PRESENTED BY nawrb
15
Q&A: SAM Do I have to create a SAM account? 25
UPDATE:
Blue White House & American Women In Politics 13
BLONDES, BRUNETTES, & REDHEADS Exceptional Beauty in Business & Policy 11 VOL. 1 / ISSUE 6
NAWRB.com
MELVA WAGNER Member of the Year
The Roaring Twenty 17
2 | N Magazine
Call 949-660-0050 today.
DO BUSINESS WITH CERRETA REALTY GROUP Marlene Cerreta Cerreta Realty Group Marlene@Cerreta.net (602) 617-8938
I am excited about my membership and I hope to be an active member to increase our numbers. desirĂŠe is such a hard working lady, and I have true admiration for her. I need that kind of dialogue on a regular basis.
It was a pleasure meeting you at five star. I really enjoyed the event/dinner you planned for members of nawrb. Thanks for all you do to promote women in business.
DO BUSINESS WITH QUALITY REAL ESTATE SERVICES, INC. Dianne Langston Quality Real Estate Services, Inc. Dianne@DianneLangston.com (707) 428-1771
Blondes, Brunettes, and Redheads: Exceptional Beauty in Business and Policy
2008
“I am very pleased with your progress.�
2010
Professor Inga Bergstrom, Tomorrow Never Dies
1997
1994
Dod Ref Pro
Requ regu mino
5%
23%
Federal Acquisition 0% Streamlining Act
Small Business Reauthorization Act
Set statutory goals for 5% of prime and subcontracts for WOSB, but federal government usually lands around 3%
Raised target of overall direct federal procurement contract dollars to be awarded to small businesses to about 23%
11 1990
Housing and Economic Recovery Act Requires the FHFA, GSEs, and Federal Home Loan Banks to promote women and minorities
2000 2005
1995
SAM: SYSTEM FOR AWARD MANAGEMENT
Women make up 17% of the legislature, but more than half of the electorate in 2012 election
50% 40% 30%
25
100
20%
UPDATE:
300
200
400
80%
17%
87,000 women-owned firms won federal contracts in 2005
2012
5% women-owned businesses in 1972. 40% women-owned businesses today
= 10,000 women
13
advertisers INSIDE
Harmony Escrow
10 HousingWire
30%
THis issue 5
SHE is Changing Real Estate
9
App Map
23
Property Tours
31 DS News
24
Holiday Fashion For the Broker
27
NAWRB Reviews
29
These Ladies Mean Business
45 US Best Repairs, Inc.
10% 0%
28 Safeguard Properties
29 No Paws Left Behind
20%
Women are starting businesses at 1.5 times the rate of men
29 West USA Reality Revelation
1 | N Magazine
50%
40%
BLUE WHITE HOUSE & AMERICAN WOMEN IN POLITICS 1972
70% 60%
Women hold 14.1% executive officer positions
10% 0%
90%
50+%
500
The 113th Congress will include 20 women in the Senate and 77 in the House
100%
30
Speak, Write, Attend, Network
35
N Crowd
37
KRISTIN LARSON: An Influential Woman
39
Banana Bread For the Broker
MAGAZINE VOLUME 1/ ISSUE 6
FEATURES
13 7 interview series by Katie Lance
EDITOR IN CHIEF
PUBLISHER
Crescent Seward Crescent.Seward@NAWRB.com
Desirée Patno
GRAPHIC DESIGN
34 Executive Park, Suite #260 Irvine, CA 92614
Stephanie Shubin Stephanie.Shubin@NAWRB.com
RESEARCH & STAFF WRITERS Jackie Andoniu Jackie.Andoniu@NAWRB.com
ADDRESS
E-MAIL NMag@NAWRB.com
CALL 949-559-9800
Alex Hernandez Alex.Hernandez@nawrb.com
WEB NAWRB.com
2 | N Magazine
real estate is taking changing we’re some of the credit.
Real estate has changed forever. The new normal means your business has to offer multiple, specialized real estate solutions for the housing economy. Join NAWRB in moving real estate and the housing economy forward.
Welcome to Specialization in the Housing Economy » SHE. She is changing real estate.™ 3 | N Magazine
LETTER FROM THE EDITOR NAWRB is no stranger to influential women, especially in the housing economy - and NAWRB is lucky to represent some of the most innovative women in real estate. It’s about time we recognize them in the form of our inaugural awards; The Roaring Twenty. That’s 20 outstanding NAWRB Gold Certified and Women With Access members; Focus on the Woman and Focus on the Work. Congratulations to our first Member of the year is Gold Certified member and Board Chair Melva Wagner. This issue also includes a new feature, “She is Changing Real Estate,” which showcases all new members, renewals, and women-owned business certifications each issue. We gave you an update on the White House and how women are influencing politics, a special James Bond-themed infographic about women in business and policy, and a couple great contributions from real estate practitioners. As the new Editor-In-Chief of N Magazine and Director of Marketing & Communications for NAWRB, I am pleased to announce that there are big and positive things happening in 2013 - for the organization and the industry. I wish you all a happy holiday season and a successful new year!
Crescent Seward
EDITOR IN CHIEF
@NAWRB_Crescent
4 | N Magazine
Certification New Members
Tania Leider Fire, Inc. Ccim@FireIncorporated.com (303) 674-3004
Carol Kemp Kemp Real Estate, Inc CarolKemp@aol.com (727) 692-1310
Lori Caruso Caruso REO Realty, LLC LCaruso@Benhamreo.com (301) 807-1049
Rebecca Daniels Get Invested Now RebeccaJDaniels@att.net (313) 915-4445
Cameron DeAngelo ALL Vegas Valley Realty CameronDeAngelo@aol.com (702) 541-8300
Debbie Jensen Century 21 All Professional Debi.Jensen@Century21.com (772) 335-1121
Peggy Logan Peggy Logan & Associates Realty LLC PeggyL@fidnet.com (417) 588-9748
Cathie Marples Marples & Associates Cathie@MarplesTeam.com (925) 634-8040
Marisol Morales Morales Law Group, P.A. Marisol.Morales@ MoralesLawGroup.com (305) 698-5839
Coya Smith Smith Partners & Associates Real Estate Coya@SmithReo.com (630) 810-9260
Membership Renewals Ellen Brewood KcreoSales@aol.com (913) 962-4100
Janice Gatlin Truckee Mountain Properties TruckeeMountainProperties@ yahoo.com (203) 314-2037
Laura Harbison Realty Executives ReoManager@ LauraWorthington.com (702) 321-2888
Lisa Henry Weaver Coldwell Banker Jane Henry Realtors Lwlisa@aol.com (972) 839-7227
Alina Higgins AlinaSold@yahoo.com (708) 203-0231
Stephanie Hughes All Bay Realty SHughes@ReoSteph.com (831) 224-4489
Gail Mayo Thunderbird Real Estate GMayo@CalWestReo.com (831) 332-3901
Brenda McKinney Touch of sold Realty BMckinney@mris.com (703) 217-9342
Lauren Melo Florida’s Realty Specialist Frsforu@gmail.com (855) 817-4377
Janet Petrozelle Oak Leaf Properties Janet@OakLeafProperties.com (336) 239-4107
Heidi Robinson Thunderbird Real Estate Heidi@CalWestReo.com (831) 332-3901
Donka Simova Nikko Estates, Inc. Sold@NikkoEstates.com (312) 731-5253
Willie Stewart Divine Realty Willie@DivineRealty.com (509) 948-6868
Donna Toline D_Toline@yahoo.com (503) 551-1160
Irene Woods Regency Real Estate IreneGWoods@yahoo.com (209) 321-1834
interview series
37 | N Magazine
THE POWER OF COOL IN REAL ESTATE by Katie Lance CEO, Katie Lance Consulting Chief Strategist, Inman News KatieLance@gmail.com
I
had the pleasure of attending Pivot Con 2012 in New York City this past October. Pivot Con brings the best brand marketers and C-Level executives from all over the world to New York City for two powerpacked days focusing on how brands are infusing social media and digital technology into their companies. I found this conference to be fascinating and also extremely affirming to everything I teach, speak, and write about in the real estate industry. I was thrilled to see the stage filled with incredible women from all walks of life, backgrounds, and positions. One of the presentations that really stood out for me was from Donna Sturgess, President and Co-Founder of Buyology, Inc. She has been recognized as one of the Top 15 Women in Business by Ernst & Young and is the recipient of The Quantum Leap Award by the Advertising Women of New York (AWNY). Sturgess talked about “The Power of Cool.” She said “cool” is a key driver of brand favorability, that it is relevant and important to all age groups, and that cool brands have different characteristic patterns. Sturgess said, “Cool is measured through non-conscious methods, where perception is formed.” It’s that gut reaction we all have when we know something is cool! Sturgess identified some common characteristics of cool brands to include attractive, inspiring, authentic, unique and surprising.
I had the opportunity to speak with Sturgess after Pivot Con and asked her about her thoughts on the power of cool when we talk about real estate. She said, “For many of us – houses are cool. We love looking at them, watching them on TV, and dreaming about our perfect house. Real estate is extremely personal and emotional.” When most consumers find their ‘dream home,’ many have said (about some feature of the house), “wow, that is cool!”
“Cool is measured through non-conscious methods, where perception is formed.”
Cool is that emotional excitement that causes messages to move and it’s buying on emotion than most people will admit. She went on to say, “The reason why cool is important to us is that it contains emotional heat. It’s the things that excite us in our culture.” For many, it’s the reason they share something on Facebook or Twitter, because of the cool factor. Sturgess said understanding what is cool in real estate will help us understand what and why people buy the home they end up buying. She also believes that cool is more of a predictor of future behavior because according to Buyology, 85% of decision making is non-conscious.
People may buy a home because logically it’s the right price and in the right school district, but when you tap into the deeper reason why people buy (especially homes) – it is their non-conscious response – those things which are ‘cool’ to them. What could be cool? Maybe it’s the renovated kitchen, or the walk-in closets, or the beautiful garden out back.
So how can a real estate professional tap into the power of cool? Now more than ever agents have access to technology that helps to tell the story of a home. If you are a listing agent, ask yourself, what are the coolest features of this home? How can you maximize those? How about hiring a videographer to capture the story of the home in a cinematic way? How about creating a video trailer of the home as a way to tease it out? How about thinking completely outside the box and do something outrageous or fun?
Real estate buyers and sellers explain themselves in a rational way – Sturgess calls it a ‘rational alibi.’ Your deeper conscious is telling you, ‘I really want it’ – and your rational conscious justifies it. It’s how the brain works!
In marketing, if you can get others to share your content – that is the key. Social media is word of mouth scaled, and cool content is word of mouth on fire. Want something to catch on virally? Create something cool! 8 | N Magazine
Save Time & Money During the Holidays by Jackie Andoniu @NAWRB_JackieA
2012 is coming to an end and you’ve been working hard all year. Let these free phone apps save you money and time, while you take the holiday season to relax and enjoy family time.
ScanLife Barcode Reader This free app helps you discover competitive prices, coupons, and great deals for most products. ScanLife turns your camera phone into a super-fast, all-in-one QR and barcode scanner to help you discover where the best deal is and how to get it. ShopKick Earn reward points while shopping and browsing without purchasing anything. Check into stores while walking through, or scan QR and barcodes to retrieve reward points. Major stores like Target, Best Buy and Old Navy are helping you earn points towards a free Starbucks latte, trips, and more! Overstock Shoppers can easily search, browse, select, and purchase every item that is available on the Overstock.com traditional website from their mobile phone or tablet. The app also includes a daily Lott-O game that allows customers the chance to win exclusive discounts towards their purchases, while still saving up to 70% on regular purchases. Coupon Sherpa This app provides hundreds of instore coupons for anything from clothing to electronics to books. Coupon Sherpa also offers exclusive coupons just for its’ app users, which can be used at checkout to save even more. Also scans the Internet daily for any new or better coupons.
9 | N Magazine
Fast Mall This is the holiday shopper’s best friend. FastMall is a helpful, interactive app which allows you to stay on track while shopping from store to store. Find the mall you are visiting, then be guided turn by turn to restrooms, stores and restaurants with an interactive map. Remember where you parked your car and use the options for notes and side comments on products or “next time” buys. Gas Buddy Traveling during the holidays and driving from store-to-store for the perfect gift can really take a toll on your gas tank. Stay updated on the cheapest gas prices wherever you are. With one click, you can compare gas prices updated by other drivers in the area on a regular basis. Every gas price you report is an opportunity to earn points towards Gas Buddy’s prize give-away. Onavo This app gives you the ability to do up to five times more with your current data plan without losing any speed or data, and saving you money. Onavo runs your mobile device’s data through the cloud and compresses the data up to 500%. Even if you have unlimited data, shrinking bigger data into a small pile of data can help keep the mobile device running faster and avoiding delays.
KNOWLEDGE IS POWER. BE POWERFUL WITH HOUSINGWIRE.
NAWRB members receive a special rate of ONLY $99 for 12 issues. Subscribe today at HousingWire.com/Subscriptions
These days, you need to be on top of the latest news and developments if you want to succeed in business. Fortunately, HousingWire Magazine is there for you. The top choice of leading movers and shakers in the housing market, each issue, written by our dedicated team of awardwinning journalists, delivers truly unmatched business insights into today’s market by providing an authoritative view into one of the most critical sectors of the U.S. financial world. Read by over 25,000 professionals each month, HousingWire Magazine provides an in-depth look at the people, issues, and data that make mortgages and finance tick.
Take advantage of this special deal, offered exclusively to members of NAWRB, and receive 12 monthly issues for only $99 when you enter your subscription order by December 31, 2012. With your subscription, you’ll also receive access to our online web portal, HousingWire.com, where you’ll find up-to-the-minute breaking news alerts, current data, and even a fully digital version of the magazine. To enter your subscription, or to give the gift of HousingWire to a friend or colleague, just visit HousingWire.com/subscriptions
HousingWire Magazine Making sense of the real estate economy. 12 10 || N N Magazine Magazine
Blondes, Brunettes, and Redheads: Exceptional Beauty in Business and Policy “I am very pleased with your progress.� Professor Inga Bergstrom, Tomorrow Never Dies
1997
1994
5%
23%
Federal Acquisition 0% Streamlining Act
Small Business Reauthorization Act
Set statutory goals for 5% of prime and subcontracts for WOSB, but federal government usually lands around 3%
1990
Raised target of overall direct federal procurement contract dollars to be awarded to small businesses to about 23%
2000
1995
50% 40% 30% 100
20%
200
10% 0%
1972
2012
5% women-owned businesses in 1972. 40% women-owned businesses today
87,000 women-owned firms won federal contracts in 2005 = 10,000 women
300
400
500
The 113th Congress will include 20 women in the Senate and 77 in the House
Women are starting businesses at 1.5 times the rate of men
2008
2010
2010 *
Dodd-Frank Wall Street Reform and Consumer Protection Act Requires financial institutions and their regulators to utilize women and minority-owned firms. Goal is 5%
Requires the FHFA, GSEs, and Federal Home Loan Banks to promote women and minorities
3%
5%
2005
2010 90% 80%
2015
“Think again, please. This is business.�
100%
50+% 17%
*passed 2000, implemented 2010
Created a women-owned business set-aside in government contracts. Goal is 5%, but only getting about 3%
Housing and Economic Recovery Act
Women make up 17% of the legislature, but more than half of the electorate in 2012 election
Women-Owned Small Business Contracting Act
Kissy Suzuki, You Only Live Twice
32% of finance, insurance, and real estate firms are women- owned vs. 68% of firms owned by men
Women-owned firms generate revenues of 1.3 trillion
70% 60%
Women hold 14.1% executive officer positions
50% 40% 30% 20% 10% 0%
Women-Owned
Men-Owned
= 10 billion
UPDATE:
BLUE WHITE HOUSE & AMERICAN WOMEN IN PO By Crescent Seward @NAWRB_Crescent
OLITICS
legislators have already begun to look at the removal of Women-Owned Small Business (WOSB) procurement program award caps. Since the WOSB Federal Contract Program was implemented in 2011, a major barrier to its success has been the dollar limit on awards federal agencies could award to WOSBs. Awards had to be less than $4 million on most goods and services, or $6.5 million for manufacturing awards.
A
lmost 64% of female legislators are democrats, or blue. The last issue questioned what might the housing economy look like if Barrack Obama or Mitt Romney were elected as President in “Red vs. Blue White House.” Now we can take the opportunity to discuss the effects of women elected in the white house, how they may change the housing economy, and how they may influence
“the largest number of women ever will serve in the 113th Congress” women-owned small businesses. It is no longer a question of red or blue, now it is time to make the incumbents talk about their plan to save our industry and our livelihoods. Rutgers Center for American Women and Politics (CAWP) reported in November that 1,773 women will take oath of office for state House and Senate seats in January 2013, making up 24% of all state legislators. Although this does not come until January,
The Senate has just agreed to include an amendment in the National Defense Authorization Act (NDAA) that removes the award caps from the program. The amendment also calls for a new study every five years to identify NAICS codes in the program – which could be helpful considering the diversity in services needed to run a successful small business today. NAWRB coalition partner Women Impacting Public Policy (WIPP) helped secure this victory by writing letters and visiting their Senators. The NDAA is expected to pass the Senate this month and a conference between the House and Senate will convene in the next several weeks thereafter. Women’s representation over time has increased in state and federal legislature, and the largest number of women ever will serve in the 113th Congress. While the WOSB award cap removal is counted as a victory, there is still much to be done regarding women in the housing economy. This program serves not only as one of the greatest resources for women-owned small businesses, but it also provides a gate into the world of government contracting for women entrepreneurs nationwide. Now is the time to advocate, gain a strong collective voice, and save our industry.
There’s an app for that:
The White House
Women Impacting Public Policy
14 | N Magazine
15 | N Magazine
Introduction by Crescent Seward @NAWRB_Crescent
NAWRB is pleased to announce the winners
of the 2012 Roaring Twenty, a national awards program to recognize and profile twenty of its outstanding members and their professional achievements in advancing women-owned businesses in real estate. Submissions focused on the woman, why she deserves the award for which she is nominated, and on the body of her work. The nomination committee reviewed specific projects, campaigns, successes, launches, or aspects of successful business planning and execution. NAWRB is proud to present these twenty marvelous women, but special recognition and congratulations goes to our first Member of the Year, Gold Certified member and Board Chair Melva Wagner.
“The most courageous act is still to think for yourself. Aloud.” – Coco Chanel
16 | N Magazine
Member of the Year Entrepreneur of the Year
Melva Wagner Owner/President, Melco, Inc. MissMel10@aol.com
Melva Wagner is NAWRB’s Southwest Regional
Board Chair, focusing on Government Relations. She is 2012’s Roaring Twenty Member of the Year based on her work with the association and her passion for the voice of women in the housing economy. Wagner is the Owner and President of Melco, Inc., a real estate and construction management company in Key West, Florida. With more than 35 years of experience in all areas of asset management, she is a team leader of fifteen real estate professionals. She advocates the advancement of women-owned businesses in real estate. As a Presidential Appointee during the President George H.W. Bush Administration in 1989, she assisted minority- and women-owned small businesses with obtaining contracts through the federal government. Melco, Inc. recently received Small Business Administration (SBA) 8(a) certification, enabling the company to be awarded sole source contracts through the federal government.
17 | N Magazine
Brandy Nelson Broker/Owner, Red Top Realty RedTopRealty@gmail.com
Brandy Nelson was featured as N Magazine’ s CEO
Center/fold earlier this year because of her passion and dedication as a top ranked residential and commercial broker in the Palm Springs and Desert cities of California. In addition, he is 2012’s Roaring Twenty Entrepreneur of the Year in recognition of the formation of Red Top Realty, a women-owned business that offers the full spectrum of real estate services.
“I felt it was important to be able to help clients with all aspects of real estate,”
she says. Nelson is also with KW Commercial and Keller Williams Realty. She has managed multimillions in building acquisitions and dispositions, leasing, building renovation, and tenant improvements. She is active in the commercial real estate community, on the agent leadership council with Keller Williams, and on the Board of the Women Council of Realtors as Membership Chair. She is constantly striving to improve and grow her business and the community around her.
Advocate of the Year
Woman to Watch
Ingrid Beckles
Colleen Calnan
Founder/CEO, The Beckles Collective. LLC IBeckles@TheBecklesCollective.com
Broker/Owner, Calnan Real Estate CCalnan75@earthlink.net
Ingrid Beckles was featured as N Magazine’s CEO Center/ Colleen Calnan wrote an article for N Magazine about fold earlier this year because of her quest towards executive consulting in the mortgage banking space. She is 2012’s Roaring Twenty Advocate of the Year in part for her unique vantage point – considering the housing market from the heavily regulated lens to the origination, but also for her un parallel expertise in risk management and primary market operations. Beckles is best known for her role as Senior Vice President of Default Asset Management for Freddie Mac (2003-2010), is a mother, and avid motorcyclist.
breaking boundaries as a woman business owner who rides motorcycles, and how riding made her a better business owner. NAWRB selected Calnan as a Woman to Watch due to her drive in the industry and passion for life. She has 18 years of experience in REO management, and this summer successfully opened a new office in Dayton Beach, Florida. The grand opening was a success with the mayor and local TV media present.
“Contributing to the change in negative perception was really empowering and almost “While it’s tempting to touch all of the aspects of as much fun as riding the motorcycle,” the field in which you have expertise, at some she says of being a woman in the rider world, but she point, pretty early on, we have to determine could easily say that about her successful career in real where we’re going to focus our energies so estate. Calnan breaks ground everywhere she goes. that we can actually be successful,”
says Beckles, and she takes that message on the road with her at speaking engagements and NAWRB events. 18 | N Magazine
Wonder Woman
Marketing
Elizabeth Goodchild
Heidi Robinson
Broker/Owner, Weichert Realtors Goodchild Homes Liz@Goodchildemail.onmicrosoft.com
Elizabeth Goodchild is one of NAWRB’s original
members and the Northeast Regional Board Chair, focusing on Certification. She is a Wonder Woman because of her ability to juggle her business, the association, passion for women in the housing economy, and her full family of three children. Goodchild has been licensed in real estate since 1989 and the Broker/ Owner of Weichert Realtors Goodchild Homes since 2008, an independent franchise of Weichert Realtors Affiliates. She leads her team of 40 realtors selling homes in the Chicagoland area and oversees most of Weichert Relocation’s moves. Voted as one of the “Top Realtors in the Chicagoland Area” by Chicago magazine in 2011, she holds a CPA degree, MBA, and a number of real estate designations. Before her life as a Broker/Owner, she was the CFO for Chicago for 8 years, held financial roles at Motorola and McDonald’s Corporation, and still acts as adjunct for Lake Forest Graduate School of Management in courses such as Financial Accounting and Leading a Sales Force Management.
19 | N Magazine
Realtor Associate, Thunderbird Real Estate Heidi@CalWestREO.com
Heidi Robinson is NAWRB’s Northwest Regional Chair,
focusing on Membership and Events, and 2012’s Roaring Twenty Marketing recipient. She is developing an app for her company, recognizes a strong marketing plan should be based in technology, and advocates for NAWRB’s marketing services because it helped win her a large HUD contract. Robinson has over seven years of professional real estate experience and is a founding member of the CalWest REO Team. She brings over 20 years of experience in organizing community events, including producing and directing theatrical projects - which helps her in marketing and sales.
“She is gifted at marketing herself at conferences from initial preparation to execution to follow up,” says Desirée Patno, NAWRB National President. Her leadership qualities were recently recognized by her local real estate board through her participation as a featured speaker on an REO educational panel.
Social Media
Business Development
Lisa Ristow
Renee Smith
Broker/Owner, The Ristow Group Lisa@RistowGroup.com
Attorney, Speaker, Author, President, Smith & Associates Renee@SmithTitleServices.com
Lisa Ristow is the recipient of 2012’s Roaring Twenty
Social Media award due to her outstanding connection with NAWRB and the industry through social media. Ristow uses social media platforms such as Twitter and Facebook to not only post information about her business, but in order to stay abreast of the changing times and market makers.
“Social media is a great way to retain and create relationships in business, and Lisa is the perfect example of someone utilizing that,” says NAWRB’s Media & Member Specialist Jackie Andinou. NAWRB understands the importance of a strong social media presence and wanted to honor Ristow for also understanding that. Ristow’s passion for real estate shines in her social media platforms, which is a great example of what real estate practitioners should be doing today.
Renee Smith is NAWRB’s resident Short Sale Guru for
events and educational sessions. She is the recipient of 2012’s Roaring Twenty Business Development award because of her work within the industry as a whole. Attorney Smith is a 15 year Real Estate industry expert; author of My Short Sale Guru’s Guide and Host of Fox29 TV’s 2012 Short Sale Guru Show. Smith & Associates is an advocate for discouraged homeowners, focusing on counseling short sale participants, and handling in excess of a thousand short sales. As a featured speaker at conventions around the country, Smith uses face to face environments to grow her business.
“She’s a triple threat,” says NAWRB’s Memberhsip Coordinator Alex Hernandez. Her second book My Short Sale Guru’s Guide for Real Estate Professionals to Empower and Invigorate Sales is due out January 2013. Smith is shaping the short sale landscape and we expect to see her influence in the industry continue to increase. 20 | N Magazine
Personal Leadership Community Involvement
Terry Rasner-Yacenda Broker/Owner, Dreams Realty TerryRasner@MSN.com
Terry Rasner-Yacenda is a regular contributor to
NAWRB’s blog and N Magazine with her daughter in their column These Ladies Mean Business. Rasner-Yacenda’s writing, successful business, and leadership in the industry lends her the Roaring Twenty award in Personal Leadership. Her vision of the future is a commitment to bringing along her older, less technology experienced agents into the vastly expanding and user-friendly field of real estate transactional software and programming, and leading her team to the top through creative marketing, and high ethical standards. Her commitment to her agents and their families matter to Rasner-Yacenda, and she is highly respected for ethical business practices with a willingness to help others.
Marlene Cerreta Owner/Designated Broker, Cerreta Realty Group Marlene@Cerreta.net
Marlene Cerreta wrote an article in our spring issue
of N Magazine as our resident HUD expert; “HUD Homes: Effective Systems that Cross Over to Traditional Real Estate.” She is the recipient of 2012’s Roaring Twenty in Community Involvement for her work with NAWRB, her passion within her community, and the advancement of women-owned businesses. She is a Broker in Arizona, wife, and mother of three. Aside from her duties as Broker/Owner, Cerreta also manages all the REO accounts that Cerreta Realty Group has. She is dedicated to her work in helping to solve the current housing situation by promoting the quick sale of all REO properties to new owner occupants. Cerreta also spends her free time in the family’s chocolate factory, Cerreta Candy Company.
Photography Ingrid Beckles photo courtesy of Craig Seymour, Art by CreSeMo Tracy Croft photo courtesy of Carolyn By Design Photography 21 | N Magazine
Stephanie Hughes
Ivy Melton
President, Broker/Owner, All Bay Realty, Inc. Stephanie@AllBayRealty.com
National Escrow Manager, Netco Title & Escrow Ivyntaz@aol.com
Joanne Panek
Dianne Langston
Broker/Owner RE/Max Success Joanne@JoannePanek.com
Broker Quality RE Services, Inc. Dianne@DianneLangston.com
Brandy Gaiser
Lisa Henry-Weaver
Broker/Owner Giving Tree Realty Brandy@GivingTreeRealty.com
Barbara Gardner Broker/Owner
Broker/Owner
Coldwell Banker Jane Henry Realtors
Lwlisa@aol.com
Teresa Ryan
BGardner1103@gmail.com
Broker/Owner Ryan Hill Realty TRyan@RyanHillRealty.com
Ivery Summers
Carol Kemp
Olde Homestead Properties of Texas
Agent The REODIVA Ivery.Sells@verizon.net
Realtor/Broker Kemp Real Estate, Inc. CarolKemp@aol.com
22 | N Magazine
PROPERTYTOURS L.L. Bean Store L.L. Bean was founded in 1912 as a trusted source of quality apparel, reliable outdoor equipment, and seen as an expert in the outdoor arena. Since the company reflects so much of the environment and embracing Mother Nature, the L.L. Bean store in Mansfield, MA decided to do just that inside the store. By using natural lighting, highefficiency metal halide and fluorescent lights, and early planning – the store reported that expensive environmentfriendly equipment saved 40% in costs within the first months of usage. 29% of water consumption was also saved with low flush toilets and sinks. When construction started, early planning and
23 | N Magazine
Mansfield Crossing | Mansfield, MA 25, 046 SF retail property USGBC.org
the proper building materials were the most important aspects for a successful turn out. The project used carpet and rubber flooring from recycled materials, and aimed for 75% construction waste diversion from landfills. L.L. Bean was able to divert 94% of its waste and the energy conservation has been very successful. Thanks to the innovative design, L.L. Bean Mansfield has connected the great outdoors with their target consumers’ ideology – and the popular hobby of indoor shopping. This Property Tour is contributed by the USGBC. If you would like to contribute a Property Tour for a future issue, please email NMag@NAWRB.com.
Holiday Fashion for the
BROKER COBALT BLUE, BLACK, AND HONEY GOLD Be in trend this season. Whether you’re dressing for work or play, you can incorporate simple pops of color to bring holiday cheer and keep you in style.
FOR PLAY
FOR WORK
Every woman owns a basic black pants suit. Pair it with a cobalt blue blouse. Accent with a chunky gold necklace for a little sparkle, and if you’re feeling adventurous, pair it will a blue or gold heel. Don’t have a blue blouse? Add a hint of color with a blue scarf or satchel!
Stand out at the holiday party with a bright cobalt blue dress. Wear it to the office with a black blazer and matching pumps. Go from day to night by adding black patterned pantyhose and a gold clutch.
The bib collar adds that little bit of sparkle to an everyday blouse. This can transform your office attire into party attire on the go.
ACCESSORIZE
Chunky jewelry is not going out of style any time soon. A great accent piece can update any outfit in a flash.
Make a statement with your nails. Wear bright blue or sparkly gold polish to add life. 24 | N Magazine
SAM: SYSTEM FOR AWARD MANAGEMENT
by Alex Hernandez
@NAWRB_Alex The General Services Administration (GSA) implemented the System for Award Management (SAM) late 2012 to reduce the burden on those seeking to do business with the government. Vendors are now able to log into one system to manage their entity information in one record, with one expiration date, and fewer passwords. There are a lot of questions.
What if I can’t remember my CCR email and password?
Does it cost anything to register in or to use SAM? No. And if you’re being charged, you are not on the correct website. Make sure it’s SAM.gov.
How do I create a SAM account? Do I have to create one? Yes. Go to SAM.gov and click on Create an Account. Choose Individual Account and provide the requested information to submission. You will receive and email from Notifications and will be asked to validate your newly created account.
Can I use my CCR username and password to log into SAM? Yes and no. You still have to create a SAM account, but you can use the same login information that you used for CCR.
25 | N Magazine
You have to migrate your CCR legacy account and you need your original email address for it. If you can’t remember, you can’t create a new account or sign up with a new email address. Your company is already registered under the DUNs number with that original email address. You will have to contact the SAM help desk at FSD.gov.
I can’t get through to SAM to get help with this migration. What do I do? It has been reportedly difficult to get through to a live person. The best way to reach someone for help is by contacting the SAM help desk at FSD.gov. If you feel you have to speak to a live person, use the international line at 334-206-7828.
How long does it take to process? Once you update your record in SAM, it will take 48 to 72 hours to complete the TIN match and CAGE validation processes, just like it did in CCR. You will be notified via email when the process is complete and your record is active. It can’t be expedited.
ARE YOU READY FOR THE NEW YEAR? Visit NAWRB.com and use coupon code NAWRBREWARDS through December, 2012 TO GET $100 credit towards PLATINUM MARKETING SERVICES.
S E C I V R E S G N I T T GELATINUM MARKNE THE P O E Z I L A T I P A C AND KET
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26 | N Magazine
READ IT • WATCH IT READ IT & WATCH IT
Have you read or watched something lately that impacted you? Share your thoughts with N Magazine’s editorial staff and readers. Send reviews to Nmag@NAWRB.com
read it
read it
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Living History Hillary Rodham Clinton Review by Crescent Seward @NAWRB_Crescent
Because Hillary Clinton is still in politics, the book is pretty safe as far as thought processes and inside scoops, but it’s still written well and appeals to my curiosity. “The challenge now is to practice politics as the art of making what appears to be impossible, possible,” she says. As a woman working for a trade association that represents women – I can understand the feeling of wanting to make what appears to be impossible, possible. Clinton is a positive, thought provoking woman in politics today – who may indeed run for US Presidency in 2016. This is an important book to get a glimpse of her voice and I recommend it. | 2004 27 | N Magazine
Clients First: The Two Word Miracle Joseph and JoAnn Callaway Review by Crescent Seward @NAWRB_Crescent
The authors claim this book will change your life, outlining a path towards success and a program that puts clients first. There are (3) keys that can unlock your sales potential: 1) honesty ensures a strong client relationship, 2) competency pervades all aspects of a client’s perception of you, and 3) being a caring individual can win over a client on a personal level. Take a read and see if you can incorporate the Callaways’ mantra towards your success. | 2012
Kill The Messenger Sibel Edmonds Review by Jackie Andoniu @NAWRB_JackieA
The American Civil Liberties Union (ACLU) considers Sibel Edmonds the most gagged women in America, and this documentary shows her struggles to bring truth to the country. After months of translating high-security clearance documents after 9/11 and reporting suspicious activities of Turkish spies and U.S. officials, the FBI suddenly let her go and advised her to never voice her opinion again. Instead, Edmonds went to the public and expressed her violations of the First Amendment and quickly became the country’s first public National Security whistle blower. Despite backlash from the government, Edmonds continues to expose the truth and bring justice. You can also read her memoir, Classified Woman. | 2006
Watch it
Urbanized: A Documentary film by Gary Hustwit Review by Crescent Seward @NAWRB_Crescent
This is a fun documentary for those that enjoy urban living, history, architecture, and learning about the people that live in cities. It talks about how each urban environment has a personality, how important planning is, and how a culture develops based on the kind city they live in. Architects, engineers, politicians, and even real estate agents play a part. This is definitely recommended. | 2011
NAWRB-BrokerDirect-HalfAd-2013.pdf
watch it
watch it
1
Skyfall staring Daniel Craig
The Kennedys staring Katie Holms
Review by Stephanie Shubin @NAWRB_Stephanie
Review by Crescent Seward @NAWRB_Crescent
Having never seen a Bond movie, I was pleasantly surprised with Skyfall. It was not the usual “all explosions and no plot” action film. It was humorous, action filled, and most shockingly, heartwarming. Having no history with former Bond movies, I was afraid I might feel disconnected and lost being thrown into a story so late in the game. I was very glad that this was not the case. I was introduced to new characters and completely caught up with old ones. It was a great fast paced, feel good movie that left me anticipating 11/29/12 12:11 PM the next James Bond release. | 2012
I found this series on Netflix and was excited to learn more about the most fabled political family in history, but it was more fictional with a Godfather vibe. The story follows the patriarch, his failures, then successes by living vicariously through his sons. Important events in history like the Bay of Pigs, the Cuban Missile Crisis, civil rights struggles, mob connections, and Jackie Kennedy’s fashion sense are covered. The miniseries is more personal than factual, but thoroughly entertaining with a top-notch cast. This is definitely recommended. | 2011
Customer Service = Resolution®
We are here for you. Safeguard’s BrokerDirect team fields hundreds of calls from listing agents like you every day. Contact us with property inquiries, feedback, or procedural questions. That’s what Customer Service = Resolution® is all about.
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28 | N Magazine
THESE LADIES MEAN BUSINESS TALES FROM THE MOTHER-DAUGHTER TEAM: TERRY RASNER-YACENDA & SARAH CARMONA Originally a real estate blog on NAWRB.com, These Ladies Mean Business is now a full blown column each issue.
WHEN TOUGH LADIES ARE WEAKENED BY SPILT BLOOD
I
yelled over the phone to my daughter, “Sarah, call for police back-up!” The situation was bad and getting worse! Sarah and one of my other 20-something staff were at a vacant listing we had (a 4-plex) to meet the water company to have the water turned on. The girls showed up on schedule, met the utility man, and entered the property like usual, only this time they heard an odd pounding sound. Sarah called me wondering about the sound. As it grew louder (as I was on the phone with her), the sound became more distinct. It was coming from a closet crawl space in which a mentally ill homeless man lived, and was trying to get out. As it turned out, he was locked inside the crawl space. Sarah had already called the police for back-up and within minutes (and that’s hard to believe, but we call it God’s divine protection) the backup arrived and entered the property. I remember myself breaking down, crying and hysterical. I called my husband to see if he was in 30 29 || N N Magazine Magazine
the area. Usually he would not be, but today Dr. John was nearby. He headed over to the 4-plex to assist Sarah, having no idea just how bad things were; but hey, dads are dads.
“this wasn’t the first time (nor will it be the last) I found signs of nighttime homeless camps in my REOs” The officer had ordered the man to lie down on the floor, hands and feet spread wide. The man refused. The officer drew his gun. The man still refused. The officer called for more backup, and the man sprung to his feet and wielded a large butcher knife at the officer, cutting him. They struggled and the man was cut as well. Both officer and man were bleeding. Reinforcements showed up. The man was subdued, arrested, and sent to the county jail.
For the first time since her birth, I wondered if I might lose my daughter. I returned to the scene later and saw all the blood – it was everywhere around the room in which the altercation occurred. The possibility of my daughter’s death at the hand of this man was all too real. All of a sudden it hit me, not then, a day later: real estate can be a dangerous profession for realtors of all ages and both genders. Times are tough for people, and this wasn’t the first time (nor will it be the last) I found signs of nighttime homeless camps in my REOs, but this was an in your face, middle of the morning encounter, and it was for keeps for the homeless man. Does this story sound familiar? Some of you may have read this story before. Yes, it’s real, but it’s not those living in the crawl space we need to worry about, it’s those persons who have been foreclosed on, and still believe they own their homes! It’s the next round we face in REO.
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HOUSINGWIRE 30 Influential Women 2012 Desiree Patno
BLOOMBERG.COM Small Business Saturday Oct 16
OCREGISTER.COM Homeowners Make Green Upgrades That Pay Off
September Issue
NAWRB was noted in the article for
Oct 28
Patno and the other 29 women have
supporting WIPP and participating in Small
Patno shares her advice about the
distinguished themselves as innovators,
Business Saturday. NAWRB was amongst
advantages and risks when transforming into
entrepreneurs, and trailblazers in the real
159 organizations who were also involved.
a greener living environment.
WOMEN’S COUNCIL OF REALTORS Newsletter October Newsletter
HOUSINGWIRE.COM Carrington Property Services Plugs in Default Real Estate Network
estate industry. From day-to-day influencers, to household names, these women are gurus and ready to take control of the future.
OC REGISTER Business Announcements
The newsletter summarized Patno’s panel at
Nov 14
Oct 16
the WCR CA State Meeting in Anaheim and
Patno comments on Carrington’s
Desiree Patno is recognized in the OC
the influence she had for attendees. Desiree
announcement of the creation of the
Register for her nomination as “An Influential
spoke about the benefits of being a women
Carrington Property Network (CPN).
Women” by HousingWire magazine in
business owner, and how to get the most
September. The Orange County based real
from your business.
estate tycoon is spotlighted for her hard work and triumphs within the industry. 30 | N Magazine
SPEAK WRITE ATTEND NETWORK
Selling In A Skirt With Judy Hoberman, Author of Selling In A Skirt SEPT 21 Whether you are providing a product or service, recruiting or being recruited, or selling yourself; asking the right questions is one of the most important piece to the sales process. Hoberman explains the basic communication differences between men and women, and building relationships in cross gender selling.
Supplier Diversity Certification OCT 5 Heather Cox and Julie Auslander were guest speakers, and Cade Holleman a moderator, during this Call4All event. Business owners got insight about certification, the process and the benefits. Learn how NAWRB promotes the comprehensive development of members and what this can do for your business. *Members can retrieve recordings of past Call4Alls by emailing info@NAWRB.com
DS News is the only publication in the country solely dedicated to providing agents, brokers, and companies with news and content focused on the default servicing industry.
31 | N Magazine
SUBSCRIBE NOW to get the NAWRB discounted subscription rate! Call Chasity Clary at 214.525.6749.
SPEAK WRITE
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1) Las Vegas 2) AREAA in Las Vegas 3) AREAA Conference 4) Desirée Patno 5) Short Sale Social 6) Crescent Seward 7) Renee Smith 8) Desirée Patno 9) Renee Smith, Desirée Patno, Melva Wagner 10) Renee Smith, Desirée Patno, Melva Wagner
NETWORK
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2
3
7
8
4
6
5
9
FIVE STAR DS NEWS The Five Star Conference
Short Sale Social NAWRB, Renee Smith, NetCo Title
Dallas, Texas | Sept 5-9
Las Vegas | Sept 24
Ready, Set, Certify! NAWRB
WCR WCR State Meeting
Dallas, Texas | Sept 9, 2012
Anaheim, CA | Sept 30-31
#ReadySetCertify
LEGISLATIVE DAY NAWRB, ALFN, REOMAC 10
Washington D.C. | Sept 11 #LawyersLadiesLenders
WCR State Meeting Panel “Specialization In The Housing Economy: How SHE Is Changing Real Estate” Desirée Patno Anaheim, CA | Sept 30
AREAA Thinking Forward National Convention Las Vegas | Sept 23-25 32 | N Magazine
SPEAK WRITE
ATTEND
1) CAR Booth 2) Dianne Langston 3) CAR 2012 4) CAR Expo 5) Lisa Ristow 6) Alex Hernandez 7) Crescent Seward, Lisa Ristow 8) Crescent Seward, Alex Hernandez 9) Heidi Robinson 10) NAWRB donated a percentage of their profits towards breast cancer in October.
NETWORK
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2
3
4 5
6 7
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C.A.R. EXPO C.A.R. Expo: Your Membership, Your Way Anaheim, CA | Oct 2-4
C.A.R. Expo Panel DesirĂŠe Patno, Prospect Mortgage Anaheim, CA | Oct 3-4
Ready, Set, Certify! NAWRB, SBA, Prospect Mortgage 33 | N Magazine
Irvine, CA | Oct 3
8
10
SPEAK WRITE ATTEND
1) Desirée Patno, Lesa Adeboye 2) Elaine Sterling, Desirée Patno, Ingrid Beckles, Mary Sheetz, and others 3) WCR State Meeting 4) Cindy Wu, Lupe Uribe, Desirée Patno, Blanche Gomez, and others 5) Desirée Patno, Michelle Thompson-Dolberry 6) Desirée Patno, Glenda Gabriel 7) Desirée Patno, Ingrid Beckles
NETWORK
1
2
3
5
4
6
NAHREP National Convention 2012 Los Angeles, CA | Oct 7-9
REO WEB SUMMIT 2012 NAWRB, REOSuccess TV, HousingWire Oct 10-11
7
NAWBO OC Remarkable Women Awards Anaheim, CA | Oct 16
NWBC Our Collective Voice Event Washington D.C. | Oct 18
34 | N Magazine
CROWD Join the Ncrowd to be considered for publication in the Ncrowd, respond with creative solutions you’ve used to better manage your businesses, families, and selves. To find out the next issue’s questions, email NMag@NAWRB.com.
?
inspirational Who is an
WOMAN TO YOU
MOMMOTHERMAMA
35 | N Magazine
*Photo courtesy of Lisa Henry-Weaver
I would say that the woman who has inspired me is my mother. - Donna Toline
Valarie Kubacki Managing Broker at Prime Real Estate kubacki13@yahoo.com
My mom raised two handicapped children and I never remember her complaining one time. I just remember her always saying to me you can do anything you want to do and be anything you want to be. When I was growing up I wanted to be a crossing guard at school, but they didn’t allow girls. My mom encouraged me to go talk to the school principal – and I got them to allow me to be the first girl crossing guard! May not seem like much now, but when I was growing up girls just didn’t step into a boys world. - Valarie Kubacki I love that! When I was little there was nothing that I could not do as far as my mom was concerned. - Debbie Robinson
Debbie Robinson VP at Ray and Poynor Properties debbie.robinson.186@facebook.com
My mom changed my life by always believing in me and telling me I could do anything I set my mind to. And, she was right! She would always listen to me and give me encouragement. - Joan Patterson My mama always listened to me! I often think of what she used to tell my brothers
“You are not one bit better than anyone on this earth but there certainly is no one better than you either.” Mama always encouraged us to do what we wanted to do, to do what we
and I:
Joan Patterson Realtor at Keller Williams Realty calljoan4ahome@gmail.com
love, and to always do the very best that we can. - Debbie Robinson
Mom has stage 4 cancer now and her strength continues to inspire me. - Valarie Kubacki My mother has also fought cancer and survived twice; she is a true fighter for survival. Without her upbringing I would not be the person or woman that I am today because she has taught me to never give up. - Donna Toline
Linda Landry Agent at HomeSmart Realty lindalandryrealestate@gmail.com
My mother was a stay at home mom most of my childhood, but she always did her part working at home at some type of telephone sales. After her children were grown she obtained her real estate license and did well for about 20 years. She inspired me to get into real estate, too. - Linda Laundry That’s sweet. My mom told me to never settle for less than I deserve in life. - Joan Patterson
Donna Toline Broker/ Owner at DAT Real Estate Solutions d_toline@yahoo.com
My mother is truly my hero. - Donna Toline
36 | N Magazine
37 | N Magazine
Pay it forward. If you want to learn more about Larson and her fight with cancer, email Ristow at Lisa@RistowGroup.com.
KRISTIN LARSON:
An Influential Woman
by Lisa Ristow
Broker/Owner, The Ristow Group Lisa@RistowGroup.com
I
was going to write about myself with hopes of inspiring and encouraging others with life challenges, giving them the confidence that all things are possible to those who persevere. I think you will be more interested in an incredible REO industry leader, and the compassionate outpouring of support so many of our peers and affiliates are currently giving a woman by the name of Kristin Larson. Larson has been a monumental figure in the REO business for years developing relationships with servicers, attorneys, asset management companies, brokers, and agents. She is a “queen” match maker for hundreds of industry professionals, assisting us to excel with our business goals. In November 2011, Kristin was diagnosed with esophageal cancer and is at a pivotal stage of this long, heartbreaking, painful battle. Today she is homebound, having been released from the hospital due to exceeding insurance limitations, and receives home nursing care to assist with the IV, vitals, medications, and help her be comfortable. In February, a few of us created a trust account and Facebook page to assist with medical costs – both entitled Kristin Larson Medical Trust. I feel I appropriately themed the fundraising campaign Opportunity to Pay It Forward, however really did not foresee the magnitude this campaign would be on so many levels.
Tens of thousands of dollars have been raised in an incredibly trying financial time which is not even the most surprising outcome. At conferences asset management companies donated office visits and raised thousands of dollars. We have received a variety of donations from $100 individual donations to wonderfully outrageous and creative multi-thousand dollar donations, like asset managers jumping fully clothed into a pool for $3,000.
“ELEVATE ONE ANOTHER ON OUR JOURNEY TOWARDS THE RECOVERY OF REAL ESTATE”
But the story doesn’t end here. Larson is the story. If you peruse her trust Facebook page, you will feel the essence of the most determined, strong woman you may ever meet. While she has many days of sadness, pain, and hopelessness – she continues to reach out to others with encouragement and unconditional love. It is remarkable. I personally, along with countless others, have been the recipient of a text or phone call “checking in” at times when Larson is in the middle of chemotherapy with an IV of poison being injected into her body, while lying in pain with infection, or post surgery. She is an absolute selfless angel with unbelievable compassion for mankind.
As competitors, we are a close knit group of dedicated professionals working together to better the industry, working hard in the trenches to assist homeowners, rebuild our communities, and elevate one another on our journey towards the recovery of real estate.
38 | N Magazine
Bananas for the broker our Recipe Serve Banana Bread at Open Houses Ingredients • 4 ripe bananas, smashed TRICK: freeze and thaw bananas for instant ripening • 1/3 cup butter • 2/3 cup sugar • 2 eggs, beaten • 3 tablespoons sour milk TRICK: put 1/8 teaspoons of apple cider vinegar in milk for same effect • 1 teaspoon baking soda • Pinch of cinnamon • 2 cups of all-purpose flour • 1/2 teaspoon salt
Method - Preheat oven to 350. - Mix butter and sugar together in large bowl. Add egg, bananas, and sour milk to mixture. - In a separate bowl, sift together flour and baking soda. - Combine with banana mixture. - Pour mixture into a buttered loaf pan. TRICK: let sit covered with a kitchen towel for 20 minutes to rise. - Sprinkle top with cinnamon and bake for 50-60 minutes, or until cooked through. TRICK: poke center with a toothpick and if no dough sticks to it, it is done. - Top should be golden brown. - Cool before serving. TRICK: best if served warm with butter 39 | N Magazine
Fast Facts • Over 100 billion bananas are consumed annually in the world, making bananas the 4th largest agricultural product following only wheat, rice, and corn. • Nearly all commercial banana plants are perfect clones of one another. This makes them completely susceptible to being wiped out worldwide in a very short amount of time. • Bananas are naturally radioactive due to their high amounts of potassium. • Eating a banana can cheer you up! Bananas are the only fruit to contain the amino acid tryptophan plus vitamin B6, which together help the body produce serotonin — the natural chemical which alleviates mental depression. • Bananas don’t grow on trees. They grow from a root structure that produces an above ground stem. They are actually giant herbs of the same family as lilies, orchids and palms.
3.5 million people will go through foreclosure this year. 63% of those will have pets. That's over 2 million pets at risk of being abandoned.
Making sure they have a safe place to go comes naturally to us at IMS. No Paws Left Behind, Inc. is a 501c3, not-for-profit organization dedicated to bringing awareness and finding solutions to the growing phenomena of foreclosure pets that are left behind to suffer in silence. No Paws Left Behind, Inc. is here to be their voice. IMS is a proud sponsor of No Paws Left Behind, Inc.
www.nopawsleftbehind.org
about nawrb
Overview NAWRB is the most visible women’s trade association Specializing in the Housing Economy (SHE). As the only provider of women-owned business certification specific to real estate, NAWRB is dedicated solely to the promotion of underrepresented women and the businesses they own, manage, and operate. SHE is Changing Real Estate.
for women-owned businesses
Gold Certified Gold Certified members are premier member businesses with full access to NAWRB services, women-owned business certification, priority referrals, and national media placement opportunities. Gold Certified members are women-owned businesses and every employee has access to NAWRB. These real estate and related businesses are the core of NAWRB’s national, and exceptional, membership.
For individual women
Women with Access
Women with Access are individual women who may work for a publicly held or menowned business in the housing economy. Women with Access join as individuals and have access to live and archived training sessions, referrals, and media opportunities through the NAWRB network and other outlets. Affiliate members are often individual agents or women in related services such as title and escrow.
Subscriber NAWRB Subscribers are industry professionals who want an entry-point to NAWRB membership. Subscribers receive access to live teleconferences, a one year digital subscription to NAWRB’s N Magazine, and Newsroom e-service.
Crescent Seward Director of Marketing & Communications
DesirĂŠe Patno NAWRB National President & Founder
Melva Wagner Government Relations Board Chair
Alex Hernandez Membership Coordinator
Stephanie Shubin Visual Communications Coordinator
Elizabeth Goodchild Certification & N Magazine Board Chair
Jackie Andoniu Media & Member Specialist
Heidi Robinson Membership & Events Board Chair
Chris Purkey Member Specialist
42 | N Magazine
N CONC LUSION
WE CONTROL
OUR OWN
DESTINY Desirée Patno NAWRB National President & N Magazine Publisher @DesireePatno
O
pportunity knocks all the time. It is those that are attentive that will gain trusted relationships and business growth. Society has become so dynamic in processing with our availability via electronics, but without the in-person touch, or the bare minimum phone correspondence, we can lose the human element of capitalizing on spontaneity – and new business. I recently had a contractor go to a paint warehouse to pick up supplies. Since he wasn’t an authorized signer on my account, the customer service representative called me to verify and process the purchase. She had identified herself, but due to poor cell phone reception, I only captured the name of the company and that my contractor was there. She asked me for my card number, expiration date, and security code, but then baffles me by asking what my birthday is. I felt really uncomfortable. Why would she be asking for my birthday? She seemed very nice and she wasn’t soliciting me, so I gave her my birthday of 11-22-XX. “You’re kidding!” she says, “my birthday is 11-22-XX. Just think, if your last name happened to be Jones we would be 3 for 3.” What? “Well my name is also Desiree,” she explains.
It isn’t often you meet someone that is born on the same birthday with the same first and last name.
46 | N Magazine 43
“Really, is yours spelled with the accent?” No. “Well my married name is Jones,” I laugh, “yet I never use it due to my business name!” What a small world. Since I do a lot of business in her area, I am going to stop by and say hi. It isn’t often you meet someone that is born on the same birthday with the same first and last name. “How did you know that my birthday was in November” I ask her? “American Express cards expire in your birth month,” she says matter-of-fact. She took the initiative and engaged to get future business by listening, being alert, and understanding her job by taking it to the next level. That act of spontaneous engagement is exactly what she needed to get me to do more business with her.
INDEX
PEOPLE A Adeboye, Lesa..............................................34 Auslander, Julie.............................................31
B
Hughes, Stephanie...................................6, 22 Hoberman, Judy...........................................31
Patterson, Joan............................................36 Petrozelle, Janey.............................................6
J
R
Beckles, Ingrid........................................18, 34 Brewood, Ellen................................................6
Jensen, Debbie...............................................5
C
Kemp, Carol..............................................5, 22 Kubacki, Valerie............................................36
Rasner-Yacenda, Terry............................21, 29 Ristow, Lisa......................................20, 33, 38 Robinson, Debbie .........................................36 Robinson, Heidi............................6, 19, 33, 42 Ryan, Teresa.................................................22
Calnan, Colleen.............................................18 Carmona, Sarah............................................29 Caruso, Lori....................................................5 Cerreta, Marlene...............................inside, 21 Cox, Heather.................................................31
D Daniels, Rebecca............................................5 DeAngelo, Cameron........................................5
G
K L Lance, Katie....................................................8 Langston, Dianne........................inside, 22, 33 Larson, Kristen..............................................38 Laundry, Linda..............................................36 Leider, Tania....................................................5 Logan, Peggy..................................................5
M
Gabriel, Glenda.............................................34 Gaiser, Brandy...............................................22 Gardner, Barbara...........................................22 Gatlin, Janice..................................................6 Gomez, Blanche...........................................34 Goodchild, Elizabeth..............................19, 42
Marples, Cathie...............................................5 Mayo, Gail......................................................6 McKinney, Brenda...........................................6 Melton, Ivy....................................................22 Morales, Marisol..............................................5
H
Nelson, Brandy..............................................17
Harbison, Laura...............................................6 Henry-Weaver, Lisa.............................6, 22, 35 Higgins, Alina..................................................6
N P Panek, Joanne..............................................22 Patno, DesirĂŠe...........cover, 30, 32, 34, 42, 43
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S Sheetz, Mary.................................................34 Simova, Donka................................................6 Smith, Coya....................................................5 Smith, Renee...............................cover, 20, 32 Sterling, Elaine..............................................34 Stewart, Willie.................................................6 Summers, Ivery.............................................22
T Thompson-Dolberry, Michelle.......................34 Toline, Donna............................................6, 36
U Uribe, Lupe...................................................34
W Wagner, Melva.......................cover, 17, 32, 42 Woods, Irene...................................................6 Wu, Cindy......................................................34