The PIN Magazine May-June 2014

May - June 2014 Vol. 01 | Issue 5

the PIN magazine

IN THIS ISSUE: Tami Bonnell Doing your homework Nabil captan How REALTORS Can Help their Clients Improve their FICO Scores

Michael Krein Failure Through Prayer Budge Huskey The Year of Real Estate Rebalancing

Happy Mother’s Day Mom!

THE POWER IS NOW INC. Eric Lawrence Frazier, MBA President and CEO Office: (800) 401-8994 Ext. 703 Direct: (714) 361-2105 Eric.Frazier@ThePowerIsNow.com www.thepowerisnow.com Blogtalkradio: www.blogtalkradio.com/ thepowerisnow

EDITION TEAM Eric Lawrence Frazier Editor in Chief (800) 401-8994 Ext. 703 Erica L. Frazier, MBA Assistant Editor (800) 401-8994 ext. 710 erica.frazier@thepowerisnow.com El Princess Eclar Digital Media Manager (800) 401-8994 ext. 702 elprincess.eclar@thepowerisnow.com Goldy Ponce Arratia Graphic Artist and Design Manager (800( 401-8994 ext. 711 goldy.ponce@thepowerisnow.com Eric Egana Staff Writer (800) 401-8994 ext. 701 eric.egana@thepowerisnow.com

CONTRIBUTORS Alex Camelio Eric Frazier Budge Huskey Jim Carr Joseph Freedman Lilyvette Rodriguez Michael Krein Michael Totaro Monette Hamilton Nabil Captan P.S. Perkins Tami Bonnell Thessy Onyenedum

CONTENTS Mission and vision of the PIN Magazine (page 5)

THE CEO’S CORNER The year of Real Estate Rebalancing (page 6)

REAL ESTATE How Realtors Can Help Their Clients Improve Their Credit Scores (page 9) Doing your Homework (page 12) Failure Through Prayer (page 14) African American and Hispanics Must Get Back in the Game (page 20) Home Ownership Access for Minorities What Will it Take to Turn Things Around? (page 31) Which Way Do I go? (page 36) Earth Day (page 42)

THE CEO’S CENTERFOLD Tammy Bonnel (page 46)

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36

LAW Bankruptcy: It’s not a Dirty Word (Page 48)

PERSONAL DEVELOPMENT Did you Hear What I Think I said? How your Nonverbal Communication Tells it All (page 52 )

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TECHNOLOGY Is Real Estate Technology the End All Be All? (page 57) What Hummingbird Means for SEO Strategies (page 58)

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POETRY AND LIFE I am Surrounded (page 60) Homeownership (page 62) My Traumatic Birthday Experience on April 25th, 2014 (page 64)

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Mission and Vision of the power is now MAGazine Mission

Vision

The Power Is Now e-Magazine is a national real estate and lifestyle magazine, bringing together consumers and the real estate, banking, insurance and investment professionals who serve them, through smart, fun, and timely editorial content, compelling photographs and quality advertising.

The Power Is Now Online and e-Magazine will be the premier Real Estate Magazine serving consumers, real estate and business professionals nationwide in all metropolitan markets. The Power Is Now Online and e-magazine will be viewed as the most effective medium for real estate and business professional to get exposure to consumers and to share their knowledge and information that will empower them to take action.

Each issue will feature a blend of articles from business and industry professional leaders, on residential and commercial real estate, default services, REO and short sales, finance, banking, insurance, dining, fashion, home design, travel, health/fitness, Book/Movie reviews and more.

The Power Is Now e-Magazine will be a free subscription magazine available on www. thepowerisnow.com. The Online version will be a paid subscription with more content, video, radio interviews and commentary from news makers and the writers.

Cover and Feature story profiles:

The cover of each issue will feature our visionary Eric Lawrence Frazier MBA, publisher of the Power Is Now Magazine and founder and executive producer of the Power Is Now Radio. Each issue will also feature a Power Player Centerfold of an extraordinary business professional who is an exceptional leader in the business, insurance, banking, the real estate and other industries.

The Online and e-Magazine will have 26 sections for various articles under the Power Is Now theme: The Power Is Now Real Estate, Real Estate Resource, Real Estate Agent Spotlight, Headline News, Technology, Politics, Community, Health, Medicine, Ministry, Literacy, Education, Entertainment, Cuisine, Music, Youth, Social media, Research & Reports, Business, Energy, Economics, Life Coaching, Publishers Note, Power Player Centerfold, Art and Sports. The writers for each department will all be industry professionals who are practitioners in their field of expertise. We are bringing the best practitioners in the industry to share their knowledge and experience in their field of expertise. They are industry professionals who can provide advice, and information to make decisions that will enable consumers to navigate through the challenges and opportunities of life.

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©

CEO & Publisher Eric Lawrence Frazier, MBA 3739 6th Street Riverside, CA 921506 Ph: 800-401-8994 x 703 EDITORIAL Editor in Chief Eric L. Frazier, MBA Associate Editor Dadrea Davie Associate Editor & Writer Eric Egana, MA Associate Editor Erica L. Frazier, MBA Staff Writer Celeste Davie Transcription Gail Valeski ONLINE Managing Editor/Online El Princess Eclar Web Designer & Manager Rahul Patel DESIGN Art Director & Design Manager Goldy Ponce Graphic Artist Jaime Daniel Costico

ADMINISTRATIVE Executive Assistant El Princess Eclar Relationship manager Rachel Bacol SALES Sales Manager Perry Frazier HEADQUATERS The Power Is Now Inc. 3739 6th Street Riverside, CA 92506 Ph: 800-401-8994 Fax: 800-401-8994 Email: info@thepowerisnow.com www.thepowerisnow.com www.magazine.thepowerisnow.com PUBLICATION AND SERVICES The PIN Magazine The Power Is Now Radio The Power Is Now Publications The Power Is Now Radio Guide The Power Is Now VIP Agent Program The Power IS Now Power Consulting/Coaching The Power Is Now Association Management The Power IS Now Event Management

STATEMENT OF COPYRIGHT: The PIN Magazine™ is owned and published electronically by The Power Is Now Inc. Copyright 2013-2014 The Power Is Now Inc. All rights reserved.

“The PIN Magazine and distinctive logo are trademarks owned by The Power Is Now Inc. “ThePINMagaizne.com” is a trademark of The Power Is Now Inc. “Magazine.thepowerisnow.com “ is a trademark of The Power Is Now Inc. “Thepowerisnow.com “ is a trademark of The Power Is Now Inc. “The Power IS Now Event Management” is a trademark of the Power Is Now Inc. “The Power Is Now Radio” is a trademark of the Power Is Now Inc. “The Power Is Now Publications” is a trademark of the Power Is Now Inc. “The Power Is Now Radio Guide” is a trademark of the Power Is Now Inc. “The Power Is Now VIP Agent Program” is a trademark of the Power Is Now Inc. “The Power IS Now Power Consulting/Coaching” is a trademark of the Power Is Now Inc. “The Power Is Now Association Management” is a trademark of the Power Is Now Inc. No part of this electronic magazine or website may be reproduced without the written consent of The Power Is Now Inc. Requests for permission should be directed to: El Princess Eclar at elprincess.eclar@thepowerisnow. com

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THE CEO’S CORNER

The Year of Real Estate Rebalancing

By Budge Huskey, President and CEO, Coldwell Banker Real Estate LLC In the investment world, “rebalancing” refers to adjusting your portfolio in reaction to trends in the business environment in order to maximize returns while minimizing risk.

Those of us in the real estate industry are no different. Year three of the recovery is bringing unique market conditions allowing us to “rebalance” strategies at almost every foundational aspect of our business.

The pace of these last two years is a reflection of a market seeking equilibrium; seeking balance.

But as anything approaches equilibrium, the pace naturally decelerates. This is exactly where we are today, and why the housing recovery will continue, but at an arguably slower and more sustainable rate of growth.

This concept of “rebalancing” applies to all aspects of real estate, including:

You see, during the last ten years we’ve worked in an industry completely out of balance, whether tilted in our favor during the “steroid years,” or against us during the years of the housing recession. These were times when so many in our industry felt incapable of defying the power of national market wave’s momentum, ending up simply being carried along with the rising or falling tide.

Realtors worked in conditions completely out of equilibrium, evidenced by the severity of the cyclical swings.

Demand Drivers

The most recent swing has been back in our favor with an almost 40 percent rise in sales volume in the last couple of years, truly evidence of an overcorrection and a performance one would hardly call normal.

During these same years equity values rose 42 percent, signaling a close correlation which was fostered, in large part, by an aggressive Fed policy and artificially low interest rates. Between real estate and stocks, in just twenty-four months U.S. households actually reclaimed all the wealth lost in the recession and more.

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• As the slack from the overcorrection is absorbed and the Federal Reserve tapers bond purchases, real estate demand now “rebalances” to the fundamentals which have always proven to be the drivers of our business. This includes the improving economy and household formation, which has rebounded from its low point of under a half a million new households formed in 2008 to above one million today. Between population growth, immigration, and a strengthening economy, one can expect to see progress in releasing the pent-up demand represented by an estimated 2.4 million “missing households” which failed to form in these last years due primarily to economic circumstances.

THE CEO’S CORNER

Buyers and Sellers • Despite an almost 20 percent increase in home sales in the last two years, the actual homeownership rate in the U.S. continued to fall due to the emergence of the investor buyer class. But as prices increase and the number of distressed homes entering the market trim, the buyer mix must “rebalance” toward the traditional purchaser and especially the first-timers who currently represent a historically low percentage of the market activity.

• As home equities are restored and mortgage delinquencies decline, we will need a “rebalancing” of inventory from foreclosures and short-sales to traditional home sellers and new construction if we are to meet the level of anticipated demand and the industry’s potential for this year.

Lending • Yet another area being “rebalanced” is mortgage funding. First, as investor activity drops, the percentage of transactions involving a mortgage is rising. And with moderate increases in interest rates, a “rebalancing” of fixed vs. adjustable mortgage products occurs.

• The cost of financing in the foreseeable future will be influenced less by riskbased pricing or jumps in the

10-year treasuries, and more a function of policy makers attempting to “rebalance” the roles of government and the private sector in future housing finance.

Overall, the cost of financing will increase, though it should be met by increasing access and some relaxation of average credit standards As the real estate business continues its march towards normalcy, we must also “rebalance” our individual businesses, including our target customer base, listing inventory, and marketing strategies. Most of the obstacles we faced during these last years are gone, and going forward it all comes down to individual commitment, daily behaviors, and execution.

In 2014, the story is no longer a passive one about where the market is taking us. Rather, the story becomes deeply personal.

Going forward, it’s all about what we proactively do to either outperform or underperform the market in a rebalancing industry.

May your story have a happy ending!

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At VRM and PCV, diversity starts at the top. Founded by Keith D. Murray, our companies understand that maintaining a diverse workforce and multicultural partners allows us to deliver more holistic solutions to the mortgage and real estate industries. It is those unique perspectives that help us drive performance for our clients and propel our industry forward.

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Mortgage Servicing, Asset Management & Collateral Valuations To learn more about VRM Mortgage Services and PCV Murcor - visit us online.

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REAL ESTATE

How REALTORS® Can Help Their Clients Improve Their CREDIT SCORES!

By Nabil Captan

W

hen a legal issue or tax problem arises during a real estate transaction, REALTORS® are required to point their clients in the direction of a lawyer or competent certified public accountant, but clients who have low credit scores are a challenge.

REALTORS® often do not know where to send clients who have negative credit histories or have defaulted on their previous mortgages.

Although REALTORS® can offer several options; these options may not adequately meet their clients’ needs.

In situations of this kind, REALTORS® sometimes suggest the services of companies that offer to repair credit by correcting credit reports.

Problems arise when REALTORS® choose this option because these companies are no strangers to violating the Fair Credit Reporting Act and the Federal Trade Commission rules.

For example, they may flood the three creditreporting agencies—TransUnion, Equifax and Experian—with dispute letters challenging the accuracy of all of the negative items listed on their clients’ reports, even though they know that some or all of the items were accurately reported. Or they may try to bully creditors into removing accurately reported public records— such as a tax lien, bankruptcy, judgment, or mortgage default—by taking them to small claims court.

Some REALTORS® leave the credit education to lenders. Although they may believe that lenders will help their clients dispute any credit report errors, it will never happen. Lenders are not in the business of credit repair. Lenders are in existence to offer their clients a mortgage loan that has an

advantageous interest rate and terms attached.

When it comes time to close the loan, they are expected to present the funds for the purchase of the home and nothing more. In reality, the credit report should be corrected and the credit score improved before the client applies for a loan.

Credit counselors do offer consumers limited financial help, and some REALTORS® send their clients in that direction. This option is not really the correct solution either because these nonprofit agencies are in the business of examining people’s expenses against their income and determining if a debt management plan can help them reduce or eliminate their debts. This service does not necessarily include providing people with a credit education or helping them repair a poor credit record or improve their overall credit score.

After attending numerous workshops and seminars offered by credit counseling agencies, I have found that the counselors are not well informed about what credit scores and credit reports mean. For this reason, it impossible for these agencies to develop for their clients programs that apply to their individual situations.

Surprisingly, even financial advisors, certified public accountants, and divorce attorneys are sorely lacking when it comes to offering appropriate credit advice. They are not trained to help their clients understand what their credit profiles are all about. REALTORS® should not send their buyers to these respected professionals if the goal is to help their buyers improve their credit scores.

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REAL ESTATE

What Should REALTORS® Do? Currently, the American educational system barely addresses the subject of personal finances, and people are forced to discover for themselves the real cost of credit, at times paying a hefty price for this knowledge.

It appears that REALTORS® do not have a choice; they must provide many of their clients with an appropriate credit education. They need to educate themselves because there is no more important element in the loan approval process than their clients’ credit reports. With time and a little effort, their clients can correct their credit reports and improve their credit scores if they learn from their REALTORS® what constitutes a credit score and what they need to do to raise it.

REALTORS® do not need to become experts in credit scoring and credit repair. Instead, they can provide their clients with the information they need to do the work themselves, and this is all REALTORS® should do. Best of all, the knowledge is free. Clients do not have to part with one penny to improve their credit scores.

It is not even necessary for them to purchase their credit reports because they are entitled to receive one free report a year from each of the three major credit bureaus. These reports are available from www.annualcreditreport.com, but clients will need to pay $20 if they wish to obtain their genuine FICO scores from myfico. com.

To begin educating themselves and their clients, REALTORS® need only visit websites such as www. ftc.gov, www.cfpb.gov, and www.myfico.com for free and truthful information. They can be assured that these entities will offer their clients all of the help they need to learn how to better manage and protect their credit reputations.

REALTORS® have a duty to ensure that their clients are as knowledgeable about credit scoring and about their credit records they can possibly be. It is the ethical thing to do.

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©2014 by Nabil Captan. All Rights Reserved.

Nabil Captan is a nationally recognized creditscoring expert, educator, author and producer.

Nabil is an instructor with California Association of Realtors. His dedication to financial literacy led him to create and produce The Credit DVD Series in English, Spanish and Chinese. He also teaches at various community colleges in California.

Nabil is a contributor for many online financial services Web sites and regular contributor and speaker for the U. S. Small Business Administration SBA/SCORE. He can be reached at nabil@ nabilcaptan.com.

REAL ESTATE

Doing your

k r o w e m o H

by Tami Bonnell

Doing your homework pays off in multiple ways.

I admit it; I always loved homework, so much so, that I was paid by two of my older brothers to do theirs when we were in high school. When you are in school your paycheck is the education you receive. At work it equates to a greater paycheck. When you are in commission sales it allows not only for increased income, but steady consistent income.

Accurate market knowledge is very important in every facet of the real estate business, but I find the human element, the people part of the equation to be even more so. It is so often missed and yet if you think of every WOW factor, every excellent experience you have had with any business exchange, the people part was what made the biggest difference.

Getting to know the people you are working with and including what is important to them in the transaction is where referrals and repeat clients come from. Add some steady habits you do with every transaction and you have a winning formula for success. A few examples to highlight the point ‌ If I give you my business card, you want to give me yours, but if I do something great for you, you want to do the same in return. I had a client early on in my career purchasing land, it was a $35,000 dollar sale no one wanted to touch, it paid very little and at the time was difficult to

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get financing for, the gentleman purchasing was so appreciative he took me out to lunch a week before the closing, I got in to his truck and noticed he had empty bags of Swedish fish everywhere! I cracked a few jokes about it and he admitted, he loved them. When we went to the closing the next week, I brought him five pounds of Swedish fish , over the next few years he personally made me $80,000 dollars on what he purchased and referred me countless other people. The importance of finding out what is important to others will help you do more business and enjoy it more along the way. I get the opportunity to speak often and I have mentioned some specific stories that have impacted me and in turn I am certain made considerable money for those individuals/ companies. I was at a speaking engagement across the country several years back and it was an important event for our company so I went and purchased a new suit from Nordstrom for the occasion. I got across the country in the evening, (the night before I was to speak) and realized my suit was the wrong size; they had put a different size jacket in the bag! I called Nordstrom out in California and told them my problem, I was due to speak the following morning, the next day at 8:30 a.m. before my talk, the manager came to my hotel and brought me the correct size suit.

I am quite certain not only have I purchased more because of that memorable event, but several people in the audiences have as well.

REAL ESTATE

Making everything for a client a memorable experience is the best way I know of how to love what you do and create loyal followers that cannot help but sing your praise. There are some basics that can be done on a regular basis, first do your homework on every individual you work with, Google them to find out as much as you can about them, friend them on facebook, if they are referred by someone ask about them, what are their priorities? Do they have preferences? Pay attention to details when working with them, do they collect anything? Have certain rituals that you noticed? Write everything down so you can keep a file on important things to this person.

Always write thank you notes, hand written notes are rare and remembered. Learn stats and habits of homebuyers and sellers to help fill in the gaps, for example people moving buy pizza over 90% of the time moving weekend, so either get a gift card to the local place or bring it! Provide lists of places, restaurants, book stores, etc‌ whatever they are interested in. Part of doing your homework is listening carefully to

m o H

what is being said, people want to matter and it is so simple to provide outstanding service. Think back to all your excellent experiences, what made it that way? My husband and I frequent a restaurant that not only has great food, but the service is incredible, there is a young woman who serves us that remembers what we like to drink, remembers what we like to take home, she has done little extras here and there that make all the difference, I am certain we frequent the restaurant twice as much because of the service. People expect you to know your job, but when you get to know them and put them first, you will love more of what you do, you will make more money without ever having to ask for a referral, and you will find over time not only do you like doing your homework, you will do it automatically, and that attention to small details will become the best part of what you do.

k r o ew

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REAL ESTATE

Failure through Prayer!

“The real myth of the 100 transaction per year agent”

by Michael Frein For all of us that endured hardcore Christian Sunday School (usually Protestant) in our formative years, this story will be incredibly familiar as most of us have heard it dozens of times. If you were not as “blessed” as we with such an upbringing – and are unfamiliar with the story - here it is:

A mighty hurricane came over the land bringing torrential rains and floods. A lone man is sitting on his front porch watching the flood waters rise. The local police come by in a motorboat and offer to take the man to safety. “No, thank you,” says the man, “I’m trusting in the Lord.”

The rains continue and the flood waters keep rising, until the man has to hurry to the second floor to avoid drowning.

Two men in a fishing boat come by heading to higher ground when they see the man trapped in the second floor of his house.

“Come on” they yell. “Get in the boat with us” “No, thank you,” says the man, “I’m trusting in the Lord.”

Still more rains comes and the water rises even higher finally forcing the man out on to the top of his roof.

A helicopter spots him on his roof and comes to his rescue lowering a rope for him to grab onto. The man waives them off yelling - “No, thank you - I’m trusting in the Lord.”

Finally the water rises even higher sweeping the man away to drown and die.

When the man arrives in heaven he rushes to see God. The man asks God, “Why didn’t you save me?” “What do you mean?’’ replies God, “I sent you two boats and a helicopter.”

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REAL ESTATE

Obviously everything stated previously applies to all aspects of everyone’s lives, to our health, to our welfare, to our relationships, to ours and our family’s futures, and in the parable above – to our very lives!

I truly believe that God really does answer all of our prayers. Whether he sends us boat, or a raft, or a helicopter, if it is a real problem, a real solution will be provided.

But how many of us are actually listening?

And is it just about listening and paying attention when our prayers are answered?

Sometimes I think we just don’t like the answer that we get and therefore choose to ignore it.

We rationalize rejecting an answer that we don’t like with denial. Since we didn’t like the answer, we prefer to believe that God didn’t answer our prayers.

In our hearts we know this is not true, but as we get caught up in the things we need and want for ourselves and our families, we fall into this trap.

As I have grown older and hopefully a bit wiser, I have also come to realize the most important answer of all: Sometimes God just says, “No.” Looking back on my life, I can now see in retrospect that some of the things that I had wished and prayed for really weren’t in my best interest at all. Had I actually gotten what I had asked for, my life would certainly not be what it is now and would have definitely been a lot worse.

Thankfully God, unlike some parents nowadays, knows how to say, “No.”

I am not an expert on your life, your family, your relationships, your heath, or any of the other myriad issues and problems that you may be struggling with.

I am, however, an expert in the real estate business and this is what we are here to talk about.

Let’s go back to the initial story of the man on the roof. Many of you are in the same position with your careers. You are struggling, enough deals aren’t closing, bills are piling up, you are just trying to survive and life seems be getting tougher and tougher every moment. Keeping with the illustration, the flood waters are rising.

Now, it may not exactly be your life at stake (although it sometimes feels like it is), but the welfare of your family and loved ones that you need to provide for is at risk.

There are plenty of boats and helicopters being offered to you – but you are just not taking them.

I have been in the unique position of having met and worked with many of the top producing agents and brokers in the United States for many years now. I have also met and worked with some of the lowest producing (failing) agents and brokers as well. There are some major differences between them.

Prayer is certainly a contributing factor, as it goes hand in hand with both faith in God and a belief in oneself.

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REAL ESTATE

But it is not prayer itself that creates the difference.

It is however, how one listens and pays attention to the answers.

When we talk about the 100+ transaction per year agents and the most successful brokers, many of the ones I know are in fact quite religious and for that matter “Godly.” They do pray regularly and many will rightfully attribute their success to God. However, I have met just as many struggling agents and brokers that are just as religious, and also pray regularly, yet somehow success still seems to elude them.

The real difference is in listening and paying attention to the answers.

There are plenty of boats and helicopters being offered to everyone – but it’s the top producers who are taking them.

Going back to the initial story and the man on the roof, I had always wondered what he was waiting for. Was he waiting for God himself to reach down from the heavens and pluck him from the roof and deliver him directly to heaven?

If so, perhaps he got his wish, because he did in fact end up in heaven! Of course he was also dead.

The real estate business has changed dramatically over the last several years. What worked for us all ten years ago, or for that matter even two years ago, simply will not work now.

The market and the real estate business have changed. The question you need to ask yourself is: “Have I changed?”

There are plenty of boats and helicopters being offered to everyone, but in the realm of real estate success, our boats and helicopters come in the form of:

Take advantage of them – the top producers do.

Take a new course, enroll in a coaching program, create new marketing materials, invest in the new technology, maybe change to a more supportive broker, or a more modern office. There are so many boats and helicopters out there for you. So, get in one, already!

If you are not being as successful as you need (or wish) to be, then something needs to change.

Isn’t that what we are really praying for when we pray for success? We are praying for “change.”

We want our circumstances to change from failure to success. That’s a very definite and distinct “change.”

Why are there still so many agents doing over 100 transactions a year – even in “this market”?

What do they know that you don’t? What do they have that you do not? Are they just praying harder?

When talking with “failing” and/or low-producing agents, there is always some excuse, and as unbelievable as this may sound, I have actually heard a lot of these agents blame God. It’s either “God doesn’t love me” or their failure is “God’s Will,” or, “This just isn’t God’s path for me.”

New Tools, New Technology, New Training, & New Knowledge

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REAL ESTATE

Worse, yet, they are angry at God for someone else’s success, as in: “God loves them better” or “God takes care of them.” Trust me I have heard it all, either excuses for their own failure or a manufactured reason why someone else is successful and they are not. There are always excuses, but I have always been amazed at how often these excuses somehow involve God. I have even often heard these same things said of me. “Things just always work out for Mike.” No they don’t actually and I have had more than my share of failures. The reality is that I just kept trying and worked my ass off, just like most of the other top-producing brokers in the industry.

So is it just “hard work” that makes someone a top-producer and a 100+ transaction per year agent?

Strangely, it’s really not. Granted, it is certainly a contributing factor, but I know hundreds, if not thousands of real estate agents who work incredibly hard and still struggle. I also know quite a few top-producing agents and extremely successful brokers who are out on the golf course by noon every day!

Are many of us waiting for the wrong kind of miracle when we pray for success?

Have we all seen too many Charlton Heston movies? Do we expect God’s answers to come in the form of a Hollywood lighting strike from the heavens? Or a burning bush?

Let’s hope not, because if God answered all our prayers in that fashion we would all be burnt to a crisp every time we prayed.

God does answer your prayers for success. So pay attention. You are constantly being sent “boats” and “helicopters.”

Going back to our original parable and the topic here of “failure through prayer,” it is not about God failing to answer our prayers it is about us failing to listen to his answers!

Our business has never been as much about “working hard” as it has been about “working smart.” The principle at the center of “Working Smart” is about paying attention, knowing what is really going on around you, and changing your course accordingly. It is also very much about “faith.” This includes; not only having faith in God, but also having faith in yourself, in the person God made you to be.

I first heard the story of the man and the flood nearly 45 years ago as a child in Sunday School, and I am amazed at how often I still think about that man on the roof and what he was thinking and feeling as he prayed. What “kind” of miracle was he waiting for? (Let’s remember that he actually got “three” miracles – in the form of two boats and a helicopter!)

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Editor’s note: If you would like to learn more about how to succeed in the real estate business, the author has an entire series of free coaching and educational videos called “Broker School” available at: www.riogenesis.com

REAL ESTATE

Part I

AFRICAN AMERICANS AND HISPANICS

MUST GET BACK IN THE GAME

by Eric Frazier The steps minorities should take in preparation to buy a home should transcend ethnicity and gender, right? Wrong! God only knows how much I wish that were true—but it is not. African Americans and Hispanics are in an economic crisis, and have been for a while (even before the Depression).

The Great Financial Crisis just exacerbated an already difficult struggle to climb the economic and social ladder in order to achieve the American Dream.

The fact that African Americans and Hispanics need help in their respective communities should not be a surprise to anyone.

There are numerous news reports and academic studies that have documented the

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plight of African Americans and Hispanics before and after the Great Financial Crisis. Today the most recent news and evidence indicates that African Americans and Hispanics are worse off than they were before the crisis. It is unfortunate that these two demographics are experiencing difficulties during the Presidency of the First African American and minority president, but I can assure you that his dark skin has nothing to do with the Wall Street and Main Street greed that lead to the greatest economic disaster since the founding of this great country. Amazingly, it was this historic President’s leadership that prevented the complete failure of our entire banking

system and secondary market; a problem that he inherited during his first term, no less. I could say more about our President but that is clearly for another blog.

The Great Financial Crisis resulted in the greatest loss of wealth among African Americans and Hispanics that this country has ever seen.

African Americans lost 21% of their wealth, and Hispanics lost 67% of their wealth, while Whites lost 12% and Asian Americans lost 8%.

African Americans didn’t have much wealth to begin with, and the little that they did have took years to build up.

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The loss of wealth for African Americans is a major setback.

Given the large number of problematic social factors within the African-American community, it may take significantly more years to rebuild what they lost than it took to build it up before the Great Financial Crisis. The short list of the factors are: • Unemployment among African-American men (women) 25 years or older is 11.1% (10.0%) • Single women are the head of household in 29% of black families • There are 1.2 million adult black males in their prime serving prison sentences Sadly, these are just a few of the many issues afflicting the black community.

Before the boom in 2001, African Americans had a 5% market share of the housing market. At the peak of the market in 2005 it rose to 8%, but the most recent reports indicate that African Americans are back down below 5%. The market share for African Americans is back to the same level, but the housing market is at 44% of 2001 levels. What this means for African Americans is that if market volume was the

same, we would be at 2% of the market instead of the 5% that we were at in 2001. It is estimated that over 2 million African Americans have been squeezed out of the market because of tighter credit standards and underwriting guidelines, in addition to many other factors that are a direct result of the Great Financial Crisis. The rate of homeownership has dropped from a high of 46% at the peak of the market to a current 41%, and falling. Homeownership is at an all-time low for African Americans, and it is going to get worse before it gets better because of the poor economy and the previously mentioned social factors.

coming back, we are not able to participate in the recovery.

The irony of all of this is really par for the course in the History of America, as it relates to African Americans.

From slavery to freedom, African Americans were only able to participate in the American Dream under the worst circumstances. They were forced to live in the worst neighborhoods because of redlining, denied access to loans (especially low interest bank loans) because of discrimination and disparate treatment, and were forced to use specialty finance companies and mortgage brokers whose fees and charges were usurious and criminal.

African Americans and Hispanics were hit the hardest during the crisis, and now that the crisis is over and the market is

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These are just a few of the circumstance that created poor neighborhoods, which begat poor schools, limited city services, many liquor stores and very few restaurants and local grocery stores in the neighborhood. This is the undisputed history of African Americans. Then came the subprime loans, and the economic boom was on. The ticket out of the ghetto and into better neighborhoods and newly constructed housing was an expensive one for minorities.

We saw capitalism at its finest— banks and Wall Street making money and planning to deal with the consequences later, which ended up costing taxpayers trillions of dollars.

Now, African Americans and Hispanics can finally sit at the closing table and buy and sell because Wall Street and Main Street can make crazy money on a segment of society that they have never served neither legitimately nor honestly.

Through private securitization and slick mortgage products that have low teaser interest rates and payments fixed for 2 years on an adjustable rate mortgage, the swindle continued, but was more sinister than the blatant discrimination from times past. These same loans did not require any real income documentation or down payment, which created record affordability by all accounts. The lack of underwriting guidelines, low or no FICO programs, risk based pricing, and limited to no down payment requirements were the catalysts to increasing

home prices. The products and programs and underwriting created a demand of new buyers in the market that heretofore were not being served, and created a market bubble with homes selling for double or triple what they were really worth.

It’s important to understand the gravity of what was created.

An underserved member of our society could now be served by qualifying for a loan they couldn’t really afford on a home that was worth 1/3 of what they were paying for it, and a mortgage payment that they would not be able to afford by the second year of the 30year mortgage term. African Americans and Hispanics were only able to build wealth and participate in the American Dream when subprime loans were available and property values were at an all-time high because of unscrupulous banking practices, greed and nonsensical underwriting standards. The results of this travesty on African Americans and Hispanics is that their American Dream became an American Nightmare, and now they are potentially stuck in a permanent renter class and are not able to buy real estate during these unprecedented opportunistic times, when 30-year fixed interest rate mortgages are still at historic lows and property values are the most affordable they have been in 30 years.

Unfortunately, the few minorities that can buy are unable to

compete with the demand for housing created by investors who do not need financing or credit to buy. Hedge funds and small investor groups have driven up prices and have almost wiped out inventory in some of the most affordable areas in the country. In many locales, only the most distressed properties for sale are left, which has created a bonanza for buy-and-flip reality TV shows for HGTV, and for wealthy investors showing off how to capitalize on the misery of families who lost everything. Even left over properties not picked up by the Hedge funds are still being bought by rich investors who can pay cash and squeeze out the first time homebuyer.

This will not last forever, but when it’s over prices will be higher and interest rates will be even higher. Just when minorities are getting back on their feet they will have missed a great opportunity that could have made their dream of homeownership easier, faster and a reality in their own communities. And I do mean in their communities, where houses used to be affordable.

Now those affordable areas, especially minority neighborhoods, that at one time had a majority of homeowners, are now almost entirely neighborhoods of renters, due mainly to the Great Financial Crisis and investor purchases. These homes will not see the market for another 5 to 10 years, when prices will be even higher because of low inventory and inflation.

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As I stated before, things will get worse before they get better.

We are on a downward trajectory, where homeownership will continue to decline for African Americans and minorities because of the following: • Changing monetary policy with the Federal Reserve that will increase interest rates in the short run and even higher in the long run.

• An increased Mortgage Insurance Premium on FHA loans, which has impacted minorities from qualifying for a home loan.

• Congress is trying everything they can do to eliminate and/or Privatize FNMA and FHLMC, which will limit access to credit for minorities.

• Tighter underwriting criteria driven by QM, QRM and the next financial crisis.

• Private Predatory Lending outside of Dodd Frank that will increase the cost of credit to minorities desperate for homeownership.

• Inventory is still low, creating bubbles because of buyer and investor demand that will ultimately price out the first time homebuyer who may never get in.

• When the market hits and passes market equilibrium (equal sellers and buyers) and we see coming market correction, investors will jump back in because they are fearless, and buyers will sit on the sidelines because

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they are fearful and want to see how far the correction will take the market down.

• Cash buyers are still over 35% of the market in most areas, making it difficult for minorities who need financing to compete.

• Hedge funds and investor groups are filling the courthouse steps and buying foreclosures at trustee sales at record levels, before they even get to the market by a Realtor/Realtist®.

• Bulk sales are still happening by Hedge Funds and Investor groups, who are buying thousands of properties nationwide and just waiting for the right time to sell. Many are estimating a 5 to 10 year hold time. In doing so inventory will remain tight and prices high until more homes come on the market.

Let me pause for moment and address a few apparent contradictions after setting forth a very strong argument as to why the housing recovery is leaving African Americans behind. On the one hand, I am blaming lenders for giving away mortgages to basically anyone, regardless of credit history, down payment, or ability to pay. Then on the other hand I am pointing out that since mortgage and credit rules have been tightened, it’s harder for low-income people to buy a house. How do I reconcile this contradiction? By admitting

that many minorities were never in position to buy a home in the first place, and they learned that lesson the hard way. Not everyone is able and ready to buy a house, but everyone is willing.

It takes financial literacy to say you are willing but not ready to buy because you do not have the money for the down payment, or money for reserves in case something happens, or have proven to yourself you are able to live on a budget. For many the calamity of the housing market was made worse by their lack of preparation and financial literacy in the first place. This is the sad contradiction. The market share we gained was never ours to keep in the first place. This is the indictment on every mortgage broker, mortgage banker, bank, real estate agent and everyone else who lost sight of the people and only saw the money. This is also an indictment on the borrower who for greed and the easy way made bad decisions against their own conscience and regret it today.

Finally, why is it so important that African Americans get back into homeownership? Because homeownership is the driving factor of wealth accumulation for African Americans and has given African Americans the ability to provide for their families’ future, and to educate their children. The appreciation of land over time has brought wealth and access to credit for African Americans, and in spite of very little income and money, they have been able

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to save their way into the real estate game. Over time appreciation took care of the rest. It has allowed African Americans to start businesses, send their kids to college, and to buy even more real estate. This is our story as a people, and the story is still being written (with a brief pause for the moment, to write a timely new narrative of how they overcame the Great Financial Crisis and started buying real estate again).

Real Estate is the ticket out for African Americans. We lack the assets to participate in many other opportunities that exist in this great country, from capturing wealth in stocks and commodities, to commercial real estate or even big business.

Yes, there are a few examples out there (and we know who they are), but I am talking about the norm.

African Americans have made it out of poverty and have been able to improve the lives of each generation through education and homeownership (not necessarily in that order). A recent study by the Institute

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of Assets and Social Policy, entitled “The Roots of the Widening Racial Wealth Gap: Explaining the Black White Economic Divide,” was completed in February of 2013. Data for the analysis was derived from the Panel Study of Income Dynamics (PSID), a nationally representative longitudinal study that began in 1968. Authors Thomas Shapiro, Tatjana Meschede and Sam Osoro followed nearly 1,700 working-age households from 1984 through 2009.

At the time there wasn’t enough data that tracked wealth information for a sufficient number of Latino, Asian-American, or immigrant households to include in their report, which is why the results are focused on just the wealth gap between blacks and whites. In 2009, a representative survey of American households revealed that the median wealth of white families was $113,149, compared with $6,325 for Latino families and $5,677 for black families. The study looked at the same set of families

over a 25-year period (1984 2009), and found that the total wealth gap between white and African-American families nearly tripled, increasing from $85,000 in 1984 to $236,500 in 2009 (a $152,000 increase). The study concluded that the years of homeownership was the primary force behind the racial wealth gap. There are other factors that contributed to the gap, but homeownership was the number one factor.

If you are an African American and you are serious about getting ahead in life you must do two things: become financially literate and then buy a home. A financial education will result in better decision making, and buying a home will put you on the path of wealth accumulation—wealth that you will need in the future.

In Part II I will share what I think are the Top 10 Steps African Americans and Hispanics must take before they begin the process of buying a home.

publisher’s note May 2014 | Vol. 01 Issue 5

Esteemed Readers, It is with great pleasure that I welcome you to the completion of The PIN Magazine’s first quarter May 2014 issue. This magazine would not be possible without the amazingly talented contributors that bring their wisdom and expertise to every issue. From the writers to the design team to the sales department, The PIN Magazine’s success is a testament to their ability to create. I am honored to be the Publisher and Editor in Chief of this great magazine.

The month of May, and particularly May 1st, May Day (regardless of the day of the week it falls on), is a celebration of springtime. If you live in California it’s really not a big deal but it might be everywhere else. We have one season in California—summer with occasional rain. How true the song is—”it never rains in Southern California”—and we have drought and water shortages to prove it. Cinco de Mayo is another important day in May. Contrary to what some people think, it is not Mexico’s Independence Day (September 16th), but rather the celebration of the Mexican victory over the French armies in the area of Mexico called Puebla, just east of Mexico City, in 1862. It might as well be the warm up to Independence Day because no expense is spared by the celebrations and parades in cities across America.

Perhaps the most important day in May, at least to me, is Mother’s Day. We only have one biological mother and if she is still alive and you are not estranged from her then it is truly an opportunity to celebrate Motherhood and the impression she had on your life.

May of 1908 was the very first Mother’s Day observance. President Wilson gave the day national recognition in 1914 and it became a permanent and prominent US holiday.

Fittingly, I want to take this opportunity to recognize some very important mothers in my life. First, my mother Emma Jean Malcolm, for being a great mother and entrepreneur.

Her entrepreneurial spirit inspired me to get into business for myself and she gave me that “Can Do” attitude that says that failure is not an option. I have lived by that attitude my entire life. Next are my wife of 32 years, Ruby Lee Frazier, and her mother Gertie Hubert, who is deceased. Gertie introduced me to Ruby, and the rest is history. Gertie was tremendously supportive in the early years of our marriage and was a mother to both of us. Her leadership, strength and determination were to be admired. She was a single mother who was a homeowner, entrepreneur and leader. I am forever in her debt for giving us a start and setting a great example for us, as well as laying down the law for me as to my responsibilities. God bless Gertie Hubert. She is resting from her labor and enjoying the fruit of her faith with God.

publisher’s note

Ruby and I have a family of four incredibly smart and accomplished daughters, and Ruby deserves all the credit. As a traditional family Ruby stayed at home and managed our real estate holdings while raising our girls. Somebody has to stay home and take care of the children while the other (man or woman) is working and providing income for the family. This is much harder to do today than it was years ago but it worked for us. The real estate activity grew into Frazier Group Realty of which Ruby is the President and CEO. Today our three oldest daughters are all real estate professionals with Frazier Group Realty and hold Master’s Degrees in Business and Management. Our fourth and youngest daughter is graduating from High School in June of this year and will be attending Cal Poly Pomona to major in Fashion Design. She will also work for the Frazier Group Realty as a real estate professional during the summer and part-time while going to school. Ruby should get the 2014 Mother of the Year Award for a job well done.

We are finally empty nesters and it’s a great accomplishment for us both.

The next mother I want to recognize is Briana Frazier Cannon.

She is the second oldest daughter, and Chief Operating Officer and broker for Frazier Group Realty. Briana and my awesome Son-in-Law Virgil Cannon gave birth to Carrah Lee Cannon on March 19th, 2014. Her middle name is named after my wife Ruby Lee Frazier. Ruby and I are grandparents for the first time and Briana celebrated her first Mother’s Day this month. Congratulations to Briana and Virgil and Happy Mother’s Day Briana. Finally, I want to wish my two twin sisters, Lisa Jarman and Lois Jean Le Brazidec, a happy Mother’s Day

as well. My sisters are outstanding mothers and individuals and are both an inspiration to me in more ways that I can ever say. Mothers rule the world and we all know it. One day a Mother will be President of the United States. Will Hillary be the first Mother to rule the world? Can you image? The first female President and the first Mother of the United States—wow! We will see what happens.

On the real estate front, here are my concerns: 1. It is time to make your move now, whatever your move is—to buy or sell. As a real estate professional it is time to work with a sense of urgency because things are going to get challenging and so you need to make money now and save your money.

The US Inflation rate is still manageable at 2 percent but we all know it is going up. It is not a matter of if it will go up but when. When you finally recognize it has happened it will be too late. We should all have a contingency plan for when inflation hits 3% or higher in 2015. Just read the news or watch the economic numbers.

Economic pressure is building and rates are expected to trend higher. When that happens interest rates will rise and qualifying to buy a home will be much more difficult, as will be trying to sell your home. A market requires a buyer and seller. There is no market if one of the parties is missing. We need a pool of qualified buyers and that pool will shrink with inflation and higher interest rates. If you are over 40 you have lived this already. As a real estate professional are you prepared for this? As a buyer or seller of real estate are you prepared for higher inflation and interest rates and how it could impact your plans for the future?

publisher’s note

Consider also the price of living (especially if you are renting). The prices for many agricultural commodities have increase in the recent months. In California due to drought conditions farmers are not planting fruits and vegetables, and cold weather across the east has delayed planting wheat. Wheat prices have risen over the turmoil in the Ukraine and coffee prices are pumped up due to a drought in Brazil. Weather conditions are affecting the price of cattle and other livestock, and so is disease.

None of this is a secret. As the cost of living increases rents will also increase. The rent you pay is funding someone’s income and it is important that all income keeps pace with inflation.

2. The Unemployment Rate plummeted to 6.3%.

On first look this is evidence that the economy is improving but the drop is from a drop in participation.

Household employment improvement has risen by 1.1 million since the start of year. We need many more jobs to get back to full employment and it is not happening. After five years the economy has produced new jobs to compensate for the 8 million lost in the Great Recession of 2009, but in that same period over 7 million more Americans reached employment age and we have only produce about half the jobs we need to keep up with the population growth. To add insult to injury the new jobs pay much less than those lost.

In addition we are not saving money but supplementing the lack of our income or income growth with high levels of debt. The national savings rate of 2% is close to a record low. There

was a time in 1971 when Americans were saving 12% of their income but those days are gone.

Today debt is the bridge to having access to a certain standard of living you desire to have. The debt is utilized even more if you do not have a two-income household and if you are not living on a budget or within your means.

Tough days are ahead and I am sorry to point it out. This is really old news and the evidence is all around us. Buy now or you will regret it. Get on budget, plan and save money like your life depended on it—because when you retire it will.

Thank you for your continued support of The PIN Magazine. Call your mother.

Eric Lawrence Frazier, MBA President/CEO of The Power Is Now Inc. www.thepowerisnow.com

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HOME OWNERSHIP ACCESS FOR MINORITIES -

What will it take to turn things around?

by Eric Frazier When the first AfricanAmerican President was elected into Office, many thought that the change that they had long hoped for would be felt not long after.

But in 2009, the Great Financial Crisis left the U.S. in shock with the collapse of large financial institutions, the bursting of the housing bubble and declines in overall consumer wealth. The crisis also played a significant role in the housing market which suffered a huge blow. Less than five years after the financial crisis, many are still crawling out of their losses.

Unfortunately, not all groups are recovering the same way as others.

Regardless of race or ethnic origin, owning a home is the American dream. But while the goal is shared equally across races, home ownership is radically different among groups in the Unites States.

This blog examines the recent trends in access to home ownership, employment, annual household income and experience when seeking mortgage when buying a home as a minority.

Despite the favorable markets conditions after the great financial crisis, minorities are still crawling towards positive

employment and home ownership rates. A closer inspection at the numbers suggests that the African Americans and Hispanics are in an economic crisis and cannot compete in this market. I am calling it an economic crisis because of the gap between white Americans and minorities in annual income, percentage of homeownership and unemployment is too large for the 21st century.

Before looking at home ownership rates, let’s look at the resources and financial capacity among the different groups. Looking at the annual income of a household can explain a majority of the findings and different outcomes by ethnicity. Appendix 1 shows that the African Americans and Hispanics have a lower average income compared to Asians and whites. The level of income makes a significant difference in the ability to qualify for a home and would impact homeownership rates. The lower the average income, the harder it is to come up with the amount needed for a down payment, as seen in Appendix 2.

Appendix 3 shows homeownership rates among

the different ethnic groups with African Americans having the lowest percentage of home ownership. Mortgage denial rates, as shown in Appendix 4, have a direct effect on home ownership rates as African Americans are much more likely to be denied a mortgage application among all other races.

The financial crisis in 20082009 is a result of home values reaching their peak then collapsing. Behind every housing bubble or boom is a bust or doom. Two years after the values of homes collapsed, recovery is underway in many markets. Unfortunately, not all groups are experiencing the housing boom in the same way as seen in Appendix 5.

Appendix 6 shows unemployment rates according to ethnicity with the African Americans experiencing the highest percentage of unemployment.

This also has a direct effect on the rates in home ownership as well. The African American Community is in an economic crisis of epic proportion.

What will it take to turn things around? Your feed back would be appreciated.

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Which Way Do I Go?

by Lilivette Rodriguez Every year it seems that a barrage of tools, products, courses and just “stuff” crop up to help expand, capture, develop and turn our business into the multimillion dollar success of the 22nd Century. However, none of this will be possible unless we invest in ourselves first. The mindset begins within us.

On numerous occasions, I found myself overwhelmed while seeking direction, guidance and clarity. I have asked “Which Way Do I Go?” Do I pick a coach, mentor, consultant, or form a mastermind group?

How much time do I need to utilize these services?

How do I pick the right support? Who is the right fit for a mastermind group? Do I select multiple approaches?

UGH!!!!!! “WHICH WAY DO I GO?” I know I am not alone in this thinking. So, I’ll share with you what you can use as a roadmap.

Mentor A mentor has specific expertise and experience to share. The relationship is one of trusted adviser. The role of mentor is developed over a period of time because it requires that a relationship be developed between a more experienced person and a less experienced person. Usually, the process involves sharing of advice. A coach can act as a mentor, if the coach has the experience and expertise sought.

However, mentoring is not a form of coaching.

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Coach This category probably provides the widest selection because there are multiple types of coaches.

Coaching is a partnership that maximizes your potential. It is a training or development process which helps you come to certain conclusions on your own. A powerful coach will ask the questions that you don’t ask yourself and challenges you in ways you don’t challenge yourself. The process facilitates you to discover answers based on your values, preferences and personal perspectives. By capitalizing on existing strengths and deepening your understanding of their impact, the coaching relationship fosters the development of new skills. Coaching will help you articulate your vision, identify defining values, set goals you feel passionate about, and create a plan for your own development. Coaching provides a structure to continuously reflect and capture learning, and take that new learning directly into action.

The coach does not need to be an expert in your field because most or all of the know-how is already within you.

The coach keeps you accountable and on track to your individual goals. The role of a coach is to facilitate whatever is most important to you.

Consultant A consultant is usually an expert or a professional in a specific field and has a wide knowledge of the subject matter and provides expert advice. The role of consultant can fall under one of two general categories: (1) has specific expertise to meet specific application needs or; (2) address a specific problem where the consultant is the expert.

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Mastermind Mastermind groups offer a combination of brainstorming, education, peer accountability and support in a group setting to sharpen your business and personal skills. Participants challenge each other to set goals, and accomplish them. The group requires commitment, confidentiality, and willingness to be creative and brainstorm ideas, solutions, and support each other with total honesty, respect and compassion. Mastermind group members act as catalysts for growth, devil’s advocates and supportive colleagues.

In a mastermind group, the agenda belongs to the group. There are two forms of agendas which can be followed. One where there is a pre-selected topic and everyone will contribute based on the indicated guidelines. In this format everyone has to agree that the topic will provide results beneficial to everyone in the group. Second is where each person has a specific amount of time to explain what they need input with. The members give you feedback, help you brainstorm new possibilities, and set up accountability structures that keep you focused and on track. The allotted time includes explanation of the need as well as discussion and brainstorming on the issue. With either format you will gain tremendous insights which improve your business.

The ideal size of a master mind group is no larger than 8 people.

The members don’t have to be from the same industry, which provide a different perspective as seen through other’s eyes. The group meets at least once a month for about 2 hours which allows participation from everyone in the group. It may take you a while to bring the right mix together. You want to ensure that participation will benefit all and that the members are fully engaged.

Once you have your ideal members, you’ll find that the group will settle into a rhythm. You may choose to join an existing group. Either way, once you bring together the right mix of participants or you find the right group for you, it will be an enriching experience. Keep in mind that a mastermind group is not a class, group coaching or networking group.

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NEW! DOWN PAYMENT ASSISTANCE LOAN PROGRAM

ONLY* 0.5%

Qualifying for a new home just got easier!

California residents are now eligible to qualify for FHA CHF Access Program. This loan program is perfect for first time homebuyers who need help with down payment or closing costs AND it helps second-time buyers too.

PROGRAM HIGHLIGHTS · Not limited to first time home buyers · Minimum FICO score of 640 required · Debt Ratios as high as 50% · Purchase of owner-occupied primary residences only · 30 year fixed FHA 203(B) & 203(K) Renovation loan · Grant amount is 3% of the final loan amount · Proceeds’ may be used towards down payment only

Call today to see if your buyer is eligible for this program.

Eric Lawrence Frazier MBA

PROGRAM LIMITATIONS · No non-occupant, co-borrowers or second home · Borrower income can’t exceed 120% of the HUD income limits, regardless of family size by county in which the property is located · Eligible properties: Single family, owner-occupied, 1 Unit, principal residence that are detached or condominium, townhomes, PUD’s or Duplexes.

26880 Aliso Viejo Parkway, Suite 100, Aliso Viejo, California 92656

This is one of Intercap Lending’s many loan programs designed to help buyers achieve home ownership. This program is not associated with CHDAP or Platinum Loan Programs. This program is not available in all areas.

www.intercaplending.com

*Applicant must meet credit and income requirements. Minimum FICO score of 640 required. Certain restrictions apply and not all applicants will be approved. Licensed by the Department of Corporations under the California Residential Mortgage Lending Act #4131105. Intercap Lending is a dba of Suburban Mortgage Company of New Mexico. NMLS #190465. Models do not reflect racial preference.

National Sales Manager Direct: 949.600.4134 Cell: 714.361.2105 Toll Free: 866.644.1046 ext.1211 efrazier@intercaplending.com www.intercaplending.com

Corbin Radabaugh Mortgage Banker NMLS #364263 Direct: 949.943.3189 Cell: 949.412.9998 cradabaugh@intercaplending.com www.intercaplending.com

REAL ESTATE

Now that you have an overview on each of the approaches, you can move to planning which will fit your needs best. Carve out time in your calendar to research coaches, consultants and mastermind groups. You may find that you see a benefit in using multiple approaches. The determining factor will be your desire to have one on one guidance or you may prefer a group setting. There is no wrong choice.

You may already be receiving some type of guidance and didn’t realize it. This might be where you speak on a regular basis with a colleague with specific expertise. You are being mentored and didn’t even realize it. There are colleagues that you connect with on a regular basis. You have been brainstorming business and marketing ideas and you didn’t realize you have a mastermind group of two. What needs to be implemented is the accountability component.

Start working this into the conversation. If this is not incorporated you are just having conversations.

Mentors will come from colleagues you’ve known for some time. Approach them, ask if they are willing to be your mentor. It doesn’t have to be so formal that it will take a chunk out of both your schedules. Suggest meeting for lunch once a month. Be creative and think how it will be a win-win for both sides.

If you are going to pay for services of a coach or consultant, ask if you could observe them. They might be presenting in a group setting. Take the time to travel to see them in action. This will provide considerable insight.

Approach this the same way as when you are looking to implement tools, products, and courses. The investigative process itself will be revealing and in the end will show you which way to go.

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Lilyvette Rodriguez is a real estate broker servicing the Inland Empire of Southern California for over 23 years. She specializes in equity sale, short sale, foreclosure, probate and corporate relocation.

Lilyvette hosts a weekly radio show, Real Estate Radio Unplugged, on AM1510 KSPA, Financial News & Talk, a Bloomberg radio station.

She serves on a number of boards, holds multiple certifications/designations and is a consumer advocate.

She believes that an informed community is an enlightened community.

Lilyvette Rodriguez CEO/Broker BRE License #01061272 Excel Realty (909) 333-6008 www.ExcelRealty-IE.com www.Facebook.com/ExcelRealtyIE Twitter: @RealEstateLil

earth Day

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Every year on April 22nd, over a billion people in 190 countries take action for Earth Day. People plant trees, pick up roadside trash, clean up their communities, contact their elected officials, and more - all on behalf of the environment.

We all impact the environment.

Homes also impact the environment. Therefore, for the Realtor®, Earth Day is an everyday-of-the-year affair.

It may surprise you that the biggest producer of greenhouse gas emissions is not cars, but buildings. In the US, residential buildings alone account for: • 21% of total energy use • 37% of total electricity consumption • 9.7% of total water consumption • 21% of carbon dioxide or greenhouse gas (GHG) emissions

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Realtors® have a huge opportunity both in their personal life and businesses to educate their communities.

Many homeowners and potential buyers do not understand the benefits of energy efficient and green homes. Having energy efficient homes will reduce their cost of homeownership. Thus, Realtors® need to be at the forefront, guiding their clients about sustainable energy efficient products. They can: • Help their clients have a healthier and more comfortable home • Help their clients understand green and energy upgrade opportunities that can lower utility bills and maintenance costs • Help their clients access available rebates and financing • Help their clients enhance their home value Can we say that Green is the New Normal? Not yet. We can, however, comfortably say that there is an attitude shift towards sustainability and energy efficiency.

by Thessy Onyenedum

Realtors® prospect and follow up in different ways. When they door knock, send out mailings, and use social media, they need to guide clients on how their homes impact local water supplies and their health.

For example, each American uses an average of 100 gallons of water daily at home, and 40 -60% of potable water is used for landscaping.

Realtors® can suggest to their clients/farm that they should seriously consider artificial grass turf, drought resistant plants, flowers and trees. Encourage extensive hardscape.

Use mulch and natural ground cover in gardens to contain moisture and conserve water use. Water lawns at night to minimize evaporation. Leave grass clippings on the lawn or compost with leaves.

Inside the home, we can all use 30% less water by installing water efficient fixtures - faucets, toilets, and better copper water pipes to replace old PVC piping. Fix any plumbing leaks sinks, tubs, showers and toilets need to be inspected for drips and leaks.

REAL ESTATE

Homes impact our health. Here are some facts from the EPA: • Indoor air pollution is 2 - 5 times worse than outside • We spend over 90% of our time indoors • 15% of homeowners may be allergic to elements in their homes • Prevalence of asthma has doubled since 1976 • 40% of children born today will develop some form of respiratory ailment Nearly every existing home has significant opportunity for improvement. These include: use of non-toxic cleaning alternatives in the home, such as baking soda and vinegar, avoid the use of aerosols, use water-based latex house paints instead of oil or solvent-based paints, read the labels of the items you’re buying and avoid use of polyvinyl chloride (PVC or vinyl). It can creep up in toys, flooring and shower curtains.

No more plastic furniture; instead use natural materials like wood, bamboo, metal and glass. Of course, Reduce, Reuse, Recycle.

Realtors® could advise homeowners on other things they could do to save energy and money. Install a programmable thermostat.

Use compact LEDS and CFL bulbs. Though more expensive, they last longer. Cut down on paper products; replace with cloth rags and napkins.

Avoid products with excess packaging. Park the car more

often; bike, walk or take public transportation. Carpool. Stop using plastic bags! Plastic grocery bags are a quadruple whammy: they never decompose, are hazardous to wildlife when they inevitably end up in their habitats, are made from petroleum products, and are dangerous to children.

Many utility companies perform home energy audits for their customers. The audit could expose the need for new or additional insulation. Windows and doors might need weather stripping and caulking, thereby reducing energy consumption.

Finally, Realtors® must educate their clients on the benefits of energy efficient and green homes. An energy efficient home is not necessarily a green home. A green home, however, is energy efficient. Being green means using products that are safe, organic (naturally occurring), energy efficient, renewable, recyclable, and environmentally friendly.

After educating their clients, Realtors® would help them access available rebates and financing (such as Energy Efficient Mortgages – EEMs), which are provided by various government agencies and institutions. Realtors® need to be the Source-of-the-Source to their clients.

In conclusion, every day is Earth Day for the knowledgeable Realtor®.

That Realtor® needs to acquire the Green Designation offered by NAR. Thereafter, they would be in a position to differentiate herself, sell more homes, offer buyers more for their money, have satisfied customers that bring more referrals, and make more money while reducing GHG emissions. Also, and importantly, they would leave this world a better place for future generations. That is sustainability - meeting present needs without compromising the ability of future generations to meet their needs.

THE CEO CENTERFOLD

Tami Bonnell Realty Corp International

is the C.E.O of EXIT

She is a 30+ year veteran of the real estate industry and was instrumental in building three major brands. Among her many achievements, she was recently recognized by Leading Researcher Real Estate trend watcher Stephan Swanepoel, as one of the 200 most Powerful people in Residential Real Estate, included in the top 20 most powerful women in real estate and she was ranked among the top 20 most powerful Real Estate Franchise Executives for all the year 2013.

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THE CEO CENTERFOLD

Ms.

Bonnell has been a featured speaker at the NATIONAL ASSOCIATION OF REALTOR’S Convention to the top 500 power brokers, The National and State Women’s Council REALTORS, Inman News Connect Conference and the RIS Media’s Leadership Conference. In 2012 she was named a finalist in the category of Best Executive in a Service Business by the Stevie Awards for Women in Business, the world’s premier awards for women in the work place .A recipient of The Women of Fire award presented by the Warren Group / Banker & Tradesman (Boston) to the top 20 women in Finance, insurance and Real Estate trail blazers, leaders and Visionaries. And most recently she received the TALKIE award sponsored by the National Association of Women in Real Estate NAWRB Roaring Twenties edition of SHE Magazine.

Along with several other national and local engagements, Ms. Bonnell hosts quarterly webinars educating the general public on real estate issues.

She is a wife and mother of three and a grandmother of three, in her spare time she is a martial artist, coach, judge and referee .

LAW

(Part 4 of 4)

BANKRUPTCY: It’s Not a Dirty Word!

By Michael R. Totaro, J.D., LL.M.

General Requirements of Documents: What Happens When The All Debtors for all Chapters Petition Is Filed: Credit Counseling/Debt The 2005 law also contains a Education: provision for producing a series Once the petition is filed, all One of the new requirements resulting from the 2005 change in the law is that all individual debtors must undergo two sessions of credit counseling.

The first session is called Credit Counseling and the second Debt Education.

These sessions are accomplished on the internet through private companies. There seems to be a range of prices with the average being $20.00 for the Credit Counseling and $25.00 for the Debt Education. Our clients pay $9.95 so shop around. You must complete the Credit Counseling no more than 180 days before filing and complete the Debt Education within two weeks of filing. If you fail to complete the first session that is grounds for automatic dismissal. Failure to complete the second is grounds to deny you a discharge.

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of documents. The list is very extensive but not all of the document will apply to you. This list will be discussed individually with you during your interview however, you should be aware that one of the prerequisites to filing is that you must be current on filing your tax returns. If you have not filed for a few years, or even last year, you cannot file a bankruptcy until the returns have been filed.

Some of the documents have to be filed with the petition. Others can be filed later. However, to avoid any possibility that your bankruptcy will be dismissed, a good office requires all of the documents to be produced prior to filing so that they can be delivered to the trustee immediately upon filing.

collection efforts, including legal proceedings, by the creditors must stop. This is called an automatic stay. (11 U.S.C.. § 362(a).) The court puts the creditors on notice that they must not make any effort at all to contact you concerning the debt. If the creditor violates the stay, the creditor may be liable for damages. (11 U.S.C. § 362(h).) The stay is only terminated if the creditor files a motion (a request) to the court to lift the stay and the court grants the request. (11 U.S.C. § 362(d).) This usually only involves problems with real property, an automobile or pending litigation.

There are very limited exceptions to the stay.

Criminal proceedings and any civil actions to establish paternity, or to collect alimony, maintenance, child support or tax audits are not stayed. (11 U.S.C. § 362(b).)

LAW

Bankruptcy Procedures: After the petition is filed, and the creditors notified of the filing, the court will schedule a meeting of creditors before an individual trustee. (11 U.S.C. § 341(a).) This hearing usually takes place about 20 to 40 days after the petition is filed and is probably the only hearing you will have to attend. (Fed. Rules Bankr. Proc. Rule 2003(a).)

Creditors are notified but rarely attend. If they do, the trustee may allow them to ask you some limited questions but will not permit them to treat you in a disrespectful manner. You will be placed under oath at the hearing, which means you must tell the truth. Part of the attorney’s job is to prepare you for that meeting.

After the meeting there are two time periods to keep in mind.

1. In a Chapter 7 and 13 there is a 30-day period wherein the trustee may object to exemptions you have claimed (Fed. Rules Bankr.

Proc. Rule 4003(b)); 2. There is a 60-day period where in creditors may file a complaint concerning the dischargeability of their debt. (Fed. Rules Bankr.

Proc. Rule 4007(c).)

After these time periods in a Chapter 7you simply wait for the discharge through the mail from the court. You must always keep the court informed of your current address until the case is over. This usually happens

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about four months from the date the petition is filed or shortly after the time for objections has passed. The discharge eliminates all personal responsibility for the debts that have been discharged.

(11 U.S.C. § 524(a).) After the discharge, in a no asset case, meaning all the property is exempt, a notice is sent to the creditors telling them there are no assets and the trustee closes the case. The discharge also acts as a permanent injunction against future collection efforts.

(11 U.S.C. § 524(c)(d).) In a Chapter 13 and 11 you do not obtain a discharge until plan payments are completed.

court.

What About Your Credit After Filing: Any bankruptcy filing remains on your credit for report for 10 years. While this may seem burdensome, it is a trade-off for being able to discharge all your debts, protect your remaining assets and for saving your home. In short, it’s a tradeoff for getting a fresh start. As a practical matter the bankruptcy loses its affect about a year after your discharge.

You are not precluded from purchasing a home after a bankruptcy however you can expect the following:

Who Is The Trustee and 1. Some lenders only working What Is Their Role: with “A” or “B” credit will In a Chapter 7 the trustee is a lawyer or accountant who is a member of a panel appointed to review bankruptcy filings.

(11 U.S.C. § 701.) The Trustee reviews the petition, gathers the nonexempt property, attempts to convert it to cash and pay dividends to the creditors.

They are paid about $75.00 a case plus a percentage of the amount distributed to the creditors. You must cooperate with the trustee. If you don’t comply with the requests of the trustee your case may be dismissed and you will be denied a discharge.

In a Chapter 13 the trustee makes 11% and monitors the case during the plan period, makes all the payments to the creditors and reports to the

deny you a loan.

2. Some may require a higher down payment.

3. Some will charge you additional points 4. Some will charge you a higher interest rate and higher points.

As to credit cards, again the rules are similar. There are some credit card companies that will send you a credit card almost immediately when you send them proof of your discharge.

However, the fees will be exorbitant and the credit limits very low, at least for the first year.

LAW As to vehicles, this is something to talk to your attorney prior to filing the bankruptcy. Your attorney will advise you how to obtain a vehicle that will remain in good condition until you rebuild your credit.

There is always some embarrassment associated with filing for bankruptcy. There should not be. This is a legitimate legal tool to safeguard your assets and your future. Do not let any creditor give you a different impression.

Public Disclosure: The filing of the bankruptcy petition causes the case to become a public record.

Credit agencies are notified of the filing, as are your creditors.

While business filings may be published, usually individual filings are not, unless they involve some person who is famous before the filing.

Employers are not notified of the filing and they cannot fire you because you filed for bankruptcy protection.

The filing of the petition is not a criminal proceeding.

Employers and governmental agencies cannot discriminate against any person who files for bankruptcy protection. This includes the fact you cannot be denied any kind of a license because of the filing.

Conclusion So now you have a complete overview of the bankruptcy process. While it is detailed,

when performed by competent counsel it is not overly burdensome, easily managed, and can free you from thousands of dollars of debt.

When you see clients in severe financial distress, suggest that they consult with experienced bankruptcy counsel. This does not put them out of the market permanently and they will thank you when they return to make a purchase, debt free, with money saved, and easier to finance than they were the first time around.

Michael R. Totaro, J.D., LL.M. Totaro & Shanahan, Inc. P.O. Box 789 Pacific Palisades, CA 90272 310 573 0276 (v) 310 496 1260 (f) 310 948 6301 (Cell)

PERSONAL DEVELOPMENT

Communicating Your Way to SUCCESS! (Second of a seven part series on Communication Power!)

Did You Hear What I THINK I Said?

How Your Nonverbal Communication

Tells It All!

C

an you deduce what these experiences and/or sayings have in common?

“Boy, she sure is the epitome of a dumb blonde!”

“Have you seen the new short guy? He must have a huge Napoleonic complex!”

“Have you ever listened to her? She is so ghetto!”

“Have you seen those tattoos? Scary!”

“They are always invading your space.”

“She is attractive for a dark skinned model?”

“They gave each other a fist bump, how unprofessional!”

“They ALL smell funny to me!”

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P.S. Perkins

Now probably the first thing that comes to mind is that some of these are blatant, prejudicial stereotypes. You would be right, but my point here is not to address the issue of prejudice, well, not primarily.

Upon closer examination, you may notice that ALL of the above comments are examples of the same communication arena – Nonverbal Communication (NV) (Step 2 on the Communication Staircase Model™, PS Perkins, HCI, LLC).

That’s right. Each one of the above comments point to some area of Nonverbal Communication consistently experienced and/or understood by many “marginalized” people and those that view the world from a seat of privilege or power. Notice how the stereotypes are not necessarily the product of a singular group, but thoughts and perspectives that cross many cultural boundaries.

Prejudice is an equal opportunity employer! The point of this discussion is two-fold: 1. to gain a deeper understanding of Nonverbal Communication and its daily impact on our personal and professional lives, and 2. to understand more about the manner in which many stereotypes are perpetuated through Nonverbal Communication from both the dominant and cocultural perspectives.

PERSONAL DEVELOPMENT

Nonverbal Communication (NV) is the conscious and/or subconscious transmission and reception of unspoken messages. Any message that is sent or received not using words can be defined as nonverbal. We use Nonverbal Communication: to substitute words; to complement our words; to contradict our words; to manage impressions about us; to establish relationships; to control the flow of communication; and to express emotion. It is primarily used to establish relationships. It is also culturally bound. No two cultures share the same NV. Often times when asked what nonverbal communication is, people simply respond, “body language, eye contact, gestures” – things that deal exclusively with the body.

See how the aforementioned and following stereotypes disclose how Nonverbal Communication influences every area of our communication with others we perceive as “not us”:

I. Kinesics

(gestures, movement, including expressions)

body facial

“I can’t tell one from the other with those slant(y) eyes.”

“They are so animated!”

“Their faces are so expressionless!

I’m not sure I trust them!”

II. Appearance (appearance based on culture)

“You know overweight people are just lazy, couch potatoes!

“Pull your pants up! None of that gang stuff here!”

“Why are you wearing that costume to work?”

III. Paralanguage (how you say what you say)

“You are so articulate!”

“His southern accent is so thick!

He sounds ignorant!”

“Why do they always have to talk so loud?”

IV. Haptics (touching habits) “Did you see those two guys hugging?”

“He’s constantly putting his arms around the female workers!”

“Did you see that? He didn’t shake my hand!”

V. Chronemics (use of time and concept of time)

“Pick me up at eight and I do not mean CPTime!” (Colored Peoples Time =

Reconstruction period stereotype) “Why is he so anal? The closing will happen on time!”

“Women are so typical! Always LATE!”

VI. Proxemics

(space spatial relationships)

and

“All this graffiti must mean gang turf” “Why do they have to get in your face when they speak?”

“Look at that messy desk! They can’t be getting any work done!”

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PERSONAL DEVELOPMENT

Do you recognize these common generalizations? The only arena I have not included in the list is number VII. Olfactory, which you may recognize as smell - come up with your own cultural thoughts on this one. I have ruffled enough feathers!

By examining stereotypes and negative internalized perceptions, we can understand HOW Nonverbal Communication can specifically affect individuals and those that generalize them. It is often cited that as much as 93% of an individual’s believability, trust, and impact on others is nonverbal in nature – broken down as 55% visual and 38% vocal (only 7% the words you speak)! (Albert Mehrabian, Professor Emeritus, UCLA) Do you start to see the huge role Nonverbal Communication plays in how one is accepted, perceived, and placed in society not to mention one’s own self-esteem and self-worth? This is why stereotypes often be rooted in common characteristics become mass generalizations through the verbal and nonverbal symbols we pass down generationally. These messages and others like them create the defining manner in which we see/experience ourselves AND receive ourselves from others. Can we start to understand that even the desires for upward mobility like buying your first home, can often come down to nonverbal indicators, especially when they have become institutionalized barriers? What nonverbal patterns of thinking and seeing the world define HOW you approach yourself and others? Work with others? Buy or sell from others?

We need to understand the vast importance of these nonverbal factors. With your Nonverbal Communication, you present yourself to the world.

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“A picture is worth a thousand words.”

“What you see is what you get!”

“First impressions are lasting impressions.”

As you engage in the nonverbal communication of your culture and/or the dominant culture, you experience much of your personal way of perceiving others and interacting with them. It helps to shape and mold your personal, social, and professional interactive lives. What is your nonverbal communication yourself? What about your own self-image? Do we see ourselves as beautiful in a culture that has very narrow prescriptions for beauty? Are you really feeling good about your personal achievements?

Many will automatically say yes, before even contemplating the question. Are we really being honest about our issues with conformity and others who we think have not conformed enough? Are we really giving off the messages we think we are – Did you hear what I think I said?

Again, what stereotypes are affecting your selfconcept or the way you perceive others due to the perpetuation of damaging stereotypes that people pass off as truth? Case in point, a not too past article entitled “Why Are Black Women Less Physically Attractive Than Other Women?”

by Satoshi Kanazawa, Psychology Today, 2011.

Really?!!!

PERSONAL DEVELOPMENT

Yes, it is a lot more complex than hair color or a handshake. From our internal thoughts and perceptions (Intrapersonal Communication, see last month’s Communicating Your Way to Success! column) we create and tune into our Nonverbal world! It is a process of enculturation just like any other language acquisition. We LEARN the symbols and patterns of Nonverbal Communication to share the reality of those we live and communicate with, but it varies from culture to culture.

As the global community becomes more connected, we must allow for not only language differences but also nonverbal differences within our personal paradigms. And yes, others must adjust to their new surroundings, by incorporating and appropriately interpreting the dominant nonverbal messages. However, very few are interested in total assimilation, but many are willing to acculturate – bringing themselves to the table as they learn to eat at your table.

Unfortunately, too many people feel the strong pressure to “fit in” and conform to specific prescriptions of beauty, success, acceptance, etc., based on the dominant culture mandates.

This is a global phenomenon especially in very homogeneous cultures. It manifests as peer pressure, cosmetic surgery, suicide, over-eating, depression, and yes, sometimes wellness and selfconfidence! It is so serious, maybe we need to have a talk with one another (especially our kids) about making sure our Nonverbal and Verbal Communication MATCH the image we desire of ourselves regardless of the pressure to conform.

As you affirm your own right to self-perception and self-expression, make sure you make room for other people’s reality! When possible, move

from tolerance to acceptance to celebration as our global community becomes smaller and smaller!

P. S. Do not miss the next installment of Communicating Your Way to Success - how Intrapersonal and Nonverbal Communication come together to determine your communication with everyone in your Interpersonal Communication sphere (Step 3).

YOU take YOU wherever YOU go!

P.S. Perkins, Author www.hci-global.com

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TECHNOLOGY

Is Real Estate Technology the end all be all?

by Jeff Freedman For any agent out there not using CRM technology (customer relationship management) software, you may want to reconsider your position as you are leaving business on the table. These days there are many solutions to choose from some of which are rather inexpensive. For those of you who are taking advantage of CRM technologies such as collecting data, scoring data, emailing data and establishing email drip campaigns based on buying or selling criteria—you are only half way there as the transaction is not real until it closes. A closed transaction gets the real estate agent, the lender and escrow paid. There is no prize for second place.

Collecting leads from your recent open house or purchasing leads from internet lead aggregators with your lender partner is simple. Anyone who has money can purchase leads the only difference between you and the general public is you are licensed. Yes when you are buying leads we have some rubberneckers who have only come to your stealth marketing site or your open house to take advantage of your MLS access and free property search, look for design and space ideas or just a friendly neighbor butting into your clients business wondering what the inside of the house looks like. Asking the right questions is important to determine the next steps. If your prospect is unable to search for property through your multiple listing service (MLS) access they can take advantage of Zillow or Redfin which at the end of the day puts your buyer back in a large pond many agents and lenders fish.

looking for? Home many bedrooms/baths do they need? What is more important the school area or the price? Spend some time develop your lead and their needs. Once a relationship has been established future conversation flow is much easier to work with. Determine if they have taken the steps necessary in getting prequalified for a mortgage. Connect them with your Lender Partner so they can take the necessary steps and become prequalified. You must reach out to your prospect and call them. If they say they are not interested or you make a mistake on the call it will not be the only mistake you will ever make. Try again!

Intercap Lending has developed the lender partner program. The process is simple. Lead Vendors, plus a lender call center will offset your marketing costs and create higher closings leading to greater return on investment (ROI).

The Lender Partner Program has the ability to call leads within minutes of delivery, qualify the buyer and handle financing based upon their needs. As your lender partner Intercap Lending will keep the commitment of logging all correspondence directly in the specific system.

We will also notify you of the customer’s interest level and advise accordingly. When everyone moves in the same direction you get there faster.

In addition to the agent’s relationship with the buyer lead, Intercap continues to cultivate the buyer relationship though drip email campaigns and periodic phone contact until a successful close is reached. Finding a home is only half the battle, if there is a non cash buyer getting approved for a mortgage is the second half.

Intercap Lending is licensed in many states and offers a variety of loan options including FHA, HARP 2.0, Conventional, VA and Jumbo home loans. Intercap Lending is a Fannie Mae, Freddie Mac and Ginnie Mae Direct Seller/Servicer.

Don’t put your leads or hard earned money in arms way. Take a moment and call your leads.

Go above and beyond one off emails and predetermined email drip campaigns. Get in contact with your prospect and during the conversation LISTEN to what they are saying and ask questions: What type of home are they

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TECHNOLOGY

What Hummingbird Means for

SEO Strategies

You might have heard that Google has updated 1 how they are returning search results. This revamp of Google’s algorithm, named Hummingbird, represents one of the biggest changes for the search giant in the past twelve years. The question of course is what impact will this update have on your firm’s SEO practices? Before we answer that question we need to look at what Hummingbird actually does.

Originally, Google was designed around a Boolean 2 or keyword search.

This type of search allowed people to use words like AND, OR or NOT to help the search engines know that it should be filtering results based on documents that have both or some of the terms being searched for. This is basically how nearly every search engine has worked since the beginning of the internet. Hummingbird is an acknowledgement of how web use has matured and grown in complexity over the years.

More and more often users will type whole questions into a search bar.

Typically, people are not looking for a page with their exact question on it, but rather an answer to their question. For those that remember, this is what ask.com was supposed to do but had wildly varying results. Users often found it easier to just complete a keyword search rather than deal with whatever result their question had produced. Hummingbird is an attempt by Google to change their results over to ones that are the most relevant to the information the user is actually looking for. In essence, they are trying to find an answer to your question.

So how does Hummingbird impact your company’s SEO strategy? 3. The short answer is it doesn’t. There is a rather large caveat to this answer though. There is no need to change your company’s SEO strategy if your company has been listening to Google’s advice up to this point.4 There is a lot of technical advice on Google’s site such as making sure your links work and opti mizing loading times to name a few.

TECHNOLOGY

Beyond these basics of site design, Google is also looking for companies to produce high-quality original content that is of value to people. There is simply no way around it; content is king and it is here to stay. There is also a long list of what not to do, such as copying content or link farming, so you avoid being punished in the search results page.5 Google has been leaning in the direction of making it easier for people to get answers for some time. A simple search for any historical figure6 will return a short biography with relevant information on the right hand side of the search.

This is all a part of Google’s drive to make search easier and more relevant to users.

Google’s update to it’s algorithm has repercussions far beyond the world of search.

Google is making an argument for how people should experience the web. They are saying that the internet should be able to respond to people’s requests as they get them and offer answers that are custom designed, in an intuitive manner, and that provides the information they

are actually looking for. This is a tall order, but it is one worth considering. How easy is it for people to interact with your web presence? Is it intuitive?

Does your web presence predict what people are going to be looking for prior to them realizing they need an answer to that question? Google continues to set the bar high for companies that want their search results to be competitive, but there really is no secret to it. Simply provide your visitors with high quality content that is relevant to what they are looking for and your reward will be consistently good search results.

1. http://mobile.reuters.com/article/ idUSBRE98P11O20130926?irpc=932 2. http://www.forbes.com/sites/ joshsteimle/2013/09/27/what-does-googleshummingbird-update-mean-for-your-seoefforts-nothing/ 3. http://www.webopedia.com/TERM/B/ Boolean_search.html 4. https://support.google.com/webmasters/ answer/35769 5. https://support.google.com/webmasters/ answer/35291?hl=en 6. https://www.google. com/#q=abraham+lincoln

POETRY

I

I am surrounded by foreign walls Colored by the moods of their texture They haven’t changed But I have Holes are left Where memories used to be Relationships have remained Unsettled Boxes unpacked This is my place but not my home My soul is permanently visiting Day by day The energy of those that laid before me consumes me I can’t see them But I know they’re there They’ve stood where I’m standing Raised their families And I’m trapped in a cycle of The right to occupy Currency is exchanged For financial poverty No equal value stamped on my receipts What I’m granted is temporary What I’m promised will expire Nothing feels like mine Nothing is mine But family photos and what I cook in the kitchen Frame by frame Generations are removed by the next Just a deposit guarantees What’s to come No character application needed My credit score is my name What I walk on is chosen as my destiny No one asked if I liked this color carpet The Lord has a seal of ownership on me I’ve taught my kids to achieve But if I am to live my life in an abundance Why do I settle on renting?

a m

d

e

s u r r o u n d

(c) Monette MoPoetic Hamilton March 28, 2014

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POETRY

HOMEOWNERSHIP

by Eric Frazier

Home-ownership brings stability to individuals and families who have never had anything that they could really call their own. There is something special about real estate that is unlike anything else on earth you can possess. Real Estate is not a like a car that will decay over time and you have to replace it.

Real Estate you own is not like clothes that go out of style and you have to buy new ones.

Real Estate you own is not like expensive vacations or experiences that only last a moment in time.

Real Estate you own is not like an apartment that the landlord may sell or increase the rent until it affordable.

Real Estate you own is not like staying at your parents house where you know can’t stay forever.

Home-ownership is the essence of wealth that has nothing to do with money Home-ownership is the essence of pride of a mother nurturer and a father provider.

Home-ownership is the essence of permanence and place you can raise your family from children to adulthood Home-ownership is the essence of being able to build memories that can never be taken from you. Etch is walls and concrete Howe-ownership is the essence of you - your style, your colors, your smell, your stuff, your junk, your memories, your yard and your spaces.

It’s the height markers on your first child’s bedroom wall.

Its the hearts drawn in the concrete slabs when you pour your patio.

It’s the birthday parties, and anniversaries in the living room and kitchen.

It’s the back yard barbecue with friends, neighbors and family. it’s the high school and college graduation, and wedding receptions Its’ the family nights and block parties because everybody knows each other.

Home. It’s more than real estate. it’s more than money, It’s more than debt you get in to buy it.

It’s more than the payments you make to own it. It’s more than the appreciation that comes with keeping it over time. It’s memories, it’s family, it’s life that can happen on one place until you say it’s time to move.

Home.

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Who is Intercap?

Here is a company snap shot . . .

• Intercap Lending is a dba of Suburban Mortgage Company of New Mexico, with over one billion dollars in loans currently in servicing • Direct lender since 1978 • Direct seller/servicer and issuer of Fannie Mae, Freddie Mac and Ginnie Mae Securities (less than 1% of ALL lenders have these three approvals!)

• FHA Full Eagle / VA LAPP • No bank overlays • Direct secondary marketing access • Unique and proprietary products along with a proprietary down payment assistance program (1/2% down) • In-house central processing, loan docs, underwriting, funding and securitization • Purchase-oriented company • Average processing time to funding is 26 days • 10 branches and growing, in 20 states • Our loan committee meets daily to review exception files • Exceptional customer service from all departments of the company • Experienced loan officers with management support that pushes pipelines for on-time closings CALL TODAY OR VISIT OUR SITE: INTERCAPLENDING.COM Eric L. Frazier MBA NATIONAL SALES MANAGER DIRECT: 949.600.4134 CELL: 714.361.2105 TOLL FREE: 866.644.1046, EXT. 1211 efrazier@intercaplending.com thepowerisnow.com/intercaplending

Corporate Office: 26880 Aliso Viejo Parkway, Suite 100, Aliso Viejo, California 92656

Applicant must meet credit and income requirements. Minimum FICO score of 640 required. Certain restrictions apply and not all applicants will be approved. Licensed by the Department of Corporations under the California Residential Mortgage Lending Act #4131105. Intercap Lending is a dba of Suburban Mortgage Company of New Mexico. NMLS #190465. Models do not reflect racial preference.

My Traumatic Birthday Experience on April 25th, 2014

On April 30th enough time had gone by that I could finally talk about my traumatic birthday experience on April 25th. April 25th started off early for me. I got up at 6:00 AM to catch up on emails and work because I had been in meetings all day for the last two days. My wife made me one of my favorite meal in the morning - a bowl of hot oatmeal with all the fixing’s. Oatmeal has a way filing you up so when I looked up from my computer, after working all morning, it was 3:00 PM and I was starving. I didn’t want to eat to heavy, as I sometimes do when I miss the lunch hour, because I was savoring my Birthday dinner at the happiest place on earth – Disneyland.

So instead, I made one of my famous Crazy Sandwiches which involved toasted sourdough bread, peanut butter, provolone cheese and grape jelly. If you haven’t tried this you are really missing something.

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After a delicious snack I went back to work and waited for the family to come home and go to Disneyland for my birthday celebration at the Happy Birthday Café. Now if you are an annual passport member like I am you probably can appreciate my excitement.

The Happy Birthday Café is the best kept secret in California when it comes to Fried Chicken.

Now I know that some will argue that Knots Berry Farm has the best chicken in California, but I am declaring today as an expert in eating some of the best Fried Chicken in the world, most of which can be found in the Great State of Tennessee and historic city of Memphis my home town, and barbecue notwithstanding. But I digress.

I am declaring to all that will listen that the Happy Birthday Café has the best Fried Chicken is the in the world. Only my wife and mother can make Fried Chicken better than the Happy Birthday Café and it’s a close second to a home made meal.

My plans to get to Disneyland to celebrate were almost derailed when my wife, “God bless her”

asked me if I still wanted to go to Disneyland because “it’s going to rain.”

Of course she only asked the question because she didn’t want to go if it was going to rain. I am thinking to myself this is a trick question so I better respond with a question – “Well Do you think we should go Ruby?” She responded it’s up to you Eric. Do you want to go or not?” I responded, “It is not going to rain on my birthday and the weatherman is always wrong. So I want to go.” Ruby said fine and went up stairs and got dressed like she was going into a storm in the Midwest with the threat of tornado’s and hail. It took everything in me not to laugh but just get in the car, keep quiet and of course bring a coat out of solidarity.

So here we are Ruby, Raela and me. We were heading down the 91 freeway when sprinkles of rain started falling on the windshield and Ruby looks at me and said “I told you it was going to rain.” I responded and said “Ok!” I am going to get off the freeway and go back home and find a restaurant or something”.

Ruby said “oh no we are going to Disneyland. Don’t get off the freeway.” So I continued down the freeway and the clouds began to clear up and all of a sudden I see blue sky and stratus clouds. There was no threat of rain to be seen and I am laughing, on the inside of course, and pulling into the parking structure at Disneyland.

We arrive at the happiest place on earth and are now looking for a parking space.

Unfortunately we spend thirty minutes trying to find a parking spot near the escalators to the tram. We kept going around and around passing up perfectly goods spots but not close enough because Ruby wanted to be closer to the escalators. After 30 minutes of driving around the parking lot for at least four times Ruby blows up and said to park the car anywhere and that “you should have parked the car 25 minutes ago.” I told her we were only driving around to find a closer parking spot because of her. She of course denies that we were driving around to satisfy her with a closer spot and I have a witness - Raela Lee Frazier. Thank Goodness I have a witness. Anyway, Ruby has an attitude when we finally park the car and began our walk to the tram.

At this point, I am really hungry, frustrated and just wanted to get inside the Park, eat my chicken and ride my favorite ride Indiana Jones.

When

we arrived at the entrance of Disneyland Jessica my oldest Daughter was there to greet us.

It was a wonderful surprise. The rest of the kids couldn’t make it but I was happy to see my first born. With Jessica now joining the party we walked to the Happy Birthday Café and saw that it is closed and all the lights were off. I couldn’t believe my eyes. The place was dark and closed. In all the years I have been going to Disneyland I have never seen it close down.

I was more than upset I was mad. I could not believe it. I had been waiting all day for this moment and it was a total let down. A Disney employee was standing by and so I asked him how long had the Happy Birthday Café been closed?

His name was Alex from Arizona.

Alex said they just closed it down last week for remodeling.

I couldn’t believe that I was a week late. Had I known they were going to shut it down I would have celebrated my birthday a week earlier.

Alex from Arizona sees my distress and recognizes that it is my birthday by the Disneyland birthday button I have on my hat. He also is very amused by my wife and Daughters who are laughing hysterically in disbelief that we had come all this way for nothing.

So Alex makes a great suggestion. He said, “How about I take to you the front of your favorite ride at Disneyland? “ At first I said “no I am hungry and I want to eat first.” Of course Ruby and

the kids said are you crazy Eric! The man is offering you an opportunity to go to the front of the line on your favorite ride. Ruby said to Alex “we will take you up on that offer Alex he can eat later. His favorite ride is Indiana Jones.”

Alex gets an odd look on his face and says, believe it or not, that the Indiana Jones ride is also closed. At this point I am done.

I want someone to wake me up from this nightmare I am having about Disneyland and my birthday. Seriously, I thought I was dreaming. This could not happen in real life.

Unfortunately, it was not a dream. I was experiencing a birthday celebration planned by the Devil himself. So Alex asks for my second choice which was Space Mountain and he took us to the ride. We were placed in the front of the line as promised and took the ride but I didn’t even scream like I usually do. I was done. You can’t have fun at Disneyland on your birthday and not have Chicken at the Happy Birthday Café and bump around the trail on the Indian Jones Ride. The Space Mountain ride actually made me a little sick because I was starving. The ride finally comes to end and we make our way to food areas to find a restaurant to eat when it begins to rain. This time it was not a sprinkle. It was a mini storm in Anaheim ordered just for me.

Seriously, the rain drop felt like elephant tears and it was pouring.

So Ruby and girls start running from the rain like the life of their hair depended on it looking for any restaurant to find shelter and to eat.

But believe it or not, there wasn’t one restaurant open that night.

They were all closed with the exception of a sandwich shop and a corn dog stand. I couldn’t believe the situation could get any worse. At this point, exhausted from running and wet we gave up and headed to the park exit. While running to the exit Jessica gets the great idea to take me to Roscoe’s Chicken and Waffles in Anaheim. Little did we know at the time that the restaurant has been trying to open since 2013 and hasn’t open because of problem with the city of Anaheim.

So we headed over to the restaurant not having the aforementioned information and were unable to find it. We are all following Jessica and wondered why she is pulled into a Carl’s Jr. Restaurant. Jessica tells us from her car in the Carl’s junior parking lot the bad news that the restaurant has never opened. This was my last hope for southern fried chicken for my birthday that night. At this point everyone was very hungry and the solution to our hunger was right in front of us. So we went through the drive through and I ordered a Jalapeno Turkey burger because I refused to each chicken in a sandwich that night. Ruby ordered one

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too but not out of solidarity. She just likes turkey burgers. Raela ordered a regular hamburger and we all ate in the car while I drove us home. The rain was coming down hard and so it was pretty challenging to eat a hot Turkey Burger that had my mouth and stomach on fire while trying to pay attention to the road. Needless to say the car was very quiet on the way home. I didn’t even get a birthday song that night because there was no cake or candles.

We finally made it home and I went to bed hoping I would wake up the next morning and it would my own personal groundhog day and I could get a do over. But it wasn’t and I am now writing about it. I hope you enjoyed this tragic story of my birthday celebration that turned into a nightmare before my very eyes.

The Happy Birthday Café was closed on my birthday. I still can’t believe it. That place makes the best Fried Chicken in the world. I kid you not. My favorite ride Indiana Jones was closed. This was a big disappointment. The Indiana Jones Ride is by far the most authentic and fun ride at Disneyland. It rained like cats and dogs, the parades where canceled and the good restaurants were all closed.

This could only be the result of paranormal activity. I am absolutely convinced of it.

We left Disneyland in hopes to

have my favorite meal “Fried Chicken” at Roscoe Chicken in Waffles in Anaheim only to find that it has never opened.

Unbelievable! I can’t believe that they have been trying to open for two years.

Needless to say, God had other plans for me that day.

My Disneyland Happy birthday celebration was a bust. Instead of chocolate cake, ice cream and a happy birthday song I got a spicy turkey burger at Carl’s Junior, heartburn, indigestion and heaping full of disappointment. There is one thing I appreciate the most out of this experience and that is the efforts of my wife and daughters to make my birthday special and that I was with my family on my birthday.

Life is short and we can’t take any aspect of life for granted no matter what happens in life. I am thankful that God has given me another year of life to celebrate and I hope I have many more years to come even if I never eat the best fried chicken in world again at the Happy Birthday Café.

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