Las Vegas Agent Magazine May/June 2014 Issue by Las Vegas Agent Magazine

Randy Char,...

...A Different Perspective

MAY/JUNE 2014

Inside This Issue

â&#x20AC;˘ Company Profile: Berkshire Hathaway HomeServices

Rhodes Ranch: 1,751–3,649 from the mid $200s Tuscany Village: 1,751–3,649 from the high $100s Westmont: 1,532–2,646 from the low $200s

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TABLE OF CONTENTS a Better Question 06 Ask Loren Ekroth, Ph.D. and Happiness 06 Leadership JC Melvin Moving Checklist 08 Jon Powell Created Exclusively for the Las Vegas Real Estate Agent

and Future of Energy in Homes 10 Trends Annette Bubak from NVAR President 11 Greetings Kolleen Kelley

Randy Char,... A Different Perspective

Fan Season is Upon Us 16 Ceiling Mike Klimek Sun! Not all Fun 18 Summer Marilyn Zimmerman

12 Publisher

Melodie C. Miller

Publisher@LVAgentMagazine.com

Writer Sheryl Greenblatt Sheryl@LVAgentMagazine.com

Golden Rule of Design 20 Measuring...The Terrance L. Clayton Asset Protection Trusts (NAPT’s) 22 Nevada Robert L. Bolick Foreigners Buy 24 Before Tamara Larisa Tyrbouslu Company Feature Berkshire Hathaway

26 HomeServices

Nevada Properties

Spotlight: 30 Community Desert Rescue

32 AREAA Newsletter Graphic Design & Web Design Joe Abellard

Art@LVAgentMagazine.com

Photography Jamie Thomson

jlthomson85@gmail.com

Las Vegas Agent Magazine-702-530-5033

Statistics 34 Housing GLVAR Las Vegas Agent Magazine is distributed bi-monthly, via U.S. Mail to Realtors® in the Las Vegas Valley. We welcome reader correspondence and are always looking for the best possible content to offer our subscribers. Please send all comments, suggestions and inquiries to Publisher@ LVAgentMagazine.com Las Vegas Agent Magazine assumes no responsibility for, or endorses the thoughts expressed or advertised. No portion of Las Vegas Agent Magazine may be reproduced without the written permission of the Publisher. All rights reserved

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Ask a Better Question from The Art of Asking Questions By: Loren Ekroth, Ph.D. A routine question will evoke a routine response. Thus, “How’s it going?” will generally get a “Fine, thanks,” or perhaps a “I can’t complain.” If the purpose of the question is merely to acknowledge an acquaintance briefly and move on, your purpose is served. This is the social function of language that the anthropologist Malinowski called “phatic communion,” which is nothing more than a brief and superficial verbal connection, the smallest of small talk. However, if you’d prefer a more substantial conversation, you’ll need to use a different question to evoke a different response. A deeper and more detailed conversation will certainly be less predictable and probably more interesting, and it will likely have the effect of enriching your relationship.

Here are four suggestions for more evocative questions: 1. Ask questions that elicit detail. These are often “What?” questions. For example, “What did you finally decide about relocating?” or “What did you do on your trip to Mexico?” will usually stimulate detailed responses. Questions that don’t require detail, such as “How are your plans coming along?” and “How was your trip?” can be answered with a mere “Fine, thanks.” 2. Ask open questions that require more than a Yes or No. These are the “Wh” and “H” questions beginning with What, Why, Where, and How. These work better than “closed questions” that limit the response, such as “Did you like the movie?” Instead, “What did you like about the movie?” elicits a more interesting and detailed response. 3. Ask some questions that are a little bit surprising or “edgy.” These are not meant to put the person on the hot seat, or to make them uncomfortable, but to be stimulative and get a lively response instead of a routine response. “What’s the most exciting/ challenging thing that’s happening with you at this time?” is such

an edgy question. (Predictable questions usually evoke predictable responses, such as “What did you learn in school today?” “Oh, not much.”) 4. Consider using some “If ...” questions such as “If you had the means to pursue your dream occupation, what would it be?” Or “If you could have dinner with a famous person, whom would you choose?” Such questions break out of the routine and add some fresh energy to the conversation. By the way, don’t ever ask your partner in conversation any question you yourself would not want to be asked. And be prepared to answer the very “If?” questions you ask the other when your partner says “Let me think about that for a minute. Meanwhile, you go first.” Dr. Loren Ekroth is a speaker, trainer and coach to corporations and government agencies nationwide. Founder-director of the Natural Learning Center of Hawaii, a personal development training organization, among many other positions and accolades. Founder of, Better Conversation Week, celebrated since 2002. Creator of “Conversation Coaching Clubs,” a worldwide self-help group for building conversation skills. As a Career/Life Counselor for businesses and professionals, Dr. Ekroth has over 35 years’ experience helping people achieve greater competence and success. Published author of over 500 electronic articles in “Better Conversations” ezine, Dr. Ekroth holds a Ph.D., University of Minnesota, in Intercultural Communication, and has done post-doctoral study, Psychosynthesis at the Institute of California. Published with permission of Dr. Loren Ekroth, author of “Better Conversations” newsletter. Complimentary subscriptions at www.conversationmatters.com

Leadership & Happiness!

By: JC Melvin

Good leaders understand the four levels of happiness. With this simple knowledge, they are able to assist the group and help walk individuals from one level to the next as they become ready to do so. It allows the leader to recognize where individuals in the group are, without judging them, and communicate with them in the most effective way possible to achieve the group’s goals. What are the four levels of happiness you might ask? Let’s go backwards and begin with the end. Level 4: Ultimate Good: The objective at this level is to give and receive the ultimate meaning, goodness, ideals and love. The individual is not afraid to be transparent at this level, has nothing to hide and is focused on truth and love. Their gratification at this level is eternal. Level 3: Good Beyond Self: The objective at this level of happiness is that the individual is focused on doing good in their community and the world above or beyond themselves. Their characteristics at this level include principles of justice, love and community. They get that intrinsic goodness is an end in itself and their decisions are focused on the greater good. Their gratification at this level is long-term. Level 2: Personal Achievement/Ego: The objective at this, very human nature, level is to be the best, to gain advantage or be better than all the others. The characteristics include promotion of self and personal power. Control is key. At this level, people commonly deal with issues such as jealousy, fear of failure, contempt, isolation, loneliness and cynicism. The gratification at this level is short-term. Level 1: Immediate Gratification: The very simple objective here

Las Vegas Agent Magazine • May/June, 2014

is to maximize pleasure and minimize pain. The typical characteristics at this level include an obligation to self alone. No particular desire for the common or ultimate good. There usually exists a lack of self worth, fear of tangible loss or harm and bouts of boredom. The gratification at this level is immediate! These four levels can be measured relative to just about all things, for example, let’s examine “understanding love.” Level 4: Transcendence – Giving of oneself. Level 3: Commitment – To have higher ideals – respect the other Level 2: Narcissism – It’s all about me! Level 1: Lust! – Immediate, so called, pleasure These different levels are part of the human universal laws which exist. We can debate them all we want. The point is, whether we see it or not, they exist. The strong leader sees it, gets it, understands it and works within the human nature of it to assist his team in growing and performing at a super high level. JC Melvin has been in the real estate industry since 1981 and involved with leadership since 1995. He was the founding dean of the NVAR Leadership program and his first book, “I think I smell Garlic” is a required text book at UNLV in a motivational psychology class. Friend him on Facebook.

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Moving Check List

By: Jon Powell

If you have ever moved, you know that moving can be very stressful. Our professionally trained crews take the stress out of your moving experience. Below, we have provided you with some helpful information that will also help your move to be less stressful.

4 -5 weeks prior to your move: Look around your home and decide which of your items you are moving to your new location and which items you can get rid of. There is no point in moving unneeded items.

• Decide which items you are going to pack and move yourself

and which items you are going to have the moving company move for you. Sort out the items that you wish to pack yourself. Decide on an area where you can pack your items and avoid traffic and interruptions. Purchase your boxes, packing materials, tape, bubble pack, scissors and felt tip pen to mark the boxes. Start by packing the items you won’t need until after your move. Clearly mark each box so you know the contents and what room they should be delivered to in your new home. Find a good moving company.

• • • • •

2 weeks prior to your move: Contact all of your utility companies to inform them of your cutoff date at your current home and the date you need the utilities connected at your new home. This includes:

you can withdraw so plan ahead.

• Pack a “necessity” box. This should include items that you

will need as soon as you arrive at your new home or before you can get unpacked. Consider trash bags, toiletries, cleaning supplies, paper plates, cups and utensils, a few tools and snacks.

Day of the move:

• Have an area reserved so that the moving truck can back

up close to the door to load. If you are paying by the hour, you can save yourself quite a bit of money. When the movers arrive, make sure you thoroughly read your contract/service agreement prior to signing it. Make sure that the movers provide you with a copy of the contract/service agreement. Once the contract is signed and the movers have a thorough understanding of what you want them to load, do not allow the movers to be interrupted. It would seem that the more “help” the movers have, the quicker it will get finished but that is not true. If you have hired a professional moving company, the “help” that you provide may not only slow them down but may cause their job to become hazardous. This includes keeping children and pets out of the way of the movers. Make a final tour of your home before the truck leaves to make sure that everything has been loaded. Decide before the movers arrive at the destination where you want the items placed when they unload them. Again, if you have clearly marked your boxes, it will be much easier for both you and the movers. Most professional moving companies will be pleased to place your furniture and appliances exactly where you have decided to put them. All professional movers will have their tools with them and will gladly hook up your washer, dryer, refrigerator and assemble your beds.

• •

• Telephone • Gas • Cable • Electric • Water

• •

1 week prior to your move:

•

• Contact your moving company and confirm the date and time that the truck will be arriving. • Provide your moving company with a contact number that they

will be able to reach you at on the morning of your scheduled move. Remove any fragile, loose, small or valuable items from your drawers. Separate all of the items that you are going to be transporting yourself so they don’t mistakenly get packed on the moving truck. Make sure that the driveway and walkways are cleared for the movers. Defrost, drain, wash and thoroughly dry your refrigerators and freezers. If you have a water bed, drain the bed. Drain the gas and oil from any equipment you are moving such as a lawn mower, weed eater, snow blower. Collect all of your valuables including important papers, jewelry, money, car keys, checkbook, cash, credit cards and keep them in your possession. If you are paying your movers with cash, withdraw enough money to cover the move and any tip that you may want to give the movers. Remember, most ATM machines have a daily limit on the funds that

• • • • • • •

Las Vegas Agent Magazine • May/June, 2014

When you are ready to move, call Jon Powell at Red Carpet Movers, 702-920-7555 and mention “Las Vegas Agent” for our special offers.

Jon Powell is owner and operator of Red Carpet Moving Company and has been in business since 2005. For more information on moving services and tips please contact Jon at 702-920-7555 or Email jpowell@redcarpetmovers.net www.redcarpetmovers.net

Trends and Future of Energy in Homes By: Annette Bubak

The question that tends to be asked on a national level is - are we, as real estate professionals, prepared to confidently list, sell, lend, or appraise today’s high performance homes? In order to better answer this, let us visit where we have been and where we are going; then determine if you are equipped with the knowledge to perform with excellence in your profession.

Here is an illustration of energy efficiency in Homes in Southern Nevada homes over the past forty years in southern Energy Efficiency in Codes and ENERGY STAR Study Nevada.

•Category I: Pre MEC to 1985 building codes which is the baseline for this study.

ENERGY STAR® for New Homes was introduced in southern Nevada in 1998 with 91 homes built to this standard and the work of the Nevada ENERGY STAR® Partners - GREEN Alliance began. The quest was to promote ENERGY STAR® to consumers with the goal of improving awareness amongst homebuyers and train local homebuilders with the goal of increasing the number of homes being built to ENERGY STAR® standards. Over the past 14 years, we saw consumer awareness rise from 17%-90% and the penetration rate of ENERGY STAR® homes increase from 11%-67%. This translates to over 96,000 ENERGY STAR® homes in southern Nevada, third in the nation.

•Category II: 1985-1993 building codes had approximately 12% improvement in eight years. •Category III: 1994-2003 building codes had approximately 3% improvement in nine years. •Category IV: 2003-Current building codes had over 32% improvement in nine years with 2012 IECC codes going into effect next summer.

ENERGY STAR® continued to raise the bar simultaneously to building codes, maintaining an approx. 15% higher energy efficiency. For, a history of ENERGY STAR homes, visit:

•Note: 2015 IECC codes are closely behind.

http://www.energystar.gov/index.cfm?c=new_homes.nh_history

ENERGY STAR® can include a variety of energy-efficient features such as 1) effective insulation, 2) high performance windows, 3) tight construction and ducts, 4) efficient heating and cooling equipment, and 5) ENERGY STAR® qualified lighting and appliances. One benefit of high performing homes is that homeowners use less energy saving on annual utility bills costs. Additional benefits are comfort with consistent temperatures, better indoor air quality, durability is improved, and better grade equipment. Another advantage of having an energy efficient home is less solar is needed to offset the energy demand of your home. Saving you energy and money! My recommendation to all real estate professionals, whether you are a lender, appraiser, or REALTOR®, is to invest in your skills and knowledge by becoming a GREEN certified professional. The GREEN Designation offers needed information and training for today’s REALTOR® to better serve today’s progressive client. Contact GLVAR for upcoming GREEN Designation courses and be sure to reserve your seat. You will be glad you did.

While funds are available, the GREEN Alliance provides scholarships and professional GREEN certification courses in collaboration with NV Energy, Southwest Gas, GLVAR, SNHBA, NAMP and CAN. Learn more by visiting GREENAllianceNV.org. Illustrations provided by: GREEN Alliance and Better Building Performance study for US DOE Building America Retrofit Alliance energystar.gov

1) Low performance home with high energy costs.

2) High performance home & solar pv, reduce then produce.

REALTORS Duties to Public Article 11 - REALTORS® are knowledgeable and competent in the fields of practice in which they engage or they get assistance from a knowledgeable professional, or disclose any lack of expertise to their client.

Las Vegas Agent Magazine • May/June, 2014

A 20-year veteran of real estate sales and marketing and a GREEN Designated REALTOR®, Bubak is a founding member of GLVAR’s GREEN Committee, committed to educating Realtors® on the benefits of high performance, and GREEN certified homes and buildings. An NAR GREEN Designation instructor, Bubak is working to increase the number of Green Designees by illustrating the value of this fast emerging home buyer demand. Bubak is a founding member and current President of Nevada ENERGY STAR® Partners GREEN Alliance, a 501 c 3 charitable nonprofit Organization working in partnership with the U.S. EPA, U.S. DOE, national, state, and local public/ private partnerships dedicated to creating thriving, sustainable communities. With first steps focused in home energy efficiency through collaborative education and community awareness initiatives. The non-profit creates a commitment to conservation, resource preservation and healthy, sustainable living in Nevada. Bubak’s professional history includes; high performance and GREEN homebuilding , energy efficient consulting, a high performance contracting and GREEN production, as well as marketing and event consulting. For more information, please write to Annette@GREENAllianceNV.org

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Greetings from NVAR President Kolleen Kelley By: Kolleen Kelley As promised, I want to keep you informed about the actions we are taking on behalf of all Nevada REALTORS® at the state level. Patent trolls – This is a little-known issue impacting REALTORS® across the United States and here in Nevada. You open your mail and find an official letter stating that (pick any major manufacturer of office machines that you may or may not be using, such as a Xerox copy machine, Fellows paper shredder, or an HP printer) suggests you are infringing on a patent and that in order to resolve the problem, without costly litigation, you owe $5,000. Welcome to the world of patent trolls. NVAR is monitoring the action being taken at the federal level, and there could be legislative action in Nevada in 2015. Mortgage Forgiveness Debt Relief Act – We know the frustration that many agents are feeling as well as the public. NAR is working hard on the issue, but other larger issues are at play. First, the chairman of the House Ways and Means Committee, Dave Camp, a Republican from Michigan, has been unwilling to move on this issue this year. Instead, Congressman Camp is pursuing comprehensive tax reform, and any tax bill like this apparently undermines his efforts. So until he has exhausted all efforts of tax reform, our legislative experts have suggested they think it is unlikely that the issue will move forward in his committee. We’ve seen more movement on the Senate side. As of April 3, the Senate Finance Committee agreed to a bipartisan bill to reinstate close to 50 tax provisions that expired at the end of 2013, including the Mortgage

Forgiveness Debt Relief Act. If passed, it would extend the mortgage debt relief that has helped distressed homeowners in recent years for another two years, or until the end of 2015. This means that this issue may be moving forward, but is not yet near the finish line. Margins Tax (Question 3 on November’s statewide election ballot) – This is one issue we at NVAR are really concentrating on and watching closely. This ballot question will come to the public for vote in the November general election. Our lobbyists at Carrara Nevada have prepared a terrific presentation on behalf on the NVAR that does a great job of explaining this initiative, and its potential impact on our industry, with specific examples of actual tax liability for brokers, agents and others. If you haven’t seen it, you need to do so. And if you need them to come to your office to explain this proposed tax, please contact me or Rocky Finseth, our NVAR government affairs director, and his team. If voters approve this tax increase, the Nevada Legislature cannot change it for three years.

Kolleen Kelley-2014 NVAR President vegaskelley@aol.com Las Vegas Agent Magazine • May/June, 2014

Randy Char,... S

enior Vice President of Operations for One Queensridge Place, Randy Char, realizes that Real Estate and the world is changing. This 44-year-old, third generation AsianAmerican and self-proclaimed “locksmith” of the business seeks to meet his client’s specific needs instead of following a “one size fits all” approach to sales. He compares selling real estate to opening a lock in that you just need to find the right combination. The luxury real estate market, including this Las Vegas luxury high-rise community, is a niche market and not for everyone. Luckily, Char has had plenty of experience seeing things from a different perspective. Char describes his upbringing in an affluent, liberal section of Northern California as rather unique. “We didn’t live in a family home, my younger brother and I grew up in a museum.” His father was one of the first AsianAmerican McDonalds franchise owners, who collected European and Japanese artifacts and Japanese Samurai swords. Unlike most children his age who would make a few dollars and rush off to buy a new toy, Char saw $100 as an opportunity to turn it into $200. At the age of 10, he began collecting swords and reselling them for a profit. “It taught me the value of trading and negotiating, buying, selling and collecting at a very early age.” He attributes his “networking gene” to his mother. “ “We were very fortunate to have a mom who was always around, involved in PTA, sports, the community.” His mother ensured that no matter what the day, held they all met around the dinner table... and that every meal included rice. Much of Char’s childhood was spent outdoors, mountain biking, hiking in the Redwood Forest and playing tennis. “My parents were very careful not to spoil us, but they did give us lots of culture and the opportunity to move ahead

...A Different Perspective

of the general population.” Char can’t remember a time that he worked in a fully salaried position. Early jobs included restringing tennis rackets at the tennis club and then giving lessons to the juniors. “I think minimum wage was around $3 an hour at that time and I was charging $20 an hour for tennis lessons.” At 14, he began to trade stocks and eventually began collecting houses. He found his liberal arts program at University of California, San Diego to be an awkward fit, academically speaking. Char wanted to learn how to be an entrepreneur, speak in front of people and make money. “I realized that I could get an A on the test or get a B on the test and make 500 bucks on Reebok.” While working towards his degree, Char began doing nightclub promotion and learned the power of connection, the importance of promotion and how to handle venues and spaces. He also worked for Northern Mutual as the youngest life insurance agent in the office. “Imagine trying to sell whole life insurance as a 19-year-old... I got pretty good at rejection.” His transition into real estate came in 1995 when a friend approached

Las Vegas Agent Magazine • May/June, 2014

him with a job opportunity in Las Vegas selling new homes. Unfamiliar with the concept having lived in more established areas, he couldn’t believe the opportunity. “It was truly a privilege to be trusted with such an asset. It was really too good to be true.” He already had a natural ability to sell from his background and from there, he learned about a process of talking to people known as Structured Selling which involved a Greeting Stage, Discovery Stage, accentuating the home’s features and then asking for the sale. This process taught him to sell the right way, finding the most natural and efficient way to speak. He worked straight for 100 days, doing anything he could to learn the business such as assisting with sales, demonstrating model homes and shopping the competition. Char sold a record-setting 29 homes in his first six-and-a-half weeks in the business. Char gives Pulte Del Webb much of the credit for his background. “I never got to finish a development. I always got to start or fix a place and then moved on.” In one instance, the builder enlisted Char’s help selling out a community downwind of a pig farm. He looked beyond the problem of stinky neighbors.

“There is an opportunity in everything you see.” Char recognized that these houses were not anyone’s “dream home,” so there was no point in selling them as if they were. Instead, he showed potential buyers that they could live in a miserable apartment until they saved up enough money to buy that dream home, or they could buy in this development, build some equity, taste the freedom of home ownership and purchase the dream home when they were ready. He showed them the financial benefits of buying versus renting and played to their sense of the future. “I asked them if they saw themselves doing better in two years than today.” Char acted as a consultant, helping them to plan their lives. Within eight-and-a-half months, he’d sold nintey-five homes, the most in the region. After 20 years of senior management, when the market began dying off in 2009, Char was offered a lesser position or a severance package. He used this as an opportunity to return to school for a Presidential Key Executive Degree from Pepperdine University. With 5 professors to 13 students, Char was treated as a peer. He had the opportunity to learn about other businesses and surround himself with individuals who were more concerned with bettering themselves than with a piece of paper. The market hit its lowest point in 2010 and Char and his family headed up to Park City Utah to a family home for a well deserved break. He became a ski and snowboarding bum for one season expecting “retirement” to be a blast. That is until he had an introspective moment on the ski lift. “I was just sitting there and thought to myself – what am I doing?” When an opportunity presented itself in Las Vegas, he packed up his family and headed back. Char came back as the VP of a home building company, but he trained and was ready to take on more. He was ready to transition into being a consultant and to teach others how to strategize, speak, and develop in the industry. When Frank Pankratz, President of EHB called, he thought he needed someone to run sales for the tower. When Char arrived, the project was almost at a standstill, having only three developer sales in 2010 and 2011 combined. Char inquired about the entire sales operation, including the branding, target audience, pricing and sales strategy, presentation, Realtor outreach and competition of other luxury high rises. He returned with a comprehensive business plan to help spark sales. Who could reposition the asset, sell real estate and strategically target the current luxury market? A new position was created and Char became Senior Vice President of Sales and Marketing. “I believe in the founder’s vision. I promised to be a good steward of it.” Now came the challenge of finding the right combination to unlock sales for the towers at One Queensridge Place as the gorgeous, timeless, Venetian inspired building doesn’t fit into a traditional spot. “A monkey could take you through and you’d still get that feeling. But there is a difference between a museum tour and selling someone along the way. You have to assimilate their life and show potential buyers how it will fulfill their desires. No one buys a 3 bedroom condo because they need to. They do it for the same reason they buy a Patek Phillipe watch.”

The Char Family: Randy, Julianna, Son- Riley 7 yrs old, Daughter- Ava 5 Yrs old , Son- Caleb 3 Yrs old

Char used his unique perspective on real estate to sell three houses by June of 2012. First, he identified the issues using each potential buyer as a “guinea pig”. While there were no porcine neighbors, there were relatively high HOA dues compared to other custom residential neighborhoods and a price per square foot that was double that of nearby custom homes in Summerlin. Secondly, he decided not to release all 75 homes for sale at once. He opted for updated merchandising to focus on two categories of inventory, value priced smaller residences and the exclusive penthouses. Char outsources an internet and PR team to help modernize the branding for the tower. This included a new website, new photography, events and social media program and a new energy. Since then, Char has directly contributed to over half of the 219 residents through sales or leases. He considers it an enormous privilege. “When I walk around here, it’s like home to me. I know the residents, their backgrounds, why they came here and why they are staying here. I live and breathe this place.” Queensridge isn’t his only family. His wife Julianna, a highly focused and intuitive Reiki Master, shares his vision of approaching life in your own way. Together they have three children ages 7, 5 and 3”. “Our goal for our children is different than traditional expectations in today’s society. We aren’t soley focused on them excelling, if they do that’s great, but we don’t believe in the traditional, structured educational system here. We’d rather see our children be socially well adjusted and happy.” Las Vegas Agent Magazine • May/June, 2014

had been missing since Pulte Del Webb. “When you look inside the face of an organization, you have to believe that you can add value to it.” While AREAA began as advocacy for homeownership amongst first generation Asian Americans, they are now working to move beyond that into advocating for every segment of Real Estate. Char is working to expand the luxury and global market by structuring a global directory for people to network around the world and by throwing events such as luxury home tours and networking mixers and the upcoming AREAA National Convention at the Bellagio, Sept. 5 - 8. “We recovered, survived. We are bruised and banged up, but if you are really serious about your career, this will help propel you forward with new skills,” says Char. To lead AREAA, Char has creatively marketed the organization and their events. Char created a high-end professionally filmed teaser video for the ELEVATION event, which is later this month. Char also strives to expand the personal development aspect of the organization by improving leadership ability and offering new skill sets. “The organization was doing great when I got there. It’s my job to elevate the organization and its profile. They are looking to increase membership as well, “I want influencers, not bodies. We are looking for people accomplished in the field or aspiring up and comers.”

Char and his wife are considering home schooling their children. “We want to see what their interests are and let them develop those interests.” Char has learned throughout the years that instead of focusing on the areas that you have difficulty in, you find what you are naturally born to do and develop what you are passionate about. “If you have blind spots, get other people to help you. We want to leave a legacy for them to explore the things they feel passionate about. We don’t want to be obstacles but champions behind them.” When Char isn’t focused on One Queensridge Place, he serves as president of the board for the Asian Real Estate Association of America, his way of giving back to the community. “I’ve always been proud to be an Asian American, I just didn’t understand how to express it.” AREAA seemed liked the perfect fit, Asian, real estate and providing that company culture that he

Las Vegas Agent Magazine • May/June, 2014

Char is grateful to partner with a lot of people in different industries, in this “small big town”. He spends a great deal of time on the Strip at events and being part of the culture of Las Vegas. In the next 5 to 10 years, Char plans to strengthen his own personal brand and wants to sell luxury residences in other parts of the city. “I see myself becoming a hybrid of a consultant or strategist between developers and the general real estate company. I understand how the two are married. I see myself staying progressive and being part of that space and maybe even beyond real estate.” More travel is also in the cards as well as continuing to compete in tennis and be a part of the tennis community. Perhaps he will hone what he calls his “Worthless skill,” his ability to replicate 80’s pop dances. “If I had half a voice, I would’ve been in a boy band.” Char considers himself a navigator, helping people determine where they want to go and then helping to get them there. “I used to think I was a motivator. But really, motivation can’t be transferred unless you see it for yourself. When it comes down to it, the principle is taking something that’s fairly complex and making it simple.” For more about Randy, visit www.RandyChar.com or e-mail randall.char@gmail.com

Ceiling Fan Season Is Upon Us

By: Mike Kilmek

black wire, a green wire, a white wire and a blue wire. Connect the green wire coming from the fan to the green or bare copper wire in the ceiling. Next, connect the white wires together, then the black wires. Finally, connect the red circuit wire to the blue fan wire (this connection runs the light kit). Use wire nuts (about $2 for a bag of 25) to make tight connections. Now, you’re ready to attach the fan to the ceiling. This can be tricky because you may have to support the fan with one hand while screwing the housing to the mounting bracket with the other. Lastly, connect the light kit to the bottom of the fan. Remove the small cover from the bottom of the fan and pull out the connection, which is a plastic fitting with wires coming from it that simply pushes into the mating fitting in the light kit. If your fan has individual wires instead of this fitting, connect the individual wires from the fan to the wires in the light kit. Again, match the colors of the wires.

Ceiling fans range in price from about $50 to several hundred dollars and take a little over an hour to install. Most of this time is spent assembling the fan after taking it out of the box. If your home has been pre-wired for a ceiling fan, the builder should have installed a metal box with a brace bar between the ceiling joists to support the weight of the fan. If you were replacing a light fixture with a ceiling fan, which is heavier than a typical light fixture, you would need to install a brace bar so that the fan won’t fall. Once you buy the fan, follow the manufacturer’s assembly instructions. With some fans, you attach the blades to the motor housing and then hang the completed fan (in which case you have to be a contortionist), while with others, you secure the motor to the ceiling first and then attach the blades (most common). Either way, start by turning off the breaker in the main service panel, then test the wires to make sure the power is off. All fans have a mounting bracket that attaches to the electrical box in the ceiling. Check that this bracket, which is secured with two screws, is tight to the box and the ceiling or else the fan will wobble when in use. The bracket should have a hook or a slot to support the weight of the fan while you make the electrical connections. There should be two electrical switches on the wall for the fan. One controls the fan, while the other controls the light kit attached to it. The function of the switches depends on how you wire the fan. With the fan supported by the mounting bracket, pull out the wires from the ceiling. You’ll see a white wire (the neutral), a black wire and a red wire (the hot circuits), and a green or bare copper wire (the ground). Separate the wires coming from the fan. There will be a

Las Vegas Agent Magazine • May/June, 2014

For homeowners who want to install a fan in place of a ceiling light, a brace bar will need to be installed to support the weight of the fan, as I previously mentioned. Unfortunately, there will be only one switch on the wall to control power to the fan. In the past, if you wanted to operate the fan and the light individually, you would have to use the pull chain on the fan or pay for running an additional switch down the wall. Nowadays, you can install a remote switch, which costs about $25 and is battery operated. This unit hides inside the fan’s mounting bracket (you’ll never see it), and the switch can be fastened to the wall or stored like a TV remote. It takes just a few minutes to make the electrical connections, and instructions are included. Once the fan is wired and secured to the mounting bracket, turn the breaker back on and flip the wall switches. If the fan still wobbles, the blades are out of balance. This can be fixed with a fan balancing kit (about $2), which includes a clip that you’ll attach to the end of each blade. Turn on the fan after moving the clip from one blade to the next. After deciding which blade makes the greatest difference in minimizing the wobble, move the clip down the length of the blade to determine where to place the permanent weight. This weight sticks to the top of the blade and can’t be seen. The kit includes additional weights in case more than one blade is out of balance. Mike Klimek is a licensed contractor and owner of Las Vegas Handyman. He has written hundreds of newspaper columns and magazine articles regarding home repair and remodeling and has been published in Southern Nevada Home & Garden Magazine, Finishing Touches Magazine, Zip Code Magazines, and Real Estate Success Magazine. He has written a weekly column for the Las Vegas ReviewJournal & Sun since November 2000. Watch for Mike’s regular column here and in the Las Vegas RJ.” He can be reached by email at questions@pro-handyman.com or by phone at (702) 896-0000.

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cancers. The main source of UVB is sunlight, but some tanning beds also emit UVB. Other long term effects of too much sun are pre-mature signs of aging; wrinkles, loss of skin elasticity, brown spots (solar lentigoes), precancerous skin lesions, and even cataracts. The UV Index was developed to let us know how strong the sun is on any given day. This helps us to take better precautions against those damaging rays. UVC rays are not in sunlight and do not reach the earth.

Summer SUN! NOT ALL FUN By: Marilyn Zimmerman Vegas is known for triple digit temperatures that make all of us wear a little less clothing. Whether we’re in sundresses or bathing suits, we are taking off the clothes, hanging out at the pool, playing at Lake Mead, or sitting outside on the patio of our favorite restaurants. We have been told for years to wear sunblock because being in the SUN can cause skin cancer. Yet, we still strive for that golden glow known as the “perfect tan.” So what does Ultra-Violet and Infra-Red radiation do? Where do they come from? What can we do to protect ourselves? The electromagnetic waves emitted by the sun, that reach the earth, are known as The Solar Spectrum. This includes UV, visible light and IR Radiation. UVA, UVB, UVC are only 7% of this spectrum; visible light is 39% and infrared is 54%. UVA ages the skin cells and can damage their DNA structure. They are linked to long-term skin damage and cause wrinkles. Sunlight is the main source of all UV rays, but tanning beds emit large amounts, increasing the risk of skin cancers. The regular use of tanning beds can quadruple your risk of getting melanoma, the most deadly skin cancer. The UV light used to cure your gel manicures emits low doses of type A radiation. After research in 2009, it was determined to be a minimal risk. Doctors assure us that any exposure is a risk. UVB are the rays that cause sunburns. They can directly damage the skin cells’ DNA, which is the cause of most skin

Las Vegas Agent Magazine • May/June, 2014

If UVA & UVB weren’t enough for us to worry about, we now have Infra-Red Radiation, which is heat. Any objects that are warm or hot – ovens, hair dryers, radiators, heat packs, concrete sidewalks, asphalt in the parking lots, the inside of our cars! You are exposed to IRA dozens of times a day - sitting out by the pool, walking across the parking lot, or driving across town. There are three different types of infrared radiation - A-penetrates the skin the deepest, B-affects epidermal layers, and C-reflects at the skin surface. IRA penetrates deeper than UVA & UVB. Studies show that IRA leads to breakdown of dermal collagen fibers and contributes to skin aging prematurely. How do we protect ourselves? Stay out of the sun when the UV index is high. Stay out of tanning beds that emit high levels of UVA & UVB. Remember, “if you can see the sun, the sun can see you” – and more importantly, can shine its lovely rays on you. Use a good sunblock on a regular basis. Use sunblock on your hands during the manicure or white cotton gloves with the finger tips cut off. That way you can get the great nails and reduce your exposure to the UV. SUNBLOCK & ANTIOXIDANTS!!! Studies show that good sunblock will protect against UV damage, but it takes antioxidants like vitamin C to protect against IR damage. There are some excellent skin care products and treatments available today that will repair the existing damage and protect you from future damage. Call our office for more information at 702-360-6686.

Marilyn Zimmerman has over 25 years of experience in the medical field. She has focused exclusively on cosmetic surgery and skin care since her move here in 1996, with her husband, Dr. Edward Zimmerman. Mrs. Z holds multiple certifications from various laser and skin care companies demonstrating her expertise in these areas. She has been a member of the American Academy of Cosmetic Surgery, American Society for Laser Medicine & Surgery and the International Society for Cosmetic Laser Surgeons for many years. Her primary focus at Las Vegas Laser & Lipo is Patient Education. For more information, please contact Marilyn at 702-360-6686.

MEASURING…The Golden Rule of Design By: Terrence L. Clayton An often overlooked “simple” step when moving into a new home or even buying for an existing home, is measuring! Having worked in a furniture design center, I’ve heard all too often, “Oh, I know it will fit!” Clients would come into the store, and choose a piece of furniture without considering how it will fit in their home. In most cases, furniture appears smaller than they actually are. People don’t take into consideration the hugeness of the store. While most fine furniture stores offer “In home service”, many clients are under the assumption that once the salesperson is in their home, they will be pressured into spending more than they actually want to. NEWSFLASH!... You don’t have to give in to them! One incident I will never forget is, when our delivery drivers called the store and asked, “Why would the salesperson sell them this big sofa when they live in a small mobile home?” The client was offered the “In home service” and declined, also; they also failed to tell the salesperson that they live in a “single wide” mobile home. The delivery drivers couldn’t even get the monster sofa through the door. So, much to the client’s dismay, they had to pay a “restocking fee”, which is a common practice for custom ordered furniture. Before ever going into a store, you should measure every inch of the room that you are buying for. You should know where every door, window and outlets are. The height of windows and pony-walls are also helpful. Unless you are intending to take advantage of the “In home service,” you need to know the measurements of the room. It isn’t just furniture, but also lighting and accessories that sometimes are “off” in scale when brought into the home. Chandeliers, many times, have a hanging length restriction. So, if you have unusually high ceilings, take note of the maximum length. Sometimes, people will buy something as simple as a vase and find it doesn’t work where they intended it to go. If you want to place a sculpture, vase, or picture in a niche’ and “judge” the size, you may be making another trip to the store to return it. Measuring is one of the most “helpful” actions you can take to prevent your decorating experience from being a stressful event. Another easy trick is, to use masking tape to mark the floor and see if your design plan works. This will help you to see the “flow” of the room.

Las Vegas Agent Magazine • May/June, 2014

If you are an apartment dweller, measurements will help you to know if your purchases will fit in the elevator, around the corners of the stairwell and hallway. The landlord won’t be very happy if your “oversized” pieces take chunks out of his walls and woodwork. A few “Basic” measurement rules to help with your design plan: Leave at least 36” around tables for the chairs to pull out. If you want an area rug under your dining area, be sure the chairs do not fall off the edge of the rug (Measure the area with the chairs pulled all the way out.) There should be at least 18” between a sofa and a cocktail table. The bottom of artwork over a sofa should hang 8” to 10” above the top of the sofa back. (Remember, you want to look into art, not up at it!) Chandeliers are usually hung 36” above a table. Also, know the width of the table before purchasing a chandelier. Something that is never thought of as a measurement is paint. As a rule, one gallon of paint covers 400 square feet. Take into consideration, are you painting a light color over a darker color? In some cases, 2 to 3 coats may be needed. The expert in the paint department should be told so he or she can best estimate the amount of paint you’ll need to buy.

So, remember to always measure. Decorating is not a chore, it is a fun and rewarding experience!

Terrence L. Clayton started his designing career creating store displays, stage sets and tradeshow exhibits in 1986. He was asked to create a line of novelty accent furnishings which led him to attend Interior Design school and graduating in 2004. Terrence has been a Las Vegas resident since December 1992 and opened Alternative Décor soon after. He can be reached through alternativedecor.com Phone: office: 702-655-3888 cell: 702-373-3888 Follow him on FACEBOOK

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Nevada Asset Protection Trusts (NAPTs)

By: Robert L. Bolick, Esq.

Doesn’t that restrict what I can do?

Nevada is well known for having some of the strongest asset protection laws in the country. Our homestead laws are very generous. Recent changes in the law have increased protection for annuities and life insurance. Clearly the strongest of all our asset protection tools is our asset protection trust statute. Many people are vaguely aware that we now have an asset protection trust, but don’t know many of the particulars of what they are, how they work, and how strong they really are. The following are some questions and answers that hopefully will be helpful in providing information about these amazingly powerful trusts.

Won’t my living trust provide asset protection? No, living trusts don’t offer any asset protection, period. As a revocable trust, the bad guys have the same rights to access your assets as you do.

Can I really have complete asset protection? Absolutely! We have the strongest asset protection trust in the nation. In a recent independent study by Forbes Magazine, Nevada trusts received the only A+ rating, the highest in the nation for all asset protection trusts!

Is it legal? Yes. All you have to do is comply with the statutory requirements and you can have 100% protection that is 100% legal.

How does the trust work? You are the trustee of your trust and maintain control over all trust assets throughout your life. You can buy, sell, trade or reinvest assets at any time without the knowledge or consent of anyone else. The trust is not recorded or filed. No one even knows that your trust exists. All assets and transactions are strictly confidential. The result is to allow you full use and control of your assets while keeping the bad guys out. “Bad guys” are defined as anyone trying to get your assets.

Why must the trust be irrevocable? NAPTs, by law, must be irrevocable. This is a good thing, not a bad thing. It must be irrevocable to provide asset protection. If the trust were revocable, the bad guys would have easy access to all trust assets.

Las Vegas Agent Magazine • May/June, 2014

Not in the slightest. As described above, you can be the trustee. You are in complete control of your trust and the assets. You can invest trust assets any way you like. You can take assets out any time you like. You can put assets in whenever you like.

They should. With all of the uncertainties of life, bizarre outcomes of lawsuits and exorbitant jury awards, you can never be too safe. You can realize huge dividends by arranging your affairs now to protect yourself from the unforeseen. Nevada law affords you this excellent protection. Why not take advantage of it?

Would my NAPT replace my living trust?

Is a NAPT expensive?

No. They serve different purposes. Your living trust will avoid probate. It will transfer your assets upon your demise to your beneficiaries in the way you desire. You can amend it at any time, for example, to change successor trustees or beneficiaries. Your NAPT simply serves to protect your assets while you are alive. Generally, the assets held in your NAPT pass to your living trust to then be held or distributed to your beneficiaries as you have set forth within your living trust.

No. Not having a NAPT is. Creating a NAPT is a one-time expense. There are no annual administration costs or maintenance fees. Robert L. Bolick, Esq. Durham Jones & Pinegar 10785 West Twain Avenue, Suite 200 Las Vegas, NV 89135 (702) 870-6060 rbolick@djplaw.com

When is the trust effective? Asset protection begins after the assets have been held in your trust for two years. Asset protection trusts in most other states require a four-year waiting period. After two years, your trust becomes “bulletproof.” No creditor can penetrate or attach any assets in your trust. You cannot be forced to distribute any assets.

What assets can I hold in my trust? Your trust can hold your home, any other real estate, investments, cash, securities and any other asset whether located in Nevada or elsewhere. You typically would not hold any vehicles in your trust, as they can be a source of liability. You don’t want to expose your valuable assets to unforeseen liabilities. Similarly, you can hold rental properties in an LLC and your LLC can be owned in your trust. You LLC will protect your other assets held in your trust from any claims or liabilities arising from the rental.

What if I move out of Nevada? You do not have to be a Nevada resident to have a NAPT. The only requirement is that at least one of your trustees be a Nevada resident. This person can be a friend or relative residing in Nevada, a Nevada bank or trust company, your attorney, accountant or other advisor. You still retain your position as the principal trustee with complete control over your assets held in your trust.

What if the liability has already happened? Creating asset protection barriers, even after the fact, can still be beneficial. You won’t be 100% protected, but you can still put strong defenses in place. At a minimum, if your assets are harder to attach, you encourage settlement on more favorable terms.

Why doesn’t everybody create an asset protection trust?

Robert L. Bolick has been practicing for over 30 years in the areas of asset protection and estate planning. Mr. Bolick has an “A/V” rating from MartindaleHubbell, the highest professional rating for an attorney. He is listed in the Top Lawyers of 2013 in Nevada by Vegas, Inc. He is also one of the “Nevada Super Attorneys” (top 5% in his field). He was named Outstanding Estate Planning Attorney of the Year by the Nevada Business Journal. He has authored numerous articles and publications on asset protection and estate planning, and is a frequent lecturer on these topics. Mr. Bolick is a member of the State Bars of Nevada, California, Arizona, Utah and Hawaii.

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BEFORE Foreigners Buy By: Tamara Larisa Tyrbouslu

Yes, we are “ONLY” sales people. The truth is, when serving foreign buyers, real estate professionals are often times the gateway advisor. We are the first point of contact in a new world. We are the “source foundation” influencer of all experiences to follow meaning that almost every referral, introduction and relationship made, particularly in terms of real estate, can be tied back to the agent who assisted with the initial purchase. Foreign nationals expect their agent to provide them with the accurate information and reliable resources they need to make educated decisions. Many agents are not prepared for the challenges involved in cross border transactions and have not yet developed the necessary expertise to serve foreigners’ best interest. Here are some things to be aware of: BASICS Sophisticated investors will already have their own financial advisors, investment model and long-term strategy in place. They will know what they are looking for in a property, what kind of return, gain or loss will work for them. They will have an asset protection and tax planning in order. They or their designated representative will most likely find you via a referral or select you from their own due diligence research. Other clients will require a lot more time and attention. Depending on the culture your prospects are coming from, they may need to develop a relationship with you first. Then, after establishing rapport and trust, they will engage in business with you. Give them an overall understanding of how property is bought, sold, negotiated and transferred in the United States compared to their home country. Take the time to research where they are from and ask them questions to understand their perspective. Then, clearly explain the process, fees and ongoing costs involved. Provide them with a flow chart, checklist or timeline as a guide and materials in their own language if necessary to ensure a smoother experience. LANGUAGE While our contracts are required to be written and executed in English, do your clients want someone to explain the terms and conditions to them in another language? Do you need to hire a translator to work with you? Would they prefer to be referred to an agent who speaks their native language? Be mindful when using digital translators. They are helpful, but not always accurate. It is ideal to have someone who is a native speaker to assist in communications, particularly someone who understands real estate terminology. MONEY Before writing an offer, you need to know how your client is going to take possession of the property and how they are going to pay for it. Your client should be prepared for these two things before they even look at property, because it may take them several months to get their documentation and finances in place. There’s a plethora of financial obstacles to overcome when transferring money into the United States. Since 9/11, incoming wires are under more scrutiny. The Patriot Act placed stricter limits on the movement of money to deter laundering for terrorism and other criminal activities. Also, some governments seriously limit the amount of money an individual citizen can take out of the country at one time or in any given year. Again, the real estate licensee is not a financial advisor; currency exchange is beyond a licensee’s area of expertise; however, an agent must advise their clients on the timeline expectations

Las Vegas Agent Magazine • May/June, 2014

and obligations of an offer, penalties for nonperformance and the consequences of breaching a contract. It’s in the buyers highest and best interest to be financially prepared before submitting an offer. They can use a company to facilitate the exchange and escrow of their currency like MoneyCorp, for example or coordinate this through their bank. (www.MoneyCorp.com) If leveraging, they may need time for their down payment and closing costs to season in a U.S. bank account. After years of not lending to foreigners, there are more and more lenders with foreign investor programs like Chase, HSBC and Guild Mortgage. Get to know what programs are available through the institutions and professionals with whom you work. TAX It is not enough to understand how the foreigner or foreign entity is going to be treated by the IRS for income and capital gains purposes; your client needs to know how they will be treated in their home country as well. When it comes to taxes, they must have a global tax preparation plan. In addition to the above, a foreigner could inadvertently be double taxed or taxed on world-wide income. There are also estate tax, branch tax and FIRPTA that they need to be aware of as well. There is neither the space nor the need to cover those issues here because unless you are an accountant or a tax attorney, you should leave this discussion to the professionals. Make sure your clients consult with their financial advisors BEFORE they buy. Take a class on FIRPTA so you are aware of the current regulations that affect property owners, sellers and buyers as well as holding agents. I recommend President and CEO of Esquire Group Jimmy Sexton’s class. For more information, go to www.nomoretaxtrouble.com ASSET PROTECTION Symbiotic with tax planning is asset protection. Service companies like Esquire Group specialize in a holistic approach to wealth management using advanced tax planning strategies that involve structuring domestic or foreign entities to be in compliance with multi-border tax laws while legitimately protecting profits from excessive taxation. Purchasing in an entity is not always in your client’s best interest. Again, this is beyond a real estate licensee’s expertise. If your client does not already have their own attorney, make sure they consult an experienced and reputable attorney who understands international taxation as well as asset protection. They may need a referral to an immigration attorney as well. There is more forethought and teamwork involved in crossborder transactions and they demand effective communication and professionalism. Always seek the counsel of your broker before advising your clients. To learn more, attend a GLVAR Global Business Committee Event. The Next GBC Forum is June 19th featuring ListHUB, internet listing syndication with a global platform, Lied Institute for Real Estate Studies and Greenburg Traurig, an international, multidisciplinary law firm. For more information or to register, contact LMarcelo@glvar.org 702-784-5050 Broker-Salesperson, Tamara Larisa Tyrbouslu, CIPS, TRC is Director of Business Development with Universal Realty. Tamara is a founding member of the GLVAR’s Global Business Committee, serving as Vice Chair and Chair and is currently in her second term as Vice Chair for NVAR’s Global Business Committee. She is an instructor for ICREA’s Transnational Referral Certification and NAR’s Certified International Property Specialist Institute and was appointed NAR’s 2014 President Liaison to Guatemala. She teaches Feng Shui for real estate professionals as well as continuing education and post licensing coursework. You can catch her Monday mornings at 9:30 am at Universal Realty for a power hour of business development where she inspires agents to be happy and productive or connect with her at www.GlobalPropertySeminars.com.

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Company Feature

Berkshire Hathaway HomeServices WELCOME HOME!

Photography: Jami’s Pix and Story By: Tami Belt

Last month, Prudential Americana Group was the guest of honor at the most coveted house warming party in the country. Berkshire Hathaway HomeServices welcomed the third largest Prudential franchisee in its U.S. network to their neighborhood. Headed by CEO Mark Stark and President Gordon Miles, the independently owned and operated firm serves 21 offices and nearly 2,000 agents throughout Nevada and Arizona. They join a growing roster of affiliates that have joined the network since its inception last fall. Berkshire Hathaway HomeServices now accounts for nearly 28,000 agents and 750 offices in 37 states. Berkshire Hathaway was named one of Fortune’s Most Admired Companies in 2013. Its Global Relocation Services network is the second largest relocation network in the world, moving nearly 85,000 families to and from more than 125 countries each year. Its international network includes approximately 80,000 real estate sales executives and 2,800 brokerage locations. The company operates in nine countries throughout the world in addition to 37 US states. “It is the only company with such reach, reputation and resources in the real estate industry,” said Gordon.

A SIGN OF QUALITY According to the 2014 Harris Poll EquiTrend® Survey, Berkshire Hathaway HomeServices is the Real Estate Agency Brand of the Year. “Berkshire Hathaway is so consistent and carries itself at such a high level that it offers our brand an opportunity never before afforded anyone in the real estate industry,” explained Mark. “Add in their 330,000 U.S. employees and their ability to draw consumers, buyers and sellers and you can see why this opportunity is off the charts. The feedback and stories Mark has received already are nothing short of remarkable . . . - As soon as the BHHS yard signs went up, sales executives got new business - A top sales executive wrote a blog about Berkshire Hathaway’s entry into Las Vegas and immediately landed two new clients - Tourists were spotted taking photos with a local Berkshire Hathaway HomeServices sign

Mark Stark, Owner & CEO of BHHS Nevada & Arizona Properties

Las Vegas Agent Magazine • May/June, 2014

“This has never happened to any real estate company and is a sign that we’re in a different situation,” said Mark. “We already run a quality organization, but there’s a new expectation to meet. It’s like having the Seal of Approval. It’s hard to grasp that depth of opportunity.”

Gordon said the brand transition launches new chapters in the brokerages’ storied history of growth, innovation and customer care. “We believe real estate consumers in greater Las Vegas and Phoenix will look for the Berkshire Hathaway HomeServices yard sign as a symbol of sound guidance and quality service,” he said. “Top agents looking for a brand that is fresh, intelligent and respected should look no farther than this one.” With the transition, associates at each brokerage gain access to Berkshire Hathaway HomeServices’ robust technology platform, ongoing business consultation, professional education, marketing support and the Luxury Collection program that adds marketing clout to high-end listings. “New technology and resources now available to us will help extend the reach and efficiency of our agents,” Gordon explained. “This means even better service for our home-buying and selling clients.”

IT’S ABOUT THE JOURNEY . . . The company has been operating in Southern Nevada since 1979. In 1981, it blossomed into Americana Better Homes & Garden. In 1999, Prudential moved in and the company became Prudential Americana Group. Mark Stark joined the company in 1985 and became its sole owner in 2004. When asked the secret to his success, Mark replied, “I have had great mentors along the way in my life and career. I’m successful because of the constant open-minded support, listening and knowing how much I don’t know. When I am 100 years old I want to realize that I really knew nothing. I’m constantly curious. I’m constantly learning. I’m always going to investigate.” Mark has a new mentor to learn from…one of the world’s most successful investors. “Warren Buffet understands what he knows and what he does well…and sticks to it,” he said. “This philosophy

Pictured left to right; Earl Lee, Mark Stark, and Gordon Miles has permeated his company.” Stark recalled a story that reflects Buffet’s philosophy: “The best example to illustrate how well Berkshire Hathaway sticks to what they know is when the dot.com craze came and the company didn’t invest heavily in tech companies. The headlines read ‘Buffet days are over, he just does not understand the new economy, accompanied by an unflattering photo of Warren Buffet. When the dot.com bubble burst, the headlines read ‘Buffet’s Back’. He never went anywhere,” laughed Mark. “Thought process and attitude are everything,” said Mark. “This is how they always come out on top. Stability is key.” And Berkshire Hathaway’s stability is unprecedented in American business. “There really is no comparison to the Berkshire Hathaway brand,” said Gordon. “Locally, they own NV Energy and RC Wiley in addition to the affiliation with our firm. Nationally, they own some of the most respected brands in the world including Dairy Queen, Geico, See’s Candies, NetJets and Fruit of the Loom.” Berkshire Hathaway has also been named among the world’s most respected and admired brands by Fortune magazine and Barron’s in addition to the Harris Poll. “By utilizing the strength and valuable resources of one of the world’s most respected brands, we bring operational excellence and innovation as a compelling value for our customers,” said Gordon. “With a clear vision as one of the most highly valued real estate companies in the market, our powerful network of brands exemplify the reputation of Berkshire Hathaway.” Mark said success is also built through the development of outstanding leadership teams. Las Vegas Agent Magazine • May/June, 2014

A PHENOMENAL TEAM Walking the talk, paying attention to the details and delivering exceptional customer service enabled Prudential Americana Group to grow into the third largest Prudential franchise in the United States. While Mark is the owner and CEO of BHHS Nevada & Arizona Properties, he is surrounded by a phenomenal team that includes: Gordon Miles, COO & President of BHHS Nevada & Arizona Properties, and Corporate Council, Darren Welsh. Branch Leaders include Forrest Barbee, John Joseph, Heidi Kasama, Aldo Martinez, Tony Prato and Michael Maggiore, Running the very successful Home Benefits Program is Jim Saracino. “We went through tough times, but it is the quality of the sales executives, the organization and the network that got us through,” said Mark.

Executive Staff “In addition to the bar being raised, we’re in a traditional market again. It’s all about delivering value, service and trust to Mr. & Mrs. Jones. It’s all about getting the job done. I love this market! This is where we excel. We have a phenomenal model, phenomenal sales executives, the test team and now the best brand in the world.” We have been included in Inc. Magazines’ 2014, 2013 and 2012 Inc. 500|5000 list of the fastest-growing private companies in America. Our Company is honored to have more top teams/agents than any other real estate company in the nation.

Our Company ranked #3 in the BHHS Real Estate Network and in the top 26 of all real estate firms in North America. Our Company is the 3rd fastest growing real estate company in the nation and the fastest growing in NV and AZ. Our Company has sold more listings at a higher value than any other real estate company in the Valley. 2013 Our Company is honored to have more successful agents under 40 than any other Brokerage in Las Vegas. Voted Best Place to Work! Our Sales Executives and Staff focus on quality, integrity and expertise bringing an incredible level of customer service to our clients!

Las Vegas Agent Magazine • May/June, 2014

THE NEXT STEP What does the next step look like? According to Mark, the #1 priority is to protect the Berkshire Hathaway HomeServices brand. “The conversations I’m having have changed in addition to the people who are calling” he said. “I’m getting calls from people I never would have heard from in the past. The lines of communication have opened and they’re mutually beneficial.” “We’re communicating more Broker to Broker and really talking about best practices,” he said. “I’m fortunate enough to be in the inner circle of Berkshire Hathaway HomeServices. There’s a lot of great intelligence, mentors and support from sales executives and brokers. Information is key but the proof lies in the execution.” Stark said his marketing efforts will expand, too. “Now we can look to expanding our national reach and look at entering international markets.” “We are now members of the over 200 billion dollar Berkshire Hathaway family,” said Gordon. “It is one of the most stable companies in the world and employs over 300,000 people globally among its family of companies.” Berkshire Hathaway HomeServices operates in nine countries; in the US under Berkshire Hathaway HomeServices, Prudential Real Estate and Real Living; in Canada under the leading Real Estate Companies, Royal LePage and the luxury Via Capitale; and in Brazil, the United Kingdom, France, Singapore, China and India. “As the CEO of this company, I look to myself first to lead by example,” said Mark. “Throughout my journey, I have continued to learn and grow and that will never change. I will continue to make mistakes and continue to get better.” “The one thing I know for sure today is that I wouldn’t want to compete against us,” said Mark. We have a phenomenal team backed by the best practices and the best brand in the world. We will only get better.”

For more information about Berkshire Hathaway HomeServices Nevada Properties, email: GordonM@bhhsnv.com or call : 702-796-7777.

L-R: Mark Stark, CEO of BHHS Nevada & Arizona Properties, Earl Lee, National CEO of HSF Affiliates LLC, Gordon Miles, COO & President BHHS Nevada & Arizona Properties. Las Vegas Agent Magazine • May/June, 2014

Community Spotlight: PLEASE HELP!

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Desert Rescue Animal Sanctuary provides a refuge for homeless, abandoned & abused animals. We also offer a forum for owners who need assistance in placing their pets, no questions asked. All the animals that come into the Rescue are rehabilitated using their natural instincts. This helps in preparing them to move on into their new forever homes. Desert Rescue Animal Sanctuary was started in 2005 to assist the hundreds of animals that are looking for homes across the southern deserts of Nevada. The rescue center is a family operation and is run by Lakota Spoolman. Lakota has been a Veterinarian Health Tech for 33 years specializing in emergency medicine as well as a Canine Behavior Specialist. We are a 501(c)(3) Non-profit organization incorporated by the state of Nevada as an Animal Rescue/ Sanctuary.

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Sanctuary. We live off the grid producing our own electricity & water as well as grow our own food for the animals. We recycle, reuse as well as repurpose as many things as possible. We also accept donations of any and all types of animal equipment (new or used) as well as all types of feeds. We desparately need a running vehicle, since we need to pick up feed, and bring adoption animals into town. Since we get in all types of animals we can use any type of feeds (including open bag feeds). Interested in foster care? We are always in need of volunteers to foster our desert critters! Please let us know if you are interested.

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Las Vegas Agent Magazine • May/June, 2014

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Letter from the President: 2014 is proving to be an exciting year for AREAA Las Vegas and there is a lot more to come. As chapter president for 2014, my focus will be on growing AREAA Las Vegas, targeting the luxury market and positioning AREAA as a valuable and competitive entity in the real estate market. Our chapter has established a rich culture where individuals of diverse backgrounds have a track record of sharing a common vision to achieve excellence. As a leader of this already accomplished team, I will continue to foster an environment of personal development and help our team succeed. Now, more than ever, is the time to join AREAA Las Vegas. I am challenging our Las Vegas chapter to increase its membership base. I want to encourage commercial, luxury, homebuilder/ developer communities to join and actively participate in AREAA. My goal is to collaborate with larger real estate organizations such as GLVAR and SNHBA, as well as our fellow trade organizations. I plan to involve key influential business leaders within the luxury real estate industry to develop and expand our global and luxury programs. We want our chapter to elevate its profile and prepare to serve the shift in demographics with the AsianAmerican population. This will be primarily accomplished by throwing high quality educational and networking events designed to attract industry leaders and those aspiring to build their careers in the ever-changing real estate market. Finally, as AREAA chair for the 2014 national convention, we are proud to host approximately 1,500 real estate industry professionals at Bellagio, Sept. 5 - 8. The convention will include influential speakers, moderated panel discussions and a new Real Estate Expo. This convention will provide AREAA members with unparalleled access to an elite network of industry experts. We anticipate this convention to set new standards for real estate trade organizations. For more information about AREAA and membership, please visit our website at www.areaa.org/lasvegas

Quick Facts on Asian American Demographics

·· Asian Americans are the fastest growing multicultural segment of the U.S. population. Asian American population increased by 43% from 2000—2012. It’s the fastest population growth of any group ·· There are 18.2 million Asian Americans today and projected to be almost 20 million in 2020. Asian American buying power is estimated to reach 1 TRILLION by 2017 (less than five years!) · In28%2012, the median household income is 28% higher than the total U.S. population. More importantly, of Asian household incomes are over $100K per year! ·· 50% of Asian Americans over the age of 25 have earned Bachelor’s Degrees Asian Americans have higher income and have the greatest potential for continued income growth because of higher educational attainment · $544 BILLION in buying power and projected spending in 2015: $775 BILLION 32

Las Vegas Agent Magazine • May/June, 2014

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Local Housing Statistics GLVAR reports slight dip in Southern Nevada home prices Statistics released by the Greater Las Vegas Association of REALTORS®

After appreciating steadily since early 2012, statistics released by the Greater Las Vegas Association of REALTORS® (GLVAR) show local home prices dipped slightly from March to April. GLVAR reported the median price of existing single-family homes sold in Southern Nevada during April was $192,000, down 1.5 percent from $195,000 in March, but still up 15.0 percent from $167,000 in April of 2013. The median price of existing condominiums and townhomes sold in April was $100,000, down 0.9 percent from $100,953 in March, but still up 17.6 percent from $85,000 one year ago. “We’re not surprised to see local home prices starting to level off a bit,” said GLVAR President Heidi Kasama, a longtime local REALTOR®. “The Las Vegas area has been among the national leaders in home price appreciation for the past two years. Prices have to balance out eventually.” Putting this into perspective, Kasama said existing local home prices are still well below their June 2006 peak of $315,000. Prices bottomed out at a median price of $118,000 in January 2012 before rising for a record 19 straight months until September 2013, then increasing more gradually since then. As for other trends, Kasama said so far, local home sales in 2014 are about 15 percent behind last year’s sales pace, though sales increased in March and April. And compared to one year ago, she said Southern Nevada now has more than twice as many homes available for sale without pending or contingent offers on them. GLVAR continued to track the transition from distressed to more traditional home sales, where lenders are not controlling the transaction. GLVAR has been reporting fewer short sales – which occur when lenders allow borrowers to sell a home for less than what they owe on the mortgage. In April, 12.4 percent of all existing local home sales were short sales, down from 12.9 percent in March. Another 11.4 percent of all April sales were bank-owned properties, down from 11.9 in March. Kasama said one of the reasons for the slide in short sales is uncertainty about whether Congress will vote this year to extend the Mortgage Forgiveness Debt Relief Act of 2007 that expired Dec. 31, 2013. If Congress doesn’t extend this law and make it retroactive to Jan. 1, she said “it can create a big tax hit for anyone who did a short sale in 2014.” She said REALTORS® are pushing Congress to extend this act for at

least another year. Unless Congress extends this act, as Nevada’s congressional delegation has proposed, any amount of money a bank writes off in agreeing to sell a home as part of a short sale starting in 2014 may become

taxable when sellers file their income taxes. The total number of single-family homes listed for sale on GLVAR’s Multiple Listing Service in April was 13,833. That’s down 0.8 percent from 13,944 in March and down 0.3 percent from one year ago. GLVAR reported a total of 3,697 condos and townhomes listed for sale on its MLS in April, down 0.1 percent from 3,701 listed in March, but up 6.1 percent from one year ago. By the end of April, GLVAR reported 6,420 single-family homes listed without any sort of offer. That’s down 0.8 percent from 6,470 such homes listed in March, but a 103.1 percent jump from one year ago. For condos and townhomes, the 2,264 properties listed without offers in April represented a 1.4 percent decrease from 2,295 such properties listed in March, but a 79.5 percent increase from one year ago. According to GLVAR, the total number of existing local homes, condominiums and townhomes sold in April was 3,215, up from 3,094 in March, but down from 3,789 one year ago. GLVAR said 41.4 percent of all existing local homes sold in April were purchased with cash. That’s down from 43.1 percent in March, and well short of the February 2013 peak of 59.5 percent. The median price of bank-owned homes sold in April was $159,000, down from $165,900 in March. The median price of homes sold as part of a short sale in April was $165,000, up from $164,500 in March. These GLVAR statistics include activity through the end of April 2014. GLVAR distributes such statistics each month based on data collected through its MLS, which does not necessarily account for newly constructed homes sold by local builders or for sale by owners. Other highlights include:

· The monthly value of local real estate transactions tracked

through the MLS during April increased by 3.1 percent for homes to more than $607 million. For condos and townhomes, the total value of all April sales was nearly $83 million, up 8.2 percent from March. Compared to one year ago, total sales volumes in April were down 5.0 percent for homes and down 16.5 percent for condos and townhomes.

In April, 67.1 percent of all existing local homes and 63.9 percent of all condos and townhomes sold within 60 days. That compares to March, when 62.8 percent of all existing local homes and 59.0 percent of all condos and townhomes sold within 60 days.

About the GLVAR

GLVAR was founded in 1947 and provides its more than 11,000 local members with education, training and political representation. The local representative of the National Association of REALTORS®, GLVAR is the largest professional organization in Southern Nevada. Each GLVAR member receives the highest level of professional training and must abide by a strict code of ethics. For more information, visit www.HomeLasVegas.com or www.lasvegasrealtor.com.

Greater Las Vegas Association of REALTORS® March 2014 Statistics Single Family Residential Units AVAILABILITY AT END OF PERIOD # of available units listed Median list price of available units Average list price of available units

*AVAILABILITY AT END OF PERIOD # of available units listed w/o offers Median list price of available units w/o offers Average list price of available units w/o offers

Condo/Townhouse Units

Change from Change from Mar 14 Feb 14 Mar 13 13,944 +2.3% +1.8% 199,000 +2.2% +29.1% 298,848 +1.6% +18.7%

$ $

Change from Change from Feb 14 Mar 13 6,470 +2.4% +127.9% 245,000 +6.5% +4.3% $ 401,696 +2.3% -23.3% $

Mar 14 $ $

Change from Change from Feb 14 Mar 13 3,624 +18.0% +17.2% 219,990 +4.8% +25.7% $ 289,083 +0.6% +15.3% $

Mar 14

NEW LISTINGS THIS PERIOD # of new listings Median price of new listings Average price of new listings

$ $

Mar 14

UNITS SOLD THIS PERIOD # of units sold Median price of units sold Average price of units sold

2,538 195,000 231,952

$ $

TIME ON MARKET FOR UNITS SOLD THIS PERIOD 0-30 days 31-60 days 61-90 days 91-120 days 121+ days TOTAL HOME SALES DOLLAR VALUE FOR UNITS SOLD THIS PERIOD

Mar 14 47.0% 15.8% 10.3% 8.9% 17.9%

Change from Change from Feb 14 Mar 13 +26.4% -14.2% +2.6% +21.1% $ +3.1% +16.9% $ Feb 14

Mar 13

43.5% 16.7% 12.9% 9.9% 17.1%

56.2% 12.1% 8.7% 7.1% 16.0%

Change from Change from Feb 14 Mar 13 588,693,527 +30.3% +0.3% $ Mar 14

Mar 14 3,701 99,900 203,961 Mar 14 2,295 109,900 257,527 Mar 14 940 109,995 200,221 Mar 14 556 100,953 137,551

Change from Change from Feb 14 Mar 13 +3.9% +7.2% +0.0% +26.5% +1.6% +17.7% Change from Change from Feb 14 Mar 13 +3.8% +88.3% +1.8% +0.8% +2.9% -16.3% Change from Change from Feb 14 Mar 13 +19.3% +21.3% +1.6% +29.4% -5.6% +4.3% Change from Change from Feb 14 Mar 13 +9.0% -18.6% -1.8% +26.0% -5.3% +8.1%

Mar 14

Feb 14

39.9% 19.1% 12.9% 8.1% 20.0% Mar 14 76,478,398

35.9% 17.8% 15.5% 9.4% 21.4%

Mar 13 56.7% 15.2% 8.1% 6.1% 13.9%

Change from Change from Feb 14 Mar 13 +3.2% -12.0%

*This category reflects the existing market availability of listings without pending or contingent offers.

Greater Las Vegas Association of REALTORS® April 2014 Statistics Single Family Residential Units AVAILABILITY AT END OF PERIOD # of available units listed Median list price of available units Average list price of available units

*AVAILABILITY AT END OF PERIOD # of available units listed w/o offers Median list price of available units w/o offers Average list price of available units w/o offers

NEW LISTINGS THIS PERIOD # of new listings Median price of new listings Average price of new listings

UNITS SOLD THIS PERIOD # of units sold Median price of units sold Average price of units sold

$ $

Change from Change from Mar 14 Apr 13 6,420 -0.8% +103.1% 249,900 +2.0% +4.6% $ 409,715 +2.0% -16.9% $

Apr 14 $ $

Apr 14 3,397 220,000 282,699

$ $

Change from Change from Mar 14 Apr 13 -6.3% -2.9% +0.0% +22.2% $ -2.2% +16.8% $

Change from Change from Mar 14 Apr 13 2,615 +3.0% -14.4% 192,000 -1.5% +15.0% $ 232,125 +0.1% +10.9% $

Apr 14 $ $

TIME ON MARKET FOR UNITS SOLD THIS PERIOD 0-30 days 31-60 days 61-90 days 91-120 days 121+ days TOTAL HOME SALES DOLLAR VALUE FOR UNITS SOLD THIS PERIOD

Condo/Townhouse Units

Change from Change from Apr 14 Mar 14 Apr 13 13,833 -0.8% -0.3% 200,000 +0.5% +25.1% 304,700 +2.0% +19.6%

Apr 14 49.9% 17.2% 9.3% 6.1% 17.5%

Mar 14 47.0% 15.8% 10.3% 8.9% 17.9%

Apr 13 61.4% 12.3% 7.0% 5.1% 14.2%

Change from Change from Mar 14 Apr 13 607,007,346 +3.1% -5.0% $ Apr 14

Apr 14 3,697 99,900 200,485 Apr 14 2,264 109,700 252,061 Apr 14 873 110,000 170,563 Apr 14 600 100,000 137,918

Change from Change from Mar 14 Apr 13 -0.1% +6.1% +0.0% +24.9% -1.7% +14.9% Change from Change from Mar 14 Apr 13 -1.4% +79.5% -0.2% +2.0% -2.1% -17.2% Change from Change from Mar 14 Apr 13 -7.1% +0.1% +0.0% +22.2% -14.8% +4.8% Change from Change from Apr 13 Mar 14 +7.9% -18.4% -0.9% +17.6% +0.3% +2.2%

Apr 14

Mar 14

44.7% 19.2% 14.3% 6.2% 15.7% Apr 14 82,750,642

39.9% 19.1% 12.9% 8.1% 20.0%

Apr 13 58.8% 16.5% 7.1% 4.9% 12.8%

Change from Change from Mar 14 Apr 13 +8.2% -16.5%

*This category reflects the existing market availability of listings without pending or contingent offers. Source: Greater Las Vegas Association of REALTORS® For media inquiries, please call George McCabe, with B&P Public Relations, at (702) 325-7358.

DISCLAIMER: This data is based on information from the Greater Las Vegas Association of REALTORS® (GLVAR) Multiple Listing Service (MLS). This information is deemed reliable but is not guaranteed. MLS collects, compiles and distributes information about homes listed for sale by its subscribers who are real estate agents. MLS subscription is available to all real estate agents licensed in Nevada, but is not available to the general public. Not all licensed agents subscribe to the MLS. MLS does not include all new homes available or listings from non-MLS agents, nor does it include properties for sale by owner. The territorial jurisdiction of the GLVAR as a member of the National Association of REALTORS® includes Clark, Nye, Lincoln and White Pine Counties, Nevada, and such other areas as from time to time may be allocated to the GLVAR by the Board of Directors of the National Association of REALTORS®.

Las Vegas Agent Magazine • May/June, 2014

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