SAAR Journal - Spring 2013
The Spring 2013 issue of the SAAR Journal debuted on March 1st, 2013. Enjoy!
Spring 2013 SAAR SAAR Annual Meeting & Awards Recap Town of Carefree Commercial Real Estate Agent by: Doug Groppenbacher How to Select a Focus On : How much do you know about by: SAAR President/CEO, Rebecca Grossman the REALTOR® Trademark and the Brand’s Protection? RE-Thinking Your REALTOR® Website by: Director of Technology, Amanda Sue Piltz SAARonline.com 1 IN THIS ISSUE 8 10 14 Arizona - Template for the Future: Recap Take a photographic recap tour through SAAR’s Annual Meeting & Awards Breakfast that took place in January. How much do you know about the REALTOR® Trademark and Brand’s Protection? SAAR President and CEO Rebecca Grossman discusses the REALTOR “®” and brand protection. RE-Thinking your REALTOR® Website SAAR’s Director of Technology, Amanda Sue Piltz talks about the importance of having a good website. 7 11 12 13 16 17 18 23 24 25 26 Message from the Chairman Quarterly Calendar Congratulations, Joey! Focus On: Town of Carefree REALTORS® Care GRI 2013 Class Schedule Welcome New SAAR Members! REALTOR® Marketing Sessions RAPAC: Industry Guardian RAPAC: Top Investors Up Close & Personal with Larry Hibler, REALTOR® Emeritus 28 Commercial Corner 31 Parada Del Sol 2 SAAR Journal | Spring | 2013 SCOTTSDALE COMMERCIAL REAL ESTATE SUMMIT “IT’S ALL ABOUT SCOTTSDALE” First Annual Hosted by Scottsdale Area Association of REALTORS® FRIDAY APRIL 12, 2013 8:00 AM - 4:15 PM The Hilton Scottsdale Resort 6333 N. Scottsdale Rd., Scottsdale, AZ 85250 Designed speciﬁcally for commercial / residential agents, developers, business owners and government entities - The Summit will provide details on the current and planned developments in and around the City of Scottsdale. Cost: $45(early bird), $55 (April 2 to 11), $65 (at the door) For program information please contact: Jim Kasten, CCIM | 602-445-4113 | Jim@KLCommercialGroup.com Doug Groppenbacher, CCIM | 602-920-2333 | Doug@Groppenbacher.com For registration questions please contact: Laura Grady | 480-945-2651 | Laura@SAARonline.com Gold Sponsors: Silver Sponsors: Register online at: WWW.SAARONLINE.COM SAARonline.com 3 Meet the people 2013 BOARD OF DIRECTORS CHAIRMAN Patrick Jones CHAIRMAN-ELECT D. Patrick Lewis VICE CHAIR Sue Barnes TREASURER Jim McGiffert PAST CHAIRMAN Gordon Snyder DIRECTORS Nancy Cotton Deborah Cremonese Cyr Kathy Laswick Patty Camp Schmid Jim Sexton Debbie Shields Sabrina Walters Sharon Wolf-Furman To learn more about us, visit SAARonline.com 4 SAAR Journal | Spring | 2013 of SAAR SAAR STAFF PRESIDENT/CHIEF EXECUTIVE OFFICER Rebecca F. Grossman Micki Lang ASSISTANT EXECUTIVE OFFICER CONTROLLER Barb Turbett COMMUNITY AFFAIRS DIRECTOR GOVERNMENT AFFAIRS CONSULTANT John C. Little, Jr. Andy Fegley DIRECTOR OF TECHNOLOGY MEMBERSHIP COORDINATORS Amanda Sue Piltz Sylvia Rodriguez Juliet Nelson Nick Maloich Laura Grady Kathy Turek MEMBERSHIP ASSOCIATE EDUCATION COORDINATOR EVENT COORDINATOR GRAPHIC DESIGN & COMMUNICATIONS Tyler Korwin Opinions expressed in articles do not necessarily represent the opinions of the Scottsdale Area Association of REALTORS®. Articles and advertisements are not intended to be construed as endorsements by SAAR or any product, person, company or service included in this publication. © Copyright 2013 Scottsdale Area Association of REALTORS®. REALTOR® is a registered collective membership mark which may be used ONLY be real estate professionals who are members of the National Association of REALTORS® and subscribe to its strict Code of Ethics. SAARonline.com 5 6 SAAR Journal | Spring | 2013 Message from the Chairman I would like to thank everyone who participated in our Annual Meeting & Awards Breakfast on January 31st. It was a great event and it was wonderful having an opportunity to honor some very special friends and colleagues. Among the many highlights, we recognized over a dozen new Emeritus REALTORS®. It’s hard to believe the tenacity and commitment it takes to not only survive in this business but to flourish for over 4 decades. We were also able to announce three distinguished honorees: Elaine Grill of RE/MAX Excalibur, REALTOR® of the Year; Affiliate of the Year, Lonny Gibson of Alliance Financial Resources; and Beverly Damore, President and CEO of St. Mary’s Food Bank as SAAR’s Citizen of the Year. The morning featured a panel of distinguished state leaders including Wellington “Duke” Reiter, Sr. VP, ASU Foundation; Grady Gammage, Sr. Fellow, ASU Morrison Institute; Marisa Walker, Sr. VP Arizona Commerce Authority; and Michael Ryan, Ryan Media. Reiter, Gammage and Walker engaged in a spirited discussion of “Arizona Template for the Future,” the title of the event. The three panelists challenged the over 200 participants to entertain expansive ideas that might lead Arizona and our communities into the future. They spoke of the need to generate “big” ideas. They wondered aloud and posed questions to each other and our audience about the possibilities of expanding trade to Mexico, of establishing a major new transportation link (Interstate 11) between Mexico and Canada through Arizona and the need to invest in education and clean energy. Underlying their comments was their interest in finding a strategy for building a sustainable economy through public/ private partnerships. Of course, it caught everyone’s attention when one of the panelists spoke about raising property taxes and abolishing the State Legislature. Elected officials in the audience seemed amused, although that may have hit a little too close to home for some. While many of their comments took the form of warning about the future, all of them agreed Arizona is a place of great promise and opportunity. They stressed that the future can be even brighter if we can diversify our economy beyond just being dependent on growth. Of course the best “Template” for success lies in our ability and willingness to dream big dreams and that will ultimately be our defining strength differentiating us from the competition. Next year’s program will be even more exciting. You should all plan to be a part of it. SAAR needs your involvement and support to continue to keep SAAR in the forefront as a forum for new ideas and the leader in promoting home ownership and protecting private property. See you at the next SAAR event. Patrick Jones, 2013 SAAR Chairman of the Board SAARonline.com 7 Arizona Template for the Future SAAR’s Annual Breakfast Meeting & Awards Breakfast 2012 REALTOR® of the Year: Elaine Grill Associate Broker of RE/MAX Excalibur Realty 2012 AFFILIATE of the Year: Lonny Gibson Alliane Financial Resources 2012 CITIZEN of the Year: Beverly Damore President/CEO of St. Mary’s Food Bank Alliance Click here for more information on award recipients 8 SAAR Journal | Spring | 2013 REALTOR速 EMERITUS RECIPIENTS To view the complete list of all REALTOR速 Emeritus recipients for 2012, click here. 2 0 1 2 SAARonline.com 9 ® ® ® ® ® ® 10 ® ® ® I’m guessing that our busy REALTORS® don’t spend much time thinking about the REALTOR® logo and the use of the term REALTOR®, but if you read further you will see that protecting these marks is something worth fighting for. Recently NAR defended and prevailed in a lawsuit where a REALTOR® was using the term in their web address. The REALTOR® marks can only be used in connection with a members’ name or the legal name of his or her real estate firm to identify themselves as a member of NAR. So, johnsmithrealtor.com would be permitted, but generic uses such as cyberrealtor.com, bestrealtorinscottsdale.com or John@valleyrealtor.com would be violations. Some real estate agents have tried to use the REALTOR® Marks in their advertising and NAR has successfully challenged the usage by non-members as well as misusage by members. “The REALTOR® mark is a valuable branding and marketing resource allowed only to NAR members,” said NAR President Moe Veissi, broker-owner of Veissi & Associates Inc., in Miami. “The term REALTOR® is not only protected by federal law, but it is also a membership benefit that distinguishes members from all others in the real estate business. NAR works hard to protect the integrity of this brand for its 1 million members.” You pay dues to belong to an organization that protects private property rights, fights on your behalf every day to make sure that you have a healthy business environment to practice in, provides you with tools such as ZipForms, Realtor.com, REALTOR® Property Resource (RPR), free legal advice via the legal hotline as well as numerous member discounts and resources. As a member you agree to abide by a higher standard and must adhere to the strict NAR Code of Ethics. The REALTOR® brand says to the public that you are more than a real estate agent. I know you are proud to be a REALTOR®. Don’t let someone who is not a dues paying member get a free ride. Explain to your clients what sets you apart from the 20,000 licensees in Arizona that are not REALTORS®. Report misuse of the marks and make sure that your usage is in compliance. For a complete guide to proper usage click here! Thank you for your membership in 2013! We are going to have a great year! SAAR Journal | Spring | 2013 Quarterly March 6th 7th 7th 11th 14th 12th 15th16th 15th16th 20th 20th21st 21st 17th 18th 18th 24th 24th 30th New REALTOR® Member Orientation Broker Workshop Office Policies/Procedures & Independent Contractor Agreement (Part 2 of 2) Broker ONLY Networking Mixer CCIM-CI 101: Financial Analysis for Commercial Investment Real Estate Tech Tuesday: REALTOR® Technology GRI 201: Understanding Transaction Financing (Friday & Saturday) COAC Paint-A-Thon YPN Happy Hour CRS 201: Listing Strategies for the Residential Specialist Broker Management Clinic (BMC #2) Broker Policies CALENDAR YPN Happy Hour 2013 Broker Management Clinic (BMC #3) Broker Supervision Leadership Alumni Fun Night Broker Workshop Back Office Tools Broker ONLY Networking Mixer Tech Tuesday: You & The Cloud 1st May New REALTOR® Member Orientation Broker Only - Legal Forum & Breakfast RE Bar Camp Tech Tuesday: YouTube & Video Marketing YPN Happy Hour GRI 320: Advanced Customer Care Through Technology 2nd 3rd 14th 15th 21st 21st STAAR Night April 3rd 12th 16th June 4th 5th 20th 20th New REALTOR® Member Orientation Scottsdale Commercial Real Estate Summit Tech Tuesday: Taking & Editing Great Listing Photos New REALTOR® Member Orientation Broker Workshop Social Media Pitfalls Broker ONLY Networking Mixer Tech Tuesday: Paperless Office Click on an event date above or visit SAARonline.com to learn more about other upcoming events. SAARonline.com 11 Congratulations, Joey! Congratulations to SAAR Member Joey Hallatt, who was recently inducted as the 2013 President of the Arizona CRS Chapter. The Council of Residential Specialists is a professional network of nearly 33,000 residential real estate professionals from across the country and around the globe, all with one common goal in mind…success. CRS members are committed to achieving success in helping their clients and customers complete a home sale or purchase. They are also dedicated to succeed in their careers, which is demonstrated by the rigorous education and training that CRS Designees receive. The Council of Residential Specialists provides agents with the tools, resources and strategies they need to help them guide buyers and sellers through the residential sales process. Looking to receive your CRS designation? SAAR is offering CRS 201 – Listing Strategies for the Residential Specialist on March 20th & 21st. Click here to register! Lockboxes for Seniors is a partnership with the Scottsdale Area Association of REALTORS®, the City of Scottsdale Police and Fire Departments for first responders to gain entry in an emergency without breaking into the home. Scottsdale Area Association of REALTORS® and the City of Scottsdale Fire Department volunteer their time the 3rd Thursday of each month to distribute lockboxes to the homebound and Seniors in need of this great service. We offer this free emergency lockbox to Seniors whose annual income is less than $25,000, and a one-time charge of $25 to all others. This service is available to Scottsdale and Fountain Hills residents only. Since this program began in 2004 we have reached almost 1,700 Seniors and homebound members of the City of Scottsdale and 166 members of Fountain Hills. If you are interested in volunteering for this great program, contact Kathy Turek at Kathy@SAARonline.com. 12 SAAR Journal | Spring | 2013 F CUS ON: Town of Carefree Carefree is a semi-rural community in the foothills of the Sonoran Desert with approximately 3,400 residents living within 8.5 square miles. The Town is 70% “built out” and there is vacant land available for individual new homes. Carefree’s new General Plan 2030 seeks to protect the current life style, to preserve the desert and to protect citizens’ investment in their homes. The Town intentionally keeps its commercial activities confined to only a few designated areas. Carefree provides community-wide fire and police protection and other services through their sales tax revenue. Carefree uses a ten year Pavement Management Plan to maintain its streets efficiently and cost effectively. Carefree is unique in that there is no property tax and the Town has no debt. In 2012 a citizen advisory panel prepared a ten year financial forecast. The forecast confirmed that Carefree’s financial model is probably viable for the next 10 years unless there is a catastrophic financial event. Carefree does not have development fees. If someone chooses to build a new home the cost of building is reduced because development fees are not added on top of the actual cost of construction. Carefree is investing in its commercial areas to make them more attractive to new and vibrant businesses and entrepreneurs. The Town has upgraded street name signs and signs identifying the entrances to our commercial main area. In addition, Carefree has placed directional signs on its arterial streets that list the names of businesses in the Town Center. This cooperation between the business community and the municipality has helped attract additional traffic into Town Center. Carefree is working to enhance the Carefree Desert Gardens and Town Center by bringing more activities and events for the enjoyment of its residents. Citizens have commented that the activity in the Town Center adds to their quality of life. There are a variety of festivals ranging from “high end” art fairs to a Native America Festival to a Chocolate Festival. The annual Christmas Festival and Parade of Lights brings over 30,000 people to the community. Anyone looking for a wonderful new home should take time to consider Carefree... life as it should be! Article provided by the Town of Carefree, Mayor’s office RE-Thinking Your REALTOR® Website Amanda Sue Piltz Director of Technology, AmandaSue@SAARonline.com You probably already know that the majority of home buyers begin their search online. advantage of this to drive traffic to their You also probably know it is important to have a website; but do you know how to use your website as a lead-generating machine? Here’s a hint: It has very little to do with listings. Years ago, agent websites were the only source consumers had to access crucial listing data, but it doesn’t work like that any more. With REALTOR.com, Trulia, and other listing syndication websites gaining popularity by the day, agent websites need to adapt. Having listing data on your website is important, but you need to do more. Your website is an important tool and can help generate leads; here’s how: websites. There are a few things you can do to increase your rankings on search engines. SEO is divided into two categories: organic and paid. Organic means you are naturally increasing your search engine rankings by creating unique and valuable content. Increase your search engine ranking by focusing on hyper local issues. There are plenty of websites that can answer the query “Scottsdale homes for sale”, but how many of them can answer “best windows for energy efficiency in Scottsdale”? By focusing on local issues, you stop competing with the Zillows and Trulias of the world. Find your niche and you will be amazed at how much traffic you see! Creating content for organic SEO can be a rewarding process, but it takes commitment and is not right for everyone. In that case, paid SEO may be a better option. Using Google Adwords, you can decide how much you want to spend to get people to click through to your website from the Google search engine, as well as what terms you want to pay for. Other search engines such as Bing and Yahoo also offer similar capabilities. 1) Get potential clients to visit your website. There are a number of ways to drive traffic to your website. The first is SEO, or Search Engine Optimization. You have probably already heard about SEO, and it is a hot topic for good reasons: A new study from NAR and Google found that real estaterelated searches on Google.com grew 253 percent over the past four years. More and more people are using search engines to find what they need. REALTORS® need to take 14 SAAR Journal | Spring | 2013 In addition to SEO, you can drive traffic to your website through paid advertisements on other popular websites. Here are some ideas to get you started: local HOA’s, home improvement supply stores, DIY blogs, or websites about local activities may offer advertising space. Don’t be afraid to advertise on the big listing syndicators either: they may be your competition in some aspects, but consumers still need REALTORS® to help them navigate through the home buying and selling transaction. 2) Once you get potential clients to your website, engage them! Getting home buyers and sellers to your website is only a small part. Once they are there, you need to engage them! The climate of real estate and sales in general is changing; people don’t like being sold to and they hesitate to give away any information about themselves. In order to use your website to capture leads, consumers need to feel comfortable and feel like they are receiving value. Here are three guidelines to help get you started: 1. Never require registration to access content: You want my name and e-mail address just to read your blog post on planting a garden in the desert? No thanks! 2. Have a way to contact you without leaving your website: You mean I have to log in to my e-mail account and send you an e-mail to get more information? Um, maybe later… 3. Offer to help them: Would I like to get information on new listings that met my exact criteria sent to my e-mail once a week? Heck yeah! Your website needs, at minimum, a short and easy-to-use contact form. Live chats are also an option; these can be built-in to your site on the lower right-hand corner to offer a non-intrusive way for your website visitors to connect with you. If you use this, try to be online and accessible as often as possible – everyone loves instant gratification! As mentioned, listing data is an important component to any agent’s website. Let your visitors search the MLS “like a REALTOR®” using IDX (which stands for Internet Data Exchange). There are a number of IDX providers that offer customizations and even lead-capturing tools. Take advantage of the tools offered to you! Check with your broker to see if there is a preferred IDX provider. Content is king. You are a REALTOR® for a reason: you care about your community and know it better than anyone else. You enjoy helping people achieve the dream of home ownership. You enjoy the thrill of getting your clients homes sold for the best price possible. Don’t be afraid to show it! Find your niche. 3) Turn those leads into clients. Your website gave you the lead, and now it’s up to you to turn that lead into a client. Show them your value! Think about the benefits you have as a REALTOR®, and think about what those mean to potential clients. Show off RPR and how you can find in-depth demographic and school information about their desired neighborhood. You have all the tools you need! Go get ‘em! We’re here to help. SAARonline.com 15 REALTORS® care This is a story of tragedy, love and compassion. It is also a story of perseverance and determination. It describes the heartbreaking case of 27 year old Nicole Glass and her friend and pregnant roommate, 27 year old Melissa Mason. Glass and Mason lived together in Glass’ home near 40th Street and Thomas in Phoenix. On or about the twelfth of December 2010 an unidentified person(s) gained entry to their home and murdered the two young women. The Coroner ruled homicide and the murders remain unsolved. Rachel Glass, Nicole’s mother while devastated by her loss, was none-the-less forced to deal with the paperwork concerning her daughter’s estate. While she was trying her best to close out the disposition of Nicole’s home, Rachel received paperwork indicating the house was entering the foreclosure process. The very day Rachel received notice, she also received a communication from a REALTOR® who helped Rachel understand the difference between foreclosure and a short sale. This REALTOR® upon learning of the tragic death of Rachel’s daughter immediately offered to forego his commission and donate it instead to Silent Witness in hope of helping apprehend the murderer(s). To facilitate this sale he had to personally contact the CEO of a large bank to explain what he was trying to do on behalf of the victims. The CEO in turn also took a personal interest and his staff worked closely with FHA to get the home out of foreclosure for the purpose of facilitating a short sale. As it turns out, another REALTOR® who had found a buyer also agreed to make his commission a donation to Silent Witness bringing the reward total to $10,000.00. Both REALTORS® care. Both went to extraordinary lengths to help someone, not only in need, but who was devastated by the death of her young daughter. By enlisting the support of others they have managed to enlarge the reward fund to an amount that increases the likelihood that someone with knowledge might come forward. Selfless, caring, thoughtful and generous. These are words that come to mind when considering the efforts of these two men. Their efforts bring to mind a favorite quote from Henry David Thoreau, paraphrased. “For every thousand of us hacking at the branches of evil, there is but one (or two) striking at the root. The actions of these two REALTORS® help strike directly at the root of evil and will hopefully bring final justice and some level of closure for Nicole, Melissa and their families. If you know of acts of kindness (large or small) that make you proud to be a REALTOR® please forward them to John Little at John@ SAARonline.com We would like to regularly feature these good deeds in various SAAR publications. We think it’s time to share a little good news from time to time. Because... REALTORS® Care! 16 SAAR Journal | Spring | 2013 SAARonline.com 17 November 1st 2012 - January 31st 2013 REALTOR® Members Raul Acevedo, Jr. Lisa L. Adam Blair Nicole Akre Natalie Alaburda Sandra Allen Jack M. Anderson Ashley Anixter Suzanne Babcock Chad J. Baer Stacey Baglo Kim Balistreri James Balsbaugh Roger Banning Rui Barros Gabrielle Becker David L. Bell Daniel Benson Deborah Berg Janis Blanton Denise Bonati Randy B. Bonds Sherri Bowser Melissa Braun Cindy Bronowitz Brenda Brown Cindy Brown Ryan Buckley Valerie Budnick Cynthia D. Burns Ronnie Burton David J. Butler Melanie Cain Andrew M. Carnevale Jack Casale AJ Casem Marlene Cerreta Wei Chen Kimberly Chestone Marla Chilcote Craig S. Christenson Jon P. Christiansen Mark Clark Brandon Cleveland Robert C. Coffman Jacie Coleman Linda L. Cooley Kristin Corrado Jodie Cuccurullo Debbie L. Curtis Cecelia Cusimano Karen Day William C. DeLong Kai Demolski Sharon Dempt Nettie Diaz-Myers DJ DiMarco John Dolezal Lindsey Dundon Russ Lyon Sotheby’s International Realty Coldwell Banker Residential Brokerage Farrell Fine Homes Prudential Arizona Properties Prudential Arizona Properties HomeSmart Russ Lyon Sotheby’s International Realty Russ Lyon Sotheby’s International Realty Russ Lyon Sotheby’s International Realty Geoffrey H. Edmunds Realty, LLC Keller Williams Integrity First Realty ZDI Realty Advisors Realty ONE Group Realty at 2 Percent-The Souza Group Realty Executives Desert Oasis Real Estate Consultant Geoffrey H. Edmunds Realty, LLC Keller Williams Northeast Realty Rio Verde Sales And Rental HomeSmart Casper Realty, LLC PropertyAZ Fore Peaks Sales Group LLC Realty Executives A Better Realty.Net Russ Lyon Sotheby’s International Realty Coldwell Banker Residential Brokerage Keller Williams Arizona Realty HomeSmart Coldwell Banker Road To The Rim Real Property Management- Phoenix Metro Realty Executives Leagan Realty, LLC Platinum First Realty Associate Realty, Inc. Cerreta Realty Group West USA Realty Montebello Fine Properties AZ Property Solutions Keller Williams Realty East Valley Russ Lyon Sotheby’s International Realty Russ Lyon Sotheby’s International Realty Taylor Morrison Arizona Investment Link, LLC Russ Lyon Sotheby’s International Realty Focus Point Properties, LLC Arizona Best Real Estate Prosmart Realty Hunt Real Estate ERA Baker Realty Realty ONE Group Model Home Center Coldwell Banker Residential Brokerage Sandra Wilken Luxury Properties, LLC Keller Williams Realty Sonoran Living Southwest Estate Properties Caliber Realty Group, LLC RE/MAX Fine Properties Kieran Dunlavy Tonya Duran Laura Dye Michael Eddy John Edwards Ezaul O. Elizalde Alice E. Ellison Debra Engler Maria Eveland Wendy J. Fant Marc Findsen Dennis Fiorillo David E. Fitzgerald William G. Flickinger Hector G. Flores Melissa Floyd Kelly A. Foedish Corey Frederic Brad Fuller Mirav Glacy Rosemary Glaves Randy Gogolin Michele Goren Mendi Greer Colleen Grilli Lynn Grossman Caroline Haberl Cathy Hacker Jay Todd Hamilton Maureen Hamilton Mark S. Hanna Tom Hanna Marty A. Harris Linda Hattasch Janelle Hatton Kathleen Hess Steven J. Hill Rebecca Hinson Jennifer Holder Heather Holland Scott Horten Susan L. Hyland Verdeen M. Jackson Robin Jaeger Sharon L. James Kasie Jansen Angela J. Johnson Richard L. Johnson Milford Jones Gina Kaegi Lucas S. Kane George M. Kasnoff Philip Kastle Scott P. Keeffe Pamela Kennedy Maria Kitkowski Leonard Kleinman Deborah Kozak Kevin Kudlo My Home Group Real Estate, LLC Keller Williams Realty Sonoran Living Realty ONE Group Keller Williams Realty Biltmore Partners Keller Williams Arizona Realty AZNORTH Realty Homesmart HomeSmart Better Homes & Gardens Real Estate Sonoran Desert Lifestyles Caliber Realty Group, LLC Cherrywood Realty West USA Realty Fitz Realty Grace Capital Investment Housing Exchange Realty Keller Williams Realty Sonoran Living Prudential Arizona Properties Coldwell Banker Residential Brokerage AZNORTH Realty Prudential Arizona Properties Ventana Fine Properties Keller Williams Arizona Realty Coldwell Banker Residential Brokerage Pillar Communities, LLC Arizona Best Real Estate Russ Lyon Sotheby’s International Realty Van Arsdale Properties, Inc. Northwest Valley Realty Todd Hamilton Realty, LLC Hunt Real Estate ERA Markus Partners Tom Hanna Properties Russ Lyon Sotheby’s International Realty PEM Premier Properties American Realty Brokers Clementi & Snow Real Estate Consultants Keller Williams Integrity First Realty McCoy Properties Better Homes & Gardens Real Estate Sonoran Desert Lifestyles Coldwell Banker Residential Brokerage DPR Realty, LLC Toll Brothers Real Estate, Inc. Stone Path Real Estate Adventure Realty Independence Realty Professionals, Inc. Viza Realty, LLC Russ Lyon Sotheby’s International Realty Prudential Arizona Properties Selling Restaurants & Selling Stores RE/MAX Platinum Living United Brokers Group Kasnoff Realty Keller Williams Arizona Realty Scott P Keeffe Keller Williams Integrity First Realty Ayers Thomas, Inc. Capstone Realty Professionals Realty ONE Group Burton Brokerage Welcome New SAAR Members! 18 SAAR Journal | Spring | 2013 Patricia LaBenske Jennifer LaFlesch Nolan Blake Larson Jordan Ledbetter Jessica Lenstrohm Leah E. Lichter-Roedig Luana K. Lochner Darya Lopatenko Brennan Lowe Kurt Lukan Kathryn Lund Jennifer Mackenzie Bradley MacLay Sandra J. Marks April Mauch Mark Mayhew Amy S. Maynard Dennis McGrath Connie McGregor Michelle McGrew Bryan Mealey Wade Melchin Gregory Melton Judith M. Meltzer Kathryn Mendoza Mary H. Merkel Craig Meyer Joan Miller Marie Mitri Shannon R. Moe Graham Montgomery Angela Monty Bradley J. Moore Vicki Motzkin B. Dean Mowry Nancy Mowry Amanda Mueller James Mullin Waypoint Homes Arizona Investment Link, LLC The Daniel Montez Real Estate Group Coldwell Banker Residential Brokerage Realty Executives Coldwell Banker Residential Brokerage Fountain Hills Property Management & Real Estate Keller Williams Arizona Realty Hunt Real Estate ERA Keller Williams Realty Biltmore Partners Realty Executives Scottsdale Exclusive Properties, L.L.C. MacLay Real Estate Choice Real Estate Group Keller Williams Integrity First Realty HomeSmart RE/MAX Fine Properties The Kristin Realty Group Russ Lyon Sotheby’s International Realty HomeSmart West USA Realty The Biltmore Group LLC Coldwell Banker Residential Brokerage MCO Realty Real Property Management- Phoenix Metro Russ Lyon Sotheby’s International Realty Silver Mountain Real Estate Group Keller Williams Realty Sonoran Living RE/MAX Excalibur Realty Keller Williams Arizona Realty Realcore Realty Toma Partners HomeSmart Russ Lyon Sotheby’s International Realty Russ Lyon Sotheby’s International Realty Russ Lyon Sotheby’s International Realty Coldwell Banker Residential Brokerage Mullin 360 Irma J. Munn Mahesh Nathwani Linda Nelson Michael Noble Tom J. Norris Randy L. Nuebel Karen J. NyChay Ellen Odart Ryan Odenberg Ken D. O’Neal Edgar Ornes Stacia Palafox Chris Palin Anna Parascando Alberta Parker Nick Parker-Cole Joan C. Parsons Rana S. Patrick Krisha Payne Robert Pazderka Janice Peters Scott J. Pollov Kelly Poncelet Linda Pool John C. Prescott Shelley J. Ragains Doug A. Remy David Revel Bill R. Reyes Holly Reyes Tom Rhodes Gaston Ricci Janice Rice Samuel E. Ricketts B. Louise Riddle Deanna Ritz John P. Rizk Leai Rose Show Appeal Realty DPR Realty, LLC Century 21 Arizona-Foothills Realty ONE Group Norris Realty The Daniel Montez Real Estate Group Russ Lyon Sotheby’s International Realty Farrell Fine Homes RE/MAX Fine Properties HomeSmart Clementi & Snow Real Estate Consultants Real Property Management- Phoenix Metro West USA Realty Grace Capital Investment Keller Williams Integrity First Realty Realty ONE Group Joan Parsons Realty, LLC HomeSmart HomeSmart HomeSmart Russ Lyon Sotheby’s International Realty Pro Housing Real Estate, LLC Realcore Realty Equity Builders Realty of Arizona, LLC Russ Lyon Sotheby’s International Realty Palm Desert Realty Moerkerke Realty Waypoint Homes HomeSmart HomeSmart HomeSmart Tempus Real Estate Group HomeSmart Return Realty The Peggy Rauch Group Arizona Preferred Realty LLC HomeSmart Coldwell Banker Residential Brokerage SAARonline.com 19 Cheryl Ross Virginie Roth Steven R. Rundle Carol J. Runyon Joanne Rusch Clint Rusing Gary E. Russak Kelly Ryan Leo Sanchez Tom Sanford Sidney Sather Ciara Schmalfeld David Schroedel Julie Senter Jessica Servais Kathryn Shalaby Bonnie Shelton Natalie B. Shelton Dan Skrobel Scott R. Smith Brian Snider Robert K. Snodgrass Nicolas Sofos Lori Souza Myron Staab Patrice E. Stacy Randa Stanley Cynthia Stevens Robyn Stoor Rhonda Street Ihab Taha William Thimgan Christopher S. Tiller Delisa J. Toole Anjeleigh M. Trefz Caroll Udy Marty E. Uribes Molly Valcanoff Willie Van Rensburg Bill Vandervort Michele M. Verdone Eric D. Walowitz Ben Walter Sheila Wang Mel Webber Wendy Weiss Tara Welch Angela F. West Valerie White Kris Wolfswinkel Dawn Woods Pamela Wugalter Robert A. Zarookian Darius Zelek HomeSmart HomeSmart Dwellings Realty Group Allison-Shelton Real Estate Services Coldwell Banker Residential Brokerage Nextage Realty Professionals NMP Real Estate Green Street Realty LLC Waypoint Homes Model Home Center Russ Lyon Sotheby’s International Realty Russ Lyon Sotheby’s International Realty Keller Williams Arizona Realty Phoenician Paradise Realty Keller Williams Arizona Realty Platinum Realty Network Estate Realty and Management Realty ONE Group HomeSmart DPR Realty, LLC Trillium Residential HomeSmart Russ Lyon Sotheby’s International Realty Realty at 2 Percent-The Souza Group Maverick Cattle and Land Company RE/MAX Fine Properties Keller Williams Realty Sonoran Living Help-U-Sell Central Properties Keller Williams Arizona Realty Dave Froehlich Realty Rio Verde Realty RE/MAX Excalibur Realty Russ Lyon Sotheby’s International Realty Coldwell Banker Residential Brokerage First Premier Real Estate Group Sonoran Properties Associates Keller Williams Realty Sonoran Living Service First Realty, LLC HomeSmart HomeSmart Platinum Premier Realty Show Appeal Realty Realty ONE Group Realty ONE Group Firm Properties Prudential Arizona Properties Keller Williams Integrity First Realty RE/MAX Platinum Living Firm Properties Russ Lyon Sotheby’s International Realty Sonoran Lifestyle Real Estate Platinum Realty Network RE/MAX Excalibur Realty HomeSmart Linda Hernandez Ross Jameson Ryan Jenny Troy Jensen David Krushinsky Aaron Lacey Stephanie Lawler Anna Luthi John Mikos Sharicka NuChurch Sean O’Donnell Megan Osgood Meggen Roberts Rick Shaw Bruce Stumbo Steven Terhune Steve Thompson John Watson Nick Weber Daniel White William Wilkins Lillian Wong Brian Yampolsky Kari Zurn Joel Associates Bank’34 Wells Fargo Home Mortgage Burns Pest Elimination AmeriFirst Financial North American Title Company American Title Service Agency US Bank Home Mortgage US Inspect Primary Residential Mortgage, Inc Lister Assister First American Title Insurance Co. BMO Harris Bank Bank’34 AJF Engineering, Inc. AJF Engineering, Inc. Tour Factory-Arizona Exposed Buyers Protection Group- Home Warranty Wells Fargo Home Mortgage Primary Residential Mortgage Old Republic Title Agency IMortgage Orion Mortgage Corporation Homeowners Financial Group Yo u n g P r o f e s s i o n a l s N e t w o r k Affiliates & Appraisers Michael N Amine Jerry Bevers Rick Bock David Brunet Joseph Campbell Rosemary Casey Sylvia Castillero Christopher J. Charles Michael Cohen Susan D’Amato Joseph Delaney Patricia Delaney Scott Doren George Easton Thad Flores Wells Fargo Home Mortgage BMO Harris Bank Old Republic Title Agency Apex Appraisal Service Titan Appraising First American Title Insurance Co. Washington Federal Savings Davis Miles McGuire Gardner, PLLC Crystal Falls Pools Fidelity National Title Agency Residential Appraisal Services Win Home Inspection Pinnacle Capital Mortgage Corp. Advantage Appraisals, LLC Johnson Bank 5:30pm 3737 N. Scottsdale Rd. OPEN TO ALL SAAR MEMBERS! Click HERE to learn more about SAAR YPN. 20 SAAR Journal | Spring | 2013 Instantly become 77% more favorable. 77% of consumers prefer to work with a REALTOR ® rather than an agent who is not a member.* Wearing your REALTOR ® pin lets potential clients know that you’re an experienced, ethical and knowledgeable member of the *2009 Public Awareness Campaign Consumer Tracking Study National Association of REALTORS ® . Proudly wear it and remember to always place the REALTOR ® logo on your materials. It may seem like a small thing, but it makes a big difference. Tell them. Show them. Wear your REALTOR® pin with pride. Scottsdale Area Association of REALTORS® 480-945-2651 www.SAARonline.com ©2010 National Association of REALTORS® Thank You Your 2013 Hutch Fund Administrative Committee Gary Tannenbaum, Chairman Chris Perez, Treasurer Sarah Moran, Secretary Joanne DiBenedetto, Distribution Director Mardi Kirkland, Ad Hoc & Awareness Committee Director Marby Pruitt 2013 Hutch Fund Awareness Committee Debi Jost Joanne Foster for your years of service to The Hutch Fund Committee For more information on the Hutch Fund, visit: www.SAARonline.com/the-hutch-fund No Worries! we’re here for you and your clients… Krisha Payne Account Executive direct 623-201-2594 firstname.lastname@example.org contact Us! 22 SAAR Journal | Spring | 2013 888-896-0014 OneGuardHOmeWarranty.cOm 22 SAAR REALTOR速 Marketing Sessions Click on a REALTOR速 Marketing Session below to view more information, including meeting dates and times. To find out more information about our RMS tours, visit: www.SAARonline.com/find-your-area Looking for a map of all Phoenix Metro Home Tours? Click Here! SAARonline.com 23 INDUSTRY GUARDIAN The REALTORS® of Arizona Political Action Committee (RAPAC) is off to a strong start in 2013. Extending the Mortgage Debt Relief Act for another year was a huge victory. Keeping the Mortgage Interest Deduction off the table during the “fiscal cliff” negotiations further confirmed RAPAC’s strength in its ability to fend off industrykilling legislation. We have a long way to go in this fight. Both the Arizona Legislature and Congress are in session. In January, the Arizona Association of REALTORS® (AAR) unveiled its legislative priorities for the year. Chief among them is protecting private property rights within HOA’s. Representative Warren Petersen (LD12-Gilbert), fellow REALTOR® and newly elected state legislator, introduced HB 2337 aimed at allowing homeowners in a homeowners’ association to rent their property and designate a third-party to act on their behalf. The bill also prohibits HOA’s from requiring or requesting copies of the rental application, credit reports, or rental contract. The bill also limits the administrative fees HOA’s can charge to process new tenants to no more than $25. Staff and volunteer leadership at AAR will monitor hundreds of bills over the course of the 120-day legislative session. Many may have implications for the real estate industry. Our strength at the Legislature will be tested, once again. REALTOR® strength will continue to be tested in the halls of the Congress, as well. Granted, we had some victories at the beginning of the year, but there are several issues that could come up this year. We already saw a major rule written from the Dodd-Frank Act. In January, the Consumer Financial Protection Bureau (CFPB) issued the new Qualified Mortgage (QM) rule. NAR achieved, “ a significant victory in obtaining a safe harbor in the QM rule for loans underwritten to the automated standards of Fannie Mae/Freddie Mac, the Federal Housing Authority, Veterans Administration and Rural Housing Service (within their respective loan limits) for up to seven years.” Click HERE for a complete summary of the 804-page QM rule. Fortunately, while our industry tackles legislative battles on all fronts, RAPAC works everyday to ensure we are protected. The strength of the REALTORS® depends on every member investing in RAPAC. Please click HERE and invest TODAY! Contributions are not deductible for income tax purposes. Contributions to RAPAC are voluntary and are used for political purposes. You may refuse to contribute without reprisal and the National Association of REALTORS® or any of its state associations or local boards will not favor or disfavor any member because of the amount contributed. 70% of each contribution is used by your state PAC to support state and local political candidates. Until your state PAC reaches its RPAC goal 30% is sent to National RPAC to support federal candidates and is charged against your limits under 2 U.S.C. 441a; after the state PAC reaches its RPAC goal it may elect to retain your entire contribution for use in supporting state and local candidates. RAPAC: 24 SAAR Journal | Spring | 2013 INVESTORS The following are an elite and passionate group of REALTORS® who shape the political future for the real estate industry by their commitment to the REALTORS® of Arizona Political Action Committee, or RAPAC. To learn more about RAPAC, visit SAARonline.com/RAPAC. TOP Congratulations to our 2012 RAPAC Top Investors! Golden “R” Crystal “R” $5,000 or greater Douglas Groppenbacher $2500-$4999 The Golba Group Russ Lyon Sotheby’s International Realty Astria & Associates Russ Lyon Sotheby’s International Realty Exclusive Homes and Land Realty Executives Scottsdale Area Association of REALTORS® Russ Lyon Sotheby’s International Realty Better Homes & Gardens Real Estate Sonoran Desert Lifestyles Russ Lyon Sotheby’s International Realty RE/MAX Sonoran Hills RE/MAX Excalibur Realty RE/MAX Excalibur Realty Dominic & Co. International Real Estate Shields Regal Realty Realty Executives AJF Engineering, Inc. Contigo Realty James Sexton Astria Wong Sterling “R” $1,000 or greater Cheryl Anderson Holly Eslinger Tracy Fitzgerald Rebecca Grossman Mary Jane Harris Patrick Jones Cionne McCarthy James McGiffert Robert Nachman Sindy Ready Paula Serven Debbie Shields Gordon Snyder Sharon Wolf-Furman Gregory Zonno TECH TUESDAY & FOLLOW UP FRIDAYS REALTOR® Technology March 12th 11:00am-12:00pm SAARonline.com 25 Up Close & Personal with Larry Hibler, REALTOR® Emeritus The word emeritus, pronounced “eh-MER-ih-tus,” is Latin, originally meaning “veteran soldier.” It is also commonly used in business and nonprofit organizations to denote the perpetual status of the founder of an organization, or individuals who moved the organization to new heights as a former key member. I guess both those descriptions would fit SAAR’s Larry Hibler, REALTOR® Emeritus. To be eligible for this distinguished honor a REALTOR® must have been active in the business as a REALTOR® for 40 years or more. Since becoming licensed in 1972, Larry has been involved in nearly all aspects of the real estate business. He has been a broker for 34 years and was the Designated Broker for RE/MAX Achievers for the last 15 years, until it closed. He also served in management positions of several other large real estate companies including founding, directing and teaching a new agent training program for 8 years. Larry has also taught for the Arizona School of Real Estate, Professional Institute of Real Estate, AAR and various Real Estate Associations and other schools of real state. Larry has earned many designations, among them: GRI, CRS, CRB. He is also rCRMS certified. He is a Past President of the Scottsdale Area Association of REALTORS® as well as the Arizona Regional MLS. He has served on Professional Standards and Grievance Committees for over 25 years and has chaired both Scottsdale and AAR Professional Standards and Grievance Committees. Larry started teaching GRI classes in the early 1990’s. Larry currently teaches GRI 101, 202, 204 and 308, as well as Orientation and Ethics classes for the Scottsdale Area Association of REALTORS®, the West Maricopa County Regional Association of REALTORS® and several real estate schools. SAAR Community Affairs Director recently interviewed Larry to get his take on the last four decades of the real estate industry in Scottsdale and to find out what Larry is seeing as he looks to the next 40 years. 26 SAAR Journal | Spring | 2013 What do you consider to be your most memorable achievements? HIBLER: I think my proudest moments include my service back to the Association and my involvement in helping REALTORS® and others rise to their highest levels, both professionally and ethically. I have loved being a resource to others. Which was the most challenging time of your career? HIBLER: I think I would have to say the period of “through the roof” interest rates and the Savings and Loan Crisis. This was definitely the hardest time. Did you ever think about calling it quits, perhaps pursuing a different career? HIBLER: Never! Not for even a moment. Real Estate has always been part of my DNA. Which are the most important skills needed to have success in this business today? HIBLER: Honestly, I think they are the same skills that made you successful 30-40 years ago; developing trust through cooperation and communication. Trust is gained by telling the truth. Always! In some ways I long for the days when we made deals with handshakes. My word has always been my bond. Your word can never be broken as it can be with a written contract. Today the convenience of technology has made us more efficient, but it has come with a price. The cost has been the deterioration of interpersonal communication skills. Our business is becoming more impersonal. Many people in this business today do not possess the gift of “conversation”. On the other hand, technology is indispensable in today’s business. What advice would you offer someone just starting out in the business? HIBLER: Get trained and understand the importance of the REALTOR® Code of Ethics. You cannot be successful or respected without strict adherence to the code. Adhere to the simple ten-word maxim, “if it is to be, it is up to me”. Take responsibility, exhibit courtesy, cooperation, generosity and patience. It may take six months, or longer, to find your special niche, the brand that will differentiate you in the marketplace. Lastly, and maybe most importantly, I would suggest they learn perhaps the most important skill of all and that is adaptability. We must all change with the times, we must continue learning and growing. That’s sage advice Larry. What’s next for you? HIBLER: I’m looking forward to the next phase of my career as Sr. VP and Director of Marketing for Stewart Title. It is an exciting opportunity and one that will allow me to keep an active real estate license and continue doing what I love doing most: educating and helping others grow their business by sharing my experiences. Best wishes Larry… veteran soldier! SAARonline.com 27 COMMERCIA How to Select a Commercial Real Estate Agent Doug Groppenbacher, CCIM, CIPS, SFR, MBA; The Golba Group, Inc. ga n i t c Sele mercial Com t n e g A Selecting a commercial real estate agent is similar to the steps a consumer would follow to select a residential broker but with specific differences. In the residential world, there is some commonality between the different types of residences and there is an abundance of market information readily available to the consumer. In the commercial world, there are major differences in the products and services offered, in the terminology and in the accessibility of market information. At times, the client of a residential agent will ask for assistance in satisfying a commercial requirement. This does not mean the agent should handle the assignment, but the agent should be prepared to help the client find the appropriate qualified commercial agent. This article provides some general rules in how a residential real estate agent can best help a client who has come with a request for assistance involving a commercial need. Rule #1: Build your “Board.” Most good residential agents have a list of trusted advisors (I call them your Board of Directors) that could include a CPA/Accountant for tax issues; an attorney for legal issues; an escrow officer for title issues; a certified inspection specialist; an environmental inspector/engineer; an electrician, plumber and other service professionals. When you have questions you can call these people for guidance and direction or refer your clients directly. Include a commercial agent that knows the market and other agents in the various commercial specialties. You may want to consider having one or more commercial agents on your “Board”. Rule #2: Define the Need. Just as a residential agent will qualify a client as to the real needs to be satisfied, the residential agent can more effectively serve the client by determining what the real requirement is, as this will determine the direction the selection process should take. First, is the need for a Lease of Space or a Purchase? Is there a known product or service involved which will help determine the type of product required? In commercial real estate, there are “generalists”, but most commercial agents 28 SAAR Journal | Spring | 2013 AL CORNER specialize in one product type (retail, office, industrial, multi-family, etc), and sometimes even by market area. And what is the timing requirement for satisfying the need? Financial parameters? The better the qualifying process the better the referral and the more likely the client will be fully satisfied. Rule #3: Ask questions about the agent. a. Area of Expertise: In what product type(s) does the agent specialize? While there are agents that work across product lines, most specialize. If the agent is a general commercial agent, you need to probe deeper as to the qualifications. Does the agent possess current market knowledge? b. Experience & Education: You can consider years in the business, but you also need to consider what type and size transactions has the agent handled. Dealing with a small retail lease is different than handling a 10,000 sq. ft. office lease. When considering experience, also check the education the agent has. Does the agent have any professional designations which indicate the agent has taken the time and spent the money to develop more in-depth knowledge? In commercial real estate there are two major designations that can be achieved through the National Association of REALTORS®. They are the CCIM (Certified Commercial Investment Member) and the SIOR (Society of Industrial and Office REALTORS®). It is important to note that in Arizona the majority of commercial brokerages and agents are not REALTORS®, but a few of these people have qualified and attained these designations. When selecting a commercial agent, choosing a REALTOR® gives you the benefit of knowing that person embraces the same Code of Ethics that a residential REALTOR® follows. Check with the licensing authority to make sure the agent is currently licensed and if there are any open complaints. c. Services Provided: Be clear as to what you expect the commercial agent to do for your client. Is the agent skilled in lease negotiations and does the agent understand lease clauses? Does the agent have the data resources necessary to provide the inventory and product knowledge? Commercial databases are expensive and not all commercial agents are committed enough to spend the money for good data. Does the agent have the contacts for other specialists such as environmental engineers, surveyors, contractors? Is the agent skilled in financial analysis and negotiating? Rule #4: Do you like the commercial agent? Remember, the commercial agent to whom you refer your client will be an extension of you SAARonline.com 29 and your brokerage. You and your client deserve to have the same level of expertise and integrity in the commercial agent that you expect and demand of the other professionals you use. Rule #5: Determine compensation up front. Compensation for agents in commercial transactions vary widely. Referral fees vary and need to be negotiated. Be realistic about what you expect. Remember, referral fees are the highest rate of pay in real estate, but have to be in relation to the assignment and expected payout at the end of a successful transaction. The commissions are varied, especially with lease transactions. And always put compensation agreements in writing. Selecting a commercial agent that will help the residential agent provide the professional service expected is not complicated, but is not a task to be left until the need suddenly arises. In making the final recommendation, trust your instincts and do your homework. After all, this is a people business. 速 Show Time: 6:45pm May 21, 2013 Tickets on Sale Now!! Buy Yours Today!! STAARNight.com 30 SAAR Journal | Spring | 2013 Parada del Sol is one of Scottsdaleâ€™s oldest traditions! SAAR members and their families spent the morning walking alongside a horse drawn carriage promoting home ownership throughout the valley. Special thanks to all those who attended this year. SAAR was represented in a great light and we cannot wait to make next year bigger and better! SAARonline.com 31 Look for our next issue, debuting June 1st, 2013! © 2013 Scottsdale Area Association of REALTORS®