Listing Bits

ShowingTime was built to help people buy homes more efficiently by making the process of scheduling a showing much easier. Since it was founded 18 years ago, the company has grown to include a family of technology products that serve MLSs, brokers and agents in the areas of showing management and market statistics. Mike Lane is the Co-Founder and President of ShowingTime, the most widely used showing management service provider in the market. ShowingTime serves 1M agents and 200 MLSs, scheduling up to 5M showings per month. Mike has been with the company since its inception in 2000, and he continues to head its sales and marketing divisions and serve as the primary contact for MLS clients and large brokers. A former Naval Officer and seasoned athlete, Mike has competed in a number of triathlons, including three IRONMAN races, and he holds an MBA and Master's in Engineering Management from Northwestern. Today, Mike explains how ShowingTime facilitates the scheduling of showings by way of its online calendar and call center. He describes the company's evolution, discussing how they got into market stats as a complement to their core business. Mike covers the ShowingTime Index, explaining how agents might leverage the information and what showing activity reveals about market demand. Listen in for insight on ShowingTime's business model and learn what the company is doing to reach brokers and agents, remove the hurdles to ordering online, and navigate the complexities of bundling—and unbundling—its products and services. What's Discussed: How ShowingTime facilitates online scheduling of showings How the ShowingTime call center unburdens brokers/agents How Mike got into the real estate software business ShowingTime's acquisition of 10K Research and RBI MRIS How agents might leverage the ShowingTime Index How showing activity reveals demand in the market Mike's insight on the predicted turn in the market ShowingTime's focus on supporting mobile adoption ShowingTime's ability to facilitate reverse prospecting How ShowingTime serves MLSs, brokers and agents How to reach brokers and agents via online marketing Vendor efforts to remove the hurdles to ordering online The complexities of bundling products/services for REALTORS Resources: RESO Conference Cloud Agent Suite 10K Research RealEstate Business Intelligence Greg's Blog on MarketView ShowingTime's Showing Index Zillow Research Connect with Mike Lane: ShowingTime Mike on LinkedIn

Tim Dain has a reputation for being the 'mad scientist' of the MLS world. He is not afraid to challenge established systems and ask WHY things are done a certain way. Tim facilitates innovation by assigning a creative writing piece, commissioning a study or building a spreadsheet—and then implementing the best ideas with a commitment to being of service. Tim is the President and CEO of MARIS MLS, a multiple listing service out of St. Louis that serves 13 REALTOR associations, 58 counties and more than 13K members. A seasoned MLS executive with a unique resume, Tim spent two years running the Austin Board of REALTORS and four years as Executive Director of SIR/MLS prior to joining MARIS. Tim has a background in information technology, and he has served the real estate industry in multiple roles since 2006. Today, Tim explains why he is not afraid to disrupt established systems and shares the improvise-adapt-overcome leadership mantra he learned in the Marines. He offers insight around the redesign of the MARIS MLS website in collaboration with 1000watt, describing the skills development video library featured on the site. Tim addresses his work to rebuild the infrastructure at MARIS, offering insight on his essentialist approach to technology tools and his commitment to service over shiny objects. Listen in for Tim's take on the current plight of the broker and learn about his dedication to facilitating an honest dialogue around industry challenges—and publishing the unscripted answers. What's Discussed: Tim's reputation as the mad scientist of the MLS world MARIS's marketplace approach to the board structure Why Tim is not afraid to disrupt established systems Tim's improvise-adapt-overcome leadership mantra The redesign of MARIS's web presence with 1000watt Related content to continue learning process Video library tied to skills development Tim's work to rebuild the infrastructure at MARIS MLS Negotiating price vs. subsidizing tech for small brokerages The essentialist approach to MLS technology tools Tim's commitment to make basics available at a low cost Why service should be the Holy Grail of the MLS AMP's origins in a thought exercise re: small MLSs Tim's view of the consumer as the 'lion over the hill' How the MARIS Asksseries facilitates an honest dialogue Resources: RESO Conference 1000watt Cloud Agent Suite Bright MLS Clareity DASH Salesforce Tim's Infrastructure Spreadsheet The Buckminster Fuller Institute Bill Chee's 'Lions Over the Hill' MARIS Asks Connect with Tim Dain: MARIS MLS Tim on LinkedIn

Let's say you have your heart set on a kitchen with hardwood flooring, natural light and an island. Imagine having the ability to search images on the MLS for those specific features. With advancements in artificial intelligence, it is possible to have software read the images, identify the room type and even recognize the objects in it! There are an infinite number of use cases for the real estate industry and Restb.ai is quickly becoming a leader in the space. Dominik Pogorzelski is the Vice President of Product and Operations for Restb.ai, a machine learning computer vision company specializing in visual recognition for real estate. The company's plug-and-play solutions employ AI to automatically tag and classify property photos with industry-specific information. Dominik earned his MBA from IESE Business School in Barcelona. Today, Dominik discusses the societal shift to consume information in a digital way, explaining Restb.ai's ability to filter images by room, features and amenities. He offers insight around the potential use cases for AI in real estate and the technology's ability to unlock the data available in images and create value in a number of ways. Dominik describes how the pain points in the online ecosystem differ between Europe and the US, and he addresses the decision to apply Restb.ai's technology to historical data or active listings. Listen in for insight on how an MLS might establish a partnership with Restb.ai and learn why AI is the next big thing in real estate technology. What's Discussed: Restb.ai's niche as an AI company playing in the real estate space Dominik's path to Barcelona and his role as VP at Restb.ai Restb.ai's client base in Europe, Canada and the United States How Restb.ai's AI filters images by room, features and amenities The societal shift to consume digital information in a visual way The potential applications of AI tech for real estate professionals AI's ability to unlock the data available in images and create value How Restb.ai could automate the compliance review process The moral obligation AI companies have to the industries they serve The horizontal players in the space vs. the specialists like Restb.ai How the online ecosystem in Europe differs from that of the US No central source in Europe like US MLS Duplicate listings, competitor watermarks The technical aspects of establishing a partnership with Restb.ai The decision to apply Restb.ai to active listings vs. historical data Resources: RESO Conference MLSOK TLCengine Connect with Dominik Pogorzelski: Restb.ai Email: dominik@restb.ai

As real estate professionals spend less and less time in the office and real estate offices host fewer and fewer walk-ins, you might start to question the merit of spending top dollar for office space in a high-rent district. What if you saved that money and reinvested it in agent services? What if you could build a full-service brokerage in the virtual world, conducting business and meeting with colleagues in VR? Cameron Paine is the Senior Vice President of Industry Relations at eXp Realty, the world's most successful virtual, full-service brokerage. eXp invests the money saved by having very few offices into the technology that helps its agents stay relevant. In his role as Senior VP, Cameron is responsible for seeking collaboration opportunities with MLSs, Associations, brokerages and technology partners. Camron's resume includes 15-plus years combined experience as top executive for an MLS and Association, and he has been recognized by Inman Newsas one of the Top 100 Most Influential People in Real Estate. Today, Cameron shares eXp's decision to invest in change rather than fight it. He explains how a progressive MLS facilitates a broker's ability to do business and offers insight around the innovative joint system between Arizona Regional and Metro MLS. Listen in to understand how eXp helps its agents build wealth by investing in the company and learn how the brokerage is creating a virtual world for its employees and partners! What's Discussed: eXp's decision to invest in change rather than fight it How eXp serves as a virtual, full-service brokerage How eXp agents build wealth by investing in the company The benefits of running a brokerage without office space Cameron's background in MLS and Association leadership How a progressive MLS facilitates a broker's ability to do business The innovative joint system between Arizona Regional and Metro MLS Greg's argument for a New Jersey and Palm Beach MLS data share Cameron's responsibilities as SVP of Industry Relations at eXp Collaborations with other brokerages Opportunities with tech vendors How eXp was designed for agents as a tech-forward brokerage How eXp has created a virtual world for employees and partners Resources: Russ Bergeron ARMLS|Metro MLS Connect with Cameron Paine: eXp Realty Cameron on LinkedIn

Talk of standards adoption at the recent RESO conference in Milwaukee sounded much like the conversation last year. And the year before that. And the year before that. So, how do we move beyond discussing the reasons for converting to Web API and begin to execute on that plan? What might vendors do to help facilitate a little less talk—and a lot more action? Mike Wurzer is the President and CEO of FBS, a leading innovator of MLS technology and one of the most respected real estate software brands. Andy Woolley is the VP of Industry Development for Homes.com, one of the nation's top online real estate destinations and provider of tech solutions for the industry. In addition, Mike is the Vice Chair of RESO, and Andy serves on the Board of CMLS. They join Greg live from RESO Conference 2018to discuss the need for a shift in the conversation from the WHY of RESO standards adoption to actual implementation. Mike explains how the platinum data-dictionary certification stands in the way and addresses the need for education around how to access the credential manager. Andy describes what his team is doing to facilitate the transition to Web API, sharing his intention to publish a follow-up to the whitepaperdetailing the first few conversions. They also cover the complexities around efforts to do away with replication and their responsibilities as established vendors to promote Web API adoption. Listen in for insight around developing a plan for conversion and learn how trusted vendors might work together to help their customers move forward—faster. What's Discussed: Greg's frustration with the panel on standards at the RESO conference How MLS platinum data-dictionary certification is a barrier to adoption The need to move past a discussion of the WHY to implementation The need for education around how to access the credential manger What Andy's team is doing to facilitate the shift to Web API Mike's solution to the issue of renegotiating licensing agreements Andy's case study of the first few conversions + the proposed follow-up The complexities around efforts to do away with replication Other methodologies better than Web API Software developers expect copy of data The responsibilities of established vendors in promoting API adoption Serve customers, push MLSs to make feeds available Implementation = fewer maintenance, data quality issues Mike's insight on how the API makes lead data available in all apps Why every established vendor should have a plan for conversion The pros and cons of creating a deadline when RETS will stop working Resources: RESO Conference CoreLogic Trestle Spark API Black Knight Andy's Case Study Connect with Mike Wurzer: FBS IDX Solutions Mike on LinkedIn RESO Connect with Andy Woolley: Homes.com Andy on LinkedIn CMLS

How do MLS executives make decisions around which technology solutions work best for their REALTOR-members? What motivates leadership to establish a system of choice? Are there benefits to offering agents options when it comes to MLS solutions? And what are the challenges associated with giving members more alternatives? DaVina Lara is the CEO of the Oakland/Berkeley Association of REALTORSand bridgeMLS. Her career in real estate began working for Russ Bergeron at SoCalMLS in 1993. Since then, she has served as an association executive with both the Hemet San Jacinto and Palm Springs Regional Association of REALTORS. DaVina took on the role of OBAR CEO in August of 2015 and added the MLS leadership responsibilities in April of 2016. She is committed to providing members with access to reliable data through innovative technology, offering subscribers access to 10-plus MLSs across California. Today, DaVina shares her extensive industry resume, discussing her early years as the office manager for SoCalMLS through her current role as MLS and association executive. She explains the thinking behind her decision to implement a system of choice and what impressed her about the dynaConnections' connectMLS system. Listen in for DaVina's insight around the pros and cons of offering members additional technology options and learn more about the trend to separate listing input from MLS systems. What's Discussed: DaVina's early years as the office manager for OCMLS DaVina's extensive resume in the real estate industry Why DaVina is establishing a system of choice DaVina's goals as the CEO of bridgeMLS Change name, reputation Improve governance structure More advanced technology The advantages of dynaConnections' connectMLS system Give members options Great mobile site Phenomenal service How data is shared in SoCal vs. the Bay Area DaVina's plan to provide connectMLS training The trend to separate listing input from MLS systems The relationship between choices and support challenges Resources: Cloud MLX dynaConnections connectMLS Bridge Interactive Paragon BOOST MLS Staff Summit Connect with DaVina Lara: DaVina on LinkedIn bridgeMLS Oakland/Berkeley Association of REALTORS

How does design impact a real estate brokerage? Does it go beyond aesthetics to influence processes? How does quality design shape the user experience? And what are the benefits of an in-house creative team? Matt Beall is the CEO and Principal Broker at Hawai'i Life, the state's largest listing brokerage with over $25M in annual revenue across 13 commercial locations. He founded Hawai'i Life in 2008 to solve for representation of properties in marketing and digital technology, and now the firm does thousands of transactions each year, representing approximately $1B in sales. Matt also produces the Worthshop Series, a unique industry event designed to facilitate content and conversation among real estate's brightest minds, and he serves as the cohost of HGTV's popular reality show Hawaii Life. Today, Matt shares his diverse experience in real estate, discussing how his background in sales, investing and running a traditional brokerage inspired him to found Hawai'i Life and what differentiates the company from other firms in the space. He explains the value of design in creating a clean and simple user experience and his decision to employ a full-time team of creatives and engineers. Matt also describes the benefits of being featured on HGTV in terms of brand awareness and credibility. Listen in for a preview of this year's Worthshop at Mauna Kea Resort and learn how the design focus at Hawai'i Life contributes to its company culture. What's Discussed: Matt's background running a traditional brokerage What inspired Matt to found Hawai'i Life in 2008 Hawai'i Life's recent merger with Joy International Why Matt employs a full-time creative design team Hawai'i Life's focus on simplicity in user experience The benefits of being featured on HGTV The aim of Hawai'i Life's annual Worthshop Series What differentiates Worthshopfrom other conferences The key aspects of Hawai'i Life's company culture How an 'ethos of reset' influences the tone of Worthshop Resources: Wake Interactive Hawaii Life on HGTV Worthshop Series CMLS 2018 Connect with Matt Beall: Hawai'i Life Matt on LinkedIn Worthshop 8

How does a tech company maintain a startup mentality after nearly five decades in the real estate space? Rapattoni has held on to its spirit of independence since its inception, embracing change and demonstrating a pride of ownership that is rare in the tech industry. Brian Tepfer is the Executive Vice President and CTO of Rapattoni, a 48-year-old startup that offers a suite of innovative software products and services designed specifically for real estate associations and MLSs. In his role, Brian is responsible for shaping the future vision of the company's MLS and AMS software platforms and keeping Rapattoni's products relevant and useful. He has been with Rapattoni since 2003, serving as Technical Operations Manager and Business Processes Manager before his 2014 promotion to the C-suite. Today, Brian shares his background in computer science and business administration, explaining how he got his start in MLS tech support at Rapattoni. He describes the startup mentality at the company, its distinction as one of the first internet-based MLS systems, and Rapattoni's decision to focus on the real estate vertical. Brian walks us through the latest developments in the organization, including the new Rapattoni Magic-Cloud AMS, recent updates to every piece of their MLS software, and Rapattoni's drag-and-drop custom report writer. Listen in for Brian's take on hot button industry issues like the front-end of choice model and the Upstream initiative—and learn how Rapattoni is working to provide one of the best MLS experiences in the rapidly changing real estate market. What's Discussed: Brian's background in computer science and business Rapattoni's function as an MLS and AMS software service Brian's initial role in MLS tech support with Rapattoni Brian's affinity for the startup mentality at Rapattoni How pride of ownership inspires Rapattoni's independent path Why Rapattoni ultimately chose the real estate vertical How the company dealt with the passing of Andy Rapattoni The advantages of the new Rapattoni Magic-Cloud AMS Rapattoni's focus on updating every piece of its MLS software How the custom report writer helps agents stand out Brian's belief in the front-end of choice model 'Makes everybody better' Requires separate listing input Brian's take on Upstream and its lack of cohesive messaging Rapattoni's intention to provide one of the top MLS experiences Resources: Rapattoni Magic-Cloud AMS Cloud AMS Cloud Streams Rapattoni's Custom Report Writer Greg's Blog on Rapattoni Cloud CMA Cloud MLX Gary Keller at Inman Connect 2018 Connect with Brian Tepfer: Rapattoni Brian on LinkedIn

'Defy mediocrity and deliver extraordinary experiences.' Century 21 has been in business for the past 47 years, and in that time, the branding has remained virtually unchanged. When Nick Bailey took the reins, however, he moved quickly to rebrand the company in a way that reflects the consumer-driven movement in the industry, engenders multi-generational appeal, and inspires his global team to deliver extraordinary experiences. Nick took on the role of CEO and President of Century 21 in August 2017, and he is responsible for the organization's 8K offices and 118K independent contractors in 80 countries around the world. He has 21 years of experience in the industry, earning his real estate license at the age of 21. Nick served as the VP of Growth and Development at RE/MAX World Headquarters for 12 years and VP of Broker Relations for Zillow Group for five years. He is a leader in franchising, brokerage management and technology, and Nick is known for increasing margins while mitigating the impact of economic change. Today Nick explains how his diverse background allows him to see issues through different lenses, including that of the consumer. He walks us through the Century 21 rebrand, discussing the company's new motto around delivering extraordinary experiences and the positive response to its new brand identity. Nick speaks to Century 21's reputation for training, his take on new models like iBuyers, and the consumer-driven movement in real estate. Listen in for Nick's insight on the necessity for open network, mobile-first technology and the healthy competition between Century 21 and Realogy. What's Discussed: How Nick's diverse real estate background helps create clarity The consumer-driven movement in the real estate industry Nick's insight on the core of Century 21's business Help affiliates grow companies Help agents get closings Century 21's new motto around delivering extraordinary experiences The positive response to Century 21's new brand identity Cross-functional (mid-priced AND high-end) Multi-generational appeal How a brand's design impacts consumer trust Century 21's reputation for training and education Nick's take on new models like Redfin and iBuyers How the process of finding buyers and sellers has evolved The difference between home search and home shopper How agents remain essential to consumers despite industry disruption Nick's preference for integrated, open network technology The healthy competition between Realogy and Century 21 Century 21's international presence Connect with Nick Bailey: Century 21 Century 21 on YouTube Century 21 on Twitter Nick on LinkedIn

88 MLSs serve 80% of REALTORS. The remaining 20% are served by the rest—that's nearly 600 MLSs! We know that consolidation will make it much easier for brokers to serve consumers, but what is the best way to approach the issue? How can we work to understand the 20% in rural, small town and resort communities and bring that group in to alignment with the 80%? Kevin McQueen is the President of the T3 Sixty MLS Division. He joined the firm with the express purpose of facilitating MLS consolidations, mergers and collaborations. Kevin has been a real estate consultant since 2000, when he founded Focus Forward to help MLSs and associations navigate the evolution of the industry. Prior to consulting, Kevin spent nine years as the CEO of Realcomp and eight years running technical operations for BORIS Systems. Today Kevin shares his path to consulting, from his early days with BORIS to his experience consolidating MLSs in Michigan at Realcomp. He explains the role of a consultant in facilitating strategic thinking and what led to his collaboration with T3 Sixty. Listen in to understand Kevin's mission to pick up the pace of MLS consolidation, addressing problem areas individually with a quiet, flexible approach. What's Discussed: Kevin's early experience with MLS technical operations How Kevin transitioned to MLS leadership at Realcomp Kevin's insight on the benefits of consulting Why Kevin chose the name Focus Forward The role of a consultant in facilitating strategic thinking Discussion about what's possible Organizational assessment Why Kevin sought a partnership with T3 Sixty The value of accurate data in decision-making to supercede emotion-based decision making in boardrooms The shrinking number of MLSs from 2000 to 2018 Kevin's mission to pick up the pace of MLS consolidation 88 MLSs serve 80% of REALTORS 20% served by the rest (nearly 600) Kevin's take on NAR initiatives as dividing vs. unifying Kevin's Do's and Don'ts of MLS consolidation Be flexible, modify business model Don't go into takeover mode Paul Prince's quiet and respectful approach to consolidation How Kevin's MLS map initiated a conversation T3 Sixty's approach to addressing problem areas individually Resources: Number of MLSs By State Paul Prince Case Study T3 Summit Connect with Kevin McQueen: T3 Sixty Email kevin@t360.com Kevin on LinkedIn Kevin on Facebook