EXECUTIVE AGENT MAGAZINE-SOCAL NOVEMBER 2022

Mark Martinez

Cannon

Heather Millspaugh

Bob Snowden

Alan Cipolletti

Alan Cipolletti

Connors

Dwight Lagos

Kevin Luttrell

Testerman

Cover

Craig Martin

Executive Agent of the Month

High energy and bigger than life, Realtor®

Martin makes the prospect of buying

selling a home in Santa Clarita feel like a grand adventure.

The Talent You Already Possess

Many people do not realize that Nat “King” Cole started his musical career as a piano player. It was while he was on a trip to California, performing in a night club, that his singing career got a jump start.

The singer who was to have performed that evening was taken ill. When Cole showed up the club owner asked about the singer. When he learned the singer was sick, the club owner responded, “No singer, no check.” That’s the night Nat “King” Cole launched his career.

Actually, he had always been a singer but had never recognized and used that talent. Those of us who remember him as a person and as a talent consider him one of the true greats in all of entertainment.

His music was spell-binding, soft, melodious and heart-warming. Unforgettable titles are “Unforgettable,” “Ramblin’ Rose,” “The Very Thought of You,” “L.O.V.E.,” “Straighten Up and Fly Right,” “Mona Lisa,” “When I Fall In Love,” “Too Young,” “Sweet Lorraine,” “Nature Boy,” “Love Letters,” “For All We Know,” “The Very Thought of You.”

I tell this story because you might be like me, unable to carry a tune. I certainly can’t, but I’m convinced that you have a song to sing, and here’s hoping you will take a different view of what you can do with the talent you already possess.

Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

HELPING

& VETERAN

THE

DREAM!

OUR FIVE POINT PLAN

e State of Hispanic Wealth Report benchmarks how Latinos in the United States are faring when it comes to wealth creation. is year’s report features a deep dive into the nancial characteristics of the HWP network, Latino real estate professionals. As their in uence spans far beyond the real estate transaction, wealth-building programs tailored to this population create a multiplier e ect on the greater Latino community.

A Dollar And Some Ambition

Jim Rohn motivational speaker and author. Each of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less. To try less and discipline ourselves less.

These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of won drous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice. To do or not to do. To be or not to be. To be all or to be less or to be nothing at all.

Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every

moment that we can, the best that we can, for as long as we can?

Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings.

Results are the best measurement of human prog ress. Not conversation. Not explanation. Not justifi cation. Results! And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become.

Jim Rohn was a leading author, speaker and business lecturer. He is the author of 7 Strategies for Wealth & Happiness: Power Ideas from America’s Foremost Business Philosopher, among other fantastic books and audio programs.

EXPERIENCED

It's good to know people who know.

Blair Newman

AGENT of 202o The Van Leeuwen Team

TEAM of 2020

Ying Ying Zhang The Brummett Group Tony Lopez Mother & Son Real Estate Sonia Arias

The Sisters Neri Group The Right Team Edmead Team Nancy & Feng Huang

EB Group Mark Henderson The Begley Team

Eduardo Morales

Lisa Papazian Stolt

Ravinder Sood

JoAnna Nassar

The Apples Team

Kristina Fruneaux Micaela Solis

Nall & Rojo Real Estate The LeGris Team

Jose Rodriguez

Jane Li Frank Zuniga

Ada Simpfenderfer

Sean Lee

Marc Schwartz

Juan Morales Josephine Velasco

Maria Ellen Cupino Michelle Arredondo Marjorie Tyson

Investing In Real Estate

Investing

in real estate is one of my favorite subjects and the one item in my career that has been my largest estate builder. Using the three main leverage points of real estate has always been my goal. Let me explain.

Sellers (listings) produce buyers. As you search unlisted inventories for their purchase, buyers produce sellers. However, the best leverage point of real estate is that as an agent you get paid by your clients to examine and find real estate inventory everyday. Sometimes that inventory is the correct investment to add to your personal plan.

There is never a better time to buy than when prices are soft. I do not want you to assume that I base my investment decisions on buying low, because that would assume that I sell high. I can buy during all market types. My investment philosophy is not to sell but instead let the tenant pay the mortgage off. You might thing this takes a long time, but if you buy a breakeven or cash flow property and manage it well for rental increases, you can pay it off much sooner than the standard amortization periods. If you take any positive cash flow from a real estate investment and apply it to the under lying loan every month, you can amortize a 15-year loan in 7-10 years. Almost anything that produces an income will qualify. Houses, condos, multi-family, and commercial properties are all candidates for purchase.

As an agent, you have access to the MLS so it is easy to check the “hot sheet” each morning for new listings. Then you can apply my six rules for purchase.

1. Can I own it forever?

2. Is it break-even or positive cash flow after the first 6 months?

3. No balloon payments.

4. No variable or adjustable interest rate loans.

5. Do not choose horrible areas where pride of ownership is not practiced, and good school districts help, too. 6. Buy within a two-hour drive time from my home.

After implementing the six steps, my investment goal is to increase my net worth then create income as the loans fully amortize. Use that income to accelerate the other amortizations, creating a snowball effect of paid off properties for retirement.

The analysis is fairly simple. Imagine what you can get the income to in about 6 months. Use a 35% expense factor. This expense factor is high to most investors, but I have found it to be more realistic. Subtract this expense factor from the proposed income to find what is left over to pay principal and interest. Next, work backwards to see how much of the loan this payment will pay off with the current interest rate. Take the loan amount and divide it by the inverse percentage of the down payment you are going to use. This gives you the sales price. Using a digital offer form with a nice cover letter, E-mail the offer to the listing agent.

This plan works in any market; however, you find more properties that qualify in a slow market than you do in a crazy market. It is important that you try to buy for the long term. It gives you holding power if you get the market direction wrong. I never buy to sell, but sometimes I sell if I discover that I do not like the property. Investors who buy for appreciation usually loose more than their original investments because they keep buying bigger properties. Finally when the market changes, they loose everything because they can not hold on.

It is important with this program to get a fixed loan, because I believe we have no where to go but up. It is harder to get fixed loans on commercial and multi-family, so private money or carry backs on free and clear properties would be options.

Managing while you are doing great in brokerage can be a horrible time drain. I teach that sellers are easier to handle rather than buyers; but almost anything is easier to handle than bunch of tenants! You can mitigate the time drain by using my management secrets.

1. Rent a good property at a fair rent. Be the best option available.

2. Get a great tenant. This requires a full background check by confirming every detail. Run reports for credit, sex offender list, job history, previous landlords history, and police reports.

3. Get a large security deposit. If they have to pay it over time, fine.

4. Get long-term leases. Your greatest cost is turnover.

5. Have their current place of residence checked out. It is difficult to watch your cute little rental destroyed! Referral directories for other cities are helpful in this regard. Other REALTORS® are usually glad to help if your new tenants are from out of town.

As a great real estate agent, you owe a fiduciary responsibility to your clients and everyone else to deal with them fairly and ethically. Even though I have bought my own listings, I don’t recommend it. I would give the seller the option to get out of the transaction any time they wanted, and I would disclose what the property might be worth if properly marketed. However, when I negotiated a great deal for a buyer then that buyer stepped out of the deal, then I would step in.

Being in this business offers agents the greatest leverage! Other people pay you everyday to look over the investments for your family and future.

Walter Sanford was one of the top real estate agents in North America for nearly thirty years, and now, he is one of the most requested speakers, trainers, and coaches. He has authored dozens of systems and books on checklists, pro-active lead generation, affiliate lead generation, plus others. You can hire Walter for speaking engagements or coaching or buy his products by visiting his website. For more details, visit www.waltersanford.com, call 815.929.9258, or email Walter at walter@waltersanford.com.

A Great Real Estate Agent Buys Real Estate

Know of a Realtor doing amazing things?

them to be our next Executive Agent of the Month

MARTIN REALTY GROUP

Selling Santa Clarita

Written by H. K. Wilson - Photography by Ian Wiant

High

energy and bigger than life, Realtor® Craig Martin makes the prospect of buying or selling a home in Santa Clarita feel like a grand adventure. A musician and successful entrepreneur who has lived in the Greater Los Angeles area for more than 30 years, Craig began buying and flipping homes, as well as buying land and building new homes, long before he was a professional Realtor®. His own adventures in home buying have made him a celebrity, landing him on TLC’s hit television series, “Flip That House.”

Craig is more than a seasoned real estate professional of 20-plus years. He is a community stakeholder, whose family, home, business, and relationships are all deeply rooted in the Santa Clarita region. A resident of the Santa Clarita Valley for more than 14 years, Craig is passionate about helping people find the perfect home in this vibrant community of 325,000 (and counting).

“It’s a hidden gem and the perfect family community,” he says. “It still feels small and connected, and is amaz ingly affordable, with lots of new developments going in. Our schools are exceptional, and our system is independent of LA. My wife and I have been together for nearly 25 years, and we finally had a child when we came out here. We love watching our 10-year-old son grow up in this community and making new friends. There are so many family-friendly activities here with lots of parks, trails, sports, concerts, and events that bring the community together.”

After successfully navigating a high volume of transac tions as a solo agent, Craig decided to create a team, with resources that would enable him to help more people achieve the American Dream. Today, he is the leader of the award-winning Martin Realty Group at Realty ONE Group in Valencia, a family of professionals who are united by a shared credo: “We care.”

“We strive to connect with our clients and the way they feel,” Craig says. “We know they are making one of the biggest financial decisions of their lives, and we under stand the pressures they are facing. We want to make them comfortable and help with what they need to feel confident and secure. It’s our privilege to be able to do that.”

Craig first teamed up with Cheryl Insua, a real estate veteran of 15 years, who joined him as an assistant. She is now the team’s listing manager as well as a buyer’s agent. “Cheryl came in and helped me get organized and put systems together that were instrumental to our next phase of growth.”

The synergy that Craig and Cheryl generated together created opportunities for other like-minded people to join the team. Next, they welcomed buyer’s agents Brian Hulz and Milanka Mendez. “I’ve known Brian for over 20 years.

He and Milanka both have extensive sales experience, and this is the community where they have both lived for over 20 years and raised their children with each having 2 that are now in college. Next, we brought in Nicole Raach as our leads manager and buyers’ agent. Nicole has over 15 years of experience and was instrumental in the process and organization of client leads and follow up. Together the five of us supercharged the team by taking sales from 71 closed homes to over 150 the next year. This is what helped to build the team to the point that we added four amazing new agents last year — George Orphanopoulos, Nicole Lopez, Patricia Brauneisen and Dolores Mattice (who also supports the team as a transaction manager). To round out the team we added Laurel Carden as a fulltime social media specialist who promotes the brand’s messaging across all online platforms and Jeannine as an in-office transaction coordinator from Realty ONE Group and part of our extended team.

Martin Realty Group: L-R; Nicole Lopez, Brian Hulz, Dolores Mattice, Milanka Mendez, Criag Martin, Cheryl Insua, Patty Brauneisen, George Orphanopoulos, Nicole Raach

In addition to the proven systems that make buying or selling a home a seamless process, Craig has cultivated relationships with reliable industry partners, vendors and contractors who are integral to a satisfying real estate experience.

When it comes to helping buyers find the right home, the team knows their inventory, and they view more than 5,000 area homes each year. “When you tell us what you’re looking for, we know where to take you. We take buyers to see enough homes that they can be sure they’re buying the right one. We love working with buyers and going out to see all the homes. We enjoy spending that time with our clients, stopping for lunch and showing them the city. We have a lot of fun together.”

Buyers also receive a cash rebate toward the close of escrow. They can use this credit towards escrow or to buy down the loan rate. In addition, “All our services for buyers are complementary, with no Realtor® or compliance fees.

This is something that other Realtors® may not offer and can save a buyer thousands on the home purchase.” And if that wasn’t enough, Craig’s team also drops off boxes and gives an additional credit towards professional movers on moving day.

Sellers receive the same VIP treatment. While Craig generally sells homes at a flexible commission, clients always receive premium service. An expert at selling homes for a profit, Craig, at no additional charge, sends in his professional home team to declutter, clean (including carpets and windows), yard clean-up, trash haul and repair of small items. Craig can also work within his clients’ budget to make improvements that will bring higher offers. “We want everything to look bright, clean and fresh. You have to know how to present a home, to get it from living condition to showing condition. This helps take the stress out of the selling process by getting a quick sale at the highest price.”

Craig then engages in a comprehensive marketing cam paign that includes still, video and aerial photography; an individual website for each home; print and digital advertising; social media marketing; and well-orchestrated open houses.

Craig and his team are the number one selling real estate team in Santa Clarita and ranked number one in California for all of Realty ONE Group in 2021. The Martin Realty Group is everywhere — on 12 local billboards, grocery carts, postcards, Valpak promotions, magazines, social media, radio and television. The team airs more than 170 commercials each day on top networks throughout Santa Clarita.

Hundreds of families have trusted Craig and the Martin Realty Group to make their dreams of home ownership

a reality, and they tell the story best. One said: “We had a phenomenal experience. He knows what he’s doing and how to make a deal happen that satisfies everyone involved. He is highly recommended!”

Craig and his team members are all Santa Clarita residents, and they are thrilled to live, work and play in this extraordinary community. “We’re all super proud to sell here,” Craig says. “It’s a beautiful life out here. We know what the area has to offer and how special it is, and we take pride in welcoming new people to our neighborhoods.”

L-R Dolores - Transaction Manager & Agent / Cheryl - Listing Manager & Agent Nicole R - Client Manager & Agent ( Sitting )

Surprise! Google searches for “sell my house” explode

It looks like inventory is about to get a boost. An analysis of Google search data reveals that searches for ‘sell my house’ exploded 147% in the United States as of July 2022 — the highest level in internet history for America, according to luxury real estate platform RubyHome.

This comes as Americans face rising property and rent costs, with fears of a recession looming.

The analysis reveals that searches for ‘sell my

house’ more than doubled within the past month, a huge increase in Americans looking to sell their property, according to Google search data anal ysis. The data also reveals that searches for ‘sell my house for cash’ are also at an all-time high. This comes at a time where the U.S. housing market sees mortgage rates doubling from this time last year (5.5% up from 2.8%), and, according to Zillow, the average house price in America is up 20.7% on last year at $350,000.

The top ten states searching to sell their house the most are: Mississippi Connecticut Virginia Wyoming Florida

Iowa

New Mexico

North Carolina

New York Kentucky

“With the rate of inflation skyrocketing in recent years, the value of a house has increased mas

sively, meaning homeowners and sellers are in a prime position to reap the benefits, especially with any money left over from selling a property being able to help towards the growing costs of everyday items,” said a RubyHome spokesperson. They added, “With Zillow’s report that the average house price in America has risen 20.7% from last year, it is clear to see why Americans are tempted to sell at this time. However, with afford able housing becoming increasingly challenging to come across throughout America, it will be inter esting to see if these figures translate into actual sales and what this may mean for the housing market.”

- By Tracey Velt

“Many of life’s failures are people who did not realize how close they were to success when they gave up.”– Thomas A. Edison

California Monterey dream home with a prime location within the special neighborhood of Floral Park – a trifecta of amazing location, historic Mills Act status and curb appeal! Beautiful and professional drought tolerant landscaping accentuates the stately character of the home as you approach the front porch. The formal entry showcases the beautifully restored wood floors that are present throughout the house, along with a taste of the exquisite interior design elements that can be found in every room. This two story home boasts four spacious bedrooms, three updated bathrooms, a formal living room and a sunny casual family room…..both with fireplaces for added charm. There is also a room ideal for an office, a music room, a library or a possible downstairs fifth bedroom based on your needs. The kitchen boasts granite counter tops, stainless steel appliances, updated cabinets and a Viking Range and oven. Off the kitchen is a butler pantry with lots of storage, leading out to the gorgeous backyard and two car garage. The backyard is ideal for entertaining with a gas firepit, large pool and jacuzzi, with lush greenery for peace and privacy. This historic home has been meticulously

with updated electrical,

HVAC system, roof and pool equipment.

corner

classic Long Beach home

floors upstairs

downstairs.

completely

entering,

fire place and sitting area with built-ins and French doors that lead to the quaint wrap around porch.

the hallway further into the house, you pass the formal and spacious dining room and arrive to the family room and kitchen. The cozy family room

has a fire place and French doors opening up to the wrap around porch and back yard. The gourmet chef’s kitchen has custom cabinetry, all stainless steel appliances, a large, built-in refrigerator/ freezer, 6-burner cooktop with a pot filler, built-in oven and convection oven/microwave, a warming drawer, a wine fridge and a walk-in pantry. The large, separate laundry room is conveniently located between the kitchen and the garage access. Also downstairs is the guest bedroom and a full bathroom with a claw-foot tub. Upstairs, is an open loft/landing with built-in cabinetry that is currently being used as office space. The private and tranquil primary suite has built-ins, a fire place and a large private balcony with views of Marine Stadium, a spacious bathroom with a Jacuzzi tub, separate walk-in shower, dual sink vanity, separate water closet and a large walk-in closet. Two large bedrooms (one with amazing views of Marine Stadium’s Pacific Ocean waters) each have large walk-in closet and a Jack & Jill bathroom and its own vanity & sink area.

Way,

Beach, CA 90803.

at $2,500,000

over Mt. Helix Lake with captivating

$1,925,000

this 3 bedroom, 3 full and partial bath residence is a true private oasis in a tranquil and park-like setting surrounded by serene outdoor spaces. With a grand formal entry 30’ beamed ceilings, this home features a large formal living and dining room, library, game room/wine cellar, gourmet top-of-the-line kitchen and luxurious master suite with spa-like features. Featuring 48 owned solar panels and 4-car garage, pool/spa, an expansive wraparound Trex deck, koi ponds, stone pathways, artificial turf and meticulously landscaped grounds.

Craftsman

the Architectural Buff who understands

design and construction,

Magnificent Residence is a jewel set amongst majestic Pines and Cedar Trees. You are in another world when you live here! Cedar Ridge is one of Lake Arrowhead’s most sought out gated communities. A private driveway allows direct entrance from the 3 Car Attached Garage. Pristine Hardwood Floors, moldings and mantles impeccably built to perfection and the Bradbury Style Ceiling Trim is a recognizable statement along with the impeccable wood doors and muted pallets and support columns at the beautiful outdoor veranda. 5 lovely Bedrooms, the Master Suite and one other Bedroom are on the main level. The Large Family Room is unexpectedly on the Upper Level with Wet Bar and built-in Cabinetry. There is an enclosed interior Lounge for afternoon tea or reading a good book. 2 Grandscale Brazilian Wood Decks for Entertaining. Central A/C in lower level. Seller has created a workshop area in the Garage with cabinets. Mostly Furnished. Approx. 1 Acre. $1,969,000.

Magnificent Lodge!

What Will Happen In Today’s Real Estate Market?

People

are concluding what will happen in today’s real estate market after the Federal Reserve Bank of Dallas highlighted symptoms of a “brewing U.S. housing bubble”. According to the internet, social media, blog articles, and other online platforms, we’re on the verge of a market crash.

As professionals in the real estate business, do you feel that the market is crashing?

One Data Point Thinking Is Wrong

People conclude what is happening in the marketplace based on only one data point. They are comparing a specific data point where everything appears to be fine; buyer and seller appreciation is high. Today, people are afraid of a market crash because the current data isn’t as good as that one data point before the pandemic.

One Data Point Thinking is blocking the logic. It’s an emotional-based point of thinking. That specific emotion is none other than fear. Here is a gathering of market fears, along with an explanation of why these fears are wrong.

Fear of Market Correction

A real estate correction is a slight decrease in the market’s value. We’re currently experiencing a market correction but we are far from a market crash.

We should not be afraid of a market correction. We need to highlight that as homeowners or real estate owners, you want to get the longest term possible or even make it a forever home or property.

Highlight the following:

Length of intended ownership

Short-term vs long-term ownership

Be in the longest-term home possible

Fear We Have Hit The Peak or Are The Peak

We haven’t yet seen the sign that we’ve arrived at the peak. So, even if today’s market appreciation is low, there is a better possibility that it will rise next year or even in the next few months.

Fear if They List, Can They Find a Replacement?

Fear of not having a replacement property is one fear that many sellers are facing. Fear of not being able to find a replacement is haunting them, which is why they are delaying their listings. As a result, many individuals believe there are fewer listings in today’s market, leading them to believe the market is crashing.

Fear of Market Overheating

When housing demand outpaces supply significantly and consistently, there is overheating. Yes, this may be a true scenario, but it is not taking place right now. The market chain is somewhat shifting, but it is far from overheating.

Fear of the Volatility in the Economy Due to Inflation

The unfortunate war in Ukraine may have an impact on inflation rates in all markets, not just real estate. One of the most significant challenges is the high cost of petroleum, which we generally consume regularly to meet with our clients, buyers, and sellers. This issue is widespread and is not causing the market to crash.

Fear of Interest Rates Rising

While we may be experiencing high-interest rates today, interest rate shifts are normal. And today’s interest rates are relatively normal and nothing to be concerned about.

Bottom Line

Pulling back out of fear is a wrong decision in the end. If you put off or delay moving to a new home because of fear, it will lead to causing you more money 2 or 3 years from now. That’s why it’s critical to advise bio prospects, sellers, and buyers that relocating to a new home sooner rather than later will save them money and time. If they ignore the reality and make a bad decision out of fear, there will be significant financial penalties, particularly in terms of interest rates.

In reality, interest rates are up and closing in on 5%. Payments are up and buying power is down.

Sellers are more confident and assertive than they were last year. They’ll be a handful, testing the boundaries of cost.

Payment will increase and the span between what their home is worth and what they want to buy is too great.

“You can avoid reality, but you cannot avoid the consequences of avoiding reality.”

-By Dirk Zeller

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

you have cancer,

your doctor

referral.

WE

TO CURE CANCER.

Our bone marrow transplant reunion is now standing room only.