life. Please take some time to connect
with them, as well.
The work you do today, tomorrow and throughout 2007, will put the next generation of
leaders that much closer to success.
As Colleen Barrett, president of Southwest Airlines and one of Forbes 100 most
powerful women, has often said: “Work is either fun or drudgery. It depends on your
attitude. I like fun.”
Well, I like fun, too. So, let’s get out there and connect, and let’s all have FUN!
Now, it is my pleasure to introduce to you the folks who will be helping to lead this
organization in 2007.
First is your 2007 Leadership Team, beginning with President-Elect, Dick Gaylord, from
Long Beach, California…
Your 2007 First Vice President is Charles McMillan, from Irving, Texas…
Bruce Wolf, from Englewood, Colorado, is your 2007 Treasurer…
Your 2007 Immediate Past President is Tom Stevens, from Vienna, Virginia…
And Dale Stinton is NAR’s Executive Vice President and Chief Executive Officer…
Leadership Summit, August 17, 2006 13
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
PeggyAnn McConnochie, from Juneau, Alaska, is your 2007 VP and Liaison to
Committees…
And Monty Newman, from Hobbs, New Mexico, is your 2007 VP and Liaison to
Government Affairs…
I also want to introduce your 2007 Political Fundraising Chair, Marbury Little, from
Metairie, Louisiana…
And your REALTOR® Party President’s Circle Chair, Bill Brown, from Oakland,
California.
At this time, I would like all of the 2007 Committee Liaisons to join me on stage:
• For the Public and Federal Issues Group, we have Gary Thomas from Aliso
Viejo, California…
• For the State and Political Issues Group, we have JoAnne Poole from Glen
Burnie, Maryland…
• For Large Firm Relations, we have Virginia Cook from Dallas, Texas…
• For the Information, Communications and Professional Development Group, we
have Pili Meyer from Port Angeles, Washington…
• For the Association Leadership Group, we have Rob Authier from Waltham,
Massachusetts.
• For the International Group, we have Gail Lyons from Boulder, Colorado…
• For the Housing and Diversity Group, we have Kay Watson from Centennial,
Colorado…
• The Real Estate Services Liaison is Adorna Carroll from Berlin, Connecticut…
Unfortunately, two of our liaisons could not be here today. They are:
Leadership Summit, August 17, 2006 14
Chicago, Illinois
“Connect the Dots”
Pat Vredevoogd Combs, 2007 President
NATIONAL ASSOCIATION OF REALTORS®
• For the Commercial & Business Specialties Group, W. Alan Huffman from
Wichita, Kansas.
• And for the Law and Policy Group, David Peretti from Winchester,
Massachusetts.
Your 2007 Regional Vice Presidents can help you connect with each other and with
your national leadership. They are:
• For Region One, Ken Libby, from Stowe, Vermont…
• For Region Two, Ellen Renish, from East Norriton, Pennsylvania…
• For Region Three, Renee Miller, from Great Falls, Virginia…
• For Region Four, Ronnie Thompson, from Valdese, North Carolina…
• For Region Five, Tom Salomone, from Coral Springs, Florida…
• For Region Six, David Ledebuhr, from East Lansing, Michigan…
• For Region Seven, Sarah Ellison, from West Lafayette, Indiana…
• For Region Eight, Jerry Ahlvers, from Omaha, Nebraska…
• For Region Nine, Dan Sight, from Leawood, Kansas…
• For Region Ten, David Dalzell, from Abilene, Texas…
• For Region Eleven, Chris McElroy, from Fort Collins, Colorado…
• For Region Twelve, Carolyn Dozois, from Eugene, Oregon…
• And for Region Thirteen, Scott Bradley, from Honolulu, Hawaii…
Finally, on the screens you’ll see names, photos and contact information for all of NAR’s
state and local board forum chairs.
Please get to know them because they will be important connectors for you throughout
the year and at the major NAR meetings you will be attending in 2007.
Thank you for being a part of this wonderful leadership team. We look forward to
working with all of you to connect with all of our members in the year ahead.
Leadership Summit, August 17, 2006 15
Chicago, Illinois
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