REALTOR® Magazine November December 2014

速

2014 HIGHLIGHTS

NOVEMBER/DECEMBER 2014

REA LT OR S

速

GROW I N G

A

S T RO N G E R

C O M M U N IT Y

THE BAKERSFIELD ASSOCIATION OF REALTORS速 INVITES YOU TO ATTEND THE

2015 Inaugural Celebration

Sheri Anthes

Honoring

January 23, 2015

The Bakersfield Country Club 6pm: No Host Cocktails 7pm: Dinner and Program 9pm: Dancing

Sheri Anthes

Cost: $55

Cocktail / Formal attire (black tie optional)

SPO N S ORS H IPS ARE ALSO AVAIL ABL E! C ONTAC T C I NDY KISER AT 635.231 5

a tree today!

YO UR G IFT WIL L E NR ICH OU R COMMU N I T Y AN D E N VI RON ME N T

Cost of a tree

$

40

plus tax

(To have it professionally planted, add an additional $45 fee for labor).

CALL NOW! Order your tree today

661-635-2300 www.bakersfieldrealtor.org

CONTENTS BAKERSFIELD REALTOR ® MAGAZINE

4

As her presidency comes to a close, Theresa Olson reminisces on successes of 2014.

7

Newton reviews RPA-CA Contract.

10

11 12 14

GAD, Kim Schaefer takes a look at 2014 speakers and political issues.

Leadership takes a look at goals and refines focus for 2015.

19 20

Legislative luncheon snapshots.

ON THE COVER 2014 ASSOCIATION HIGHLIGHTS

It’s time to remodel - 9 Kitchen trends that can go wrong.

Sheri Anthes, 2015 President speaks about her theme, “Build to Suit” for 2015.

24 25 19 16 18

Congratulations to our 2014 GRI Graduates.

Career Booster speakers share their stories of success.

53rd Annual Golf Tournament snapshots.

How to convert Online Leads, know the rules.

2014 Association Highlights and Celebrations.

6 Tips helping professionals take a leap of faith.

Executive Editor - Linda Jay, CEO Designer - Carol Duran Bakersfield Association of REALTORS® 2300 Bahamas Drive, Bakersfield, CA 93309 P. 661-635-2300 F. 661-635-2317 www.bakersfieldrealtor.org www.bakersfieldrealtor.com facebook.com/bakersfieldrealtors twitter.com/bksfldrealtors

LETTER FROM THE PRESIDENT

As her presidency comes to a close

Theresa Olson reminisces on our successes in 2014!

2014 RECAP!

R

ecently while enjoying a time of R&R in Santa Barbara, I sat on the patio of my hotel room overlooking the the beach, reflecting on the remarkable year we are experiencing! It has been an amazing journey that you as an Association have allowed me to travel. Yes, it was your confidence in me to serve as your president that provided such an opportunity. I am truly humbled and honored beyond words. It is a position I have taken very seriously. Along the way, I experienced a personal growth I never would have imagined, plus I have met so many wonderful and interesting people… people who have changed my life, encouraged me and gave me a renewed hope that our industry is still alive and kicking.

We continue to fight for what is right not only for our industry, but for current and future property owners! We have made progress nationally, statewide and locally, but there is still much to be accomplished! This year is an election year, so please remember that our voices do matter! Even if you think you are a speck of sand in the big scope of things, your vote and voice does matter! As a body united, we are a strong voice to be reckoned with!

Let’s take a look at some of our accomplishments for 2014! n We

swapped out 5200 lock boxes, upgrading to new high tech-no fob boxes in a matter of days! n A majority vote of the Association membership voted to amend our By-Laws to provide clarity of intent and purpose with regard to the number of Directors allocated to serve from multi- office companies. n We converted to an on-line voting system for our election of officers and directors. n In preparation for the release of a new RPA coming out in November, we sponsored an in-depth, BRE accredited training class, in which 535 attended!

Gov Hutchinson’s teaching was thorough and entertaining… as always! It is reported as being the largest class in the state!

Kudos to Bakersfield for being pro-active and committed to ensuring our members are well-equipped for the rollout of the new RPA! I, for one, am so proud of our

Gov Hutchinson’s RPA-Contract class was the biggest in the state, 535 in attendance.

Association, and we have received accolades from Gov Hutchinson up and down the state! n We are on track to retire the debt on our Association building in 2016…well ahead of schedule!! n GRI Designation classes continue to be available and well-attended in Bakersfield!

No traveling needed! Scholarships are available through the California Association of REALTORS® for qualified students. n Several high-ranking elected officials addressed our membership this year, keeping us informed on pertinent legislative issues. n REALTORS® Care! Our members continue to show their heart of service by giving of their time, talents and resources to help those in need. Here are a few of the charities we have supported: n Relay for Life n Sally’s Place n Habitat for Humanity n Make-a-Wish Foundation

n

The Golden Empire Gleaners

n

The Wounded Heroes Fund

n

K-12 Schools - Fair Housing

n

Downtown Business Association

n

JJ’s Legacy

n

Bakersfield Blaze

n H.E.A.R.T.S. Connection of Kern County

n

American Cancer Society

n

American Lung Association

n Real Estate Professionals Family Relief Fund

n Kern Economic Development Corporation

n

Bakersfield Chamber of Commerce

n

Optimal Hospice

n

Bakersfield Breakfast Rotary

n

Wreaths Across America

n

Kern County Sheriff’s Reserve

n

Salvation Army

n Community Teachers through our Fair Housing Arts Contest These are just a few highlights of this year, and there is still more to come! This has been an amazing year not only for me, but for my children as well. It will be a bittersweet moment when I have to hand the gavel over, but I will never forget this journey we have traveled together! Thank you for allowing me the privilege of being your President! My door will continue to be open for each of you, even after the gavel has been passed!

Remember “Union is Strength” and to “Change your words! Change your World!”

Our Relay for Life Wine Event is one of our biggest fundraisers.

Watch the video “Union is Strength” at www.goo.gl/TfyyID BAKERSFIELD REALTOR® MAGAZINE

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LETTER FROM THE CEO

Shaped by discipline

2014 OFFICERS President Theresa Olson RE/MAX Magic

Vice President Bill Redmond Watson Realty ERA

President-Elect Sheri Anthes Coldwell Banker, Preferred — Ming

Secretary/Treasurer Midge Jimerson Boydstun Realty Co. Inc.

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BAKERSFIELD REALTOR MAGAZINE ®

Immediate Past President David Knoeb Frontier Real Estate Services Chief Executive Officer - Linda Jay

hat thoughts come to mind when you consider the word discipline? More often than not, the word discipline seems to invoke a negative thought, because it requires enforcement, usually through some type of penalty or punishment. By definition, discipline means to train to obey rules or a code of behavior; control, teach, instruct; a regimen that develops a skill, trade or craft. So, contrary to our stereotypical views that discipline is harsh, restrictive and very limiting, nothing could be further from the truth. It is truly one of the most powerful skills we can possess that is beneficial in every area of our life!

The problem is, we often lack the motivation and initiative to try to develop and strengthen this important skill!

An essential part of Association governance and management is developing and implementing a dynamic, goal orientated Strategic Plan. It’s being disciplined and intentional about ensuring our relevance and effectiveness. Five critical goals were established in our 2013-2017 Strategic Plan, the most important being to ‘Educate’ in terms of Professionalism and Standards. One of the strategies to accomplish this goal was the development of a “Career Booster” program to provide new and seasoned agents with information and tools to drive success in their day-to- day business practice. Two “Career Booster’ programs were hosted this year, and they were nothing short of amazing! They were informational, practical and just plain fun! The best part of all was that the guests speakers, who are highly-skilled and respected colleagues, shared many critical disciplines that had such a positive impact on their professional success.

So how can discipline benefit your career?

Being disciplined involves our mind, will, emotions, body and time. n MIND ­— Our mind controls our thoughts and actions… it is where our decisions begin. n WILLPOWER — it is being intentional about our decisions and actions. n EMOTIONS —it is doing what is best in spite of our desires and feelings. n BODY — being self-controlled - demonstrating an inner strength to control yourself, your actions and reactions. n TIME — Being responsible with our time - not wasting time or procrastinating - life is short - make it count!

It is said that a disciplined person is a flexible person, one who can do what needs to be done when it needs to be done. It helps develop perseverance and persistence to stay the course, no matter the circumstances and resist distractions and temptations that can keep you from achieving your goals.

Are you struggling today with a lack of discipline in your career? The good news is that it is never too late to begin - there has never been or may never be a better time than today to make that decision!

2014 DIRECTORS Athena Collup Miramar International – Haggin Oaks Pam Epps EPCO & Associates John Garone, Jr. Coldwell Banker Preferred - Westwind

David Gay Scott Tobias Real Estate

Wayland Louie RE/MAX Golden Empire

Jacob Marquez Miramar International – Haggin Oaks

Kevin Palla Watson Realty, ERA

Derek Sprague Sprague Real Estate Group

Newton reviews RPA-CA Contract There are substantive changes you’ll need to know

California’s standard RESIDENTIAL PURCHASE AGREEMENT (RPA) produced by C.A.R. has undergone changes.

Some are only slight alterations in wording and a few constitute substantive changes. My advice is to read it yourself, then read it again!

Then, talk to those in the real estate industry, including brokers, escrow, title, lenders, and attorneys. The following is only a shortened overview of the changes to the new agreement that will be used soon.

The numbering system is changed where all contractual terms are moved to earlier Joe Newton in the contract. The RPA will now be 10 pages and the BIA will now be only one page. A new form, Possible Representation of more than one Buyer or Seller (PRBS), takes the place of the AD. AD and PRBS will automatically open with the RPA. Zipforms will now automatically open with the proper form if you check it in the RPA. Some boxes will limit one choice as in date or number of days until COE and Agency Confirmation. An overflow

addendum allows other terms of information to auto fill in an automatic addendum that attaches to the RPA. The date of the contract has moved right to left and is now called Date Prepared.

Buyer and Seller are now called “Parties” and a reminder is that the Brokers are not parties to the contract. Because there is a possibility of competing buyers and sellers for the same property, there is a PRBS form.

Initial deposit shall indicate electronic transfer in default mode which moves away from trust fund handling. All Cash Offer is moved up into the finance terms. The balance of down payment is now pursuant to escrow holder instructions. The borrower is to be qualified based on the contract rate rather than the teaser rate. The loan contingency is separated from the appraisal contingency. Be careful not to remove the appraisal contingency believing that a low appraisal allows the client to rescind when the client would otherwise qualify to purchase the property. Loan contingency removal is stated as 21 days. Unused seller credits do not automatically reduce the price to the buyer and such is disclosed to the lender. Buyer is to pursue financing stated in the contract.

The seller does not have to cooperate with alternative financing.

Contingency on the sale of other property (COP) affects the buyer only; the seller may include it in a counter offer, if needed. The Wood Destroying Pest Addendum (WPA) is not automatically listed but can be added.

WPA is still a form that can be added.

OTHER TERMS will have an auto overfill for additional terms, but don’t practice law here.

Allocation of costs focuses on the requested reports only. Responsibility for repairs is moved to the RR. CO detectors are included and there is a recognition of government reports. Parties are to sign and return Escrow Instructions in 5 or __ days. Time is of the essence for all parties. Seller is responsible for statutory HOA documents and may have to put money into escrow to pay for them.

There is an option for the Buyer to waive the homeowner warranty.

In the items included and excluded, the list is expanded. Carefully read the options given for additional personal property. Pay attention to the section of Seller remaining in possession with new language, and options to See Newton on page 28

2014 OMBUDSMAN REPORT (SEPTEMBER)

70 calls were received by our Ombudsman n

30 calls were grievance/ ethics complaints against agents that were resolved n

30 calls requesting information on real estate procedures n

3 calls requesting information on deposits n

n

2 anonymous calls

3 cases referred to Association mediation n

n

2 Tehachapi calls

n

606 Year-to-date total

BAKERSFIELD REALTOR® MAGAZINE

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M

embers of The A Team! Collectively, these individuals form a group of loyal, hardworking Affiliate members who serve the Association in a variety of ways. Over a long period of time, they consistently:

THEATEAM

Over the years we have developed a special partnership with our Affiliates in Action who have given so much to our members!

n Attend activities and events such as 1st Thursday Brew & Breakfast. n Volunteer their time and energy to support the Association’s programs and activities.

SHERYL GALLION

MONA CIMENTAL

n Promote Association activities to other members.

sgallion@ticortitle.com

mcimental@propertyid.com www.propertyid.com

Ticor Title 661.342.7802

n Contribute raffle items and door prizes, as well as sponsor various programs and special events.

Property I.D. 661.220.0159

MICHELE COOPER

Chevron Valley Credit Union 661.900.2358

mcooper@chevronvalleycu.com

For all their efforts, A Team Members earn these opportunities: n Featured in all issues of Bakersfield REALTOR® Magazine. n Complimentary advertising through The A Team contact list on the Association website.

LISA HOOK

BARBARA WELLS

lisa.hook@prospectmtg.com www.myprospectmortgage.com

bwells@sjvalleymortgage.com

Prospect Mortgage 661.301.5472

San Joaquin Valley Mortgage 661.703.2227

SAM JABUKA

Jabuka Home Inspections 661.664.8629 jabuka@sbcglobal.net

n Complimentary recognition on the Association Reception TV.

Mike George

n First opportunity to sponsor key events with sponsor banner.

mikegeorge @agapemtgco.com www.agapemtgco.com 661.324.2427

If you’re interested in joining The A Team contact Mike George, our Affiliate Chair!

Affiliate Chair

Agape Mortgage

ASHLEY WEAVER

Karpe Real Estate Center 661.847.4982 karpe.com Aweaver@karpe.com

You can be a part of The A Team too!

Call Mike George at 324-2427 for more information

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BAKERSFIELD REALTOR® MAGAZINE

E D U C A T I O N

A N D

N E T W O R K I N G

A L L

I N

O N E

Commercial Investment Committee presents

Guest Speaker Anthony R. Olivieri with Olivieri Commercial Group Join us on November 21st, 8am at the Association

A

nthony Olivieri has over 27 years of experience in the commercial real estate industry. While attending

R. numerous Olivieri school, Anthony he acquired and sold properties

tenant representation, investment sales and

Loyola III: Receivership Law & Practice). He

property management.

is a member of Bank of the Sierra’s Advisory

Today, the majority of Anthony’s time is

Development Corporation and Bakersfield

clients that help achieve their ultimate goals.

Chamber of Commerce.

His experience in ground-up development,

varied marketplace. His real value comes

1987 entered

from extensive experience in highest and best

the commercial

use analysis, site acquisition, entitlements,

real estate field

finance (including extensive knowledge

working for a

with SBA lending), construction, lease

regional firm out of Fresno, Anthony Olivieri

Board, a member of the Kern Economic

spent developing marketing strategies for his

makes Anthony a unique partner in today’s

account and in

Then, in 1989

with California Receivers (attended the 2009

project stabilization and investment sales

for his own

California.

with a focus on commercial development,

2015 COMMERCIAL INVESTMENT CALENDAR We have some great guest speakers lined up. So be sure to join us on any one of the dates below, beginning in January!

January 16, 2015, 8am at the Association

negotiations and disposition, as well as

February 20, 2015, 8am at the Association

partnership origination and group

March 20, 2015, 8am at the Association

sponsored acquisition.

April 17, 2015, 8am at the Association

Mr. Olivieri is a member of the

he was recruited

by CB Commercial where Anthony Olivieri has over 27 years of experience in the commercial real estate industry. While attending school, he International Council acquired and sold numerous properties for his own account and in 1987 entered the commercial real estate field of Shopping Centers, he specialized in commercial retail properties. working for a regional firm out of Fresno, California. Then, in 1989 he was recruited by CB Commercial where he a Certified Commercial Investment Member in commercial retail properties. During this time, he initiated the regional Retail Tenant Services Team, Duringspecialized this time, he initiated the regional was recognized as a “Top Four” producer for several years and received National recognition for marketing and sales (CCIM), a Senior Certified Leasing presentations at CB University in Chicago.

Retail Tenant Services Team, was recognized Specialist (SCLS), and a Certified Retail In 1997, Anthony established Olivieri Commercial Group (“OCG”) as a commercial real estate brokerage company as a “Top Four” producer for several years with a focus on commercial development, tenant representation, investment sales and property management.

Property Executive (CRX). He is also and received National recognition for Today, the majority of Anthony’s time is spent developing marketing strategies for his clients that help achieve currently, on the board of directors for Mid their ultimate goals. His experience in ground-up development, project stabilization and investment sales makes marketing and sales presentations at CB Anthony a unique partner in today’s varied marketplace. His real value comes from extensive experience in highest State Development (the local CDC for SBA and best analysis, site acquisition, entitlements, finance (including extensive knowledge with SBA lending), University inuseChicago. construction, lease negotiations and disposition, as well as partnership origination and group sponsored acquisition. financed projects), a board member with In 1997, Anthony established Olivieri Mr. Olivieri is a member of the International Council of Shopping Centers, a Certified Commercial Investment Member Kern Real Estate Foundation, President of (CCIM), a Group Senior Certified Leasing Specialist Commercial (“OCG”) as a(SCLS), and a Certified Retail Property Executive (CRX). He is also currently, on the board of directors for Mid State Development (the local CDC for SBA financed projects), a board Bakersfield Business Network and affiliated member real with Kern Real Estate Foundation, President of Bakersfield Business Network and affiliated with California commercial estate brokerage company

May 15, 2015, 8am at the Association June 19, 2015, 8am at the Association July 17, 2015, 8am at the Association August 21, 2015, 8am at the Association September 18, 2015, 8am at the Association October 16, 2015, 8am at the Association November 20, 2015, 8am at the Association

Sponsored by: Lisa Hook RSVP to claudia@bakersfieldrealtor.org or call 661-635-2300

BAKERSFIELD REALTOR® MAGAZINE

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REAL ESTATE

AND POLITICS

Legislative Luncheon

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BAKERSFIELD REALTOR速 MAGAZINE

REALTORS

®

ADVOCATE FOR HOMEOWNERSHIP

Succesful Legislative Year Schaefer takes a look at 2014 speakers and political issues

T

he 2013-2014 Legislative Session ended, bringing to a close one of the more successful legislative years in recent history. This Legislative Session brought many victories for REALTORS®.

Kim Schaefer GOVERNMENT AFFAIRS DIRECTOR

The California Legislature passed, and the Governor signed, several C.A.R.-sponsored bills, including AB 1513 (Fox) Squatters, AB 2018 (Bocanegra) Team Names, AB 2039 (Muratsuchi) Auctions, AB 2136 (Daly) Electronic Transaction Documents, AB 2430 (Maienschein) CID Documentation, and AB 2540 (Dababneh) Email Addresses.

Additionally, the legislature passed C.A.R.sponsored SJR 19 (Correa) Federal Loan Limits, which makes legislative findings that lowering loan limits would be harmful to California’s housing market and declares the California State Legislature’s support for

Squatters given the boot

Overstreet eliminates runaround by authorities I recently received an REO assignment from a lender. I immediately called the water district to see if the property was vacant or occupied. I was told there was no water service to the property, so I drove past the subject property to take a look.

Imagine my surprise when I drove past and saw that not only was the subject occupied, but there was someone in the garage welding. I knew immediately that I

preserving existing federal loan limits.

Also in the 2013-2014 session, C.A.R. successfully defeated SB 391 (DeSaulnier) Recording Tax; and, a sustained red alert effort by C.A.R. defeated AB 2416 (Stone) Wage Liens. REALTOR® Activism played a critical role in defeating AB 2416, which was a dangerous piece of legislation that would have allowed employees with a wage dispute to place unsupported, pre-judgment liens against an employer’s property, and other properties where they worked. While C.A.R. worked as part of a coalition to oppose the bill, it was the thousands of REALTOR® calls, tweets, and Facebook updates that made the difference.

While it was a successful year in Sacramento, it was also a remarkable year of local advocacy efforts for the Bakersfield Association of REALTORS® because of your support. Here are a few of the highlights: The Bakersfield Association of REALTORS® joined a coalition representing the business community with the Greater Bakersfield Chamber of Commerce, Paramount Farms, Grimmway Farms, Bolthouse Farms, Western States Petroleum Association, KernTax, and Kern Citizens for Sustainable Government to demonstrate that we are united in our desire to ensure that

had squatters.

I posted my situation on FB and was told by several agents that there was a “new law” that had gone into effect on squatters.

Well, as it turned out that was not entirely true. There is, in fact, a “vacant property registration” law, but Code Enforcement informed me that it had nothing to do with squatters.

After posting my situation on FB once again, I decided to call our local Association of REALTORS® for some direction. Linda Jay was very helpful in providing me with information made available through the Real Estate Anti-Fraud

the Kern Council of Governments’ Board of Directors considered the unique nature of our region as it reviewed the 2014 Draft Regional Transportation Plan/Sustainable Communities Strategy.

The R.GOV Committee worked to develop policy positions that will provide our Association with the ability and opportunity to swiftly engage on issues and promote the Association’s overall goals. Many programs were hosted by R.GOV, including programs with Congressman David Valadao, Senator Jean Fuller, Senator Andy Vidak, Assemblywoman Shannon Grove, Supervisor Mick Gleason and City Councilman Willie Rivera. We are fortunate to have exceptional relationships with our elected officials here at the Bakersfield Association of REALTORS®.

They are continuously willing to discuss REALTOR® concerns, issues and priorities.

Members had the opportunity to hear from candidates seeking the office of the Kern County Assessor at our well-attended Candidate’s Forum. We worked closely to put on the event with our community partners

Advisory Coalition (REAAC), which our Association was instrumental in forming a couple years ago.

Their guidance was very important, as I needed to make sure I was giving the right information to the authorities. Here were their recommendations: 1) Confirm whether the occupant has a valid lease. Ask to see their paperwork.

2) If paperwork is confirmed to be fraudulent, obtain a copy of the Trustee’s Deed 3) Call your local Sheriff or Police Department and ask to speak to the “Watch Commander” 4) Meet the authorities at the

See Schaefer on page 28

property with your locksmith, a copy of the fraudulent lease and the Trustee’s Deed It took a little time to work things out with the Sheriff’s Department, but once I had my ducks in a row, I was able to have the squatters evicted immediately. I had my locksmith change the realtor locks and then I had testimony their belongings put into the yard, giving the squatters an additional 48 hours to retrieve whatever they wanted to save. A strong word of advice… be persistent! ®

Michelle Overstreet | Denim & Diamonds Realty Inc | (661) 369-2884 www.michelleoverstreet.com

Strategic Planning Recap Leadership takes a look at goals and refines focus for 2015 2013 - 2017 Strategic Plan

Our strategic plan was first adopted at our Leadership Summit in 2013 (spanning a period from 2013 to 2017), guiding successive volunteer leaders, committees and professional staff. It was in our mid-year review that leadership took another look at where we had come, where we were are going and how we needed to strategize in order to meet our goals. Our goal is to implement the following strategies: Key elements of the plan include: n Purpose – Statement of purpose for the Association. n Vision – The long-term outcome of how the Association should be perceived. n Values – Guiding principles for the

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BAKERSFIELD REALTOR® MAGAZINE

leadership and staff. n Goals – The core competencies of the Association to which sufficient resources will be allocated. n Strategies – Approaches and programs to advance the goals. n Tactics – Performance measures, assignments and deadlines to get the work done. (These are most likely identified and tracked in an annual program of work.)

Statement of Purpose The Bakersfield Association of REALTORS® is the leading advocate of the Real Estate Industry, its Members, and the Consumers they serve.

Vision Statement Improving the real estate industry through professionalism and service.

Tagline Growing a Stronger Community Values Statement n Excellence – The highest professional and ethical standards will govern our work and our relationships with others. n Leadership – A commitment to provide a positive and effective influence within our professional and regional community. n Diversity – A respect for serving members representing all cultures and business models. n Collaboration – A commitment to working with other organizations as a trusted and supportive community partner to benefit our members/ stakeholders.

– We will continually explore new avenues to provide better service to our members. n Innovation

Our Goals for 2013 – 2017 Five goals were established as the core competencies of the Association for which resources will be allocated. Three of the goals are primary purposes, while two of the goals represent the foundation which supports Advocacy, Education and Service.

I. EDUCATE — Professionalism and Standards II. ENGAGE — Member Service and Value III. LEAD — Association Leadership and Operations IV. ADVOCATE — Government Relations and the Voice of Real Estate V. SERVE — Community Service

I. EDUCATE

Professionalism and Standards Maintaining the REALTOR® ethics and standards through education and knowledge.

Strategy: n Enhance

Educational Offerings n High-profile speakers n Broker Portals on the website. This would be a place where Brokers and/ or Sales Managers could access important information, upcoming events and any information we need them to know. n Create awareness to members n Modify title of Cultural Diversity Committee to “Diversity” n Video Training

II. ENGAGE

Membership Service and Value Serving the needs of our members by providing programs, products and services that positively impact their professional success.

Strategy: n Identify

“niches” – property

management, new construction n Team concept: Right now we focus on individuals; this makes it difficult to keep everyone engaged. n Broker transmitting back to agents – Enhance encouragement to be involved. n Increased technology results in everyone being more informed, but less engaged. n Evaluate committee/task force names to refresh/ensure viability (e.g., Thursday Brew) n Show member value n Engage non-REALTOR® members to join n Retention of existing members n AE, President and GAD to establish Broker Liaison Program to establish rapport and common ground. n Brokers’ Forum – Address HOT button issues. We need feedback from the Brokers on their concerns. Re-evaluate the information given. Can C.A.R. and NAR updates be given in other ways?

A: Small & Large Offices/Broker pages.

Brokers and Association should be clear on their goals. Lack of “Team” with Brokers. Continue Broker involvement with AE. Lack of cohesion due to technology.

B: Update Thursday Brew. Make sure our committee names and descriptions are accurately engaging.

C: Provide a superior membership experience value to all members.

D: Task Force – Diversity. Remain mindful to continue to improve diversity.

E: Broker major influence. Starts with the Broker staying the course.

III. LEAD

Association Leadership and Operations - Maintaining a nationally- and state-acclaimed Association of REALTORS® through leadership and resources.

Strategy: n Finalize

formation of 501c3 n Return on Investments

n Expanding

parking & educational

space n What would it take to purchase the lot next door? Let’s start pursuing it now. n Identify a REALTOR® member to participate in the Kern Leadership Academy

IV. ADVOCATE

Government Relations and the Voice of Real Estate - Vigilance in monitoring and influencing issues impacting real estate.

Strategy: n Talking

points – Complete Policy Platform - GAD n Support RPAC (True cost of doing business) n Increase member participation from current rate of 12% to 18% (make this its own bullet point?)

V. SERVE

Community Service - Positively impacting our community through goodwill and campaigns led by REALTORS®.

Strategy: n Promote

REALTOR® involvement to public - demonstrates our commitment and documents our accomplishments. n Establish additional task groups to determine what information and how to promote n Use member photos in promotions, not stock photos.

A: Moving in the right direction with new alignment B: Publish the REALTOR® contributions in the paper, every quarter and in social media – pictures of local agents C: Place Community Spirit back under Serve for Sally’s Place. Change name to REALTOR® Care. This would give a place for other options like Habitat for Humanity, RSVP program…

Unrestricted funds.

BAKERSFIELD REALTOR® MAGAZINE

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2015 President

Sheri Anthes Build to Suit!

Innovation.

Intentional.

Transforming.

L

eadership is an invitation. My own path to leadership has been inspired and supported by others; people who willingly and unselfishly shared their wisdom, knowledge and often the challenges they faced while serving. It is their commitment and dedication to grooming successors who are wellequipped to provide the guidance and direction needed to maneuver our Association in a positive and productive direction that has enabled me to embrace the upcoming year of service as President with confidence and enthusiasm!

The truth is, while my responsibilities officially begin on January 1, 2015, preparations to assume those responsibilities have been on-going for well over a year with leadership training, establishing key task forces and strategic alliances… and so much more! But now is when the execution of those efforts really begins! It is customary for the incoming President to select a ‘theme’ for their year… a theme that symbolizes their passion and aspirations with which to inspire others. This was tougher than I expected! Then one day I heard a phrase that really hit home… “Build to Suit”… that was it! The perfect choice! I love the idea of intentional creation, something designed for a unique user. By definition, “Build to Suit” is a building specifically constructed to meet the design, location and physical specifications of a major user. In our case, the “Building” is the Association; “Major User”, the REALTORS® we serve.

With that in mind, the first step is to create a conceptual design, the scalable drawing that defines the basic parameters of the project, and the creation or exploration of new ideas. Our

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BAKERSFIELD REALTOR® MAGAZINE

conceptual design was drafted in 2013 when a group of committed and insightful REALTOR® members sat down and created the blueprint for our future. Our 2013-2017 Strategic Plan. A living, breathing work of art that is assessed annually to maintain its relevance and effectiveness.

Through this carefully planned and wellthought-out approach, we have solidified our goals and strategies in key areas. First, Educate; Professionalism and Standards, maintaining REALTOR® ethics and standards through education and knowledge. To achieve this goal we have strong Alliances in Commercial Investment, Diversity, Membership Development, and Technology. Second, Engage; Member Service and Value, Serving the needs of our members by providing programs, products and services that positively impact their professional success. Among this strategic alliance are our incredible Affiliates, Thursday Brew, and of course the leaders of tomorrow, our Young Professionals Network. Third is our commitment to Lead: Association Leadership and Operations; Maintaining a nationally and state acclaimed Association of REALTORS® through leadership and resources, entrusted in the thoughtful and competent hands of our Association and GEMLS Board of Directors, Strategic Planning and Finance, Professional Standards and Grievance committees, as well as our Directors who serve at C.A.R. and NAR. Our fourth strategic goal is Advocate: Governmental Relations and the Voice of Real Estate. Vigilance in monitoring and influencing issues impacting real estate and the Consumer. Finally, we Serve;

REALTORS® CARE… Your generosity knows no bounds, and through the events of Relay for Life, the Golf Tournament, and Fair Housing, our members continue to positively impact our community through goodwill and campaigns to help those in need. An incredible step to facilitate our efforts in this direction is under construction… establishing our new 501c3 Charitable Foundation.

At a Planning Summit early in October, your 2015 Leadership Team took a good long look at this blueprint. This insightful and motivated group of leaders weighed and calculated each strategic goal and their focused Alliances.

Embracing the approach taken by our National and State Associations, we have a clear and concise direction. I’m proud to serve alongside these powerful and committed individuals.

Their ideas were innovative and inspiring. With an energy and excitement that rivals all others, they’ll set the tone, and the direction for a year that promises to be full of changes, growth, and I have no doubt, relevance.

This isn’t the Association of yesterday! It’s fast-paced, exciting and multi-dimensional.

What is your passion? If the commitment of a committee doesn’t fit, there are multiple task forces from which to choose, with a singular focus. Do you have strong technical skills, talk to TUG; if you consider yourself an up and coming Young Professional, YPN is the place to be. The opportunities are limitless, and I have no doubt the experience will change your perspective, expand your understanding of being a REALTOR® and make a difference in your career.

Three Must-Know Rules to

Convert Online Leads

BY BUBBA MILLS | REAL TRENDS

I

f you’re in real estate and you’re not converting leads, do yourself a favor right now – change occupations now, today.

Daylight is burning and you need to eat.

That’s precisely how important leads (and converting them to paying customers) are in the world of real estate. Without lead conversion, you’re dead in the water.

And today, more than ever, leads are coming in via the internet. It’s just the way it is. The internet is the power behind real estate. E-mail, websites, Facebook, Twitter, Pinterest – on and on – online is where leads are found. Even those old-fashioned phone calls you get are likely related to something consumers saw online.

So the big question is: How do you handle online leads so they become paying clients?

Think speed. You need to establish contact within 15 minutes. Trust me, the younger, newer real estate agents are jumping all over leads instantaneously because they know the stakes are high. A lost lead is a lost sale; and, lost sales lead to another career.

Salesforce.com has reported that salespeople who respond immediately and consistently to online leads see a 340 percent

increase in sales results. Potential customers who are contacted within an hour are 60 percent more likely to convert than those contacted after 24 hours.

valuable time:

And here’s one more key finding: Consumers who initiate contact with a company via an online tool expect their dealings to go more smoothly and quickly than in any other form of contact. What does this tell you? You’d better have your ducks in a row when you respond to online leads.

Motivation – How motivated are they in buying a home?

Think value for the prospect. The first words out of your mouth to an online lead better be something worth listening to because if you and I know anything it’s that today’s consumers have options – plenty of options – to do business and find what they’re seeking elsewhere.

So put yourself in the shoes of a lead.

What do you want? You want understanding.

You immediately want someone to listen so they understand what you want. Real estate agents call it qualifying a lead. Consumers call it being understood. Bottom line: You have to learn who they are, where they are and what’s happening with them.

Here’s where the acronym LP-MAMA comes in. It takes you straight to the important items without wasting

Location – Where is the buyer interested in living?

Price – What range can the buyer afford?

Agency – Are they already working with an agent?

Mortgage – Are they approved and for how much?

Appointment – Set up the appointment!

Think delivery, as in delivering what you learned the lead wants. Okay, so far you’ve responded quickly, you’ve listened, and now the final step: Deliver! Here’s where you demonstrate that you did, in fact, listen and can deliver. It’s the essence of why you’re in this business — to help people. Customize your services to meet the specific needs you learned from leads via LP-MAMA. And use some of the same language the leads used in describing their situation to you. This will serve to strengthen their faith in you that you can deliver.

Bubba Mills is Executive Vice President of Corcoran Consulting and Coaching, Inc, an international consulting and coaching company.

This article originally appeared in REAL Trends and reprinted with permission from REAL Trends. Copyright 2014

BAKERSFIELD REALTOR® MAGAZINE

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2014

ASSOCIATION

YPN Softball

A day filled with friendly team rivalry and fun for everyone

Members pulled together to make the annual YPN Softball Tournament a smash hit. It was a fun-filled day in the park. There was something for everyone…all to raise funds for the H.E.A.R.T.S. Connection of Kern County.

Legislative Update Some of our political powerhouses joined us for lunch as they spoke on political issues.

Every year we get the run-down on current political issues in Washington and Sacramento which affect the homeowner and REALTORS® alike. This year Congressman David Valladao, Senator Andy Vidak and Assemblywoman Shannon Grove spoke on their political concerns regarding our community and home ownership issues.

Scholarships

You helped us make the grade!

Our Association champions the pursuit of higher education and in 2014 we granted scholarships totalling $4,750 to 8 applicants, Blayne Ontiveros, Alysa Frias, Alexandria Rodriguez, Michelle Packer, Gabe Ablin, and Kailee Moore.

HIGHLIGHTS

Career Booster

The Education Committee gathers some of our very own super stars.

It’s always a great opportunity to sit down with some of our heavy hitters who are more than willing to share their experiences and what made them successfull in an industry that’s never predictable. The last speakers we had were Derek Sprague, David Knoeb, Terri Collins, Lee Barrison Kristi Barnhard and Carlos Sanchez.

YPN Blaze Night

Cheering, Camaraderie and Fun — all while taking in a local professional ball game The YPN hosted their second Bakersfield Blaze game with a mixer. It was an enjoyable evening shared by friends, family and fans.

AND

CELEBRATIONS

Casino Night

It was a night of high rolling

The Harvest Committee rolled the dice and raised $4,650 for the Golden Empire Gleaners.

It was a night of gambling fun led by Theresa Olson and Sheryl Gallion. ®

Wine Tasting

The Relay for Life Wine Tasting event was another stellar fundraiser!

It was an entertaining evening of wine tasting sponsored by several local wineries. The Relay for Life committee and Team “Bringing Home the Cure”, headed by Judy Camp, raised a total of $48,121 for the American Cancer Society.

Edge

The Education Committee brought in some great speakers.

Robert Brand, John Wenner, Selma Hepp, Brian Fergus and Annette Graw, just to name a few. They shared their knowledge and experience with many of our members in attendance.

|

|

GET

INVOLVED,

JOIN

Golf Tournament

It’s our 53rd year and still going strong on the golf course.

Our annual golf tournament is one of our biggest fundraising events of the year and generates thousands of dollars for deserving charities. Last year we introduced our Helicopter Golf Ball Drop for a chance to win $100,000 and we’re doing it again this year.

It’s a full day of fun and a great tradition of giving back to our community.

Fair Housing

Arts Contest

It was a day of fun for committee members, teachers, and most of all--the kids. The Equal Opportunity committee raised $3,365 and donated a total of $1,600 in gift cards to all of the teachers who participated.

A

COMMITTEE

TODAY!

Hot August Nights Christian Real The Harvest Commmittee is at it again, fundraiser to help others Estate Gatherings another Family and colleagues gathered together for

Judy Miller organizes monthly fellowship, worship and speakers

They come together to encourage and to be encouraged by others, often listening to the testimony of guest speakers. Always set in prayer–even a little worship music to begin the fellowship.

TUG Training

an evening of food, fun, music, and raffle drawings for some great prizes. It was a hot August night while members and their families raised funds for the Golden Empire Gleaners, but they cooled off with refreshing beverages from Chuy’s Restaurant.

Woolgrowers

Learning how to connect

Thanks to Alyssa Knight, our Technology Users Group (TUG) Committee Chair, members have had several opportunities to attend handson demonstrations on iPads, laptops and mobile devices. Classes included training in Digital Signatures, DocuSign, iPad, Evernote and so much more. We can’t wait to see what new technology and applications the TUG committee will bring in 2015!

Family-style lunch with our friends and colleagues

It’s always a great turnout and huge success as REALTORS® and Affiliates come together to share a meal over friendly conversation and well, maybe, a little bit of business, too!

T EC H N O L O G Y

USER GROUP

R.Gov

Get involved — make a difference!

We had a number of speakers this year, brought to us by Kim Schaeffer, our very own GAD. Our guest speakers were very informative about political issues affecting our business and community.

REAAC

Protecting the consumer

They started as a committee, but are now a coalition! REAAC is a collaboration between the District Attorney’s real estate fraud unit and Bakersfield real estate professionals. REAAC members help identify new and old types of fraud and scammer tactics and educate the public on these tactics.

Risky Business 6 Tips Helping Professionals Take Leaps of Faith SCOTT PETINGA | REAL TRENDS

As a former Marine, cancer survivor and highly successful serial entrepreneur, I’ve learned a thing or two about risk. If you’re happy languishing in a gelatinous pool of indifference and stagnation, then, by all means, keep doing what you’re doing.

If you’re ready to take a leap and change things for the better, here’s some wisdom to get you started:

1

Realize you take risks every day.

Getting up, answering the phone, and heading out the door are all risks, albeit minor ones. However, every time you do those things you’re putting yourself out there. You’re even risking rejection daily in your professional and personal life. You do these things every day and survive. Trust me, it won’t kill you. You are very capable of risk taking. Now it’s time to ramp it up. You’ve already got a toe in the water so jumping in the rest of the way isn’t as big a shock. Taking risks is a state of mind. Knowing you can do it on a small scale makes it a lot easier to start taking risks on a larger one.

2

Find comfort in the uncomfortable.

Life begins at the end of your comfort zone. You don’t have to go sky diving or base jumping—although you certainly can if you want—but you do have to go beyond doing what you’re used to doing and stretch out into new territory. Learn where you’re most comfortable, most skilled, and most proficient, and then step right past that to a place where you feel the most uncomfortable, the most uncertain, and the most unsure of yourself. That’s where the real progress begins. Consider any world class athlete, artist, or entrepreneur. No matter what their area of expertise, they put in the hours and continually push the limits to achieve beyond what anyone thought possible. You don’t break world records or break out of ruts without making that push.

3

Risk it right now. At this very moment you have everything you need. Sound impossible? It happens to be true; you just may not appreciate it. Do you have food, clothing and shelter? Then you have everything you need and once you live by this simple philosophy, taking risks becomes far easier. The most important part of this notion is that most business opportunities don’t wait around, so take

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BAKERSFIELD REALTOR® MAGAZINE

action now. Don’t make the mistake of waiting on someone or something to come along to make taking that leap of faith more viable. “Perfect timing” is a fallacy—there are few, if any, such moments in life. Don’t wait so long that you can’t take a risk even when you want to, only to be consumed with remorse for what “could have been.”

Now is the time to capitalize on opportunities that present. Make it so.

4

Do your own thing and do it your way. The concept of going your own way and doing your own thing is not new. The problem is most people don’t do it because it bucks tradition and goes against the grain, and frankly, it scares the s#%! out of most people.

But on the other hand, it can provide you with a heck of a lot of freedom, and provide you a life-long exemption from blindly or reluctantly following protocol. Mavericks live according to their own agenda and goals and, even in the corporate world, there is more latitude to blaze new trails in business than you might think. The key is to look at each task for the opportunities they present. Sure, there may be a “perfectly fine” or traditional way of doing something to achieve a good result. But, when you have a better approach or process in mind that can achieve an even more desirable result, it may just be time to go rogue. In today’s cutthroat culture, originality is perhaps your greatest gift. Use it.

5

Fail. Don’t just give yourself permission to fail. Actually fail. Go out there and fall on your face. It’s the only way you’re really going to learn anything. The lessons you learn from those failures will be the ones that propel you to success. Here’s an idea: Try living life like a 2-year-old. In other words, fall down often, screw up repeatedly, and occasionally be defiant. Children are extremely resilient and, as adults, we lose this enviable quality. Throughout our career we proverbially fall down, get bruised and even skin our knees. We might even literally

shed a few tears. But, perseverance and tenacity, honed with hindsight-based perspective so as to not repeat the same mistakes, are key to staying the course up the ladder of achievement.

6

Repeat. Taking risks is not a “one and done” proposition. It takes tenacity, the ability to keep forging ahead, trying new things, and pushing past obstacles to achieve results. Tenacity determines how hard we fight for our dreams. A tenacious person never has to look back at all the missed opportunities. Once you take that first dive off the edge of the cliff, subsequent dives become a lot easier. In fact, they become a way of life. After experiencing the exhilaration and ROI of risk taking, you’ll wonder how you ever lived without it.

Scott Petinga is Chairman and CEO of The Scott Petinga Group.

This article originally appeared in REAL Trends and reprinted with permission from REAL Trends. Copyright 2014

Congratulations GRI Graduates!

It’s statistically beneficial to REALTORS® to go through the GRI course

It’s a course which requires time and commitment, but the benefits of the GRI designation are statistically beneficial to REALTORS® Graduate REALTOR® Institute (GRI) is the number one real estate industry designation. This designation is similar to

professional designations in other industries, such as CPA (Certified Public Accountant), CESO (Certified Senior Escrow Officer), CFP (Certified Financial Planner), to name a few. GRI is available only to REALTOR® members on the local, state and national Association of REALTORS® level, and this

year we had a graduating class of 14.

Our graduates will benefit from using what they learn for business planning, increasing their professional competence, and improving their income potential. NAR research shows that sales agents with GRI designations earn at least 35% more than non-GRI agents.

2014 GRI GRADUATES

Congratulations to our 2014 GRI Graduates! Back row (l to r): Mary Oliver, Donna Cullip, Martha Johnson, Kandi Miller, Athena Collup, Debi Roberson and Bruce Barnhard. Seated (l to r) Judy Camp and Ronda Newport. Not shown: Ray Beasley, Heidy Conde, Jessica Fuentes, Jason Moyer and Belen Gonzalez.

BAKERSFIELD REALTOR® MAGAZINE

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proofed

design for living

It’s Time to Remodel

Your Kitchen 9 Kitchen Trends That Can’t Go Wrong

R

LISA KAPLAN GORDON | NAR

emodeling your kitchen is a huge commitment. Make sure you’re getting the best return by making choices that will last.

1

Here are 9 trends with staying power.

A kitchen with white appliances Swapping your stainless appliances for glossy white ones, like these from Whirlpool’s® White Ice collection, will give your kitchen lasting appeal. Plus, white appliances are much easier to keep clean.

Your kitchen is the one place where you want to be really careful about trendy choices.

The last thing you want is a kitchen that’s out of sync in just a few years simply because you followed a trend. Instead, look at trends in terms of the value they bring to your life and your home.

Here are 9 trends that are popular now, but have staying power because they address lifestyle needs, convenience, and savings — ensuring you’ll enjoy your kitchen for many years.

Love White? You Won’t Go Wrong.

It’s hard to believe that white kitchens could get any more popular. But the preference for white cabinets continues to soar. Sixty-seven percent (67%) of National Kitchen and Bath Association (NKBA) members said that white is their top choice for cabinets — a 20% climb from two years ago. Layering white on white — white backsplashes beneath white cabinets on white countertops — was spotlighted in the 2014 Best in American Living Awards presented by the National Association of Home Builders.

Whirlpool’s® White Ice collection, with its glass-like glossy sheen, is being hailed as the first appliance exterior to rival stainless steel.

White appliances are so much easier to keep clean than stainless, which smudges if you as much as look at it. Plus, the new icy look is simple, cool, and able to blend into transitional and contemporary styles.

And since stainless has filtered down to the masses, it no longer has that expensive and exclusive cache it once had; but, white will always have staying power.

2

Want Color? Go for Neutral Gray.

The popularity of sleek, sophisticated gray color schemes is soaring. Seventyone percent (71%) of NKBA designers said gray is the fastest-growing color scheme for kitchens in 2014.

But gray can be tricky. In cold, cloudy climates, gray can appear frozen unless you use it on warm materials like wood cabinets, or pair it with hot colors likes reds and yellows. On the other hand, gray can appear pleasantly cool in sunny, hot climates — a breath of fresh air in heat and humidity. So, while white kitchens are a safe bet, gray is neutral enough — and close enough to white — to have staying power if you use it well.

3

Embrace Smaller Appliances.

Small is big these days. Micro-living is taking off for millennials and retirees.

Owners of multi-generational homes are installing tiny, secondary kitchens for returning adult children and elderly parents.

Typically, these micro-kitchens feature a two-burner cooktop, combo microwave/

convection oven, 18-inch dishwasher, and 60-inch fridge or refrigerator drawer.

GE®, in fact, is developing an entire kitchen the size of a 6-foot-wide chest of drawers. The $15,000 unit — hey, small isn’t necessarily cheap — contains an induction cooktop, two ovens, a sink, a dishwasher, and two cooling drawers that can function as a fridge or freezer.

4

Choose Quartz Counters Over Granite.

In 2013, quartz and granite almost tied in countertop popularity. But in 2014, the trend is definitely toward quartz.

Consumers Reports® says quartz is the toughest countertop material, which resists scratches, burns, and chips. Crushed quartz stone is mixed with resin to produce countertops that range from solid colors to the look of real granite, but they’ll beat natural stone in toughness. It’s easy to maintain, and unlike granite, you don’t have to seal it annually to prevent stains.

5

Invest in LEDs. Ribbons of LEDs are showing up in the weirdest — and most wonderful — kitchen places: Along toe kicks as nightlights; on the inside of cabinet doors to show off grandma’s china; even concealed in crown molding to wash ceilings with light.

LED rope or cove lights are gaining in popularity because: n LEDs come in a rainbow of colors, from bright to soft white, red, blue, and green. n You can get creative about where you install them. n LEDs emit virtually no heat, so you can keep them on forever without burning cabinets or walls. n LEDs are energy efficient, lasting 50,000 hours on average — five times longer than CFLs. And they’re coming down in price, making them more affordable for the average homeowner than they were a few years ago.

6

Install a Touch-Activated Faucet.

Touch-activated faucets are bursting out the fad category into the kitchen musthave column. In fact, in 2013 their popularity jumped to 30% from 20% the year before.

On the face of it, touch-activated seems a little gimmicky, and with prices starting around $350, it’s certainly a lot of money.

But it’s great for those times when you’ve got dirty, chicken-goopy hands, and Delta Touch Faucet for those in your household who refuse to turn water on and off between tasks because it’s too much hassle. Additionally, as water becomes scarcer, anything that saves gallons of water and saves you on your water bills will have value.

A reason we recommend touch-free over hands-free: As you know from public bathrooms with hands-free activated faucets, they’ll often turn on when you don’t want them to and not turn on when you do.

7

Rethink Your Fridge.

Refrigeration is no longer limited to a single, hulking unit. Homeowners are customizing their cooling needs with “point of use” refrigeration, adding cool where they need it.

That could mean adding a counter-height produce fridge in your prep island, next to a wine cooler for the adults, and a juice/soda fridge for the kids.

Don’t think we’re talking about dormfridge quality and prices. U-Line® point-ofuse refrigerators, for example, offer 11 shelf positions, full-extension slide-out bins, and five food and beverage settings labeled deli, market, pantry, root cellar and beverage (depending on the model). Units typically sell for $2,500 to $4,000.

8

Stick with Transitional Design.

More than 60% of NKBA designers say contemporary, with its sleek simplicity, is the fastest-growing kitchen style. Fussy doodads and decorative and distressed glazes are out.

Contemporary looks sleek and clean, but can also come across as cold. The design encourages a non-cluttered look, which can be hard to maintain in a busy home. So it’s better to hedge your bets with transitional design, which combines contemporary and traditional to exploit the best parts of each.

9

Embrace Accessibility Because It’ll Make Your Life Easier.

Aging in place is a big snore — until you get to that age when the right modifications will allow you to stay in your home. Since a large part of the population is reaching retirement age, accessibility is finally catching on — even with homeowners who aren’t intentionally seeking those features. Why? Because the designs make so much sense.

It’s not a trend that is going away. The NKBA’s 2014 survey shows that 56% of designers specified accessible/universal design features in kitchens during 2013, and most believe they’ll add more and more features in the years to come.

Three here-to-stay trends: 1. Side-opening ovens at counter height: You don’t have to reach up or bend down to fetch your turkey, just comfortably slide it out. It’s one of those slap-your-forehead tweaks that make cooking so much more ergonomic and accessible for everyone.

2. Drawers with deep pockets: Base cabinets have evolved from back-bending storage for pots and pans to deep drawer space — typically 24 inches deep — that can hold just about everything in your kitchen.

Continuing that evolution — heck, let’s call it a revolution — are deep drawer organizers, ranging from $7 to more than $200, which make sure everything stays in its place, rather than rumble around in chaos.

You can customize drawers with: n Slots to hold plates and store knives n Dividers to keep your water bottles separate from your vinegar collection n Stackable trays that keep utensils away from flatware n Removable boxes that let you reorganize the drawers at will 3. Microwave drawers: Just like the sideopening oven, by installing the microwave below counter height in a drawer makes it easier for everyone to use. Just open it up, put your food inside, close, and start. That’s better than above-oven height, which has been the typical location for many years.

The Master Makeover

Four Ways to Spruce Up a Master Bedroom at an affordable price

O

MELISSA DITTMANN TRACEY | NAR

nly 2 percent of more than 1,700 homeowners say they have achieved their design vision in their homes, according to a survey by the remodeling website Houzz (2014 Houzz Decorating Trends Survey). The master bedroom is where many say they still have a lot of work to do.

Here are a few ways homeowners are planning to enhance their master bedrooms:

1

New headboard.

You can really showcase a bed by adding a headboard. A headboard can help dress up a bed and make a bigger statement in the master bedroom. Eighty-eight percent of the more than 1,700 homeowners surveyed say

design for living

they are installing a headboard in their master bedroom. Fifty-one percent of remodeling homeowners are opting for a headboard with no footboard; while 37 percent are planning on both a headboard and footboard.

2

Bedding.

Sometimes all it takes is new bedding to give a master bedroom a completely new look. Nearly 30 percent of remodeling homeowners say they’re going to choose floral fabrics for their master bedrooms. Solid fabrics remain the most popular choice.

3

Add a seating area.

Create more of a serene setting by adding seating to the master bedroom, even if it’s just one upholstered chair in

the corner with a throw pillow. Nearly two-thirds of remodeling homeowners say they’re creating living rooms in their master bedrooms with seating (such as chairs, a loveseat or chaise lounge); a fireplace; or even a mini fridge (8%).

4

Paint can make a big difference. Stark white walls can

make a room look sophisticated and modern. But some homeowners still prefer the accent wall, in which one wall is painted a more vibrant color. About 52 percent of remodeling homeowners say they plan to add an accent wall to their master bedroom.

It’s a way to get a pop of color without too much commitment.

Remodeling Can Pay Off Big Time 2013 - 14 Cost vs. Value

H

MELISSA DITTMANN TRACEY | NAR

ome improvement projects across the board are giving homeowners a greater return on their investment when it comes time to sell. Find out which projects “open the door” to buyers and where remodeling dollars stretch the furthest.

Mid-range projects 5 Remodeling Projects that retain their value (by the highest rates), according to national averages.

1. Entry door replacement (steel) Estimated job cost: $1,162 Estimated resale value: $1,122 Cost recouped: 96.6% 2. Deck addition (wood) Estimated job cost: $9,539 Estimated resale value: $8,334 Cost recouped: 87.4% 3. Attic bedroom Estimated job cost: $49,438 Estimated resale value: $41,656 Cost recouped: 84.3% 4. Garage door replacement Estimated job cost: $1,534 Estimated resale value: $1,283 Cost recouped: 83.7% 5. Minor kitchen remodel Estimated job cost: $18,856 Estimated resale value: $15,585 Cost recouped: 82.7%

Top Upscale Projects 1. Siding Replacement (fiber-cement) Job Cost: $13,378 Resale Value: $11,645 Cost recouped: 87.0%

2. Garage Door Replacement Job Cost: $2,791 Resale Value: $2,315 Cost recouped: 82.9% 3. Siding Replacement (foam-backed vinyl) Job Cost: $14,236 Resale Value: $11,124 Cost recouped: 78.1% 4. Window Replacement (vinyl) Job Cost: $13,385 Resale Value: $10,252 Cost recouped: 76.6% 5. Window Replacement (wood) Job Cost: $16,798 Resale Value: $12,438 Cost recouped: 74.0%

7. Deck Addition (composite) Job Cost: $35,158 Resale Value: $22,881 Cost recouped: 65.1% 8. Bathroom Remodel Job Cost: $51,374 Resale Value: $32,660 Cost recouped: 63.6% 9. Major Kitchen Remodel Job Cost: $109,935 Resale Value: $69,973 Cost recouped: 63.6% 10. Roofing Replacement Job Cost: $34,495 Resale Value: $21,731 Cost recouped: 63.0% 11. Bathroom Addition Job Cost: $72,538 Resale Value: $43,936 Cost recouped: 60.6%

6. Grand Entrance (fiberglass) Job Cost: $7,305 Resale Value: $5,163 Cost recouped: 70.7%

design for living

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realtor profiles

®

David Knoeb Frontier Real Estate Services, Inc

Knoeb opens his own office in 2007

David Knoeb began his real estate career in 2000 and became a broker in 2005.

He started with Karpe Real Estate Center, and states, “I owe my career to my mentor, Charles Doremus, who was the sales manager for Karpe. Because he loves a challenge and saw an opportunity to improve the quality of his life and loved ones, David went on to open his own office in 2007, Frontier Real Estate Services, Inc. Knoeb states, “We have had many challenges over the years; however, none bigger than in our first year. In 2007, our projected sales and goals were not reachable. The economy had changed, prices were falling every day and no one was buying a home. We needed to change the way we did business. We did not want to re-invent the wheel, but we had to do something. We started looking at residual income: property management, HOA, personal rental properties, notes in the first position (private money loans), buying and restoring homes to re-sell (aka: flipping homes). We no longer just help people buy and sell homes; we are a company with many real estate investment opportunities and ideals designed for our most important asset — the customer”.

A few words of wisdom Knoeb would like to impart to those just coming into the business and those already in the industry: “This industry is constantly changing, with an uncertain economy year-to-year; laws changing every year; technology changing every 5 minutes, to name just a few. You have to change and adapt to your customers’ needs if you want to succeed!”

Knoeb has been married to his beautiful wife, Joanna, for over 30 years and has three children (Jennifer, Misty, and Scott) and eight grandchildren.

David Knoeb | 661-588-3283 or 661-205-9819 Lorem Ipsum Davidknoeb@frontierres.com

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BAKERSFIELD REALTOR® MAGAZINE

Career Booster Speakers share their Stories of Success Collins, 38 years in real estate business

was not only from working at Watson, but also

Terri Collins has been in the real estate business

opened a really cool day care to be able to buy a

for 37 years now. She started in new home

house because it meant nothing

construction for two years until interest rates hit

to my Grandpa. As soon as she

16%; then she went into

had $500, she went to the first

residential resale. Collins’

female REALTOR® in town, Annette Zethraus,

solutions to handling

borrowed another $500 from Annette, bought

today’s economy are to

a house, and 30 years later, she tore up that

keep looking for the

mortgage. She had a HOME free-and-clear after

trends and stay with

Grandpa died, and lived in it until she fell and

the program.

broke her hip. That was it. If she couldn’t live

Her words of wisdom

Terri Collins

BakersfieldHouses.com

to those just coming into the business as well as those already in the

industry are: “Don’t get too busy serving your clients that you don’t make time to buy real estate every year yourself. Twenty-five years go by fast; one a year would equal a good retirement!”

Collins’ inspiration to get into real estate

through her Dad’s mother, Frances. “She never had a driver’s license, but she had smarts. She realtor profiles

at home anymore, she was heading to heaven.

Collins believes that “everyone needs a home they can own for when they are old.”

Collins has been married to Patrick for 30 years, with two great kids: Sean, who lives in San Diego (also in real estate), and Kelsey, who lives in San Francisco and works in tekkie sales.

Terri Collins 661-332-2230 | Terri@terricollins.com BakersfieldHouses.com

October Career Booster Speakers

Left to right: Speakers: Derek Sprague, Lee Barrison, David Knoeb, Terri Collins, Kristi Barnhard and Carlos Sanchez. Chair: Kevin Palla and Vice Chair: Brian Tuttle

®

realtor profiles

®

Lee Barrison Miramar International

GOLF TOURNAMENT Snapshots from our 53rd Annual

Photos courtesy of Midge Jimerson

Barrison closes 500th transaction

L

ee Barrison of Lee Barrison Real Estate team, at Miramar International downtown, has been in the real estate business for 11 years.

He is married to his lovely wife, Lucy, and has 3 children — Jocelyn, Noah and Justin, ages 9, 7 and 2, respectively.

Although Lee has a small staff, he has recently closed his 500th transaction this year and gives credit to his staff for allowing him to advance in his career.

As a team, they are on track to close their 87th transaction this year and plan to close 120 transactions next year.

Barrison has been an active agent regardless of the state of the market. He mentioned that when prices were high, “you could sell ice cream to an Eskimo”, but says that he’s “been lucky enough to make it through the crash we had, which lasted from late 2006 to 2011”.

He also states that “right now we’re experiencing the most normal market we’ve had in over a decade. I expect our market to remain stable and rates to slowly increase over the next year”.

Lee recently shared his expertise with his colleagues about Prospecting and Making Contact at our Career Booster.

Lee Barrison | 661.213.6857 www.gettahome.com or levonbarrison@gmail.com

BAKERSFIELD REALTOR® MAGAZINE

25

Our Local

Housing

Market OVERVIEW OF PROPERTIES Area

# Sold 2014

2013

Dollar Value

Average Sold Price*

2014

2013

2014

2013

% of List Price* 2013

10

185

168

$24,716,623

$22,436,947

$137,538

$138,481

47

47

97.47

98.20

21

123

115

$10,077,232

$9,274,649

$85,918

$85,206

47

48

96.45

96.18

22

182

162

$26,741,307

$21,549,093

$151,232

$138,410

35

32

98.61

99.35

23

16

19

$3,731,500

$6,258,388

$233,219

$332,688

74

50

99.23

95.54

31

212

202

$27,021,249

$23,962,462

$128,068

$118,626

46

39

97.51

98.39

32

418

455

$70,028,701

$64,739,924

$173,918

$145,132

45

46

97.80

98.53

33

142

156

$28,934,435

$27,028,444

$209,809

$179,068

56

43

98.97

99.67

34

48

92

$13,355,912

$27,192,898

$286,346

$297,867

59

56

97.92

97.54

41

100

91

$11,715,281

$8,308,934

$119,926

$93,706

34

46

98.06

100.06

42

87

112

$11,659,550

$14,441,627

$135,670

$134,167

58

39

97.67

100.10

43

11

10

$1,712,500

$1,570,525

$154,722

$157,053

51

25

97.38

95.55

51

434

543

$60,112,423

$67,568,930

$143,469

$130,360

38

38

99.26

100.52

52

1066

1015

$205,040,586

$176,340,875

$203,015

$181,953

40

38

98.80

100.10

53

571

595

$174,895,851

$167,255,639

$309,690

$282,221

44

37

98.52

99.50

54

11

4

$3,210,070

$899,050

$291,825

$224,763

34

90

100.52

97.93

61

151

166

$37,623,190

$38,310,221

$249,160

$231,056

38

38

98.55

100.50

62

818

812

$242,218,635

$212,940,303

$297,081

$262,446

39

35

98.51

100.49

63

296

276

$100,087,020

$90,428,331

$341,142

$330,875

51

39

98.69

100.01

64

12

11

$4,513,221

$2,978,000

$395,929

$270,727

27

69

93.20

100.26

80

83

80

$18,093,500

$14,682,127

$230,554

$189,934

77

80

98.01

96.42

81

17

13

$2,826,000

$2,182,500

$174,375

$166,875

205

218

93.98

91.18

82

18

30

$1,287,372

$2,427,257

$82,741

$93,756

71

81

92.74

93.85

83

29

34

$4,400,800

$3,488,584

$155,789

$111,519

64

70

95.79

97.00

91

52

63

$5,736,740

$7,072,264

$110,322

$113,504

47

53

98.75

99.61

92

8

3

$2,719,500

$885,000

$352,786

$295,000

58

43

97.23

100.81

93

3

21

$356,000

$2,654,396

$118,667

$126,400

61

44

93.14

97.43

94

15

13

$2,373,532

$1,530,500

$198,000

$132,611

33

63

100.72

97.61

95

191

167

$30,911,107

$24,369,250

$163,993

$145,924

53

35

98.18

98.69

96

112

117

$12,218,593

$10,039,089

$110,825

$87,924

62

56

96.68

97.41

98

145

193

$22,055,888

$28,924,521

$152,110

$148,610

57

50

97.10

97.98

99

116

127

$25,546,680

$28,190,080

$227,349

$230,080

81

70

94.81

97.18

* Figures from single family homes only. Statistics were run on October 21, 2014.

26

DOM*

2014 2013 2014

BAKERSFIELD REALTOR速 MAGAZINE

1,400

2014

1,200

2013

Numbers you need to know

1,000 800 600 400 200

2014 Compared to 2013 by MLS Area 0

ACTIVE

CONTINGENT

PENDING

SOLD

Active, Pending and Sold - All Areas 2,000

1,800

1,800

1,600 1,400

2014

1,200

2013

1,600

2014

1,400

2013

1,200

1,000

1,000

800

800

600

600

400

400

200

200

0

ACTIVE

CONTINGENT

PENDING

0

SOLD

August 2014

ACTIVE

CONTINGENT

PENDING

SOLD

September 2014 2014

2014 2013

% Year Year over Year % Year over 2013 Change Change

SeptemberSeptember

All Areas

2014

2014 2013

Active Active 1,800 August August Contingent Contingent

1,647 2014 287

1,647 1,156 2014 2013 287 492

1,156 42.5% Active 42.5% % Year over YearActive % Year over 2013 September September 492 Change -41.7% Contingent -41.7% Change Contingent

1,727 1,284 2014 2013 255 494

1,600 Active Active Pending Pending

1,647 1,054

1,647 1,156 1,054 1,103

1,156 1,103

2014 42.5% -4.4%

1,727 2014 255

42.5% -4.4%

Active Active Pending Pending

1,727 940

1,727 1,284 940 1,047

492 644

-41.7% 2013 7.0%

-41.7% 7.0%

Contingent Contingent Sold Sold

Pending Pending 1,054$148,737,344 1,054 1,103$132,407,828 1,103 12.3% -4.4% Total Volume Closed Total Volume Closed $148,737,344 $132,407,828

-4.4% 12.3%

255 494 494 564 551 551 -48.4% 2.4% Pending Pending 940 $124,988,498 940 1,047$105,621,823 1,047 -10.2% Total Volume Closed Total Volume Closed $124,988,498 $105,621,823 18.3%

Sold Sold 689$190,000 644 $190,000 644 7.0% Median Sales * 689 $205,000 Median Sales Price * Price$205,000 7.9%

7.0% 7.9%

Sold Sold 564$185,000 551 $185,000 551 13.0% Median Sales * 564 $209,100 Median Sales Price * Price$209,100 2.4%

2.4% 13.0%

Total Volume Total Closed $132,407,828 12.3% Average DOMClosed * $148,737,344 43 37 Average DOM *Volume 43 $148,737,344 37 $132,407,828 16.2%

12.3% 16.2%

Total Volume Total Closed $105,621,823 Average DOMClosed * $124,988,498 46 36 Average DOM *Volume 46 $124,988,498 36 $105,621,823 18.3% 27.8% Median Sales Median Price Sales * Price $209,100 * $209,100 $185,000$185,000 13.0%

18.3% 27.8%

August August All 2,000 Areas

Contingent Contingent Sold Sold 1,400

287 689

287 689

492 644

1,200 1,000

800 Sales Median Median Price Sales * Price$205,000 * $205,000 $190,000$190,000 7.9% 43

Average Average * DOM * 600 DOM

43

37

37

16.2%

7.9% 16.2%

0

August

August

46

46

36

36

27.8%

-48.4% 2.4% -10.2% 18.3%

13.0% 27.8%

Bakersfield

400 200

1,284 34.5% % Year over % Year over Year 34.5% 2013 494 Change -48.4% -48.4% Change 1,284 1,047 -10.2% 34.5% -10.2% 34.5%

255 564

Average DOM Average * DOM *

Bakersfield

% Year Year over Year % Year over 2013 Change Change

2014

% Year Year over Year % Year over 2013 Change Change

2014 2013

SeptemberSeptember

2014 2013

2014

% Year Year over Year % Year over 2013 Change Change

CONTINGENT ENDING 545 Sover OLD SoldACTIVE 607 P545 11.4% Sold 486 474 474 607 11.4% 486 % Year % Year over YearSold % Year2.5% over % Year2.5% over Year 2014 2013 2013 September September 2014 2014 2013 2013 August August 2014 Change Change Total Volume Closed $134,157,021 $116,863,750 14.8% Total Volume Closed $110,654,566 $94,787,005 16.7% Total Volume Closed $134,157,021 $116,863,750 14.8% Change Total Volume Closed $110,654,566 $94,787,005 16.7% Change Sold

Sold Sold 607$199,950 545 $199,950 545 11.4% Median Sales * 607 $212,625 Median Sales Price * Price$212,625 6.3%

11.4% 6.3%

Sold Sold 486$193,500 474 $193,500 474 11.9% 2.5% Median Sales * 486 $216,500 Median Sales Price * Price$216,500

2.5% 11.9%

Total Volume Total Closed $116,863,750 14.8% Average DOMClosed * $134,157,021 40 34 Average DOM *Volume 40 $134,157,021 34 $116,863,750 17.6%

14.8% 17.6%

Total Volume Total Closed 16.7% Average DOMClosed * $110,654,566 44$94,787,005 34 Average DOM *Volume 44 $110,654,566 34 $94,787,005 29.4%

16.7% 29.4%

Median Sales Median Price Sales * Price$212,625 * $212,625 $199,950$199,950 6.3%

* Figures from single family homes only.

Average DOM Average * DOM * * Single * Single Family OnlyFamily Only

40

40

34

34

17.6%

6.3%

Median Sales Median Price Sales * Price $216,500 * $216,500 $193,500$193,500 11.9%

17.6%

Average DOM Average * DOM *

44

44

34

34

29.4%

11.9% 29.4%

2013 vs 2014 QUARTERLY

* Single Family * Single Only Family Only

1st Qtr 2014 New Listings Contingent Pending Sold Total Volume Closed Median Sales Price * Average DOM * Average Sale Price/SqFt *

2,591

1st Qtr 2013 2,368

2nd Qtr 2014 2880

2nd Qtr 2013

3rd Qtr 2014

2,679

1,868

3rd Qtr 2013 1,825

748

949

722

946

451

470

1,858

1,857

2066

2,004

1,211

1,245

1,500

1,681

1,938

1,928

1,916

1,869

$300,306,081

$294,579,396

$402,334,543

$371,666,913

$414,773,552

$374,073,187

$189,000

$160,000

$198,000

$179,900

$205,000

$188,900

49

45

45

43

44

37

120.44

103.84

124.25

111.99

128.5

116.75

Figures from 1st quarter were run on April 28, 2014 2nd quarter on August 27, 2014, and 3rd quarter on October 21, 2014.

4th Qtr 20

Schaefer continued from page 11 such as Tejon Ranch, Paramount Farms, the Greater Bakersfield Chamber of Commerce, Grimmway Farms, and the Kern County Hispanic Chamber of Commerce.

We also heard from Steve Collup and Jeevan Muhar of Arvin-Edison Water District. They addressed the critical water

issues impacting our community and state.

The subject of water will remain a driving force in legislative discussions both locally and statewide moving forward into 2015.

The Real Estate Anti-Fraud Advisory Coalition (REAAC) was able to successfully lobby the Kern County Board of Supervisors to increase fees on certain recording items to

fund real estate fraud investigation. REAAC also held its first Anti-Fraud Forum at the Bakersfield Association of REALTORS®. The forum included educational presentations from the Office of the Kern County District Attorney, the Federal Bureau of Investigation, California Bureau of Real Estate, and the Community Housing Council.

Newton continued from page 7 add other forms. Seller is to be given specific items for access and automation in the house.

TDS and AVID are considered complete when Seller and listing agent have signed and delivered them as complete. Seller is contractually obligated to provide the SPQ or SSD in the transaction. Parties may have to deposit funds to pay for HOA fees.

WPA (Wood Destroying Pest Addendum) language is added to the Buyer’s inspections and defines the limits of WPA inspections.

The contract also adds finding insurance and reviewing leases. Addition of NSP for non-

action by the Seller is there and functions like the Buyer NBP. Destructive testing is allowed by the pest inspection. There is now a DCE (Demand to Close Escrow) form. At Escrow’s discretion, the deposit may be released under specific conditions.

A definition of broker’s scope of duties is outlined. The Form RCSA is used in transactions entered into by a person representing another or an entity.

Joint escrow instructions to the escrow holder confirm the paying party will in fact pay HOA fees up front; also deals with FIRPTA requirements; and escrow must

notify if deposit is not received or bounces.

In remedies for Buyer’s breach of contract, it addresses the automatic release of deposits and other changes; one party may file a Lis Pendens or other notices without violating the mediation/arbitration clause. Seller must exercise reasonable and written approval for any assignment.

Lastly, the meaning of agreement covers all related documents. The contract allows for multiple forms of delivery and option for additional signature addendum.

Upcoming RPA-CA Contract Class November 4, 2014, 1-4pm

You can’t afford not to advertise with the Bakersfield Association of REALTORS®

Hit Your Target Market!

Start marketing and promoting your company today with the Bakersfield Association of REALTORS®.

The Association has over 1,600 REALTOR® and Affiliate members.

We offer many ways for you to actively communicate your company’s brand and marketing message directly to our members. Every week we host a variety of activities, classes, and events. Reach your target market in effective and affordable ways. Consider one of our many opportunities.

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Communications Design and Development.

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What is Your Consumer’s

H

Real Estate IQ?

TRACEY VELT | REAL TRENDS

omeowners and people over 30 scored higher on a 13-question “Real Estate IQ” quiz than nonhomeowners and people under 30, according to ERA Real Estate, a global franchising leader. Among all respondents, the average score was 73%, demonstrating a consumer knowledge gap that underscores the importance of working with a real estate professional.

The majority of respondents were familiar with foreclosures, short sales and homeowner’s insurance, but survey results indicated that real estate agents have an opportunity to serve as a resource in helping consumers better understand the mortgage process as it relates to appraisals, credit scores and federal loan programs.

“The business of buying and selling a home has become increasingly complex and multi-faceted as we contend with the checks and balances put in place following the Great Recession,” said Charlie Young, President and CEO of ERA Real Estate. “Our findings suggest that real estate professionals can provide an invaluable service to their clients

by not only educating them on many of the processes involved in buying or selling a home, but also by connecting them with experts in related industry services.”

While the majority (95%) of respondents knew what a foreclosure was, only 25% knew that the Case-Shiller Index tracked home prices. This knowledge gap in terms of real estate market indicators provides real estate agents with an opportunity to educate their clients about local market conditions and inform them on both the buying and selling of homes.

Surprisingly, homeowners who bought a home within the past year scored five points lower than those who had bought a home more than two years ago. Young believes this is likely a reflection of last year’s more fastpaced market, characterized by rapid price increases, bidding wars and a summer spike in mortgage rates which created a greater sense of urgency in completing a deal, leaving less time for understanding the process.

Additional findings from the ERA Real Estate IQ quiz include: n Overall, the younger the respondent, the less knowledgeable he/she is about the topics.

Conversely, the older the respondent, the more he/she knew. In addition, people who do not own a home are less knowledgeable than homeowners. n More

than 90% of respondents knew the difference between homeowner’s insurance and a home warranty, and knew that homeowner’s insurance was different than PMI. n Only

67% of non-homeowners knew what an appraisal was, compared to 81% of homeowners – another indication that education on the mortgage process is an opportunity for agents to provide superior service. n Overall

score on the quiz was 73%.

Respondents under 30 scored an average of 62%, while people over 60 averaged 78%.

Homeowners scored an average of 76%; non-homeowners averaged 64%.

Take the ERA Real Estate IQ Quiz: Go to www.goo.gl/axsZdS to take the quiz to find out your Real Estate IQ: This article originally appeared in REAL Trends and reprinted with permission from REAL Trends. Copyright 2014

BAKERSFIELD REALTOR® MAGAZINE

29

What Your Customers Want Beginning to Understand Analytics in Real Estate

JOSEPH SULLIVAN, CHAD CURRY | NAR

n Learn how much their current home is worth

First, we should note that “analytics” as we’re discussing it here is not the same thing as “predictive analytics.” Predictive analytics describes a set of techniques that analyze current and historical facts in order to make predictions about future or otherwise unknown events.

“Analytics is simply a way for you to track the activity on your website: the number of visits it receives, where people come from, how long they stay, and what they’re looking at while they’re on your site.”

Peter O’Neill of L3 Analytics is more succinct but equally helpful: “It’s how you know what your potential customers want.”

So...what do they want?

Generally speaking, a good, user-focused agent/broker website affords users the opportunity to: n Search for real estate n Determine if it’s a good time to buy or sell a home

n Contact

a highly-qualified agent There are, of course, many more activities a potential homebuyer may perform on a real estate website: they may take a deep dive reading about a home’s features; they may plan to drive by a property, and they might need directions to homes which interest them. But these key tasks are among the most important, and even basic analytics can help you determine how your users are (or are not) finding this critical information.

What you should be looking at Analytics can be intimidating. Google Analytics is a sophisticated tool that can generate more data than you’d ever care to see. In fact, it’s quite possible to look at too much data, and consequently feel paralyzed as to what you should really be looking at and acting upon. As Peter O’Neill of L3 Analytics has observed, “The biggest barrier to using web analytics is not having ‘not enough’ data, it is having far too much and drowning in it.”

That said, there are some important basics.

realtor ® technology

proofed

The Basics Because talking about analytics without real numbers is abstract and difficult, we’re going to look at some real data from REPurposedApps, a site built by the Center for REALTOR® Technology which allows REALTORS® to discover mobile applications frequently used by their fellow members. It is not an agent/broker site, but it describes what we see in Google Analytics and what the data suggest to us that may be helpful in orienting you towards understanding your users’ behavior and needs. We’ll take a tour of the following features: n New and return visits n Visits by traffic type n Time on site and bounce rate n Activity on mobile n Goals and conversions NEW and Return VISITS New visits are important: they’re a good indicator that word is getting out about your site. New visits are one of the ways you can See Analytics on page 32

The Mobile Real Estate Agent How to Leverage Today’s Technology

realtor ® technology

I

TRACEY VELT | REAL TRENDS

t wasn’t too long ago that real estate agents had to be face to face in order to initiate, process, and complete a real estate transaction. Luckily, with all of the advancements made in technology today, the entire process from finding and showing houses to finalizing and closing the transaction can be completed remotely.

This allows for much more flexibility and ease when processing a sale or purchasing a home. Both listing agents and buyer brokers can take advantage of mobile and wireless technology that lets them prepare, show, and finalize contracts for all of their clients regardless of their current location.

PRE-GAME Whether working with buyers or sellers, technology has allowed some pretty amazing things to happen with listings and searches.

Computerized billboards make it easier than ever to market new listings and reach more potential buyers than ever before.

Continuous advancements in photography have allowed for crisper and clearer pictures, giving potential buyers better looks at houses in which they might be interested. While

regulations around the use of drones are still in question, there is no doubt the ability to take aerial photographs of homes will be a huge selling point for listing agents in the future.

SHOWING FROM AFAR Let’s face it, in today’s world people are just plain busy. Between jobs, school, family, church, kids, friends, second jobs, and everything else we have going on, it’s hard for clients to find huge chunks of time to go out and look at house after house. Now they don’t have to, with creative use of technology.

Whether your client is out of state or just too busy to meet with you, wireless video technology allows clients to virtually be with you and see whatever you see regardless of where they are located. Taking advantage of wireless handheld devices like the iPad Mini, combined with apps like Skype or FaceTime, allow your clients to remotely view property without having to take a lot of time out of their day.

SEAL THE DEAL Paperwork can make or break a sale, especially if you are still relying on faxes or

printing and scanning. Today, everything is electronic and automated. Sites like ZipForms have streamlined the ability to create and organize a contract or listing while companies like DocuSign allow you to get electronic signatures for all your paperwork.

Plus, don’t forget to take advantage of Cloud storage. That way, whether you are sitting at your office or on a property, you can create, edit, and manage all of your contracts and documents with ease.

As real estate agents, our commitment is to our clients, whether buyers or sellers. Using technology to make their lives easier is just one way we can provide a greater service to them, ensuring repeat business and increased referrals. Don’t be afraid to think outside of the box either. Everything from video chats to social media can catapult you from a good agent to a great one. In a world that is constantly changing second by second, you have to adapt to keep up. Take advantage of the technology around you to make yourself stand out and be the first person that potential clients think of when looking to buy or sell.

This article originally appeared in REAL Trends and reprinted with permission from REAL Trends. Copyright 2014

Analytics continued from page 30 measure the effectiveness of an ad campaign, coverage by the media, or some other event.

Google Analytics offers insight into how users arrive at your site: n Directly n By referral n By organic search They’re all important in their own way.

Direct traffic results from users typing your site’s URL directly into a browser’s address bar. It’s not axiomatic, but good user experiences tend to lead to increases in direct referrers over time. If users have a poor experience on your site, they’re likely to forget you, and they certainly won’t come directly back to your site. Direct traffic is a good sign of overall user experience health as is most referral traffic. In the last 30 days, 54 percent of the visitors to our site have arrived there by typing our URL directly into a browser’s address bar. Perhaps we benefit from a memorable name, or perhaps we’re doing a fairly good job and users are remembering where they’ve seen app reviews from fellow REALTORS®.

The duration of your users’ visits on your site is a very strong indication of your site’s health — it certainly means a lot to advertisers. Longer durations are certainly, in most cases, better.

Why isn’t this always true? Some people claim that longer site visits can indicate user confusion; that people stay on the site because it’s taking them longer than it should to find what they’re looking for on your site.

We’re not altogether convinced this is true, but it’s a very good idea to get to know how much time users are spending on your site.

Bounce rate is the percentage of users who come to one page on your site and then leave; and, in most every case a high bounce rate is an indicator of a poor user experience. It’s tempting to think this might not be the case for a real estate website. Perhaps a search leads a user to exactly the house he/she is looking for; you still want this potential client to fill out a contact form or sign up for your newsletter, or do something that demonstrates intent to act. Users who bounce away after one page view aren’t doing any of these actions.

Activity on Mobile One of the most important things to know

MOBILE FRIENDLY

More buyers are finding homes online and using mobile devices to do it. Is your website ready?

Organic search results are those which result from a search engine query. These are best left to another day, and perhaps another white paper on SEO (search engine optimization).

Time On Site and Bounce Rate

32

about your visitors in 2014 (and beyond) is how many of them are visiting your site on a mobile device. One-fifth of real estate-related searches happen on mobile devices, and Google real estate-related searches on mobile

BAKERSFIELD REALTOR® MAGAZINE SOURCE: CAR

devices grew 120% percent year-over-year from 2011 to 2012. As of January 2014, there are 42% of Americans who own a tablet.

Considering the context for a multi-device world is essential for your site to be relevant.

What is your most important call to action for consumers on a mobile device? What content should they have access to up front?

Using analytics, you can determine exactly these types of things. When you think about the mobile context of your site, it serves not only your interests, but the interests of your consumers. Mobile context should be considered in the same way you think about returning a phone call on a lead: urgency.

What is it you need to provide to your consumers on a mobile device?

Your goals for mobile users are most likely very different than your goals for a desktop experience. Mobile users want different things than desktop users. Typically, users looking at your site by phone have more focused intent than desktop users. They are most likely traveling and preparing to reach out to you.

Viewing analytics will help you identify what information is needed in those contexts.

Contact information is one piece that’s important as well as search. Again, these are only examples and your analytics could tell a different story.

Goals and Conversions Analytics tools such as Google Analytics are wonderful at giving you data about your users’ visits. While it’s important to know how long users stay on your site and how deep their visits are, factors such as time on site and bounce rate don’t give you a clear picture of the activities users complete on your site.

Goals as diverse as successfully submitting a contact form, clicking on a map to find out more about a neighborhood, or using a mortgage calculator can all be tracked in Google Analytics. Think of it as being able to know which page elements the user interacts with, which is different than knowing which pages a user is looking at on your site.

Eighteen percent (18%) of new home shoppers using a mobile phone contact a brokerage not by calling, but by other means.

Knowing how successful users are in completing a contact form on your website when they’re viewing it on a mobile device is essential, and setting up goals in Google Analytics can provide you with this valuable information.

SUCCESS

Welcome, New Members!

Your journey as a REALTOR® has just begun in making a positive impact in the lives of families in our community

realtors ® september

realtors ® october

CONGRATULATIONS TO OUR NEW REALTORS® SEPTEMBER: Jesus

Gonzalez Aceves — Keller Williams Realty; Nicholas Cavazos — Coldwell Banker Preferred, Ming; Jeryl Paul Chambers — Platinum Real Estate; Cheyne Cowne — Tholco Real Estate Group; Rigoberto Cruz — New Homes America; Toni Lynn Dalrymple — Keller Williams Realty; Lorena Espinoza — Portfolio Properties; Jacqueline Garza — RE/MAX Magic; Greg Giambo — Miramar International, Coffee; Hilda Gonzalez — Tholco Real Estate Group; Joshua Graham — Platinum Real Estate; Matthew Hayes — Steve Nations, Broker; Alyson Holcome — Miramar International, Coffee; C. John Houchin — Coldwell Banker Preferred, Ming; Francisco Jacobo — California Home Pros; Fernando Lazcano — Keller Williams Realty; Javier Luevanos — Miramar International, Coffee; Kristine Lucas — Benchmark Communities; Georgia McCaffrey — Coldwell Banker Preferred, Westwind; Marcos Ortega — Tholco Real Estate Group; Erika Ramirez — Miramar International, Coffee; Sandra Rivera — Metroplitan Real Estate; Eric Sanchez — Coldwell Banker Preferred, Ming; Danny Williams — People Realty, Inc. OCTOBER: Griselda Arambula — Executive Realty & Investments; Heather Bogges — Probity Realty; Deborah Bohan — Keller Williams Realty; Joel Bolus — Coldwell Banker Preferred – Ming; Jose A Ceballos — Epic Realty Network; Richard Crockett — Dave Long Realty; Gerardo Diaz de Leon — Tholco Real Estate Group; Rajvir Gill — Lion Group; Sara Hurley-Worthing — RE/ MAX Golden Empire; Rodney Jones — Rodney Jones, Broker; Madonna Lang — Watson Realty, ERA; Arlene Martinez — RE/MAX Magic; Macy Meert — Keller Williams Realty; Elizabeth Mijangos — Avance Realty; Patricia Rolin — My Realty; Ross Turner — Keller Williams Realty; Nancy Venable — Urner Realty; Robert Wallace — RE/ MAX Magic; Joseph Grant Wong — Miramar International - Mill Rock; Tian Yang — Watson Realty, ERA

IN A NUTSHELL

QUICK READS FOR REALTORS ®

New 2015 Laws Affecting REALTORS®

Which American Occupations Are Most Likely to Own Homes?

C.A.R.

NEIL SHAH | C.A.R.

Team Names and Fictitious Business Names This C.A.R.-sponsored law provides that team names are now authorized for use under the California Business and Professions Code.

The use of a team name does not require application to CalBRE for a separate license to be issued for that name. Additionally, sales agents may contract with their broker to file for and maintain ownership of a fictitious business name, although registered with CalBRE under the name of the broker.

Team Names: The name is used by two or more real estate licensees. The name includes a licensee’s surname in conjunction with the term “associates”, “group”, or “team”.

Plus, the name does not include any term or terms that imply or suggest the existence of a real estate entity independent of a responsible broker.

Despite the above, a team name may still have to be recorded with the county recorder.

Advertising that contains a team name, including print or electronic media and “for sale” signage, must adhere to the following: The licensee’s name and license number shall be displayed in a conspicuous manner.

The responsible broker’s identity shall be displayed as prominently and conspicuously as the team name.

The advertising material shall not contain terms which imply the existence of a real estate entity independent of the responsible broker.

Fictitious Business Names Owned by a Salesperson This law confirms that a sales agent may maintain ownership of a fictitious business name if permitted by contract with the broker.

Additionally, the broker may, by contract, permit the agent to file an application for a fictitious business name with the county clerk on the broker’s behalf, deliver to CalBRE an application signed by the broker for use of the fictitious business name, and pay for any associated fees to the county or CalBRE. Nonetheless, a salesperson using a fictitious business name shall use that name only as permitted by his or her responsible broker.

Marketing and solicitation materials using a fictitious business name owned by a salesperson, including business cards, print or electronic media and “for sale” signage, shall include: The responsible broker’s identity in a manner as equally prominent as the fictitious business name, and the salesperson’s name and license number.

Assembly Bill 2018 (codified as Business & Professions Code §§10159.5, 10159.6 and 10159.7)(effective January 1, 2015).

Who’s more likely to own a home — those in jobs that pay more, right? A new study by Ancestry.com suggests the answer to this question is a bit more complex.

Roughly 90% of optometrists in the U.S. owned a home in 2012, according to the family-tree website which analyzed census data going back to 1900; so did 87% of dentists and 81% of pharmacists. By contrast, only 46% of roofers were homeowners, as well as only 27% of waiters and waitresses. Dance instructors? Just 23%.

Presumably, this is because pharmacists typically make more than dancers. Yet Ancestry.com found that some jobs that weren’t especially high-paying had higher home ownership rates than occupations with bigger paychecks.

Firefighters, for example, ranked very highly: 84% own homes. Some 78% of mail carriers own homes—the same goes for lawyers and judges. Teachers ranked higher (74%) than economists (64%).

It’s hard to draw too many conclusions from these figures—especially about how they’ve changed over time.

The data stretch back 112 years, but an electrician today isn’t the same as an electrician in 1950 (73% of electricians own homes, by the way; the same goes for stock and bonds salesmen).

There are plenty of head scratchers: While few dancers own homes, 62% of musicians and music teachers do; along with 63% of artists and art teachers. On the flip side, just 33% of people in the armed forces are homeowners, making them one of the lowestranking groups. (In case you’re curious, the figure for editors and reporters is 62%.)

Still, the study clearly suggests that factors other than pay go into whether you buy a home—one might be job and financial security. It’s probably not an accident that government jobs tend to have high rates of home ownership.

At the same time, if you’re not paid a lot, it’s probably very likely you won’t be buying a home, the study shows.

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BAKERSFIELD REALTOR® MAGAZINE

Where Off-Market Listings Lead STEVE MURRAY | NAR

The MLS provides an efficient, transparent, fair market. The industry needs to make that case, or watch the system unravel.

When you think of the U.S. stock market, it’s

the New York Stock Exchange (or NASDAQ) that comes to mind. But as Michael Lewis’ new book, Flash Boys, reveals, there are more than a dozen exchanges—and that doesn’t even count the “dark pools”, the private systems operated by most major U.S. investment houses for the benefit of their bigmoney clients.

Real estate has its own dark pools—top producers using “off-MLS” networks or “coming soon” previews. Some agents market off the MLS at the seller’s request. Others say it helps them avoid working with ineffective agents. Some do it to capture the full commission. Sellers have long permitted this option, and not many brokerages or MLSs have taken strong steps to discourage this method.

A few brokers have issued stern language about duties to seller clients. NAR General Counsel Katherine Johnson issued a similar warning in her June 16, 2014, Realtor®.org article, “Coming Soon: Is It in the Seller’s Best Interest?” Still, the promotion of off-market listings seems to be expanding.

Now, after years of tight inventory and consolidation of market share by top agents, third-party aggregators are getting into the act.

One online portal’s move to accept “coming soon” listings from agents who pay for the company’s services creates the potential for a new housing marketplace outside the control of the producers of the listing data.

Multiple Listing Services were created, first and foremost, as a consumer service — a complete, accurate picture of homes for sale. Where a formal MLS doesn’t exist, consumers must go to numerous sources to learn what’s available.

Cooperation and compensation were baked into the MLS. Want to know the importance of those practices? Think about commercial brokerage, where everything is subject to negotiation right up to the closing, and imagine fighting over commission splits in front of homeowners at a closing table. Then, read Flash Boys to find out how securities traders game the system.

Does the MLS benefit real estate professionals? Absolutely. Does it also benefit consumers? Absolutely. Is it perfect? No. Systems like the MLS can always be improved.

Yet, if off-market listings become the norm, here are consequences that may follow:  More double-ended deals  Fewer listings available to agents working with buyer clients  Less information for sellers and buyers about current sales activity  More disruption to the system of cooperation

and compensation  An increase in litigation by sellers who discover that only some buyers were aware of the sale The broker-agent relationship will be strained further as some brokerages insist that their agents not use “coming soon” tactics, while some agents do so anyway. Additionally, the REALTOR® organization will be weakened by a decrease in membership or avoidance of REALTOR® and MLS rules.

Where Do We Go From Here?

One portal’s move into off-market listings only formalizes what has long been going on amongst many top-producing agents. The reality is this: Entrepreneurs will continue to

come along seeking to challenge the current producer arrangement. We face the possibility of a future with multiple marketplaces, each with its own rules, services, and costs. For those who have relied on just one, the MLS, this is wrenching to contemplate.

The MLS is the most accurate, complete data set of homes for sale. The process of cooperation and compensation is the fairest to consumers and the most transparent. The system provides the most benefit to the most parties in housing transactions. Why has there been so little emphasis on this point? Perhaps the time has come for the incumbents to compete on the basis of these advantages.

This commentary was adapted from a June 2014 article in REAL Trends.

realtor testimony ®

C.A.R. Finance Helpline comes through for Bill Mell in shortsale

In In 2010, Bill Mell filed a loan modification, but in 2011 decided to do a short sale instead. In 2012, however, Bank of America recorded the loan modification from 2010 rather than from the short sale in 2011.

Trying to get this straightened out, Mell was on the phone for 2 weeks with 16 different departments and 14 different people — all the while getting the runaround from Bank of America.

Needless to say, Bill was beyond upset and unsure as to what to do next.

At wits’ end and on his way home from the Sheri Anthes Leadership Summit, Bill asked everyone in the car if they knew of anyone who could help him. Jeanne Radsick suggested he call the C.A.R. Finance Helpline.

Mell called the hotline and talked to Mark saying, “Mark, you have to help me.” Bill tells Mark his story and Mark responds with, “It just so happens that I’m sitting on a panel at the Expo with a Bank of America short sale representative. I will tell him your story.”

The Bank of America short sale rep gets a hold of Mell, asking him to send the paperwork. Bill sends it on a Monday, Bank of America calls him back on Tuesday, and on Wednesday– it’s all done!

Mell states, “It’s a blessing, a blessing! I never thought that the C.A.R. helpline was at my disposal.

We get emails all the time, but I never thought they were here for me.”

Bill Mell | EPCO & Associates 661.301.8569 | Billmell@att.net C.A.R. FINANCE HELPLINE: Have difficulties finalizing short sales, REOs, Deeds in Lieu, funding, or face any number of hurdles in closing a deal for a client, create a Finance Helpline Call 213.739-8383 or email us at financehelpline@car.org BAKERSFIELD REALTOR® MAGAZINE

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Prsrt Std U.S. Postage PAID Bakersfield, CA Permit #70 GROWING A STRONGER COMMUNITY

BRING YOUR FAMILY AND JOIN US ON DECEMBER 10TH FOR SOME CHRISTMAS CHEER!

Save the Date !

Dec. 10

Eat, drink and be merry!

4 - 6pm at th e Association

You’re invited to join us for food, fun and Christmas spirit!

It’s our annual Member’s Christmas Party Ho Ho Ho, santa will be joining us too, 4:30-5:30pm!