November 2020 Real Producers by sabrinalowe.dikeman5354

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 .

COVER STORY

E L E VAT I N G .

I N S P I R I N G .

Gabe

Johansen

SMI Commercial Real Estate, LLC

AGENTS GIVE BACK Sandi Blanco Gray Dominate the Dunes PREFERRED PARTNER SPOTLIGHT Jodi Vaughn The Reed

INDUSTRY EXPERT Is Your Assistant an Expense or an Investment? REALTORÂ® RECIPE Sandi Blanco Gray Chicken Cordon Clue Casserole

NOVEMBER 2020

Inspire hope. Deliver dreams. Build prosperity. Put your trust in Academy Mortgage and myself, and I promise I will never have to ask for it again.

Your clients matter here

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Lisa McCormick

To Apply for Approval: www.benlends.com

Senior Mortgage Loan Originator 503.928.8631 O.

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

2 â&#x20AC;˘ November 2020

NMLS ID# 1392905

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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! ASPHALT AND PAVING Oregon Road Builders (971) 240-7822 https://www.oregonroad builders.com

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Pillar to Post Home Inspection – Derek Renz (503) 856-8775 Https://derekrenz. pillartopost.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 MORTGAGE/HOME LOAN AND REFINANCE Academy Mortgage Ben Nelson (503) 910-9872 https://academymortgage.com /lo/bennelson

Land Mark Professionals Katy Canales (503) 581-8100 www.bestloanprogram.com Mortgage First Corporation (503) 588-3511 www.mortgage firstcorp.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

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Big banks pick their own products and rates. We act as your client's personal shopper.

TAB L E OF

CONTENTS 04

Brokers are better.

MELISSA PUTTKAMMER Independent Mortgage Broker

This is home.

“I’m your home warranty expert, so you don’t have to be!”

Meet The Willamette Valley Team

NMLS #1740028

Company NMLS# 40558

541.521.3302 kipeterson@firstam.com

Partner Spotlight: Innovative Underground

MELISSA@MORTGAGEFIRSTCORP.COM

www.mortgagesalem.com

Kim Peterson

Preferred Partners

503-588-3511

1820 Commercial St SE #100, Salem, OR 97302

Your Local Resource

It’s a place called reputation.

Whether your clients are buying or selling, a Pillar To Post home inspection will give them peace of mind about the home’s condition. Choose from our exclusive Home Inspection Packages.

Publisher’s Note

Feature Story Gabe Johansen

REALTOR® Recipe By Sandi Blanco Gray

Preferred Vendor Spotlight The Reed

Question of the Month: What are you Thankful for?

Industry Expert

• Report printed on-site • E&O insured • Convenient scheduling

Helping Out This Thanksgiving

Request an inspection today!

As you gather for Thanksgiving, you can also provide food relief for those in your community with a donation to Feeding America. Even $1 can provide 10 meals.

Marie Baker & Derek Renz 503-856-8775

derek.renz@pillartopost.com pillartopost.com/derekrenz

Contact me to learn how you can help. Thank you!

CCB#: 222048

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 The N2 Company d/b/a Real Producers but remain solely those of the author(s). The paid advertisements contained within the Real Producers magazine are not endorsed or recommended by The N2 Company or the publisher. Therefore, neither The N2 Company 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.

firstamrealestate.com Phone Orders:

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Serving Marion & Polk Counties AD_NOV_KPETERSON_MRP_11_20

Each office is independently owned and operated.

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M E E T T H E W I L L A M E T T E VA L L E Y T E A M OUR WRITERS AND PHOTOGRAPHERS

are the voice of Real Producers Magazine. They bring to life the stories of REALTORS® we feature.

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 Publisher’s Assistant/ Photographer

Pamela is a professional photographer specializing in business shoots, real estate, head-shots, and horse photography. Pamela does 80% of all the agent and business photos here in Real Producers. On her personal time she spends lots of time with her daughter at her ballet classes and works around her property and animals.

Allison Blakely Client Relations

Allison is instrumental in much of the “behind the scenes” work here at Real Producers. She loves her cat and her time spent with her finance and family.

Brian Stone – Brian Stone Photography 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.”

The health of your family matters.

Up to 45% of the air you breathe comes from your basement or crawlspace.

Call today for your free inspection.

Katrina Albers

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, composerm 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.

Writer

8 • November 2020

Writer

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Willamette Valley Real Producers • 9

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Willamette Valley Real Producers • 11

Feed the Lion,

Chase the Lion publisher’s note Some years back, the tenacity of my then, 3 ½-year-old son Mason, came to life in this story that I am sure he will NOT want me to continue to share! Mason had such tenacity for life, whether it was learning to ride his bike, climb a tree or draw a picture. He had such focus and determination void of question. He knew his goals (whatever that might be in a given moment) and he had a plan that needed executing! One afternoon Mason came into the kitchen with his hair wet. Knowing he was guilty of getting into just about anything and making a big mess, I asked, “Are you playing in the bathroom sink again?” He simply looked at me with a guilty stare. I went into the bathroom to check out the damage. The sink area and floor was not wet – nope, no damage. But what I did find surprised me! As I gazed into the toilet I saw a big red apple. Why, you ask? (as I did). Well, Mason’s preschool class, the day before, had a harvest party. One of the activities at the party was bobbing for apples. Mason told me that he had been unable to grab that apple with his teeth at school and it made him pretty mad. So, he decided to conquer the challenge

12 • November 2020

that beat him before. He was determined to reach his goal and master the skill and he knew what he needed to do...have a plan, visualize it, take action (practice), and win the reward. In this case, a sense of accomplishment and an apple submerged in a toilet.

The Lion Chaser’s Manifesto Quit living as if the purpose of life is to arrive safely at death. Run to the roar. Set God-sized goals. Pursue God-given passions. Go after a dream that is destined to fail without divine intervention. Stop pointing out problems. Become part of the solution Stop repeating the past. Start creating the future. Face your fears. Fight for your dreams. Grab opportunity by the mane and don’t let go! Live like today is the first day and last day of your life. Burn sinful bridges. Blaze new trails. Live for the applause of nail-scarred hands. Don’t let what’s wrong with you keep you from worshiping what’s right with God. Dare to fail. Dare to be different. Quit holding out. Quit holding back. Quit running away.

I often think about my personal goals – generally those of my business and my career (not of toilet apples). I am thankful that I am living a life of many successful goals accomplished, but there are so many more. My dreams are large and lofty and I know they will take some major work and determination. But how do I keep them alive? How do I prevent them from starving to death while I wait for them to be fulfilled?

Our 2020 world has been crazier and more daunting than we ever thought possible…Covid, quarantine, home school, riots, violence, political divide, and raging fires with great loss. For many it is normal to be afraid and react, but not for Lion Chaser’s! Rather than seeing what went wrong, and what is wrong – “the five hundred pound problem,” they see opportunity. My hopes for each of you (and for myself), is to be Lion Chasers. Instead of running away from your big goals, run at them fast! Grab the opportunities by the mane and hold on tight! You know your career goals, your physical goals, your relationship goals, and your life dreams! And if you don’t, start there by defining them specifically, writing them down and maybe even making your self a visual dream board for you mind to gravitate to over this next year. Dreams were never meant to be stagnant. When you visit with great artists, they often complain that they wish they would have done something just a little different or used a different color. To them, the greatest pieces of art are never really done. Treat your dream the same way and you will keep it well fed. Feed the Lion,

I have a saying taped up at my desk. It reads, “Feed the Lion.” I had a wonderful conversation about goals with Stephanie Wells at EXP Realty, LLC. I shared my saying. I even sent her the picture of it. The idea is behind the saying is that the “monster you feed is the one that grows.” Whether we acknowledge it or not, we are always feeding a monster. I want to feed the Lion as opposed to doubts, fears, or stagnation. The Lion is my big-aspiring dreams! Stephanie and I had an awesome conversation about it. It’s always so awesome when you meet people that speak the language in your heart! (Stephanie actually is the one that said this.)

Sabrina Dikeman Owner and Publisher Willamette Valley Real Producers Sabrina.dikeman @realproducersmag.com

Just a couple of weeks ago I received a followup message from Stephanie with a writing by Pastor Mark Batterson, called “The Lion Chaser’s Manifesto.” It was too great not to share. Thank you, Stephanie!

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Willamette Valley Real Producers • 13

Gabe

feature story Photography by Pamela Hagedoorn, Silver Dream Photography. Written by Jennifer White

Johansen Having a Blast! Gabe Johansen is the Principal Broker and Owner of SMI Commercial Real Estate, LLC. Serving Oregon and Washington, SMI Commercial Real Estate is a brokerage with the expertise to identify and drive sales and purchases of commercial, multifamily, small plex, and residential properties.

14 • November 2020

Before SMI, Gabe worked in the automotive industry for 20 years with his family at Johansen’s Salem Nissan. When his dad was ready to retire in 2012, Brian Miles, then-owner of SMI, asked Gabe what his plans were. Gabe jokingly said, “I will come help you sell apartments.” A week later they met and came up with an agreement for Gabe to become Brian’s exit partner. He started off as an apartment broker and Brian spent the next four years teaching Gabe the real estate business. The learning process was a bit of a challenge. In Gabe’s words, “It was like learning a foreign language. I had expertise in sales and finance, but real estate was different since it’s more like being an attorney than a salesman.” Even though it was hard to adjust at first, real estate was a fit with Gabe’s personality. He mentions, “In the beginning, I had to figure out how to translate real estate terminology into terms that were more similar

to the car business so I could figure out what was going on.” In 2016 Gabe purchased SMI Commercial Real Estate, LLC. He started with a couple of commercial brokers and himself. Currently, SMI has 20 brokers with three more joining the team by the end of this year. “We offer a full spectrum of real estate services and most of our brokers specialize in one or two asset classes.” SMI is unique since all of its brokers are either actively investing in real estate or are working towards becoming an investor. This gives them the “skin in the game” needed to offer their clients a high level of service that not all brokers would be able to give. They broker transactions within all asset types including multifamily, small plex, industrial, retail, office, development land and residential. Some of the brokers will even partner on investments. Each month they hold

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Willamette Valley Real Producers • 15

the SMI “BOOM! Meeting” where they get together and talk about different ways they can do business. “It has an investor club feeling. Someone may have something to sell, while another maybe looking to purchase or partner with someone on an investment. It’s a great way to work together. After working in the high-pressure auto industry, I knew I wanted to run our firm differently by creating a positive experience for our brokers and clients. I believe in helping people achieve financial freedom, and it’s more fun when we can work together on deals or even become partners.” While the primary focus at SMI is on commercial real estate, the residential side of their business was started by chance. After building long-term relationships, many of their clients started asking for help with their residential needs. SMI never planned for the residential side to become a major income stream, but it has been a blessing through these times with Covid-19. “The commercial side has slowed down some, but the residential side has really picked up thanks to the low mortgage rates,” he said. Gabe’s ultimate goal when joining SMI was to become an investor. He became a broker to learn the business. He noticed early on he had regular access to successful people that others wouldn’t normally have. From the beginning, he started building relationships. Gabe says, “I want to work with friends over and over again. So, I’d rather sit down with them and discuss personal life over a cup of coffee instead of cold calling and trying to make another deal.” This also enabled him to learn skills and foster connections to help him build his own real estate portfolio. “I get to work with my clients on a longterm basis, which you don’t usually get to do in other industries.” Gabe has immersed himself in real estate and has grown his personal 16 • November 2020

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portfolio quickly. He purchased his first duplex five years ago and with partners now owns over 350 multifamily residential doors and three commercial buildings. SMI takes a different approach when it comes to marketing. Using direct mail, they send out a postcard once or twice a month mostly focusing on deals they have closed. Gabe looks at it like a monthly resume. Instead of begging for business, it helps build trust and shows others what they are doing. Gabe adds, “My marketing model is simple; 1.) Do deals, 2.) Tell everyone about those deals.” “I’m extremely grateful for each day. It’s a true passion for me,” he adds. Gabe is celebrating 16 years of sobriety as a recovering alcoholic and drug addict. “God performed a miracle and gave me a second chance. I didn’t know if I was going to live past 30 with the way I was living. I look at each day as a gift.” Gabe is a board member for Valor Mentoring, which is a group that helps mentor young males starting at middle school age and older. They are a faith-based non-profit agency. They recently purchased Town and Country Bowling Lanes in Keizer and have turned it into The Rec which is a great place for the community to come together and a place where mentors and mentees and can spend time. “It’s a way I can give back and help others who need guidance.” Gabe is very proud of his wife, Jan. “She’s truly an amazing person.” She is a nutritionist and personal trainer who owns her owns her own company, Liv Wellness, in Downtown Salem. Most of her clients are doctor-referred for chronic illness and she helps them heal by prescribing real food and activity. Jan is also the creator of LivBar, an organic nutrition bar that is sold in all 50 states.

I’m living my dream and this career change has been a lot of fun. I’m having a blast! Gabe and Jan enjoy spending time with their three adult daughters. The two older girls live locally, while the youngest is in Austin Texas pursuing her dream as an actress. They have one grandson, Kash, who will be 4 years old this Halloween. “He’s the apple of our eyes and is very spoiled. With several grandparents and great grandparents in the Salem area, he’s like a local celebrity because we all post photos of him on social media. People recognize him in stores and when we are walking down the street” he laughs. There’s no denying that Gabe loves what he does. You can hear the excitement in his voice. “I’m living my dream and this career change has been a lot of fun. I’m having a blast!” Willamette Valley Real Producers • 17

Make Sure It Counts.

YOUR DRIVEWAY IS THE FIRST IMPRESSION OF YOUR HOME

CHICKEN COR D ON B L EU Casserole

OREGON

ROAD BUILDERS

ASPHALT ROADS & DRIVEWAYS CRACK FILLING

REALTOR® recipe

971-240-7822 WWW.OREGONROADBUILDERS.COM

By Sandi Blanco Gray

Chicken Cordon Bleu Casserole 1 cube (1/2 cup) butter 1/3 cups flour 2 cups milk Salt and pepper to taste 1/4 cup white wine 5 slices Swiss cheese 4-6 cooked chicken breasts chopped or shredded 6 slices of ham lunch meat chopped 3/4 cup corn flakes

LICENSE #206618

SilverDream Photography Portraits Headshots Weddings High school senior Equestrian Events

Instructions Melt butter and stir into the flour. Add milk, salt and pepper and white wine. Dice Swiss cheese and stir in until melted. Chop up chicken breasts, some ham lunch meat and layer into a cake pan. Too with a layer of Swiss cheese, dump in sauce and crumble cot flakes on top. Salt ann pepper and bake at 350 until done. About 45-60 minutes. 1. 2. 3. 4. 5. 6. 7. 8. 9.

Pamela Hagedoorn 503-507-5783 www.Silverdreamphotography.com 18 • November 2020

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Preheat oven to 350 degrees F. Coat a 9x3-inch baking dish with cooking spray. Melt butter and stir into the flour in a large bowl. Add milk, salt and pepper, white wine and chicken. Spoon mix into prepared dish. Sprinkle the ham evenly over the chicken mixture. Layer the slices of Swiss cheese on top of ham. Sprinkle corn flakes as the top layer Bake 30 to 35 minutes, or until golden brown and heated in center.

Willamette Valley Real Producers • 19

T HE REED P R O P E RT Y DIR ECTOR : J O D I VAU G HN preferred vendor spotlight Photography by Pamela Hagedoorn, Silver Dream Photography

The beautiful Reed Opera House is a recently renovated historic building located at the center of downtown Salem, Oregon. Built in 1869-’70 by Cyrus Adams Reed, the Reed Opera House has played many important roles in the history of Salem. Construction on the Reed Opera House began in 1869 and was completed in 1870 with G. W. Rhodes as the architect. The opera house was built by Cyrus Adams Reed under a contract with the State of Oregon to provide space for the Oregon State Legislature, the Oregon Supreme Court, and the Oregon State Library. During construction, however, Oregon elected officials decided not to comply with the previous administration’s contract. Since the building was already close to completion, Reed made some changes to the plan and had seven shops included on the ground floor, an opera house on the second and third floors, and a hotel in the unused space. The Reed Opera House officially opened with the inaugural ball for Oregon Governor La Fayette Grover. It quickly became the center of Salem’s entertainment and social life, playing host to touring plays, opera companies, political meetings, and community events.

20 • November 2020

Jodi Vaughn has been with The Reed for three years, has three kids and two grandkids with one more on the way.

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Willamette Valley Real Producers • 21

Miller’s Department Store continued to occupy the buildings until 1976. At that time, the buildings were purchased by REALTOR® Coburn Grabenhorst Sr. and architects Phil Settecase and Howard Smith. The buildings were updated to assume their present configuration. The new layout of the Reed included a number of retail boutiques and restaurants on the lower level, first floor, mezzanine, and second floor. It prospered until a large mall was built nearby in the late 1980s. In 1993, Bourne Properties purchased the deeds to the Reed Opera House. Roger Yost, a former marketing vice president of Jantzen Apparel, purchased the Reed Opera House from Bourne Properties in 2003. Since he gained ownership, he has undertaken a remodeling project to expand the building, as well as to restore some of its original features. He has remodeled what is now known as the Trinity Ballroom and the kitchen and modernized the elevators. He replicated the rooftop pediment, corona, and architectural brackets of the original building, having won a $100,000 prize from a contest sponsored by Salem’s Urban Renewal agency to assist with the restoration. In addition to remodeling, Yost added a number of vintage advertisements for his former employer, Jantzen Swimwear (as it was formerly known), throughout the public areas of the Reed. Chernoff purchased both properties in early 2018 and has spent the last two years working to modernize the buildings, while still preserving their historic charm and framework by reusing wood and brick finishes, exposing original ceilings and brickwork, and making both buildings structurally sound. In 2020, Scott Chernoff of Cumberland Holdings was awarded the Benjamin I. Maxwell Award from the Historic Landmark Commission for the renovation and restoration of The Reed (formerly Reed Opera House) and the 120 Commercial building. Today, the Reed Opera House continues its legacy as a versatile hub of activity. Unique locally owned stores and shops, restaurants, bars and bakeries, supply our shoppers with exciting options found nowhere else. Professional services and business offices are housed within. Weddings, Proms, Quinceañeras, social gatherings, conferences and celebrations are held in the elegant Reed Ballroom.

State-of-the-art audio/visual equipment is available for rental use at competitive prices from our hospitality center. The Reed Ballroom can be the perfect venue for your next wedding, prom, meeting or holiday event. Its 4,509 square feet holds 300. We are pleased to offer one of the most visually stunning and multi-purpose event venues in Salem. The bright, spacious interior combines historic charm with modern amenities to give each event an elegant appeal. Located on the third floor and overlooking the city, this large, elegant ballroom is the crown jewel of The Reed. Built in the 1870s, fully updated in 2019, and chandelier updated in 2020. The Reed Ballroom has hosted balls, parties, weddings and galas. It’s hardwood floors, stunning light fixtures, tall windows and brick walls create a lively and elegant ambiance. It is a perfect backdrop for your pictures.

The best time to visit Reed is all year. We love hosting winter events in the ballroom and summertime is so great to walk around inside and around the Reed to enjoy all the restaurants and services. Business within The Reed include: Noble Wave Chiras 503 Sushi Many salons and salon services We have a wonderful small production theater and over 80 tenants Enjoy our comfortable and convenient meeting space in the heart of downtown Salem. Located on the third floor of the Reed, it is perfect for corporate meetings, luncheons, rehearsal dinners, board meetings, and much more.

Enjoy our comfortable and convenient meeting space in the heart of downtown Salem. Located on the third floor of the Reed, it is perfect for corporate meetings, luncheons, rehearsal dinners, board meetings, and much more • Flexible configurations • Snack, drink and catering options available • In-room WiFi • 82” mobile TV / digital screen with HDMI input • Privacy screens for secure meetings • Elevator access • Adjacent parking lot • Manager on site Contact: Jodie Vaughn Property Director 189 Liberty Street NE, Suite 104B Salem, Oregon 97301 503-884-4614 jvaughn@pennbrook.com

Guests will marvel at the twelve golden chandeliers that grace the high ceiling, enhancing the regal atmosphere. A large kitchen is accessed through swinging entrance doors providing a convenient, enclosed area for food preparation and storage. The ballroom also features a large, stylish bar. The Reed Ballroom’s royal ambiance can transform any social gathering into the memory of a lifetime. Because of the dozens of onsite services, guests are able to relax and enjoy your big day. Whether it’s catering, hair, nails, photography or a relaxing massage, let the professional services at The Reed take care of you. Currently, we are doing updates for a salon lower level hosting many different types of salon services. Also, we will be revealing several new first floor exciting new tenants.

Jodi with son, Jake Vaughn, Sales Manager

22 • November 2020

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Willamette Valley Real Producers • 23

through emails, phone calls, newsletters, or client events. An “average assistant” does the activities. An Ops Boss™ knows the numbers. An Ops Boss™ knows how many people are in your database (databank!), along with how many gave you referrals/repeat business last year. They have a goal to increase both the number of people in the database and the percentage that refer. And the goal is backed by a touch system that they manage. All you do is make calls when they tell you to, and show up to client events and shake hands (or chat on Zoom!).

industry expert

THE

An Ops Boss™ also puts their own personal sphere of influence in your database, and has a goal to refer you a certain amount of business annually. MARKETING An average assistant does marketing. An Ops Boss™ does marketing and tracks the results. For example, they might track “followers” added if you’re working on brand awareness. Better yet, they track how many leads

RULE

their marketing efforts have generated and how many of those turned into closings. The 3X Rule is about being purposeful in using your systems, not just to “get organized,” but to produce results. We call that “Bossy”!

Christy Belt Grossman is CEO and Owner of Ops Boss Coaching™, and a Director on the Board of NARESP (National Association of Real Estate Professionals). Prior to that, Christy was the COO of one of the nation’s first real estate teams to sell $1 billion. The 3X Rule is a peek into the type of conversations we have in our classes and our coaching calls. Ops Boss Coaching™ provides classes, coaching and an annual conference focused on real estate operations professionals. More Info: www.OpsBossCoaching.com. Contact: Christy@OpsBossCoaching.com.

Is Your Assistant an Expense or an Investment? An average assistant is an expense. An Ops Boss™ (or Ops BO$$) is an investment! Agents often worry about what to pay their assistants. If I told you that one year I generated $515,000 in income for my team owner as his COO, would you hire me or agonize about what to pay me? The “average assistant” is hired when a real estate agent runs out of time and needs help. Their paperwork falls behind, they have sticky notes everywhere, their clients’ calls aren’t returned promptly, and they just can’t keep up with everything. So they hire someone to help them “get organized.” An Ops Boss™ is hired by a real estate agent who thinks bigger. They 24 • November 2020

know if they hire a higher-level professional (and pay a professional level salary), their new employee will become a Multiplier. When we teach “BE A BOSS! 10 Secrets of a Mega EA,” our attendees learn “The 3X Rule.” The 3X Rule says that an Ops Boss™ should, through their creation/execution of systems, generate three times their salary in Gross Commission Income for their agent/team. So, if they earn a $50,000 salary, they should generate $150,000 in Gross Commission Income for their agent by implementing/executing systems. That takes the hire from being an expense to an investment with a Return

on Investment! Because an average assistant is paid for time, and an Ops Boss™ is paid for results. THREE WAYS YOUR ASSISTANT CAN GENERATE A RETURN Reviews And Referrals If your assistant handles your listing clients and/ or your contract-to-close process, their goal should not just be to provide stellar customer service. That’s an “average assistant’s” goal. Their goal should be to have a system that generates reviews and referrals, so there is evidence they have given stellar service. (They are not paid for time, they are paid for tangible results.) P.S. The very best time to ask for referrals is during a transaction, not after closing! Database Your assistant should create, maintain, and grow your database and the system to “touch” your database. That might be @realproducers

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Willamette Valley Real Producers • 25

question of the month

What are you Thankful for?

ANGELA LOPEZ

I am thankful that I am a Realtor and that my business has been amazing. I am thankful for working from home… spending more time with my boys and dogs while I work. Thankful for my dogs often visiting me at work (in my home office). Thankful that my son is temporarily homeschooling … more time to spend with my son. CAROLYN ALEXANDER

Due to the changes in daily living that has become necessary, I have become much more mindful, not only of myself, but of others. 26 • November 2020

DANIKA ROBISON FORRESTER

With all that has happened this year I don’t think many people have thought about the positives. In business, I am thankful that we have all the technology to keep doing business. I really enjoy helping folks with their home needs. I don’t get to see them face to face as much, but it’s nice that most people are ok with all the online stuff. Where virtual meetings are not quite the same it’s nice to see others. In my personal life, I am thankful that only a few of my family and friends have gotten sick and are doing fine.

I’m thankful for the extra time to bond with my family. With everything closed and no where for anyone to go, we’ve been hunkering down at home in the evenings to hang together and have pizza night, play games, throw darts, help with homework, and goof around together

HEATHER RICH

BOB SHACKLEFORD

I would have to say it has been a crazy year in 2020. I am very grateful to be able to go to the office every morning and not have been told I could not open my office our allow anyone to come in. We should all be very thankful we were not shut down like a lot of other businesses in Keizer/Salem. I am very thankful I have had one of the best years in my career in these crazy times. Thank you Lord.

ANGELA GROVES

ANGIE FRANCO

I am thankful for the chance to get to know my 94 year old step dad better! With Covid-19 and his stroke in August, we decided to bring him home to live with us, instead of sending him into skilled nursing as advised by the hospital. We have been commended by nursing staff and physical therapy, many times since, on our care and skill level with dad and how it is key to his successful rehabilitation. The most important aspect to us has been that we get to actually have quality time with dad! When he was in assisted living we rarely got to visit because of Covid-19. We still have this situation with mom, who is living in memory care. But let’s not dwell on what isn’t possible to change just yet. We are so blessed to have him here! I am blessed to work in an industry that is fun, fulfilling and flexible. I am blessed that my husband is retired and willing to take much of his precious time to work with dad as well and to fill in to allow me to work. There are many negatives to 2020, but I have to say, Life IS Good! Work is good. Family is important. I love my team! My work team and my home team. My friends and family. This is why I work as hard as I do. I love making connections with so many wonderful people!! “Building Friendships and Opening Doors” is who I am. Thank you helping me find voice to my year. Sometimes we are so busy living it, we forget to reflect. @realproducers

I’m grateful for the agents who showed up for the buyers and sellers that needed them. Those going through job or life changes, who needed thier expertise for their housing needs. I’m grateful for the people in the industry that navigated the difficulties regarding COVID changes and the political climate with professionalism and grace. That banned together to help those affected by the fires. Donating not just money, but their time and often time a lot of sweat and tears. Often their own. I’m so proud of the people in my industry that have a heart that really cares and that don’t just talk the talk, but walk the walk. PHILLIP BAILEY

Thankful for loyal clients who through thick and thin are there to buy or sell no matter what

YVONNE ST CLAIR MESSMER

I’m grateful for my clients who put their trust in me. Times are uncertain and it just ups the stress level that much more to have such a strange year when you are trying to accomplish your real estate goals. Their trust is a huge compliment to me! GRANT HUHN

I’m thankful for extra time with my wife and daughters. I’m thankful for opportunities for spread positivity and encouragement, especially when someone was fearful or discouraged. I’m thankful for the care and skill of the other realtors I have gotten to work with. This year I so many realtors have provided extra support for their clients. MARIANNE MALARKEY MCNALLY

Grateful for the sellers who have had the courage to move forward with listing their home during a pandemic and giving me the opportunity to assist them. ROSALIE PECK

ALLY PUENTES

Healthy Family #1 Having flexibility and opportunity during the most challenging year I’ve ever seen! PAM RUSHING

I’m thankful for my family. I have the best kids and grandkids anyone could ask for. Super thankful for my daughter Melissa Rodriguez who decided to get her real estate license so she could help me. She does so much and is becoming a smart, ethical commercial broker. I love working with her! Also thankful for my other daughter Nina White who takes care of the residential clients! All in the Family!

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Grateful to have stayed healthy to help those in need to sell and purchase homes. MARGARET OSCILIA Grateful that we have been

able to keep our team employed and paid - that was a commitment we made in March at any cost and have been blessed with some out of the box opportunities. 2020 - the year of challenges and rising to them. BILL MORRIS

As I ponder this question, my mind is flooded with many things to be thankful for. The number 1 slot comes down to people. Family, friends, clients, realtors, co-workers and people in other industries who offer their services. Without these people, life would be much different and the diversity of each person brings is an incredible

Willamette Valley Real Producers • 27

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Willamette Valley Real Producers • 29