Las Vegas Agent Magazine January/February 2014 Premier Issue by Las Vegas Agent Magazine

Starring PREMIER ISSUE

JANUARY/FEBRUARY 2014

Heidi Kasama

Ehren Alessi, President and Owner of Resolution Realty wants to talk with you, ...if you want to get your business to the next level. Ehren Alessi is the number one listing agent in Nevada! Ehren Alessi has closed thousands of listings in his 8 year career. • Resolution Realty has a Very Large listing inventory! We cannot handle all the leads that come in on a daily basis. • Resolution Realty has Listing and Buyer Leads. • Resolution Realty is a Full Service Real Estate Company, with the tools to get you to the next level. • 100% Commissions for Experienced Agents, Competitive Commissions for New Agents + Mentorship! • ZERO Monthly Fees for Experienced Agents! • If you are an Experienced Agent or have just gotten into Real Estate, we will help you SUCCEED!

TABLE OF CONTENTS

Created Exclusively for the Las Vegas Real Estate Agent

Leadership: Simple or Complicated?

Just Ask

Greening Real Estate in Nevada

Protect Your Nevada LLC’s

Homeowner Tips

Community Spotlight

J.C. Melvin

Barry Farber

Annette Bubak

Robert L. Bolick

Mike Klimek

Operation H.O. P. E

16 Publisher@LVAgentMagazine.com

Advertising Sales Tamara Browning Tamara@LVAgentMagazine.com

Graphic Design & Web Design Joe Abellard

Art@LVAgentMagazine.com

Heidi Kasama

Six Biggest Conversation Mistakes

Moving Tips

Stage To Sell

Housing Statistics

Publisher

Melodie C. Miller

STAR REALTOR®

Loren Ekroth, PHD

Jon Powell

Terrence L. Clayton

GLVAR

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

LEADERSHIP:

Simple or Complicated?

e have all heard the term, “She’s a born leader” and it makes you wonder sometimes, can a person learn to be a good, quality leader or do you really have to be born that way? I believe that life is much simpler than most of us tend to make it and am always looking for the elementary way of looking at things. For me, it makes life more enjoyable and fulfilling rather than complicated and frustrating. My take is that if you possess 5 basic traits you have the ability to become an incredible leader. While I readily admit that we could easily list more traits of a leader, I believe these five must be inherent or adopted at a very young age and create the foundation upon which a strong leader is developed.

THESE TRAITS/QUALITIES ARE:

1. Honest 2. Forward-looking 3. Competent 4. Inspiring 5. Intelligent In several of the leadership programs I have been involved; one of the books we used was the “Leadership Challenge” by Kouzes and Posner to guide us through some leadership theory. In their book they list 20 traits/qualities of a leader and the above are the top five. Honesty as a leadership trait: Now-a-days, the internet, twitter and face book will expose any mis-step or indiscretion a leader might make. It is not just a matter of not telling a lie, but rather, more about being forthright and venerable about yourself as a whole. People are way more likely to follow a leader they perceive as sincere and real than one who is simply a leader because of their position. Forward-looking: All strong leaders have the ability to look forward with vision. The effective leader has the ability to communicate the vision to the group and to interpret what the meaning of the change will be for both the group and for the individuals moving forward. The leader does not make promises they cannot keep. There is a risk involved with being forward-looking. One risk is that your vision may not ever happen which may lead the group to lose confidence in you. Yet, most great leaders have a way of taking their group to places others thought were not possible. In addition to the leader having great vision, they must posses the ability to communicate that clear vision to the group. When she shares the plan to achieve the vision with the group and the individuals can see themselves in the big picture, they are far more likely to band together, as a team, in the efforts of achieving the goals necessary to reach the vision.

Las Vegas Agent Magazine • Jan/Feb, 2014

By J.C. Melvin

It is not necessary to be totally competent in the entire organization, especially in today’s world of specialization, however, they must demonstrate their competent in the area they are focused upon. In this regard, the leader cannot be arrogant in their demonstration of competency but rather she may give credit to the group for reaching certain plateaus within the organization. For example:”We set a goal for 1,000 sales and this team was outstanding, accomplishing 1,125, what an incredible team!” Inspiration as a leadership trait: This is a super powerful trait to posses and may be the one trait more easily learned than any of the others. It is the single most necessary trait and with this trait alone, someone can lead a group for a while. Inspiration is a form of charisma in interacting and communicating with groups and individuals. Story telling is the most common way to inspire and share emotional feelings that will stimulate the group to move forward as a team. Ask yourself, “who inspires me and how do they do it”? Once you are clear on this, don’t be afraid to emulate what they do and learn to make it a part of yourself. Intelligence: This is an interesting trait to talk about because almost all people believe they are intelligent. Yes, intelligence can be learned and it can be a long hard road. When we talk intelligence we are speaking of the practical implementation of gained knowledge. So, for simplicity, a person with lots of knowledge in a specific area, is not necessarily intelligent and yet may be quite knowledgeable. The person with a basic understanding of things who has the ability to apply that understanding to new challenges with similar parameters thereby demonstrating their power of reason would likely be considered intelligent. Lastly, it is the leading of others to the information and answers that will demonstrate the leader’s intelligence. This can often be done by asking questions and then acknowledging the intelligence of others. There are many books worth reading on the subject of Leadership and I am a believer that we must become a student of whatever it is we wish to focus on. Being a leader also means that we acknowledge life is an ongoing learning opportunity and that we remain students for a lifetime. When we focus on learning, life remains fairly simple!

JC Melvin has been in the real estate industry since 1981 and involved with leadership since 1995. A founding dean of the NVAR Leadership program, his first book, “I think I smell Garlic” is a required text book at UNLV in a motivational psychology class. Melvin speaks through the U.S and Europe. Contact JC at jc@ jcmelvin.com JC Melvin Seminars, Inc

Just ASk By: Barry Farber

Study the most successful salespeople and entrepreneurs in the world, and you’ll quickly discover their sales secret: They learn with their minds and sell with their hearts. They go into each sale with a clear objective and ask questions that move them naturally in that direction. They have no need for clever acronyms or techniques (which are almost always more confusing than convincing). They simply ask whatever will get them closest to their objective. The best way to emulate these successful salespeople is to sell from the heart: by asking questions in an easy, conversational style that lets prospects know they’re being listened to. Exactly what and how you ask is up to you. Just remember, questions can help you get the sale in three important ways:

1. Questions give you information. In real

(i.e., nonselling) life, you wouldn’t just walk up to a stranger and start talking to him or her. Yet that’s what many salespeople do: They come into a place of business, introduce themselves and then take that “let me tell you what we do and how much I know” attitude. A more natural, effective approach is to start by asking background questions to get information and insights into that particular customer and company. Typical background questions include: Can you give an example of . . . ? Could you describe . . . ? Can you take me through the process of.? Could you expand on.? Tell me more about.?

2. Questions help you qualify. Every question

you ask is a qualifying question (including the ones above). There are, of course, basic questions that uncover needs, time frame, budget and decision-makers. But all your questions should be designed to help you determine whether your product or service is right for the particular prospect. (That’s what qualifying is all

Las Vegas Agent Magazine • Jan/Feb, 2014

about, isn’t it?) Qualifying questions help you understand the uniqueness of each prospect. Take notes so you can document key points and pick up what’s most important. Closing isn’t difficult when it’s a natural extension of your relationship with a prospect, based on your understanding of the benefits your product or service can provide that person.

3. Questions get them talking. A salesperson

is really part detective, part scientist, part psychiatrist and part reporter all rolled into one. You gather facts and delve for emotions, and the only way to do that is by getting your prospects to open up and start talking. Elaborating strategies can help you go beneath the surface. The deeper you go, the stronger your foundation for offering customized solutions. A good way to get reluctant talkers talking is by asking questions like: Can you give an example of . . . ? Could you describe . . . ? Can you take me through the process of.? Could you expand on.? Tell me more about.? In sales, the beginner is the expert and the expert is, in actuality, the beginner. The beginner always asks questions and always wants to learn. The poor sales rep works from a closed mind. He thinks he knows everything there is to know and doesn’t ask the detailed questions. He spits out his presentation. He becomes an expert at product knowledge but a beginner in understanding customer’s needs. The smart salesperson always asks, “How can I improve my relationships? What should I ask to get the information I need and find out how I can serve my customers better?” Only by gathering information to build a foundation will the presentation stand by itself. Barry Farber consults with a variety of industries to help them grow and expand their business. He is the bestselling author of 11 books on sales, management and customer service. His latest release “Diamond in the Rough” CD program is based on his best selling book, radio and television show. Visit him at: www.BarryFarber. com or email him at: barry@barryfarber.com.

REENing REAL ESTATE in NEVADA By: Annette Bubak

Las Vegas Agent magazine is a progressive channel of information to real estate professionals and supporting industries. I am thrilled to have an opportunity to bring stories loaded with GREENing REAL ESTATE information. As we continue throughout the year, we aim to bring you topics of the value of becoming a GREEN Designated REALTOR, financing mechanisms available for your clients,zzz incentives and rebates, trends, and most importantly how you will be able to position this knowledge in becoming a leading real estate professional. The topic of today’s issue is the value of the National Association of REALTORS GREEN Designation and how to use this designation in separating yourself from the pack while better serving your clients. First, let’s speak to the ‘WHY’ it is important for REALTORS to gain this priceless designation. The reasons are simple and clear as our industry has recognized homebuyer demand for green is growing and the insurmountable importance of properly marketing homes that have green features and/or are high performance homes. The GREEN Designation equips REALTORS with the appropriate information and tools in becoming dynamic in meeting these fast emerging needs. The awareness that comes along with the designation’s course prepares REALTORS about the benefits of sustainable homes, distinguish fact from fiction, receive ongoing education about the green industry and learn the benefits of a green homes such as cost savings in energy efficiency technology, advanced construction methods, the various green ratings, health and comfort benefits from a sound green design, and much more. While working with clients who are seeking homes with low operating utility costs and environmental friendly features and benefits, the GREEN Designee is grounded in how to best serve this client by knowing how to search for a home with green features or green certifications, as an example: ENERGY STAR for Homes, LEED for Homes and other likeminded programs. In addition, the designee understands the financing opportunities available during the transaction which can help their clients gain additional funds for energy efficient improvements, gaining

Las Vegas Agent Magazine • Jan/Feb, 2014

more buying power, and leverage place and fast pace paradigm shifts. the various incentives and rebates It is my aim and personal mission to keep available through programs and utilities. this topic relevant and timely for REALTORS as we continue down the path of becoming The most popular financing opportunities GREEN professionals. I hope you will be able to are the Energy Efficient Mortgage (EEM) take these little green nuggets of information and the 203K loan for adding energy and apply them in your day to day business. efficient upgrades and the cost of doing so to the mortgage via these mechanisms. Resources: GREENAllianceNV.org, In addition, the utility companies offer Greenresourcecouncil.org, Energystar.gov rebates on specific improvements along DSIREusa.org with the state of Nevada’s Office of Energy’s EnergyFit program which offers additional incentives for improving your home by 20%. In addition to the benefits on the purchase, GREEN Designees are confident of how to best market listings by using the GREEN MLS fields. These agents are able to strategically position a home’s performance and green features in the marketing materials and online advertisements. Utilizing the Appraisal Institute’s GREEN Addendum as a supporting document in the appraisal and lending process. A 20-year veteran of real estate sales and Today’s buyers are asking a whole new set of questions and seeking features which marketing and a GREEN Designated offer cost and energy savings. A GREEN REALTOR®, Bubak is a founding member of Designee understands this and can better GLVAR’s GREEN Committee, committed to poise homes within the market place. educating Realtors ® on the benefits of high performance, and GREEN certified homes Over the past decade, residential and buildings. An NAR GREEN Designation building codes have become much more instructor, Bubak is working to increase the aggressive with stringent energy efficiency number of Green Designees by illustrating the requirements. By understanding the value of this fast emerging homebuyer demand. Bubak is a founding member and current generations of building codes. A GREEN Designee is able to guide their clients in President of Nevada ENERGY STAR® Partners finding a home that fits their needs and GREEN Alliance, a 501 c 3 charitable nonprofit wants, as well as, be the source of the Organization working in partnership with source regarding building technologies. the U.S. EPA, U.S. DOE, national, state, and local public/private partnerships dedicated Greater Las Vegas Association of to creating thriving, sustainable communities. REALTORS has a GREEN Committee which With first steps focused in home energy is aligned with the National Association efficiency through collaborative education of REALTORS mission and purpose. and community awareness initiatives. This committee creates ongoing support The non-profit creates a commitment for local designees in keeping the to conservation, resource preservation members updated in green initiatives and healthy, sustainable living in Nevada. and the latest in housing trends. Bubak’s professional history includes; high As well as, NAR’s GREEN Resource Council has ongoing support by providing performance and GREEN homebuilding , energy efficient consulting, a high performance marketing materials,connectivity and contracting and GREEN production, as webinars of green real estate practices. well as marketing and event consulting. GREEN is no longer a trend or fad, it is becoming the norm as we For more information, please write to experience transformation in the market Annette@GREENAllianceNV.org

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Protect Your Nevada LLC’s

By: Robert L. Bolick

Anyone owning rental properties, whether in Nevada or another state, should seriously consider holding their properties in a Nevada limited-liability company (“LLC”). Why? Asset protection. You can never be too safe. Nevada LLCs offer perhaps the strongest asset protection benefits in the nation. They are easy to set up and to use and can provide a great deal of security and peace of mind for their owners. Asset Protection. So how do they work? Let’s say you own a rental property and hold it in your name or in your living trust. Your tenant is injured on the property (or claims to have been injured). What happens? You get sued. If the tenant wins, he or she can come after you personally and attach any or all of your assets. Your living trust, if you have one, does not provide any asset protection. The good news it that you don’t need to unnecessarily expose yourself and all of your assets. You can easily set up a Nevada LLC and transfer your property into your LLC. Your LLC not only protects you from any claims by a tenant but will also protect your property from anyone coming after you personally. You are protected because the property is owned by your LLC, not by you. Your LLC will also shield your property from any claimants coming after you individually. For example, if you are in a car wreck and someone sues you, he or she cannot attach any assets held in your LLC. Contrast with Corporations. If you held your rental in a corporation, your creditor can attach your stock and thereby gain complete control of your corporation. He can then dissolve the corporation and gain control of all assets in the corporation. The result is exactly opposite for LLCs – your creditor has neither access to any assets nor control of the entity. Charging Orders. Under Nevada law, the only remedy a creditor has is a “charging order.” This is essentially a lien on your ownership interest in the LLC. Your creditor cannot (1) attach any assets in the LLC; (2) force you to distribute any assets; or (3) dissolve the LLC (pull down the protective barrier). Your creditor is limited to sitting idly by and waiting for you to make a distribution, which, of course, you’ll never do. Better yet, IRS Rev. Rul. 77-137 states that a creditor who has attached your interest steps into your shoes for tax purposes. This means that if you have any taxable income, you retain the money in your LLC and issue a K-1 to your creditor. He reports the income, not you! This is sometimes referred to as a K-O by K-1. Tax Issues. Another benefit of LLCs is that they have the greatest flexibility for taxes than any other entity. Essentially, you can have your LLC be taxed any way you like. Disregarded Entity. Perhaps the simplest and most popular option for your LLC is to have it be a “disregarded entity” for IRS purposes. Your LLC is “invisible” as far as the IRS is concerned. You don’t even need to file a tax return for the entity. You simply report all income and losses directly on your IRS

10 Las Vegas Agent Magazine • Jan/Feb, 2014

Form 1040 as if the LLC didn’t exist. This ease in tax reporting does not affect the strong asset protection offered under Nevada law. S Corporation. You can also elect to have your LLC taxes as a corporation and then file an S election for it. An IRS Form 1120S is required if you make an S election for your LLC. Under certain circumstances, S corporation reporting can offer you tax benefits. I recommend that you discuss with your accountant the best option for you in your tax reporting for your LLC. Non-Nevada Residents and Non-Nevada Properties. Do you need to be a Nevada resident to own a Nevada LLC? No. Do you need to maintain a Nevada business address to own a Nevada LLC? No. All you need is a registered agent in Nevada. Any person or entity can fill this role for you. Can you own property outside of Nevada in a Nevada LLC? Yes. Insurance. Won’t insurance cover any claims? Hopefully, yes. However, if the particular claim is not covered under your policy or if the claim exceeds policy limits, you will be personally liable. Series LLCs. What if you own multiple properties? Nevada has the ideal solution –series LLCs. Nevada has a wonderful new entity, a series LLC, which lets you create as many different series or compartments within your LLC as you care to set up. Each series operates as a separate LLC for asset protection. For example, if you own three rentals, you can set up one series LLC and create three different series within the LLC, one for each rental. If something bad happens on one of the properties, the other two are not affected. With a series LLC, you only pay one filing fee to the state to set up the LLC and only one annual fee to renew it, regardless of how many series you have. If you are filing a tax return for the LLC, you can avoid having to file multiple returns. For most people, holding properties in an LLC is simply a prudent way to protect yourself and your properties from the unexpected and unknown. It’s a relatively inexpensive way to provide excellent asset protection benefits. Many view it as “sleep insurance”, meaning that you can rest assured knowing that no matter what may happen to you or your properties, you and your assets will be safe. Robert L. Bolick is an estate planning and asset protection attorney in the firm’s Las Vegas office. Mr. Bolick previously was owner and president of Bolick & Boyer in Las Vegas. Mr. Bolick maintains an “AV” rating with Martindale-Hubbell, which is the highest rating awarded to attorneys for professional competence and ethics. Education Brigham Young University, J. Reuben Clark Law School – J.D., cum laude (1981) Editor, Brigham Young University Journal of Legal Studies (1980-1981) Brigham Young University – B.A. (1978) Admitted to Practice

Nevada-California-Arizona-Utah Hawaii-United States Tax Court For more information or to schedule a consultation, please call 702-8706060 or write to rbolick@djplaw.com

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HOMEOWNER TIPS

T here

By: Mike Klimek

are many repair issues that realtors will encounter throughout their career. Here are a couple of the most popular, along with the quick fixes to keep your client thinking that you know everything about your business.

“I Don’t Have Any Power In My Bathroom!” This is one of the most common calls I get, and it really is difficult to get people to believe that they can solve this problem by themselves. Typically, all you need is your index finger.

There are safety features in your home’s electrical system. If you have electrical outlets near wet locations (bathrooms, kitchen, garage, exterior of the house), you should have Ground FaultProtection. A Ground Fault Circuit Interrupter (GFCI) is a safety tool that protects against electrical shock caused by a faulty plug, cord or appliance. It senses small changes in electrical current and can shut off the power faster than you can blink your eyes. But all kidding aside, a GFCI could save you from a potentially deadly shock.The GFCI receptacle has two buttons in the middle to periodically test that it is functioning properly. One button is labeled “test” and the other is labeled “reset.” When you press the test button, the power to that receptacle should shut off immediately. To restore the power, depressthe reset button. The power to additional receptacles may also shut off if they are downstream of that GFCI. In this case, those additional outlets should be labeled “GFCI protected outlet,” but this is not always the case. So, the fix here is to reset the GFCI outlet by depressing the “reset” button. Realize that the GFCI outlet in question may not even be located in the bathroom, but rather in the garage, the kitchen, on an exterior wall, etc…so look around until you find it. You may have GFCI protection even though you don’t see a GFCI outlet. In your home’s main electrical panel, there may be a GFCI circuit breaker. This breaker has a test switch on it to ensure that the outlets in the circuit are operating properly. If this is the case at your home, the circuit breaker will trip to a middle position. Just turn it off and then turn it back on. You will have to figure out why the GFCI outlet tripped. You may want to unplug whatever you have plugged in to the circuit and then eliminate possible sources.

“My Garbage Disposal Is Broken And It Needs To Be Replaced!” Another very popular call is that the garbage disposal has stopped working. If it is leaking, then you should prepare yourself fo replacing it as the disposal may have corroded and developed a leak. However, usually the disposal has stopped working because it is jammed with last night’s potato peels, or remnants of a broken glass, or...

Once again, prepare your trusty index finger for a quick remedy. When you flip the switch for your disposal and it doesn’t make any noise, it may just be jammed. When the motor overheats or is overloaded, the motor will shut off and trip a “reset” button. This little red button will be located on the bottom of your disposal (sometimes this button is located on the side of the disposal and may be black). With the switch in the off position, just press the reset button. Pressing the button back in will re-start the motor (you should also test the outlet tomake sure there is power getting to the disposal and, if not, check the breaker). Now turn the switch on. You will probably hear a humming noise, which means you get to clear the obstruction. This will take just a little bit more than just your pointer finger. If the disposal makes a humming noise, but doesn’t grind food, it is jammed. Most disposals come with a tool to clear a jam. If you have lost yours, you can use an Allen wrench. Take the tool and insert it in the hole at the underside of the disposal. As you push and pull the tool, you will hear and feel the obstruction. Keep moving the tool back-and-forth until the blades move freely. If you still can’t budge the blades, you may need to remove the disposal and manually clean out the obstruction. Some “builder-specials” (very inexpensive units) won’t have a reset button to depress, and so really your only option to clear the obstruction will be your trusty broom handle. Take the handle and place it into the top of the disposal and try to get the blades to turn (you obviously want the power turned off to the disposal while you do this). Be gentle though, some cheap stainless sinks may flex if you put too much elbow grease into it.

12 Las Vegas Agent Magazine • Jan/Feb, 2014

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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Heidi Kasama

Start with unflappable Norwegian calm, add the work ethic of immigrant parents, a great education, sense of direction and the kind of possibilities found only in the US, and what do you get?

The daughter of Norwegian immigrants, Heidi,

pronounced “Hay-dee”, was born in Brooklyn, N.Y. and raised in Washington. “I had wonderful parents. They instilled in me a strong sense of hard work, with everyone contributing in our household. My husband Peter’s family came from Japan, so he grew up with a similar set of values. We have worked very hard to create the life that we enjoy now.” Kasama said. “I had to work seven days a week, juggling three jobs, in order to put myself through college. People talk about their fun college days, and I think, I didn’t go to ‘that’ school. I rushed to school, rushed to my job, did homework, slept for half an hour, and then repeated the whole process. If you’re driven, you can do it. So when I hear people complaining that something is hard, sometimes it’s hard for me to be too sympathetic. It all depends on how bad you want it.”

She started working at a CPA firm in Seattle after graduating from Central Washington University and it was here that she met Peter, who was to become her partner in business and in life. As an accountant in Seattle, Heidi Kasama would often advise her clients on real estate investment opportunities and refer them to Realtor friends. Although happy to help her clients with sound advice, and her friends with the referrals, Heidi couldn’t ignore the amount of investment business she was referring out the door, and regularly. That’s when Kasama decided to change careers. “I always like to say that I’m blonde, but I’m not dumb.” Kasama told Las Vegas Agent Magazine during an interview at her office, “I’d send these people, looking to find a good investment, off to Realtors. I had a college degree, a good understanding of finance, and I’m thinking, ‘The Realtor just earned more money than I did. Are you kidding?’ I had already been investing in real estate on my own and saw that it was a great industry.”

16 Las Vegas Agent Magazine • Jan/Feb, 2014

Kasama family; (l-r) Serena, Heidi, Peter & Jango

(not named after the movie)

Husband Peter, also a CPA, encouraged her to get a real estate license and to take the family business to the next level. The couple had their own CPA firm in Seattle, so they sold it and moved to Las Vegas with their youngest daughter, Serena, in 2002. “Peter had a goal of moving to a sunnier climate.” Kasama explained, “I was quite hesitant about living in Las Vegas, but my husband convinced me. I loved Seattle and we were very entrenched in the community. Our older kids were there as well as friends, and we were involved with various charities; it wasn’t easy to leave.” We had a second home in Palm Springs; Peter liked the desert enviornment, the warmth, for playing golf. I remember he came home

and said, ‘This is it. I’m not doing another winter playing golf in the rain. It’s not going to happen anymore.’ He started talking about Las Vegas and I thought he was crazy. But you know, especially as CPAs, you just can’t justify living in California.” “When I came to Las Vegas, I didn’t know a soul, so I had to start from scratch to make a new life. At first, I joined a real estate company to get a feel for how things operated on a local basis. Shortly after, I reconnected with the people in Seattle and together we brought a new franchise to Las Vegas.” Many years later, after a critical shift in the local real estate industry and much soul searching, Kasama made another bold step. Having made the acquaintance of Mark Stark,

H K Chief Executive and President of Prudential Americana in Las Vegas, Kasama found a kindred spirit in business. “Mark really has a heart for the agency and a passion for the business. He is very down to earth, very unpretentious,” Kasama recounted, “so here I am, managing about 150 agents.” The pride and passion Kasama possesses for her work are widely displayed at her 11,000-square-foot office at 10777 W. Twain Ave, Summerlin. From elaborate furnishings and décor that she personally chose, to plaques and awards commemorating such feats as winning Prudential’s Branch of the Year for two years running, Kasama shows commitment to her job, agents and community. As incoming President of the GLVAR, the membership

organization for more than 11,000 local Realtors, Kasama is focusing on her theme, “Proud to be a Realtor.” Like her immigrant parents, Kasama sees homeownership as the great American dream and the path to financial stability. “I feel very strongly that over the past several years, it has been such a tough business for Realtors and the community,” she said. “Agents have worked on short sales for 18 months then it doesn’t close. They needed the commission to pay their own rent. Trust me; I’ve had many agents in my office stressed and heartbroken for themselves and their clients. They work on a transaction for 12 months and it’s supposed to close the following week, but then the bank forecloses on it. These

deals affect the Realtor, not just the homeowner. It’s been tough on everyone, and I am truly so proud of the people that have hung in there, that have kept their license and are still out there willing to do a short sale for somebody. These are professionals trying to help a seller and buyer get into a home. When our inventory was low, back in the summer, buyers were running around, making 14 offers none of which got accepted. That’s a lot of time spent and gas used by the agents with no deal completed and no house for the client. We’re starting to see the light at the end of the tunnel now, and I just want Realtors to be so proud of what they’ve come through. They are truly helping people get into homes, helping them get on

a path to financial stability and freedom with their homes. Through it all, Realtors showed they still have big hearts. They’re out there giving back, serving their community, doing charity work, coaching baseball teams and more.” Kasama and her husband are also licensed business brokers, and handle residential and commercial real estate transactions. She’s also a licensed property manager with 250 properties and her own staff. How can she squeeze in duties as the 2014 GLVAR president? “I know it seems like a lot,” Kasama concedes. “I’m also a director for Nevada Association of Realtors and National Association of Realtors, serving on committees for the state and national boards. My husband says, ‘I need to tie your hands behind your back so you never raise it for another volunteer position.’ But I’ve always been like this my whole life. I’ve got lots of energy and don’t get stressed out. I sleep well at night. My own personal theory is to do the best I can every day and then get ready for the next one. Making time for my family is very important for me; they’ve been very accommodating with all these crazy things. I’m just driven by energy,” she said. “I like putting in the time. Sitting home during a day or whole weekend would drive me nuts. It’s just not my personality. My older children are like, ‘I thought you were going down to Las Vegas and play golf and relax a little bit.’ They came down for the installation and they said, ‘We’ve given up. We know you’ll be doing this until the day you drop’”. For relaxation, Kasama likes to read and play golf with her husband, go out to dinner and take in a show. They’re season ticket holders at Smith Center for Performing Arts. “I also love the Spring Mountain Ranch. We go to all the plays during the summer. At times, I bring the office up there, we all love that. Go sit there under the stars with a bottle of wine and watch the show,” she said.

dedication to being the best in your business, no matter what it is. The key to being a good Realtor is communicating and listening to your client, Kasama said. “You have to understand what they want. It’s all about listening to them. I always ask people, ‘What are your communication skills with your partner, your kids, and your clients?’ It’s really the same, how do you listen? How do you understand what people are feeling, what do they want and how can you help fulfill that need? I try to match people with what they’re looking for. Always do the right thing and transactions will follow, you don’t have to chase them. I really believe that.” Story: M.C. Miller / Photography: Jamie’s Pix

Does she have any advice for people looking to get into real estate? “What I tell them is, one, the experience you have in your background from other careers, no matter what they are, can be a great foundation to use here and you should value the other careers and businesses you’ve had. You’ve learned things there that can be translated into this industry. Real estate, like any business, is really about good communication. I don’t care if you were a CPA, doctor, entertainer … the ability to communicate well and listen very well will make you stronger in any business. So bring all your skill sets here,” she said. “Real estate is hard work like any business. If you want to do one deal a month, you’re only going to earn X. If you’re fine with that, great, let me help you set up a business plan to accomplish that. If you want to earn some big dollars, how hard are you going to work? There is no silver bullet in life; it takes work, skill and the

18 Las Vegas Agent Magazine • Jan/Feb, 2014

Heidi Kasama can be reached at 702-312-7070 or heidik@americanagrp.com

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The Six Biggest Conversational Mistakes By: Loren Ekroth, Ph.D. It’s always easier to be aware of another person’s conversational mistakes than our own. Your own mistakes are so habitual, so well-intentioned, they easily escape your notice. You are just being yourself, right? By the word “mistake” I mean “something that doesn’t work;” a behavior that gets in the way of good communication. Others see and hear your behaviors that you are unaware of. “You can’t see the label from inside the jar.” When other people make mistakes, you notice, and you can learn from these negative examples. (And, if you make a similar mistake, you can change your behavior.) The mistakes I describe can occur during both social and business conversations. They are mistakes because they injure the integrity of the conversation by blocking its flow, creating frustration, or reducing understanding and satisfaction. Here are six of the biggest ones: 1. Blabbermouthing Talking too much, way out of balance. Going on and on without giving the other(s) their turn. The ones who hog the talk-channel soon frustrate others, who soon tune out the blabbermouth. Involved in their own monologues, blabbermouthers get some satisfaction from carrying on - even when they have lost the attention of their listener(s). (Some professionals suffer from the occupational hazard of this mistake - professors, clergy, salespersons and others who earn their livings with talk.) 2. Take-aways and me-toos You begin a topic, and soon your listener grabs it away and opens a me-centered monologue. If you say, “I saw a great movie last weekend ...” your listener and soon-to-be talker says, “Oh? I saw one, too ...” and begins to describe their experience. You can’t complete your thought because it’s been high-jacked. (This is a very childlike behavior, and eventually it drives people away.) 3. Unsolicited advice Some people are quick to give advice as soon as you mention a problem. Phrases like “Have you thought of ... ?” and “Why don’t you ... ?” pour quickly from their overflowing reservoirs of counsel. Men seem especially prone to this tendency, although women are not immune from it. Also “professional know-italls” such as teachers, managers, administrators, and certain lawyers, ministers, and counselors. When giving advice to friends and other peers, the advice-giver assumes the higher status as an authority or even parenting role. That is irritating. The remedy? It’s better to let a person finish describing their problem and then to ask “Are you asking for my opinion?” or “What alternatives have you thought of?” 4. Interrupting Butting in before your partner has completed the thought. Usually this is done because the interrupters are impatient, or are afraid of not getting a chance to express their thoughts. Many of these interruptions occur on TV talk shows when panelists hold opposing views. One begins and another soon butts in and competes with “overtalk.” Sometimes they even shout in order to get in the last word. (According to some TV producers, such interrupting and conflict creates exciting television. Like the old adage, “Let’s you and him fight!”)

20 Las Vegas Agent Magazine • Jan/Feb, 2014

You can observe this same pattern of conversation in many situations. At family gatherings, between co-workers, and, alas, between husbands and wives. Often occurs between sports fans, each of whom claims that “My guy is better than your guy.” (For earliest examples of interrupting behavior, observe sandbox play among boys. Who has the best toy? Who can throw farther? Who has the most friends? Whose dad can beat up the other dad?) 5. Contradicting This is one of the ultimate conversation-blockers. Although direct disagreement is appropriate in structured debate, it is not helpful in social and professional conversations, which are best when mutual and collaborative. “I disagree with you” or “Yes, BUT ...” are plentiful in many conversations, and often just a move in the “I’m right, you’re wrong” game. (If chocolate is right, must vanilla be wrong? Or just different?) Instead of immediately contradicting, a more effective way is to listen to the ideas, check that you understand, and then offer your own ideas. “My viewpoint (or understanding or belief ) is different from yours. Let me explain.” When a person feels heard and understood, s/he is more likely to listen to and understand you when it’s your turn to express different ideas. 6. Stingy contributor Some people listen and learn, take but don’t give. The “stinge” adds little or nothing to the conversation, not fresh energy, new information, humor, acknowledgement of others, other even humor that can lift a conversation. Such people like to “pick the brains” of others, but contribute little or nothing. They take few risks and, while others share personal experience, they remain cool and contained about personal matters. This cautious, protective style creates an out-of-balance relationship in which real trust is absent. When you find you are becoming frustrated or annoyed in a conversation, there is a good chance that the someone is demonstrating one of these mistakes. When you see how these conversation mistakes cause problems, you can eliminate it from your own behavior. Dr. Loren Ekroth is a speaker, trainer and coach to corporations and government agencies nationwide. Founder-director of the Natural Learning Center of Hawaii, a personal development training organization, among many other positions and accolades. Founder of, Better Conversation Week, celebrated since 2002. Creator of “Conversation Coaching Clubs,” a worldwide self-help group for building conversation skills. As a Career/Life Counselor for businesses and professionals, Dr. Ekroth has over 35 years’ experience helping people achieve greater competence and success. Published author of over 500 electronic articles in “Better Conversations” ezine, Dr. Ekroth holds a Ph.D., University of Minnesota, in Intercultural Communication, and has done post-doctoral study, Psychosynthesis at the Institute of California. Published with permission of Dr. Loren Ekroth, author of “Better Conversations” newsletter. Complimentary subscriptions at www.conversationmatters.com

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ryland.com/VegasBroker *Graduated licensed real estate co-ops valid on contracts written from January 1st, 2014 – December 31st, 2014 in the Las Vegas Division only. Ryland Homes reserves the right to modify or discontinue this program at any time without notice. Graduated co-op program not available at all communities. Commissions are computed on base purchase price of home and are paid upon home closing. Graduated commissions will be paid in the order homes close and fund, not in the order they are sold. See Sales Counselor for additional details and limitations of program. © 2013 Ryland Homes Nevada, LLC.

MOVING TIPS

By: Jon Powell

These moving tips may include a few things you hadn’t thought of, or things you just need to be reminded of. Forget that safe deposit box, for example, and you may have a long drive to access it. Ten additional moving tips:

1. Consolidate.

Consider carefully what you want to keep. People spend hundreds of dollars to move things that will undoubtedly be thrown away some day. It’s not just a matter of the expense, but the hassle too. Moving time is the best time to get rid of the things you really don’t need.

2. Have a Yard Sale.

It’s a good way to get rid of those things, and you might even raise enough money to pay for the move.

3. Use Lists.

You will forget things, especially if you don’t have a list or two. Start with a list of things to do before the move. It may include getting school documents transferred, filling out change of address forms, returning borrowed books and movies, transferring prescriptions, getting maps, and arranging utility shut offs and start ups.

4. Make the Moving Company Reservation a Month Ahead.

You wouldn’t want to find out they are booked up on the date you need them.

5. Pack Early.

It’s hard to say how long it will take until you are doing it. Start early to avoid running around looking for boxes at the last minute.

6. Have an “Essentials” Box.

This will have things to make your arrival easier, like toilet paper, paper plates, soaps and such. Pack the box where it is easily accessible.

7. Check Weather Reports

It’s no fun arriving in a snowstorm with your coat packed away somewhere. Allow for extra moving time if the weather is going to slow down traffic.

8. Notify family and friends of your new address and phone number(s). Do this before you have the phone shut off.

9. Save your receipts.

Save receipts for moving expenses, like gas, hotel rooms, and anything else related to the move. Then ask your accountant or tax preparer if you are eligible for a tax deduction for moving expenses.

10. Re-Establish Your Routines Quickly.

It helps to quickly re-establishroutines in your new home, so if Friday night is movie night, don’t break with tradition. Moving is less traumatic if you have some consistency in daily life. If you are moving with children, this may be one of the more important moving tips.

When you are ready to move, call Jon Powell at Red Carpet Movers 702920-7555 and make sure to mention “Las Vegas Agent” for our special offers.

26 Las Vegas Agent Magazine • Jan/Feb, 2014

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

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Stage To Sell !

Remember the D’s, Drive by, De-clutter, De-personalize and Delight your buyers!

By: Terrence L. Clayton

The common mistakes most sellers make are clutter and cleanliness. When selling a house it should be as neat and clean as possible. The last thing you want is for buyers to have to “squeeze” through rooms and think, “How am I going to clean the grime off of that?” If you are entertaining family and have ample seating for a high volume of guests…. consider renting a storage unit. I have come across this problem on several occasions. If a perspective buyer sees a room crowded with furniture all they will think is, “This room is small.” Many of us “family oriented” types love photos of our loved ones. Some purchase the “full portrait package”of every vacation we ever took. Many love those “novelty” frames. All this may give us that “homey” feeling, but buyers can’t see themselves in your home if it is cluttered with dozens of photos everywhere. Remember, De-clutter! De-personalizing is a common phrase in staging. I personally don’t believe a total de-personalization is necessary. It is perfectly acceptable to have a photo of your children on a dresser or your Great Grandparent’s portrait in a hallway. A few “personal” touches help buyer to feel like yours is a home that they could love to live in. People who have lived in a home for many years tend to get “comfortable”. After living in a home for a long period of time, residents don’t see the flaws. I have been in homes where furniture and accessories have been in the same spot from day one! Please take note of that silk floral arrangement that has been in the corner of the room for fifteen years. Greenery helps soften a room, but only if they are fresh and “dust free”! Another point to consider is, after years of living in the same home they get used to those scratches from the dog and dings from the kids. Make sure all doors and woodwork are clean and scratch free. An easy remedy is “Old English” to freshen up old furniture. Sometimes an “inexpensive” paint job will transform a “tired” room. Many people like surrounding themselves with bold, bright colors. That is all well and good. However, when selling a house “bold” colors can offend more people than please them. “Neutral colors” is another commonly used phrase in staging. I believe color can enhance a room as long as it is calming and not “in your face!” Remember the two most important rooms in a home are the kitchen and bath. Sometimes investing in an update in those two rooms can benefit you in the long run. If those two rooms are “outdated” perspective buyers will see outgoing $$$ signs before moving in. The Drive by is the first impression. If your yard is un-groomed and un-kept buyers will assume the interior is the same and may not even want to look inside.. Weeds, leaves and trash in the yard are a definite deterrent. Trimmed shrubs and fresh cut grass is a welcoming “first impression”! Planters with

28 Las Vegas Agent Magazine • Jan/Feb, 2014

fresh flowers in the front and backyards are always a wise and an inexpensive investment. For vacant homes on the market, furniture rental is the best option. An empty home is cold and uninviting, no matter how beautifully appointed it may be. The main rooms to focus on in a vacant home are living, dining, family and Master suite. If it is a home with only a great room, better for the budget. A minimal amount of furniture will get the point across. Accessories like plants, kitchen canisters, dishes and towels in kitchen and bath will help a buyer to imagine living in the home. The moral of this article is, if you remember all the D’s in staging a home you will delight your buyer and achieve the ultimate “D”…….DEPOSIT your commission check! Terrence L. Clayton started his designing career creating store displays, stage sets and tradeshow exhibits in 1986. He was asked to create a line of novelty accent furnishings which led him to attend Interior Design school and graduating in 2004. Terrence has been a Las Vegas resident since December 1992 and opened Alternative Décor soon after.

He can be reached through alternativedecor.com Phone office: 702-655-3888 cell: 702-373-3888 Follow him on FACEBOOK

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Local housing statistics According to statistics released by the Greater Las Vegas Association of REALTORS® (GLVAR), local home prices cooled off in November after posting steady gains for nearly two years. GLVAR reported that the median price of an existing single-family home sold in Southern Nevada during November was $183,000, down 1.1 percent from $185,000 in October. November’s median price was still 25.3 percent higher than November 2012, when the median price was $146,000. Meanwhile, the median price of existing condominiums and townhomes sold in November was $99,000, down 1.0 percent from $100,000 in October, but up 33.8 percent from $74,000 one year ago. GLVAR Immediate Past President, Dave Tina, a longtime local REALTOR®, had been expecting local home prices to dip along with the temperature heading into the holidays, as they do in most years. “I wasn’t surprised to see prices go down a bit last month,” he said. “We may see prices soften a bit more through the winter before hopefully bouncing back in the spring. We’ve been saying for months that it’s very hard to sustain the kind of price increases we’ve been seeing since 2012.” Existing local home prices bottomed out at a median price of $118,000 in January 2012 before appreciating for a record 19 straight months until September 2013. Tina said local home prices are just now back to where they were five years ago and still well below their June 2006 peak of $315,000. GLVAR saw very little change in the number of foreclosures and short sales. GLVAR said the total number of existing local homes, condominiums and townhomes sold in November was 2,694. That’s down from 3,192 in October and down from 3,293 total sales in November 2012. Compared to October, single-family home sales during November decreased by 16.2 percent, while sales of condos and townhomes decreased by 12.7 percent. Compared to one year ago, single family home sales were down 17.9 percent, while condo and townhome sales were down 19.3 percent. Reversing another trend, GLVAR reported fewer homes listed for sale in November. The total number of properties listed for sale on GLVAR’s Multiple Listing Service decreased in November, with 14,240 single-family homes listed for sale at the end of the month. That’s down 5.1 percent from 15,011 single-family homes listed for sale at the end of October and down 8.9 percent from one year ago. GLVAR reported a total of 3,624 condos and townhomes listed for sale on its MLS in November, down 4.0 percent from 3,776 listed in October and down 1.0 percent from one year ago. GLVAR also reported fewer available homes listed for sale without any sort of pending or contingent offer. By the end of November, GLVAR reported 6,830 single-family homes listed without any sort of offer. That’s down 3.4 percent from 7,072 such homes listed in October, but still up 77.4 percent from one year ago. For condos and townhomes, the 2,192 properties listed without offers in November represented a 2.4 percent decrease from 2,247 such properties listed in October, but an 80.0 percent increase from one year ago. In November, GLVAR reported that 43.7 percent of all existing local homes sold were purchased with cash. That’s down from 44.9 in October and from a peak of 59.5 percent set in February 2013. The median price of bank-owned homes sold in November was $152,500, down from $162,501 in October. The median price of homes sold as part of a short sale in November was $158,500, down from $161,000 in October. These GLVAR statistics include activity through the end of November 2013. GLVAR distributes such statistics each month based on data collected through its MLS, which does not necessarily account for newly constructed homes sold by local builders or for sale by owners.

Other highlights include: • The monthly value of local real estate transactions tracked through the MLS during November decreased by 18.4 percent for homes to nearly $497 million. For condos and townhomes, the total value of all sales in November was more than $70 million, down 15.6 percent from October. Compared to one year ago, total sales volumes in November were up 1.5 percent for homes and up 9.5 percent for condos and townhomes. • In November, 73.5 percent of all existing local homes and 67.2 percent of all condos and townhomes sold within 60 days. That compares to October, when 75.4 percent of all local homes and 67.8 percent of all condos and townhomes sold within 60 days.

30 Las Vegas Agent Magazine • Jan/Feb, 2014

32 Las Vegas Agent Magazine â&#x20AC;˘ Jan/Feb, 2014

Source: Greater Las Vegas Association of REALTORS® For media inquiries, please call George McCabe, with B&P Public Relations, at (702) 325-7358. Single Family Residential Units Condo/Townhouse Units 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®.

34 Las Vegas Agent Magazine • Jan/Feb, 2014

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