LVAM January/February 2015 - Issue 7 by Las Vegas Agent Magazine

Keith Lynam:

January/February 2015

READY TO LEAD

Created Exclusively for the Las Vegas Real Estate Agent

PUBLISHER

CONTENTS 4

Transformational Leadership

Your 2015 Global Business Plan

Melodie C. Miller publisher@LVAgentMagazine.com

JC Melvin

Cheap Paint vs. Expensive Paint Mike Klimek

COPY EDITOR

Melanie Cardano

Another Rant? Training Only Works When it’s a Process Jim Dague

Sheryl Greenblatt writer@LVAgentMagazine.com

Reduce Out-of-Pocket Closing Costs With New ‘No Fee’ Mortgages

5 Ways Getting Into Real Estate is Like a Kitchen Remodel Julie Youngblood

New Year Brings New Dilemma

ceditor@LVAgentMagazine.com

WRITER

Embrace Social Media and Stay Connected With Your Customers Shari Sutton

Mike Ferry

As Seen On Television. Not Quite! Terrence L. Clayton

Tamara Larisa Tyrbouslu

GLVAR Housing Statistics

Newsletter

Rick Piette

COVER STORY GRAPHIC DESIGN

Staci Buck art@LVAgentMagazine.com

HEALTH CARE EXPRESS

IS HERE!

PHOTOGRAPHY

Jamie Thomson

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.

READ ALL ABOUT IT ON PAGE

The Law of Attraction vs. Conscious Deliberate Creation Tim Zimmerman

KEITH LYNAM

Tips for Staying on Track & Reaching Your Health & Fitness Goals in 2015 Tamra Trainer

LAS VEGAS AGENT MAGAZINE: 702-530-5033

TRANSFORMATIONAL By: JC Melvin

t seems in recent years, the new, hip way to talk about leadership is by adding an adjective or verb in front of the word leadership. You have got to admit it does make it seem a bit sexier.

Let’s break it down. First, what is being transformed in this “transformational leadership?” Answer: Two Things.

Transformation or change is being made in a situation or condition which exists and which is the focus of the leader. The change is the result of a need or a crisis. It could be with a group, company, organization or process. In any event, a change is necessary and a group of individuals work together to facilitate this change.

Transformation or change is being made with the followers of the organization and they are being transformed into leaders. This is truly the sexy part of transformational leadership. The followers may not have entered the group with this expectation, but were likely attracted to the leader because of their charismatic and transformational style.

LEADERSHIP! (What the heck is it?)

clear articulation. This creates a synergy within

the group of desire, connection and meaning.

It is these two above qualities which make up “charisma” in a leader and which open the door for a richer relationship and a deeper connection. n “Individualized consideration,” it is here that the leader utilizes their ability to connect with each follower at a deep level. The

leader is able to convey that this will satisfy the follower’s personal goal.

The results for the group with a quality transformational leader are often spectacular in measure. What is even more amazing is the spiral effect of new leaders coming out of this group and leading with the same style and enthusiasm. Because they are learning based, they never take the position of “knowing it all,” which is typically the beginning of the end for the old school “leader by position.”

For a more in-depth look into transformational leadership, Ronald E. Riggio, Ph.d is, in my n “Intellectual stimulation.” Here the leader is opinion, one of the world’s foremost experts able to challenge the followers with intellectual on the subject. Some of the above information stimulation and leadership opportunities within was taken from one of many of his publications, Transformational Leadership. the group.

Who Makes Great Transformational Leaders? Those who can inspire and motivate make great leaders in this arena. Transformational leaders are typically very charismatic so let’s look at the four qualities which make up such a leader. n They are positive role models and walk the talk. They possess what is called “idealized

influence.” They are credible and in the trenches with the followers. They appear to have clear vision. n They deliver “inspirational motivation” to the group and they have the ability to deliver the clear vision with an emotional connection and

For leadership opportunities and/or information in the Las Vegas area, feel free to contact me on Facebook or email me. 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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Reconside r you r brokerage: It’s a hassle to change brokers, but if you are stunting your growth, it’s time to take a look at your production and goals and then interview brokers for a better fit. Example: A Spanish speaking agent recently left a brokerage where everyone was bilingual from staff to the broker himself and joined a brokerage where he is the only agent who speaks Spanish. He received 28 referrals in the first month and a half! Perhaps you do not speak another language, maybe it’s time for you to bring on an assistant or a buyer’s agent or a partner who does. Invariably, you will attract clients who prefer to work with an agent who understands the language they are most comfortable speaking and thinking in.

Enhance your brokerage: If you are happy where you are, you may not want to change brokers, you may want to simply initiate change within your brokerage. Bring ideas to your broker on how to attract more global business. Start a global division or global team. Be the voice within your company on how to serve international clients. Your fellow agents will look to you for advice; inevitably, they will defer business to you. Take a Vacation: Pre-plan your vacation this year and go abroad. Choose vacation destinations that have direct flights or easy access to your market. Often, global investors are looking for a market that has reasonable proximity to theirs. While there, carve out time to explore the real estate market and make business contacts. You can write off expenses from your trip and expand your broker to broker network. Learn about their market, educate them on yours and how referrals can benefit them.

Example: A successful agent sold her home, put her belongings in storage and travelled across Europe with her husband for over a year

Your 2015 Global Business Plan 4 5 Tips to Tap into the

business contacts wherever you go and then proactively cultivating those relationships long-term.

Global Real Estate Market

By: Tamara Larisa Tyrbouslu

he world is a big place and there’s plenty of business for everyone and niches to serve. If you do not already have a plan to expand your business beyond borders or if you are not already handling inbound and outbound cross-border transactions, now is a good time to add a global profit center to your business.

Buy property abroad yourself. If you’re going to promote another market, learn it, know it, experience it, invest in it. You will have a heightened sensitivity to the needs of your clients and you can speak from experience. You will have far more sway with your prospects as they will know you are confident enough in that market to invest in it yourself.

Travel Virtually: Design and deliver a video series Being an expert in your local market is necessary. Statistics show and/or blog series on the that buyers and sellers want their agent to be an expert on the market. how and why to buy real estate in It’s impossible for you to be an expert on every market in the world, your market. Educate buyers who even with the vast amounts of information we have at our fingertips are looking on the internet. Include with technology, there is too much of a learning curve without oncurrent market updates, properties to the-ground experience. Every market is different and while markets consider, full costs of buying, owning inter-connect across the globe, markets are local. and disposing of properties in your That said, it is possible for you to be an expert in facilitating real marketplace. Foreigners tend to have estate transactions anywhere in the world with the right innovations, more conservative expectations for tools, technology, procedures and especially people in place. their investments so be realistic on trends and current rates of return. Here are 5 Tips you can implement in 2015 to build profit centers Never promise future gain, only in your business that you may be overlooking: share real market data on current and historic returns. It’s the security of the asset and long term gain that will most likely be of importance; however, don’t assume their investment model. Some investors actually need to “lose money” and have a negative gearing strategy that will ultimately give them a long term gain. Create an assortment of short videos covering the most commonly asked questions and then provide examples and insights. Keep videos basic and brief so they are easy to follow and digest. You may want to deliver the content in other languages, include subtitles or have voice overs to expand your potential audience. Once you attract a potential client, get clear while continuing to generate business from the contacts she made along on their investment model and needs. and most months, performed in the her travels and continues to reap the For more ideas, email 25GPSTips@ top 20 out of several hundred agents. rewards of her sabbatical. gmail.com requesting your Free She had an agent designated to handle You do not have to go on an the day to day details of her business extended vacation to take advantage eBook on 25 Tips to Tap into the while she was abroad, but she was of travel opportunities. A simple Global Market from Global Property Seminars. still the “straw that stirred the drink.” long weekend can generate results Have a joyful and prosperous 2015! Eventually, she generated business if you are intentional about making

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.

LAS VEGAS AGENT MAGAZINE | January/February 2015

By: Mike Klimek

he quality of materials that you use always affects the job. Buying a higher quality product should lead to a quality job and likely, a higher price tag. Paint is no exception to this rule. Good paint can easily be double the cost of cheap paint, but there are differences between the two. I have learned my lesson. When I was young (and dumb), I bid a paint job at a customer’s house. I figured out the cost of materials and estimated the time to complete the job and gave the customer the price. She agreed.

CHEAP PAINT VS.

EXPENSIVE PAINT

manufacturer’s names either. Virtually all manufacturers make cheap paint and expensive paint so don’t think you’re getting a great deal just because a $10 gallon of paint has I bought cheap paint and it took twice as long to complete the job. a recognized brand name on it. The cheap paint took two coats and All paint has pigments, resins and I took a shellacking. I don’t buy the solvents in it. With expensive paint, cheap stuff anymore. the pigments are smaller and more There are several factors that go pure. This gives the paint one of its into a paint can and this is one of those main attributes: the ability to hide cases where you get what you pay for. the surface on which it is applied. There is a definite quality difference With cheap paint, the pigments are between cheap paint and expensive of lower quality and are larger (this paint. Cheap paint is usually under means you get to give the wall two $15 per gallon whereas the expensive coats of paint instead of just one). stuff is $20-$25 per gallon if you buy Resins hold the pigments together it by the single-gallon containers. The and create a “film” of paint. Highprice gap closes as you buy paint in quality paints use high-quality five-gallon containers. resins for a more durable finish Don’t be fooled by t he that lasts longer. You guessed it,

LAS VEGAS AGENT MAGAZINE | January/February 2015

If you had a device that could measure the thickness of a coat of paint, you would find something very interesting. Both cheap and expensive paint will go on wet at the same thickness. However, since cheap paint has more solvent per gallon than expensive paint, if you were to measure the thickness of each paint when dry, you would find that the expensive paint leaves a thicker coat.

When you use an airless sprayer, you must thin (add water for latex paint) the paint so that it flows easily through the sprayer. You definitely high-quality resins are found have to thin the expensive paint, but in more expensive paint. the cheap stuff is usually so thin (I The solvent used in paint (water for didn’t want to say runny), you can latex paint) is just the carrier for the spray it right out of the can. resins and pigments. Cheap paint has Expensive paint also has additives more solvents per gallon than does the that minimize mildew and help the more expensive paint. As the solvent paint to adhere to the surface better. evaporates, you are left with the resin When you buy paint, my suggestion and pigment that stays on the wall. So not only does cheap paint have poorer is to buy the expensive stuff. This may quality resins and pigments per gallon, be the case where a $25 gallon of paint is cheaper than a $15 gallon of paint. it also has fewer of them. 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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NEW YEAR BRINGS NEW DILEMMA category of agents is the fact that they want to “brand” themselves and make themselves into a household name in the community. This is an expensive endeavor that requires a lot of money.

By: Mike Ferry

e have some interesting dilemma taking place in the Real Estate industry, and it’s not one that can easily be cleared up or solved. However, it’s one that each of us has to address individually so we can clarify the direction we’re going to take with our business in 2015. I had the good fortune of meeting with a Real Estate agent from Pennsylvania several months ago. He does about 75 transactions a year himself and then has 2 buyer’s agents who do about 50 transactions a year. 90% of his personal business comes from his past clients and center of influence … his database … which he works extremely well and the majority of the business from his database are listings that he takes, which eventually sell. When we talked about where his buyer’s agents get their leads, his head kind of bowed forward and he got a little embarrassed, which I didn’t quite understand. Come to find out, he’s spending approximately $10,000 a month buying leads from one of the lead generation services on the internet. Yes, I said $10,000 a month. So, one of the dilemmas we face is whether or not we should be buying leads,

people are now aware that social media, like Facebook, is not all that it was presented to be as a businessgetter or as a method of expanding a business. (Just don’t say that to a technology or social media person!)

which is questionable because they’re providing an agent with buyers and the biggest challenge we have in the Real Estate business today, including our Las Vegas market, is a shortage of inventory. The second dilemma that I see is the agents who are deeply involved in all aspects of social media and technology, believing they are the answer to all problems that Realtors could possibly face. What I find most interesting about the technology and social media people is that they are taking the approach that they are 100% right and everybody else is wrong. I guess when you’re involved in technology and social media, you don’t see that there is white, black and gray on the color chart. I think most Real Estate

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.

The next dilemma we face is trying to decide whether we’re going to spend money on marketing and advertising and personal promotion and if we’re going to, how much we’re going to spend. I talk to agents all the time, from all over North America, who are earning $500,000 or $600,000 a year and spending $150,000 to $200,000 a year on their advertising and promotional campaigns. When you look at this logically, it doesn’t make any sense because, as you know, if you make $500,000 gross and you spend $150,000 on advertising, and another $75,000 on normal business expenses, you now have approximately $250,000 in income. Then, you subtract 30% in taxes and all of a sudden, your $500,000 (which looks really good in your mind) is $145,000$150,000 in spendable income. Yes, that’s a lot of money, but at the same time, there are a lot of people who earn $500,000 who are keeping $350,000. Which agent would you like to be? The unfortunate part of this

The next dilemma is to look at the good old fashioned way of doing Real Estate, which is going out and earning it every day, by going out and finding people who want to buy and sell Real Estate. If you look at the people who are consistently doing a high volume of business, whether it is 40/75/100 transactions a year, they are people who are working their database continuously, spending the time talking to By Owners and Expireds, doing Just Listed/Just Sold doors and phone calls; and they’ve become real good at lead follow up, which brings them to continuous listing presentations. The dilemma here, of course, is learning the scripts, dialogues and skills required to make this happen. When you take that approach, your confidence goes up and your income goes with it. So as we look at 2015, which is right around the corner, I’m going to again suggest you source every listing and sale that you had in 2014. Where did they come from? How did you get it and can you duplicate it? We know that this last portion of the article, where you’re out looking for business every day, is predictable and can be duplicated and therefore, the most productive and profitable. Make some good decisions as you look at 2015.

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. Mike is recognized by the National Association of Realtors® as com or call 1-800-448-0647. www.mikeferry.com

LAS VEGAS AGENT MAGAZINE | January/February 2015

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12/17/14 1:45 11 PM January/February 2015 | LAS VEGAS AGENT MAGAZINE

By: Jim Dague

he same thing is true about PLANNING.

ANOTHER RANT?

Can you imagine a construction crew for a 6 story building getting the blueprints and just looking at them ONCE? Type this address into your browser; https://www.youtube.com/ watch?v=txhSY41G9Gw

You do know, Fortune 100 companies ALL have a Plan (in writing?) — it’s laid out in their Annual Statements — and then reviewed in their Quarterly Reports. Are you willing to run your business (and, your life for that matter) at least as well as a successful business? So, how do you turn it in to a process? Fortunately for all of us, this has you want, right now… do it, grab a been studied down the years by The piece of paper, and write them down Masters and they’ve handed down and then come back to this article. what is proven to work. Now, identify how long it would Tony Robbins — “There’s a take you to get or achieve those things. science to success, and an art to If all 3 are 6 months or less — you are fulfillment.” And “Setting goals is a short term thinker. This means it’s the first step in turning the invisible easier for you to get started then to into the visible.” carry things through to completion. If Before you read ANY FURTHER all 3 are longer than 6 months — you — get a sheet of paper and a pen! have more of a global perspective — great for longer term projects, not so You’ll need it in a few minutes. good for getting you started. The PLAN — a) Must be in Whichever way YOU are gifted, writing, so that you don’t need to be a visionary to see it, and, b) Must just be aware of it, so that you can have short, mid and long range goals manage your ‘giftedness’ countercoupled with strategies (recorded on intuitively. a calendar) to achieve them. Now, the ‘What do you want?’ part So, to do a PLAN (that will work) — — FIRST you’ve got to identify — Let’s take FIVE areas — Spiritual, Business, Financial, Who are you, and what do you Family, Personal. Take 5 INDEX cards and want? write down THREE goals on each ‘Who are you?’ comes first if card. ONE of those goals needs to be you are to have any hope of your A 10 DAY GOAL — one, a 6 month PLAN coming to fruition. We are to a year goal and one a 3 to 5 year each born with certain gifts, talents goal. Spiritual comes first because and proclivities. Some people are your Family may let you down, but more short term and specific in their your Faith should not! It also models thinking and vision — and some are for your family what it can look like. more global and long term. Family comes next because who Write down THREE THINGS that wants to have on their tombstone —

LAS VEGAS AGENT MAGAZINE | January/February 2015

Training doesn’t work when its an event; it only works when it’s a process!” good enough for Jack Canfield… Once you have the targets — you can start building the Steps and Strategies! Top performers, regardless of their field, have a few traits in common. They set Goals — duh — This is CRITICAL to prioritizing your actions! The difference between ‘Activity’ and ‘Productivity’ is Prioritization — How you doin’ on this? They maintain focus — focus is defined; The act of concentrating “I wish I had spent more time at the interest or activity on a priority! office!” Business next because that They are Faithful to their routines. serves your Financial plan/goals. a.k.a. — a HABIT that’s been Finally, Personal should be two structured. categories — Physical and Mental. Habit? = A Prescribed detailed You can figure that one out. course of action to be followed Many of you know the story of regularly. Jack Canfield — the co-father of I want to close with one last quote the “Chicken Soup for the Soul” series. When he relates the story, he — and an offer… tells; “The first one was turned down The two most important days in by 400 publishers — 144 written your life are the day you are born rejection letters.” He and his partner and the day you find out why. — would take their ‘index cards’ — Mark Twain which they carried with them at all It’s my sincere hope that you do times and anytime they had a free moment, they would go through the the above exercise — on the Index cards as a visual reinforcement and cards. Here’s the offer. “I’ll show mental reminder as to WHY they you mine, you show me yours.” I’m were doing the work they were doing. willing to meet with you to discuss The front of the card would have the your “Life Plan” or your “Business Goal and on the back would be a Plan”. You must have it in writing picture representing the achievement BEFORE you ask me for the of that goal. He also recommends meeting — and the meeting will be one affirmation for every card. If it’s in a ‘small group’ forum format. Jim Dague is a Speaker and Trainer. He has presented in more than a dozen states on various real estate topics. He taught at C.S.N. for 10 years and has been a Faculty member at GLVAR for more than 20 years. He has been named Instructor of the Year twice and has been inducted into the Hall of Fame at GLVAR. He has several professional designations. He can be reached at 702-595-4440.

Reduce Out-of-Pocket Closing Costs

With New ‘No Fee’ Mortgages By: Rick Piette

hanges in lending regulations combined with no-cost loans and fewer all-cash home buyers benefit Southern Nevadans in the market to buy a home. Many homes buyers have lowered their out-of-pocket mortgage costs, thanks to the new Consumer Finance Protection Bureau’s mortgage regulations that took effect in January 2014, which brought into the market true ‘no fee’ mortgage programs. The ‘3 percent cap rule’ placed a limit on the upfront fees charged by lenders to no more than 3 percent of the mortgage balance. This has reduced the cash that homebuyers must bring to the table in order to close on their home purchase.

“disclosed” fees, but mortgage banks, through the use of secondary market mark-ups can increase your rates and associated fees without a limit. Due to this new cap rule, you can typically find the rates from a Mortgage Broker anywhere from .125% - .50% lower in “Interest rate” than many banks or mortgage bankers. And with no fees, the costs can range anywhere from $1,000 to as much as $7000 less. Southern Nevadans who are looking to save out-of-pockets costs of a new mortgage or in refinancing their current one will be impressed by the new ‘no fee’ mortgage program. Through this program, you’ll still have to pay the typical

Home buyers who “shop around” for their mortgage have discovered even more savings, especially those who have turned to Mortgage Brokers who offer multiple mortgage programs from different banks and lenders. Mortgage Brokers can oftentimes help you uncover the best deal because they work with a variety of lenders and must offer borrowers the lowest possible interest rate and fees for which they qualify. All Mortgage Lenders are now federally regulated in what they can charge borrowers in total

buyer non-mortgage closing costs which are the same regardless of the lender, like sales tax based on the home’s purchase price, recording fees and a home inspection. However, this program can help buyers save literally thousands of dollars because you avoid the fees that most lenders charge borrowers, such as a loan origination fee or a processing fee, etc. Mortgage Brokers now get paid by the lender, and charge nothing to the buyer. In order to compare the actual cost of mortgages, advise your clients to compare the APR or the “annual percentage rate” rather than the interest rate because the APR incorporates these various fees. The

APR will quickly identify which loan is the better value! No matter where you obtain your home mortgage, the first step in finding the “best mortgage deal” is to participate in a prequalification process with a full-service lender. Becoming prequalified for a mortgage not only helps you understand your mortgage options and how expensive of a home that you may buy. It also gives you an edge in our valley’s competitive real estate market. Now is really a great time to buy a home in the Las Vegas Valley because our housing market has stabilized and many of the investors and home flippers have moved on with their all-cash offers. A recent Greater Las Vegas Association of Realtors report showed all-cash sales were around 32 percent in November, a tremendous decline from February 2013 when over 59 percent were cash sales. This is great news to those who want to buy a home to live in and, like most typical people, need a mortgage to do so. Having a mortgage prequalification letter in hand is essential because it shows the seller that you have done your research, you know your purchase power, and that you’re serious about buying their home.”

Rick, a long time native of Southern Nevada and of the mortgage industry, currently owns and is Broker of Premier Mortgage Lending, with offices in Henderson, NV. In his career in the mortgage business, he has held the positions of Loan Officer, Manager, Vice-President, Sr. Vice-President… and now, is an Owner/Broker. Rick served on the Board of Directors of the Southern Nevada Homebuilders Assn. for many years, and was recently honored as the “2013 Affiliate of the Year” by the Greater Las Vegas Assn. of Realtors. He enjoys many outdoor activities including mountain climbing and is presently in Argentina for an attempt on the 23,000’ summit of Aconcagua. For more information, please call Rick Piette of Premier Mortgage Lending at 702-485-6600 or visit www.PremierMortgageLending.com. Premier Mortgage Lending, NMLS #393282.

LAS VEGAS AGENT MAGAZINE | January/February 2015

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Keith Lynam:

USING HIS VOICE TO MAKE A DIFFERENCE I

n January 2015, Keith Lynam, an agent with Windermere Prestige Properties, took over as president of the Greater Las Vegas Association of Realtors. Borrowing the first line from the organization’s preamble, Lynam says this year’s theme will be “Under all is the Land.” “The board does things well and we are changing a lot of things for the betterment of our members. We will continue to fine tune and get better. We will return to what we are. A family. A big Realtor family,” said Lynam. Lynam began his political career at the age of 15, putting up yard signs for candidates in Montana. After college, he moved to Las Vegas to work on a congressional campaign and fell in love with the city. He started a government affairs firm, campaigning and lobbying and doing some work for Realtors. “I burned out from lobbying. You’re not in control of your own destiny. It’s based on relationships and someone else pushing a green or red button,” said Lynam. In 2004, as the market started taking off, Lynam became interested in real estate and got his license. “I saw a bunch of ‘dummies’, who were good friends of mine making a bunch of money. I thought, I’m as dumb as they are, I can make money, too,” said Lynam, with a laugh. When the impending market downturn occurred, he said he built up a business based on handling time-consuming short sales when very few agents wanted to do it. Since becoming an agent, Lynam has served as Chairman of Political Affairs Committee for GLVAR, a board member of the Political Action Committees of the GLVAR and Nevada Association of Realtors, and Chairman of the NVAR’s Legislative Committee. What made him step up to become GLVAR President? “I was frustrated with the direction and decisions that were being made with regard to our political programs,” he said. Although

LAS VEGAS AGENT MAGAZINE | January/February 2015

he had one agent, a bicyclist and road racer who outperformed everyone else… and no one ever saw him in the office. Kindle dubbed him “the Ninja” and sought to learn his secrets. What developed was a week-long training, a way of life, and a way to be successful based off of how you interact with your relationships. NINJA allows you to determine what is working and what is not in your business. “It’s about positioning yourself as the top agent in potential clients’ minds,” he said. “Being the first agent they think of when they are ready to sell.” The training teaches you to ask the right questions. “I don’t ask if they know anyone who is ready to sell. I’m an agent and I can’t answer that question. But I do know who is getting divorced, and who is filing bankruptcy, who is getting a job promotion or having a baby!” Many companies are starting to incorporate NINJA training, including Windermere, Coldwell Banker, and Century 21.

he didn’t want to be President initially, Lynam realized that the only way to make changes he thinks should be made within the association was to run for the board and have a voice in the decisions that are made. “A big strength in this field is knowing what your strengths are,” he said. He saw Realtors who knew what a transaction was, but lacked political knowledge. “It’s difficult to be a political affairs chairman just because you are a Realtor, and having a title doesn’t make you a political expert. It’s a different world, like a heart surgeon starting to operate on the brain.” Lynam said he is one of the few agents, as opposed to brokers or real estate firm owners, to serve as GLVAR President and on its board. “I wake up every morning and I’m unemployed. Everyone else has been a broker/owner or manager.”

GLVAR, as Lynam sees it, main objective is to protect private property and the pursuit of it. He believes it is black and white that they must protect the homeowner and always advises Realtors, “if you’re not clear who you represent… become a car salesman.” Even for those individuals who are not current on their mortgage, he said, they have rights. There is still a process to follow. With over 50,000 homeowners estimated in Southern Nevada to be at least 90 days late on their mortgage, and an estimated 42,000 vacant homes, the Las Vegas housing market is still not back to what he would consider normal. “I struggle with the loss of security in our homes,” said Lynam. “People used to be able to come home and relax in their own chair. We don’t

‘‘

Lynam also teaches ethics, agency, and legislative classes. While the GLVAR president spends about 1,000 hours at the board, he plans to continue teaching. “Teaching is my connection to everyone. I can find out what’s going on in the market, any agent problems, all in a threehour class.”

have that security anymore.” While there are a few people living in houses because they know they can live there for free, this is an extremely small number. “Most homeowners are frantic inside their homes because they are afraid they are going to be locked out. I tell them to stay in their home, pay their HOA dues, but don’t leave while we work out your short sale.” But he said the anxiety is high and few listen, “they are mentally fried” and just need to get out.

To talk with Keith Lynam is to be in the presence of a calm, easygoing man who adores his daughter, 12-year-old Khyla, and his dog, Libby. “The board members would probably disagree about me being calm and easygoing,” Lynam laughs. “I’m 100% Irish. I have a quick temper, but I get over it really quickly. When people do stupid things, I tend to call them out on it… probably shouldn’t, but I usually do.”

A Senior Faculty instructor for GLVAR and a certified NINJA training facilitator, Lynam spends a great deal of his time teaching. While it may evoke images of black clad warriors, NINJA training is actually a system that answers the allimportant question for Realtors: what am I going to do tomorrow morning? The system started in Fort Collins, Colorado by one of the highestproducing real estate groups in the country. Larry Kindle, inventor and NINJA master, noticed that

Lynam believes that the way to excel is to understand and realize the purpose of why the board is there. “They have done a phenomenal job over the past six years, been aggressive but graceful. But now, we need to lead ourselves out of this.” Lynam is not yet thinking about what’s the next office, or striving to serve as officer for the state or national associations. “I’m going to be the best president I can be and then worry about what’s next, another time!”

‘‘

The Board’s function is to be the stewards of protecting private property rights, foster members’ business models and to be stewards of member’s dues, he explained. “Many Realtors complain the board doesn’t do anything, but the laundry list of board’s accomplishments dealing with those three things is long. Very long. We need to do a better job communicating with our members.”

It’s about positioning yourself as the top agent in potential clients’ minds. Being the first agent they think of when they are ready to sell.

January/February 2015 | LAS VEGAS AGENT MAGAZINE

Q&A with KEITH LYNAM Q: What is your favorite hobby & why? Golf, but I don’t have much time for it any longer and Long Distance Solo Motorcycle touring — Golf because it’s the only sport where you call penalties on yourself, teaches you a lot about life and about the people you are playing with! Motorcycle touring because it’s the best meditation possible, it’s just you inside your helmet. Q: What can one learn from motorcycling? Wear your helmet in life, because we are all just one hard knock on the head from being dumber than we are currently…and nobody needs that. Q: What is your favorite movie & why? I never boil down to one movie. Godfather Trilogy (see I won’t even pick one of those), Captain Ron, Bucket List, Marshall, Secretariat, Bad Santa, and Wedding Crashers. I love Sopranos, Friday Night Lights, and West Wing as well. I get into phases and I’ll watch one repeatedly — That is currently Charlie Wilson’s War — because our world would be dramatically different if not for one seemingly incompetent man who had enough passion to make a difference and start a chain of events that almost single handedly brought down the Berlin Wall. Q: What words of wisdom would you share with new agents? Stop worrying about your “reputation” and worry about your actions, reputations are easily manipulated to fool others into believing a façade of success, which doesn’t exist. Actions are your character and character matters. Q: What 3 things would you change about the real estate industry, why? I would raise the level of the bar for those who remain in our industry by raising our education requirements and require ALL education to be taken live and in a classroom. I would change the culture of our Association so everyone would want to invest in our Political Survival Fund, and know why it’s vital to our existence. Finally, I will begin connecting Nevada’s Homeowners to our Association, because it’s time our Homeowners know that we are on the frontlines of the battle to protect THEIR property rights. Q: What is the best aspect, the one you most enjoy about being a Realtor? Helping Nevada’s Homeowner and those who seek to purchase their home. I’ve built my career by committing myself to protecting the Nevada Homeowner by advocating on behalf of the REALTOR® Party in Carson City and Washington, DC. Q: If you weren’t doing real estate, what other industry, that you haven’t been involved in would you consider? General Manager of a Major League Baseball team (specifically the Philadelphia Phillies). Oh, and I would also have the controlling interest in Apple.

LAS VEGAS AGENT MAGAZINE | January/February 2015

Keith pictured with daughter, Khyla and dog Libby.

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As Seen on Television

NOT QUITE! By: Terrence L. Clayton

e are glued to our television sets watching famous Interior Designers! But in reality, cabinets, counters and walls are not destroyed with sledge hammers… that is for dramatics! Also, they make it appear that most jobs can be completed in days or sometimes hours. What you don’t see are the plans that are already in place, a crew of multiple workers and most supplies are out of view of the camera and ready to go.

there is construction going on, the dust from that is an added unwanted layer on your hair and skin. When you’re sitting on your sofa watching the pros on television, they are dressed in designer clothing; hair and makeup perfect… NICE JOB IF YOU CAN GET IT! Actually, several years ago, I was invited to audition for a show… didn’t get it! It went to someone much younger and more “hip.” NOT BITTER AT ALL! All these shows give their audience a sense of “So easy, anyone can do it!” The “average Joe” sees it and figures, “Why should I pay someone to do it?” Quite often, they get in over their heads, and then decide to ask for help. I have had numerous calls asking me to tell them where they went wrong and how to correct and finish the job. They aren’t always happy with my answer.

The true reality is that sometimes, supplies that are ordered get delayed. Recently, I ordered a mantle for a renovation which was supposed to take two weeks or less… ended up taking over four weeks. Permits and inspections can also delay a project. Scheduling various sub-contractors so they are not in each other’s way can also be a challenge. Things need If you have no experience to be done in a certain order and subcontractors working on different jobs or knowledge of decorating or can sometimes delay your schedule. especially remodeling… DON’T TRY IT! I’ve seen walls destroyed Often clients are “shocked” with from simply trying to remove estimates of certain projects. Most wallpaper. PEOPLE, that is not what television shows don’t even mention the sharp corner of the putty knife is price. Some may tally the cost but for! There are homes that I’ve been omit “labor!” When there is any type called to for “just some advice” and of construction to be done, you need found “support walls” removed! If it to factor in supplies, labor, permits looks easy on television, don’t count and professionally drawn up plans. on it always being in reality. So, let’s break this scenario down. Guys… asking for help doesn’t make You have a designer that comes you look weak, it makes you look up with the initial design; you have a smart! In school, did the shop teacher general contractor who oversees the say, “There’s the wood and there’s the sub-contractors, then a graphic artist machine… go for it!” Our home is to draw up the official plans to be the biggest investment for most of us, submitted for permitting, which also why risk major damage to it? Wanting costs. Then, you have supplies and to do things yourself is great, but get sometimes unforeseen problems arise. instructions on “how to” first. Television has a knack of making Another mistake I have seen time Interior Designers look glamorous. after time is the wrong furniture in Personally, I’m usually in jeans and the home. You may see a home on a tee-shirt during installations. I’m television decorated with the most carrying heavy things, climbing beautiful furnishings that you have ladders, cleaning… pretty much a sweaty mess by the end. And, if Clayton CONTINUED ON PAGE 30

LAS VEGAS AGENT MAGAZINE | January/February 2015

5 WAYS GETTING INTO

REAL ESTATE IS LIKE A KITCHEN REMODEL By: Julie Youngblood

I recently have finished doing a DIY (Do It Yourself) remodel on my kitchen. Going through the process, I couldn’t help but think about my very first year in real estate and the months leading up to it. The similarities between something like a kitchen remodel and getting into the real estate industry are amazing.

YOU DECIDE YOU WANT THAT NEW KITCHEN.

You’ve done the research. You’ve looked at all the different colors. Pinterest and six others blogs about DIY kitchen remodels are bookmarked in your browser. You’re finally ready to ditch your old kitchen and dive into a brand new adventure. Sounds familiar? It’s likely that you got into real estate to pursue something bigger, better, lifeenhancing. You did the research; which school to go to, which brokerage to join, which new fancy car to drive (OK, not all of us did that.) You decided and declared, “THIS is my next big adventure.”

attending classes. You join the local association. You’re still immersed in all that is new and exciting about this industry that you are going to take by storm. Your vision and goals are clear. You cannot wait to help a client with their first purchase, and then the next, and the next, and the next! You are so excited, you’re already planning your end of the year client appreciation party extravaganza!

THEY MADE IT LOOK SO EASY!

like moving to a foreign country. You’ve got to learn the language to communicate effectively. How long did it take you to learn your first language? YEARS. (And you messed up a lot in the beginning) Don’t rush this process. Make a deliberate effort to practice every day. Through practice of your trade, over time, you too, will be able to overcome objections with ease, negotiate contracts effortlessly and enter a listing into the MLS in minutes vs. hours. It’s going to take time. Sometimes longer than you think it should, that doesn’t equate to failure, it just means you get to invest more time in sharpening your tools.

THE FREAK OUT MOMENT.

I’ll call this the moment of selfdoubt. I know that at some point in every single person’s life, they have had that brief conversation with themselves that goes something like this, “What was I thinking? This remodel is so much more work than I thought. I should have just paid someone to do all the work. Did I throw away a perfectly good kitchen to pursue the kitchen of my dreams?” In real estate, it sounds more like this, “What was I thinking? This is so much more work than I thought. I could just buy leads. Am I cut out for this? Did I quit a perfectly good job for this?” We all go there. It’s actually a coping mechanism. Your mind is innocently enough attempting to protect you. It wants you stay comfortable. It prefers that. If you’re having a “freak out moment,” that’s awesome! The key is to take a deep breath and refer to #1, you know, the time when you were excited. You had big dreams. You were clear on the vision and the goal. The truth is, if you have dreamed it up in your head, you are 100% able to achieve it. Your mind will not create a situation unobtainable for you. We have all heard the William Arthur Ward

quote “If you can imagine it, you can achieve it. If you can dream it, you can become it.” In other words, it all starts in your head. Have you ever achieved something you didn’t first imagine in your mind? Of course not. So, my point here is remember that you set out on this mission. Your coping mechanism to obtain the status quo is that little voice inside your head telling you cannot. The very fact that you have developed and come up with this plan simply means that it is yours to achieve, and you will!

ACCEPT AND RECOMMIT:

After the moment of self-doubt, you realize that you got yourself into this and by-golly, you are going to succeed! You go back and re-read some of the How To’s on kitchen remodels, verify you are on the right track. You ask a few friends who have been through the process. You talk to someone who reaffirms that you are on the right track, it took them a little longer too, and they learned so much along the way! You remember exactly why you are on this crazy real estate ride. It wasn’t about the money when you started, it still isn’t. It’s about how that money is going to help you, your family, and the people around you. You remember that real estate is simple, not easy. You talk to someone who you admire in the industry and they remind you that it won’t happen overnight, you’r job is to get better every day! You recommit.

You’re about eight days in to a reThe bottom line is, in the end, if model you projected at taking only four you stick to your desire to accomplish to complete. You start to feel slightly your goals, understand there will be frustrated. Your house is a mess. Your obstacles, sometimes in the middle, kitchen is unusable. You haven’t had a it won’t look or feel like you had home cooked meal in days. You are imagined. Get guidance and remember growing weary of the thought of waitYOU TAKE THE PLUNGE. why you started, this business will gift ing for another coat of paint to dry. You you all of your wildest dreams and start to ask yourself this question, “Why You buy the paint and all the tools, goals… and in my case, a new kitchen. is this taking so long?” saws, hammers, nails, drop clothes; you name it. As you remove the Acknowledge the process. Enjoy How does this relate to real estate? cabinet doors, one by one, you can It’s a process. Learning how to the progress. You are exactly where actually imagine the day when you’ll be an effective real estate agent is you should be. be putting them all back together. You can visualize the finished product. Julie was born and raised in Southern Nevada and comes from family that has been in the real You’re already planning your first big estate industry for over 32 years. In 2010, she opened “Youngblood Coaching & Consulting,” get together so you can show all your Her main objective is to show agents the habits needed in order to be massively successful. A friends and family how fantastic your combination of scripting, skills, time-blocking, business planning and negotiation techniques are handy work turned out. just some of the focuses. Julie has the uncanny ability to see where you are, help you strategize

You go to school. You pass the test. You quit your “Job.” You sign up at an awesome brokerage. You start

a plan of action to reach the next level, execute and then celebrate, of course! Julie can be reached at 702-234-8181 or visit her at www.julieyoungblood.com.

LAS VEGAS AGENT MAGAZINE | January/February 2015

January/February 2015 | LAS VEGAS AGENT MAGAZINE

EMBRACE SOCIAL MEDIA and stay connected with your customers By: Shari Sutton

ever in history has it been easier to keep in touch with current and past customers while simutaneously meeting new prospects. How? Social Media. It has forever changed the way we communicate and has become a very powerful tool for staying connected. In business, you need to brand yourself and keep your brand top-of-mind when your customers are in need of your product or service. Social Media gives you the power to stay in front of your customers, keeping your brand relevent while sharing interesting, informational content. The key is to keep it social. Social media platforms are a great way to stay connected, but there’s an 80/20 rule. 80% of the content you post should be ‘social’ as in sharing information, stories, etc. while only 20% should be promotional. Social media is more about engagement and conversation than self promotion. People want to work with individuals who take pride in their work and are passionate about what they do, so its ok to be promotional just don’t go overboard. Every 20 minutes on Facebook Data Real estate professionals are very connected to Links Shared 1 Million the communities they Friends Requested 2 Million represent. They know what each has to offer, Messages Sent 3 Million what schools are close, area conveniences and so http://www.statisticbrain.com/facebook-statistics/ on. This information, when used appropriately, is a powerful resourse for individuals. Find a good balance opportunities and referrals. process. It gives you a way to stay between the personal and business connected with your personal and information you share and more people Start small. There are so many business sphere of influence. will want to connect with you. platforms available, so don’t feel Twitter gives you the ability to like you need to jump in to every While this can all seem available medium. Pick one and get reach beyond your direct sphere overwhelming at first, once you comfortable. Facebook and Twitter of influence as it is an ‘open get started you’ll soon learn that are two great ways to connect and community’. While it takes a sharing information through social engage. With Facebook you’re able bit longer to build an audience platforms is an easy process that to share experiences and interact on twitter, it’s easier to share when leveraged can help you with people. In otherwards, be social. information because your content is quickly and easily find, form, and And the great news is, real estate limited to 140 characters total. This strenghten customer relationships. professionsals are already great at makes it easy to create stimulating The more connected you are, the socializing so carrying this over into content that’s intriguing and engages greater chance you have for more an online strategy is a relatively easy your audience to follow you in

LAS VEGAS AGENT MAGAZINE | January/February 2015

order to find out more information. It’s important to also keep in mind that when potential customers are searching for you, these social medial profiles will appear on page one results when someone is searching for you or your business by name. This makes it extremely important to brand these profiles and ensure the posts are professional. Once you’ve made the decision to jump in, it’s important to first identify what you hope to achieve. Who are you trying to reach and why? If you want to target people over the age of 35, focus on Facebook and LinkedIn. Actually, 79% off LinkedIn Users are over 35.2 You also need to make the commitment to actively use the platform you’ve selected. Just signing up and making an occassional post will not produce results, leaving you frustrated, so you need to set realistic Sutton CONTINUED ON PAGE 30

LOCAL HOUSING STATISTICS Greater Las Vegas Association of REALTORS® December 2014 Statistics 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®.

Availabillity Without Pending Or Contingent Offers End Of Period

ABOUT THE GLVAR 26

Units Sold in Period

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.

LAS VEGAS AGENT MAGAZINE | January/February 2015

NVAR HONORS TOP NEVADA REALTORS , INCLUDING REALTOR OF THE YEAR KOLLEEN KELLEY ®

The Nevada Association of REALTORS® (NVAR) honored its leading members at an awards event in Reno, naming longtime industry leader Kolleen Kelley its 2014 Nevada REALTOR® of the Year and recognizing others from around the state for their continued service to their association, their profession and their communities. Kelley, a longtime Las Vegas REALTOR®, served as NVAR’s 2014 president after being president-elect in 2013. She is also a past president of the Greater Las Vegas Association of REALTORS® (GLVAR) and has volunteered on numerous GLVAR and NVAR committees. She works at Golden Real Estate and Investments in Las Vegas. At its annual awards event held Dec. 5 at the Nevada Museum of Art in Reno.

GLVAR HONORS J.C. MELVIN AS REALTOR OF THE YEAR ®

The Greater Las Vegas Association of REALTORS® (GLVAR) presented its 2014 annual awards to some of its leading members, including J.C. Melvin, who was named REALTOR® of the Year. As part of its annual installation of new officers and board members for 2015 held Nov. 1 at the Four Seasons Hotel on the Las Vegas Strip, the GLVAR presented its top annual award to Melvin, a longtime local REALTOR® who works at Keller Williams Southwest in Las Vegas. He was honored for serving as a leader in the real estate profession and in the community. Congratulations J.C.!

NVAR ALSO PRESENTED AWARDS TO THE FOLLOWING LONGTIME MEMBERS: DAVE TINA

KENNETH GRAGSON

PATTY KELLEY

SCOTT BEAUDRY

Nevada Distinguished REALTOR® Award for ongoing and consistent service to NVAR and the real estate profession. Tina, who has more than 36 years of real estate experience, is the corporate broker of Urban Nest Realty in Las Vegas, which he runs with his son, David J. Tina. He has held several leadership positions in state and local associations, including serving as 2013 president of the GLVAR.

REALTOR® Active in Politics Award for government affairs advocacy and activities. Gragson, a Nevada REALTOR® since 1969 and now working for the Las Vegas real estate firm of Barrett & Co., was honored for playing a leading role in the association’s government affairs initiatives supporting private property rights and other causes that are vital to the industry.

Joe Nolan Award recognizing spirit, passion and professionalism in serving fellow REALTORS® in Nevada. Patty Kelley, who is not related to Kolleen Kelley, is also a former GLVAR president. She and her husband, Keith, also a past president of both NVAR and GLVAR, run their own Southern Nevada-based real estate firm, Kelley & Associates.

REALTOR® Achievement Award for outstanding service to local and state associations, as chosen by NVAR’s president. Beaudry, a longtime local REALTOR®, is a broker at Universal Realty in Las Vegas. He has also been elected to serve as GLVAR’s president-elect for 2015.

About the NVAR: The Nevada Association of REALTORS® is a professional trade association with more than 14,000 members. NVAR is committed to protecting, promoting and preserving our communities. Visit www.NVAR.org. January/February 2015 | LAS VEGAS AGENT MAGAZINE

NAHREP NEWSLETTER Our Mission NAHREP is a purpose-driven organization that is propelled by a passionate combination of entrepreneurial spirit, cultural heritage and the advocacy of its members. Our mission is to advance sustainable Hispanic homeownership. NAHREP accomplishes its mission by: Educating and empowering the real estate professionals who serve Hispanic home buyers & sellers

Advocating for public policy that supports the trade association’s mission

Facilitating relationships among industry stakeholders, real estate practitioners and other housing industry professionals

NAHREP NV Chapter Annual Gala

n Friday November 21st, the “National Association of Hispanic Real Estate Professionals” (NAHREP) Nevada Chapter held a very successful Gala event at the Paris Hotel. Rewarding peers for their accomplishments and services within the organization as well as their support in the Hispanic community. As we end this great year in celebration, which is enjoyed due to the generosity and support of Bank of America and our Corporate Sponsors, we start a new year full of activities and welcome in

our new 2015 board. We wish to thank the dignitaries and their representatives that honored us with their presence at this great event. Your presence shows us the importance of our Organization and the impact we have in our communities. In this same spirit of togetherness, we gave thanks to God for these 15 years of opportunities, and for allowing us to see the fruits of our efforts. To close out this magnificent and touching ceremony, we welcomed in our new president Mr. Benjamin Ramirez, who shared with us some of

LAS VEGAS AGENT MAGAZINE | January/February 2015

his personal achievements, his career and his vision for NAHREP. Let us join together in a spirit of gratitude and dedication, encouraging NAHREP to future triumphs. I’d like to give thanks to everyone who attended, especially our NAHREP members for allowing me the honor of being a part of your life and the organization. From the bottom of my heart, I thank you for the confidence and trust you have placed in me. Sincerely, Tony Medina, 2014 President NAHREP Nevada.

Dignitaries Present n

Congresswoman Dina Titus

The Honorable Judge Bill Gonzalez

Members of the Executive Committee Sandra Jauregui - Secretary Zoila Sanchez - Treasurer

New American Funding

Representatives of Governor Brian Sandoval

Representatives of Congressman Joe Heck

Ticor Title of Nevada

Wells Fargo

Representatives of Senator Harry Reid

Representatives of Senator Dean Heller

President Thomas Blanchard VAREP

Jillian Batchelor - WCR President

CEO Chris Román - KMCC - DT Las Vegas and San Antonio KYVV DT MundoFox n

Benjamin Ramirez – President Tony Medina - Immediate Past President Javier Otero - Vice President Claudia Turcaz - Membership Director Fritzi Ortiz - Compliance Director Juan Martinez - Emeritus Martha Cazares - Educational Director

DIAMOND n Nevada State Bank

Members of the Executive Committee

Sponsors

Eddie Escobedo Jr. of El Mundo

Ricardo Fernández Sierra anchor of Noticiero MundoFox Las Vegas n

Felix De Herrera owner and President of Sales Financial Group n

Jason Madiedo President of National NAHREP n

Gary Acosta Co -Founder and CEO of NAHREP n

GOLD n American Home Shields SILVER n CITI First American Home Buyers Protection Corporation n

First American Title Company n

Paramount Residential Mortgage Group n

Richmond American Homes n

The Signing Depot

Members of the Board D’Ana De La Torres Kevin Wool Leo Mendoza Marco Chaidez y Olga Torres

Recognition of past Presidents Tony Medina - 2014 Ana Morales - 2013 Omar Lopez - 2012 Larry DeCoursey - 2011 Noah Herrera - 2010 Juan Martinez - 2009 Alex Garza - 2008 Albert Delgado - 2007 Jason Madiedo - 2005 & 2006 Claudia Turcaz - 2003 & 2004 Feliz De Herrera - 2000 & 2002

Media El Mundo Las Vegas Las Vegas Agent Magazine Home Connect TV Mi Mundo Magazine MundoFox Las Vegas Nuvision

For more information about NAHREP visit www.nvahrep.org or call (702) 547-4737 NAHREP Nevada Chapter 4000 S. Eastern Ave Suite 123 / Las Vegas NV 89119 January/February 2015 | LAS VEGAS AGENT MAGAZINE

Clayton CONTINUED FROM PAGE 20

Sutton CONTINUED FROM PAGE 24

ever seen. That is the house you want your home to look like. Is your home the right style, size? Recently, I wrote an article about “Measuring” for this magazine… READ IT! Not every home can pull off any style.

expectations and track your results. Social media is a process. You don’t expect to meet and get to know every person in the room when you go to a party or social function. Instead you take your time talking with people, learing about them, and making connections. Social media is no different. When you start posting content you will see your network begin to grow. The more personable, interesting, and relevant your content is the more people will comment and share your information.

If everyone would keep in mind that what they watch on television is well organized by professionals, maybe they can avoid “costly” and “stressful” mistakes. Getting “professional” advice by licensed designers and contractors before attempting a big project in your home should be the first item on your list. Television is a great source for ideas, so keep watching! Terrence L. Clayton started his designing career creating sto re d i s p l ays , st a g e s e t s 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.

Social media is a great forum for showcasing your personality and your expertise to a substantial amount of people on a regular basis. It’s not only a very efficient way of staying in touch, it’s a way for others to stay connected to you too. Another benefit of using social media is that it is trackable in real time. It’s measurable through the amount of comments, likes, shares, tweets, pins, etc. The benefits of adding social media into your marketing mix are invaluable. First and foremost, it’s FREE! It gives you more control over what potential customers view when searching for you online as your social media channels will pull in search results. It also opens the door for two-way communication. Unlike

LAS VEGAS AGENT MAGAZINE | January/February 2015

other methods of marketing, it encourages dynamic conversations. Listening, of course, is a hugh component of this communication. The more responsive you are to your connections, inturn the more resposive they will be to you. Have fun with it! This amazing tool can enrich both your personal and professional life. It builds trust within your networks because people can see ‘inside’ and connect with you or your brand on a more personal level. It’s an opportunity to share meaningful information and build lasting relationships. Afterall, life is truly about the relationships we build along the way. Shari Sutton is a speaker, writer, and co-owner o f S u t t o n Wa t k i n s Advertising & Marketing with business partner, Kathy Watkins. Their agency celebrated 16 Sweet years in 2014. Shari has been published in Globe Magazine, Inside Self Storage Magazine, and TSSA. She has also been a featured speaker at trade conventions and manager training engagements in Las Vegas, Chicago, and Texas.

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January/February 2015 | LAS VEGAS AGENT MAGAZINE

By: Tim Zimmerman

f you were able to create anything in your life right now, what would it be?

Would it be more money, a better job, more happiness, more harmony with your family, a better relationship with your spouse? What would it be? Write it down if you can. If a wish or a number of wishes could be granted by you for others, what would they be? Better health, more money, get out of debt, happiness, harmony, better love life? What would it be? Take note that what others want is probably close to what you want… Better and better Love, Light, Life, health, Harmony, and Abundant Prosperity, Wisdom, Strength, Infinite Intelligence and Eternal Youth. Is that all… oh Yes, World Peace… not too much to ask for, is it?

The Law of Attraction vs. Conscious Deliberate Creation

The better question is, how do we consciously and deliberately create such a life? Let’s see.

brain. Then in 1937, he published Think and Grow Rich, which went on to become one of the bestselling books of all time, selling over 60 million copies. In this book, Hill insisted on the importance of Conscious Deliberate Creation is controlling one’s own thoughts in harder to define, let’s look at each order to achieve success, as well as the energy that thoughts have word… and their ability to attract other Conscious: Aware of and responding thoughts.” (From Wikipedia) to one’s surroundings; awake. There have been many references Deliberate: Done consciously and to Creation in both the Old and New intentionally. Testament and all Holy books, from Creation: Something that has been the New Thought and Self-help brought into existence or created, books throughout the Ages… ”How a product of human intelligence or to” control our life here on earth has been a main focus. imagination The Law of Attraction, per Wikipedia states, “The Law of Attraction is the name given to the belief that ’like attracts like’ and that by focusing on positive or negative thoughts, one can bring about positive or negative results.”

how are thoughts created? These writings, and more, are the core reason that I began my quest over 30 years to find out “HOW.” How do we “believe and achieve”? How do we believe in our heart? How do we control our thoughts? What came out of my quest is what I call The 5 Laws of Creation: 1. Thought 2. Words (that you speak to yourself and to others) 3. Belief (the internal knowing) 4. Decision 5. Action/deeds.

Think for a moment… without any of these five Laws, could anything be created? When you learn how to control your thoughts, then you are controlling your word. When you learn that your current thoughts are based on your belief system that was developed during childhood and that childhood belief system is running your life right now, then you will learn how to neutralize any negative and limiting beliefs and you will learn how to reprogram this belief system directly in your unconscious and subconscious mind.

ultimate control of, yet most humans Once your negative belief system do not know this and they refrain is neutralized and reprogrammed from controlling their thoughts. to reflect what you want it to, then “Thoughts are things, incredibly success comes as a natural result and real things,” wrote Napoleon Hill you can start creating exactly what in Think and Grow Rich. He also you want to happen in your life. wrote, “Whatever the mind of man It may seem incredible, it may can conceive and believe, man can seem like it is not true, yet, I know achieve.” from personal experience and over It is written in Mark 11: 24, “What the last 20 years that it is true and that things so ever ye desire, when ye I can teach these skills in an orderly pray, believe that ye receive them, and comprehensive way to others. and ye shall have them.” So, ask yourself again, “What is it Zoraster wrote 4,000 years ago, that I would like to have happen?” So how do we control our life… Manifestation: Demonstration. A “Good thoughts, good words, Let’s see if we can create that in 2015. What is the one thing we have manifestation of something is a sign good deeds.” In other words, your ultimate control of? that it is happening or that it exists. Or, you can use the Law of Attraction thoughts create words, which creates (like attracts like) and attract what you deeds…? Which begs the question, Thoughts are the one thing we have Then, Conscious Deliberate Creation would be something brought into existence with Intended Awareness.

“Napoleon Hill published two books on the theme of the Law of Attraction. The first was The Law of Success in 16 Lessons (1928), which directly and repeatedly referenced the law of attraction and proposed that it operates by use of radio waves transmitted by the

Tim Zimmerman has been involved in personal growth and development training for 30 years, being trained by the Best of the Best in training, especially the Dale Carnegie © training organization in Chicago, Minnesota and Sacramento. Throughout his 27 year Mortgage Banking career, he was a monthly multi-million dollar producer. SM3 Success Seminars© was created with the purpose in mind to merge and fuse the Best of the Best corporate training with the more esoteric Mind Development techniques in order to assure that participants obtain life-changing results that can be used for life with an exponential return on investment. To reach Tim, please email him Tim@SM3SuccessSeminars.com or he can be reached at 928-486-5851.

LAS VEGAS AGENT MAGAZINE | January/February 2015

Tips for Staying on Track &

REACHING YOUR HEALTH & FITNESS GOALS IN 2015 By: Tamra Trainer As we start a new year, many will also start a new diet and training regime. Here are some tips to keep you on track and help you reach your Health & Fitness Goals in 2015.

CLEAN OUT YOUR PANTRY If you keep unhealthy food on hand, then the temptation will always be there. And if you have kids, even more of a reason to get them eating healthy and not giving them junk food. If you want a treat you will have to go out to get it and you will more than likely think twice.

TRACK YOUR MACROS

GET YOUR SAUCES ON THE SIDE When you eat foods with dressings, gravies, or sauces, you automatically dump way more on your food when you “pre” pare it or order it the regular way. Try getting your sauces on the side and dipping your food. Studies show that by doing dipping your food into the sauce, dressing or gravy, you will not use as much of it and consume less calories. Test it out!

ALWAYS HAVE YOUR FOOD READY IN ADVANCE We tend to cheat or snack more when we are hungry. Carry your food with you and eat every 3-4hrs. If you are full and hydrated you more than likely won’t have the desire to cheat.

EXERCISE EVERY DAY

“Macros” are short for Macronutrients that we get from food in the form of Calories, Fats & Carbs. Download an app like “MyFitnessPal” or “LoseIt” on your phone and start tracking EVERYTHING that goes in that stomach. You would be surprised how many calories silently slip by our mental calculator

Even if it’s just a brisk walk for 10 min. This will help get your heart rate up and get you more mentally prepared to make it a lifestyle.

EAT 5-6 MEALS THROUGHOUT THE DAY

FAD DIETS DON’T WORK

This is what people seem to have the hardest time with. I often hear people say they eat once a day and feel fine. If they haven’t eaten 5-6 meals a day then they really don’t have anything to compare that “fine” feeling to. I know I like to feel “GREAT”. Our bodies cannot physically operate at its full potential when it’s in starvation mode. If you often feel tired and sluggish, this could be why. Eating every 3-4hrs will allow your metabolism to speed up and burn more of the calories, carbs & fat effectively and give you the energy you need to get through your day.

Any diet that makes sense will work in the short term but most people end up gaining the weight back because these diets don’t teach you how to eat regular foods. When you go off the diet, you end up eating foods that sound healthy but really aren’t.

NO ALCOHOL! This is pretty self-explanatory. You will notice a difference just cutting this one thing out of your diet. If you want to get rid of the “Wine Waist” then it should not be a part of your diet. You can add some back, when you are ready to just maintain.

LAS VEGAS AGENT MAGAZINE | January/February 2015

DRINK 3 LITRES OF WATER DAILY Our bodies are made up of 60-75% water. It’s in our cells, organs, muscles, blood. We lose a lot of water each day so you have to replenish in order for everything to work properly. Google this: symptoms of dehydration. 80% of the population is severely dehydrated and taking medication for something that could really just be severe dehydration.

SLEEP This is when our body recovers and cells regenerate. You NEED to get at least 8hrs of sleep every night. Time to change those habits! The foods you crave will still be there in 3 or 6 months! If you really need that cheeseburger or slice of cake, think long and hard about why it can’t wait until you’ve reached your goal weight to have it. Start telling yourself “NO” and see what incredible things happen. If you fall off the wagon don’t stay off. Get right back on it and eat your clean meals just like you normally would. It’s the same for if you get a flat tire, you wouldn’t pop the other 3 would you? We are human. Now let’s get HEALTHY IN 2015!!!!

Tamra Trainer is Broker/ Owner of Aston Realty Group and is an award-winning bikini athlete. She is currently penning a “Sexy & Fit” Cookbook. If you are looking for healthy re c i p e s a n d /o r m o re fitness tips follow her on Instagram, FB & Twitter @Train2BeHealthy.

January/February 2015 | LAS VEGAS AGENT MAGAZINE