W I L L A M E T T E VA L L E Y
C O N N E C T I N G .
E L E VAT I N G .
I N S P I R I N G .
Cover Sto r y
LAURA GAIL GW Y N AGENTS GIVE BACK Jennifer Martin Issac’s Room
MVAR
Awards Dinner Recap
JUNE 2020
Your clients matter here Lisa McCormick
Senior Mortgage Loan Originator 503.928.8631 O. 503.931.2185 M. 280 Liberty St SE, Suite #100 | Salem, OR 97301 NMLS# 109599 Cherry Creek Mortgage Co., Inc. NMLS #3001. All rights reserved. Oregon License Number ML-4807.
2 • June 2020
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Willamette Valley Real Producers • 3
PROPERTY MANAGEMENT
TABL E O F
W E L E A S E & M A N AG E YO U R R E N TA L P R O P E R T I E S
CONTENTS 06
Meet The WV Real Producers Team
12
Cover Story Laura Gail Gwyn
08
Preferred Partners
18
Community Impact Jennifer Martin & Issac’s Room
11
Publisher’s Note
ORPM maximizes your investment • • • •
Optimize Rent Reduce Vacancies Reduce Maintenance Cost Decrease Turnover Time
Salem Office: 280 Liberty St SE, Suite 100 Salem OR 97301
22 MVAR Awards Dinner Recap
Beaverton Office: 1915 NE Stucki Ave, Suite 250 Beaverton, OR 97006
On Call 24/7 | Online owner/tenant
Cathie Velasco Senior Property Manager 503-567-0816 www.orpmllc.com
ADDING TO YOUR TEAM?
If you are interested in contributing or nomination REALTORS® for certain stories, please email us at sabrina.dikeman@realproducersmag.com. DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of N2 Publishing but remain solely those of the author(s). The paid advertisements contained within the Real Producers magazine are not endorsed or recommended by N2 Publishing or the publisher. Therefore, neither N2 Publishing nor the publisher may be held liable or responsible for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.
A1 Superior Schools, Inc. provides Online real estate broker licensing courses and partners with Chemeketa Community College to offer live courses. Check out our list of CE classes that meet states’ requirements Check out our website or contact Stacey Harrison for more information Stacey@sts.careers | www.a1schools.co 503.551.4467 | 888.903.1021
Locally Owned | Experts in real estate education
4 • June 2020
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Willamette Valley Real Producers • 5
ISSUES FROM YOUR INSPECTION?
ME E T THE WI LLAMETTE VAL L E Y OUR WRITERS AND PHOTOGRAPHERS are the voice of Real Producers Magazine. They bring to life the stories of REALTORS® we feature.
BASEMENT ISSUES? Sabrina Dikeman Publisher
Publisher, wife, mom, crazy dog lover, and always a work in progress. It’s a life of “everything at once,” the mom hustle and career marketing, with continual pivots.
Pamela Hagedoorn – SilverDream Photography
Allison Blakely Client Relations
Publisher’s Assistant/ Photographer
Brian Stone – Brian Stone Photography
WE FIX THEM ALL!
CRAWL SPACE ISSUES?
Photographer
“Photography has always been a passion of mine, especially real estate. I am a very laid back and positive person, and I take pride in capturing moments in time, creating art, and enhancing images for others. When not shooting photography, I enjoy spending time with my wife and 2 young kiddos, fishing, going to the beach or mountains, and pretty much anything outdoors.”
A full-time photographer and single mom. Has too many chickens, and loves horses. Specializing in people and corporate photography with a style consisting of colorful and energetic imagery. Running a client-friendly, service-oriented business she believes that great creativity often is the result of team effort and values working closely with her clients.
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Dana McCarty
Jennifer White
Barbara Gart
Katrina’s day job is being a Sales Executive for Fidelity title. Karina is very involved and committed to the real estate industry in the Willamette Valley.
A single mom working for the Salem Keizer School District. She moonlights as a freelance writer, composer and local mixed media artist. Born and raised in the Willamette Valley, she is a 5th generation Oregonian with a thirst for the great outdoors.
Jennifer is a remote writer and lives in the Springfield Missouri area. She’s a wife and a mother who feels family is very important. She loves to create/design, and is an internationally published professional photographer.
A freelance writer, Barbara lives in Denver with her two children and mini labradoodle. In her free time, she loves to diamond paint, see what everyone’s talking about on Netflix and spend time in the beautiful Colorado outdoors.
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Willamette Valley Real Producers • 7
PREFERRED PARTNERS
This section has been created to give you easier access when searching for a trusted affiliate sponsor to use. Take a minute to familiarize yourself with the businesses sponsoring Willamette Valley Real Producers. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting Willamette Valley Real Producers! BASEMENT WATERPROOFING John’s Waterproofing Company (503) 419-0404 https://www.johns waterproofing.com CLOSING GIFTS / CLIENT APPRECIATION / PRIVATE PARTIES Paint and Pinot Parties & Events (503) 586-3738 www.paintandpinot.net CONTRACTOR Goff Construction (503) 559-8670 www.billgoffconstruction.com FIREPLACE INSERTS, STOVES Home Fire Stove 1695 Market St. NE, Salem, OR 97301 (503) 364-6339 www.homefirestove.com FOUNDATION REPAIR / WATERPROOFING TerraFirma Foundation Systems 13110 SW Wall St., Portland, OR 97223 (844) 371-8816 www.goterrafirma.com GARAGE DOORS AND REPAIRS Dave’s Garage Doors (503) 641-8987 www.davesgaragedoors.com HOME INSPECTION 360 Professional Home Inspection (503) 509-8691 www.360proinspection.com
8 • June 2020
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Land Mark Professionals Katy Canales (503) 581-8100 www.bestloanprogram.com
HOME STAGING Creative Concepts (503) 881-0886 www.stagingoregon.com HOME WARRANTY Kimberly Peterson First American Home Warranty 541-521-3302 www.homewarranty. firstam.com HOUSE CLEANING SERVICES Azucena’s Cleaning (503) 779-5906 www.azucenacleaning.com SOCIAL MEDIA GURU, VI Rafael Designs – Eddie Peterson (503) 551-8071 www.epeterson9981. wixsite.com/rafaeldesigns MORTGAGE/HOME LOAN AND REFINANCE Academy Mortgage Ben Nelson (503) 910-9872 https://academymortgage. com/lo/bennelson
Mortgage First Corporation (503) 588-3511 www.mortgagefirstcorp.com US Bank Home Mortgage Angie Stanley Team (503) 316-3700 https://mortgage.usbank. com/or/salem PHOTOGRAPHY/ MULTIMEDIA SilverDream Photography (503) 507-5783 www.silverdream photography.com Brian Stone Real Estate Photography bstonephotography @yahoo.com (503) 930-7265 PROPERTY MANAGEMENT Centurion Real Estate Management, LLC 1365 Commercial St. SE, Salem, OR 97302 (503) 588-0940 www.c-rem.com
REAL ESTATE SCHOOL A1 Superior Schools (503) 551-4467 www.a1schools.co ROOFING AND ROOF REPAIR Anytime Roofing (503) 446-0918 www.anytimeroofingllc.com SIGNS AND GRAPHICS 1 Day Signs (503) 371-1329 1010 Commercial St. SE, Salem, OR 97302 www.1-daysigns.com TITLE AND ESCROW Fidelity National Title Company 500 Liberty St. SE, Suite 200 Salem, OR 97301-3496 (503) 585-7219 www.fidelitytitleoregon.com Amerititle, Inc. 320 Church St NE, Salem, OR 97301 (503) 581-1431 www.amerititle.com WINDOW COVERINGS Made in the Shade Andrea McCann 503-581-8257
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Willamette Valley Real Producers • 9
GRIT, DETERMINATION, & HEART publisher’s note
Life has been disrupted in our society to a level that most have never seen. And it really seems like it happened overnight.
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This almost seems like a dream...a very bad dream. The publisher of one of our Real Producer “sister-publications” got an email from his financial adviser and had some interesting things to say. He shared this message with the Real Producers community on a conference call recently, and I’d like to share it with you... “During times of extreme uncertainty, it is tempting to listen to those with extreme positions and shrill voices. Our commitment is instead to use prudence and mathematical principles to help build your future. Our response to this crisis is not to shrink away and hope for the best. Instead, we will confront these challenges with discipline and strength. This, we believe, is the only way back.”
bstonephotography@yahoo.com
Tel: (503) 930-7265
10 • June 2020
In early February, many didn’t know what the COVID-19 was. I had just finished booking airline tickets to Maui for late May and getting ready our RV ready for some spring outings. Forty-eight hours later...schools, restaurants, bars and other venues closed. Seventy-two hours later, all nonessential businesses closed and now, in late April, all of Oregon is under a “Stay-at-home order.”
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Extreme positions and shrill voices Who are you listening to? What messages are you continuing to feed your mind and your heart? I personally had to make the decision a few days ago to turn off the TV and stop watching the news. Not all together but it was on all day and it was freaking me out. • No longer will I look at the news in the morning • No longer will I look at my investment portfolio. • No longer will I get caught up in debates on social media. Why? Because they so often are filled with people who have extreme positions and shrill voices. I am not talking about putting my head in the sand and pretending that problems and issues do not exist. I have just become very aware of the voices that I am listening to. Use Prudence and mathematical principles to build your future – We all know that work does not stop for the top-producing agent. It just evolves. While there might be a slow down at this point – when this does pass...and it shall pass...there will be MUCH MORE work for those who kept putting one foot in front of the other and found ways to work IN DIFFERENT WAYS – IN SPITE of the circumstances.
Adapt or die has always been a mantra for the harder times in Real Estate. Now that is staring us all in the face. Our response to this crisis is not to shrink away and hope for the best. Instead, we will confront these challenges with discipline and strength. This, we believe, is the only way back. Confront these challenges HEAD ON with discipline and strength! Real Estate was not made for the faint at heart. Before COVID-19 there was 2008. Before 2008 there was September 11, 2001. Through every downturn and disruption over the past 20 years, those who have made it through have done so through grit, determination, and heart. This is no different. The one thing that is different is that we have a few platforms that allow us to stay better connected. To rely on each other and learn from each other. At Willamette Valley Real Producers we will be looking for stories of innovation, motivation, and determination. We will be doing things a bit differently. We will be using social media platforms and zoom technology to bring the Real Producing Community together like never before. We have already launched our digital platform, where you can access the publication directly from your mobile device or iPad. Just download the ISSUU app or go to www.ISSUU.com and search for Willamette Valley Real Producers. Sabrina Dikeman Sabrina.dikeman @realproducersmag.com 503-991-4341
Willamette Valley Real Producers • 11
cover story Photography by Pamela Hagedoorn, SilverDream Photography
L AU R A
GWY N 12 • June 2020
@realproducers
How long have you been in Real Estate? Licensed in 1995. Yes, 1995. The same time the last restrictions were lifted for the internet and commercial business started taking place. We did all our real estate by paper. We drove everywhere for signatures. Working in large real estate offices was required because they had the desks, offices, receptionists and fax machines we needed. We looked at the Hot Sheet that came in from WVMLS on the fax machine and tacked it to the board above it in all the copy rooms. Remember, we also used landlines and real maps back then. Our Expired prospecting came from the Quarterly printed books. Our listings came out every two weeks in a black and white book with one front photo. It all sounds very archaic to me now… Why Real Estate? It just came easy for me to learn; I enjoy it and it allows me the work environment I thrive in. I have other experience as well, but this was where God wanted me to remain for my income-producing activities. Tell us about your real estate journey: I worked for the OR Department of Veteran Affairs for five years and then voters passed Measure 5 which put a freeze on tax increases. The state was left to make cuts. I was their newest hire so I knew I would need to find another job. I received my pink slip notice of my position being eliminated. I went out that day and went on plant tours at the local title companies. Ticor offered me a job as an escrow assistant. I worked under Gaynelle Henderson for about five years. I feel the education I received from her (and her affiliation with the Oregon Escrow Council) was the best education in real estate I have ever received. Gaynelle a was leader in the escrow industry and trainer for Oregon Escrow Council many years. I was very fortunate to have been trained and worked under her. She was tough and worked very long hours, 5 am to 8 pm, but everything I learned from her has been a blessing to not only me but my clients and team members as well. Who are your family members? Husband Lee – Commercial Architect. Originally married 12/9/95 – divorced after many life stresses (disabilities, deaths,
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etc.) in 2007 (12 years). We then had a year apart and worked on ourselves and healing from our losses. We got back together and remarried in 2009 (12). So we have been married twice for a total of 24 years. And yes, we celebrate two anniversaries each year… My Daughter Brittany is from my first marriage – I jokingly refer to as my practice marriage right out of high school – She is 30. She has a child/ grandchild 24 months now.
IT JUST CAME EASY FOR ME TO LEARN; I ENJOY IT AND IT ALLOWS ME THE WORK ENVIRONMENT I THRIVE IN. My son Zachary is from my good husband (Lee) and he is 19, attending OSU and has a real estate license so he can help run errands as well as refer our team business and get paid referrals for the people he knows. He has a large circle of influence for someone young. He is studying Construction Engineering Management with a minor in finance at Oregon State. Do you have pets? What kind of pets? Names and ages? Max is a Yorkie silkie. I had a Yorkie for 14
years. At the time of his death, we said we would never get another dog because TJ was so much work there at the end of his life. It was like having a 4-pound little old person on hospice in the home. We couldn’t part with him or put him down. He did finally show signs that he was not going to live through the weekend and I was afraid of him suffering while our vet was closed over the weekend, so I did take him in on Saturday morning and had him put to sleep. Nobody at our house would quit crying for three solid days with no sign of the grief/ heartache passing so I looked online and sure enough there was a Yorkie Silkie (a little bigger) up in Chehalis, WA, that had three failed pick-ups and was 3 months old. I drove up on a work night to get him. He healed our hearts from the loss of TJ but Max is jokingly referred to as Ishmael (Abraham took matters into his own hands when he couldn’t conceive with wife Sara and got his maidservant Hagar pregnant – the story throughout his life was not an easy path). Max has not been easy. He thinks he is a Rottweiler and attacks every package that comes to the door, doesn’t get along with other dogs, etc. He is a lot of work. What has made you the person you are today? Most of what has molded me into the personality and person I am today is many years of heartache, losses, care providing, etc. I have been through more than most. I think this is why I relate well to others who are dealing with the Big D’s – Divorce, Disability, Deaths. I have lost parents after long illnesses, care provided for medically fragile infants and newborns as a respite provider for Foster Parents, dealt with infertility and been through full IVF with ICSI to get Zach-
Willamette Valley Real Producers • 13
ary (we tell him he spent his college education before he was born), loss of a pregnancy after in-vitro, a failed adoption, that same child dying in foster care, and the list goes on. I have been through a lot. I have healed and grown over the years but have had years where I was faking it. Do you have any favorite activities/hobbies? I don’t really have any. I sell a lot of real estate and my husband and I spend time with our kids, grandchild and traveling. Business is my hobby. I study it, read about, attend a lot of events, etc. It really is what I enjoy doing most. What kind of advice would you give a young agent? We all have one of the following: A therapist, a good mentor, or a good
14 • June 2020
manager. Choose where you will spend your time. I suggest getting as much training and mentoring as you can. Being in a coaching program where they help you and hold you accountable to the new technologies and sales programs as well as actively going out to get new business every day is in my mind, imperative. Learn how to run your business like a business. Know how to track all your numbers and ratios and reverse engineer those numbers so you know exactly what your return on investments are as well as KPIs – Key Performance Indicators. Run duplicatable, systematic systems for all lead pillars in your business. If none of this makes sense, go to work for a broker who runs their business with proven business models that you can duplicate. Get over the fact that it costs you money to make money. Be willing to pay fees and splits to brokerages that train you on the above items and give you leads. It will save you a ton of time and time is money. Make sure that the brokerage speaks the language of Leading Indicators vs. Lagging Indicators now that we are post-COVID era. (Join me in the private Facebook Group Salem Area Realtors if you need help in any way.) Are you involved in the community? How? Up until 2007, I was very active and had medically fragile infants in my home every weekend. The babies healed us of our parents’ deaths and we were providing them with one-on-one medical care, attention and time. They would thrive in our care. We had a failed adoption of one of them in December 2006. That was a serious loss for us. Then it compounded on May 21, 2007 (My 40th Birthday). I received a call that the child had died the night prior. I thought he had gone to be with his bio siblings back East, which was the reason for the failed adoption. Turned out he was in Salem the whole time in foster care. So, after that loss, I took a break from the babies and my community service work in this area. My husband and son have been servicing the children through another organization/program, but I have chosen to not go back. I use that time for my own self-care and now my grandson. Do you have a favorite real estate story or favorite client? Tell us about it. I have a ton. My favorite though is when I was a young new REALTOR®. (I thought I was going to be chopped up and put in a freezer. I was sure that I was going to die.) He was a call off an advertising publication
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Willamette Valley Real Producers • 15
from California. He always sounded impaired. I still took his calls and was just playing it out. He then planned to drive up here to look at homes. He was always a bit evasive in the details. I decided to meet him and make my final decision after that meeting. I met him in a lobby of my brokerage (at that time Prudential was at 340 Vista). I told the receptionist that I was concerned and to keep an eye on me. When he came in, he was wearing full head to toe leather and had a large camera bag with him. I told him that he needed to leave the bag in my office. (I was sure there must be duct tape and rope in it.) He said he couldn’t leave it behind. I said, “Well, I am sure you understand that I’m going to have to search that bag.” He agreed and I spent 10 minutes searching every pocket, canister, tiny area I could find on him and his bag. I was scared to death. I just didn’t have a good feeling. He said he had brain damage and wasn’t drunk. He said sometimes he scares people by his appearance and was very patient and kind. I was still so scared driving him around looking for the homes I was showing him that I had trouble finding my way to one of my own listings! I can really laugh at it now. But at the time it was very scary. I thought for sure he was going to kill me in this vacant property. Lo and behold, he liked my listing and paid cash on the spot. We closed in a week. He and I stayed close for many years after that. He ended up being one of my favorite customers. Nowadays, REALTORS® have many more tools and apps to check backgrounds, be tracked, etc. We didn’t have any of these tools when I started. It honestly
has been so long since I started selling real estate, that I jokingly tell people I started before the internet. Things were much different then. Anything Else? The deadline for this story (since it is print media) was April 20. We had recently realized that the coronavirus single-handedly changed the real estate industry in a day. I opened a Salem Area Realtors Private Facebook Group for REALTORS® to share tips/tricks on moving into this virtual world overnight. I know many were already digitally inclined, yet I suspected others were not. I wanted to be of service and encourage others to share their knowledge in a safe environment. I am very grateful that I had been running a video first real estate company for many years. We were already 100% virtually based, so the transition was not shocking. However, I believe it will have forever changed the entire real estate landscape on how REALTORS® do business, expectations of consumers and the practice of digital advertising. The coronavirus was the perfect example of how fast information changes. The advantage with video is that your material is date relevant and you can transmit informa-
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LET’S BE STRONGER TOGETHER MOVING FORWARD. tion instantly to the masses. If you are resisting this movement, reach out to me. I would love to see it embraced by everyone. Remember, some of us resisted moving to the computer and having the internet host our multiple listing service, and look at us now! I think there will be much good that comes out of the coronavirus in addition to the stress, pain and suffering it has caused. Let us not forget – those we lost, those affected, those who serve. Let’s be stronger together moving forward.
DOMINIC FEDERICO Independent Mortgage Broker
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Willamette Valley Real Producers • 17
JENNIFER MARTIN
community impact Written by Katrina Albers, Photography by Pamela Hagedoorn, SilverDream Photography
& Isaac’s Room
O
ne word continued to come up while speaking with Jennifer Martin, and that word was passion. Whether talking about her commercial real estate career or her involvement in the organization Isaac’s Room, it’s clear to see she dedicates a lot of her time to the things she’s passionate about. Raised in Oregon, Jennifer was encouraged by her parents to become involved in things such as sports, clubs, service organizations, and anything that gave back to the community and they demonstrated this in their own lives. Jennifer truly is passionate about the work she does in the community and especially the work she’s done with Isaac’s Room.
Help divested young people build the capacity to rise to the
CHALLENGES OF LIFE
She began her commercial real estate brokerage journey in 2003 and loves the stories that come out of her transactions. She enjoys being able to help someone identify their goals and work alongside them as things begin to come together. She particularly enjoys working with development feasibility from a retail standpoint and 18 • June 2020
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Willamette Valley Real Producers • 19
Inspire hope. Deliver dreams. Build prosperity.
working with other experts and professionals in the community to create more opportunities for economic growth. Her involvement with Isaac’s Room isn’t the only example of the way she supports the community, but it is one that she has invested many years into and is extremely passionate about.
Put your trust in Academy Mortgage and myself, and I promise I will never have to ask for it again.
Tiffany and Mark Bulgin created Isaac’s Room after the loss of their two-month-old son Isaac in 1998. They wanted to “extend the family love and support that they would eagerly have given Isaac throughout his life to the young people in our community who have suffered from a shortage of it throughout theirs.” Their mission is to “help divested young people build the capacity to rise to the challenges of life.” They do this by supporting them through IKE Quest which is a training camp that teaches them confidence and responsibility through things like exercise, family dinners and more. The young individuals who complete their IKE Quest go on to work in different capacities at one of the organizations two coffee shops, IKE Box and Isaac’s or in one of their other social enterprises.
Ben Nelson
Though Jennifer had known Tiffany Bulgin for many years, it was when they began looking for a second coffee shop location that she really became involved with Isaac’s Room. Even after Isaac’s opened, Jennifer continued her support in the organization. She is now the president of the board for Isaac’s Room and has been deeply involved in the process of saving the IKE Box building. They are currently raising funds in order to purchase the building from the YMCA. Her real estate expertise has lent its hand during negotiations with the YMCA as they proceed with their redevelopment. For the organization and the young people whom it supports, the IKE Box is more than just an old building; it symbolizes their journey and accomplishments. For Jennifer, her role in the organization has helped by shaping her into the kind of person she wants to continue to be. These two coffee shops and the Isaac’s Room organization are vital landmarks in the Salem community. Through the youth that they support and the economic growth it stimulates, it is no surprise that it ignites inspiration throughout the community and in individuals like Jennifer.
20 • June 2020
NMLS ID# 1392905
Sales Manager, Producing Mobile (503) 910-9872 Office (503) 673-3618 ben.nelson@academymortgage.com Corp NMLS 3113 State Lic: OR # 1392905; WA # MLO-1392905
To Apply for Approval: www.benlends.com Communication: Availability 7 days a week from 7am-10pm, Weekly Status Updates to Borrowers and Brokers under Contract Delivery: Fast, Dependable Pre-Approval you can trust with the ability to close loan in 20 Days Service: We Strive for Every Homebuyer to understand and be confident about their mortgage options so they can have an enjoyable Home Purchase Experience @realproducers
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Willamette Valley Real Producers • 21
AWA R DS D I N N E R events Photos by Pamela Hagedoorn, SilverDream Photography
President’s Award: Greg Gysin, Sarie Scott Distinguished Service award: Kelly Martin REALTOR® Rising Star Award: Bry Taylor-Campos Affiliate of the Year: Lisa McCormick Allen Jones Lifetime Achievement Award: Byron Hendricks REALTOR® of the Year: Heidi Hazel
22 • June 2020
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Willamette Valley Real Producers • 23
24 • June 2020
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Willamette Valley Real Producers • 25
SilverDream Photography Portraits Headshots Weddings High school senior Equestrian Events Pamela Hagedoorn 503-507-5783 www.Silverdreamphotography.com
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johnswaterproofing.com Andrea McCann • 503-581-8257 26 • June 2020
Serving Marion & Polk Counties Each office is independently owned and operated.
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realproducersmag.com
503-419-0404
Willamette Valley Real Producers • 27