REALTOR Magazine November December 2018

®

Moments and Memories Celebrated for a Successful Year!

2018 Year In Review

NOVEMBER / DECEMBER 2018

REALT OR S

INSIDE

Incoming President, Athena Collup

Gears up for 2019

Andre Gonzales

Insights to Measure N

Scott Knoeb Chairs

ReImagine Event

®

GROW IN G

A

S T RO N G E R

C O M M U N IT Y

John 3:16

2018

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2018 OFFICERS President Derek Sprague Mossy Oak Properties

President-Elect Athena Collup Miramar International — Mill Rock Vice President Ronda Newport Watson Realty, ERA Secretary/Treasurer Scott Knoeb Frontier Real Estate Services, Inc. Immediate Past President Midge Jimerson Boydstun Realty Co., Inc. Chief Executive Officer Linda Jay, RCE

2018 Directors

Anna Albiar Coldwell Banker Preferred, Coffee William Chicas Watson Realty ERA Michele Cooper Karpe Real Estate Center Wayland Louie RE/MAX Golden Empire Glenn Porter RE/MAX Golden Empire Darlene Tobias Century 21, Jodan-Links Brian Tuttle Coldwell Banker Preferred – Coffee Ashley Weaver Karpe Real Estate Center

ON THE COVER

2018 was a big year full of activities for our members!

We offered many training classes and various events for everyone

CONTENTS

Bakersfield REALTOR® Magazine

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DEREK SPRAGUE, 2018 ASSOCIATION PRESIDENT Reflects on his presidency in a year full of change.

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HOMEOWNERSHIP UNDER ATTACK In a few short years, California will become a majority renter state. It’s time more than ever to stand up for polices that promote home ownership.

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JEANNE RADSICK, 2019 C.A.R. PRESIDENT ELECT After the upcoming NAR meetings in Boston, Jeanne Radsick will officially step into the roll of President-Elect, Follow her journey.

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NAR GRANT HELPS ENHANCE BAKERSFIELD COMMUNITY More than two years in the making, the pocket park was made possible by grants.

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2018 LEADERSHIP ACADEMY Quality of professionals who enthusiastically invested their time to become the leader they have the potential of being!

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REALTORS® BRINGING HOME THE CURE The REALTORS® Bringing Home the Cure rally cry will continue to ring out across our community until they find a cure for cancer!

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SUCCESS IS A BATTLE WHEN THE DAYS ARE SLOW REALTOR® Gary Frausto expresses hope in a difficult journey.

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2019 YPN CHAIR, MICHELLE VALVERDE SHARES HER VISION YPN wants to help develop and grow our members by encouraging others to do and be more.

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2018 CHARITY GOLF TOURNAMENT SNAPSHOTS

Executive Editor - Linda Jay, CEO, RCE Managing Editor - Carol Duran Contributing Articles Editor - Tiffany Waldowski Statistics - Jamey Lyster Graphic Designer - Carol Duran Bakersfield Association of REALTORS® 2300 Bahamas Drive, Bakersfield, CA 93309 P. 661-635-2300 F. 661-635-2317 www.bakersfieldrealtor.com facebook.com/bakersfieldrealtors twitter.com/bakorealtors

LETTER FROM THE PRESIDENT

LETTER FROM THE PRESIDENT

President expresses a spirit of thankfulness…

‘T

is the season for thankfulness, and I am fortunate to have a final opportunity to publish my thanks to the people that made 2018 a success.

THANK YOU to the directors, leadership team, and committee members for supporting the Bakersfield Association of REALTORS® with dedicated service. Nothing would be accomplished without the tireless work of our volunteers who sacrifice their business or personal time to support the real estate industry.

THANK YOU to our affiliates, who have supported REALTORS® with the little things like greeting members at the door or serving breakfast, as well as the big things such as sponsorships and planning networking events. PS...You can thank them at the Social Mixer hosted by our affiliates on Thursday, November 8th from 5-8 PM at the Italian Heritage Dante on 4415 Wilson Road. The last event was so successful it had to be moved off-site to accommodate all of the REALTORS who came to enjoy camaraderie and talk business. Don’t miss it!

THANK YOU to the organizations that have partnered with REALTORS® throughout the year. Industry groups such as our local chapters of Women’s Council of REALTORS®, the newly formed National Association of Hispanic Real Estate Professionals, or

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I was never alone in this journey… YOU made one person feel thousands of times more purposeful. property managers and the Institute of Real Estate Management have supported the industry with their own flair. REALTORS® also support community organizations such as the Bakersfield Chamber of Commerce and the Downtown Business Association.

There are countless others, and I am proud that REALTORS® make such an impact on community groups.

THANK YOU to the Bakersfield Association of REALTORS® staff. Led by our Chief Executive Officer Linda Jay, the team of Carol, Cindy, Claudia, Ginger, Jamey, Kim, Linda, Marissa, Meghan are critical to the success of our industry and our members, and they do their job better than any other association in the nation… with a heartwarming smile.

THANK YOU for supporting our government affairs team at a local, state, and national level in a busy election year.

The California Association of REALTORS® qualified Proposition 5 for the ballot, an initiative that will allow seniors older than

55 to transfer their property tax basis to a replacement property multiple times. In addition, the REALTORS® have led the opposition to Proposition 10, which would greatly expand the negative impact of rent control, limiting new construction and inventory and restricting a homeowner’s ability to offer their home for rent. One of the strengths of the political efforts of our organization is that REALTORS® vote, so demonstrate your thanks to our REALTOR® Party team by mailing your ballot or going to the polls on November 6th and consider the issues and candidates that impact your business when you cast your vote.

Most of all, THANK YOU. The presidency is not about me, but it is a responsibility that I have taken seriously. Because of our members, I was never alone in this journey…

YOU made one person feel thousands of times more purposeful thanks to your inspiring efforts to educate others, contribute to good causes, and be leaders. Serving as President of our REALTOR® membership is a humbling experience, and I have been overjoyed to bring REALTORS® together in efforts to improve the industry and the community.

Thank you REALTORS®, and I am excited to see the business of our members grow and the continued success of the Bakersfield Association of REALTORS®.

Reflections...

NOVEMBER 2019… We are approaching that time of year when we begin to reflect upon another year that is rapidly being recorded in the history of our Association! How well did we plan? Did we succeed in Connecting the Dots? Planning is a critical element to the overall success of our Association year-over-year, and it’s a process we approach with great passion.

As a leadership team, we begin our planning for the new year about six months out. By June of any given year, our elected Officers and Directors, appointed chairs and vice-chairs, and our Association’s professional staff members, have begun the task of building the incoming leadership team, providing opportunities for them to enhance their leadership skills, and evaluating the mid-year progress of our strategic plan in order to establish a new set of objectives,

based upon changing market trends and overall membership needs. Our goal is not to try to predict the future, but diligently continue to advance our strategic plan for the benefit of our members, their clients and the community we serve.

The phrase “Hindsight is 20/20”, is commonly used to explain one’s perfect understanding of events that have already occurred. We see with stunning clarity and sharpness what is obvious now that was not obvious at the onset. So, our reflection is not merely looking back in retrospect at the past but looking back with a perspective in which understanding has been gained to help us with future planning efforts. Even with our best planning and preparation, there are always circumstances and events that arise, creating challenges we just couldn’t have anticipated. It is in those challenging times that the quality of our leadership is truly

revealed. I’m proud to say, that time and time again our leaders rise to the occasion. Their leadership journey has well prepared them to address those challenges with the wisdom and integrity at the very time it is needed.

On a personal note, I would be remiss if I didn’t recognize this year’s entire leadership team, and especially my staff, for their amazing support and encouragement over the past several months as Bruce successfully fought his battle with throat cancer. The blessing is that he is getting stronger every day! Words cannot adequately express my deep appreciation for their outstanding leadership and exemplary professionalism that allowed me to take the time needed to be there to support Bruce during his challenging journey.

With humble gratitude…

BAKERSFIELD REALTOR® MAGAZINE

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Homeownership Under Attack!

I

GAD rallies REALTORS® to get into the fight for homeowners

t’s been a busy year here at the Bakersfield Association of REALTORS® in the world of politics and government affairs. In California, homeownership has been under attack. In a few short years, California will become a majority renter state, but we cannot give up the fight. It’s time more than ever to stand up for polices that promote home ownership and encourage the American Dream. It’s time to fight against policies that make that opportunity more difficult and that take away incentives from your clients and our communities.

Election Day, November 6th, will come and go; and while we may not win every single battle, it is critical that we continue to be vigilant in our dedication to the principles that our members stand for. Our success in the legislative and political arenas depends largely on the participation of you - the individual member. You can and do make a difference in so many ways.

Thank you to each of you that have helped with advocacy this year. You have participated in phone banks this year to increase our individual member participation rates for voluntary donations to the REALTOR® Action Fund (RAF). Funding from our members to RAF is critical for us to succeed on the local, state, and federal levels. Many of

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our members spent time calling members to make sure they were educated on Proposition 5 and Proposition 10 - Propositions critical to the real estate industry. Members have supported our REALTOR® Champions for local elected offices to make sure we have representation that will promote policies that align with REALTOR® values. Many of you have had ongoing conversations with your clients and community members by passing along valuable information. Members of the

Bakersfield Association of REALTORS® know housing and private property rights issues better than anyone and have a long reach into the community.

In a world filled with partisan politics, bickering, and fighting, it is more important than ever to promote the REALTOR® Party among our members. We must stand together on common goals, protect the real estate industry and current and future homeowners.

Congratulations to Derek Sprague on his appointment as At-large Member to the Assessment Appeals Board by the Kern County Board of Supervisors. The role of the Kern County Assessment Appeals Board is to determine full cash value of each property for which an application of equalization is made and by reducing Derek Sprague or increasing individual assessments to equalize assessments on local assessment roll; to review, equalize, and adjust penal and escaped assessments on the assessment roll except escaped assessments made pursuant to Revenue and Taxation Code Section 531.1 where exemption was improperly granted; and to exercise powers specified in Section 1613 of the Revenue and Taxation Code.

If you are interested in applying for the local committee or board appointment please contact Kim Schaefer at Kim@ bakersfieldrealtor.org.

REALTOR® ADVOCACY… LET YOUR VOICE BE HEARD. PARTICIPATE IN THE TRUE COST OF GIVING

O U R F U T U R E B E G I N S TO D AY !

C.A.R. 2019 PRESIDENT-ELECT

Radsick C.A.R. Responsibilities Increase

While at the REImagine Conference and Expo, she reflects on the Spirit of REALTORS® contribution by

JEANNE RADSICK

CEO, NATIONAL ASSOCIATION OF REALTORS®

As I write this, I have just arrived home from the last C.A.R. meeting of the year, which was held in Long Beach. As it always does, it renews the spirit in me of what we do as REALTORS ®. We are always looking out for property owners and their ability to buy or sell real estate. The challenges are many, and we are always hopeful that we can affect policy changes for the better to protect our clients.

I also must tell you how proud I am with the REimagine Expo that was held.

The Chair of that committee this year was our very own Scott Knoeb! He did a wonderful job and was highly recognized for his efforts. There were loads of exhibitors and the classes were outstanding. There were panels on setting up teams, how to be a better broker, and how do the top

producers do what they do. Great variety, great content. They also had luncheons that were spectacular, including an update from Leslie Appleton-Young, who is the Chief Economist for C.A.R. Then there was the program presented by the award-winning photographer Platon that touched everyone in attendance. The photos were all portraits, but what made them special were the stories that he told

to accompany them. I will let you do some research on him, but one of the most fascinating was the story about Putin. The photo he took was the one used for the Time Magazine “Man of the Year” award.

Just ask one of our directors who attended the luncheon for the inside scoop.

This was also the last meeting where Steve White, our current C.A.R. President, would be presiding. After the upcoming NAR meetings in Boston, Jared Martin from Fresno will officially become the President, I will step into the roll of President-Elect, and Dave Walsh will remain in his second year as the Treasurer. This will be a great team to work with, and I am very excited to represent each of you, our Association and our state. It is a pleasure and an honor to be given this opportunity.

As always, I thank you all for your support and look forward to our continued successes.

BAKERSFIELD REALTOR® MAGAZINE

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2018

LEADERSHIP SUMMIT IN REDONDO BEACH

2019 President

Athena Collup

brings leadership together for a time of learning and inspiration

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Be More…

Athena Collup gears up for

L

ast year our incoming 2018 President, Derek Sprague, challenged us to “connect the dots”. Connect the old and the young, the past and the future. Derek has implemented new ideas that streamlined many of our programs, bringing a progressive, youthful energy and uncanny wisdom to the 2018 leadership team.

Now Derek is preparing to pass the baton to me… Athena Collup, your 2019 President.

(Derek I will try not to break it.)

I am so very honored, excited, and eager to serve as President for 2019. I have served on various committees and boards at the Association for the past 20 years and I want to welcome all of our Membership to join me and serve. If you don’t know where to start, call me and I will get you started.

Our industry is changing more quickly than ever, and we are being faced by challenges that didn’t exist five years ago. I personally fall behind in the technology area daily (If Derek had a dollar for every time he had to fix my phone or help me with a new app he could buy a ticket to a Dodger game).

However, we should not be fearful. Our industry is not based on technology, one we are not a tech company. Neither is it based on information, our clients sometimes have

more information on certain properties than we do. Our industry is based on service. Our ability to see problems and smooth them out before they present a hardship to the client or cost them time and money. We are driven to show compassion, empathy, and the desire to take care of the client, overriding everything else. This makes for a magical experience and it is what the American Dream is made of.

The Association’s entire leadership team returned a few weeks ago from our 2019 Leadership Summit. Our new committee chairs and vice chairs, the Board of Directors, GEMLS Board of Directors, the Charitable Foundation Board, and the Executive Team were challenged to “Be More”. What does that mean you might ask? I had a tough time finding words that did not include food, as I’m kind of a foodie type. Take bread for instance…flour, water, oil, and yeast can be stick-to-the-roof-of-your-mouth sandwich bread or it can be crispy crust with chewy inside, yeasty Pyrenees sourdough. Be More!

“Be More” is my challenge this year, to each Member, the Leadership Team, and to myself. We listened as Bob Stuckey, a restaurateur and Master Sommelier, presented “The Hospitalian”. The principles of hospitality really resonate with me. According to Bob Stuckey, there are three keys to being a Hospitalian: LISTEN - people like to be heard and we must listen in order to do our job well.

EMPATHIZE - It’s critical that you understand the story of the client you serve.

How are you going to care for them? Take some time to form a plan to make them feel

more important.

IT’S NOT ABOUT YOU Understanding it’s not about you is the final key. We all tend to attach hospitality to ourselves. You can’t be a hospitalian and look inward. You can’t be defensive. Hospitality has to be thinking outside of ourselves.

Hospitality is not what you do to someone, it’s how you make them feel.

REALTORS® must “Be More” if we truly believe in the American Dream of home ownership for all and want to keep that dream alive.

October 31st is Halloween, and I will be headed to Boston for my second NAR event (stay tuned I’ll tell you how it goes). My first event was the incoming Association President at the Leadership Summit in Chicago. I left Chicago feeling so proud of our Bakersfield Association. Our Association is renowned across the Nation as an Association to emulate. Our CEO Linda Jay and our hardworking staff are a shining example of “The Hospitalian” and demonstrate what “Being More” looks like.

I am humbled by the Membership who chose me to represent them and grateful to the committee members and affiliates who help us every day, as well as the chairs and vice chairs who understand that the essence of leadership is selfless service. I am also indebted to the board members whose trust comes from a sense of common values and beliefs.

As Derek challenged us in 2018 to “Connect the Dots” I challenge us all in 2019 to “BE MORE” BAKERSFIELD REALTOR® MAGAZINE

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Vote Yes on Local Sales Tax Increase, Measure N Bakersfield is leanest City in Country, help put more police on the streets

contribution by

ANDRE GONZALES

O

BAKERSFIELD CITY COUNCILMEMBER

n November 6, Bakersfield voters will have a choice of whether to increase the City’s local sales tax by one cent on the dollar, providing funding for additional police officers, homeless reduction activities, better parks and streetscapes, and more robust economic development efforts, or continue the status quo with existing levels of services. As a Councilman, I voted to place the sales tax measure on the ballot and, as a community leader, strongly encourage Bakersfield voters to vote YES on Measure N. It’s not popular for an elected official to advocate for a sales tax increase, but there are several compelling reasons why I feel Measure N is the right choice for Bakersfield.

As someone born and raised in this community, and one who hopes to live here another 50 years, I hope our community

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ANDRE GONZALES BAKERSFIELD CITY COUNCILMEMBER will recognize the need to invest in ourselves, like so many other communities throughout the country have already done. For our community to continue to be a great place to live and relocate to, we must be willing to provide adequate law

enforcement, homeless services, economic development, and recreational amenities for residents.

Bakersfield is now the ninth largest city in the state. Since 2000, our population has increased by 57 percent and land area has grown by 32 percent. In the same period, the number of street miles maintained has increased by 82 percent, and the number of park acreage maintained has increased 97 percent.

Demand for 911 police and fire protection is growing. From 2003 to 2017, auto thefts have risen by 62 percent, burglaries are up 31 percent, homicides are up 75 percent, robberies are up 66 percent, and sexual assaults are up by 42 percent.

According to a national study in 2016, Bakersfield had the third highest rate of auto thefts of any city in the United States and a property crime rate that is 55 percent greater than comparable California cities.

The Bakersfield Fire Department is

responding to 52 percent more calls for service when compared to 2008 and doing so with fewer staff. Currently, our fire department is rated Class II by the Insurance Service Office (ISO), a designation given to only 1.5 percent of the departments in the country. The ISO designation has a real effect on insurance premiums for property owners. We must work to maintain our Class II designation!

Homelessness in our community continues to grow, and it is an issue I hear about from my constituents every single day. The Kern County Homeless Collaborative, in its annual Point-in-TimeCount measured a 46 percent increase in the homeless population in Metro Bakersfield.

We need additional resources to enable the City to partner with community-based service providers to address outreach, shelter, and affordable housing needs, while ensuring local businesses, districts, parks, and public areas are safe and secure for everyone.

To be sure, demand for city services is growing, but city resources to provide those services are not.

In fact, the City of Bakersfield is one of the leanest cities in the country, with the fewest employees per 1,000 residents out of 107 cities nationwide with a population of 200,000 or more. Bakersfield also has fewer police officers than other comparable cities, with 407 sworn officers. This is far below

the average of the top 20 California cities (excluding Los Angeles and San Francisco), at 519 sworn officers. Measure N’s approval would put an additional 100 police officers on the streets.

Voters in other communities throughout the state have approved a locally-elected sales tax within their communities to support local government services. In fact, over 93 percent of California residents live within a community that has an additional sales tax to enhance services.

But you can forgo comparing Bakersfield with cities in the Bay Area and Southern California. Several Central Valley cities have already taken action to help themselves and raise their local city sales tax. Sacramento, Tulare, Arvin, Wasco, Delano, Ridgecrest, Merced, Corcoran, Madera, Los Banos, Manteca, Tracy, and Porterville all have an additional one cent local sales tax. Visalia and Dinuba are at an 8.5% sales tax rate.

Stockton has a 9% sales tax.

A small group of opponents argue that we should reject the measure because of the unfunded pension liability. This would be a mistake. Measure N is not about pensions, it is about putting 100 more police officers on the streets. The truth is that the City must meet its unfunded liability obligation regardless of whether Measure N passes or not. To leave CalPERs, it would cost nearly $1 billion. In 2010, Bakersfield voters approved pension reform for new

employees, and future pension-costsaving strategies will be implemented if Measure N passes.

For example, if the City made an advance annual payment to CalPERS, we would save nearly $800,000 annually in interest.

Measure N includes accountability measures that will ensure the additional sales tax revenue goes to enhancing public safety and quality of life services. The Measure will require the City Council to establish a nine member citizens’ oversight committee; publish an annual report to the public; provide annual financial audits; and to set in place distinct accounting procedures to ensure the additional resources are spent where intended.

Bakersfield has a lot going for itself and our future is full of potential. With investment, we can grow into a safer, more vibrant, and economically competitive City.

I ask that you join the Greater Bakersfield Chamber of Commerce, Kern Taxpayers Association, Bakersfield Association of REALTORS®, Kern Homebuilders Association, the Kern County Hispanic Chamber of Commerce, the North of the River Chamber of Commerce, and the Downtown Business Association in voting “YES” on Measure N.

MEASURE N

BAKERSFIELD REALTOR® MAGAZINE

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NAR Grant makes unused public spaces into vibrant community places

Pocket Park Serves as a Beacon of Hope and Pride

contribution by

KIM SCHAEFER

GOVERNMENT AFFAIRS DIRECTOR

The Bakersfield Association of REALTORS® was pleased to attend and take part in the ribbon cutting of the David Nelson Pocket Park in East Bakersfield on October 26th.

The park was named after fallen Bakersfield Police Officer David Nelson and is a Children First Campaign.

More than two years in the making, the pocket park was made possible by grants from the Alfred and Virginia Harrell Foundation in addition to $50,000 in matching funds raised by the community. The Bakersfield Association of REALTORS® was proud to participate in this project through a Placemaking Microgrant from the National Association of REALTORS® (NAR) for $3,000.

The grant from NAR is intended to make

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the Bakersfield community a better place to live and work by transforming unused public spaces into vibrant community places, in addition to furthering their partnership with the Boys & Girls Clubs of Kern County. The grant a great example of how REALTOR® Associations and their members can partner with others to plan, organize, implement and maintain placemaking activities in their communities.

“We have created a vibrant and safe pocket park that will serve as a beacon of hope and pride for over 10,000 East Bakersfield families for years to come. The park will provide space for both informal and organized activities that build community, promote physical activity and reduce crime, ”said Andrae Gonzalez, Founder, Children First Campaign.

Our members live, work and volunteer in their communities and take immense pride

in working to improve them,” said Derek Sprague, President, Bakersfield Association of REALTORS®®. “Placemaking can help foster healthier, more social and economically viable communities. It creates places where people feel a strong stake in their neighborhoods and are committed to making things better.

This grant has allowed us to play a role in our community in areas that are in need of improvement or redevelopment and to create a place where friends and neighbors can come together.”

David Nelson Pocket Park organizers will continue to work to raise an additional $30,000 for the project and are also accepting donations of balls and other playground items for the Children to enjoy.

For more information you can visit www. childrenfirstcampaign.org/david-nelsonpocket-park

LEADERSHIP ACADEMY

Academy Creates Formidable Leaders

Anna Albiar

Ryan Dobbs

Gary Frausto Jr.

Joanie Haenelt

Elizabeth Jimenez

Kyle Lawson

Nicholas Megazzi

Michelle Valverde

Leaders Grow More Leaders

been favored. So it comes as no surprise that

As individuals grow and mature in their role as a leader, the true depth of their growth is evidenced by their passion to invest on others to nurture and help them become great leaders.

For the past 113 years, that is the quality

in 2015 when our newly created Leadership

of leadership with which our Association has

of leadership!

Academy was launched under the watchful care and expertise of President Sheri Anthes, the result was amazing success! It is so rewarding to see our graduates already stepping up to embrace the responsibilities

In November we will be concluding our 2nd Academy. We are, once again, so proud of the quality of professionals who enthusiastically invested their time to become the leader they have the potential of being!

Congratulations Leadership Academy of 2018!

BAKERSFIELD REALTORÂŽ MAGAZINE

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2 01 8

C . A . R .

R E I M AG I N E

C O N F E R E N C E

&

E X P O

Scott Knoeb, Chairs C.A.R. 2018 REImagine Expo Format gets turned upside down and creates an incredible adventure

contribution by

SCOTT KNOEB

FRONTIER REAL ESTATE SERVICES, INC.

REImagine 2018 will be an event that I will remember forever! For the past 30 years, C.A.R.’s annual trade show had seen little change. Because of this, our 2018 C.A.R. President Steve White knew it was time to make some adjustments. However, this was not something he discussed with me prior to taking the position of the 2018 Chair of Expo/REImagine. As I was now in a position of leadership on a state level, I was set to attend the Leadership Summit in December, something all new leaders need to attend the year before their term begins. I have to admit I was really excited to go! As I sat there waiting to hear the President speak, I held two full pages of notes on what I wanted to accomplish during my year as chair. It was at this moment that I found out plans were going to change.

The President came out and said, “it’s time to change it up!” As I started throwing away my pages of notes, I had no clue what an incredible adventure I was about to be a part of!

The change from Expo to REImagine was not an easy one. It took many committees, C.A.R. staff members, leaders, third party vendors, and every single C.A.R. Director to make our new annual trade show a success.

Now, normally our committee has about ninety percent of the work done by January, however, this year we didn’t even have a name. As someone who always tries to be very prepared, this year was all about being as creative as possible and praying everything worked. With hundreds of small changes, and many big ones, REImagine definitely tested everyone’s planning and leadership abilities.

Even up to the week of the event, planning and changes were still being made in hopes of making REImagine 2018 the best year yet.

After a year of hard work by so many, the day had finally come. October 9th, 2018 was the first official kickoff. I was extremely nervous as I headed to the grand opening.

With so many moving parts I was worried! something would go wrong. However,

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About Scott Knoeb n Owner/REALTOR®,

Frontier Real Estate Services, Inc. n 2018

Association Secretary/Treasurer

n 2018

Chair, California Association of REALTORS® Expo Committee n 2018

Chair of Kern County Heritage Commission n 2016-2018

Director, Bakersfield Association of REALTORS® n 2016-2018

Director, Bakersfield Association of REALTORS® Charitable Foundation n 2017

YPN Committee Chair

n 2017

Vice Chair, Ronald McDonalds House

n 2017

Vice Chair, REALTOR® Governmental Review n 2016

Chair, Membership Development / Orientation

Everyone’s passion and dedication payed off, and the opening was a huge success! On day two, I had the honor of introducing a worldrenowned speaker and photographer, Platon.

Through his presentation, he gave us a much deeper understanding of many world leaders.

From President Donald Trump and the Trump Towers in the United States of America, to an undisclosed/unseen forest in Russia to

photograph Vladimir Putin, Platon has put his life, liberties, and much more on the line to get the moments he has captured with his camera. However, it’s the stories behind the pictures that are the real masterpieces. Like the story behind Mouhammad Ali’s last photo shoot, where his wife cried, not because she was sad, but because it was the first time in years she had seen him that happy and in his boxing stance. Then to hear about how Platon was able to send a message to Snowden and in turn receive a hand delivered note with a time and place in Russia for them to meet.

Platon has a tremendous passion for what he does and is a once in a lifetime artist. Everyone truly enjoyed his story. Afterwards, I spent many hours looking at all the activities we had planned and worked on throughout year. I could not believe how much amazing feedback we received from not only our members but from the vendors as well.

The last day of REImagine included an amazing luncheon with C.A.R. Senior Vice President and Chief Economist Leslie Appleton Young, where she provided the forecast for the 2019 market. Leslie said, “The surge in home prices over the past few years due to the housing supply shortage has finally taken a toll on the market. Despite an improvement in supply conditions, there is a high level of uncertainty about the direction of the market that is affecting homebuying decisions. This psychological effect is creating a mismatch in price expectations between buyers and sellers and will limit price growth in the upcoming year.” As I walked on stage for the last luncheon of the year to say thank you to everyone for coming, I was a little sad it was all over. After spending many hours and sleepless nights working on rebranding and making a wonderful experience for all our members, it was time to hand over all the responsibility to Wendy Formica from Palm Springs. If you didn’t have a chance to go this year, book your rooms now because change has come, and there is no telling where REImagine 2019 is going to take us...but we are sure it is going to be amazing!

LO N G

B E AC H ,

C A

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®

proceeds benefit (Kern County Cancer Foundation)

RELAY FOR LIFE ®

F IG ORS ALT RE NCER! HTING CA

REALTORS® BRINGING HOME THE CURE

Presented by Bakersfield Association of REALTORS® Charitable Foundation

CORK & CRAFT F

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A

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March 21, 2019 5:30-8:30pm, Motor City Lexus

Join us for Auctions, Italian Wine, Craft Beer, Food, Live Music, and lots of FUN!

Tickets: $60 ea. or 4pk $200

Purchase Your Tickets at: n Eventbrite: lorem ipsum.com n Bakersfield Association of REALTORS® n Motor City Lexus n Imbibe Wine & Spirits Merchant CONTACT 661.635.2300 FOR MORE INFORMATION | TAX ID#47-3299859 Bakersfield Association of REALTORS® Charitable Foundation, Inc. is recognized as a tax-exempt organization under Section 501(c)(3) of the internal Revenue Code. Contributions are deductible to the extent allowed BAKERSFIELD REALTOR by law. The amount of a contribution that® MAGAZINE is deductible for Federal income tax purposes is limited to the excess of the amount paid reduced by the value of any goods or services provided by the organization in return.

Retain this receipt and refer to IRS Publication 526 or consult your tax advisor for assistance determining what, if any, portion of your payment may be tax deductible.

16

REALTORS Bringing Home the Cure

Fundraising efforts continue to bring in donations to help fight cancer contribution by

THERESA OLSON BROKER, KELLER WILLIAMS

REALTORS® Bringing Home the Cure committee was created by two very passionate REALTORS® in our association that had been involved with the American Cancer Society’s Relay for Life for years, Susan Ferguson and Theresa Olson. Susan Ferguson first brought the opportunity to host a Wine Tasting Event for Cancer to Theresa Olson, the President-elect, in 2013. This event, created by Greg Holland and Coldwell Banker Preferred agents and owners, had proven to be very successful.

So when they decided after many years to no longer host it, Susan didn’t hesitate to bring the idea to Theresa, who placed it before the Bakersfield Association of REALTORS® Board of Directors. Through their passion to support those who had cancer, and to honor our Association members and their loved ones who had lost the battle, they were allowed to take the event and run with it, with the stipulation that Theresa and Susan would chair and cochair the committee! The two women gladly accepted and made it their personal mission!

The committee was behind the eight-ball due to the fact that Relay for Life was just around the corner, on the first of May, and they just had approval to proceed in January of 2013! A committee was quickly formed, one that consisted of hard working members that had the same vision. Most of those committee members are still with the us today! With everyone in high gear, they pulled off the first B.A.R. Bringing Home the Cure Wine Tasting and Auction in April, which brought in over $75,000? to place us number three out of over 225 teams that first year at the Relay for Life event! When Campout Against Cancer was started, we as a committee and Association made the decision to support

both worthy causes. Not only did we see the need for research, but also a need to help and assist local cancer patients who need financial assistance. Both organizations have missions that align with our vision to find a cure and assist those who are fighting the battle against this dreaded disease!

Over the past few years we have had an amazing team, but along the way we have lost several key players in the group. We honor these valiant ones who gave their all to support the fight against cancer, not only in their personal lives but within our community.

Susan Ferguson, Susan O’Quinn, Julia SmithOtis are amazing women who co-chaired our event but lost the battle. Their stories have inspired this Association and committee to

forge forward, keeping our mission going strong! We have several members and family members still fighting this battle today, which just makes our committee want to help fight the fight right beside them!

Our committee has raised well over $200,000? towards the fight against cancer! We have had dedicated committee members, amazing Chairs, and Co-chairs that have all enhanced this worthy committee and taken it to the next level of where it is today!

Here is a shout-out to Judy Camp, Ronda Newport, Debi Roberson, Kym Plivelich, Michele Cooper, Tammi Jo Marchand, and Theresa Olson who have stepped up over the years to chair and co-chair the event! But an even bigger shout-out to all of the committee members who without them we would have never been able to succeed in fulfilling our mission and vision for this committee.

The REALTORS® Bringing Home the Cure rally cry will continue to ring out across our community until they find a cure for cancer!

‘CANCER SUCKS!” The motto that they proudly wear around their wrist says it all “God is Greater than the Giants You Face”!!!

We invite you to come and join this passionate committee and help take up the fight!

BAKERSFIELD REALTOR® MAGAZINE

17

Welcome, New Members!

SUCCESS

CONGRATULATIONS TO OUR NEW REALTORS速

Your journey as a REALTOR速 has just begun in making a positive impact in the lives of families in our community.

AUGUST: Oluwadamilol Agbonkonkon, Coldwell Banker

Preferred, Ming; LeeAnna L. Alvarez, Stratton Davis Realty; Griselda Arambula, Executive Realty & Investments; Nicole L. Bianco, Miramar International; Katerina Copeland, Infinity Real Estate Services; Adrienne M. Dominguez, Robert Austin Smith, Broker; Lourie L. Gamboa, Century 21 - Jordan Link & Co; James E. Gibbons, Keller Williams Realty; Franklin D. Gordon, Watson Realty ERA; Tashauna N. Gray, Gregory D. Bynum & Associates; Amber L. Grider, Stratton Davis Realty; Chrystle L. Hanson, United Real Estate Consultants; Antonio Herrera, Keller Williams Realty; Johnny L. Johnson, Keller Williams Realty; Shauna L. Johnson, Coldwell Banker Preferred, Ming; Anisha S. Knox, Keller Williams Realty; Larry A. Moreland, SearchKern.com Miramar International-Riverwalk; Carol A. Naval, Miramar International-Panama; June E. Nickell, Stratton Davis Realty; Chimele Obinnaya Okezie, Magic Real Estate; Tiffany Denio Patton, Century 21-Jordan Link & Co; Linda C. Points, Miramar International-Mill Rock; Bethany Alyssa-Aileen Ray, Miramar International-Mill Rock; Martha Ruiz, Lockhart Realty Group; Samuel R. Salazar Jr, Keller Williams Realty; Kish Schwebel, Platinum Real Estate, Inc.; Shannon A. Sudenga, SearchKern.com Miramar International-Riverwalk; Alvin G Teixeira, Brokers of Bakersfield; Angelica M. Tune, Keller Williams Realty; Oscar Velazquez, Performance Realtors, Inc; Ryan M. Wade, Agentcor Realty; Jeren P. Wentworth, Coldwell Banker Preferred, Ming; Kelsi J. Wilson, Watson Realty ERA; Matthew K. Wisniewski, Keller Williams Realty; Jose Matilde Zepeda, Stratton Davis Realty 速

SEPTEMBER: Zuleidy C. Cuicas Baez, Paramount Real Estate;

Michael Fanous, Fanous Realty; Edward M. Garcia-Ruiz, Open Door Real Estate; Jesus H. Gonzalez Aceves, Stratton Davis Realty; Mercedes L. Gonzalez, Agentcor Realty; Blanca Estela Grimes, Homestead Real Estate; Terri A. Hagans, Miramar International; Evgeniia N. Hicks, Brian Hicks Real Estate Group; Carlos Jermaine Horton, Keller Williams Realty; Ramon M. Martinez Jr, Agentcor Realty; Manuel Martinez, Infinity Real Estate Services; Derick G. Maynard, Bakorealestate. com; Michael K. Moore, Watson Realty ERA; Jon W. Parnell, SearchKern.com / Miramar International-Riverwalk; Sandra C. Quigley, SearchKern.com / Miramar International-Riverwalk; Angela Regina Rodriguez, Coldwell Banker Preferred, Ming; Martha Ruiz, Lockhart Realty Group; David Sanders, Keller Williams Realty; Tracy A. Tofte, Keller Williams Realty; Madison A. Williams, Coldwell Banker Preferred, Ming

OCTOBERStephanie L. Barba, Real Estate eBroker Inc.; Megan

E. Behill, SearchKern.com; Rebecca L. Behill, SearchKern.com; Hilda S. Bravo, Real Estate eBroker Inc.; Katerina Copeland, Infinity Real Estate Services Veronica C. Cubeiro, Liberty One Real Estate Group; Ashley A. Ekegren, Coldwell Banker Preferred, Ming; Christopher M. Fain, Keller Williams Realty; Chelsey Frapwell, Miramar International-Mill Rock; Nathanael B. Harbison, Miramar International; Deepinder A. Gill, Coldwell Banker Preferred, Ming; Gurpreet Gill, Infinity Real Estate Services; Chase B. Joseph, Stratton Davis Realty; Alexander E. Lara, Keller Williams Realty; Yovana Mireya Licea De Magana, RE/MAX Golden Empire; Layne E. Logan, Stratton Davis Realty; Corinne E. Marquez, Stratton Davis Realty; Brandon M. Martin, Century 21 - Jordan Link & Co; Lorenzo G. Martinez, eXp Realty of California Inc; Allie Mathews, Keller Williams Realty; Dana M. McIntire, Stratton Davis Realty; Michael D Meyers, Brokers of Nerissha Del Valle Molatore, SearchKern.com Miramar International-Riverwalk; Raul S Morales, Miramar International; Stephanie Lou Munjarz Foster Canto, Magic Real Estate; Stephanie M. Nava, Performance Realtors, Inc; Leah S. Nelson, Watson Realty ERA; Justin P. Oliver, Miramar International; Santiago T. Ontiveros Jr, Real Estate eBroker Inc.; Christopher Orozco Ruiz, Watson Realty ERA; Bikramjeet S. Pannu, Century 21 - Jordan Link & Co; Charles J. Peyton, Keller Williams Realty; Pedro G. Perez, Keller Williams Realty; Jugraj S. Pnag, New Generation Real Estate Group; Kelly M. Puskarich Help-U-Sell Bakersfield Equity; Cuauhtemoc M. Rangel,Homestead Real Estate; Kathryn A. Rider, Coldwell Banker Preferred, Ming; Stephanie N. Rypkema, Magic Real Estate; Eunice Sandoval, Infinity Real Estate Services; Vanessa Y. Tamayo, Golden BAKERSFIELD REALTOR速 MAGAZINE Valley Real Estate Group; Marc A. Van Orden, Coldwell Banker Preferred - CO; Andres Zamora, Real Estate eBroker Inc.

18

Overcome the battle in your mind and you will find success! so well, something that is shared amongst each other in our inner circles. As a newer NEXTHOME661.COM / MIRAMAR INTERNATIONAL REALTOR®, the biggest challenge is the t was a little over three and half years constant mental battle we go through day ago I decided to leave the comfort of in and day out: sticking to a schedule built traditional employment for production, working daily in order to enter into on presentations, scripts, the entrepreneurial world of market updates, and stats. real estate. I began this new A majority of the time we chapter of my life excited find ourselves sitting alone for a new beginning that in a room, competing with I believed would include ourselves, making calls to financial freedom, making my cold leads, following up with own schedule, more time with past clients, and trying to loved ones, and feeling the joy keep escrows together for our of handing over keys to new clients so they can achieve the homeowners, all while helping Gary Frausto Jr. dream of homeownership. On our community continue to top of all the internal struggles, we have our grow. The reality of being a REALTOR® families and significant others telling us we has proven to be so much more than I work too much, we are gone too often, and originally perceived. It’s not always flashy that we need to be more present at home. clothing, luxury cars, multiple closing I’m here to tell you that you must stick with escrows, public events, motivational social it and exhibit blind faith in the process, media posts, and happy client photos. Many recognizing that having doubts is normal of these rewards can be a reality for those and healthy. No one is born successful, we who put in the long hours of hard work learn how to be successful. Learn the process and dedication required in our career. Still, from those who have been there before you there will always be the constant fear of and always continue to educate yourself not having any escrow closings to pay bills in all aspects of the business. It’s when we or put food on the table, not living up to stop learning that we truly begin to fail. the goals and dreams you set for yourself, Be coachable and never let your ego get in and of course the question of “did I do the the way. Get out of your comfort zone and right thing to leave my old path?” This is try new things. You can’t do it alone, so get the side only us in the industry know oh together with other like-minded individuals contribution by

GARY FRAUSTO, JR.

I

and drop all the negativity holding you back. Closed mouths don’t get fed. Success doesn’t come overnight, but it does come.

It just may not always look the way you envisioned it. This life can move so fast, and in the blink of an eye it can be gone. It’s not about the end as much as the journey in between, so spend the time to focus on all the little achievements, accomplishments, relationships throughout the journey. Don’t forget your WHY and let that be your guiding light. Whatever you focus on will become your reality! Never give up, never lose hope, always have faith.

PHOTO SOURCE: GARY FRAUSTO INSTAGRAM BAKERSFIELD REALTOR® MAGAZINE

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YPN Invites you to our Christmas Appreciation Mixer

Eat, Drink and Bowl!

December 6th, 6-10pm at The Blvd., 3200 Buck Owens Blvd.

Appetizers, Drinks and Bowling

No charge to members $10 for non-members (cash only – collected at the door) YOU MUST RSVP BY DECEMBER 4th Call now at 635-2300 or membersupport@bakersfieldrealtor.org

20

Thank You to Our Annual YPN Partners BAKERSFIELD REALTOR® MAGAZINE

Deana Witwer

Mike George BAKERSFIELD REALTOR® MAGAZINE

20

YPN is growing leaders for tomorrow contribution by

MICHELLE VALVERDE

2019 YPN Chair | PERFOEMANCE REALTORS®

I am honored to have been called to lead as Chair for the Young Professionals Network (YPN) in 2019! Since the inception of YPN 5 years ago, this committee has grown tremendously by those who have blazed the trail and left big shoes to fill-all who have continued to make a difference at our Association.

YPN’s mission is to grow young leaders for tomorrow by giving REALTORS® an opportunity to serve the members and find fulfillment in volunteering their time towards rewarding efforts at our Association, as well as within the community.

YPN was established as a committee made up of our younger professionals seeking leadership opportunities and take an active role in our Association whether it be in the area of policy, advocacy, community service, or to keep in the know with the latest real estate trends. We are fortunate enough to have added four phenomenal up-and-coming young professionals for next year and look forward to their energy and ideas.

As our industry continuously evolves, we recognize the growing numbers include members of all ages. Our committee invites

n Broker,

Performance REALTORS®

n 2019

YPN Chair

n 2018

YPN Vice Chair

n 2018

Leadership Academy

professionals regardless of the year they were born or how long they have been in the business. Our goal is to connect through our Lunch and Learns, networking mixers, and philanthropic efforts to help develop and grow our members by encouraging others to do and be more.

As we quickly approach the beginning of next year, I wanted to personally invite all members to join us for an exciting time, full of new surprises as well as our regularly

anticipated events: -Legislative Day- spend a day in Sacramento with REALTORS® across the state, lobbying on behalf of the REALTOR® Party and fight for what’s impacting our industry, while having fun! (Members who pay the true cost of doing have the opportunity of attending free) -Softball Tournament- Be sure to stretch and bring your A game! It is a great time full of competitiveness and camaraderie.

-Lunch and Learns- Spend lunch with us and gain some education to assist with bettering your business! From taxes to marketing, we will have you covered.

-Mixers- Network and mingle! We’d love to get to know all of you.

Throughout the year, we will share our new events through our social media platforms and via email to our members.

You can also watch for videos from our advisory members about YPN. You can view them by following us on Facebook: BAKERSFIELD REALTORS YPN and on Instagram: BakersfieldRealtorsYPN To become a member, email us at YPN@ bakersfieldrealtor.org We look forward to an exciting year with all of you.

BAKERSFIELD REALTOR® MAGAZINE

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BAKERSFIELD ASSOCIATION OF REALTORS® CHARITABLE FOUNDATION

2018 Annual Charity Golf Tournament

n McDonald’s

n State Farm Insurance

n Lights Camera Action

n Kern Schools Federal Credit Union

n Wells Fargo Home Mortgage

n Family Relief Fund

n BMW

n Placer Title

n Agape Mortgage

n Women’s Council of REALTORS® n Rock Bottom

n Freedom Mortgage

n Valley Mortgage Investments n Homeowners Financial Group n Kern Federal Credit Union

n Coldwell Banker Preferred

n Personal Express Insurance

n Buena Vista Mortgage

n American Termite Solutions

n 911 Restoration

Control n IREM – Institute of RE Management, Chapter 85

n Ellis and Son Construction n The Mortgage House

(Stockdale Hwy.)

n Built Right Home Inspection n Loan Depot

n Movement Mortgage

n Silverback Termite & Pest

n The Mortgage House

(California Ave.) n San Joaquin Valley Mortgage

Check us out…

We have restocked our store with lots of new items just for you.

Visit us today!

Hit Your Target Market!

You can’t miss by advertising with the Bakersfield Association of REALTORS®

Start marketing and promoting your company today with the Bakersfield Association of REALTORS®.

The Association has over 1,700 REALTOR® and Affiliate members.

We offer many ways for you to actively communicate your company’s brand and marketing message directly to our members. Every week we host a variety of activities, classes, and events. Reach your target market in effective and affordable ways. Consider one of our many opportunities.

SPONSORSHIP OPPORTUNITIES: PRICES RANGE PER ACTIVITY n Newsletter n Educational

Classes

n Networking

Activities

n Community

Outreach

n Special

Events

FOR ADVERTISING INFORMATION OR AD SIZES, PLEASE CONTACT: Carol Duran at 635-2307 Communications Design and Development

Call now at 661-635-2307

MEMBER RATES WEBSITE Member Advertising Rates Property Search & Partners Page

$400/mo

Property Search Page

$300/mo

PARTNERSHIP LOGO Member Advertising Rates Logo on public website partnership page (with redirect to your website)

$200/ mo.

CONNECTIONS NEWSLETTER Eblast: Member Newsletter

24

BAKERSFIELD REALTOR® MAGAZINE

1 time run

$60/blast

4x consec. run

$200/mo

Disclose, but don’t Diagnose

Establish best practices for a more professional REALTOR® from a dedicated agent, backed by a skilled support staff, in order to be successful while using standard procedures with everyone at every time.

Best practices may include a communication log during the transaction.

This log should be used as a way to record notes, conversations, and when “red flags” are raised during escrow. It is useful to record all facts and events. Using email to confirm conversations, verbal understandings, and proof of delivering documents for signatures assures everyone is on the same page.

Disclose, but don’t diagnose. Educate and explain the contractual responsibility for proper disclosures, and review earnest money deposits and timelines with what happens with a cancelled sale.

Remember, every client interaction is judged based on the best individual selected to work in appraisal, law, escrow, finance, home warranty, home inspections, and vendors, so clients should acknowledge the various choices, if any, you have presented to them.

contribution by

JOE NEWTON Association Ombudsman

O

ver the years, the practice of real estate has become more complicated, and some may even say more difficult. In addition to adhering to the NAR Code of Ethics, REALTORS® must also follow the local MLS Rules, Real Estate Law and Statutes, and Regulations of the Real Estate Commissioner, all that have an intricate web of rules and laws to follow.

Establishing best practices, therefore, becomes important as a valuable risk management tool for the REALTOR®. It provides a set of behaviors proven over time to be effective in producing a more professional REALTOR®.

The idea is that by practicing these behaviors, REALTORS® can deliver a greater professional service to their clients, customers, and fellow REALTORS®, which results in fewer transactional problems.

Specifically, best practices guide the REALTOR® in doing their job and it helps explain the function of the job to the public.

OMBUDSMAN REPORT AUGUST- SEPTEMBER 2018 n

189 calls were received by our Ombudsman

51 calls were grievance/ethics complaints against agents that were resolved n

JOE NEWTON | Ombudsman It allows better interaction with others and serves to establish the expectations in those who are unlicensed, where it is unclear the parameters of the profession. It also enhances and addresses the conduct of the REALTOR®.

There is no industry where client and customer service is more essential than in real estate. It requires excellent service 3 grievance/ethics packages were mailed to complaining parties regarding cases that could not be resolved n

0 Arbritration packages were mailed to complaining parties regarding cases that could not be resolved n

67 calls requesting information on real estate procedures

4 calls were arbitration complaints against an agent which were resolved

n

n1

n

n

Violation of public trust case was reported

30 calls requesting information on deposits

n2

anonymous call

0 calls were complaints against a non association member n

n

24 cases referred to Association mediation

n

2 Kern River Lake Isabella calls

n

5 Tehachapi calls

n

809 Year-to-date total BAKERSFIELD REALTOR® MAGAZINE

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What is WOW often crowds out what is real and useful–even in real estate

Find the Real and Useful in a Crowd of Wow contribution by

STEVE MURRAY REAL TRENDS PRESIDENT

It seems that sensationalism gets a lot of attention—even in the residential brokerage industry. What is wow often crowds out what is real and useful. Wow may be neat, but it won’t help your business.

Here are some real and useful thoughts To be arrogant or dismissive of competitors, whether new or existing, is a deadly disease.

This attitude kept traditional incumbent brokerage firms from effectively competing with RE/MAX during their early years, and the same attitude prevented firms from competing effectively with Keller Williams during their surging growth years. It’s scary to think that the industry will look at Compass, Redfin, and eXp in the same manner today.

Key Element: Recruiting System You can’t build and grow a successful residential brokerage firm unless you have a system to recruit and develop talented real estate professionals. It means a real system, not just wishful thinking. Far too many brokerage firms who bemoan new forms of competition or pine for the good old days have no system for recruiting and developing agents.

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BAKERSFIELD REALTOR® MAGAZINE

If it was only about the money, that is, if agents and teams only cared about the cost of joining a brokerage, most leading brokerage firms would already be out of business.

Finding out what else agents and teams’ value from their brokerage should be a high priority goal for every brokerage, regardless of brand, business model or location.

Don’t Get Distracted Many brokerage leaders get distracted by the noise in the industry. Along with arrogance and dismissiveness, this can have deadly consequences. There are already enough distractions running a brokerage without getting caught up in who said what at which conference. Brokerage is not a complicated scientific endeavor. It’s mostly a relationship business. How much of your time is spent in this area?

Gross margins (what a brokerage has left after the agents have been paid) are shrinking, and they’re going to continue to do so for most brokerage firms. There will always be someone in your market that is less expensive than you are. Our benchmark studies show that the average Gross Margin among REAL Trends 500 firms has dropped from around 22 percent to about 14 percent in the last five years. It may be useful to plan on 14 to 16 percent as a target over the next three to

five years. How would you, or are you now, managing in this environment?

Core Services Core services, such as mortgage, title, escrow and property management, are crucial additional income and profit opportunities. Also, many successful firms are supplementing their incomes with fees for risk management, technology, and marketing services. Each will be more important as gross margins continue to be pressured.

This remains a great business. If it weren’t, why are so many outside investment firms entering? If the business wasn’t viable, why have firms like Redfin and Compass been able to raise so much capital? Why is it that so many private equity firms now have an interest? In our 31 years of merger and acquisition work, we have never had more interest in the brokerage industry than we have today. And while many owners have chosen to exit, there are just as many new entrants.

Independents and franchised firms alike are appearing in our top rankings each year, some that didn’t exist five or ten years ago.

To the difference between what is sensational and threatening, and what is real and useful, REAL Trends will continue to focus on the latter. We care less about what is fashionable and more about what matters.

This article reprinted with the permission of Real Trends Inc. Copyright 2018

The Value Mindset

Are You a Master at Creating Value?

Can you recognize value? More importantly, are you creating it?

contribution by

LARRY KENDALL

AUTHOR OF NINJA SELLING AND CHAIRMAN EMERITUS OF THE GROUP INC.

The most successful entrepreneurs I know have one thing in common—they can recognize value when they see it. They’re always seeking value, and they are masters at creating it. They have a value mindset.

These entrepreneurs are clear on the differences between the five basic economic terms: cost, price, value, expense, and investment. Unfortunately, many in our industry have not yet mastered this skill.

They confuse cost and price with value.

Or, they see investment as an expense. Let’s define these five economic terms: Cost: The time and money it takes to produce a good or service.

Price: The money a seller asks for the good or service.

Value: What the good or service will do for a buyer relative to the price being asked.

Expense: An outlay of time or money for a good or service that is consumed (used up).

Investment: The outlay of time or money in expectation of future benefits or returns.

Here are two examples where these five terms got confused.

1. A Cost-Plus Mindset The president of a large home building company prices his homes based on their

cost. His formula is sometimes called cost-plus. He adds up his costs, then adds a margin for profit and overhead, and that becomes his price. How do buyers buy homes? They look at value, not cost.

The five components of value to a buyer are location, size, condition, amenities, and price. They could care less about the builder’s costs. Do they perceive the builder created something of value that they want to live in? Or, has he spent $500,000 in costs to build a house that is only valued at $450,000 in the marketplace? This builder has a cost-plus mindset rather than a value mindset.

2. Expenses vs. Investments

Sales associates are shown a formula and convincing evidence that, if they invest $24 a year ($2 a month) staying in touch and building relationships with their customers, this formula will give them a $1,000 per year return on their investment. In our classes, I ask the question, “If you could earn $1,000 in gross commission income for every $24 you invest, how much would you invest?” The correct answer is, “All you got!”

It’s incredible to me how many associates have confused looks and find excuses not to make this investment. Why? They either see the $24 as an expense rather than an investment or they have a fundamental belief in scarcity. In either case, they don’t

have a value mindset.

In their remarkable book, “The GoGiver,” Bob Burg and John David Mann offer The Law of Value: “Your true worth is determined by how much more you give in value than you take in payment.”

Observe the best and brightest in our industry, and you will see the value mindset. Top sales associates are masters of articulating their value to a seller, not just their fee (price). Top companies articulate the value they are bringing to their associates. They present their office fees not as expenses but rather as the investment they are making in their associates’ businesses.

Managers and staff are viewed as investments, not as expenses, and a return is expected on these investments. The goal of managers and staff is to bring more value to their sales associates than they receive in compensation (The Law of Value). This mindset creates a value-driven organization.

Top companies and top associates have a mindset that “everything I do and every dollar I invest should create value for someone and generate a return on that investment.” If it doesn’t, then it is an expense and should be eliminated if possible.

Become a master at creating and delivering value. Have the value mindset.

This article reprinted with the permission of Real Trends Inc. Copyright 2018

BAKERSFIELD REALTOR® MAGAZINE

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THE A TEAM (AFFILIATES IN ACTION) We also have a special group of individuals who form a group of loyal, hard-working Affiliate Members called the A Team, who serve the Association in a variety of ways. To achieve the A Team status, the Affiliates must meet certain criteria that has been established.

If you’d like to be part of this special group of Affiliate Members, the A Team, contact Jeff Aguilera, Affiliate Chair, or Marrisa Williams, staff liaison at 661.635.2300.

JEFF AGUILERA, CHAIR, Cornerstone Mortgage | 661.578.9259 | jeff@csmbakersfield.com

DEANA WITWER, VICE-CHAIR Built Right Home Inspection 661.377.7777 Deana@builtrighthi.com

DAN ARDIS San Joaquin Valley Mortgage 661.342.9381 danardis@sjvalleymortgage.com

SUZI BEATY Fidelity National Home Warranty 661.477.3906 suzi.beaty@fnf.com

BARBARA BOGNER North American Title 661.664.6221 bbogner@nat.com

STEVE FENTON Accelerated Lending Group 661.489.LEND (5363) sfenton@mylenderalg.com

MIKE GEORGE Agape Mortgage 661.324.2427 mikegeorge@agapemtgco.com www.agapemtgco.com

SHARI GEORGE Agape Mortgage 661.324.2427 sharigeorge@agapemtgco.com www.agapemtgco.com

LISA HOOK-ESTES The Mortgage House – Stockdale 661.301.5472 Lhook-estes@themortgagehouse

CHEREYL NUNN Loan Depot 661.270.8601 cnunn@loandepot.com

JANETTE RAMSEY Janette Ramsey Insurance 661.328.9250 janette@jramseyinsurance.com

SARAH SIMMONS Home Warranty of America 661.337.0362 sarah.simmons@hwahomewarranty.com

BARBARA WELLS San Joaquin Valley Mortgage 661.703.2227 bwells@sjvalleymortgage.com

Buyers and Sellers still need You!

It’s true. More buyers and sellers than ever are using a real estate agent, and they choose one that was referred to them by someone they trust contribution by

STEVE MURRAY REAL TRENDS PRESIDENT

The California Association of REALTORS®, The CE Shop and REAL Trends joined forces to produce a 2018 Harris Insights & Analytics study of recent buyers and sellers, and there’s good news for the industry.

While a more detailed report will be released soon, here are some high-level conclusions. %

90

n 90% of all buyers and sellers used a real estate agent in their transaction. This is up from 85% in a similar REAL Trends study done four years ago. %

69

n When asked what the most important

factors were in choosing an agent, 69% said that it was essential to get a “referral from someone I trust.” That was followed by “agents who had listings similar to what I am looking for (64%), “looking at websites with ratings of agents (62%) and having a personal relationship with the agent (57%). %

89

n 89% said that having a real estate professional assist in negotiating the best price, whether buying or selling, was extremely or very important. Interestingly, 83% said that “providing a list of homes to look at” was extremely or very important.” %

82

n 82% of these recent buyers and sellers say that they, “prefer to use a real estate agent for my transaction because they are

professional.” The same 82% said that “I think of my real estate agent as a trusted advisor.” %

90

n One last important fact from the study regardless of the age cohort, 18-34, 35-54 or older, each age group was at or above 90% usage of a real estate agent.

The California Association of REALTORS®, the CE Shop, and REAL Trends will be releasing more detailed information, shortly.

The study was conducted in June-July 2018 and was composed of approximately 1,000 families who had bought or sold a home in the prior six months. Harris Insights & Analytics is among the most respected research firms in the world. REAL Trends has used them four times since 2001 to do similar studies.

This article reprinted with the permission of Real Trends Inc. Copyright 2018 BAKERSFIELD REALTOR® MAGAZINE

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22016 018

AS SOC IATION

H IG H L I G H T S

YPN Softball

A N D

CEL EB R AT IO N S

Golf Tournament

This committee continues the legacy of our annual Golf Tournament, which began 57 years ago. They plan, promote and coordinate the Golf Tournament in a relaxed setting and environment that promotes goodwill and fellowship. Most importantly, they work diligently to raise funds for various local charities.

A day filled with friendly team rivalry and fun for everyone Members pulled together to make the Annual YPN Softball Tournament a home run. It was a fun-filled day with a bit of friendly rivalry between members at the Mesa Marin Sports Complex. This year’s coveted trophy was won by the Agentcor Team.

Affiliates

Affiliate partners’ support and participation has always been a vital part of our Association’s success and membership experience. Throughout the year our Affiliates are hosting many events to enable REALTORS® to meet and interact with our business partners. This year’s Affiliate committee is led by Jeffrey Aguilera, Cornerstone Mortgage, and Deana Witwer, Builtright Home Inspections.

Education

Fight Against Cancer

Our Education Committee serves members by providing, promoting and developing timely, high-quality educational opportunities for members. It provides courses that will assist members in maximizing their ability to successfully conduct their individual businesses. Led by Chair Debi Roberson, and Vice chair Carrie Williams, who have brought in speakers such as Joel Carlson, Mike Leggett, Gov Hutchinson (right) and so much more.

REALTORS® BRINGING HOME THE CURE Each year our members come together to raise funds and awareness to save lives from cancer. Our fundraising event was an entertaining evening of wine tasting, food and entertainment. The committee and leadership, Ronda Newport, Debi Roberson and Kym Plivelich, raised over $435,000 for the American Cancer Society and Campout Against Cancer.

YPN

Our YPNers are tomorrow’s leaders today. They have hosted many lunchand-learns and mixers so that they can proactively help and engage our younger REALTOR® members to excel in their careers. They also encouraged other YPNers to participate in Legislative Day activities in Sacramento.

Scholarships

Our Association champions the pursuit of higher education. To encourage and support the educational endeavours of students in Kern County, the Bakersfield Association of REALTORS® Charitable Foundation awarded 14 young recipients with scholarships.

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BAKERSFIELD REALTOR® MAGAZINE

Attendance & Reception

This committee is invaluable to our members.

They always work behind the scenes checking everyone in, or even selling raffle tickets. They’re wonderful at creating decorations for some of our many fundraisers. Their great talent shines every Christmas as this committee decorates the office each year.

F RO M

O UR

VARIOU S

C O MMI T T EES

A N D

EV EN T S

Christian Real Estate Fellowship

Judy Miller organizes monthly fellowship and worship, along with many great speakers. The CREF comes together to encourage and to be encouraged by others, often listening to testimonies of faith. Always set in prayer, with a little worship music to begin the fellowship.

Commercial Investment

Membership Development Orientation

This committee plans and organizes monthly Commercial Investment meetings, including pitch sessions and educational speakers geared towards commercial and industrial real estate. This year’s Chair, Clint Bear, brought in some heavy hitters, such as Marc Thurston, Vince Fong, Shannon Grove, Greg Burns, Don O’Dell and so much more.

Equal Opportunity and Diversity

They promote the benefits of diversity and inclusiveness within our organization and community which include outreach activities and initiatives which address our multicultural community and real estate market. This year we partnered again with the Boys and Girls Club.

MLS Open Forum

This forum engages our MLS participants and subscribers for educational purposes,.

It’s about the sharing of information and obtaining feedback from our members regarding various ways to improve. This year we had some great speakers: David Knoeb, Sheri Anthes, Jeanne Radsick, Mike Leggett and so much more.

Membership Development/Orientation seeks ways to enhance the value of membership and plans, and conducts orientation classes every month at the Association. This class is invaluable to new REALTORS®, taught by many of our seasoned REALTORS®, including our own Ombudsman.

Leadership Academy

The Academy’s objective is developing effective leaders who create value within our Association. The newly formed team consist of seasoned Association leaders whose goal is developing effective leaders who create value within our Association.

Communications and Public Relations

This is a diverse group of members with the purpose of keeping a strong pulse on our membership and community through effective communication and feedback led by Derek Sprague, Chair and Ronda Newport, Vice Chair

Review RGR Government Advisory Council

ADVOCACY IS KEY, GET INVOLVED! We had a number of speakers this year brought to us by Kim Schaefer, our GAD. Our guest speakers were very informative about political issues affecting our business and community.

Some of those speakers included David Valadao, U.S. Congressman.

REAAC

PROTECTING THE CONSUMER REAAC is a collaboration between the District Attorney’s real estate fraud unit and Bakersfield real estate professionals. REAAC members help identify new and old types of fraud and scammer tactics, and educate the public on how to contend with these tactics.

BAKERSFIELD REALTOR® MAGAZINE

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STATEOFTHE

HOUSING MARKET

AUGUST 2018

2017 Compared to 2018

by MLS Area

APRIL 2016 SEPTEMBER 2018

All Areas

All Areas

Bakersfield

Bakersfield

QUARTERLY COMPARISONS * Figures from Single Family Homes Only.

Statistics were run on October 30, 2018

$

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BAKERSFIELD REALTOR® MAGAZINE

Bakersfield uses the following Zip Codes: 93301, 93302, 93303, 93304, 93305, 93306, 93307, 93308, 93309, 93310, 93311, 93312, 93313, 93314.

2018 YEAR-TO-DATE STATS Area

Dollar Value

# Sold

Average Sold Price*

% of List Price*

DOM*

2018

2017

2018

2017

2018

2017

2018

2017

2018

2017

10

252

205

$46,044,455

$34,508,468

$188,884

$173,627

41

44

97.57

96.99

21

144

150

$15,840,625

$15,205,765

$118,295

$106,899

37

39

97.48

98.11

22

177

204

$31,272,832

$33,843,032

$179,860

$169,068

29

32

98.81

98.39

23

31

16

$7,616,750

$5,415,400

$245,702

$338,463

36

63

98.66

96.82

31

236

214

$39,546,420

$32,862,670

$167,955

$153,564

44

36

98.15

98.09

32

467

438

$90,050,412

$77,380,254

$206,205

$187,717

34

45

98.64

98.08

33

191

156

$44,929,433

$35,772,678

$243,831

$235,815

45

50

98.62

98.32

34

71

85

$23,717,938

$25,867,734

$336,221

$320,421

68

50

97.40

95.85

41

100

93

$14,799,593

$12,889,639

$149,424

$140,176

42

41

98.01

96.12

42

86

110

$16,267,200

$19,087,310

$194,641

$176,077

33

49

98.11

98.32

43

14

8

$2,866,390

$1,220,250

$207,200

$168,321

29

63

94.20

98.88

51

454

455

$75,111,334

$69,870,985

$174,335

$162,605

31

35

98.69

98.71

52

1203

1164

$274,118,801

$250,567,084

$242,342

$226,901

33

39

98.80

98.53

53

715

676

$244,976,822

$212,025,641

$344,664

$317,028

40

40

98.05

98.31

54

8

11

$2,972,102

$4,313,010

$354,586

$392,092

31

49

98.60

99.60

61

173

150

$49,239,596

$42,657,999

$285,623

$288,092

35

55

98.71

98.26

62

849

966

$264,519,713

$294,207,248

$311,907

$305,390

41

41

98.66

98.61

63

391

361

$155,984,602

$136,477,718

$403,580

$380,700

44

49

97.92

98.65

64

17

18

$6,948,195

$6,910,300

$421,450

$403,456

65

24

97.47

98.03

65

47

45

$14,654,674

$13,503,970

$311,802

$300,088

44

134

99.41

99.52

80

179

153

$51,558,484

$44,301,699

$296,953

$294,368

64

62

97.49

97.61

81

23

14

$6,311,900

$3,137,100

$293,595

$224,079

201

126

86.82

95.82

82

26

32

$3,212,475

$4,465,315

$149,399

$163,497

105

74

95.60

96.40

83

22

42

$3,970,131

$9,219,498

$196,068

$224,487

91

131

95.83

97.00

84

3

5

$1,235,000

$2,095,771

$427,500

$608,136

27

4

97.71

100.52

85

13

16

$3,867,500

$4,316,300

$312,500

$306,177

73

131

96.63

96.48

91

50

47

$8,132,870

$7,330,211

$166,601

$152,615

42

32

96.02

96.34

92

5

11

$1,839,690

$4,421,625

$367,938

$431,163

40

72

96.07

95.82

93

1

5

$187,000

$1,217,400

$187,000

$243,480

12

92

106.86

99.12

94

7

11

$1,364,400

$2,018,500

$206,567

$196,438

40

40

103.78

92.31

95

179

183

$37,377,977

$34,297,790

$209,781

$188,187

37

64

98.36

97.81

96

167

152

$21,593,000

$18,575,699

$130,806

$119,770

49

55

97.13

96.24

98

148

135

$31,798,650

$26,942,540

$214,856

$200,023

40

34

96.93

97.64

99

186

117

$53,875,534

$41,698,019

$300,529

$360,739

51

56

96.18

97.36

* Figures from Single Family Homes Only. Statistics were run on October 30, 2018

BAKERSFIELD REALTOR® MAGAZINE

33

It’s Time to get Onboard

Is your brokerage ready to join the hyperlocal revolution? Here are some strategies contribution by

BRENT DRIGGERS REALT TRENDS WEB STRATEGIST

Hyperlocal real estate marketing is finally catching on with the big portal websites.

Whether or not your brokerage is ready is no longer the question. The question now becomes, what can you do differently to provide a hyperlocal real estate marketing experience that is different from everyone else? Big portals such as Trulia and Zillow are enhancing the home search experience to better inform home shoppers about local information that matters. Trulia recently introduced Trulia Neighborhoods to give users a strong sense of what it’s like to live in individual communities.

Trulia Neighborhoods is a first-of-itskind experience that provides content from local sources. Insights and data are sourced directly from locals to ensure accuracy and legitimacy within each neighborhood. Trulia has tapped into their online community to rate neighborhood features by answering specific questions about that neighborhood, which then creates the data that is displayed on the neighborhood pages. Once the data has been collected and compiled by Trulia, they report whether or not that neighborhood has those individual features.

Trulia is taking a strategic approach to hyper-local real estate marketing by providing a resource for consumers that has never been available at this granular level.

Consumers are always seeking new and engaging information that will give them laser-targeted insight into specific attributes of a neighborhood. Trulia realizes this.

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BAKERSFIELD REALTOR® MAGAZINE

Hyperlocal Real Estate Marketing – Where Do I Start?

What can you do to differentiate your brokerage from the competition, but also provide hyperlocal real estate marketing?

The answer to this is simple and straightforward. You must leverage your expertise and produce content/neighborhood pages that are extremely specific to a particular area of a neighborhood. Providing data and content that is invaluable to the user and cannot be found elsewhere.

A great starting point for obtaining hyperlocal data and content is with your real estate professionals. Have them gather specific information about the neighborhoods and communities they are servicing. For example, real estate professionals who are particular to a specific community can review a local restaurant and post that review on the blog or use that content on a neighborhood page.

Another example would be hiring a photographer to take pictures or videos of local hot spots in or around a particular neighborhood. Repurpose those images and videos on your website, blog, and social media. Write content about the different spots featured in the images. This becomes one-of-a-kind content that is unlikely to be found elsewhere and creates long-lasting value for your consumers.

There is also the paid approach of obtaining hyperlocal real estate marketing data in a streamlined manner.

A few companies are doing this well. Here they are:

LiveBy

This technology gives brokerage owners the ability to embed code on their existing website and display hyperlocal content in a meaningful manner. LiveBy has unique features that allow potential clients to dive deep into a neighborhood and data behind that particular neighbor-hood. The platform comes equipped with dynamic data feeds that populate and auto update on your website.

The most exciting part of LiveBy is the type of information that is displayed and how often the system updates. LiveBy integrates and feeds some of the best hyperlocal data from their system that includes interactive maps, market trends, properties, demographics, school data and much more. The platform is customizable based on what data you would like to be displayed, and it is straightforward to add to your website.

zavvie This is a robust system that gives your business all the hyperlocal tools it needs. zavvie comes fully equipped as a neighborhood website that is updated daily with the market and hyperlocal information.

It also comes with a native mobile app which allows you to publish hyperlocal content straight from your mobile device.

Lastly, the daily content feed will curate content automatically when it is posted.

This will keep your website looking fresh and new on a consistent basis.

This article reprinted with the permission of Real Trends Inc. Copyright 2018

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Prsrt Std U.S. Postage PAID Bakersfield, CA Permit #70 GROWING A STRONGER COMMUNITY

SAVE THE DATE…YOU’RE INVITED: JANUARY 25, 2019

Inaugural Celebration Dinner & Dance HONORING

Join us on. . .

January 25, 2019 LUIGI’S WAREHOUSE 725 EAST 19TH STREET

6pm: No Host Cocktails 7pm: Dinner and Program 9pm: Dancing Cocktail / Formal attire Black Tie optional

S P O N S O R S H I P S A R E AVA I L A B L E N OW ! C O N TAC T C I N DY AT 6 61 . 6 3 5 . 2 31 5