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Who You Are vs. What You Do p. 24 Commercial Real Estate Poised for Strong Growth
p. 20
Charity Gala Celebrates 30 Years p. 10
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Help home buyers and sellers understand how to prepare for a variety of weather challenges. p. 12
Table of Contents Features 10 Charity Gala 12 10 Ways to Help Your Clients Prepare for Winter Barbara Ballinger
20 Economic Growth to Surge Through 2017; U.S. Office Market Poised for Strong Growth
24 Marketing Who You Are vs.
What You Do Tonya Eberhart and Michael Carr
Columns 7 Earnest Money and Counteroffers Dave Robison – President’s Message
Departments 8 Happenings 8 In the News 26 Housing Watch 28 Realtor® Connections 28 On the Move
On the Cover: Photo: Dave Anderton Photo left: © iStockphoto.com / 8213erika
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.
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October 2015 volume 75 number 10 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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President Dave Robison goBE Realty
Directors Managing Editor Dave AndertonM. Brock Andersen Berkshire Hathaway
Copy Editor
Jared Booth Georgia Cuthbert Coldwell Banker First Vice President Cheryl Acker Communications Committee Tom Colemere Realtypath Colemere Realty Lori Lee – Chairwoman Annie Hedberg – Vice Chairwoman Kim Farber Equity Real Estate Second Vice President Publisher Adam Kirkham Mills Publishing, Inc.Kevin Larsen Kirkham Real Estate Coldwell Banker Residential www.millspub.com Mike Morgan President SalesRealtypath Staff Treasurer Dan Miller Paula Bell Lisa Jungemann Steve Perry Bill Realtypath Lines Windermere Real Estate Office Administrator Karen Malan Cynthia Bell Snow Peterson PaulTroy Nicholas Equity Real Estate Past President Art Director Don Nothdorft Angie Domichel Nelden Michael Rowe Jackie Medina Coldwell Banker Residential BerkshireAssistant Hathaway Administrative Magazine Designer ChloéRandy Herrman Smith Real Estate CEO OfficeEquity Assistant Curtis Bullock Graphic Design Matthew Jessica SnowUlrich Ulrich Realtors® Ken Magleby Patrick Witmer Advertisinginformation informationmay maybe beobtained obtainedby bycalling calling Advertising (801)467-9419 467-9419ororby byvisiting visitingwww.millspub.com www.millspub.com (801)
Managing Editor Directors President DeAnna Dipo Dave Anderton Cheryl Acker Distinctive Properties
At Home Realty
First Vice President Publisher Jillinda Bowers Purdential Utah Donna PozzuoliMills Publishing, Inc. Daniel Christensen Prudential Utah www.millspub.com Coldwell Banker
Second Vice President President Sarah M. Colbert Dave Frederickson Dan Miller Summit Sotheby’s Keller Williams Art Director Tom Colemere Treasurer Jackie Medina Colemere Realty Charlotte Thomas Kim Farber-Lynch OfficeEquity Administrator Graphic Design Keller Williams Real Estate Cynthia Bell Snow Leslie Hanna Lisa Hyte PastKen President Magleby RE/MAX Canyons Office Assistant Bill Heiner Patrick Witmer JessicaJacobson Snow Shirley RE/MAX Associates
Sales Staff Chief Executive Officer Paula Bell Bryan Kohler Karen Malan Paul Nicholas
Windermere
Administrative Assistant Fred Law Kyrsten Holland Law Real Estate Angie Domichel-Nelden
Earnest Money and Counteroffers In this brief article I want to mention a couple of fundamental legal questions that have come up recently. I’ve noticed some minor confusion on when earnest money should be deposited into the brokerage trust account. Another issue I’ve dealt with lately has to do with counter offers and whether the response time needs to be extended if the counter is not done prior to the time given for acceptance. So let’s look at each question. With respect to earnest money question, it is important to remember that there are two separate timing requirements to be aware of. First is when the buyer must deliver the funds to the brokerage, and second, is when the brokerage must then deposit the funds into the trust account. Delivery of the Earnest Money by the Buyer to the Buyer’s Agent/Broker is dependent on whether the 1st or 2nd box in the top paragraph of the REPC is checked. If the 1st box is checked, the Earnest Money must be DELIVERED with the offer. If the 2nd box is checked, then the Earnest Money must be DELIVERED by the Buyer to the Buyer’s Agent/Broker within four calendar days after Acceptance of the offer. Once acceptance has occurred (i.e, signatures and communication), the brokerage then has 4 more calendar days in which to deposit the funds into the trust account. So from the time the offer is accepted, it could potentially be a total of 8 calendar days before the money is deposited into the trust account. The second issue deals with counter offers. Let’s suppose the buyer submits an offer and gives the seller until the next day at 6pm to accept. Let’s suppose a few days go by and the offer is not accepted, but the seller decides to send back a counter with a slightly higher purchase price. In the counter offer, the seller includes the following sentence, “response deadline extended to today at 6pm.”
Coldwell Banker
Troy Peterson Equity Real Estate
Salt Lake Board: (801) 542-8840 Salt Lakee-mail: dave@saltlakeboard.com Board: (801) 542-8840 e-mail: dave@saltlakeboard.com Web Site: www.slrealtors.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 equal housing opportunity the nation. We The Saltachievement Lake Board ofofREALTORS is pledged to thethroughout letter and spirit of U.S. policy encourage and support the affirmative advertising throughout and marketing for the achievement of equal housing opportunity the program nation. Wein which thereand are support no barriers obtaining advertising housing because of race, color, religion, encourage thetoaffirmative and marketing program in sex, handicap, familial or national origin. which status, 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 ® persons quoted in articles are their own and do not necessarily expressed by writers is the monthly magazine of the Salt Lake Board of REALTORS®. Opinions The Salt Lake REALTORand reflect positions of theand Saltpersons Lake Board of REALTORS expressed by writers 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 well and photographs this issue, provided proper is given to The Salt Lake REALTOR®, as Permission will beingranted in most cases, uponcredit written request, to reprint or reproduce articles ® as any writers and photographers whose names appear withtothe andREALTOR photographs. , as well andtophotographs in this issue, provided proper credit is given Thearticles Salt Lake While unsolicited original manuscripts and photographs related to the real estate profession as to any writers and photographers whose names appear with the articles and photographs. are welcome, no payment is made for their in the publication. While unsolicited original manuscripts and use 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 ® ® not necessarily by theand Saltadvertising Lake Board content of REALTORS REALTOR Views andare opinions expressedendorsed in the editorial of the. However, The Salt Lake advertisers do not make publication of this magazine so consideration products and necessarily endorsed by the Saltpossible, Lake Board of REALTORS®.ofHowever, REALTOR® are services listed greatly appreciated. advertisers doismake publication of this magazine possible, so consideration of products and services listed is greatly appreciated.
OFFICIAL PUBLICATION OF THE OFFICIAL PUBLICATION OF THE SALT LAKE BOARD OF REALTORS ®® SALT LAKE BOARD OF REALTORS REALTOR is a registered mark which identifies a professional in real estate who subscribes
The question and related confusion often comes up with that last sentence. Is it necessary to include “response deadline extended to today at 6pm?” The short answer is – no. Remember, when the original offer is submitted, section 25 of the REPC provides for a time to “accept” the offer. There is no “response” time given in the REPC. If the seller had decided to accept the original offer outright, then it would need to be accepted in accordance with section 23 of the REPC by the initial 6 pm deadline. However, since the offer was not accepted, the offer simply lapses. After that time expires, and a counter offer is then sent back to the buyer, a new time for acceptance is given and the old acceptance deadline becomes inapplicable. In a sense, the original offer is revived and the terms of the counter are incorporated into that offer and a new time to accept the counter is provided. Keep these two fundamental contract issues in mind as you write up your next offer. Good luck!
Dave Robison 2015 President
®
® . toREALTOR a strict®Code of Ethics asmark a member of the NATIONAL ASSOCIATION REALTORS is a registered which identifies a professional in realOFestate who subscribes to a strict Code of Ethics as a member of the NATIONAL ASSOCIATION OF REALTORS®.
October 2005
October 2005
October 2015 | Salt Lake Realtor ® | 7
Happenings
In the News Are U.S. Home Prices Overvalued?
Members Participate in Economic Summit The Realtors® Commercial Alliance Committee on Sept. 23 hosted a special Economic Summit on the future of Salt Lake Valley’s West Side. Speakers included West Valley City Mayor Ron Bigelow, West Jordan City Mayor Kim Rolfe, South Jordan City Mayor David Alvord, and Joe Kammerer (Mountain View Corridor Team, UDOT). More than 125 people attended the event.
Know Before You Owe Consumer Financial Protection Bureau Director Richard Cordray recently joined National Association of Realtors® 2015 First Vice President-Elect Elizabeth Mendenhall to highlight the agency’s Know Before You Owe initiative in advance of upcoming changes to the mortgage closing process. At the event, the CFPB rolled out a set of online tools to help consumers get better acquainted with the Know Before You Owe initiative. You can view the online tools at www.consumerfinance.org. As part of this initiative, the Truth in Lending Act - Real Estate Settlement and Procedures Act Integrated Disclosure rule, or TRID, will integrate existing closing disclosures with new requirements from the Dodd-Frank Act. The new tools are intended to improve consumers understanding of the mortgage process, aid in comparison shopping and help prevent surprises at the closing table. Rule changes associated with Know Before You Owe went into effect Oct. 3.
8 | Salt Lake Realtor ® | October 2015
YahooFinance.com reported that long-term economic growth remains slow, despite a rebound in both equities and housing. “This is a clear sign that the market is overheated, warns Robert Shiller, Nobel Prize-winning economist and co-author of the book Phishing for Phools.” Shiller adds that his valuation confidence index, known as the CAPE ratio, is far above the historical norm of 17. The ratio, which compares current stock prices to earnings over a ten-year period, currently measures 24.5, near the peak it reached before the financial crisis in 2007. “On top of that, I have survey data showing that [a high percentage of] people think the market is overpriced,” he said. “This this creates a little bit of fear that there could be a correction. When we saw the correction in August of this year, there was some anxiety thrown into people’s hearts.” While Shiller expects a further drop in the market, he warns against making any extreme moves. He also noteed that recent gains in the housing market may not be sustainable. “I’m starting to worry a little bit, it’s getting high by historical standards,” he said, adding that housing is a cause for concern, but it’s not quite like the stock market yet in terms of valuations. “Usually housing has not been a great investment, owner-occupied housing,” he says. “Unless it gives you pleasure... I think people tend to overestimate the investment value of housing, especially at a time like this, when home prices are already high.”
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Celebrating 30 Years
W
ith its beginnings traced to a parking lot of the former Realtor® Building on Salt Lake City’s east bench, the Charity Gala (formerly known as Shrimpfest) celebrated 30 years of giving on Friday, Sept. 11 at the downtown Marriott at City Creek. The event was emceed by Dave and Dawn Robison (goBE Realty). Music was provided by Copper Quail. Hundreds of members and affiliates attended and bid on silent and live auction items, raising more than $18,000 for The Road Home and The Christmas Box International. Pictured above: Gordon and Jackie Nicholl. Jackie Nicholl, currently a broker with Coldwell Banker Residential, started Shrimpfest in 1985. The first event was held on Sept. 20, 1985 and raised $4,000. Silver Sponsors of this year’s event included: Metro National Title and Windermere Real Estate.
10 | Salt Lake Realtor ® | October 2015
Photos: Dave Anderton
October 2015 | Salt Lake Realtor 速 | 11
Photo: © Sam Spiro / Dollar Photo Club
10 Ways to Help Your Clients Prepare for Winter Will this winter pack a wallop? Help home buyers and sellers understand how to prepare for a variety of weather challenges. By Barbara Ballinger National Association of Realtors®
M
other Nature often doesn’t provide advance warning that she’s about to unleash freezing cold temperatures and mountains of snow. Those living in colder climates are wise to prepare, whether they’re sellers needing to clear walkways and maintain a furnace in good condition or buyers eager to know that their future home will be well insulated and energy-efficient to avoid surprises after they move in. Knowing how to winterize a home is more than half the battle. Here are 10 challenges you can help your clients avert: 1. Ice dams Accumulations of ice form at a roof’s edge and prevent melting snow from draining properly. Water backs up behind the ice and often leaks into the house, damaging walls, ceilings, insulation, floors, furniture, and more, according to Steve Kuhl, owner of The Ice Dam Company and Kuhl’s Contracting in Hopkins, Minn. Why they happen: Kuhl says the dams result from multiple variables interacting: the home’s quality of insulation, amount of ventilation, and architectural design; the climate; and the home owners’ lifestyle. “We see more ice dams when home owners want their interiors warmer. Ice
12 | Salt Lake Realtor ® | October 2015
dams are primarily the result of heat escaping into areas of the roofline where it’s not supposed to be. The heat melts the snow on higher roof areas, and the melted water travels to areas where it’s below freezing such as the eaves. It then refreezes and accumulates into a dam that prevents melted water from leaving the roof,” Kuhl says. Solutions: Two main strategies help eliminate ice dams. The first is architectural and more expensive. “Home owners can increase their insulation and ventilation, which often costs between $8,000 and $15,000. The advantage is that the work improves the home’s energy efficiency. The second involves installing heat cables on the lower edge of a roof in a serpentine pattern to stop water from freezing and backing up. That typically runs between $1,000 and $2,000,” Kuhl says. Extra tips: It’s a common misconception that keeping gutters and downspouts clear will eliminate ice dams, but Kuhl says it’s a good idea to perform the task at least twice a year (more often if a lot of trees grow near the roof). Home owners should also be aware of how much insulation is suggested for their area by referencing resources such as Energy Star.
Image licensed by Ingram Image
2. Collapsed roof It doesn’t happen often, but an extraordinary amount of snow can become excessively heavy and push in a roof. That happened last year in many parts of the country, especially in Boston when nine feet of snow accumulated during a relatively brief period. Why it happens: Buildings can only handle so much weight before they collapse. But they also need to be constructed properly with reinforcement that braces rafters together, says CJ Antonucci, insurance restoration manager with Nurzia Construction in Fishkill, N.Y. Solutions: Have an insured, experienced roofer or contractor sweep or rake snow from the entire roof (not just the lower few feet near eaves), says Kuhl. Also, make sure anyone removing the snow does so gently, so no shingles, shakes, or other roof materials are damaged, says contractor Jeff Cohen, founder of Canada & Klein Ltd. in Winnetka, Ill. How much snow should cause concern? Jenn Koeune, maintenance manager at Orren Pickell Building Group in Northfield, Ill., says 18 inches or more indicates it’s time to remove it. “It may not mean the roof will collapse, but getting rid of it will alleviate ice dams and pressure,” she says. But Kuhl suggests removing snow that’s only four inches deep on homes if ice dams have posed a prior problem. 3. Nonfunctioning furnace Just when you need heat, the furnace conks out. Why it happens: There are multiple causes: Maybe it’s old and needs to be replaced, dirty and needs cleaning, or the filter needs replacing. If it’s
14 | Salt Lake Realtor ® | October 2015
a high-efficiency model, the exhaust pipe may be clogged and the system’s computer has alerted the furnace to stop producing heat to prevent carbon monoxide from entering the house, Koeune says. Solutions: Advise home owners to be proactive and service a furnace annually before winter starts, says broker Jennifer Fivelsdal, ABR, GRI, with JFIVE Homes Realty in Red Hook, N.Y. Take Steps to Stockpile Supplies Many home owners get so busy in fall that they forget to stock up for winter. Then, when emergencies occur, many stores sell out of essential equipment quickly. Advise your clients to source supplies early on, including a good snow shovel or blower, bags of deicer, multiple flashlights, and extra batteries in case power fails. A good source of information is the federal government’s disaster preparedness site, which also recommends stockpiling canned or dry food for people and pets, clean bottles for fresh water, an emergency radio, and warm blankets. 4. No power Lights out! But that’s not all. Home owners experience more fallout when their refrigerator, freezer, sump pump, computer, and other appliances stop working. Why it happens: It’s usually due to snow, wind, and ice damaging power lines. Solutions: Home owners should have branches trimmed near power lines before winter begins. They may also want to invest in a standalone generator, which can power a few or all of their necessary lights, security system, garagedoor opener, refrigerator, sump pump, and more.
Service Directory Stand-alone generators run between $5,000 and $10,000, but they can cost more, depending on the size of the home, what home owners want to back up, and how much power the systems require, according to Generac Power Systems, a manufacturer in Waukesha, Wis. Another related cost is that they require yearly servicing, Koeune says. A less costly option is a portable generator, but it’s only good for a few days, can power only a few appliances or lights, and requires gas or liquid propane to function, which may not be readily available, says sales associate Stephanie Mallios, with Towne Realty Group in Short Hills, N.J. Home owners should also check that their generator works properly to avoid carbon monoxide poisoning, Fivelsdal says. Extra tip: Advise home owners that whenever a big storm is expected to hit their area, they should unplug appliances to avoid power surges that may damage appliances and computers. They should leave on one light so they know when power returns. 5. Heat loss Feel a draft? It doesn’t happen just in old houses. Heating tips • Even if a dirty furnace is still working, it will be less efficient and more costly to operate than a clean one. • Many oil and gas providers offer a service plan that includes a once-a-year checkup, typically for a few hundred dollars. • If home owners need a new furnace, suggest that they look for one that operates at 96 percent efficiency and has a 15- to 20-year lifespan. Why it happens: Cold air can enter where windows and doors aren’t sealed well and cracks can occur in foundations, walls, roofs, and other places. Solutions: Home owners should replace broken panes before winter, says Fivelsdal. If they can’t afford new energy-efficient windows and doors, encourage them to add storm windows and doors or to caulk window frames and weatherstrip doors to cut down on leaks. Many big-box stores also sell kits to fashion makeshift double-insulated windows with plastic. These may not look great, but they offer an affordable seasonal fix. According to the Environmental Protection Agency’s Energy Star program, the average home owner can save 15 percent on heating and cooling costs by airsealing a home and adding proper insulation. Extra tip: Suggest that home owners consider a professional home energy audit to check for leaks and measure their home’s insulation values. 6. Frozen pipes Any pipes connected to appliances or fixtures
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on outside walls can cause ice to build up and pipes to freeze and perhaps burst. Why it happens: Insufficient insulation or air leakage near a toilet, sink, dishwasher, or other water-using appliance can cause this common problem in below-freezing temperatures. Solutions: All pipes leading to the units cited above should be wrapped with pipe insulation, and walls or crawl spaces near them should be checked for holes and sealed. When the weather drops below freezing, home owners should open cabinet doors in a kitchen or bathroom that has plumbing on an outside wall, and turn on faucets to allow hot and cold water to drip. That permits the water to run and eliminates freezing, Koeune says. Extra tips: It’s smart to drain a water system and shut off the main water valve if home owners are away for even a few days when temperatures are expected to remain well below freezing, Mallios says. 7. Frozen exterior faucets or septic tank The result can be an unappealing flood or backup of waste. Why it happens: When outside water sources are left on, water can freeze in pipes, burst them
October 2015 | Salt Lake Realtor ® | 15
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open, and flood a home. A septic system can also freeze and cause waste to back up in toilets or sinks, Fivelsdal says. Solutions: When temperatures dip, home owners should turn off the outside water for the season and disconnect drained hoses from faucets. A septic system should be checked and cleaned every few years to be certain it’s not full and prone to overflow. 8. Icy driveway, walkways, and steps They can easily become slippery and cause falls and broken bones. They may also cause home owners liability issues. Why it happens: When snow and ice aren’t removed promptly, they can form highly treacherous surfaces and paths — sometimes as slippery as an ice skating rink. Solutions: Suggest home owners shovel as soon as a snowfall ends, and spread sand or other snow- and ice-mitigating material around. Caution them against using salt, which can hurt pets’ paws and soil alike, says Mallios. Some home owners heat their driveway, though this can be costly. Extra tip: Home owners should also replace chipped or cracked stones and bricks, which may not be visible when covered with snow or sand but can easily cause accidents, Mallios says. 9. Flooded basement, foundation, or crawl space Melted snow and ice can also enter a home at the ground level. Why it happens: Any of the previously discussed issues may be the culprit of water leakage, such as burst pipes or a failed sump pump. But too much snow piled up close to the house also can push against walls and leak in when it melts. Insufficient drainage around the home is another common cause. Solutions: Remind home owners to check for holes or cracks at the base of the foundation or in the basement at least once a year, both inside and outside. If land slopes toward the house, they may want to have landscape work done to ensure it slopes outward. They should also check that their sump pump works properly, and that they have a battery back-up or generator in case power fails or the sump pump can’t keep up with the amount of water flowing in, Koeune says. Exterior drain tiles also form a good line of defense to keep out water and are better than tiles installed inside. But interior ones are useful if the exterior perimeter of the home can’t be accessed easily, Antonucci says. 10. Trespassing animals Come cold weather, many critters seek warm shelter — and your clients’ home might provide the perfect spot.
18 | Salt Lake Realtor ® | October 2015
Why it happens: Animals get in any way they can, whether through the top of a chimney or by chewing away at a home’s exterior to form or enlarge an entryway. Solutions: A cap should be installed on the chimney to seal it off. Trimming branches will help keep trees from becoming a launching pad for animals looking to break in. Also close small gaps or cracks that mice and squirrels can use as a way inside. Reprinted from Realtor® Magazine Online, September 2015, with permission of the National Association of Realtors®. Copyright September 2015. All rights reserved.
Statement of Ownership, Management and Circulation 1. Location of known Office of Publication: 772 E. 3300 S., Suite 200, Salt Lake City, Utah 84106 2. Location of known Headquarters of General Business offices of the Publisher: 772 E. 3300 S., Suite 200, Salt Lake City, Utah 84106 3. Publisher: Mills Publishing, Inc., 772 E. 3300 S., Suite 200, Salt Lake City, Utah 84106 4. Editor: Dave Anderton, Salt Lake Board of Realtors, 230 W. Towne Ridge Parkway, Suite 200, Sandy, Utah 84070 5. Owner: Salt Lake Board of Realtors, 230 W. Towne Ridge Parkway, Suite 200, Sandy, Utah 84070 6. Known bondholders, mortgages, and other security holders owning or holding 1 percent or more of total amount of bonds, mortgages or other securities: None. 7. Extent and nature of circulation: Average No. Copies Each Issue During Preceding 12 Months
Copies of Single Issue Published Nearest to Filing Date
6,667
6,800
1. Mailed Outside-County Paid Subscriptions
1,191
1,253
2. Mailed In-County Paid Subscriptions
5,200
5,295
3. Paid Distribution Outside the Mails, including Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid Distribution Outside USPS
0
0
4. Paid Distribution by Other Classes of Mail
0
0
C. Total Paid Distribution
6,391
6,548
D. Free or Nominal Rate Distribution
0
0
1. Free or Nominal Rate Outside-County Copies
0
0
A. Total Numbers of Copies Printed B. Paid Circulation
2. Free or Nominal Rate In-County Copies
0
0
3. Free or Nominal Rate Copies Mailed at Other Classes through the USPS
30
30
4. Free or Nominal Rate Distribution Outside the Mail
125
125
E. Total Free or Nominal Rate Distribution
155
155
F. Total Distribution
6,546
6,703
G. Copies Not Distributed
121
97
H. TOTAL
6,667
6,800
I. Percent Paid
98%
98%
8. I certify that all statements above are correct and complete.
Dan Miller, President of Mills Publishing, Inc.
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Economic Growth to Surge Through 2017; U.S. Office Market Poised for Strong Growth Average asking office rent growth in the United States is expected to come in at just under 5.0 percent in 2015 and 2016.
A
report by Cushman & Wakefield expects strong economic growth through 2017. In fact, the report said U.S. economic growth from 2015 through 2017 will be the strongest three years of economic growth in the U.S. since 2004-2006. The key growth drivers will be high levels of business and consumer confidence leading to more hiring, and faster income and spending growth. Overall U.S. GDP growth is forecast to average 3.1% per year. The U.S. economy entered 2015 with strong positive momentum. Businesses were more optimistic than they have been since 2007, anticipating strong sales growth. As their focus shifted from concerns about costs, to growing top line revenue, businesses began to hire more aggressively. The number of job openings in the economy jumped from 3.9 million in January 2014 to 5.1 million a year later, an increase of more than 28 percent. As businesses began to seek more workers, hiring increased. After adding 2.4 million jobs to payrolls in 2013, employment surged by more than 3.1 million jobs in 2014, the largest increase since 1999. And employment growth has remained strong in 2015. Over the next three years U.S. employment is forecast to increase by almost 8.0 million jobs. With more individuals employed, aggregate income has increased rapidly. As of early 2015, inflationadjusted income after taxes had increased 4.2 percent from the year-earlier level, the strongest
20 | Salt Lake Realtor 速 | October 2015
non-tax impacted income growth since 2006. We expect income to continue rising at a healthy pace in 2015 and 2016 as more jobs are added and as tightening labor markets lead to faster growth in wages and salaries. Inflation-adjusted after tax income is forecast to increase 3.8 percent per year over the next three years. In addition, consumers are benefiting from the more than 50 percent decline in oil prices since mid-2014. In January 2015 consumer spending on energy, goods and services accounted for only 3.9 percent of after tax income, the lowest since 2002. Finally, household wealth is increasing. At the end of 2014 aggregate household net worth in the U.S. reached a record $82.9 trillion, up more than $4.0 trillion over 12 months. Rising income, rising wealth and falling energy prices will all provide households with a greater ability to increase spending. Consumer spending, adjusted for inflation will increase by approximately 3.8 percent per year for the next three years, the fastest three years of growth since 1999-2001. As spending increases strongly it will boost demand for goods and services throughout the economy, helping to sustain employment growth, and leading business to increase investment in equipment and technology. The result will be a period of sustained strong economic growth. The economic environment over the next three years will be the best for the commercial real estate sector in more than a decade. The combination of rising employment and incomes, strong consumer
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spending and business investment growth will likely lead to strong demand growth across all property types. The U.S. office market is poised for even stronger growth through 2017. An improving economy led by healthy job growth prompted our nation’s business leaders to start taking action on plans for growth – including hiring more workers and in some cases, upping their occupancy footprints. A relatively limited construction pipeline and tenant demand for modern space translated into a lack of quality space in several markets, tipping the scales back in favor of the landlord. New or rehabbed buildings are in a far better position to satisfy occupiers’ demand for efficiencies and open-plan layouts than their older-generation counterparts. The occupier trend toward efficiency should continue, with fewer square feet allocated per employee, job growth will be strong enough to cause an 130-basis point decrease in the vacancy rate in 2015, followed by a further 80 bp drop in 2016, approaching its prerecession levels. A stable vacancy rate is anticipated for 2017, as supply growth picks up to levels not seen
since 2002 and employment growth moderates. Absorption over the next three years is expected to total 175 million square feet (msf), which is more than the past eight years combined. Growth in occupied space (which takes new supply into account) averaged 1.1 percent per year in the last decade, but is expected to average 2.5 percent over the next two years before returning to levels closer to the longer-term average in 2017. Through 2017, new supply is expected to total 131 msf, hitting annual growth rates not seen since 2008. While older-generation office buildings sit empty in many markets across the country, occupiers’ appetites for new or completely rehabbed properties show no signs of abating. Not only are occupiers seeking efficiencies that only new or renovated space can provide, but they are using this space as a tool to enhance their brands, and thus attract and retain a pool of young talent. Average asking rent growth in the United States is expected to come in at just under 5.0 percent in 2015 and 2016, and 3.6 percent in 2017, well above the 10-year average of 2.8 percent. Markets expected to experience double-digit annual rent growth at least once over the forecast horizon include Boston, Seattle and Silicon Valley.
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22 | Salt Lake Realtor ® | October 2015
GEORGE Q. MORRIS, CO-FOUNDER & OWNER
With four offices and 450 sales associates, George Morris and co-founders John Ciet and Rob Ockey believe in helping their agents become their best selves. REAL Trends interviewed George Morris to get his take on brokerage success REAL Trends: Tell us about your path to real estate.
REAL Trends: What differentiates you and your company?
MORRIS: July 2014 marked my twenty-first year in the business. I was born and raised in the Salt Lake City metropolitan area. At one point, I owned an international real estate franchise office that grew from 70 to 350 agents in a matter of five years. I opened multiple branch offices in various counties. I sold that office in 2007 before the market decline. In 2009, opportunity struck. I had a strong feeling the market needed leadership, so I joined forces with John and Rob to start a real estate company. In 2014, C21 Everest was the No. 1 office in the world for Century 21.
MORRIS: At the core of everything we do is the focus on the individual. The great challenge in the marketplace is that most brokers are focusing on the money or the savings of money, such as commission structures. We decided to focus on helping our agents and managers get to that next level of success. That help becomes invaluable, and agents are willing to accept the commission structures and the splits because you’re bringing value to their lives.
REAL Trends: What was the biggest professional challenge you faced when building your brokerage? MORRIS: When we founded the company in May 2009, we did so as an independent real estate company. It took me a while to believe that it made sense to go with a national brand. I had already been with a national brand and was convinced that being independent was the way to go. However, after time, I realized that many of us brokers take on this badge of honor that they don’t use what the brand has to offer. They say, “We built a system ourselves.” I said no to Century 21 three times before deciding to evaluate some core business propositions. So, I looked at a few things such as the fact that a national franchise could get us to a higher-end price point, help us recruit easier, give us a back office that we didn’t need to recreate, and more. Instead of fighting the brand and thinking you can one-up the brand, we chose to partner physically and emotionally with the brand to see what would happen. Everything changed—our relocation business quadrupled, a couple of banks we were trying to work with immediately said they were ready to go. Our challenge ended up being our best success story. My whole world changed, and I’m not just saying that. I wish I could have figured it out a long time ago.
We’ve had tremendous growth as a full-service, traditional brokerage, and we don’t bring in people because of our commission structure. The mission of the company is to help people become their very best. That is a simple statement, but every decision is built around that idea in three core areas, financial, relationships (intimate, business and spiritual) and health. If those three areas are taken care of, the real estate sales part becomes easy. REAL Trends: Based on your experience, what is the one thing you did with your brokerage that changed the trajectory of your business? What was the turning point from success to major success? MORRIS: The big aha for us came when the growth wasn’t happening as fast as we wanted it to happen. I realized that the organization was built between 5 to 7 p.m. I say that from the standpoint that sometimes there wasn’t the time during the day to recruit and reach out to outside agents. The aha came that if we were going to build this brokerage, we would have to build it after hours. Every broker or manager in the company was expected to set one appointment a day. We bring in over 14 agents a month now. As long as brokers and leaders do this, it all comes together. It’s fascinating how many brokers don’t do that. They send out emails, but they don’t do the one thing that builds great brokerages—pick up a phone, call someone and meet him or her face to face.
ADVERTORIAL – Real Trends: The Trusted Source – September 2015 Newsletter
Photo: © Jakub Jirsak / Dollar Photo Club
Marketing Who You Are vs. What You Do When crafting a tagline for your branding, decide whether you want to be known for your expertise or your actions.
By Tonya Eberhart and Michael Carr
Y
our tagline is the part of your marketing that tells people why they should do business with you, but too many real estate professionals misuse it as another place for ad hype. How many times have you seen a vague tagline such as “Number One Agent”? (Who says? And how does that tell me what you’ll do for me?) If you want to move beyond the public’s perception of you as just another (number one) agent, then your tagline needs to tell people what they’ll get from you that they won’t get from any competitor. Focus your tagline on one of two things: who you are or what you do. You’ll need to determine what you want to be known for in order to decide which approach is right for you. If you have a particular expertise in
24 | Salt Lake Realtor ® | October 2015
real estate or a certain set of traits that makes you a good salesperson, then use the “who you are” approach. For example, the tagline “Condo King” emphasizes the agent’s expertise and defines the audience he or she is targeting. But if you’re better known for your actions or for providing a certain type of service, then you should consider the “what you do” approach. For example, with the instantaneousness of technology these days, it’s become more important for agents to respond immediately to queries from leads. So if you’re known for responding promptly — an important action you take — then you might consider a tagline like “Always on Call.” Here are three examples of how agents around the country have created taglines to solidify their personal brands: • Ken Gordon of RE/MAX Interactive Realty in Melbourne, Fla., found that many buyers and sellers have common horror stories with regard to the real estate process, such as delayed or botched closings. Gordon has put particular emphasis on developing his negotiation skills so he can get clients to the closing table faster. Believing he possesses the secrets to faster closings, his tagline is “Secret Agent of Smooth Transactions.” His tagline says who he is — an agent who knows the secrets to faster, smoother closings. • Kristin Mango of McEnearney Associates, Inc. in Arlington, Va., has a master’s degree in literature and often writes about the history of homes, and to many of her clients, a home is more than just the walls. It’s a place with a story. Mango has chosen the tagline “The Story Behind the Home,” which speaks to what she does — she finds out each home’s history and makes their stories meaningful to her clients. • Tony Guy of Exit IH 10 Realty in San Antonio focuses on the townhome and condo sector, helping clients who want the benefits of community and access to amenities without the responsibilities of a traditional single-family home owner. The biggest value he provides is his deep knowledge of this particular market, so his tagline is “Home Wise Guy.” It provides a clever double entendre, pointing out his expertise while also playing off his last name. Tony has chosen to highlight who he is by putting his real estate wisdom on display in his tagline. When it comes to great branding and positioning, you don’t just need people to know that you exist; you need them to know why you exist. So think of your personal tagline as an extension of you and a very powerful part of your overall brand. Reprinted from Realtor® Magazine Online, October 2015, with permission of the National Association of Realtors®. Copyright October 2015. All rights reserved.
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Housing Watch Salt Lake Home Sales Rise 15% in August; National Sales Up 6% From a Year Ago 2 - C OLOR
H
Home sales showed no signs of slowing in August as the summer season came to an end. Sales of homes (all housing types) in Salt Lake County in August climbed to 1,592 units sold, a 15 percent increase compared to 1,379 units sold in August 2014, according to the Salt Lake Board of Realtors®. The median price of homes sold in August was $249,450, a 5 percent gain compared to a median price of $238,000 in August 2014. The cumulative median days on the market fell to 19 days in August, down from 32 days a year ago. Nationally, home sales have risen year–over– year for 11 consecutive months and are 6 percent above a year ago (5 million). Lawrence Yun, NAR chief economist, said home sales in August lost some momentum to close out the summer. “Sales activity was down in many parts of the country last month — especially in the South and West — as the persistent summer theme of tight inventory levels likely deterred some buyers,” he said. “The good news for the housing market is that price appreciation the last two months has started to moderate from the unhealthier rate of growth seen earlier this year.” Pending home sales in Salt Lake County in August continued to be strong at 1,597 contracts signed, up 13 percent compared to 1,415
6
3
Salt Lake County Sales (all housing types) Year-Over-Year (Up 15%)
1,379 26 | Salt Lake Realtor ® | October 2015
1,592
contracts in August 2014. In Davis County, home sales fell slightly to 457 units sold, down 2 percent from 468 sales a year earlier. The median home price in Davis County increased to $231,000 in August, up 2 percent compared to $227,000 last year. Homes were on the market in Davis County a median of 20 days in August, down from 43 days a year ago. Based on sales trends over the past six months in Salt Lake County, the absorption rate or supply of homes is at 3.8 months. “With sales and overall demand higher than a year ago and supply mostly unchanged, low inventories will likely continue to limit options for those looking to buy this fall even with the overall pool of buyers shrinking because of seasonal factors,” added Yun. The percent share of first–time buyers rebounded to 32 percent in August, up from 28 percent in July and matching the highest share of the year set in May. A year ago, first–time buyers represented 29 percent of all buyers. According to Freddie Mac, the average commitment rate for a 30–year, conventional, fixed–rate mortgage declined to 3.91 percent in August after climbing above 4 percent in July (4.05 percent) for the first time since November 2014 (4.00 percent).
Salt Lake County Median Price (all housing types) Year-Over-Year (Up 5%)
$238,000
$249,450
1
2
Salt Lake County Days on Market (all housing types) Year-Over-Year (Down 41%)
5
Salt Lake County
Pending Sales (Up 13%)
1,597
19
1,415
32
Sales $ Davis County
2 - C OLOR
Median Price (all housing types) Year-Over-Year (Up 2%) $231,000
4
Sales
Davis County Sales (all housing types) Year-Over-Year (Down 2%)
457
468
$227,000 October 2015 | Salt Lake Realtor 速 | 27
REALTOR® Connections
On the Move
Q&A: Dave Robison Dave Robison is the president of the Salt Lake Board of Realtors® and is the principal broker of South Jordan-based goBE Realty. Q: How affordable are Salt Lake home prices? A: While home prices have seen a dramatic comeback over the past couple of years, Salt Lake home prices remain relatively affordable to most buyers. In fact, the latest quarterly Housing Opportunity Index by the National Association of Homebuilders shows 71.9 percent of new and existing homes sold in the Salt Lake area in the second quarter were affordable to families earning the median income of Salt Lake City. Q: How does Salt Lake City’s index compare to the national rate? A: Salt Lake City’s Housing Opportunity Index was 71.9 in the second quarter. Nationally, the index was 63.2, meaning a family of four earning the national median income could afford roughly 63 percent of the homes sold in the second quarter. An index number below 50 indicates less affordability. Q: What are Salt Lake home prices doing? A: Home prices are still on the rise. However, in the past several months the increases have slowed to the single-digits unlike the double-digit gains of prior years. Demand for housing in Salt Lake City remains strong.
Pictured: Kim Farber Bowen, left, (Board of Directors, Salt Lake Board of Realtors®), Patti DeNunzio (Affiliates Advisory Board chairwoman) and Laura Palmer (director of events, Salt Lake Board of Realtors®).
Join a Committee Join the Salt Lake Board of Realtors® on Monday morning, Nov. 23, for Committee Sign-up Day at the Realtor® Campus in Sandy. The committee experience offers an exceptional opportunity to network with other real estate professionals and make new friends. We invite you to give to the profession and the community by volunteering your time. The 2016 committees include: Affiliates Advisory Board, Blood Drive, Christmas in July, Education, Government Affairs, Grievance, Professional Standards, Realtors® Commercial Alliance, Charity Challenge, and Young Professionals Network.
28 | Salt Lake Realtor ® | October 2015
Aubrey and Associates Realty is excited about the opening of its Training Center in Sandy. For questions about training call Rob at 801-999-8209. The firm welcomes the following new Realtors®: Becky Schiess, David Wright, Scott Stein, Rolando Alfaro, Dena Innes, Tony Zambrano, Sylvia Metos, Ellen Milgrom, Melody Riches, Dusty Smith, Nigel Swaby, and Ron Zissi. Coldwell Banker Residential Brokerage announced it has launched ColdwellBankerHomes. com, a new consumer website that unifies 17 brokerage websites that served 50 of the largest 100 metropolitan areas in the U.S. The new site features all of NRT’s Coldwell Banker® branded and MLS property listings in the regions the company serves. NRT is the parent company of Coldwell Banker Residential Brokerage. The site replaces UtahHomes. com, and visitors to that site will automatically be transferred to ColdwellBankerHomes.com. Visitors will be prompted to search for a property in their local market area, and will have the ability to search in markets across the country. The responsive-design site offers virtual tours, photos, property videos, community profiles, city and school reports, interactive maps, tips for buying and selling a home, and Coldwell Banker property management and rental listings. Consumers can also request a report on their home’s value in today’s market. The site effortlessly converts to computer, mobile and tablet format.
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WHAT MAKES A CENTURY 21 AGENT? THE REFINED PERFORMANCE OF A SPORTS CAR, WITH THE SENSIBILITIES OF A MINIVAN, AND A MONSTER-TRUCK-TIRE’S ABILITY TO OVERCOME ANYTHING PLUS STRETCH-LIMO COMFORT. SIT BACK AND ENJOY THE RIDE. JUSTIN UDY & TEAM HAVE SOLD OVER 100 HOMES YTD IN 2015, AND WILL SELL MANY MORE! FIND OUT WHY JUSTIN UDY HAS CHOSEN TO REPRESENT CENTURY 21 EVEREST REALTY GROUP “JUSTIN UDY IS AN EXAMPLE OF WHAT IT MEANS TO BE A GREAT LEADER IN THE REAL ESTATE BUSINESS. EVERY SINGLE DAY HE IS EXEMPLIFYING WHAT IT MEANS TO BE GREAT. BY CONTINUING LEARNING AND ELEVATING HIS ABILITY TO HELP CUSTOMERS ACROSS THE WASATCH FRONT”
– George Q. Morris, Principal & CEO Century 21 Everest Realty Group
BECAUSE IT’S MORE THAN JUST A JOB–IT’S A CAREER. CALL US TO SCHEDULE A CONFIDENTIAL MEETING.
www.c21Everest.com ® 2015 Century 21 Real Estate LLC CENTURY 21® and the CENTURY 21 Logo are registered service marks owned by Century 21 Real Estate LLC. Equal Housing Opportunity. Each office is independenly owned and operated.
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