Salt Lake Realtor January 2016 issue by Mills Publishing Inc.

Salt Lake

REALTOR

速

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slrealtors.com

January 2016

Meet Cheryl Acker; Mom, Broker, President p. 18 Win Leads in 2016 p. 20 Where Americans are Moving p. 14

THE MAGIC OF CITY CREEK LIVING FOR THEM. A N A P P L E i PA D P R O F O R Y O U . Internationally acclaimed for its extraordinary design, the magic of City Creek living can’t be matched. Owners enjoy the best of city and mountain living with doorstep access to fine dining, world-class shopping, arts and entertainment. And with TRAX connecting to the airport, travel is as easy as lock-and-leave.

Thanks to our Realtors® colleagues, City Creek Living had a very successful year. To show our appreciation, Realtors® whose clients go under contract between January 1, 2016 through April 30, 2016 will receive a 32GB iPad Pro* upon closing. *Awarded in the form of an Apple gift card.

Here’s to another great year together. Schedule an appointment at 801.240.8600 to tour City Creek designer model homes. Hours: Mon-Fri 10 a.m. to 6 p.m. Saturdays & evenings by appointment. City Creek Living pays 3% BAC | www.CityCreekLiving.com

WINDERMERE’S INDUSTRY-LEADING PRODUCTIVITY SYSTEM

Windermere agents can manage their business and daily tasks more efficiently with Moxi Works, the industry-leading CRM. Organized around the people in each agent’s sphere, Moxi Works helps them increase their income by managing the entire sales cycle, from first point of contact to closed transaction, ensuring repeat business and referrals. It’s no wonder the average Windermere agent makes over $125,000/year while still maintaining a work/life balance.

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Synchronizes on all devices, including smart phones, tablets, laptops and desktops

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To find out how Windermere’s industry-leading technologies can help you grow your business, contact our Principal Broker Grady Kohler at (801) 815-4663 // GradyKohler@Windermere.com

SUGAR HOUSE | UNION PARK | PARK CITY | COALVILLE

Holiday social draws big crowd. p. 10

Table of Contents Features 10 Holiday Social 14 Where are Americans Moving?

Judy Dutton

18 ‘It Is Up to You What You Want to Accomplish’ Dave Anderton

20 5 Ways to Win Leads in 2016: Blogs

Lee Davenport

24 8 Ways ‘Star Wars’ Relates to Your Business Leigh Brown

Columns 6 Realtors® … and then some! Cheryl Acker – President’s Message

Departments 7 Happenings 7 In the News 26 Housing Watch 28 Realtor® Connections 28 On the Move

On the Cover: Photo: © iStockphoto.com/GibsonPictures Photo left: Dave Anderton

This Magazine is Self-Supporting Salt Lake Realtor® Magazine is self-supporting. The advertisers in this magazine pay for all production and distribution costs. Help support this magazine by advertising. For advertising rates, please contact Mills Publishing at 801.467.9419. The paper used in Salt Lake Realtor® Magazine comes from trees in managed timberlands. These trees are planted and grown specifically to make paper and do not come from parks or wilderness areas. In addition, a portion of this magazine is printed from recycled paper.

Salt Lake

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January 2016 volume 76 number 1 The Salt Lake REALTOR® (ISSN 2153 2141) is published monthly by Mills Publishing, located at 772 E. 3300 South, Suite 200 Salt Lake City, Utah 84106. Periodicals Postage Paid at Salt Lake City, UT. POSTMASTER: Send address changes to: The Salt Lake REALTOR,® 772 E. 3300 South, Suite 200 Salt Lake City, Utah 84106-4618.

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Salt Lake

REALTOR

Realtors . . . and then some! ®

Cheryl Acker 2016 President

Maga zine

slrealtors.com slrealtors.com

President Cheryl Acker Realtypath

Directors

First Vice President Troy Peterson Equity Real Estate

very January, we take time to reflect on the year behind us and the year ahead. With great anticipation, we make new resolutions for our personal life as well as our business. As we begin anew, we do so with resolve and confidence. This year, we are celebrating 100 years of the word, “Realtor®.” The term Realtor® was first used to describe members trying to distinguish themselves from “outsiders” and they were determined to unite the profession with the singular goal of establishing high ethical standards to protect buyers and sellers. Think of all the people who have been in our profession over the past 100 years. Generation after generation, Realtors® have been a voice in protecting private property rights. Today, we continue that same commitment and it is a tradition we can be very proud of. It is awesome to think that for 100 years, Realtors® like you and me, have been advocates for our clients. We come together from different walks of life, different life experience, work with different brokerages and yet have the same purpose and goal – to be an advocate for private property rights. We each have a role in helping our association improve, to help our clients and the communities we live in. We are Realtors® and then some! I know there are Realtors® who have made a big impact on people’s lives. Some Realtors® have entered the political arena serving on city committees, city councils and state positions. I know one who sponsors a summer camp for child burn victims. Others have started charitable foundations to bring awareness for prevention of child abuse, sex trafficking, cancer research, and suicide prevention. Others have had to fight an illness themselves or are helping a loved one with the fight of an illness or disability, or getting “Sub for Santa” donations together for multiple families. Others help with Girl Scouts or Boy Scouts, PTA, blood drives. The list can go on and on. We are Realtors® and then some! We change people’s lives – and they change ours! I know this association is awesome because of all of you! The more we get involved with our association and help each other, we can improve our industry by continuing the fight to protect property rights and continue to change people’s lives. I encourage you to get more involved with our association, help us improve it, share your ideas. Gandhi said, “Be the change that you wish to see in the world.” With all of us working to together, we will have a better association for our clients, our families and future generations. Over the past 100 years, millions of Realtors® helped shape our industry. Your involvement now and in the future - will help to shape the next 100 years. We are Realtors® . . . and then some!

® ®

Second Vice President Adam Kirkham Summit Sotheby’s International Treasurer Jared Booth CBC Intermountain Past President Dave Robison goBE Realty CEO Curtis A. Bullock

M. Brock Andersen Berkshire Hathaway J. Scott Colemere Colemere Realty Associates Kimberly Farber-Bowen Equity Real Estate Kevin Larsen Coldwell Banker Residential Mike Morgan Realtypath Jodie Osofsky Select Group Realty Steve A. Perry Realtypath Scott Robbins Coldwell Banker Residential Michael Rowe Berkshire Hathaway Randal Smith Equity Real Estate Matthew Ulrich Ulrich Realtors®

Advertising information may be obtained by calling (801) 467-9419 or by visiting www.millspub.com

Managing Editor Dave Anderton Publisher Mills Publishing, Inc. www.millspub.com President Dan Miller Art Director Jackie Medina

Graphic Design Leslie Hanna Ken Magleby Patrick Witmer

Office Administrator Cynthia Bell Snow

Sales Staff Paula Bell Karen Malan Paul Nicholas

Administrative Assistant Jody Martin

Office Assistant Jessica Snow

Salt Lake Board: (801) 542-8840 e-mail: dave@saltlakeboard.com Web Site: www.slrealtors.com The Salt Lake Board of REALTORS® is pledged to the letter and spirit of U.S. policy for the achievement of equal housing opportunity throughout the nation. We encourage and support the affirmative advertising and marketing program in which there are no barriers to obtaining housing because of race, color, religion, sex, handicap, familial status, or national origin. The Salt Lake REALTOR® is the monthly magazine of the Salt Lake Board of REALTORS®. Opinions expressed by writers and persons quoted in articles are their own and do not necessarily reflect positions of the Salt Lake Board of REALTORS®. Permission will be granted in most cases, upon written request, to reprint or reproduce articles and photographs in this issue, provided proper credit is given to The Salt Lake REALTOR®, as well as to any writers and photographers whose names appear with the articles and photographs. While unsolicited original manuscripts and photographs related to the real estate profession are welcome, no payment is made for their use in the publication. Views and opinions expressed in the editorial and advertising content of the The Salt Lake REALTOR® are not necessarily endorsed by the Salt Lake Board of REALTORS®. However, advertisers do make publication of this magazine possible, so consideration of products and services listed is greatly appreciated.

OFFICIAL PUBLICATION OF THE SALT LAKE BOARD OF REALTORS ® 6 | Salt Lake Realtor ® | January 2016

REALTOR® is a registered mark which identifies a professional in real estate who subscribes to a strict Code of Ethics as a member of the NATIONAL ASSOCIATION OF REALTORS®. October 2005

In the News

Happenings

Celebrating a Century

Cheryl Acker

Troy Peterson

Adam Kirkham

New Year, New Executive Committee The 2016 Executive Committee for the Salt Lake Board of Realtors®: Cheryl Acker (Realtypath) president; Troy Peterson (Equity Real Estate) president elect; Adam Kirkham (Summit Sotheby’s International) second vice president; Jared Booth (CBC Intermountain) treasurer; Dave Robison (goBE Realty) past president. Executive committee members are elected by vote of the 16-member Board of Directors each year.

Jared Booth

Dave Robison

goBE Realty Achieves 100% RPAC Investments The brokerage of South Jordan-based goBE Realty achieved 100 percent RPAC investments in 2015 from each of its Realtors®. Every agent contributed his/ her fair share amount. Dave Robison, founder of goBE Realty and president of the Salt Lake Board of Realtors®, invested more than $17,000 to RPAC this year alone. “Dave Robison has set a new record and standard for RPAC investments given in the span of one year,” said Curtis A. Bullock, CEO of the Salt Lake Board of Realtors®. “We congratulate Dave and his office for making a difference in the fight to protect private property rights.”

ne hundred years ago, the trademark “Realtor®” was adopted to identify the members of the National Association of Realtors®: a revolutionary group of individuals deeply committed to integrity, community, and protecting the American dream of property ownership. A century later, time and technologies may have changed the industry and how business is conducted, but our members’ strong ideals, commitment to go the extra mile, and their Realtor® pride haven’t. Join us this year in celebrating our history, our future, and our Realtors®. The National Association of Realtors® “The Voice for Real Estate,” is America’s largest trade association, representing 1 million members, including NAR’s institutes, societies and councils, involved in all aspects of the residential and commercial real estate industries. Membership is composed of residential and commercial Realtors®, who are brokers, salespeople, property managers, appraisers, counselors and others engaged in all aspects of the real estate industry. Members belong to one or more of some 1,400 local associations/ boards and 54 state and territory associations of Realtors® or to one of 81 cooperating associations in nearly 60 countries. They are pledged to a strict Code of Ethics and Standards of Practice. Working for America’s property owners, the National Association provides a facility for professional development, research and exchange of information among its members and to the public and government for the purpose of preserving the free enterprise system and the right to own real property.

January 2016 | Salt Lake Realtor ® | 7

Stetson Lowe “

I have been in the mortgage business since 2004. It has been my passion since the first day I stepped into my then makeshift office. I came to Guaranteed Rate for one reason—the systems. I tell people all the time that Guaranteed Rate is a combination of Google (a tech company) and FranklinCovey (The 7 Habits of Highly Effective People). We just happen to do mortgages, and we do them very well!”

Close more deals period Stetson Lowe VP of Mortgage Lending (801) 890-7689 www.guaranteedrate.com/stetsonlowe NMLS# 104783, LO# UT - 5657000 - 7495184 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • UT - Lic #749518

Welcoming two talented originators

Jason Vonk “

Over the last five years I started writing out notes titled “How would I beat me?” I quickly realized I wasn’t as insulated as I thought from others taking my hard-earned business. Simply put, I needed to make changes. In came Guaranteed Rate. Merging my notes with Guaranteed Rate’s systems was so much in line with how I felt the loan process would be most efficient for clients and loan originators alike.”

Close more deals period Jason Vonk Branch Manager (801) 890-7667 www.guaranteedrate.com/jasonvonk NMLS# 267331, LO# UT - 267331 - 7495184 3401 N Thanksgiving Way Ste. 195 • Lehi, UT 84043

Agents love them... “I value Stetson’s professionalism, commitment to communication, solutions and client advocacy.” Steven Bond Remax Equity Top Remax Agent in Utah 2012, 2013, 2014

“As Realtors, we have many choices and contacts for lenders. We have trusted Jason with our own personal mortgages. He is our #1 go-to guy!”

“Jason’s ability to combine personality with knowledge and work ethic is necessary for any high producing agent in the mortgage industry.”

Sheralyn & Chris Bennett

John & Eric Woodley

Bennett Team for Prudential Utah Elite

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Holiday Social T

he Salt Lake Board held its annual Holiday Social and Director Inauguration in December at the Little America Hotel in downtown Salt Lake City. Cheryl Acker was sworn in as the 2016 president of the Board. The 2016 Board of directors also took the oath of office. They include: M. Brock Andersen (Berkshire Hathaway); J. Scott Colemere (Colemere Realty); Kimberly FarberBowen (Equity Real Estate); Kevin Larsen (Coldwell Banker Residential); Mike Morgan (Realtypath); Scott Robbins (Coldwell Banker Residential); Michael Rowe (Berkshire Hathaway); Randal Smith (Equity Real Estate); Matthew Ulrich (Ulrich Realtors®). The leadership team includes: First Vice President Troy Peterson (Equity Real Estate); Second Vice President Adam Kirkham (Summit Sotheby’s International); Treasurer Jared Booth (CBC Intermountain); and Past President Dave Robison (goBE Realty).

10 | Salt Lake Realtor ® | January 2016

Photos: Dave Anderton

January 2016 | Salt Lake Realtor 速 | 11

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Where Are Americans Moving? Oregon ranks as the No. 1 ‘Top Moving Destination.’ Utah ranks No. 38 as more people leave the state. By Judy Dutton

eople never sit still these days: Whether it’s due to a new job, new romance, or desire for a change of scenery, Americans have acquired a serious case of homeownership wanderlust. Moving has become the new normal. Only where? Well, two new surveys by moving companies traced our migration patterns last year to pinpoint places settlers are flocking to— and fleeing—in droves.

14 | Salt Lake Realtor ® | January 2016

So which state is the most popular destination? According to data from from United Van Lines’ 38th Annual National Movers Study, Oregon tops the charts. United determined that this Northwestern state experienced a 69% influx of movers, and has ranked as the top state to move to for the past three years. Anyone who’s ever watched “Portlandia” knows Portland is a hipster mecca overflowing

with pour-over coffee, craft beers, and artisanal everything. But the statewide appeal for homeownership goes far beyond that (mostly true) stereotype. According to a United press release quoting Michael Stoll, professor and chair of the Department of Public Policy at the University of California, Los Angeles, Oregon is the nexus of a triumvirate of attractive elements: tech jobs, green space, and cheap cost of living. The latter, however, is spiraling upward quickly as this area’s popularity grows. “This year’s data reflects longer-term trends of people moving to the Pacific West, where cities such as Portland and Seattle are seeing the combination of a boom in the technology and creative marketing industry, as well as a growing ‘want’ for outdoor activity and green space,” Stoll explained. Stoll added that with economic stability growing nationally, the current migration patterns reflect longer-term trends of movement to the southern and western states, especially to those where housing costs are relatively lower, climates are more temperate and job growth has been at or above the national average, among other factors.

Other states experiencing a heavy influx of settlers included South Carolina, North Carolina, Vermont, and Florida. Meanwhile, states that are getting ditched left and right included New Jersey, New York, Illinois, North Dakota, and West Virginia. Utah ranked No. 38 based on the percent of shipments moving into the state. In a separate survey of its customers, United Van Lines found the Northeast region also had the highest number of people leaving for retirement with more than one in four respondents indicating retirement as the reason for relocation. The Mountain West had the highest number of retirees moving to the region with nearly one in three individuals surveyed saying they relocated there to retire. “We’ve been tracking the number of inbound and outbound domestic moves for nearly four decades, and through our data are able to identify the most and least popular states for residential relocation year after year. This year we also surveyed customers to determine why they were relocating,” said Melissa Sullivan, director of marketing communications at United Van Lines. “As the nation’s largest household goods mover, United Van Lines shipment and survey data paints an accurate reflection of the overall U.S. state-to-state moving trends.” Several states gained approximately the same number of residents as those that left. Traffic in states including Rhode Island, New Hampshire and Wyoming leveled this year compared to 2013 migration data. Tennessee appeared on the balanced list for the second consecutive year. Reprinted from Realtor® Magazine online, January 2016, with permission of the National Association of Realtors®. Copyright January 2016. All rights reserved. Dave Anderton, communications director for the Salt Lake Board of Realtors®, contributed to this article.

Image licensed by Ingram Image

January 2016 | Salt Lake Realtor ® | 15

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‘It Is Up to You What You Want to Accomplish’ As a new agent, Cheryl Acker was told she wouldn’t make it in real estate. Today she is branch broker of one of the largest real estate companies in Utah. By Dave Anderton

heryl Acker, a resident of West Jordan, is the 2016 President of the Salt Lake Board of Realtors®. The Salt Lake Board of Realtors® is the largest local Realtor® association in the state

18 | Salt Lake Realtor ® | January 2016

of Utah, representing more than 7,000 members. Cheryl is a branch broker with Realtypath, a Sandy-based brokerage specializing in residential, commercial and property management. She oversees roughly 200 Realtors®. Realtypath is the second largest brokerage in the Salt Lake Board of Realtors® when measured by the number of its agents. Cheryl has been a licensed real estate agent since 1996. She first started her real estate career with Wardley Better Homes and Gardens. Before becoming a Realtor® she was an administrative manager in the emergency and InstaCare divisions of LDS Hospital. Cheryl holds the Certified Residential Specialist (CRS) designation and new home certified sales professional designation (CSP). She has served on the Education and Government Affairs committees of the Salt Lake Board of Realtors®. In addition, she was a member of the Utah Association of Realtors®’ Legislative Committee. In 2009, she attended the UAR Leadership Academy. With nearly 100 real estate agents joining the Salt Lake Board of Realtors® every month, Cheryl’s advice to new agents is straightforward: “Don’t let anybody tell you, you can’t do something. It is up to you what you want to accomplish.” Cheryl’s advice comes from personal experience. “I was told I wouldn’t make it in real estate because I didn’t fit the mold of a Realtor®,” she recalled. “At first, I was just doing it for fun and thought I would only close three deals in my first year. I closed nine deals in my first nine months.” Cheryl is quick to add that you should have fun along the way and reward yourself when you’ve met your goals. Her theme for 2016 is, “Realtor…and then some.” “We are not only Realtors, we are people who give to our communities, schools, clients, families, and churches,” she said. “It is amazing to see the charitable giving of so many Salt Lake Realtors®.” Cheryl reaches out to local families each year by doing a Sub for Santa. Her daughter and husband play an active part in raising money and buying presents. They have been doing it for the past 35 years. Cheryl was first elected to the Board of Directors in 2011. She is the proud mother of two sons and two daughters, grandmother to five grandchildren, and wife to her husband, Alan. Dave Anderton is the communications director of the Salt Lake Board of Realtors®.

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5 Ways to Win Leads in 2016: Blogs Blogging isn’t dead. Find ideas for maximizing and staying current with your company and agent blogs. By Lee Davenport

heard someone recently say that blogging is no longer a viable way to generate leads. Au contraire mon frère. Blogging is an opportunity to share your expertise with potential clients and talk about the various aspects of real estate that you specialize in and love. However, I see real estate practitioners all too often post a handful of random, irrelevant, boring, and poorly written posts. Then they never return to their blog again. And they wonder why their blog didn’t generate any leads. Blogging is not a sprint; it’s a marathon. If you want your company or agent blogs to generate leads, I challenge you to publish a dynamic post at least once a week for six months. Then see how many connections you’ve made with prospects. Here are five examples of blog fodder.

20 | Salt Lake Realtor ® | January 2016

1. Be an amazing storyteller. What story does your real estate business tell? Get away from using sterile scripts and regurgitating listing information. Let your professional opinion and personality shine through in each post. Write your blog posts as though you’re sharing a story with your family or friends. What has them sitting on edge, rolling on the floor laughing, or in tears? Those are the magnetic, heart-warming moments to capture and retell in your blog. Write about what makes the residents smile. Specifically answer this question: “What makes this community a great place to call home?” Go out and interview residents; ask them what they love. Then write a post for each of the neighborhoods you sell. Be sure to mention the name of the community throughout the blog post, which will help boost your site in search rankings.

Service Directory Prospects may also get glimpses of your brand’s story from online client testimonies — especially in videos. 2. Use pictures, videos, and links to keep readers reading. The fun part of being a real estate pro is that you see some of the most intriguing, charming, odd, and cutting-edge home features. Share them on your blog. You could also add an IDX plugin that features specific homes from your local MLS. Just make sure you have the necessary permissions to share images and videos, especially if you include other people’s photographs. 3. Be a friend to local businesses. Mention restaurants, shops, schools, community organizations, hospitals, volunteer organizations, and other local businesses and attractions in your posts. Consider sending the organization you mention a note with a link to your post. Some may link back to your site from their page, which can bring your site more traffic and strengthen your SEO. Your goal is to rank on the first page of Google search results when prospects search using local real estate terms and names of local businesses you have showcased.

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4. Give it away to capture leads. Offer valuable information to your target clientele and have a way to capture their contact information on your blog. For example, if your specialty is working with veterans, you can offer a download of the various grants and programs available for veterans buying a home. Or if you work near a medical center, why not offer a downloadable infographic that explains the various loans and programs available to medical professionals buying a home? Then, it’s imperative that your site has several ways for capturing e-mail addresses. Check out AddThis.com,HelloBar, OptInMonster, and other similar plugins that can help you collect contact information in exchange for those freebies on your site. 5. Repurpose instead of reinvent. Check out apps like Revive Old Post, SumAll, and CoSchedule to automatically share your blog posts to your various social media sites. One blog could equal 10 to 20 different social media posts throughout the year by using it in different contexts. This will save you and your agents time and energy that can be redirected to the actual selling of real estate. Reprinted from Realtor® Magazine online, December 2015, with permission of the National Association of Realtors®. Copyright December 2015. All rights reserved.

Photo: © Oleksiy Mark / Dollar Photo Club

8 Ways ‘Star Wars’ Relates to Your Business At the box office, we love a tale of good triumphing over evil. We love it in real estate, too. By Leigh Brown

he force can awaken inside you in 2016 if you take these principles from the latest “Star Wars” box office mega-hit and apply them to your real estate business.

1. Music puts you in the mood to kick ass. How can you hear those first few notes of the “Star Wars” theme and not immediately get excited? I bet even John Williams gets goosebumps when he hears them, and he wrote the dang thing. What do you listen to on the way to a buyer consultation

22 | Salt Lake Realtor ® | January 2016

or a listing appointment? There’s definitely power in music to change your mood and outlook! I like listening to Iron Maiden’s “Run to the Hills” before a listing appointment to get myself ready for the conversation. What’s your go-to? 2. Age is irrelevant. Harrison Ford and Carrie Fisher don’t have to be young to be amazing. Except for a few nasty trolls on Twitter, I think everyone was glad to see them in their aging glory because Lord knows there is dignity in growing

old. (It’s not for the faint of heart.) Plus, those youngsters who thought the Jedi were a myth? They were crazy awesome as well. Real estate has traditionally been the home for the second- or third-career folks, which is part of how we wind up with an average REALTOR® age of 57. But we are seeing a surge of agents making this their first career. And consumers don’t care about the age of their agent; they care about their knowledge, expertise, and compassion, none of which are age-exclusive. So rock on — no matter how old you are. 3. Old can teach new. I’m pretty sure Finn and Rey weren’t too thrilled about visiting with Maz, but boy did she rock their worlds. Han Solo and Chewbacca had the knowledge and background to get moving again. Princess/General Leia rocked the house, period. We see this in real estate all the time. Older/experienced agents are routinely taking new agents under their wings to show them the ropes, teach how to overcome objections, explain terminology, and be a sounding board in a crazy world. I think it’s happening more than we know, and I would love if we talked more about

those who lifted us all up along the way. We need reminders that any experienced professional has an obligation to return the favor to newcomers. 4. New can teach old. Han Solo was thrilled to get the Millennium Falcon back but was a little grumpy at Rey having already been on board. He grudgingly accepts her help flying the ship and realizes that her expertise is a benefit. I see this with the newer/younger agents who have an organic knowledge of technology and who are reaching out to older agents who hold it at arms’ length. We are all better when we help each other. It doesn’t have to be a fist fight all the time, even in a competitive business. 5. We all need someone. Han Solo needs Chewbacca. Leia needs Han Solo. Luke needs someone (bless him). Ren needs a soul. Finn needs Poe. And Rey needs Finn, even if she hated to admit it. Life is lonely if you think you can manage by yourself. Not just lonely, but so much harder than it needs to be. I don’t know of many careers as lonely as real estate. When you’re a bunch of 1099s running around competing,

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January 2016 | Salt Lake Realtor ® | 23

it’s hard. When things get tough, your spouse/ partner tunes you out, your friends don’t get it, and you can feel isolated. Find a friend, maybe in your market or somewhere else across the country. But build the support system that helps you survive because survivors do a heck of a lot better of a job for clients.

And guess what — we still love them. Even ol’ Ren still is loved despite his choices. In the trenches of real estate, it’s the same way. Some transactions go bad no matter how hard you try. But you get another chance the minute you pick up the phone and talk to your next potential client. You live, you learn, you get better.

6. The chasm may open, but it’s not over. In the awesome battle scene in the snow, when the world is starting to turn on itself, the chasm opens. We never know if the one side is done or just resting — but that’s not where the movie or the possibility of saving everything ended. That’s kind of like a negotiation. Just when you think it’s over and the crazies have won, the world awakens and you have one more chance. Sometimes, that’s all you need. So never give up.

8. Light wins. Of course, we don’t really know what’s going to happen when the next two episodes are shot and screened, but as long as there’s good left in the world, it will win out. Maybe you’ll run across an unethical, lying, cheating so-and-so, but at some point, they’ll flame out when karma hits ‘em from behind. Just do right by your client. Even if the client is screaming and yelling and cussing, do what’s right and protect them. Be their light in the darkness of the transaction and everyone will win.

7. Screwing-up doesn’t mean you’re done. Every character in any episode of “Star Wars” makes a mistake. Yet 38 years later, they are still here, saving the universe one system at a time.

24 | Salt Lake Realtor ® | January 2016

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Housing Watch Salt Lake Home Sales Rise; Davis County Sales on the Decline

ome sales in Salt Lake County increased 7 percent in November year-over-year, following a flat sales month in October, according to the Salt Lake Board of Realtors®. Roughly 1,100 homes (all housing types) were sold by Realtors® in November in Salt Lake County, up from 1,025 sales a year ago. Rising home prices and a lack of inventory appear to be affecting sales. Davis County home sales witnessed a 9 percent drop in November. It was the second consecutive monthly decline in sales in Davis County. In October, Davis County sales fell 5 percent. Nationally, total existing-home sales fell 10.5 percent to a seasonally adjusted annual rate of 4.76 million in November (lowest since April 2014 at 4.75 million) from a downwardly revised 5.32 million in October, according to the National Association of Realtors®. After last month’s decline (largest since July 2010 at 22.5 percent), sales are now 3.8 percent below a year ago — the first year-over-year decrease since September 2014. Lawrence Yun, NAR chief economist, says multiple factors led to November’s sales decline, but the primary reason could be an anomaly as the industry adjusts to the new Know Before You Owe rule. “Sparse inventory and affordability issues continue to impede a large pool of buyers’ ability to buy, which is holding back sales,” he said. “However, signed contracts have remained mostly steady in

Salt Lake County Sales (all housing types) Year-Over-Year (Up 7%)

1,025 26 | Salt Lake Realtor ® | January 2016

1,095

recent months, and properties sold faster in November. Therefore it’s highly possible the stark sales decline wasn’t because of sudden, withering demand.” The median price of homes sold in Salt Lake County in November was $250,000, a 4 percent gain compared to a median price of $239,300 in November 2014. The cumulative median days on the market fell to 23 days in November, down from 38 days a year ago. Nationally, the median existing-home price for all housing types in November was $220,300, which is 6.3 percent above November 2014 ($207,200). November’s price increase marks the 45th consecutive month of year-over-year gains. Pending home sales in Salt Lake County in November continued to be strong at 1,250 contracts signed, up 19 percent compared to 1,051 contracts in November 2014. In Davis County, home sales fell to 332 units sold, down from 364 sales a year earlier. The absorption rate or supply of homes is at 3.1 months in Salt Lake County, indicating a strong seller’s market (based on sales trends over the past six months). A four- to six-month supply of housing inventory is generally considered a normal market. A buyer’s market, one in which there is a glut of housing inventory, is when the inventory level exceeds a six-month supply.

Salt Lake County Median Price (all housing types) Year-Over-Year (Up 4%)

$239,300

$250,000

Salt Lake County Days on Market (all housing types) Year-Over-Year (Down 39%)

2 - C OLOR

Salt Lake County

Pending Sales (Up 19%)

1,051

Sales $

5 Davis County $237,250 4 Median Price (all housing types) Year-Over-Year (Up 10%)

1,250

Sales

Davis County Sales (all housing types) Year-Over-Year (Down 9%)

332

364

$215,000

January 2016 | Salt Lake Realtor 速 | 27

REALTOR® Connections Q&A: Kelley Anderson Kelley Anderson is the director of education for the Salt Lake Board of Realtors®. Q: When is the deadline for the next Code of Ethics training course? A: All Realtors® must have completed a Code of Ethics training course in the current cycle from Jan. 1, 2013 through Dec. 31, 2016. This is the final year to complete the course. Realtors® are required to complete ethics training of not less than two hours, 30 min. of instructional time within a four-year cycle. Q: How can I take the class? A: You can take the class live at the Realtor® Campus by signing up at slrealtors.com. You can also take our custom Code of Ethics course online at www.slrealtorseducation.com, the course is titled “How to Be an Ethical & Involved Realtor.” Q: Why do I have to take this class? A: Ethics training was established by the National Association’s Board of Directors at the 1999 Annual Convention to heighten member awareness of the key tenets of the Code of Ethics. The Code of Ethics should play a central role in the professional lives of each Realtor® and will help to enhance professionalism and competency and be a viable guide in their daily dealings with clients, customers, and the public.

Past Presidents Gather More than 20 former presidents of the Salt Lake Board of Realtors® were honored for their service and dedication to the real estate profession at a recent gathering in Cottonwood Heights. “The experience and wisdom of these individuals is an asset to our association,” said Curtis A. Bullock, CEO of the Salt Lake Board of Realtors®. “We are grateful for their commitment to the Board and the countless hours of work they have given to make our profession better.” Pictured (left to right): Richard Wood, Randy Eager, Rich Bennion, Russ Booth, Doug Richards, Bill Heiner, DeAnna Dipo, Donna Pozzuoli, Sharon Spratley, Jim Bringhurst, Dave Robison, Debra Sjoblom, Cheryl Acker, Miriam McFadden, Robert Farnsworth, Dave Mansell, Al Mansell, Gary Cannon, David Jensen, and Curtis Bullock (CEO of the Salt Lake Board of Realtors®).

28 | Salt Lake Realtor ® | January 2016

On the Move Sto ckto n F ar nswo r t h , a Cottonwood Heights resident, recently obtained his real estate license on his 18th birthday, making him one of the youngest Realtors® in Utah and the country. His license is with RE/MAX Associates (Draper Branch). “I don’t think many kids get the idea to go into real estate,” he said. Stockton’s future plans include becoming a real estate broker and eventually a real estate attorney. His father, Robert Farnsworth, also is a Realtor® with RE/MAX Associates and was president of the Salt Lake Board of Realtors® in 2003. The Coldwell Banker Community Foundation announced today that it raised nearly $14,000 for the Primary Children’s’ Hospital Foundation at the annual Festival of Trees. Coldwell Banker’s tree at the auction sold for $3,800, and the foundation spent another $9,900 on donations to the Homeless Youth Center in Ogden and the Women’s and Children Crisis/ Abuse Center in Orem. Coldwell Banker Residential Brokerage has participated in the annual Festival of Trees for several years running, spending weeks collecting toys and monetary donations to help put together a tree for the auction and gifts under the tree. Realtypath welcomed the following new agents: Virginia Snow, Jeff Hardy, Jennifer Johnson, Donald Raines, Logan Miller, Gerald Dickson, Tyler Shenk, Lorena Puffer, Adrienne Cundick, Landon Musselman, Sulina Liang, Jeremy Olson, Andrew Tuttle, Gideon Chrytraus, Sanela Mukic, Brian Plummer, Brandy Tilo, Janelle Woolley, Janelle Rogers, Rose Elkins, Scott Anglesey, Diana Johnson, Leonor Arriola, Brandon Aalders, Joan Evans, Landon Costley, Shauna Jensen, Jamin Granvold, and Greg Jensen.

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