2nd quarter magazine 2018

Official publication of

greater

DOWNEY ASSOCIATION OF REALTORS

IN THIS ISSUE: • The Online Experience • If You Build It: Will They Come?

• Greater DAOR Leadership at C.A.R Legislative Day

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G. D AY

LTOR ACTION

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• Community Clean Up

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• 2018 Scholarship Luncheon

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Jesus, Rene, and Ernie Join Others At C.A.R. Legislative DAY

2nd Quarter 2018 Volume 5 Issue 2 PAGE | 1

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2018 Leadership of the Greater DAOR Executive Directors: Ericka Saenz, President Daniel Nevarez, President-Elect Ruben Sariñana, Vice President Rowena Dominguez, Treasurer Jeanette Baumann, Executive Vice President Directors: Michael Berdelis Maribel Chavez Maria Lilley Remoun Said Luther Sanchez Esther Lee Vicki Spearman Immediate Past President: Mario Acevedo

Greater Downey Association of REALTORS 12073 Paramount Blvd - Downey, CA 90242 562 861-0915 - Fax 562 923-9995

www.DAOR.com Monday - Friday 9am-5pm Saturday 9am-1pm 24/7 text support :

Text DAOR to 55469 Volume 5 - Issue 2

This publication is printed quarterly, delivered in March, June, September & December

Greater DAOR Chaplain: Roman Meza CAR State Directors: Ericka Saenz, Mireya Ruiz, Mario Acevedo, Dan Nevarez, and Josue Barrios, Assistant Regional Chair

Table of Contents: PAGE 1 The Online Experience

Affiliates In Action Committee Luz Lluncor, Chairperson

PAGE 2 2018 Clothing Drive

Oversight Committee Jackie Funk, Chairperson Budget & Finance Committee Carrie Uva, Chairperson REALTORS Advocating for Political Progress Jesus Guerra, Chairperson

PAGE 1

PAGE 5 April Luncheon

Grievance Committee Mireya Ruiz, Chairperson LCRC Trustees Nubia Aguirre, Chairperson

PAGE 6 REALTOR Community Clean Up

Local Government Relations Andrea Jimenez, Chairperson Membership/MLS-Technology Committee Jose Perez, Chairperson Professional Standards Committee Diane Sanchez, Chairperson

PAGE 7 Scholarship Luncheon PAGE 5 PAGE 8-10 CAR Legislative Day

REALTOR Community Relations Committee Tyler Wirth, Chairperson Scholarship Committee Jeff Worthy, Chairperson

PAGE 11-12 REALTOR Action Fund Contributors

Greater DAOR Staff Jeanette Baumann, EVP - evp@DAOR.com Customer Care Department Nelly Palma, nellyp@DAOR.com Andrew Garcia, communications@DAOR.com Amanda Camarena, education@DAOR.com Selena Mendoza, customercare@DAOR.com

PAGE 3-4 If You Build It:Will They Come

PAGE 7

PAGE 13-14 Annual Bowling Tournament PAGE 15 Affiliates in Action Working for You

Membership Department Julie Sartor, julies@DAOR.com Violet Pantoja, membership@DAOR.com Susie Gonzalez, cs@DAOR.com

On The Cover Refer to Page 7 PAGE 13 PAGE | 3

THE ONLINE EXPERIENCE

Your website is fantastic but are you delivering on the last mile to the consumer?

By Steve Murray, president If you read about Amazon, Walmart, Target and others, you’ll see that all offer online ordering that will deliver to your home or allow you to pick up your order, already prepped and ready to go, at the store. Numerous retailers are doing the same.

While there are no precise statistics about the percentage of consumers who do either, imagine if that was the only way to get your goods from Amazon, or your favorite wine club shipments, or any item you order online. Does anyone seriously think that Amazon would be as successful as they are today if they didn’t give consumers delivery options?

Real Estate Online Merchants Now, let’s think about the online merchants in residential brokerage. No one can argue that Zillow, Realtor.com, Homes.com and others have come to dominate the residential online viewing market. Their viewership dwarfs all the others. But, they have a real challenge. As successful as they are in pleasing the online housing viewer, they’ve been unable to find a way to connect the last mile. Once a consumer gets excited about what they find on these sites, they then turn to finding an agent to deliver on the ground service. Here’s the problem—even agents who pay for leads from these sources are poor at follow up. Most broker-age firms have the same problem. They excite the consumer with their online services then fail to deliver that last mile.

How do You Compete?

Can you imagine if you used Amazon and they only delivered the products you order a third of the time? That’s the challenge facing everyone who spends money to build an online audience among housing consumers. How does an online portal or brokerage firm deliver a full, satisfying experience to housing consumers if they can’t deliver the right agent to the housing consumer when the consumer wants to interact? How does an industry not set up to deliver a

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seamless service compete in the new environment?

Can Redfin Complete the Last Mile?

This, of course, makes Redfin interesting. They have an excellent web presentation (some say one of the best), and they have full-time employee-agents and support staff to attempt to complete the last mile. This doesn’t mean they do it perfectly (no human system is perfect), and it doesn’t relieve them of the problem of hundreds of thousands of inquiries that lead to no business. For instance, they reported that they had over 20 million visitors to Redfin in 2016 yet closed only 36,000 transactions, some through their agents and some through partner agents. That kind of visitor to closed transaction rate is typical of many brokerage firms and portals.

However, Wall Street seems to think that Redfin is the model of the future. Currently, they award a valuation higher than that of RE/MAX and not far behind Realogy, each of which closed over one million transactions in the United States—and made money doing so. One stock market analyst projects revenues of more than $700 million and EBITDA of $40 million for Redfin for the calendar year 2019. That values them today at more than 50 times their projected earnings three years from now!

It’s not just a great web presence that will create long-lasting prosperity for those in the residential brokerage industry.

For portals and brokerage firms, completing that last mile is going to be critical for the future success of anyone operating in the age of Amazon.

Lesson: Amazon has a range of products, but it’s their ability to deliver them to their customers that’s enviable. Brokerages and listing portals who can’t complete the last mile to the consumer will be challenged.

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

CLOTHING DRIVE Thank you to all the REALTORS who gave to Clothes The Deal!

Clothes The Deal is a non-profit organization that provides business attire to low-income individuals to empower them to interview with dignity and confidence in their pursuit to achieve economic self-suffiiency through securing gainful employment. Visit their website at ClothesTheDeal.org.

THANK YOU REALTORS!

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IF YOU BUILD IT; WILL THEY COME? Many of the national networks are making moves to bring technology in-house. Will it work?

By Steve Murray, President

Keller Williams recently announced that they are providing a total platform for their agents and customers. RE/MAX announced the acquisition of one of the better real estate web services’ companies in the country. Realogy reshuffled their senior team, and the CEO announced a focus on better use of data. Berkshire Hathaway wants to take their technology in-house.

Last year, we said that each of the national real estate national franchisers had announced and signaled their intentions to bring their technology in-house as opposed to assembling outside suppliers. Whether this was the view that big data and artificial intelligence were becoming far more important than in the past or a myriad of other reasons, these global real estate firms were moving in a wholly new direction than in the past. Certainly, each was also watching firms like Redfin, Compass and others, raising hundreds of millions of dollars of capital to invest in real estate technology and brokerage.

Will Agents Adopt These Platforms?

There are thousands of other words written about whether they are too late to the game, that they can’t catch up to Zillow, Realtor.com and others in the technology game or that they will never get their agents to buy-in to their technology platforms. After all, agents and teams already have access to their own and will be loath to adopt the franchisers’ tech platforms. On this last score, brokerage firms talk about the struggle to get their agents to adopt technology that the broker has vetted and deployed. So, this is not a new story. As for whether the first two issues are right or wrong depends on your understanding and reading of franchisers’ and affiliates’ perspectives.

A Different Look We tend to look at this differently. First, saying that they are too late to the game is to say that Google couldn’t supplant Microsoft; that Apple couldn’t compete in the cell phone market; that Facebook couldn’t PAGE | 3

catch Google—you get the point. Saying that the major franchise organizations can’t compete in providing technology against incumbents is nonsense.

They have enormous sums of capital to deploy. They have thousands of agents and hundreds of thousands of customers and have well-known and trusted brand names. They can, and likely will, compete just fine.

We don’t doubt their ability to build or buy technology that will enable them to do so.

The Use of Data and Artificial Intelligence (AI) What national networks know is that the strategic use of data and artificial intelligence are not fads.

That would be like saying that Billy Beane and Paul DePodesta of Moneyball fame were just data geeks.

Except, they showed how using data could change an entire industry forever. No one doubts that using data strategically or using intelligent systems are highly important. They also know that the major challenge is not whether they should build such systems, but whether they can get their brokerage affiliates, agents and housing consumers to use these systems.

Consider this. Google, Amazon, Realtor.com and Zillow did not get our information for free. There was an exchange of value. Without going into this deeply, that is a fact. Google gave us the ability to search everything for free easily—something those of us born before they were invented know was not easy.

Facebook enabled users to find friends and stay in touch in ways never dreamed about before. Amazon allows you to buy tons of products and have them on your doorstep within days. Realtor.com and Zillow gave us access to everything residential—listings, sales, valuations and millions of housing consumers.

In each case, there was an exchange of value that was acceptable to millions of people.

Find Answers to Everyday Challenges Rather than deliver raw data, many of these firms brought answers and solutions to everyday challenges. Call them smart solutions or intelligent systems,

but they delivered more than data. Years ago, it was noted that data is at the bottom of the value chain.

Organize that data, and you have information. Put that information into the hands of people who know what to do with it, and you have knowledge. Knowledge is the top of the food chain, not data. Those firms listed above are focusing on knowledge, not just data. The Moneyball system doesn’t work if owners, general managers and coaches don’t know how to use the data to pick the right players.

How to Be Successful So, the way any franchiser can be successful is to create systems that incorporate both the exchange of value and the delivery of information to the right people who know how to act on it. Hence, their challenge is not so much about whether they can assemble the systems to compete with Redfin, Realtor.com or Zillow, but that they can solve for the problem of getting their brokerage affiliates, teams and agents to adopt what they are providing.

Hence, if they build it, will they come is the real question.

Gary Keller thinks they can. If Keller Williams builds a large ecosystem of consumer and housing data and delivers it in a way that gives agents more knowledge about these things than their competitors, why shouldn’t we think that Realogy, RE/MAX and Berkshire Hathaway can do it too?

How to Get Buy-in is the Question How they get buy-in from their brokerage firms, agents and teams is an entirely different question.

They do have some advantages. They can amend their current value exchange in a myriad of ways, and they can make it so easy and inexpensive to use their systems that agents would be foolish not to do so.

Lastly, given the turnover in the industry, how long is it before more than half of their agents were new to them in the past five years? Further, if we move to proprietary systems among these large enterprises, how much more difficult is it to move from one organization to the next?

We are not saying that building a complete platform is easy. It’s not. If it were, it would have been done already. Redfin has one of the most complete real estate platforms and spent hundreds of millions building it. Yet, after 10 years, their brand still has less than 1 percent market share in the United States. It’s not easy.

What we are saying is that we think the real challenge will be getting buy-in. And, that calls for a fundamental reexamination of the relationship between the franchiser, their affiliated brokerage firms, agents and the housing consumer. That is a far largear challenge than most think. Doable, yes. Easy, no.

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

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APRIL LUNCHEON TOM FERRY

Greater DAOR members got together to hear from Tom Ferry! Tom gave excellent real estate marketing tips! Also, Greater DAOR announced the top bowling teams who participated in the April bowling tournamnet, see page 13.

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On May 17th and May 31st Greater REALTORS gathered in Downey, Norwalk, and Pico Rivera to help clean the parks and parking lots! We want to thank everyone who participated in this year’s community clean up. Communities also thank you.

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Scholarship Luncheon

Recipients

We want to Acknowledge our 2018 scholarship recipients! On April 27, the Greater DAOR Scholarship Committee awarded Anais Macias, Sarah Perez, Alejandra Barreto , and Marina Macias with a $1000 college scholarship. We are proud of our local scholarship students and we know they will do great on thier new college journey.

CONGRATULATIONS TO ALL 4 SCHOLARSHIP WINNERS! Scholarship Committee Members Chiarperson Jeff Worthy, Maria Lilley, Rowena Dominguez, Irma Salgado, Hector Benavidez, Mario Espinoza, Flor Martinez, Sandra Carnet, Julio Midolo, Tyler Wirth, Carmen Torres, Natalie Romo, Esmeralda Rivera PAGE || 77 PAGE

GREATER DAOR LEADERSHIP

IN SACRAMENTO FOR THE BIGGEST LEGISLATIVE DAY IN HISTORY

The Greater Downey Association of REALTORS® joined more than 2,500 REALTORS® at the State Capitol for Legislative Day. This year, attendance was unprecedented and set a record for the largest group of REALTORS ever in attendance.

Legislative Day ended with the always-popular Capitol Reception. All C.A.R. members who have contributed at least $148 to the REALTOR® Action Fund were invited, along with the entire California Legislature.

Over 2,500 REALTORS joined forces at the State Capitol on May 3rd for the 46th annual Legislative Day, in Sacramento. REALTORS came together to discuss key real estate issues directly with their state legislators and staff. Legislative Day was an opportunity for networking, meetings with state legislators and lively industry related ‘Hot Topic’ discussions aimed toward outlining goals for a successful upcoming year.

As part of its ongoing effort to educate legislators on issues of importance, The Greater Downey delegation met with various Senators and Assembly Members from across the region to discuss key issues such as:

Governor Jerry Brown spoke about California’s housing shortage. Attendees were briefed on the need to increase housing supply and on issues impacting the real estate industry including unnecessarily burdensome specialty licensing for property management. They were also briefed on efforts to increase the opportunity for Californians to buy homes by establishing Homeownership Savings Accounts and by supporting the construction of Accessory Dwelling Units.

Later, C.A.R. members gathered in front of the California State Capitol for a photo. Afterwards, they visited their legislators for a two-fold mission: 1) to build support for bills that help the real estate industry and reinforce private property rights, and 2) to build opposition to increased costs and burdensome regulation.

California is experiencing a chronic housing supply shortage which results in skyrocketing prices. California’s currently holds a population of 40 million with only enough housing for 25 million. This equates to an additional 3 million housing units needed by 2030 in order to meet the growing population numbers at a rate of 180,000 units per year--currently the state is only building half that amount. We stressed that Lawmakers can help increase the housing supply through: • Streamlined Permitting Process • Fix CEQA to Fast Track Affordable Housing • Require Local Govt to Implement Housing Needs Numbers • Fund Affordable Housing • Defeat Proposed Laws that Discourage Rental Housing Construction SB 1237 (Bates) Property Taxation - OPPOSE. Change in Owner-

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ship - Current law requires reassessment when one legal entity or person acquires more than 50 percent of the ownership interests.

SB 1237 seeks to create a new “change in ownership” event for legal entity owned real property that occurs when 90 percent or more of the direct or indirect ownership interests in a legal entity are sold or transferred in a single transaction. C.A.R. supports SB 1237 as it seeks to create a fair and reasonable change to the law on transfer of property.

SB 1469 (Skinner) Accessory Dwelling Units - Support. This measure seeks to prohibit the imposition of impact fees, connection fees, capacity charges, or any other fees levied by local entities (i.e., school district, water corporation, etc.) when constructing an Accessory Dwelling Unit (ADU). Local agencies would only be permitted to deny the construction of a unit if its construction adversely impacts fire and life safety. As amended this measure reduces the time local governments must approve or disapprove an ADU to 60 days and clarifies that the construction of an ADU or Jr. ADU would no longer trigger a property tax reassessment. Finally, this measure gives the Department of Housing and Community Development review and oversight authority over local ADU ordinances and permits Attorney General to notify local agencies that they are in violation of state law.

Finally, the Greater Downey delegation urged legislators to SUPPORT C.A.R.’s effort to increase homeownership opportunities by supporting our Tax Fairness Initiative. C.A.R. is going to qualify an initiative for the November 2018 ballot which will allow senior homeowners (55 years of age and older) to keep all or most of their Proposition 13 property tax savings when they move. This is important because seniors, who are often on a fixed income, fear they will not be able to afford a big property tax increase if they sell their existing home and buy another one, discouraging them from ever moving. As a result of this “moving penalty” almost three-quarters of homeowners 55 and older haven’t moved since 2000. C.A.R.’s portability initiative would allow senior homeowners to transfer their property tax base from their current residence to a replacement residence located anywhere in California.

For further information, please contact the Greater Downey Association of REALTORS at (562) 861-0915.

MANDATORY FOR ALL REALTORS Three ways to fullfill this requirment 1- Attend this course at Greater DAOR Education Center June 27th—9:30am1pm Reserve my spot= membership@DAOR.com

FACTS: 

Every Realtor in the Nation Must take an Ethics Course every 2 years



If your DRE license was renewed in 2017 or 2018 you do not have to attend this course or do anything



If your DRE license expires in 2019 or 2020 you MUST fullfill one of the three options this year



This course is not CE credit

2- Attend this course in the convienece of your home/office on June 27th 10am—1pm. Mark your calendar now, link will be available prior to event and posted on Monday emails.

3 - On your own time, take a different online quiz by December 10, 2018 (must pass with 70%) find the quiz here: https://learninglibrary.com/COE/A/HOME? affiliateId=10868&affiliateId=10868

Fullfill Your NAR Ethics Requirements on JUNE 27, 2018 - More info in the Monday Emails.

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y a D e v i t a l s i g Le s l a i n o Testim

FIND OUT WHAT SOME OF OUR MEMBERS WHO ATTENDED FOR THE FIRST TIME THOUGHT ABOUT THE SACRAMENTO LEGISLATIVE DAY

Andrea Jimenez

I am so glad I was able to attend C.A.R Leg. Day for a second year in a row. Another amazing and informative experience.

As REALTORS we don’t always know what happens at the legislative level that can either negatively or positively affect both us and our clients. Our participation at the State level makes a huge difference.

I appreciate all of the efforts the Greater Downey Association of REALTORS makes to enable us to make our voice heard and help us sustain a strong industry while protecting our clients needs as homeowners. I would highly encourage each REALTOR to get involved any way possible. Together we make a difference.

Rene Luna

This was my first time at C.A.R. Legislative Day and it showed me the importance of our participation. It also allowed me to see how we can directly impact laws that affect our industry. Thanks to this opportunity, it has strengthen my belief to continue contributing to support our lobbying efforts.

Sandra Carnet It was a Wonderful bonding experience with fellow REALTORS, exciting to see so many REALTORS visit the Capitol and lobby with such passion and respect. I would love to experience this again and I encourage other REALTORS to at least experience it once in their lifetime.

Jesus Guerra It was a blessing to be part of “Leg. Day” this year. Being my first time attending it was a great experience to see how our Real Estate Industry can either be influenced in positive manner to protect our industry. It’s very crucial for us as REALTORS to understand the laws that are being suggested and how our legislators take the time to listen to our voice. It was good to see so many REALTORS from all areas of California and come together as one. On a personal note I came back with a lot of knowledge and how the housing market is impacted by the shortage of Housing here in California. We have a voice and we must continue to educate each other and work together to make this state not only a great place to live in, but to work in. I love Real Estate and what I do. I will continue to make my voice be heard for as long as I am in the Real Estate Business.

Ernie Sifuentes I had the privilege to attend C.A.R. Leg. Day for my first time with our Greater DAOR colleagues to the State Capital this year. Legislative Day was an eye opener to see the large representation of realtors and to see how Legislators tackle all our Real Estate issues. As I shared my trip with some of my fellow agents I brought up the importance of us getting involved in the “REALTOR Action Fund” so that our voices are heard and have political representation. It was a pleasure to meet a few of our Legislators and I appreciate the hospitality that was given to us by all the Greater DAOR personnel. I highly recommend that everyone attend Leg Day next year so that you can experience it and see how we can all make a difference in our Real Estate business.

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SILVER BEAR CONTRIBUTORS $449

Eloy Villamil

RE/MAX Innovative

Joe Villaescusa C21 Allstars

Jose Perez

Lotus Group RE

Mireya Ruiz C21 Allstars

Ericka Saenz

C21 Jervis & Associates

MEMBERS WHO CONTRIBUTED $148 TO THE REALTOR ACTION FUND Alicia Fombona Antonio Lanz Armando Gonzalez Athena Sanchez Bertha Rodriguez Craig Marson Dan Nevarez Dale Jervis David Jervis Diane Sanchez Don Jervis Jr Edgar Cuevas Edwin Huber Ernie Sifuentes Esther Lee Froylan Alfaro George Gordon

George Mairena Goldene Byma Gustavo Mendoza Humberto Sapien Jackie Funk Jacob Davila Jason Cierpiszewski Jeaanette Baumann Joe Medina John Lacey Jorge Rico Judith Gallardo Karen Kayashi Kathy Nelson-Potts Larry Kooiman Linda Pak Louie Lujan

Luz Ortega Maggie Landeros Marco Cilloniz Margaret Limon Maria Fernandez Maria Cuadros Mario Acevedo Mel Berdelis Nahed Benyamein Nashat Benyamein Oscar Ramos Patricia Garcia Penny Watson Pieter VanDerMark Remoun Said Rene Luna Rina Villeda

Rita Berdelis Ron Brandenburg Ruben Sarinana Jr

Sandra Carnet-Guttierrez

Sossi Gabriel Stephaine Banuelos Steve Roberson Tae Kim Teriann McKenna Toni Stewart Tracey Brandenburg Vicki Spearman Victor Palacios Wesley Iniguez Winnie Long Yami Rico

MEMBERS WHO CONTRIBUTED $49 TO THE REALTOR ACTION FUND Al Allensworth Alejandro Veloz Alejandro Lopez Jr Alex Saab Alfonso Sanchez Alfredo Pineda Ana Mejia Anita Contreras Anthony Ontiveros Arlene Chavez Carlos Esriba Carlos Garcia Carlos Marin Carolina Turcios Christine White Christopher Foster Chuck Gugliuzza Crystal Ramirez Daniel Andrade David Heck

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David Sarinana Delma Duarte Dennis Adame Dorothy Pemberton Dr Robert Diamond Edith Villa Eloy Villamil Ernesto Arteaga Esmeralda Rosales Frank Moreno Gilbert Navarro Griselda Arenas Harvey Ruffin Ignacio Gutierrez Janet Lau Jeff Ramos Jeff Zolot Jessica Duran Jesus Guerra Jesus Soriano

Jorge Ventura Jorge Hernandez Jorge Sotomayor Jose Leiva Jose Rosales Jose Trujillo Josue Barrios Juan Arenas Juan Monroy Juan Sanchez Julia Higueros Julius Rosas Karen Kim Kathy Oh Katonja Neal Kevin Messiha Lori Pryor Lourdes Robles Lucy Salgado Luis Torres

Luther Sanchez Luz Lopez Lydia Kiner Manaus Munoz Margie Camacho Maria Lilley Maria Mancia Maria Moralez Maria Elena Aguirre Maria Elena Guerra Maribel Chavez Marina Martin Mario Persico Martha Lima Melanie Guillen Melissa Machado Michael Angel Duran Mike Rico Miriam Villanueva

Monica Hathaway Monique Sarinana Norma Machado Nubia Aguirre Paulo Lopez Regina Ferron

Ricardo Rodriguez Richard Estrada Richard Borjas Richard Turcios Roman Meza Rowena Dominguez

Ruben Rios Russell Skersick Sergio Aranda Sole Gutierrez Steven Padilla Teresa Pulido

Tyler Wirth Valerie Zaragoza Young Lee

MEMBERS WHO CONTRUBUTED $20 TO THE REALTOR ACION FUND 2018 Adolfo Orozco Adrian Guerrero Albert Sanchez Alberto Callejas Alex Carrillo Alfred Valencia Ana Acosta Ana Esparza Andy Zuloaga Angel De La Torre Angel Martinez Angelica Munoz Angelo Picarelli Annamarie Banales Armando Martinez Arnold Cheesman Arturo Basulto Arturo Briones Benny Moran Brisa Bueno Bruce Johnson Candy Capi Carlos Aguilera Carlos Diaz Carlos Otero Carlos Ramero Carlos Salguero Carmen Jimenez Catalina Alvarado Cecilia Mota Cesar Arteaga Cesar Cendejas Cherryll Olson Cheryl Van Rensselaer Chistine Warren Chris Orellana Christina Davilas Christy Vasquez Claudio Da Silva Constance Perez Craig Johnson Danny Bravo David Garcia Denise Garcia Denise Harper Dennis Moyer Dieter Von Pushchendorf Donald Cotten Edgar Diaz Edgar Estrada Edgar Gutierrez Edgar Navarro Ekber Djokovic Eli Clemens

Elias Herrera Elizabeth Aguilar Elmer Brizuela Elsa Padilla Enrique Godinez Eric Pinaya Erica Moreno Erick Castro Ezequiel Pinaya Felipe Morales Flavio Acosta Flor Martinez Francisco Sotelo Freddy Garcia Jr Fulvia Garcia Gabriel Gasper Gabriel Reyes Gabriela Bermudez Gabriela Minjares Gemma Aguirre George Parra Gloria Encinas Graciela Contreras Guillermo DeLaRosa Gus Guzman Gus Lua Gustavo Lopez Hector Benavidez Hermie Medina Talledo Hope Gillis Ireal Vega Ochoa Irma Zamora Isaura Soto Jackeline Mendez Jacqueline Johnson Jacqueline Sanchez Jaime Enriquez Jaime Garcia Jaime Rodriguez James Estrada Jan Samano Janet Salazar Janeth Pazmino Jasmin Sapien Jeanette Brewer JenniferJung Jerilyn Fierro Jerry Lugo Jesse Puente Jesse Soto Jessica Gomez Jim Derry JJ Lopez Joanna Martinez

Joe Prieto John Basadre John Burrola John Martinez Jr. Jorge Garcia Jose Acosta Jose Leiva Jose Leon Jose Salguero Jose Vazquez Joseph Portillo Joshua Lin Juanita Urzua Julissa Nunez Jun Hoang Kai Chan Kathy Oh Keisha Haywood Kenneth Jordon Laura Dominguez Laura Leon Lauro Navarro Leo Aguilar Leonard Bearrales Lina Salgado Linda Gomez Liselda Figueroa Lorena Gama Louie Gutierrez Lucy Aguilar Luis Machain Luis Nunez Luis Reyes Luiz Carranza Manuel Fragoso Manuel Rodriguez Marcia Cox Maria Amaya Maria Cuadros Maria Elena Serrano Maria Franco Maria Lazaro Maria Makay Maria Zuloaga Maribel Membreno Marilu Morales Mario Espinoza Marisol Herrera Marisol Otanez Mark Freeman Marlon Galarreta Martha Franco Martin Soto Miguel Gutierrez

Mike Medina Misael Vasquez Jr Nancy Rodriguez Nidya Pineda Norma Arreola Norma Ramirez Nubia Areas Oscar Hernandez Pam Lee Patricia Anne Morris Patricia Pescina Patricia Ramirez Patricia Walraven Patrick McCallum Perdo Hernandez Phil Obregon Plutarco Matus Ralph Aranda Jr Ramon Arroyo Ramon Casillas Ramon Flores Raul Ramirez Ray Penado Rene Martinez Ricardo Carrera Robert Garcia Robert Ruiz Rosa Salazar Rosa Villasenor Rosaalva Gallegos Rosie Soto Fraire Roslyn Sowell Ruben Aldana Ruben Estrada Rudy Sanavia Ruth Bonilla Ruth Orellana Sal Hernandez Salvador Gonzalez Sandra Oredo Silvia Rivera- Luna Stephanie DeLa Torre Susan Martene Tamara Kardashian Thomas Byma Tom Ramirez Toni Abcyta Toni Ayala-Moreno Toni Koegel Vania Rincon Vickie Holland Victor Soto Wendy Tejeda Zillah Tobinao

PAGE | 12

12th Annual Bowling

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Most Strikes Thrown in 2 games - 15 Russell Skersick, Century 21 My Real Estate

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10th Luis Carlos & Ernie Sifuentes, C21 A Better Service 294

PAGE | 13

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PAGE PAGE || 15 15

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Joe@ JoeSotoTeam.com.com www.JoeSotoTeam.com Peoples Home Equity, Inc. NMLS ID# 63371 | An Approved Equal Housing Lender Peoples Home Equity, Inc. 6101 Ball Road, Suite 201, Cypress, CA 90630, Branch NMLS ID# 1718725. *This 10-Day Close Guarantee (“Guarantee”) is subject to and conditioned on the following terms: The Guarantee applies to purchase products only which include FHA, VA, Conforming and High Balance Loans. This Guarantee is not applicable to Brokered loans. Delegated products ONLY. 10-day closing must be written into the Purchase and Sales Agreement. The 10 days are calendar days not including Sundays or Holidays and shall commence under the Guarantee when: (a) consumer indicates an intent to proceed; and (b) consumer submits to Peoples Home Equity, Inc. all of the documents required by Peoples Home Equity, Inc. to close the loan (“Guarantee Trigger Date”). Peoples Home Equity, Inc. is not liable for delays (“Delays”) which are caused by events beyond the control of Peoples Home Equity, Inc. which prevents Peoples Home Equity, Inc. from complying with any of its obligations under this Guarantee, including but not limited to, delays caused by the consumer or other third parties. Accordingly, this Guarantee is not enforceable if such Delays occur and the loan closes after the Guarantee time period. If there are no Delays and all the foregoing conditions are satisfied and the loan doesn’t close within 10 calendar days of the Guarantee Trigger Date, then Peoples Home Equity, Inc. will credit the consumer (at the time of closing) the penalty amount as specified in the related Purchase and Sale Agreement up to $100 per day (“Credit”). The consumer is not entitled to the Credit if the loan doesn’t close for any reason. Consumer not required to provide documentation and may obtain a Pre-Qualification. This is not a commitment to lend; subject to credit and underwriter approval, all promotions are subject to change or cancellation without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. www.nmlsconsumeraccess.org

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