LVAM March/April 2015 - Issue 8 by Las Vegas Agent Magazine

REACHING NEW HEIGHTS!

Melissa & Chris Zimbelman ALSO INSIDE:

Newsletter

Newsletter March/April 2015

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CONTENTS 4

Best Times to Post on Social Media

Shari Sutton PUBLISHER

Melodie C. Miller

publisher@LVAgentMagazine.com

COPY EDITOR

Melanie Cardano ceditor@LVAgentMagazine.com

Julie Youngblood

Fifty Shades of Gray Jimmy Dague

Leadership vs. Management JC Melvin

The Emergence of the Mortgage Broker Rick Piette

WRITER

Kelly Garrett writer@LVAgentMagazine.com

Bathroom Sink Clogged? Here’s the Fix! Mike Klimek

COVER STORY WRITER

Christine La Fond

GRAPHIC DESIGN

Lisa Gouveia art@LVAgentMagazine.com

I’m a Player, Are You? The Sport of Real Estate

REACHING NEW HEIGHTS! MELISSA & CHRIS ZIMBELMAN of LUXE International Realty

Sustainable Minded REALTORS® Partner with GREENFest 2015 Annette Bubak

Increase Your Net Worth with a Global Network Tamara Tybouslu

Breaking the Sales Force 80/20 Rule Tim Zimmerman

32 34

Newsletter

Statistics & News

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.

Top Ten NewNewsletter Home Sales Tips Jeff Galindo

16 LAS VEGAS AGENT MAGAZINE: 702-530-5033

BEST TIMES TO POST ON

SOCIAL MEDIA

By: Shari Sutton

n our last ar ticle, we discussed the benefits of engaging in social media by keeping your brand topof-mind and relevant. Now that you’re ready to commit, remember to start out with one or two platforms to get your feet wet so that you don’t become overwhelmed. With today’s hustle and bustle, there are constant restraints on your time so don’t become discouraged before you even get started. Pace yourself and commit to actively use the platforms you’ve selected. Nothing will cause you to lose traction faster than inconsistency, so set aside adequate time for engagement. The best way to do this is to incorporate social media into your daily routine. It doesn’t take that much time, once you get into a grove. To help you get started and boost your activity, it helps to figure out the best times to engage. This will vary based on individual schedules; however the graphic to the right illustrates the peak times to post on Facebook and Twitter. It helps to look at what’s working for other people on these platforms to see if it will also convert for your business. If it does, fantastic! If it doesn’t, keep trying. For example, Facebook has its strongest engagement during the weekdays, towards the late afternoon when the workday starts to wind down. Twitter, on the other hand, has up to a 30%

increase in engagement on the weekends. Statistics show that tweeting in the afternoon will also increase the chances of your post being retweeted. Results will obviously vary, but this is a good place to get started.

Facebook

has its strongest engagement on

weekdays

Pe r h a p s o n e t h e most important factors in determining the best time to post is to identify your audience and work backwards from there. With some extra effort and some creative thinking, you can determine the best time for your individual business. There are also tools to help you succeed. By looking at Facebook Insights and viewing the ‘Likes’ tab, you can determine the age range and gender breakdown of your audience. This will certainly play a hand in figuring out the best time to engage with your audience. By studying your Twitter Analytics, you can gain insight on which tweets gain the most traction and the peak performance times of your tweets. Utilizing these tools will help you find your particular sweet spot for engagement. Timing isn’t the only thing to consider, however. Keep in mind that if your content isn’t engaging, then perfect timing won’t matter. Be consistent, informative, and entertaining with your posts and you’ll keep them coming back for more!

4 LAS VEGAS AGENT MAGAZINE | March/April 2015

Twitter

engagement goes up 30 % on

weekends

BEST TIMES:

6-8 AM

12 AM

2-5 PM

12 PM

12 AM

BEST TIMES:

1-3 PM

12 AM

12 PM

12 AM

Source: socialmediatoday.com, www.sumall.com, http://www.entrepreneur.com

Shari Sutton is a speaker, writer, and co-owner of Sutton Watkins 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. To reach Shari, please call (702) 270-2147 or write toshari@suttonwatkins.com

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50 SHADES of GRAY By: Jim Dague

S & M – Are you any good? Not that S&M – I mean Sales and Marketing. Here’s an important question – which is most important? Is it SALES – helping your clients reach a decision, or, is it MARKETING – getting enough people in front of you to serve? The answer, of course, is yes! What these two have in common is that BOTH rely on “How well you say what you say.”

CONTROL – Do you have it? How do you get it? If you’ve been to any of my classes lately, you already know I have been stressing that you have control over three things; Your attitude, the number of people you talk to, and, how well you say what you say. WHY is that important, and, why do I stress it so much? Thank you for letting me break it down! Your attitude – this stems from MANY things. Your expectations, your self talk, your autobiography, your thoughts and beliefs, your environment, your Generation. I’m 427 years old (in dog years) and still, this is one I personally struggle with – even though I TEACH it! I can say this with certainty – my Attitude precedes me and everyone can see it, and FEEL it. To perform and achieve at a high level – this is a great place to start! So,

if I asked you to give yourself a score from 1 to 10 on this one, what number would you give yourself (and what number would those around you give you)? Last thing on this one – if you want to work on this one – work on your Gratitude. Ten to Twenty minutes EVERY SINGLE DAY that you are breathing! INSERT TED.com SCHWARZBERG LINK The number of people you talk to – MARKETING, pure and simple. People WANT what you have! Not everyone. The number thing is more about finding those that want what we have – and want it SOON, then it is about finding LOTS of people and convincing them that need to do a piece of real estate business. We know, there are three ways to get business. 1) Earn it! This means STP or See The People. In real estate, this is Door Knocking, Calling around just listed or just sold, Open Houses, Social events (even Social Media if it leads to an appointment). WORK for it! Work beats Print and Promises every day of the week. 2) Buy it! Ads, Zillow/Trulia, Radio time, Grocery carts, direct mail etc. While this type of marketing is good because it is very Time Effective – it’s just not very Cost Effective. It also gets you in front of Strangers – which means you need to be good at building rapport quickly or they will use the next agent. This type of client

6 LAS VEGAS AGENT MAGAZINE | March/April 2015

is NOT the loyal type (at first) and is good but NOT the best. 3) Attract it! This is the one that is the most ‘Cost AND Time Effective’. It does require that you are on purpose. Meaning, do you have a Data Base – not just a mailing list! A Data Base is a list of ‘relationships’! People that, when you call them they don’t say “Who is this again?” You KNOW they are yours when SOMEONE ELSE asks them, “Do you have a good REALTOR®?” They say, “I’ve got a great one – let me refer you!” Do you have a PLAN in place that you are using to make sure that your clients STAY your clients – because someone else is ALWAYS after your clients! Your number one STRATEGY to build a BUSINESS worth owning; K.I.T. – Keep In Touch – email monthly, direct mail monthly, phone call quarterly, Client Gathering TWICE a year! What you email, direct mail and say on the phone call are all TACTICS! Serving Buyers and Sellers is your JOB. Building your Data Base is your Business. 1/3rd of your work day should be spent on this! Finally - “How well you say what you say.” If real estate was JUST a numbers game – everyone would be able to do the same amount of business in the same time frame. BUT how good are

you when you get in front of someone? How good are your questions? How often do you PRACTICE? Here’s a Truth (not The Truth – just A Truth) – you WON’T get better by accident! You have to work at it! In fact, you will get WORSE over time unless you pay attention to this one. How Much Attention – MINIMUM 3 hours a week! How many agents do you personally know that spend that much time on their Presentation Skills (meaning Questioning and Listening)?

What everybody wants! You already know – “To Feel Good” – If it’s so simple, why isn’t it easy? Because the HOW is SO individualistic. BUT there A R E some commonalities we can apply and use if we want to be more effective, both personally and interpersonally. This is the topic of my next article. Thanks for reading! Jim Dague does Training and Coaching for R.E. agents that want t o b e m o re on purpose and more productive in their business. He can be reached at 702-595-4440.

It’s time for a real look at

LEADERSHIP VS.

MANAGEMENT By: JC Melvin

e s , ye s , I k n ow. Sometimes, a person in management is also a leader and vice versa. The truth is that the most efficient and productive managers have some leadership skills which they are able to weave into their management jobs. Some might call it the “IT” factor which makes some managers so well liked and their departments so productive. The true definition of a manager is to manage a process so that the required task is completed in the way which has been designed to complete it. Oftentimes, there are other people, usually employees or subordinates, with whom the manager must interact with in order to complete the task at hand. In short, managers are paid to get things done usually on a schedule, which may be tight, and on a certain budget. Typically, managers are granted a position of authority by their employer and subordinates do as the manager instructs. Research shows that most managers come from stable families with normal type lives. They tend to avoid conflict whenever possible and like the idea of running a happy ship. Leaders, on the other hand, tend not to have subordinates, at least not while they are leading. Let’s be clear on this issue before we move forward.

TOPIC Horizon Seeks Energy Persuasion Credit Concerns

LEADER Long-term Vision Heart Sell Gives What is right

We all recognize that when a leader within an organization is also a manager, they will have subordinates and that’s because of their management position. When they move into a leadership role, they give up their authority which is connected to their management position. You see, here is one of the truths of leadership; to lead is to have followers and to follow is always a voluntary activity! Leaders tend to be more charismatic and inspirational. They do not tell people what to do and while they are achievement focused, they are all about creating a team effect and enthusiasm in assisting towards the leader’s vision, which is usually also the group’s vision. Personally, I believe that leaders tend to be far more confident in their personal beliefs than managers. This is manifested in their different perspectives on risk. Managers are risk-adverse whereas Leaders are risk-seeking. Quite simply, whenever you empower others, which are what leaders do, you run the risk of losing control of a particular situation or task.

8 LAS VEGAS AGENT MAGAZINE | March/April 2015

MANAGER Short-term Objectives Head Tell Takes Being right

In the real estate business, as sales agents, we really function in both roles on a daily basis. We constantly have to manage time and the tasks we are personally responsible for in generating our leads and business. It really doesn’t matter whether we are a single agent, on a team or have a team; we’ve still got to cover both roles in our daily operations. I thought I’d include a few more topic areas below with the different roles or thought processes in the leaders vs. manager’s comparison. While we’ve seen many lists compare the different attributes of managers and leaders over the years, we’ve never seen such an enormous shift in business and industry towards the desire for leadership in their operations as we are today. We are in an era where strong leaders can f lourish. I love meeting and getting to know different leaders in our community and have seen hundreds of different leadership styles. The beauty is that there is no one correct model for being a powerful leader, it’s a mix and match of personality and

traits along with some of the leadership qualities above that make the world go around. Real estate companies are leaning more and more on powerful leaders who have the ability to sell a big vision of the company as well as help the individual agents to build, clarify and define their own huge visions of the future. Today’s business and leadership models are a one hundred percent win-win philosophy. It is more about people and relationships than ever before. Here’s the bottom line; whether its family or business, learn to be a better leader and you’ll enhance your life and the lives of those around you. JC

Melvin

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. He is an international speaker and trainer and Corporate Broker for KW Realty Southwest in Las Vegas. Friend him on Facebook at facebook.com/jcmelvin or email to: jc@jcmelvin.com. 702.595.5024.

THE EMERGENCE OF THE

MORTGAGE BROKER

By: Rick Piette

mer ica n s may be spending more time shopping for shoes than a mortgage, a recent report from the Consumer Finance Protection Bureau suggested. Almost half of consumers seeking a home loan to purchase a home make a potentially costly mistake to not shop for lenders, the agency recently found. I n st e a d of c ont a c t i ng different lenders and comparing mortgage rates and fees, some consumers are paying more by sealing the home deal with the first – and only – lender contacted. When people buy a home, they take time to shop around and compare different homes before making the ultimate decision. Unfortunately, this is not the process that most consumers go through when they choose a mortgage loan. Instead, there is a tendency to latch onto the first knowledgeable individual offering a loan and assume that they are acting solely in your best interest. Recent history shows that this approach can cost you literally thousands of dollars.

Before the financial crisis and recent mortgage reforms, some lenders steered borrowers toward riskier and higher-cost loans because it financially benef it ted the mor tgage originator. Some mortgage originators used “yield spread prem iu ms” to bu mp up mortgage rates in exchange for higher commissions, costing the consumer. That was yesterday, and thankfully for the consumer, now it’s different. Thanks to new federal regulations that went into effect in January 2014, mortgage lenders offering traditional loan products today

are ‘capped’ at charging you a maximum of 3 percent compensation for your loan. But, buyer beware. That 3 percent cap is only on disclosed fees that are clearly shown on your loan’s good faith estimate. Banks and mortgage banks can charge more than that through what’s known as ‘service release premium,’ which they can adjust to increase their profits and pass along these costs to you. It’s extremely important to understand that mortgage brokers, like Premier Mortgage Lending, legally cannot charge

this premium like banks can. This makes a broker a good place for your buyers to start when shopping around for the lowest-cost loan. The role of a broker is different than that of a bank. A broker acts as an intermediary between the borrower and the lending source, while a bank often is the lending source. Because brokers typically work with multiple lending institutions, they can connect your buyer to multiple mortgage products with varying interest rates and out-of-pocket costs.

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. The full-service lender is a member of the Las Vegas and Boulder City Chamber of Commerce, Better Business Bureau, and is 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.

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BATHROOM SINK

CLOGGED? HERE’S THE FIX!

By: Mike Klimek

ow many times have you ignored a slow-draining sink and let it develop into a full blown clog? If you are like most of us, you’ve let it happen plenty of times. After all, who would want to get involved in all that filth and muck? It’s a good idea to consider if you could be getting in over your head. Before you start a project, you need to consider how badly you could worsen the situation. Could you last a day or two without the use of your bathroom sink? Probably so. If it was a problem with the water heater or the only toilet in the house, you might reconsider. Evaluate your ability and forge ahead. This repair is not complicated, but if you do get into trouble, there are other sinks to use. The average clogged sink can be cleared very quickly, but be forewarned: it’s a messy job. First, remove as much water from the sink as possible, and then place a bucket under the P-trap (that’s the U-shaped pipe under your sink where your jewelry will hopefully end up should it fall down the drain). Unscrew the slip nuts on the trap, give a slight pull and fill the bucket with the water that is left in the sink and tailpiece (the section of pipe that runs from the bottom of the sink to the P-trap).

handle clockwise, and push. If you can get past the resistance, it is likely a soap clog or a bend in the pipe. Whenever you feed the snake through the pipe, you must loosen the locking screw in the cable. When you finally do encounter resistance that you cannot push through, tighten the locking screw on the snake and crank the handle on the snake clockwise. This will snag the clog in the corkscrew end and allow you to pull out the blockage. The trap will likely be filled with debris, which you need to clean out. The stopper will also have debris hanging out of it, which needs to be removed. You can either pull the debris from the stopper, or you may need to remove the pivot rod inside the tailpiece to remove the debris (usually hair). Reinstall the P-trap and run some water. It should drain with no problems. Incidentally, many times, a clog will start with slow draining water. Don’t get lazy and let it turn into a full-blown blockage. When you notice water draining slowly, it is best to clear the clog while it’s still relatively easy to do. Had the clog been past the trap and into the drain line, you would have needed a hand snake (also known as an auger). A 25-foot snake comes coiled up in a pistol-

12 LAS VEGAS AGENT MAGAZINE | March/April 2015

grip housing for under $20 at a home improvement store. The end of the snake resembles a corkscrew and grabs debris in the drain line. Any way, with the t rap removed, loosen the locking screw on the snake and slowly feed the flexible cable into the drain line until you meet with resistance. This will either be a bend in the pipe or the blockage.

I suppose it’s a little like fishing. Waiting and feeling for the right moment to pull and the anticipation of seeing what the lunker looks like when you finally bring it to the surface. What is really gross though, is when you finally pull the clump of debris out of the drain line. It’s a sight, and particularly a smell, which would make any medical examiner run. Let’s hope fish never smell like this.

Next, tighten the locking screw on the snake, crank the 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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COVER STORY

Melissa & Chris Zimbelman:

REACHING

NEW

Written By: Christine La Fond Photography By: Jamie’s Pix 16 LAS VEGAS AGENT MAGAZINE | March/April 2015

HEIGHTS! elling real estate was never part of the plan for Melissa Zimbelman; neither was living in Las Vegas. While attending college in Colorado she was approached by the school’s real estate instructor who said he felt she’d be good at real estate. “My family had owned only one home during my lifetime. I really didn’t know what REALTORS® did. I really didn’t even have a clue.” Intrigued by the earning potential and the ability to make her own hours, she switched to the collegiate real estate program. She found herself fascinated with real estate laws and legislation, which confirmed in her mind that she had made the right choice. After visiting Las Vegas in 1998, she recognized quickly the potential of the economy here in Southern Nevada and she and her husband Chris decided to take the leap and move. However, a quick dose of reality soon set in. “It occurred to me that I didn’t know the streets or the areas. I didn’t know anything about Las Vegas and the surrounding communities.” To generate income while getting acquainted with our Valley, she began waitressing. “When all else fails, waitress! Actually, real estate and waitressing are very similar. It’s all about providing excellent customer service. It doesn’t matter whether you’re serving them food or finding them a house. It’s about listening, paying attention and building a rapport. When you take the time to take a genuine interest in another person’s wants and needs, that builds a solid foundation and they compensate you based on how you make them feel.” Before long, her real estate business gained enough traction that it became obvious she needed to make a decision. “I would run into the restaurant bathroom every time my phone would ring and take real

together and stay married, you need to clearly define your roles in the workplace so you don’t micromanage each other.”

L to R: Melissa, Lisa Waldeck; Agent, Candace McNerny; Administrative Assistant, and Chris

estate calls at work. When it got to the point where I was in the bathroom more than I was out on the floor, Chris said, “You’re probably going to lose your job. You might as well give your notice and become a REALTOR® full time.” And that is just what she did. After starting with Better Homes and Gardens as an agent’s assistant and lead generator, she quickly realized that she did not want to spend the day calling and setting appointments for other agents. She wanted to go out and meet with clients herself. “If I’m going to be told no 50 times a day, at least when I get a yes I want to go out there and meet with people myself.” That philosophy led to her to work with a high-performing team at Realty Executives where she continued to expand her knowledge in the varied aspects of real estate. It’s that thirst for knowledge and uncompromising standard of excellence that makes the difference between a good agent and a great REALTOR®. It’s simply evident from the moment you meet her that Melissa is truly one of the greats. She is a natural born leader with a zest for life and a passion for helping people find their dream home. During three years of intense “on the job training” she gained invaluable experience working with the Sherman Group and the New Home Resource Program. Although the pay was minimal, she developed amazing relationships with clients and handled somewhere between six and seven hundred transactions. “I saw it all,

the good, the bad and the ugly! Anything that could come up in a transaction, we went through it. But more importantly, we learned from it.” It was now 2010, and after 12 years in real estate, she once again followed her alwaysonward motto. She had been working with a group of investors from Chicago who had purchased 28 homes from her and were looking for someone to manage those properties. When they suggested Melissa take on the role of property manager, she didn’t hesitate. The market was starting to shift and she knew that with her work ethic, she could parlay this into a highly profitable proposition. Property management was not part of Dyson and Dyson’s business model so it proved to be the nudge she needed to make a change. Logically, there was only one thing left to do and that was to start her own agency. Thusly, Luxe International Realty was born. It was during this time that Chris decided to leave his job as a bartender and join Melissa. Their story began as high school sweethearts and since they were already life partners, they became business partners, as well. Chris stepped into the role of morale booster and buffer in the office, as well as a crucial support system that assisted in growing their business. In the process, he developed new skills and grew as an individual as well. When asked the secret of their work success after almost 18 years of marriage, the answer is surprisingly simple. “Sometimes families turn on themselves. If you’re going to work

Ten minutes into a conversation with Melissa it’s evident that her success is no accident. From the very beginning, she and Chris have been keenly aware of the big picture. In their early 20’s, when the market was hot and many agents were leading exorbitant lifestyles, they were meeting with financial planners, CPAs and structuring trusts. Even the name “Luxe International Realty” didn’t come easy. They spent a lot of time researching names and logos, creating marketing and branding and a million other little things that make the big picture a cohesive unit. “We wanted an exit strategy. We wanted to know that whatever we created would be very marketable and that at some point, somebody would want it.” They made a conscious decision to trade flash for frugal and contribute as much as they could towards retirement. Again, their focus has always been to keep one eye on the present and one eye on the future with the big picture in focus at all times. Part of that picture involves the future of real estate in general. This is a subject she is passionate about and deeply involved in. A firm believer in self-improvement, she attributes much of her own personal growth and success to her 10-year involvement with the Women’s Council of REALTORS®. A volunteer organization, established in 1938, with about 12,000 national members and 250 local chapters, it is the 12th largest women’s organization in the country. While working at Realty Executives, Melissa met Local Chapter President Cheryl Smith. Cheryl’s idea for the local chapter was to focus on offering outstanding education and improving members’ businesses. The organization became a mastermind setting where members could better themselves each month through discussion, mentorship and a focus on topics that were relevant and informative. “She elevated the local chapter to something that business people saw value in; a forum where your voice is heard. I have been involved in other groups and organizations where that wasn’t the case or that they were more interested in collecting my dues. With this particular organization, the more of your knowledge and passion for the industry you give, the more you get back from it.” It was Cheryl who got Melissa involved and over time, her involvement grew into various

‘‘

It doesn’t matter to me to do 100 transactions a year, as much as it does to really feel great about my business.”

leadership positions. She wanted to soak up as much experience and education as she could. Before long, she was on committees, graduating to membership chair, VP of Membership, Local Chapter President, State Chapter President and Regional Vice President. Throughout this time people took notice of her talents and began having her teach at nationwide events. Her passion for sharing what she’s learned with others is contagious. It’s no wonder that 3 years

ago she was asked to run for the Women’s Council National Presidency, which was a notion she found hard to believe. This is part of her appeal: her abilities and gifts are equaled by her humility and empathy. After traveling around the country, meeting with chapters, campaigning at her own expense and three successful elections, as of 2016, at 38, it is said that she will be the youngest National President in the history of the organization. As President, her goal is to empower women, “to be able to get women who need that little bit of a nudge to just blow their businesses up and blow up in leadership.” She clarifies, “There is a fine line between advocacy vs empowerment. We’re not bra burners. We don’t hate men. A lot of women’s organizations get that bad rap and that’s not what we’re about.”

For now, LUXE International Realty is a boutique agency and that’s just the way she likes it. “I’d rather be small and know that our brand is not diluted or compromised. No drama. I have always mentored my agents. I tend to be hands on and it would be next to impossible to do with 50 agents in the office. I would have a hard time feeling like people are being well served in that situation.” “Everyone has a different set of goals for a reason. It doesn’t matter to me to do 100 transactions a year as much as it does to really feel great about my business.” Currently, they manage over 300 properties on top of the sales and referral business they generate each month. All this with an administrative staff of 3. When asked what they do to unwind, the answer was simple. “We love to travel.” As the eldest of 7, lots of family members come to visit and they have focused a great deal of attention on creating a home that is an entertainment oasis for guests and a place to decompress from the stresses of the day. Even though they have planned carefully for an early retirement, she doesn’t see herself stopping anytime soon. “There is just so much I want to accomplish.” On top of her duties as a national officer of the Women’s Council of REALTORS®, she also is serving a second term on the MLS committee and is involved with RPAC (Realtor Political Action Committee). “I never thought I would be into the political side of things, but they’ve gotten me involved in separate PACs to help make decisions on behalf of the REALTORS®, and help decide what’s good for us as an industry. Sometimes I feel like the decisions that are made for us don’t actually reflect the agents on the grounds’ needs, so it’s nice to be involved with that so I can say, wait a minute, that sounds really great at 10,000 ft, but here on the ground, we need this. I can be the voice of the average REALTOR®.” Where does she see herself in 5 years? “Still involved with Women’s Council. Once you’re in, they never let you go! I’ll be mentoring, teaching and serving on steering committees. This is a group that has given me permission to blaze the Photo by: Star Studios

trail. There are not a lot of places to get that and have it be a safe place to express ideas and continue to grow. Recently asked to be one of 25 REALTORS® from across the country, to serve on the “REALTOR® of the Future” NAR President’s Advisory Group, I asked her where she felt real estate would be in 10 years. “I definitely believe the REALTOR® will still be involved in the process, rather than it becoming automated. People are looking for concierge service. It’s gone from being very ‘agent centric’ where agents were advertising themselves and it was all about them and how great they were, to a “what can you do for me”, the client, scenario. It has become more ‘client centric’ and peoples’ needs are unique. A computer will never be able to address that. We won’t be keepers of the data, but we will be keepers of the knowledge of the process. The ability to shift is crucial, now more than ever.” Melissa is an advocate, mentor, educator, innovator and just plain hard worker. If this is any indication of where things are going and a glimpse of the generation to come, the future of real estate in the Las Vegas Valley is in very good hands. Melissa & Chris can be reached by writing to melissaz@luxeinternationalrealty.com, or by calling, 702-655-5460.

Rick Piette

Founder & Owner/Premier Mortgage Lending Q: Tell us a little bit about yourself. I was raised in Milwaukee, Wisconsin and moved to Southern California right after high school. I loved living in So Cal, but I was raised quite poor, so decided to move to Las Vegas to see if I could make a better life for myself. Q: Obviously you liked what you found in Las Vegas. I think Las Vegas was, and still is, the land of opportunity. This is what college taught me… if you draw fast, think smart, work hard, and do what you say – this town is a great place to prosper. Q: Tell us about your hobbies and interests. I have a very wide variety of things that I enjoy. I love to go out on the town, love to travel the world, big game fishing, skiing and snowboarding, and Harley rides. I have a strong affinity to the outdoors and am an avid backpacker and mountain climber. In 2013, I summited Denali in Alaska. January of this year I went to Argentina and climbed the highest mountain in the world that’s not in the Himalayas… that was Aconcagua at 22,837. It was the toughest thing I’ve ever done in my life! Q: You’ve been in the mortgage industry here in town for years. What drew you to the loan business? Honestly at first I just needed a job, but then I discovered how fun it is to get people into their dream homes. I’m a very ‘left brained’ individual so the numbers came pretty easy to me. Q: You keep promoting that the new Federal Regulations in mortgage lending are such a good deal for the consumer. Do you really feel that way? Or is that just an advertising pitch? When the new rules took effect in January of 2014, everyone thought it was the end of mortgage brokers. But as the reality of the act played out – I discovered that brokers were handed ‘the golden egg’. The ability to close loans for consumers without charging them any fees is huge. It saves buyers thousands of dollars in closing costs! That is great news for the consumer, and can help Realtors close more deals. Q: How exactly does the No Fee Mortgage work? What’s the catch to it? I’ll be happy to explain the entire process and give you some background on the program... in the next edition.

Rick on the summit of 22,837’ Montaña Aconcagua

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I’M A PLAYER, ARE YOU? THE SPORT OF REAL ESTATE The Seasoned

The GUY ON THE

and out. Heck, You know this game, inside ’ve studied your you wrote the playbook. You ir moves. You the competition and you know al that base and know what to do to ste reement. You can negotiate that listing ag technology or a do it in your sleep. New t? You know how new play, who needs tha done it this way. ays to do this, you’ve alw

You choose to sort of fly hoping no one notices under the radar, yo ever. W hen you do ge u hardly play, if t an RB I or a Buyer, you make sure everyon e knows. You might find yourself doing jus t enough to stay on the team and not enou gh to shine. Maybe you’re learning the pla yb ook or taking another class, and yo u’ve for years. Time to tak been doing that e all that education and get in the game.

By: Julie Youngblood

eal Estate is a sport. For some of you, it’s a full contact. I equate real estate to sports because it’s a lot more fun and productive when you actually know how to play. I’m going to use softball because I’m truly terrible at it. I’ve never put in the time to get better. So, the real question is, what type of player are you? You’ve joined the team, how are you showing up?

The

The new guy, the “up and comer.” You are pumped with no bad habits to overcome. Your goal is to be the highest paid player on the team in 12 months. You’ve watched “Million Dollar Listing” and “A League of Their Own” so you totally understand how to make this happen. You paid top dollar for the best baseball bat in the history of baseball bats and your business cards have flashing lights on it. People will notice you, you’re gunning for that MVP spot!

The e in your You are taking over the gam practice You ly. ear up get local arena. You tend to be bat ting and scripts daily. You ryone likes. that guy on the team who eve dedication r Your results are evident by you know that You to enhancing your skill set. job every r you if you get bet ter and do don’t You up. w sho day, the results will lures fai for n pla you get dis cou rag ed, tems sys g ldin bui ’re You along the wa y. ate t real est is because you unders tand tha ss. You stay not transac tional, it’s a busine to n new ideas, learning-based. You are ope t Syndrome.” yet don’t have “Shiny Objec follow your you You stick to the basics and “G uys on , you r fea schedule. “Veterans” ! you be the Bench” want to

The From the moment you joined the team, you had tale nt - nat ural tale nt. You’re good with the bat and can talk to anyone. You dre ss sharp, have a nic e car and confidence to boot. Your firs t time ever attempting to bat, you smash it out of the park. You make one cold cal l and set a listing appointment. Real est ate is easy for you, forget practice, you got this! You have weeks where you hit it hard on the field and in the office, and then you disappear for a month or two, only coming back when you must rely on your natura l ability to make some more money.

Julie was born and raised in Southern Nevada and comes from family that has been in the real estate industry for over 32 years. In 2010, she opened “Youngblood Coaching & Consulting,” Her main objective is to show agents the habits needed in order to be massively successful. A combination of scripting, skills, time-blocking, business planning and negotiation techniques are just some of the focuses. Julie has the uncanny ability to see where you are, help you strategize 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.

22 LAS VEGAS AGENT MAGAZINE | March/April 2015

How are you playing in the Real Estate game? Is it serving you? Is it serving your clients? Do you know what it will take to get to your next level? Are you stuck? Pick the Player you choose to be. Identify someone in your office or community who is playing at the level you want to play and get into a relationship with them Success leaves clues, go find ‘em!

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For community locations and driving directions visit www.lyonhomes.com *William Lyon Homes reserves all rights to modify or change prices, specifications or incentives at any time. See sales agent for complete details. March/April 2015 | LAS VEGAS AGENT

MAGAZINE 23

Sustainable Minded

REALTORS Partner with GREENFest 2015 ®

By: Annette Bubak

office or home.

he GLVAR Sustainable Living (aka GR EEN) committee participates in southern Nevada’s largest collaborative EARTH Day event - GREENFest. This year’s event is proudly hosted by Downtown Summerlin for its sixth annual festival. The Sustainable Living committee is a long time supporter of this event and encourages everyone to attend the festival on April 25th from 10am-5pm. The VIP Reception is on April 22nd from 5:30 - 8:30pm. For more information visit: GREENFestLV.com

In honor of EARTH DAY, this spring makes a good time to cruise down the Sustainable Living Path. Hopefully, you will find at least one new habit to adopt next.

nergy conscious professionals look for approaches in reducing their energy usage and costs, while adding sources of renewable energy generation. Solar is now more affordable than ever when you lease or purchase. Change lights to CFL or LED and turn off lights, computers, electronics as you leave your

n energy Assessment of your or client’s home provides information on how well (or not) your home’s energy performance is. The analysis will provide recommendations for improvements and cost analysis which will save energy by using your money wisely a best cost analysis. It’s truly an eye opener.

educe. Repurpose. Recycle. Look for ways to reduce by using reusable shopping bags, less packaging, printing, and plastic products. Repurpose by reusing paper products, donating clothing and other items to charitable organizations, reuse glass jars, and compost. Diverting waste from the landfill is the goal in mind, please be thoughtful when making your buying decisions. Can this be recycled?

ransportation - eco friendly modes of transportation include cycling, buses, walking and driving a clean energy vehicle. What is the ‘WalkAbility’ of the next home you sell or list? visit: walkscore.com to learn more.

ealt hy Liv i ng is a n important part of being

A 20-year veteran of real estate sales and marketing and a GREEN Designated REALTOR®, Bubak is a founding member of GLVAR’s GREEN Committee, committed to educating Realtors® on the benefits of high performance, and GREEN certified homes and buildings. An NAR GREEN Designation instructor, Bubak is working to increase the number of Green Designees by illustrating the value of this fast emerging home buyer demand. Bubak is a founding member and current President of Nevada ENERGY STAR® Partners GREEN Alliance, a 501 c 3 charitable nonprofit Organization working in partnership with the U.S. EPA, U.S. DOE, national,

24 LAS VEGAS AGENT MAGAZINE | March/April 2015

sustainable and it’s never too late to begin adding new healthy habits. Choosing healthy foods, taking nutritional supplements, exercise, sleep and lower your stress level contribute to a better and longer life. Create a balance of work and play.

rive with sustainability top of mind. Plan your routes to use less gas, reduce carbon emission and save money. Better yet, chose a Clean Energy Vehicle (Hybrid, Electric, or CNG) on your next vehicle purchase.

ppliances and electronics that hold the ENERGY STAR label are engineered to be more energy efficient. Is it time to replace an old energy hog appliance with one that is going to save you energy and money?

OU do make a difference! Every positive action and choice that you make as an individual adds up to create change for the better. Being part of the solution simply feels good while protecting the EARTH for future generations to come. About GREENFest GREENFest, co-founded and co-produced by the Green

Alliance and Republic Services, is a collaborative community driven festival with the vision to educate southern Nevada on recycling, environmental topics and services available to them to enjoy and live a more sustainable lifestyle. The mission of the Earth Day celebration is to bring together like-minded organizations, businesses, community leaders, residents and municipalities in one collaborative celebration in honor of national Earth Day. GREENFestLV.com About Sustainable Living Committee The Sustainable Living Committee was created to provide real estate professionals with the k nowledge and education of green high per for mance buildi ng principles applied in residences & commercial properties. The committee will provide the most current information, tools and support regarding green features & benefits to GLVAR members. NAR GREEN Designation courses return this summer. Contact GLVAR for more information.

state, and local public/private partnerships dedicated to creating thriving, sustainable communities. With first steps focused in home energy efficiency through collaborative education and community awareness initiatives. The non-profit creates a commitment to conservation, resource preservation and healthy, sustainable living in Nevada. Bubak’s professional history includes; high performance and GREEN homebuilding, energy efficient consulting, a high performance contracting and GREEN production, as well as marketing and event consulting. For more information, please write to Annette@GREENAllianceNV.org

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Increase Your Net-Worth with a

GLOBAL NETWORK By: Tamara Tybouslu

ccording to an NAR “International Home Buying” survey, an estimated $92.2 Billion was invested in the U.S. housing market for the 12 month period ending March 2014. This is about 7% of the entire residential real estate market. There is a lack of hard data tracking foreign investment in real estate, nonetheless, there is enough research to show that foreigners want to buy U.S. property for a variety of reasons and that this sector is growing. Networking is essential to tapping into this source of business. Real estate professionals must take a long term approach to prospecting for global clients. Building an international sphere of influence not only requires establishing rapport which, in and of itself, can be challenging crossculturally, it requires building deeper relationship over time. In the United States, it is common to engage in business with people we do not know and often people like to keep personal and professional business separate. There are very few countries that have a similar mindset and culture, most do not. Prospective referring brokers and clients will want to get to know you and

for you to get to know them and their family before serving them. So, networking in terms of global business is not a onetime event, it is an on-going commitment of cultivation whether it’s “wining and dining” clients or attending meetings, expos, classes and conferences with associates and then following up and following through. It takes time to see results so you cannot take score too soon. You may abandon your efforts prematurely. One of the benefits of this approach to doing business is that once you have solidified a relationship and you successfully close multicultural and/or crossborder transactions, your clients will be forever loyal to you and they will refer you their friends and family for life. They will become your walking and talking billboards to the world. To learn what global buyers and sellers are looking for in an agent, attend the GLVAR’s award-winning Global Business Committee’s 3rd Annual Global Day June 19th. Chair, Azim Jessa, who is a top producing agent with Urban Nest, has organized a consumer panel so you can hear directly from clients about their experiences and their needs.

Specialist designation “has been a game changer. It allows me to speak with international clients in a way they want to be spoken to.” The CIPS gives him an edge on marketing and promotions, which is a unique strength he brings with him on listing presentations. His real estate partner (and wife) is getting her CIPS in Costa Rica later this year. If you do not want to go that far, there is a CIPS Institute in Las Vegas the end of March. “The networking events at NAR meetings is by far the greatest benefit to building a referral database of agents across the globe,” says Azim, and Global Day is a great opportunity for local agents to learn about the global market and how to attract more of that business. A long w it h t he above mentioned consumer panel, there will be infor mative presentations, including one by MoneyCorp on currency exchange strategies and a Continuing Education class “Nevada Agency: Local to Global” to help agents navigate our globalizing marketplace. To reserve your space or to become a sponsor for Global Day, contact LMarcelo@GLVAR.org. To learn more about CIPS, log on to Realtor.org/Global.

For Azim, earning NAR’s Certified International Property

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.

26 LAS VEGAS AGENT MAGAZINE | March/April 2015

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BREAKING THE

SALES FORCE 80/20 RULE What is Stopping Continuous Sales Success? By: Tim Zimmerman

he 80/20 Rule regarding sales has been proven over the last 50 years as a constant that almost all sales management is familiar with – 80% of sales production is conducted by only 20% of the sales force. While being in sales for over 30 years and training some of the biggest sales teams across the country, and now seeing current students doubling and tripling production and income, I know the reason for the 80/20 Rule and have a found a way to overcome it. Imagine getting another 20% of the sales force to produce ANOTHER 80%, and another 20% producing another 80%, and another 20% producing another 80%. That would be a near tripling in business sales. If a full 80% of your sales force was actually living and working to their full potential, what would happen to sales? Is it possible? Is it probable? I say, “Yes” How do you and your sales staff break this confounded time-tested rule? Let me ask this… do they all fit into an “A” type personality or do they fit into all four personality categories? Which one are you? Who in your sales force do you recognize? To the Knowledge type – Learning, intelligence, self-

mastery, and accuracy are important. To the A type personality – Action, aggressive, fun and excitement, stimulation, and winning are all attributes. The Responsible ones - structure orientated, into systems, duty, responsibility, tradition, and planning. The Nurturer – Relationships, significance, team work, ethics, community, contribution, and care of others. The real question is … Why do individuals have these personality traits? How were they developed? The answer lies in their belief system from childhood. Psychologists say we are all programmed by the age of seven and we make different judgments about ourselves from the ages of 2-5, 5-7, 7-9, 9-12, 12-14, and 14-17 yrs. Remember, there is nothing wrong with these judgments and belief system, yet they were developed by the people around us, our family, passing on their belief and judgments that they developed by ages 2 – 17 yrs. The interesting thing is that when we have these judgments and beliefs, there is a natural and consistent tendency to “act the opposite” to overcome these inner judgments and feelings. The only problem is that these inner feelings never go away and these inner judgments and feelings keep running your

28 LAS VEGAS AGENT MAGAZINE | March/April 2015

life - unless you know the techniques to overcome them. We all know people who are driven by some invisible force. They have to have a new car, or new house, or another $10 million to be happy. Yet when they get what they want, they are still not happy and neither are the people around them. Or there are those that put others down all the time, or those that give and give and give, or those that deflect attention onto systems that work or don’t work. See if this makes sense to you. Who do you know that are like the following? KNOWLEDGE T YPE or KNOW-IT-ALL – Knowledge is their thing and they have to come to their own conclusions or be absolutely proven wrong. If you are this type, then you most probably had a childhood judgment that you were Not smart enough or that you were put down by others. The A PERSONALITY TYPE is always looking to improve, accomplish the next goal, the new gadget, or new car,

whatever. If it’s new, exciting, and “in,” they are all about it, yet when the excitement of the newness fizzles out, and it always does, they are on a new search for fulfillment, yet it never happens. Their judgment is that they are “not good enough.” THE NURTURER or HEN SITTER - they do everything they can to please others, to make things perfect, to show people and their loved ones that they care and they should be loved and appreciated. Their childhood judgments seem to be that they were unlovable, unworthy of love, or not good enough to be loved. THE RESPONSIBLE ONES – the judgment of being “not good enough” is prominent in every way. They look beyond themselves to make things right – systems, traditional ways to do things, etc. Those that implement these systems are in the hot seat, especially if things aren’t going right – they keep looking to the “systems and plans” to keep the spotlight off themselves because if they

continued from page 28 can’t live up to their own expectations, how can anyone else? So, how does this affect you and your sales team? How do you and everyone else overcome these judgments and break this 80/20 rule? Why does overcoming or neutralizing these judgments increase your success in sales? First comes awareness. In many cases, just the awareness that you made a specific judgment as a child will allow your mind to realize that holding on to this judgment does not serve you any longer and the mind will release it. At least, your mind will feel that you

have reached a mature enough level to open up, to neutralize these negative judgments and negative belief system. The main challenge is that these judgments and beliefs that are stuck in the unconscious and subconscious needs to be ferreted out to be neutralized. In the SM3 Success training program, one of the exercises we go through is a Life-line Time-line were you can look at, see, and become aware of these beliefs and patterns of your life. Yet, most people need more than that to overcome, neutralize and change these negative beliefs and judgments into more positive and empowering

beliefs. The basic fact is that these beliefs and judgments run you and your life. Would you rather be running your life from beliefs programmed by you at 30, 40, or 50 years old, or do you want your life run by judgments and beliefs made when you were 2 – 14 yrs old? How do you get unstuck? There are a few different ways… Psychologists – sometimes just talking th rough the challenges you have faced, becoming aware, and seeing thi ngs f rom a different perspective helps overcome the challenges, yet sometimes, it takes years of this type of

therapy with mediocre results. NLP, Hypnosis, Rebirthing, and Faster EFT are all effective, yet you need a Master Practitioner every time you need to process something rather than you being able to process things yourself. Leave it alone – many people, especially those around us when we were developing our own personal belief system and making judgments, coped with their own negative beliefs, traumas and judgments by burying them alive, which meant they stayed alive and got passed on to us, to each of us, and we pass them on to our children, too.

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.

29 LAS VEGAS AGENT MAGAZINE | March/April 2015

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30 LAS VEGAS AGENT MAGAZINE | March/April 2015

March/April 2015 | LAS VEGAS AGENT MAGAZINE 31

NATIONAL ASSOCIATION OF HISPANIC REAL ESTATE PROFESSIONALS

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: nE ducating and empowering the real estate professionals who serve Hispanic home buyers & sellers nA dvocating for public policy that supports the trade association’s mission nF acilitating relationships among industry stakeholders, real estate practitioners and other housing industry professionals

2015 Save the Dates April 8

Red Carpet Award Ceremony

Monte Carlo Hotel & Casino

April 16

Tax Relief Mixer

McFadden’s @ Town Square

April 22

National Event

Washington, DC

May 5

Golf Tournament

Siena Golf Club

June 17

BIG Educational Event

TBD

June 19

NAHREP Leadership Training

San Diego, CA

July 15

Educational Event

Gold Coast Hotel & Casino

July 22

NAHREP Mixer

TBD

August 13

Mixer / Pool Event

TBD

September 16

2015 Business Rally

Gold Coast Hotel & Casino

September 21

NAHREP National Convention

Chicago, IL

October 21

Educational Event

Gold Coast Hotel & Casino

October 29

Halloween Mixer

TBD

November 20

2015 Gala

TBD

December 11

2015 Board Appreciation Dinner

TBD

Make sure to “Like Us” on Facebook to keep up with the latest events schedules and news!

https://www.facebook.com/NAHREPLasVegas

LAS VEGAS AGENT MAGAZINE | January/February 2015

NATIONAL ASSOCIATION OF HISPANIC REAL ESTATE PROFESSIONALS

NAHREP NEWSLETTER

National Association of Hispanic Real Estate Professionals Invites You To Our

TAX RELIEF CELEBRATION! $

You made it through another year of income taxation, come recover with us!

Thursday, April 16th 5:30 till 7:30

at McFadden’s Restaurant & Saloon Come celebrate the passing of another tax deadline Membe r $15 s: Future M .00 em $20.00bers: (Join NA the spoHREP on t save $5and !)

entary Complimtiz s Appe er ny a p Good Com n Us! o & a Drink er th Loads of oour H y Happ o! specials, to

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and

Ultra Premium Vodka

McFadden’s is in Town Square 6593 Las Vegas Blvd South, Suite 222 Las Vegas, NV 89119 (2nd level, above Yard House, in front of Theater) March/April 2015 | LAS VEGAS AGENT MAGAZINE 29

LOCAL HOUSING STATISTICS Greater Las Vegas Association of REALTORS® February 2015 Statistics Single Family Residential Units AVAILABILITY AT END OF PERIOD # of available units listed Median list price of available units Average list price of available units

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

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

Change from Change from Jan 15 Feb 15 13,188 +4.1% -3.2% 225,000 +1.4% +15.5% 328,328 +0.6% +11.6%

Feb 15 $ $

Change from Change from Jan 14 Feb 14 7,313 -0.9% +15.8% 255,000 +2.0% +10.9% $ 401,302 +2.9% +2.2% $

Feb 15 $ $

Change from Change from Jan 15 Feb 15 3,250 -3.7% +5.8% 230,000 +2.2% +9.5% $ 306,064 -2.1% +6.5% $

Feb 15 $ $

Change from Change from Jan 15 Feb 15 1,965 +9.5% -2.1% 205,000 +2.5% +7.9% $ 246,927 +2.0% +9.7% $

Feb 15

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

$ $

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

Feb 15

Jan 15

39.7% 17.6% 13.9% 10.3% 18.5%

39.5% 20.3% 14.3% 9.1% 16.8%

Feb 14

Feb 15 3,558 115,000 232,195 Feb 15 2,425 119,900 271,535 Feb 15 831 121,900 190,082 Feb 15 487 105,000 164,675

Change from Change from Jan 15 Feb 15 +3.8% -0.1% +1.9% +15.1% -1.9% +15.7% Change from Change from Jan 14 Feb 14 +4.2% +9.6% +1.6% +11.0% -2.3% +8.5% Change from Change from Jan 15 Feb 15 +42.3% +5.5% +1.6% +12.6% -9.5% -10.4% Change from Change from Jan 15 Feb 15 +9.4% -4.5% +0.0% +2.1% +15.9% +13.3%

Feb 15

43.5% 16.7% 12.9% 9.9% 17.1%

Change from Change from Jan 15 Feb 15 485,211,476 +11.7% +7.4% $ Feb 15

Source: Greater Las Vegas Association of REALTORS®

Condo/Townhouse Units

Jan 15

39.6% 16.0% 12.3% 9.0% 23.0% Feb 15 80,196,870

Feb 14

40.2% 18.0% 14.4% 8.8% 18.7%

35.9% 17.8% 15.5% 9.4% 21.4%

Change from Change from Jan 15 Feb 15 +26.9% +8.2%

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

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®.

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

Availability Without Pending Or Contingent Offers End Of Period

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 listings of REALTORS® Statistics Greateravailable Las Vegasor Association Greater Las Vegas Association of REALTORS® Statistics 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®.

Units Sold in Period

Thousands

Availability Without Pending Or Contingent Offers End Of Period

14 12 10 8 6 4 2 0

Single Family Residential Units

Condo/ Townhouse Units

Units Sold in Period

4000 3500 3000 2500 2000 1500 1000 500 0

Month

Single Family Residential Units

Condo/ Townhouse Units

Month

Source: Greater Las Vegas Association of REALTORS®

For media inquires, please call George McCabe, 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, White Pine and Lincoln 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®.

ABOUT THE GLVAR

for sale by its subscribers who are real estate agents. MLS subscription iswith available toeducation, all real estate agents licensed in GLVAR was founded in 1947 and provideshomes its listed more than 11,000 local members 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 training and political representation. The local representative of the National Association of a member of the National Association of REALTORS® includes Clark, Nye, White Pine and Lincoln 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®. 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.

34 LAS VEGAS AGENT MAGAZINE | March/April 2015

LAS VEGAS AGENT MAGAZINE WELCOMES MICHELE L. CAPRIO GLVAR names Michele L. Caprio its new CEO The Greater Las Vegas Association of REALTORS® (GLVAR) has hired experienced association executive and former REALTOR® Michele L. Caprio as its new chief executive officer. Keith Lynam, the 2015 president of GLVAR and a longtime local REALTOR®, said Caprio, who holds the REALTOR® Certified Executive designation, “has extensive credentials and is well-qualified to run our association on a daily basis.” “Michele has a long history of relevant real estate experience, both as a REALTOR® and as a successful CEO for several REALTOR® associations in Rhode Island,” 2014 GLVAR President Heidi Kasama added. “She has also served as a local board and state association president and has been very active with the National Association of REALTORS® and in fundraising with the REALTOR® Political Action Committee (RPAC).”

Lynam and Kasama led the nationwide search that resulted in GLVAR hiring Caprio to succeed Nelson Janes, who retired Jan. 9 after three years as GLVAR’s CEO. Caprio starts work at GLVAR on Feb. 1. During the rest of January, GLVAR Director of Operations Wendy DiVecchio will oversee the daily operations of GLVAR. Caprio’s diverse career includes working in retail banking, as a real estate appraiser and as a legislative aide to the speaker of the house in the Rhode Island Legislature. She worked as a REALTOR® in Rhode Island for 17 years, highlighted by serving as the elected president of the Greater Providence Board of REALTORS® in 2003 and the Rhode Island Association of REALTORS® in 2006. She transitioned from working as a REALTOR® to running associations in 2007, eventually serving in her most recent position as CEO of three real estate associations in Rhode Island – the Greater Providence Board of REALTORS®, the Rhode Island Commercial and Appraisal Board of REALTORS® and the Northern Rhode Island Board of REALTORS®.

CONGRATULATIONS, TIFFANY! GLVAR’s Tiffany James earns designation from National Association of REALTORS® Tiffany James, communications director for the Greater Las Vegas Association of REALTORS® (GLVAR), was honored this month by the National Association of REALTORS® with its REALTOR® Certified Executive (RCE) designation recognizing exceptional efforts made by association executives. James, a longtime Las Vegan and GLVAR executive,

is one of more than 425 REALTOR® association executives nationwide who have achieved this mark of excellence. Local and state association executives who hold the RCE designation represent REALTORS® in 48 states and U.S. territories. “This is a significant honor and accomplishment for people in our profession,” said GLVAR CEO Michele Caprio, who also holds the RCE designation. “Tiffany worked hard to earn this and gain the additional expertise that will benefit her, our association and our members for years to come.” March/April 2015 | LAS VEGAS AGENT MAGAZINE 35

SNHBA NEWSLETTER

SOUTHERN NEVADA HOME BUILDERS ASSOCIATION

Metro Las Vegas New Home/Resale Home Sales Price Comparison - R ecent research by two Las Vegas companies indicates there is only a modest price difference when comparing new home sales with existing home sales. The research was conducted in the fall 2014. - Both companies eliminated the inclusion of sales’ prices of distressed resales, such as foreclosures and short sales, because they are homes sold under extenuating and exceptional circumstances that often reflect highly undervalued prices not typical of home sales that occur under standard conditions - much as new car sales are not comparable to used car sales. - A n analysis and report by the Las Vegas office of First American Title Co. indicate that, on average, the price of a new home is only $4,400 more than a comparable resale home. The company looked at sales of new homes built in 2013/2014 and resale homes built in 2009/2012. - F irst American Title examined pricing in eight categories of new and resale homes, ranging from the smallest-size category of “1,500-2,000 square feet, 1 story with 3 bedrooms” to the largest-size category of “3,000-4,000 square feet, 2 story with 4 bedrooms.” - In three of the eight categories, the average closing price of new homes was less than the average closing price of comparable resale homes. For example, the average closing price of homes in the category of “2,500-3,000 square feet, 2 story with 3 bedrooms” was $10 less per square foot for a new home compared with a resale home. (See attached spread sheet) - In another analysis and report, the SalesTraq division of Applied Analysis concluded “the gap is less dramatic” between median resale and median new home prices. The difference between the two figures “is not necessarily an apples-to-apples comparison.” - F or example, the average age of a resale home closed in March was 22 years, suggesting that half the homes were constructed prior to 1992, SalesTraq noted. “There are a significant number of differences between a 22-year-old home and a new construction unit, including technology, current building codes, required maintenance and refurbishments, size and other factors.” - A new home, built to the International Energy Conservation Code, is 30 percent more energy efficient than homes built in the early 2000s, according to the U.S. Dept. of Energy. New homes built to the Energy Star program requirements are even more energy efficient. - A lso, the average size of a resale closing in March was 1,834 square feet compared with the new-home average size of 2,369. That 535-square-foot difference could account for $50,000 or more of the pricing gap, SalesTraq concluded. The association calculates that the 535-square-foot difference accounts for $61,527 of the pricing gap. For additional information about this issue, please contact SNHBA Executive Director Nat Hodgson at nat@snhba.com, or (702) 794-0117, Ext. 106.

SOUTHERN NEVADA HOME BUILDERS ASSOCIATION

SNHBA NEWSLETTER

THE TOP REASONS YOU SHOULDN’T WAIT TO

BUY A NEW HOME

1 Energy Efficiency.

New homes have the latest environmentally-friendly,costsaving, advanced technology materials and appliances.

2 Safety.

New homes are built with the latest materials, have passed inspections and conform to current building codes.

3 Move-In Ready.

Choose your own flooring, finishes, appliances and colors. Who wants to spend time changing someone else’s tastes?

4 L ow Interest Rates.

Rates remain at near-record lows; lock in a payment that fits your budget.

5 Available Loans.

Lenders are eager to loan to borrowers with good credit.

6 Great Selection.

With many homes to choose from on the market, get the features you want!

7 It’s Your Home.

It’s more than a house-it’s a place to raise your family,build a sense of pride, make memories and call your own.

Find Your New Home.

VegasNewHome.com

Make More Sales and More Money in 2015

TOP NEW HOME TEN SALES TIPS By: Jeff Galindo

Set proper expectations:

Setting the stage for your customers as to what to expect when visiting a new home sales center can make all the difference in the world. Share with your clients that they will likely be asked to register and that the on site agent will perform a brief demonstration of the model homes and community. Explain that this is normal and OK and will help them learn about the

most important things they would likely need to know when considering their homes.

I t’s not all about cost per square foot:

We often get in the habit of comparing homes on a cost per square foot basis. Its important to remember that new homes have many new features and are subject to new regulations, which make them potentially more expensive than a similar sized resale around the corner. That’s OK. The secret in selling new homes is in communicating the

value and lifestyle associated with these features. Just

because it costs more doesn’t mean it’s more expensive in the

SOUTHERN NEVADA HOME BUILDERS ASSOCIATION

SNHBA NEWSLETTER continued from page 37 long run. Remember, price and affordability are not the same thing. You can pay more for something that costs you less in the long run.

now the builders K Unique Selling Proposition (USP):

Every builder stands for or does something special or different, this is their Unique Selling Proposition. Whether it’s about energy efficiency, design, architecture, quality or something else, having a general understanding of what a builder is all about and what makes them different can be very helpful when explaining to your client the pros and cons of a particular builder community, home or home site. This knowledge goes a long way, as even though builders build in many different parts of town their USP is usually the same.

B u i l d e r s are motivated sellers:

Builders are very interested i n sel l i ng t hei r home s and are able to help make sales happen in ways that traditional resale homeowners cant. In comparison to most resale transactions they have dedicated resources and will work hard to ensure that once in contract the home closes. Not to mention the fact that many builders are also able to offer different types of promotions and incentives designed to better help customers afford and get in to their homes in the first place.

U nde rstand t he builder sales process before you go in:

Understanding that when you walk into a builder sales center, the new home sales associate will likely follow a prescribed sales process is important to know, not only for you, but your client as well. Often this process starts with a welcome, registration and demonstration. Set your buyers expectations a p p r o p r iat ely a nd t a ke advantage of the opportunity to learn about what the builder offers in their homes. You’d be surprised how many times there is something important and valuable included that your client may have otherwise overlooked.

If you want to be paid a commission for your efforts, and you should, it’s important to remember that every builder has a different commission and registration policy. Get to know them and follow the rules. Often commissions are not based on the final sales price and builders require registering the customer on the first visit but call ahead to know and be sure. Think of it this way, many builders pay a commission or referral to an agent because they are the procuring cause of a sale, not because they represent the buyer. Oh, and don’t forget to keep that signed registration form.

One of the hardest things about new home builders is knowing their availability. Signing up for builder E Blast or their Broker Programs on their websites is a good way of staying informed and learn about not only their availability but also new communities, products and promotions, not to mention their USP.

e professional and B work together with the on site agent:

When you understand what the general sales process will be in a new home sales center, supporting it will go a long way towards making the process flow. Want to be seen as a true professional? Upon entry introduce yourself and your client to the sales associate, give them the highlights of your clients needs and ask if they have something that fits. This will assist you in moving the process along and assist them by more narrowly focusing the information they will share with you and your clients.

et to know builder G product over time:

T he Sout he r n Neva d a homebuilders Association (SNHBA) has started a program called “Train and Tour”. It’s a for mal opportunity for agents to learn about various homebuilders throughout the valley. But it’s not the only way to learn the same thing. During your normal course of business, next time you see a new home

community, just drop in and ask the on-site agent for a quick tour. You’ll be surprised how quickly you can get to know a builder and their product. This will help next time you have a buyer client; weather in that area or almost any other, as many builders build the same or similar product around the valley

. Try to show more builder product earlier in your sales process:

Most agents focus on resale when working with buyers and don’t introduce new homes into the showing list until much later. Being comfortable with and having a good working knowledge of builders and the various homes and communities they build around the valley can give you a leg up and potentially the ability to close more transactions faster and for more.

New homebuilders are a tremendous resource to agents working with buyers. Don’t be afraid or nervous about showing or selling them. Getting to know them and working with them professionally can go a long way towards making you a better agent not to mention selling more homes and making more money. Remember every resale home was once a new home.

Jeff Galindo is Principal at Real Estate Strategies LLC, and Broker Salesman at Simply Vegas Real Estate. Jeff is widely regarded as an expert in the new home sales and marketing industry. His firm provides direct sales and marketing, advisory, and operational support to builders, developers, and financial institutions throughout North America. Jeff has held a number of national and regional senior executive and sales and marketing positions with home builders, including Lennar Homes, Pulte Homes and Del Webb. To reach Jeff, please email to JGalindo@TheNewHomePros.com or call his office at 702.290.6458.