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Created Exclusively for the Las Vegas Real Estate Agent
CONTENTS About International 4 Facts Home Buyers
COVER STORY
Tamara Larisa Tyrbouslu
Versus Selling 6 Listing Mike Ferry PUBLISHER
Melodie C. Miller publisher@LVAgentMagazine.com
Designation 8 GREEN Scholarships Back By Demand Annete Bubak
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How To Become Productively Generous Adam M. Grant
COPY EDITOR
Melanie Cardano ceditor@LVAgentMagazine.com
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What’s happening At NVAR Kolleen Kelley
GRAPHIC DESIGN
Staci Buck
12
Selling Property In Probate
14
Moving Joys . . . And Woes!
Robert L. Bolick
Terrence L. Clayton
art@LVAgentMagazine.com
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BRANDY WHITE ELK
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NAHREP Newsletter
The Great Debate: Zillow, Trulia & Homes.com Ryan King
PHOTOGRAPHY
Jamie Thomson
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jlthomson85@gmail.com 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.
Copyright© 2014. All Rights Reserved
How To Maintain Your Shower Mike Klimeck
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Want to make a difference? Get involved. JC Melvin
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GLVAR Housing Statistics
HEALTH CARE EXPRESS
IS HERE!
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READ ALL ABOUT IT ON PAGE
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Three Little Words To Achieve A Conversation Breakthrough Dr. Loren Ekroth
LAS VEGAS AGENT MAGAZINE: 702-530-5033
Facts about International Home Buyers By: Tamara Larisa Tyrbouslu
L
as Vegas is the 3rd most searched U.S. cities on the Internet from investors outside of the United States, according to Realtor.com/International (Los Angeles is first, Miami is second). While real estate purchases by foreign nationals and foreign entities are not currently tracked in Nevada, there are enough soft data to suggest that Las Vegas continues to be an attractive place to invest for both domestic and foreign investors.
Resident Foreigners: clients who are recent immigrants (in the country less than two years), or temporary visa holders residing for more than six months in the U.S. for professional, educational, or other reasons.
59% of the clients came from past clients or personal/professional referral sources. 19% came from online marketing 14% from localized marketing (signs, print ads, open houses).
business. Include at least one of each: a lender, banker, immigration attorney, asset protection attorney, tax accountant, title/escrow representative, business broker, commercial agent, concierge service, and a translator/ Of those who did not purchase, they interpreter if necessary. cited exorbitant closing costs and taxes With Canadians, Las Vegas is as the main issue and not finding a the most searched city, followed by property as a secondary issue. Detroit. So, it would be a wise business
These two groups are practically equal in their participation in the housing market, adding up to almost 8% of the purchases made across the country. However, their Foreign investors continue to representation is concentrated in assess proximity to their home some key states: Florida, California, country and ease of travel as Arizona and Texas. important factors inf luencing The National Association of their decision-making on where to Additional highlights of this REALTORS® 2014 Profile of purchase. report: International Home Buying Activity reveals that an estimated $92.2 Billion How does this information The mean ($396,180) and median was invested in residential properties ($268,284) sales price is significantly translate into best practices for real for the 12 month period ending in higher for international buyers estate professionals to incorporate? March 2014. Data was consolidated than domestic buyers ($246,417 First, build strong, personal and from a random sample of 100,000 mean/$199,575 median). professional relationships with REALTORS® surveyed, of which The average purchase price of people across the globe. 3,547 responded. This is not hard data, relying on the responses of agents investors from China is the highest, Second, enlighten them on your who may or may not actually track followed by those from India, the marketplace and the services you their transactions. It is at least a good United Kingdom, Canada then Mexico. provide. indicator as to the trends regarding origin, destination and buying preferences of international clients. NAR has been tracking international home buying activity since 2007 and this annual report serves as a reference point for global industry leaders.
This study also exposes the barriers of entry for foreign investors into the US marketplace and opportunities for the REALTORS® who serve them. What is considered an international client according to this profile? There are two categories: Non Resident Foreigners: foreign clients with permanent residences outside of the U.S. – these clients typically purchase property for investments, vacations, or visits to the U.S. of less than six months.
Approximately 60% of purchases are made in all cash, mostly because it is a challenge for foreigners to obtain financing due to lack of U.S. credit history and lending requirements.
Third, educate them on the true total costs of buying and maintaining real estate in your marketplace. Include examples on how your marketplace compares to competing markets ex: Las Vegas 42% reported that they intended verses Phoenix or Los Angeles. to use their property as a primary Fourth, have some financing residence. Uses include international options available from hard money students enrolled in higher education to conventional lending. in the U.S. and professionals Fifth, promote to locations abroad relocating for business. that have direct flights into your About half preferred suburban market. Know the difference in areas, a quarter in central city and buying between these two cities, urban areas and 13% located to so you understand your clients’ resort areas. perspectives. Real estate customs are local and are very different from one 56% of the investors chose to city/town/county/state to the next, let purchase in the U.S. because of the alone from one country to the next. security and profitability of U.S. properties, 37% referenced that the Sixth, put a team together to help U.S. is simply a desirable location. support you in expanding your
practice to compare the Detroit market to Las Vegas when advertising Las Vegas property in Canada. It would also be a good idea to have an excellent REALTOR® in Detroit to refer overflow leads to as needed.
Aust ralians are also ver y interested in Las Vegas, which shows up as their fourth most searched destination, after LA, NYC and Detroit. Making connections with real estate professionals and financial advisors in Australia who are open to referring clients outside of their country would be a valuable way to attract Australian investors. Las Vegas also shows up in fourth place with residents of Russia, after LA, Orlando and Houston. Making connections with Russian organizations locally may be a good opportunity to explore that potential market; possibly partnering with a Russian-speaking professional if that is not a language you speak. Do not let language limit you from capitalizing on this expanding market-share; rather, adjust your business model to serve growing trends. Mastermind with your fellow real estate professionals for more ideas and opportunities. To download the complete report referenced above, go to Realtor.org/Global and for additional education and connectivity, attend a GLVAR Global Business Committee meeting or event.
*Suggested Reading - The World is Flat by Thomas Friedman
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 Tuesday mornings at 9:30am 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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LAS VEGAS AGENT MAGAZINE | September/October 2014
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LISTING VERSUS SELLING By: Mike Ferry
E
very agent in the Real Estate business has a number of options that they face every day. Should I work today or not? Should I follow my plan or not? Should I prospect or take another day off from that activity? Should I follow up on the leads I have or wait for them to call me? Should I call and prequalify my prospect or just go out and meet with them? Should I use a strong pre-planned presentation or just go out and wing it? These are all obvious options that everybody has and I’m convinced that the level of productivity depends upon how you choose to answer. One of the options is obvious… should I spend my time as a Real Estate salesperson listing property or should I spend my time selling property? Both activities lead to various levels of production and income, but the very basic skill sets to be good at either one are completely different. I ask audiences all the time… “Is it easier to sell a home to a buyer or is it easier to list a home for sale?” Ninety percent of every audience says it’s easier to list homes for sale. This always makes me smile and then I ask… “If it’s easier to list homes for sale, why don’t you take listings all the time? And why do you spend so much time with buyers… if it’s so much harder?” I believe (and I would say that the majority of all
the good producers in Real Estate would support me on this) that selling a home is many times easier to complete than listing property. Why? Because for the vast majority of agents and buyers, it is virtually a no-talent or low-talent process. You find a buyer somewhere… your lender prequalifies them, you discover they can afford to buy a home for X amount, you take them to a house, open the front door, they walk in and tell you they love it and want to buy it. Look at the process of listing property. In most cases, you have to go out and find potential sellers… there is going to be a lot of competition when you find one, which means your lead follow-up skills have to be improved. You absolutely have to prequalify or you’ll be wasting tremendous amounts of time and then you better be razor sharp at your listing presentation or they’re going to overprice the property, ask you to cut the commission, or simply list with somebody else. Here’s a thought for you… Look at your basic sales skill level and see if the skills you have allow you to list property in high volume, meaning take 50 listings or more per year. You and I both know in today’s society, if you take 50 listings a year, you’re probably going to have 40 good, solid closings. In essence, you have to take a listing a week, which all of you can do… if you learn the skill set to make it happen. Yes, it’s more work, but it’s also a lot more productive and profitable.
Mike Ferry is the founder of The Mike Ferry Organization, the leading Real Estate Coaching and Training Company. Mike has been involved in sales and management for more than forty years, earning an unmatched reputation for success built on a foundation of hard work, dedication to his personal goals, and an unwavering commitment to his clients and their success. Mike is recognized by the National Association of Realtors® as one of the most influential people in the entire Real Estate profession. As the foremost expert on Real Estate sales techniques, training and motivation, Mike and his company lead dozens of seminars and retreats every year. Real Estate agents, mortgage professionals’ title representatives, and business executives alike have increased their production and profits because of the Real Estate selling skills and mindset they have learned through Mike Ferry.
For more information or to reach Mike, please write to mike.ferry@mikeferry.com or call 1-800-4480647. www.mikeferry.com
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LAS VEGAS AGENT MAGAZINE | September/October 2014
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to the first 100 registrants. The *scholarship offers savings for n 2013, Greater Las Vegas 2014 attendees, the cost is normally Association of REALTORS $375 and now, only $75 for all three (GLVAR) and Reno Sparks courses (15 CEU credits). Association of REALTORS To obtain and use NAR’s Green (RSAR) offered the NAR GREEN Designation in partnership with Designation, three (3) requirements the GREEN Alliance, NV Energy must be fulfilled: who sponsored scholarships for Complete the following courses approx. 70 attendees. This emerging and pass each exam with a score of designation is capturing the interest 80 percent or higher; of REALTORS as it addresses the increasing demand for knowledge GREEN 100: Real Estate for a and resources of both new and Sustainable Future – Awareness and existing sustainable homes. GREEN Comprehension Designated REALTORS position GREEN 200: The Science of Green themselves with a leading edge in Building – Research and Insight today’s green real estate platform. GREEN 300: Greening Your Real Back by demand, GLVAR is Estate Business – Application Skills offering the designation course on November 21, 24, & 25. This What is driving the demand for this opportunity is limited and available popular designation? The answer
By: Annette Bubak
I
is straightforward, the demand for green is growing. As awareness about the benefits of sustainable homes increases, NAR Green Designee learns how to distinguish fact from fiction, cost savings and energy efficient technology, increased value and green ratings, health benefits and green design, green incentives, green living and more!
as it is my way of sharing decades of knowledge gained through my career. It is extremely fulfilling as I hear the positive comments from new GREEN Designees. It is my hope that you will take advantage of this opportunity and join us in November.
How to register: www.LasVegas Realtor.com/education or call GLVAR Education Department at According to NAR’s GREEN 702.784.5051. Resource Council, “Green isn’t just a As the president of the GREEN trend; it’s a movement. The National Alliance, we understand the Association of REALTORS® believes importance of offering affordable that every step toward a greener, more opportunities for updated GREEN sustainable environment is a step in certifications and designation training the right direction. Whether you›re courses. Look for additional courses looking to green your home, your provided in collaboration with business or your life, a NAR Green GREEN Allies such as GLVAR, Designee can help. RSAR, CAN, NAMP and AI, as we I have the pleasure of teaching this continue to fulfill the demand for course to my fellow REALTORS GREEN education.
*Scholarships are provided to the members of GLVAR through the effort of the GREEN Alliance’s High Performance Home & Building Education Series. A huge thank you to our supporters — NV Energy and Southwest Gas.
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
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LAS VEGAS AGENT MAGAZINE | September/October 2014
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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HOW TO BECOME
PRODUCTIVELY
GENEROUS By: Adam M. Grant
I
n Western culture, many people define success narrowly as money and power. In her uplifting book, Thrive, Arianna Huffington argues that this leaves us sitting on a two-legged stool, which will tip over if we don’t add a third leg. She makes a passionate case, supported by science, for expanding our definition of what it means to succeed. One of her new metrics is giving: a truly rewarding life involves contributing to and caring for others.
1. Giving is not about being nice.
Most people confuse being generous with being nice, but research shows that they’re separate qualities. Being a nice person is about courtesy: you’re friendly, polite, agreeable, and accommodating. When people think they always have to be nice in order to give, they fail to set boundaries, rarely say no, and become doormats, letting others walk all over them. Productive givers focus on acting in the long-term best interests of others, even if it’s not pleasant. They have the courage to give the critical feedback we prefer not to hear, but truly need to hear. They offer tough love, knowing that we might like them less, but we’ll come to trust and respect them more.
Ironically, they’re also less likely to stick with helping and volunteering over time, because they’re too exhausted to keep giving.
Adam is a Wharton professor and the author of Give and Take: Why Helping Others Drives Our Success. His Twitter handle is @ AdamMGrant, his free newsletter is at www. giveandtake.com, and his dentist is Michael Smith, DDS. Reprinted from LinkedIn, with Adam’s kind permission
Instead of endorsing myths about giving, leaders can teach employees what the productively generous know:
Successful givers secure their oxygen masks before coming to the assistance of others. Although their motives may 1. Nice guys may finish last, be less purely altruistic, their actions but good guys finish first. prove more altruistic, because they give more. As the psychologist Mark 2. Whereas the selfless give Snyder writes, “Ironically… it may until it hurts them, and the be those volunteers who themselves selfish give only when it are motivated by the most selfish of helps them, the sustainably motivations who, in the long run, end generous give when it helps up offering the greatest benefits to others but doesn’t hurt them. other people.” This doesn’t mean that 3. Receiving is necessary for they expect anything back from the giving — and if you never ask, people they help. It simply means that you deprive the people in your when they give, they keep their own life of the joy of giving. interests in the rearview mirror. The productively generous choose to help in ways that are energizing rather than when you need it, and maintaining a willingness to pay it back or forward. exhausting.
3. It’s not about refusing help from others.
The clearest distinction between failed and successful givers is the willingness to seek and accept help. When people focus on giving, they often become fearful of asking. They don’t want to burden or inconvenience others 2. It’s not about altruism. — they want to be givers, not takers. In the eyes of many people, giving Sadly, this leaves them suffering, doesn’t count unless it’s completely because they lack the support of others. selfless. In reality, though, The productively generous giving isn’t sustainable when it’s completely selfless. For example, recognize the difference between taking and receiving. Taking is using studies reveal that people who others solely for personal gain. give altruistically — with After studying these dynamics Receiving is accepting help no concern for their own for the past decade, it turns out that interests — are prone to there’s hope. In Give and Take, burnout and depression. I discovered that although many people give at their own expense, there’s a group of people who are productively generous. How do they give without compromising their well-being and falling short on traditional measures of success? They reject three common beliefs about giving. As leaders, it’s part of our job to debunk these misconceptions. I love this message. It’s a powerful call for us to become more generous and compassionate. Unfortunately, when people answer this call, they sacrifice their own success. Burning the midnight oil for other people, they fall behind on their personal responsibilities, and burn out. Reaching down to help people climb up the ladder, they get stepped on — and sometimes squashed.
ON THE ROAD TO THRIVING
Along with giving, Thrive is about three other pillars of a successful life: well-being, wisdom, and wonder. All of these pillars can be side effects of productive giving. Helping effectively can boost our well-being by strengthening relationships and injecting meaning into our lives, revitalizing us rather than draining us. It can make us wiser, allowing us to advance the common good without becoming martyrs. And it can free up time to be amazed by the wonders around us. “If our life’s journey is to evolve as human beings,” Arianna writes, “there’s no faster way to do it than through giving.”
Financial Times, and the Wall Street Journal — as well as one of Oprah’s riveting reads, Fortune’s must-read business books, Harvard Business Review’s ideas that shaped Author of GIVE AND TAKE, a New York management, Forbes’ most dynamic social Times bestseller translated into more than innovation initiatives of the year, and the two dozen languages and named one of Washington Post’s books every leader Recognized as Wharton’s top-rated 2013’s best books by Amazon, Apple, the should read.
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professor, one of BusinessWeek’s favorite professors, one of the world’s top 40 business professors under 40, and one of Malcolm Gladwell’s favorite social science writers.
“Giving and receiving arise from the same free and generous source,” reflects Arianna’s sister, Agapi Stassinopoulos, in her moving book, Unbinding the Heart. “We do have the right to ask, but we must give the person we are asking the option to respond the way he or she wants to respond — we must keep that door open.” If we never receive, we limit our abilities to give.
LAS VEGAS AGENT MAGAZINE | September/October 2014
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WHAT’S HAPPENING AT NVAR By: Kolleen Kelley
are not familiar with the initiative.
Y
We have also been working on making sure that the National Association of Realtors core standards are being met by all local associations. Certain value added items must be presented by the local associations, or given to them by the state association. Many small associations across the country will have to merge with other nearby associations to accomplish these core standards for their members. I am pleased to report that Nevada is in line with all of the requirements.
our state association continues to be very active in the defeat of the Margin Tax question 3 on November’s ballot. Our team has been out in the community talking to real estate companies and explaining the negative impact that this issue could have on the financial stability of the real estate profession in general. We support having an excellent school system, but this initiative does not accomplish that and is greatly flawed and unfair. Should this bill pass, the legislature cannot touch it or change it for 3 years. This initiative will have a great negative financial impact on many real estate companies and also to the agents. Please call the association and ask for a presentation if you
in the formulation stage at this point. Many years, we only monitor bills brought forward by other entities. We are also interviewing candidates who will be on the ballot this November to see where they stand on our realtor issues. This is done both north and south in Nevada.
Kolleen Kelley 2014 NVAR President vegaskelley@ aol.com
We will be wrapping up the year after the elections with installations of the next year’s leadership throughout the state. Each year brings new minds with fresh ideas and adds to our On these off legislative years, your profession for the better. state association looks at the issues For information on at the local level and strategizes on what we will need to do to correct NVAR, please contact or add bills that go forward to the our CEO; Teresa McKee at legislature for passage. We are still 1-800-748-5526. September/October 2014 | LAS VEGAS AGENT MAGAZINE
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SELLING PROPERTY IN PROBATE By: Robert L. Bolick, Esq. Have you ever listed a property after the death of someone listed on the title? For example, a hypothetical person, Mary Jones, recently passed away and Mary’s kids now want to sell the property. What do you do? What are the potential problems?
Who signs the listing agreement? If you are selling property, you obviously need the owner to sign the listing agreement. Where the owner, Mary, is now deceased, who has the authority to contract with you? Can you just use the personal representative or beneficiaries listed in Mary’s will? Can you use the signature of just one person, or do you need all the parties to sign, for example? What if Mary didn’t have a will? The bad news is that the moment Mary died, her property is now subject to the jurisdiction of the probate court. Nothing happens unless you get a court order. So here’s the process: If Mary had a will, and named her daughter Sally as the Personal Representative (PR — formerly known as an Executor), Sally needs to prepare and file a petition to admit the will into probate and get herself appointed as the Personal Representative of the estate. After Sally has been appointed, she now can legally act on behalf of the estate and has the proper authority to execute a listing agreement with you. If Mary died intestate (without a will), the same procedure must be followed, i.e. Sally prepares and files a petition to get herself appointed as the Administrator (same as a PR) of the estate. The only difference is that if Mary died intestate, Sally must be a Nevada resident. Under a will, Sally need not be a Nevada resident to be appointed as the PR of the estate.
How do you know if a given person has the proper authority to execute the listing agreement and legally bind the estate? Fortunately, this is public record. You can go online at www.clarkcountycourts.us/ caselookuplinks.htm and check the court records for the Estate of Mary Jones. If the court has in fact appointed Sally as the PR of the estate, there will be an order indicating such and Letters Testamentary will be issued in Sally’s name. You will want to get a copy of the Letters Testamentary from Sally or from the court for your files. So you now have a listing agreement executed by Sally on behalf of the estate. So far, so good.
Are there any particulars you need to be aware of in entering into a contract to sell the property? Oh yes. You can’t just set a closing date whenever the buyer would like to purchase the property and Sally would like to sell it. That would be far too simple and easy. No property can be sold unless and until the court approves a sale. Sound complicated? It is. You should disclose in your agreement with the buyer that the agreement must be approved by the probate court before the property can be sold. Worse yet, by law, the judge must accept higher offers in open bidding in court. So even if you have a contract for sale with a willing buyer, the buyer cannot be sure that his or her contract will stand. It can be overruled by a higher bid.
What comes next? After the purchase and sale agreement is executed, you next need to have the PR petition the court for a hearing to approve the sale of the property. Sally’s attorney would typically prepare and file this petition. All interested parties should be notified of the hearing. You should be sure the buyer is notified of the hearing and the fact that the property will be subject to open bidding. The Probate Commissioner will call the case and ask if there is anyone interested in bidding on the property. He will accept bids in open court. He will enter an order awarding the sale to the highest bidder, which can be the buyer under contract or any third party. The successful bidder, if different from the buyer on the contract, essentially acquires all rights and duties under the contract, except that it’s a higher purchase price. The new buyer is required to close at the same time and under the same terms and conditions set forth in the contract. If he doesn’t, he’s personally liable and the court can enter a judgment against him. Finally, the Sale. After the court approves the contract, the parties can proceed to close as set forth in the contract. Sally will need to provide escrow with a certified copy of the order approving the sale. Finally, Sally as the PR of the estate, will execute and deliver a PR’s Deed conveying title to the buyer. For all of you brave enough to venture into the world of probate sales, best wishes on a smooth transition through the process and a happy outcome for all!
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 Martindale-Hubbell, 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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LAS VEGAS AGENT MAGAZINE | September/October 2014
Robert L. Bolick, Esq. Durham Jones & Pinegar 10785 West Twain Avenue, Suite 200 Las Vegas, NV 89135 (702) 870-6060 rbolick@djplaw.com
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Moving joys… and woes! By: Terrence L. Clayton
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by both back doors which led out to the patio, around the fireplace and in both the master and guest baths. Walls needed major repairs from being lined with a multitude of shelves housing all of their “treasures.” All outdated flooring, cabinets and counters needed to be replaced.
recently got a dose of my own medicine! Many times, when moving into a new home, we decide to renovate to make it our own. In an attempt to keep clients calm, I will always say things like, “It’s not the end of the world!” “It’s only temporary!” or Knowing the stress of living in a “Once it’s done and the mess is cleaned “work zone,” I wanted everything or at up, you’re going to love it!” least most of the work to be done prior Those words would haunt me for to moving in. As luck would have it, nearly six weeks. We had purchased our home sold quickly, for cash, so a home previously occupied by we had to move out sooner than we “hoarders.” Most would have turned planned to. Here is when the stress and ran when the front door opened. level increased. We know that moving However, it was a great location and by itself is stressful, but packing one the house had a wonderful house, working in another and trying floor plan. to work to pay for it all… “Poor Me!” Fortunately, I could see I have done enough projects for beyond all the “crap” and clients to know that no matter how dirt hiding in each room. ready and organized you are… expect I did make a comment to the unexpected! Delays with permits, the listing agent who said, inspections and special orders are “You should have seen it common place. Sometimes, when before I decluttered and repairing, you find more things to be cleaned!” I knew there repaired. Our first instinct as home would be lots of work owners when the unexpected ahead, but could see the happens is to see $$$ and end result. the stress level go up! Once all the “crap” was I kept reminding removed and we walked myself of my through the house trying famous quotes to to assess what needed to my clients… be done… reality set in. Our inspector noted that there was water damage
yeah right! Who am I kidding? Not having a master bath for four weeks, all upholstery covered with plastic (Grandma, I miss you!) and multiple strangers parading through my home for nearly six weeks does test one’s nerves.
know your clients will appreciate your honesty, I know I did!
Seeing the wonderful daily progress, I tried to be extra polite to all the workers. Remember, they aren’t there to stress you out, just get the job done as fast as possible. They, too, are probably stressed having a foreman pressuring them to get done and onto the next job.
Fortunately, our agent knows me very well and that I’m a l w a y s ready for a challenge. So, for us, the house itself wasn’t the big issue, but the location was. He found us a great home in a beautiful community in the part of town that we wanted.
Once I saw that room by room we were nearing the finish line, the stress level lowered. I kept telling myself, “So you have to walk down the hall to use the guest bath!” “So you’re not able to unbox everything!” “So all the construction dust is like talc and covering everything!” For those of you who have never experienced this, you need to know for your client’s sake.
Now that we have settled in and all but a few decorating projects are complete, thinking about it, those six weeks went by fast. All of us stress over minor things daily. We need to remember to look at this crazy world that we live in and tell ourselves, “Don’t sweat the small stuff!”
There are still many foreclosures out there that were stripped and or destroyed or just neglected. If you have clients willing to take on such projects, now you have an idea of what they will be going through. I think encouraging them, but also making them realize it will not be easy, will reflect well on you as an agent. I
Te r r e n c e 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 and by phone: Office: 702-655-3888/ Cell: 702-373-3888. Follow him on FACEBOOK.
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LAS VEGAS AGENT MAGAZINE | September/October 2014
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THE GREAT DEBATE: Zillow, Trulia & Homes.com Helpful or Harmful to Realtors By: Ryan King
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have been knee-deep in this subject for the past two years. I acknowledge the power of these third party sites, which on the surface are very good tools. There are points which demonstrate value for consumers, and there are counterpoints. Let’s take a moment to examine them. n
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The more a seller’s property is marketed, the better the odds are for obtaining a buyer for the property. As REALTORS, we are bound by ethics to represent the best interests of our clients. It appears to be in everyone’s best interest to syndicate to as many platforms as possible. REALTORS® can purchase a zip code, get leads, and close deals. Seems simple, right? As an entrepreneur, I respect what they have done. There was a shift in our industry and these third party entities recognized a consumer need and capitalized on that opportunity. The question is: How does this affect us, as REALTORS? I’ve been on the syndication page and have spoken to many fellow brokers about this subject. When I finally grasped the importance of syndication, my initial thought was, this is a re-enactment of the ouster of Blockbuster Video, Virgin Records and the likes. I was alarmed. How did we, as REALTORS, allow this to happen to our industry? I felt we had opened the door for our own professional destruction, and I wanted to go in, guns blazing, to protect our trade at all costs. After more discussion with other brokers and REALTORS, I developed a clearer understanding for the need of these services. One must fully grasp the intricacies of our real estate industry, its REALTORS, brokers and its politics. The choice to syndicate, not to syndicate, or regulate isn’t a simple decision to make. This affects our buyers, sellers, REALTORS, brokers and lenders. For example, a larger brokerage of 200-plus agents with roughly a quarter of them advertising with third
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provide a better presence for the client, but in some cases, it is misused. What this has caused is a perceived decrease of relevancy of the REALTOR to consumers in a real estate transaction. Additionally, third party sites are pushing REALTOR sites further away from top placement on search engines with incorrect or archived data. Because these sites are not held to regulations and standards placed upon REALTORS – a standard where timely, accurate information must be maintained for the benefit of the consumer - the result is a feeding ground of inaccurate information consumed by the masses. The constant consumer guidance provided by REALTORS to correct these inaccuracies has become a nuisance. Furthermore, when a REALTOR makes the decision to purchase a third party site’s zip code for the purpose of lead generation, it perpetuates the cycle.
broker decision. When a broker decides to syndicate, they actually party sites may approach the situation pay to distribute data to Listhub.com, completely different than a smaller which is owned by Move.inc, which Realtor.com. brokerage of say, 20 agents. A few additionally owns n n n months back, while on the syndication Let’s discuss the inaccuracies and page, a survey was sent out to all touch again on the best interest of the brokers. Based on the info that was potential client. Have you ever been gathered, brokers still felt the choice to in a large room with a large number syndicate should be left to the broker. of people, told one person a message, Another conclusion derived from and by the time that the message the survey was that education on the was relayed back to you, it wasn’t subject is sorely lacking. even close to what was originally n n n said? That’s the regurgitation of data To fully comprehend syndication, published by third party sites utilizing you must have a basic understanding REALTOR data. How many times do of search engine optimization (SEO). we hear of REALTORS® getting calls n n n Google is one of the largest search on a property that is being marketed We have identified the problems, engines; an online phone book if you on a 3rd party site, long after it has now let’s go over some possible will. Instead of flipping through pages been sold. It is not uncommon to find solutions. To simply cut off the feed, we in a delimited order, you simply type a this even a year after it’s sold. Why do will need two things: Quality, unbiased description of what you are looking for these 3rd party sites keep these listings education for our REALTORS®, and and press search. The words you use to on there? More data on a website a replacement website that’s more describe what you’re looking for are boost that site’s internet ranking, so it informative, accurate and easy to broken up into “keywords.” Now, if you behooves them to let the information navigate. We control the data. The went to Google or Yahoo and searched double as fresh data. Moreover, third public has expressed a need for for movies and the results of your party sites are not bound by rules set quality, up to date information and search yielded a list of ice creameries, forth by the National Association of we, as professional REALTORS®, Google and Yahoo wouldn’t be the REALTORS, so they can choose to should be the ones presenting it. conglomerates they are today. Search display inaccurate or archived data. That being said, I propose we do a n n n engines find the best and most relevant massive overhaul of our consumer Another hot button issue is the websites and public documents that facing website - one that is built for reflect the keywords or description third party sites’ automated valuation REALTORS®, by REALTORS®, you entered in your search. Search model (AVM). Zillow recently that is accurate and supports us! Our engines have complex algorithms, each released stats on the accuracy of association can sell us zip codes for unique, that are constantly searching their Zestimate. The data show that a fraction of what is paid to 3rd party for the most relevant information, and over 86% of their Zestimates for Las sites and the money earned can go constantly evolving with technology Vegas are within 20% of the actual back to our association. Once that is and development techniques. A few sale price. That is a huge margin. successfully accomplished, we can components of the algorithms may They also gave the Zestimate two stop syndicating. If a seller does insist include: content/data, the time a user out of four stars for accuracy for Las that their listing should be on a 3rd Vegas. Zillow even states on their spends on a site, social media presence, party site, we, as REALTORS®, can site that the Zestimate “should not and authentic, verified backlinks. upload the listing to the site manually. be used for pricing a home.” n n n I am a fan of evolution, not our n n n Another very important question In summation, Brokers pay to give extinction. Let’s make our data work posed here is why third party sites their published data to these sites to for us; not against us! are popular, and what are the reasons they outrank REALTOR websites? Is it because they advertise on social Ryan King started his entrepreneur career at the age of media and spend millions of dollars eighteen in the web industry selling performance auto parts. In 2002 he sold that business to seek a career in on television ads? No, not exactly. real estate. In 2007, at the downturn of the real estate It has everything to do with data market, he began publishing the Foreclosure Magazine. they acquire – the same data brokers Two years ago Ryan opened King Realty Group and supply when listings are published is having the time of his life growing his business and to our local board multiple listing culture. To reach Ryan, please call 702-283-2880 or write service (MLS). Again, the choice to Ryan@Kingrealtyinc.com. to syndicate that information is a
LAS VEGAS AGENT MAGAZINE | September/October 2014
COVER STORY
Family IT’S ALL ABOUT
At home or at work, Brandy White Elk has a heart for inspiring others
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urrounded by vision boards, child size furniture and a plaque naming her Chief Visionary Officer from Who's Who, Brandy White Elk, founder and owner of Innovative Real Estate Strategies, epitomizes what it means to have “heart.” While she runs an extremely successful business, Brandy knows that family is the most important part of life. Her parents divorced when she was young and with circumstances as they were, she had to grow up too fast. Because of this, she wanted to make sure that she was around for her children to give them a stable childhood. She makes sure that she is out of the office by 6 pm every day and doing something with her family. She, along with wife and Director of Operations Terri, are expecting their second child this month, a little girl who will be named Rainha. Their first, a 4 year old son named Rohan, is already showing signs of being quite the little motivated and progressive thinker. Spending time at the family business often, Rohan gets lots of attention from staff and work family as well. “This child knows how well he’s loved!” Brandy laughs. Innovative Real Estate Strategies opened its doors in 2008 and espouses a culture of bringing back the human element. “We are a big family. We
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LAS VEGAS AGENT MAGAZINE | September/October 2014
do events together, charitable causes, work on creating and achieving goals together.” Brandy describes herself as a compassionate, hands-on leader who inspires her team to excel while still upholding the highest morals. She places a very strong focus on a well-rounded life. “I care about their families, spiritual development, personal development, and business development.” This being so integral to the company culture, Brandy has learned to “hire slow and fire fast,” looking for agents and employees who are all in alignment, do good business and treat people well. White Elk laughs, “It’s weird because I had a truly difficult, yet humbling time trying to find the right assistant. This was a huge lesson for me, to understand what I really needed in an assistant. After hours spent dissecting this with my Business Coach, I have a much better direction. I've been terrible at hiring an executive assistant for myself. What they write and what they say most often do not match their actions.” She places “the right fit” above a stellar sales record when hiring agents. Most companies look to see how many transactions they’ve closed. “I can build that. It's more important that they can handle the culture, be happy and be nice; we are all a part of the team.” There are several individuals working for Brandy who are the heartbeat to her company. “If they chose a different path, it would be like ripping an umbilical cord out. They have the same heart, drive and compassion.” She is energetically sensitive to the people she chooses to be around. Says Brandy, “You are most like the ones you surround yourself with and it’s paramount to be around positive people with the same goals and morals as you.” Brandy has also consulted with many Business Coaches & Feng Shui practitioners to ensure that the office is an optimal, positive and abundant environment. “Most brokers don’t reward agents and push them up. They just do sales meeting with, ‘these are numbers, get out there and sell’.” While there is a mandatory meeting for all staff members Wednesday mornings from 9 to 11 am, the goal is to foster teamwork and inspire her employees and agents to have full, abundant, and inspiring lives. For the first 15 minutes of their sales meetings, she plays Baroque music and “Team
you lose the life you’re accustomed to. I learned to live below my means, appreciate, not overspend and save... save… save for the future.” Brandy got started as a Realtor in 2003 after a bad experience with her own home purchase. She describes driving around with 3 different Realtors, one who was smoking in the car, a woman who had her 4 kids screaming in the back seat and a man, “just being an ass.” “If you guys are the representation of agents, I feel bad for me as the client.” She asked each of them how much they made in a year. When the answers ranged from 100k to 300k, she knew she’d found the right industry. Completely disgusted by their lack of professionalism and education, Brandy vowed to enter the business and outperform these socalled professionals. So she got her Real Estate license and started selling.
[ Cover shoot done at Clark County Wetlands Park ]
IRES” writes down their family, spiritual, personal and business goals for the week. After that, it's on to “Happy Things” to inspire the team. She then teaches something to improve their business such as the art of negotiation or how to be a Rainmaker before segueing into required broker updates. Each team member is then encouraged to share their “Ah Hah!” moment for the day. Borrowing from a Mastermind Training she attended, Brandy shared a video about Aaron Rallston, the hiker who fell down a rock quarry and had to cut off his own arm to survive, in one of her meetings. The video had both men and women openly weeping and reminds her team that nothing they did today could be as bad as cutting off their own arm to survive. It's become a bit of a joke around the office. “When something bad happens, I remind my employees that they don’t have to cut off their arm today; so it really isn’t that bad.” She refuses to let them dwell in a bad state of mind or to
create a negative environment. “Live inspired. If you are in here, you don’t have a choice.” Team members are rewarded for their positive attitude and their hard work. Brandy recently paid for 6 staff members and agents to go to Hawaii after winning a contest they all worked very hard to achieve.
Her first real estate job was with Coldwell Banker. “Bob and Molly Hamrick’s amazing training helps put newbie’s on the fast track to success and helped me get my brain where it needed to be. They’re great brokers and mentors.” She learned ways to be successful in the business but felt as if she was ready to make a change and learn new lessons. She went from broker to broker trying to find a business culture that would inspire and lead her in the right direction and the kind of success she yearned for. When short sales started stirring in 2005, Brandy personally felt the pain of owning a home that was significantly upside down, but gained the tough understanding of what decisions she, and others were now forced to make. After much research, trial, error, and some success with short sales, Brandy began her quest to help as many families as she could get through this process with the least amount of stress, and hopefully, the success of a full release of the mortgage deficiency and lien. She started door knocking in neighborhoods and reaching out to families in the valley who needed this help. “I was in the trenches with the families I served day and night, fighting with the banks to help these families.”
Originally from Klamath Falls Oregon, Brandy considers herself a “very hardworking and authentically compassionate woman.” She attended college in Eugene, Or and Sacramento, Ca, earning her Associates degree and then moving to Las Vegas in December of 2000. “I felt my marriage coming to an end and moved to Vegas because I needed a fresh start far away from the pain.” Thankfully, she earned a great last name, White Elk, out of the whole experience. She got an inspiring start in Vegas, only to get She started Innovative Real a severe knock down, like many, by the real estate market, which spiraled Estate Strategies in 2008 and into losing practically everything. became a crusader in short sales. “It’s a very cleansing lesson when “I cared about the people and September/October 2014 | LAS VEGAS AGENT MAGAZINE
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about rebuilding their financial wellness. I sat across kitchen tables and shared their emotions internally because I had personally experienced their pain.” Brandy and her team were relentless in their daily fight for justice for their clients. “It wasn't just about putting a sign in the yard to get the buyers.” Brandy developed a short sale team, 2 transaction coordinators and 3 people to do negotiations, who approached these transactions like she did, with compassion and conviction. “So many agents would just kick people out of their homes. I got people cash for keys. I would drive them to China and back to find them a home. I just wanted to get their short sale approved before the bank foreclosed.” Her team would work on BPO's and have 120 short sales and 80 REO's at any given time during the hay day.
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The pair believes strongly in the power of manifesting, writing and posting goals around the house and office as a reminder of our “WHY.” “Terri calls me her Florida Orange Tree and a Master Manifestor.” So what does Brandy want next? Now that her property management and auction platforms are running smoothly, REO’s are picking up and short sales are still trickling in, Brandy wants to shift her focus. “After so much time spent building a business, I want to get back to having a connection with the families I serve.” TOP: Client Appreciation & Three Square Food Bank Drive Picnic. BOTTOM: Aids Walk.
Brandy does her best to find a living Veterans, and Three Square Food Bank. “Often, we try to package up relative to give the legacy to. these happy moments and give these The company culture calls for memories as gifts to remember the connecting with people on a human good times,” says Brandy. level. They create face to face “I can’t see myself anywhere else,” relationships with handwritten notes, phone calls, and popping by to say Brandy says of both her company “Hello, How are you? We organize and wife Terri. The two met when client appreciation picnics and family Brandy was 3 months pregnant holiday parties as a company to show with Rohan. “The universe cleaned our gratitude for their love, support and the negative people out of my life referrals. We try to capture ’living the and brought Terri in. She brings good life’ during our events, by having amazing balance to everything.” a photographer and videographer Terri started as the receptionist present, recording our families coming and took over the front office, then together.” Another purpose of these took over REO accounts and all events is to support charitable causes operations. The personal relationship such as Toys for Tots, AFAN, US evolved organically. “She became
In the next 5 years, Brandy’s goal is to enhance the culture at IRES and to grow the company and multiply its production rate by 3. She is also focusing on building her luxury, traditional sales and investment departments. By growing the company in this capacity, it will give Brandy the opportunity to step back and spend more time inspiring and leading Team IRES. Brandy hopes to find an amazing assistant who has a strength in marketing, and to recruit at 20 to 30 more agents whose goals are to grow within a company of strong core values, with a positive successful culture and compassion for others. This will free up her time to become a bigger part of the community and give more back to families in need. However, the first order of business is putting a crib in the office.
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Innovative Real Estate Strategies (an LGBT and DBE certified company) now handles property management with over 250 accounts and flip properties, a process that Brandy is personally (and physically involved in). She spends part of her days inspecting auction properties and managing the processes from original acquisition through the rehab process & to a successful close of escrow. “I’m in the trenches, getting my hands dirty and cleaning up neighborhoods.” This gives her the opportunity to give back to the community and “pay it forward,” donating hundreds of dollars worth of furniture and fixtures each week that she finds in these flip properties that are purchased at auction. “So many times, we try and donate items to some local charities and they won’t take them. It breaks my heart because there are items that families in hard times could really use, it’s repurposing in the ultimate good.” At times, other things are left behind that aren’t appropriate for donation like a family member’s ashes or old pictures or coins. When that happens,
my best friend on the planet.” They were already running the business together, then living together and then, they became a couple. “Terri is a force of nature. To be with someone 24/7 and not want to kill them is a big deal. She's an amazing woman with a kind heart and the yin to my yang.” Brandy describes a scene from the movie Up. “I'm the house with the balloons, she keeps me grounded.” They’d been talking about having another baby for quite some time and Brandy always wanted Terri to experience the miracle of creating new life.
After so much time spent building a business, I want to get back to having a connection with the families I serve.
Brandy and the whole Innovative Real Estate family can be reached at www.IRESVegas.com or call 702.478.2242
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LAS VEGAS AGENT MAGAZINE | September/October 2014
HOW TO MAINTAIN
YOUR SHOWER
In many cases, it’s the caulking that fails and causes wall problems, lenty of homeowners call particularly if the damage is located with questions about why at the base of the wall. the wall of their shower Caulking is meant to create a appears to be soft. That typically means water has entered waterproof joint between your the wall and the surrounding area shower pan and the wall. Over time can swell up and cause shower tiles or due to poor initial installation, caulking cracks or peels away from to fall off the wall. the wall. If the drywall was installed The problem is usually not a too close to the shower pan, the plumbing leak. On some occasions, water easily will climb up the wall there’s a leak from the plumbing and cause it to bulge. inside of the wall. However, the cause Before you apply new caulk, usually results from a homeowner neglecting some routine maintenance. remove the old stuff. This can be tough because the old caulk can Some showers have water- be as hard as concrete. My tool of resistant greenboard, but it’s not choice is a thin metal putty knife waterproof. When drywall gets wet, (about $6), although a thin standard it’s like an old dry sponge waiting screwdriver will work -- just don’t for water. When water hits it, the scratch the surfaces. Work the blade drywall bloats. under the caulk on both the shower pan side and the tile wall side. Homeowners often neglect to repair cracked or missing tile grout, Sometimes, the old caulk and to replace the old caulking. will come out in one strip, and Water will find its way behind your sometimes, you have to ram the wall if you let it. Grout will crack blade into the caulk to break it off. and chip out, creating a void where You can use alcohol to clean the water can enter. surface thoroughly after removal. By: Mike Klimeck
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If you see a gap in the grout, fill it in. A box of grout will cost about $8. Mix it up with water and stuff it in the gap. Wipe off the excess with a wet sponge.
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I use a mildew-resistant silicone bathroom caulk (about $5 per tube) that remains flexible. By the way, don’t buy the caulking that you have to squeeze out like toothpaste.
LAS VEGAS AGENT MAGAZINE | September/October 2014
Start at one end of the shower pan and continue all the way around with no stops in between. Use slow and steady pressure on the trigger. You may have to twist the gun or change the angle to get the right look. Once you have the right look, keep a steady hand. I usually caulk the After you load the tube in the vertical seams first, if they need it. gun (doesn’t this sound exciting), The last step is smoothing out the use a utility knife with a sharp blade to cut the nozzle near the tip bead of caulk. Do this before the at a 45-degree angle. The opening caulk has had time to skin over. Wet should be about one-eighth of an your finger and lightly drag it over inch. Make sure the cut is smooth the fresh caulk without stopping. If with no burrs on the tip or your you have used too much caulk or bead of caulk will have grooves in too much pressure smoothing it out, it. Use a long nail or a piece of wire you will push it out and have excess and stick it down the hole to punch to clean up. through to the caulk. You can also try the rounded corner The key to a good-looking bead of a credit card to smooth the bead. of caulk is applying it consistently. The credit card also works well to You want a bead that doesn’t change scrape off the excess caulk or to get someone else to do the job for you. much in size or shape. Instead, buy a caulking gun (about $10) and the correct tube will load into the gun. You simply squeeze the trigger to dispense the caulk. This method gives you much more control over where the caulk is going than the toothpaste style.
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 Review-Journal & 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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WANT TO MAKE A DIFFERENCE? GET INVOLVED. There is nothing wrong with any of these roles and people tend to migrate ost of us played “follow the to the area they are most comfortable leader” when we were kids and with. In most cases, people will that seems to be one of the games that congregate in the area where their go away as we grow up… or… is it? friends and colleagues are. I have interviewed many leaders The common issue that occurs to in our association over the years, those in group numbers 1 and 3 above including local and state presidents, is that they only have a perception of directors, committee chairs and how the association operates because others that became involved simply they are not actively involved in any for a specific event or task. leadership role. Sometimes, their One of the things that all of them perceptions of what can or cannot be have in common is that someone done or whose responsibility certain they knew and respected originally things are within the association are took them to a meeting whether it misguided and uninformed. was a general membership meeting, It’s usually not until someone a committee meeting or an event reaches out to an individual in and then said, “you need to join a the organization and suggests that committee, you’d be great!” they consider getting involved There are basically three kinds that they do. This is also typically of people in any organization: when the individual begins to really understand how the organization 1. Those that stand on the sidelines operates and works from a “boots and watch things happen. on the ground” perspective. 2. Those that get involved and make I cannot count the number of things happen and leaders I’ve interviewed who 3. Those that report on what just admitted to me that they had a total happened (from their point of view). misconception of how the association By: JC Melvin
M
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LAS VEGAS AGENT MAGAZINE | September/October 2014
was run until they became personally involved and began to understand the real deal. Many had some sort of belief that there was a “back room” group that decided everything and no one on the “outside” would really be allowed any meaningful contribution. The truth is that it’s really pretty simple and there is no “back room” group. Most of that rhetoric comes from those in group number 3 above who choose not to get involved, but rather prefer to stir a negative pot. Here’s a clue: Anyone who tells you how wrong this article is belongs to group number 3; think about it.
you have not yet joined a committee, all I would suggest is that you find one for the upcoming year to join. It could cost you as little as 15 hours for the entire year and may, at the same time, change your life! If you have already served on a committee or two and found that you were not that excited about it, try a different committee. Find one that focuses on something you’re passionate about and give it a try.
I’m hoping to see you at a general membership meeting, the installation dinner, the CE esta Cruise (Oct. 4-11th, 2014), or maybe So, here comes the big JC Melvin just in a class at the association. close: It’s good for you, and it is good Follow the Leader can still be a for your business (like making more money) when you choose to become fun game… You just have to play involved with your association. If it with the right people!
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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LOCAL HOUSING STATISTICS Greater Las Vegas Association of REALTORS® July 2014 Statistics
Greater Las Vegas Association of REALTORS® August 2014 Statistics
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.
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®.
NAHREP NEWSLETTER
NAHREP 2014 Business Rally September 12, 2014
“OUR DEEPEST APPRECIATION TO ALL OF THE SPEAKERS, SPONSORS & EXHIBITORS FOR MAKING OUR EVENT SUCH A SUCCESS!” Sincerely, Tony Medina, 2014 President KEYNOTE SPEAKER: Armando Montelongo
THANK YOU SPONSORS! DIAMOND PARTNERS Nevada State Bank New American Funding Ticor Title of Nevada Wells Fargo Home Mortgage SILVER PARTNERS Citi First American Home Buyers Protection Corp. First American Title Company 24 7 Dr. Help by: Health Care Express Richmond American Homes The Signing Depot PRMG MEDIA PARTNERS El Mundo Newspaper Las Vegas Agent Magazine Home Connect TV Mi Mundo Magazine MundoFox NUVISION PRIORITY SPONSORS Mixer - Citi Luncheon - CMG Financial
THANK YOU SPEAKERS! MODERATOR Noah Hererra – Platinum Real Estate Professionals PANELISTS David Brownnell – Keller Williams Realty Dave Tina Jr – Urban Nest Realty Ryan King - King Realty Group Scott Beaudry – Universal Realty Thomas Blanchard – 1st realty Group MODERATOR Jim Dague – Keller Williams Southern Nevada PANELISTS Heidi Kasama - 2014 GLVAR President Joe DiRaffaele – DiRaffaele Group Kathryn Bovard - Realty One Group Rick Brenkus – Keller Williams Realty Tim Zimmerman – SM3 Success Seminars MODERATOR Jodi Grover - Ticor Title of Nevada PANELISTS Bryan Lebo - The LEBO Group Bob Hamrick – Coldwell Banker Premier Realty Eugenio Aleman - Wells Fargo Home Mortgage Jillian Batchelor – The Batchelor Group MODERATOR Keith Lynam - 2014 GLVAR Vice President PANELISTS Rochelle Murphy - Auction.com MODERATOR Jon Gedde - 2014 NAMP President PANELISTS Chris Garza - New American Funding Julia Miller - PRMG Laila Orellana - Citi Michael Gould - Nevada State Bank Nelson Ramos - Radian Mortgage Insurance Company Sean Husley - Wells Fargo Home Mortgage MODERATOR Sherwin Escanuela - Coldwell Banker Premier PANELISTS Bob Nelson - Century 21 Mark Stark - Berkshire Hathaway Home Services Pablo Covarrubias - United Realty Group Trish Nash – Signature Gallery of Homes
OUR NEXT EVENTS: October 12, 2014
National Conference (Oct. 12-14)
LA, California
October 22, 2014
Educational Event
Gold Coast Hotel
October 29, 2014
Halloween Mixer
TBD
November 21, 2014
Annual Holiday Gala
TBD
December 17, 2014
Holiday Event
TBD
For more information about membership or upcoming events, please write; membership@ nvahrep.org or call the office at 702-702-547-4737. Please visit our website at: www.nvahrep.org
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Three Little Words to Achieve a Conversation Breakthrough By: Dr. Loren Ekroth
T
oday’s Focal Point: Three words that many people find hard to say are “I don’t know.” This article explores why this is so, and the benefits of saying those three words. The top level of knowledge is “known facts” that are provable by scientific methods. Much lower down on the knowledge scale are opinions, which are matters of personal judgment. These are essentially not provable except when they are predictions of the future. For example, if you assert the opinion that the stock market will go up by 2 points next week, and it doesn’t, you are proven wrong by the facts. Brokers and financial planners regularly assert such opinions, and they are correct only about 45% of the time. Sports and political pundits make predictions, and, as you know, they are often wrong. In fact, lots of media professionals earn their living by their willingness to make predictions, usually spinning them to conform with their political or religious biases. (They have sometimes been called “entrepreneurs of error.”)
I’ve been fascinated to observe that many great thinkers, like physicists, theologians and a few economists, are willing to say, “I don’t know.” Some examples are Albert Einstein, Niels Bohr, theologian Paul Tillich, and economist Thomas Sargent, a Nobel Laureate. But lesser minds tend to avoid the words “I don’t know.”
(The course was not approved.) Experts in many fields have opinions and give advice on matters beyond their field of knowledge, among them physicians, attorneys, religious, marketing professionals, and most politicians. They are not eager to say, “I don’t know.”
“professional experts” and wine experts like sommeliers. Lay experts tend to rely on “conventional wisdom,” such as, “Don’t go swimming until one hour after eating.” (Wrong) The same goes for wine experts on their training and expertise. (But in double-blind tests, they couldn’t tell the difference between cheap wines and expensive fine wines, and they found differences between glasses of wine poured from the same bottle.
The cost of saying, “I don’t know” is greater than the cost of being Why? wrong. It’s a status issue. Many are trying to protect their reputations Dogmatism. They are wedded to as smart and knowledgeable. I’d certain fixed beliefs. They identify Here’s a helpful technique for saying suggest that the common occurrence with them. of men refusing to stop and ask for “I don’t know.” Add these words: Going beyond one’s area of directions in an unfamiliar locale is “But I can find out” or “Let me an example of status, the men not knowledge and competence. ask the boss” or wanting to appear dumb. Example: I was in Berlin in “Let me check my iPhone.” (That’s August 1961 when the East When having the courage to what an employee of Lowe’s did last Germans began erecting the wall say, “I don’t know” has benefits: week when I was looking for an between East and West Berlin. That 1. Your credibility increases such unusual punch tool. In a few was a harrowing time. that when you do assert some minutes, he had the right The next week, I returned on knowledge with confidence, you are answer.) leave to the U.S. and visited some more likely to be believed. Today’s takeaway: professor friends at the University 2. You avoid the possibility of Be skept ical of of Minnesota. After I told them I just being held responsible for giving those who claim to came back from Berlin, they began know everything, bad advice. explaining to me what was happening including the future. there, even though I told them I was 3. You are open to learning. The Be willing to say, “I on the ground in West Berlin! state just below knowing is, “not don’t know,” when knowing.” Admitting this, you you really don’t During three decades as a university can now learn some new and more know. professor, I often observed the accurate information. But the willingness of professors of sciences Until next issue, dogmatists and know-it-alls can’t opining how art classes should be Loren. learn anything new. taught, or a math professor finding fault with a proposal for a new course There are “lay experts” like submitted by a sociology professor. your friends and neighbors and Conversation Quotation: “It is better to ask some of the questions than to know all the answers.”
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.
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.
Founder of, Better Conversation Week, celebrated since 2002. Creator of “Conversation Coaching Clubs,” a For more information about Dr. Ekroth’s work, please visit his website at worldwide self-help group for building conversation skills. http://www.conversationmatters.com
Published with permission of Dr. Loren Ekroth, author of “Better Conversations” newsletter. Complimentary subscriptions at www.conversationmatters.com
34
LAS VEGAS AGENT MAGAZINE | September/October 2014
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