Issuu

p. 10

IT ALL HAPPENS HERE OUR LAST 99 WEST PENTHOUSE WON'T LAST LONG

Don’t let your clients miss the opportunity to own the last remaining 27th floor penthouse at 99 West. This unique urban home boasts panoramic mountain and valley views, expansive living spaces, custom surround fireplace and handcrafted finishes. Show your clients the magic of City Creek Living. Call today to schedule a tour.

99 WEST

•

RICHARDS COURT

•

THE REGENT

CityCreekLiving.com | 801.240.8600

Enjoy the sweet smell of success this spring with a partner equipped to grow your sales. From our dedicated marketing team to our upcoming smartphone app, weâ€™ll help your sales bloom so you see more green. snmc.com

SecurityNational Mortgage Company complies with Section 8 of RESPA and does not offer marketing services in exchange for referrals or the expectation of referrals. This is not a commitment to make a loan. Loans are subject to borrower and property qualifications. Contact loan officer listed for an accurate, personalized quote. Interest rates and program guidelines are subject to change without notice. SecurityNational Mortgage Company is an Equal Housing Lender. Company NMLS# 3116

Table of Contents Features 10 Get Ready to Pay More for a Mortgage

Dave Anderton

12 Avoiding the Aggravations of a Home Inspection

Al Rickard

14 Say These Words to Earn Client Loyalty

Danielle Braff

20 9 Tips for Making Your Yard an Outdoor Living Room

Kris Kiser

24 When Does Photoshopping Go Too Far?

Erica Christoffer

Columns 7 New Campaign Focuses of the

Value of a Realtor® Adam Kirkham – President’s Message

Departments 8 Happenings 8 In the News 26 Housing Watch 28 Realtor® Connections 28 On the Move

On the Cover:

Making Your Yard an Outdoor Living Room p. 20

Illustration: Kelley Anderson Photo left:

This Magazine is Self-Supporting Salt Lake Realtor® Magazine is self-supporting. The advertisers in this magazine pay for all production and distribution costs. Help support this magazine by advertising. For advertising rates, please contact Mills Publishing at 801.467.9419. The paper used in Salt Lake Realtor® Magazine comes from trees in managed timberlands. These trees are planted and grown specifically to make paper and do not come from parks or wilderness areas. In addition, a portion of this magazine is printed from recycled paper.

Salt Lake

REALTOR slrealtors.com

Maga zine

April 2018 volume 78 number 4

slrealtors.com

The Salt Lake REALTOR® (ISSN 2153 2141) is published monthly by Mills Publishing, located at 772 E. 3300 South, Suite 200 Salt Lake City, Utah 84106. Periodicals Postage Paid at Salt Lake City, UT. POSTMASTER: Send address changes to: The Salt Lake REALTOR,® 772 E. 3300 South, Suite 200 Salt Lake City, Utah 84106-4618.

Finally, you can have your cake...

So, let me get this right, I get...

/WINwithONE “Having all the marketing and support is great, but it really hit home when I got my first check. My only regret I have is... ...Why didn’t I move sooner.” - Todd Henderson (801) 577.4462

...A personal branded web site ...An automated social media manager ...Monthly digital mailers to my SOI ...Best in-house marketing department ...Multiple brokers to call for support ...My own personalized mobile app ...My own personalized video creator app ...Weekly training classes ...Lifetime referral profit sharing ...A $15,000 annual CAP

and I pay... how much? Check out our fee structure at:

RP 801.633.1990 Matt Dulle 801. 381.6288

JoinTheUnbrokerage.com Great People... Great Systems... Great COMMISSIONS

GUARANTEED RATE’S DIGITAL MORTGAGE

ONLINE. ANYTIME. ANYWHERE.

Guaranteed Rate’s Digital Mortgage makes buying a home faster, secure and streamlined. • Choose your own loan type • Get your free credit scores from all 3 credit bureaus* • Securely upload & digitally sign your loan documents • Get a real online approval** with our automated underwriting engine

Apply now and get a real approval in minutes.* Contact me today to learn more!

Julia G. Borst SVP, Divisional Sales Manager

O: (801) 890-7660 x7660 C: (801) 362-7159 Julia.Borst@rate.com • Rate.com/juliaborst

6900 South 900 East, Suite 150 Midvale, UT 84047 Julia G. Borst NMLS ID:275440, LO ID# UT - 5495305 - 7495184 • NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • Utah - Licensed in UT: Utah-DRE Mortgage Entity License #7495184 & Utah-DFI Residential First Mortgage Notification – Utah Department of Financial Institutions Apple and the Apple logo are trademarks of Apple Inc., registered in the U.S. and other countries. App Store is a service mark of Apple Inc. Google Play and the Google Play logo are trademarks of Google Inc. Appraisal required for eligibility and subject to conditions. Applicant subject to credit and underwriting approval. Not all applicants will be approved for financing. Receipt of application does not represent an approval for financing or interest rate guarantee. Restrictions may apply, contact Guaranteed Rate for current rates and visit www.guaranteedrate.com/restrictions for more information.

Salt Lake

REALTOR

® ®

Maga zine

slrealtors.com slrealtors.com

President Adam Kirkham Summit Sotheby’s International First Vice President Scott Robbins Coldwell Banker Residential

Scott Colemere Colemere Realty Associates Kimberly Farber IMPOWER Real Estate Brian Gottfredson Coldwell Banker Residential Tony Ketterling Equity Real Estate

Second Vice President Alicia Holdaway Equity Real Estate

Mike Morgan Realtypath

Treasurer Matthew Ulrich Ulrich Realtors®

Mary Olsen Utah Key Real Estate Jodie Osofsky Utah Key Real Estate

Past President Troy Peterson Equity Real Estate

Steve A. Perry Realtypath Sophie Reece Berkshire Hathaway

Directors Cheryl Acker Utah Key Real Estate

Michael Rowe Berkshire Hathaway

Advertising information may be obtained by calling (801) 467-9419 or by visiting www.millspub.com

Managing Editor Dave Anderton Publisher Mills Publishing, Inc. www.millspub.com President Dan Miller Art Director Jackie Medina Graphic Design Ken Magleby Patrick Witmer Sales Staff Paula Bell Karen Malan Paul Nicholas

Office Administrator Cynthia Bell Snow Office Assistant Jessica Snow Administrative Assistant KellieAnn Halvorsen

Salt Lake Board: (801) 542-8840 e-mail: dave@saltlakeboard.com Web Site: www.slrealtors.com The Salt Lake Board of REALTORS® is pledged to the letter and spirit of U.S. policy for the achievement of equal housing opportunity throughout the nation. We encourage and support the affirmative advertising and marketing program in which there are no barriers to obtaining housing because of race, color, religion, sex, handicap, familial status, or national origin.

New Campaign Focuses on the Value of a Realtor®

he Salt Lake Board of Realtors® is excited to announce the launch of a new campaign focusing on the value of a Realtor®.

The promotion begins with a 30-second video highlighting the unique challenges of historic low housing inventory and the importance of timing and strategy. The video asks the question, “Why risk the biggest purchase of your life without any help?” and encourages people to “work with a real profession, have a real experience, and hire a Realtor®.” You can view the video on the Board’s YouTube channel at youtube. com/slrealtors. We would encourage all members to use this video in their social media channels to spread the message on Facebook, Instagram, LinkedIn, YouTube and Twitter. The hashtag for the year is #SLREALtor. This video is just the beginning of many more to come that will feature the top reasons to hire a Realtor®. According to Forbes magazine, there are five reasons why you still need a real estate agent. They include: 1. Better access and more convenience. 2. Navigating the tricky business of negotiation. 3. The increasing complexity of contracts. 4. Real estate agents are bound to a fiduciary relationship to act in their clients’ best interest. 5. The seller and buyer, if unrepresented by an agent, are unlikely to agree on who benefits from the savings of no commission. “Taking a quick look at the long list of frequently asked questions on most for sale by owner websites suggests the process isn’t as simple as many people assume,” the Forbes article stated. “And when you get into a difficult situation, it can really pay to have a professional on your side.” With the spring home buying season in full force, take a moment and share this video with your social media networks. Remember, “flying solo could end up being more costly than a Realtor’s® commission in the long run.”

Adam Kirkham President

The Salt Lake REALTOR® is the monthly magazine of the Salt Lake Board of REALTORS®. Opinions expressed by writers and persons quoted in articles are their own and do not necessarily reflect positions of the Salt Lake Board of REALTORS®. Permission will be granted in most cases, upon written request, to reprint or reproduce articles and photographs in this issue, provided proper credit is given to The Salt Lake REALTOR®, as well as to any writers and photographers whose names appear with the articles and photographs. While unsolicited original manuscripts and photographs related to the real estate profession are welcome, no payment is made for their use in the publication. Views and opinions expressed in the editorial and advertising content of the The Salt Lake REALTOR® are not necessarily endorsed by the Salt Lake Board of REALTORS®. However, advertisers do make publication of this magazine possible, so consideration of products and services listed is greatly appreciated.

OFFICIAL PUBLICATION OF THE SALT LAKE BOARD OF REALTORS ® REALTOR® is a registered mark which identifies a professional in real estate who subscribes to a strict Code of Ethics as a member of the NATIONAL ASSOCIATION OF REALTORS®. October 2005

April 2018 | Salt Lake Realtor ® | 7

Happenings

In the News

Overused Sales Jargon That Turns Clients Off

Image licensed by Ingram Image

Are You Ready for the New Tax Law? The Young Professionals Network in March sponsored an informative class on taxes and business deductions. Beginning in 2018, the new Tax Cuts and Jobs Act eliminates entertainment expenses for clients. However, the new law provides a 20 percent deduction for qualified business income, such as business earnings from an S corporation for income less than $157,500 for single taxpayers and $315,000 for couples filing jointly.

Commercial Real Estate Town Hall The Realtors® Commercial Alliance held a town hall discussion in March on commercial real estate transactions and the due diligence process. Commercial real estate deals often are more sophisticated and complex. “Due diligence is where we lose or win a transaction,” said Steve Tobias, associate broker with Keller Williams. Other panelists included Gary Cannon (Cannon & Company), Jared Booth (CBC Advisors), and Mark Jensen (CBC Advisors).

8 | Salt Lake Realtor ® | April 2018

ertain sales phrases can turn some buyers off, according to an article at Forbes.com. Columnist Ian Altman points to a few of the biggest offenders when it comes to speaking sales: “Creating urgency” and “cold calling.” “Creating urgency is a truly ridiculous sales strategy,” Altman writes. “Creating urgency relies on you creating a motivation for your client that doesn’t already exist, and expecting them to give that fake motivation the time of day. News flash: Your client is already a person with motivations, so use them!” Altman said there’s no need to rely on tactics of threats to motivate your customers to act, but instead do some research on your customer and relate to them for their specific situation. What does your client want out of homeownership? What’s going on in their life that might make a new home extra valuable to them? Altman also points to “cold calling” as an overused sales tactic that may be losing its effectiveness with today’s customers. A cold call is when you reach out to someone and try to sell them without knowing much about them, he explained. “Not only is this inefficient (you can’t expect to have a great success rate in sales if you’re taking wild guesses at what drives your potential clients), but it’s almost laughably unrealistic in 2018,” Altman noted. “Considering the broad research of social media, it’s most likely that your ideal client exists within the network of someone you already know.”

Collaboration is not an option. It’s a promise.

When we work with Homebuyers, we build homes around their lives – not the other way around. The same is true when we work with you. At David Weekley Homes, we work hand-in-hand with you and your Team to ensure that your Clients’ path to homeownership is as seamless and fulfilling as possible – and so is your experience in helping them get there. That’s The Weekley Way.

Homes from the $290s to $550s+ in the Salt Lake City area

Ready Now!

$466,919

The Rockport Daybreak Creekside Village 60' 10708 South Wild Rice Drive 1 Story, 3 Bedrooms, 2 Full Baths, 2-car Garage

Ready Now!

$407,537

The Casselton The Bungalows at Highland Park 6248 West Sugarcane Drive 2 Story, 3 Bedrooms, 2 Full Baths, 1 Half Bath, 2-car Garage

Ready Now!

$499,900

The Hunnicut Holbrook Farms - The Estates 3379 West Cramden Drive 2 Story, 3 Bedrooms, 2 Full Baths, 1 Half Bath, 2-car Garage

Ready Now!

$489,816

The Norcutt Holbrook Farms - The Estates 3326 West 2450 North 1 Story, 3 Bedrooms, 2 Full Baths, 1 Half Bath, 2-car Garage

Learn more about our Showcase Homes by contacting 385-232-2999 See a David Weekley Homes Sales Consultant for details. Prices, plans, dimensions, features, specifications, materials, and availability of homes or communities are subject to change without notice or obligation. Illustrations are artist’s depictions only and may differ from completed improvements. Copyright © 2018 David Weekley Homes - All Rights Reserved. Salt Lake City, UT (SLCA94515)

Get Ready to Pay More for a Mortgage Salt Lake home buyers today are paying $152 more in their monthly mortgage payments than a year ago. By Dave Anderton

ome buyers this spring will pay more in monthly mortgage costs compared to buyers who purchased a home a year ago, according to a new study by realtor.com. Across the nation’s 20 biggest cities, home buyers are now paying hundreds more per month due to rising home prices and interest rates. In Seattle, home buyers will have to cough up about $450 more per month. Here in Salt Lake City, monthly mortgage costs have climbed $152 compared to the typical mortgage a year ago. Roughly two-thirds of the $152 increase in Salt

10 | Salt Lake Realtor ® | April 2018

Lake mortgage prices was due to rising home prices. The remaining amount was tied to rising interest rates. Nationally, the year-over-year difference in mortgage payments has increased $168 per month. “Rates are moving up faster than we thought they would,” said Jim Wood, Ivory-Boyer senior fellow at the University of Utah’s Kem C. Gardner Policy Institute. “Given the tax bill and where we are with unemployment and wage increases, I think by the end of the year interest rates will be more than 5 percent.”

Still, interest rates are at all-time historic lows. “For too long we have gotten used to very low mortgage rates,” Spendlove added. “When I bought my first house in 1999 it was 6.25 percent. That was a good deal and there were a lot of houses being sold.” Mortgage rates in the 5-6 percent range likely won’t dampen home sales, but may cause some buyers to forfeit upgrades, Spendlove said. The higher rates could slow sales of homes priced $600,000 or higher. “Some of my buyers are in lower price ranges – $175,000 to $250,000 – and can’t find anything to purchase,” said Cheryl Acker, associate broker with Utah Key Real Estate and past president of the Salt Lake Board of Realtors®. “With rising prices and rising interest rates it is going to take some first-time home buyers out of the market.” Rising rates are spurring many to buy sooner than later. Home sales in the first two months of 2018 in Salt Lake County were up 9 percent compared to the same period last year when rates were nearly a half-percentage point lower. Wood’s advice for home buyers is to buy now before it becomes more expensive. “Even if home prices go down a little, it will be more than offset by the rise in interest rates over the next 18 months.” Dave Anderton is the communications director of the Salt Lake Board of Realtors®.

©Tomasz Zajda / Adobe Stock

Long-term interest rates, such as mortgages, are directly affected by the Federal Reserve buying or selling off balance sheet assets like mortgagebacked securities and Treasury bonds. The Federal Reserve’s balance sheet quadrupled to more than $4.5 trillion over the past decade in response to the Great Recession, according to the Brookings Institution. Now, the Fed is selling off those assets to the tune of $50 billion a month. That, in turn, is driving Treasury yields higher which are a direct influence on mortgage interest rates. The 30-year fixed-rate mortgage interest rate in March hovered at 4.5 percent, according to FreddieMac. Last summer the rate was below 4 percent. “The impact of the Fed selling off its assets is to drive longer-term interest rates higher,” said Robert Spendlove, senior economist for Zion’s Bank. “I think mortgage interest rates likely will be 1 percent higher a year from now.” Graph: Kelley Anderson

April 2018 | Salt Lake Realtor ® | 11

©paul90g / Adobe Stock

Avoiding the Aggravations of a Home Inspection By Al Rickard

nowledge on everyone’s part can help realize the expectations of

home inspections and how they can make the process of buying a home seamless and satisfying. Occasionally the parties in the home buying process will encounter a glitch or hiccup in their transactions and sometimes refer to the home inspection as the underlying cause. The most prevalent reason for inspection concerns or issues seems to be due to lack of un-

12 | Salt Lake Realtor ® | April 2018

derstanding of what an inspection really is. Home inspections are a visual evaluation of the property at the time of the inspection by a knowledgeable individual with emphasis on conditions that may provide a safety concern or a significant financial investment to correct. The three most important elements of a home purchase decision are often stated as Location, Location, and Location. Similarly, the most important elements of a home inspection are communication, communication and communication. The lack of communication involving the buyer, Realtor®, inspector and other parties to the transaction

can create misunderstandings and ultimately aggravations involving the inspection. The buyer’s expectations of what the inspection is and what realistically is communicated sometimes are not the same. Communication between the buyer and their Realtor® ultimately sets the tone of understanding in what the inspection really entails. Not all homes are created equal, therefore, conveying the benefits of the property, keeping in mind; age, design, and previous maintenance will help define the expectations. Inspections are not the same as appraisals and are not intended to determine value or whether the property is suitable for the client’s needs. Inspections are not guarantees, although some inspection companies include written limited warranties for systems such as structure, components, roofs, sewer and water lines, termite, mold, radon, etc. Inspections typically do not include environmental testing, such as radon, mold, meth, etc. Although many inspection companies offer these tests as a separate service. There is a new certification available to real estate professionals called “Client Protection Expert” (CPE). The course takes three hours and

covers information about what an inspection is and the standards of practice used by many inspectors. It also delves into home warranty protection and the types of coverages that can protect the client’s investment. The ultimate goal is to make clients aware of what may help them make sure the home is safe and protected in some form so that if an issue arises they are protected to some degree. Many home inspections are conducted under the standards of practice of an association related to home inspections. The most recognized are the American Society of Home Inspectors (ASHI) and the International Association of Certified Home Inspectors (InterNACHI) and both have certification requirements and very similar standards of practice. The Utah Real Estate Inspectors Guild (UREIG) is the Utah association that provides continuing education, standards of practice and membership accountability for Utah home inspector members. Al Rickard is a Certified Master Inspector and CoFounder of All-Points Inspections. He is the vice president of the Utah Real Estate Inspectors Guild.

FIRST-TIME

HOMEBUYERS DON’T WASTE YOUR DOWN PAYMENT ON A DOWN PAYMENT

801-481-8840

USE IT TO FURNISH YOUR NEW HOME

NO DOWN PAYMENT

100% FINANCING AVAILABLE!

Certain restrictions apply. Transactions require separate closing costs. Visit UcreditU.com for details.

NMLS #654272

April 2018 | Salt Lake Realtor ® | 13

©adrenalinapura / Adobe Stock

Say These Words to Earn Client Loyalty Speech coaches and seasoned real estate professionals give their tips on what to say in order to make prospects more likely to choose you as their agent. You’re not selling a structure; you’re selling dreams, memories, Thanksgiving, Valentine’s Day. By Danielle Braff

onverting a prospect into a client can sometimes be as easy as using key words or phrases during the first conversation that elicit a positive emotional response. Here, speech coaches and seasoned real estate professionals give their tips on what to say in order to make prospects more likely to choose you as their agent.

Leader, offers this as an example: “‘I hear that you like Washington Park, but your budget may not be enough for that area. Would you consider a neighborhood a little more north? Or would you rather stretch your budget?’” This demonstrates that you’re listening well and interested in what the prospect is saying to you.

“I hear…”After listening closely to the prospect’s needs, follow up with questions that repeat back what you heard them say, starting with the words “I hear.” Eva Doyle, a national speaker on leadership issues and author of The Reluctant

“Fear, anxiety, reluctance, love, hope, home…” “You’re not selling a structure; you’re selling dreams, memories, Thanksgiving, Valentine’s Day,” said Los Angeles–based (continued on page 18)

14 | Salt Lake Realtor ® | April 2018

55+ Active Adult Community STARTING $299,900

THE VILLAGE AT BINGHAM POINT | 7176 W. OROMIA WAY, WVC

COMING SOON

PARKSIDE STARTING IN THE

$230â€™S

TOWNHOMES & COTTAGE HOMES | 7800 S. 5500 W., WEST JORDAN

801-532-2233 | www.petersonhomes-utah.com

[My husband] Jeremy price shopped & spoke with about 5 different lenders and City Creek Mortgage was by far the best... Not only did they beat our builders preferred lender in credits, but also in rate. We are clients for life and we will refer all of our friends & family. Make the switch to City Creek Mortgage...You won't regret it!

Cortney Hall & Family

YOUR CLIENTS WILL FIND OUT WE CHARGE LESS. THEM Commission-based Loan Officers = High Rates & Fees US Salaried Loan Officers = Low Rates & Fees

#ReferResponsibly Come meet the team! Call or Text Jamie Norris (801)712-0494

-Mortgage Mike 455+ reviews (4.9 stars)

NMLS ID 85855 79053

©Nelos / Adobe Stock

Powerful Words (continued from page 14) branding consultant Farrah Parker. “People are buying a place [where they will witness] their baby’s first steps, their teenager’s Sweet 16 party, their parents’ milestone anniversary party.” Use keywords to tap into prospects’ innermost thoughts, which often include a few challenging words, such as “fear,” “anxiety,” and “reluctance.” But you must balance such words with opposite, positive keywords, such as “love,” “hope,” “home,” and “future,” Parker said. While real estate professionals are often taught to omit emotion from the transaction and stick to providing expertise, emotional cues can help your client relationships flourish, she said. “P” and “T” sounds are powerful and tantalizing. Words with several “p” and “t” sounds have a staccato effect, which inspires excitement and communicates energy, said Amanda Plecas, vice president and chief creative officer at Waterhouse Public Relations. On the other hand, words with long vowel sounds tend to have a calming effect. “Linguists call this ‘sound symbolism,’” Plecas said. “It’s when the sound of a word has meaning. In speechwriting, I select words with sounds that enhance the meaning of what my speaker will be saying.” Plecas said the cadence, rhythm, and musicality of what you’re saying can affect a listener’s perception of your words. For example, saying “I have a tried and tested marketing plan” sounds more upbeat than “I have developed an exclusive marketing plan,” Plecas said. Or, “I’ll be your personal real estate textbook” is more enthusiastic than “I am a resource to help you make a well-informed decision.” And finally, “I’m going to activate an expert marketing strategy for you” has more energy than “I’ll share your home on hundreds of websites,” Plecas said. “Call at 9…” Many prospects will put you on the spot by asking why they should choose you over other agents. So it’s a good idea to have a strong, quick answer, said Jeff Miller, cofounder of AE Home Group in Baltimore. His response is: “Call my office line at 9 p.m., and I’ll happily give you the answer.” It’s a clever way to let them know

18 | Salt Lake Realtor ® | April 2018

that you work around the clock to make their experience a success, Miller explained. If you’re an early bird, you can use the same response but suggest they call at 6 a.m. Or simply respond that all clients have access to you via your cell phone because you know that home buying is a big decision for everyone involved. “Your kids are well-behaved…” It’s important to genuinely engage prospects, said Greg Jaroszewski, a broker with Gagliardo Realty Associates in River Forest, Ill. Instead of immediately launching into a sales pitch during open houses, he tries to break the ice by complimenting visitors on their children or anything else that may apply, helping them to lower their guard. “Last year, I got a listing from an open house simply because I talked to them,” Jaroszewski said. “They said that no one from any other open house talked to them. I try to listen to their story: What’s interesting to them? Find out what makes them who they are versus someone who just needs to buy a house.” “I specialize…” You always want to show specific expertise related to a prospect’s house (“I specialize in this style of architecture, and I know clients who will be interested”) or their neighborhood (“I recently sold in this area, and I know all about the draw of your school district”), said Sarah Feezor, a broker with Dream Town Realty in Chicago. Prospects will want someone who is comfortable and familiar with the specific type of home they’re selling or who can guide them through the neighborhood and specific streets where they want to buy. So simply saying that you specialize in it is key, Feezor said. But, she adds, “I’m an honest agent.” She does her research ahead of time so she can comfortably say she’s a specialist. And if she didn’t recently sell in a certain neighborhood, she’ll say that “my team member and I sold in the area” if a colleague sold there. There are many ways to specialize. Reprinted from Realtor® Magazine Online, February 2018, with permission of the National Association of Realtors®. Copyright 2018. All rights reserved.

REAL ESTATE PROS DO IT BETTER PHOTOGRAPHY AND VISUAL MARKETING SERVICES

We Partner With You To: Build Your Business • Stand Out From Your Competition Win More Listings • Provide More Value to Your Clients

Visit VHT.com to get started! Photography • Virtual Tours • Virtual Staging 3D Home Tours • Drone Photography & Video Floor Plans • Media Delivery Announcing our acquisition of Circlepix® Photography, to provide even more photography, visual marketing services, and support than ever before. (800) 790-TOUR

Photo: 0PEI

9 Tips for Making Your Yard an Outdoor Living Room The living plants in your family yard capture and filter rainwater, produce oxygen and absorb carbon. By Kris Kiser

oving into a home requires new homeowners to get acquainted with many new things – neighbors, schools, stores, creaks and noises the house makes, and the requirements for caring for your new lawn and landscape. TurfMutt, OPEI’s environmental stewardship program, shares these tips to help new homeowners become backyard ready and make the most of their outdoor living room.

20 | Salt Lake Realtor ® | April 2018

Assess the Existing Living Landscapes Take a look at what currently exists in the yard to determine what you love about it and what you’d like to change. Don’t be afraid to ask the previous owner about the plantings. They might be able to provide a list of landscape items to make the job easier. Ask your Realtor® to help facilitate this, if needed. Your Realtor® can also put you in touch with local experts who

can help you create the outdoor living room of your dreams. Plan for Outdoor Living Determine what will work with the existing living landscape for your entire family, including kids and pets. Take into account your family needs and lifestyle. Then, research options for enhancing your family yard with hardy turfgrass, climate-appropriate plants and a mix of adaptive and native plants to foster biodiversity. Plant to preserve your corner of the ecosystem with a good mix of grass, trees, shrubs and flowering plants to support our pollinator friends: birds, bees and butterflies. Nature starts at your backdoor!

of fun for your furry friend. Set up an area for your dog to dig, such as a digging box or digging bed. Add chew toys in the dirt (leave one poking out) to help your dog get the idea. A canine obstacle course can provide hours of fun if you have the space available to install one. You can also add a water feature for your pet to splash in on hot days. A water station is another good addition that enables your pet to stay hydrated year-round. A tree or bush can provide a shady spot for your pet to rest.

Plant with Your Pets in Mind If you have a turfgrass lawn, you’ve got a playground for your kids and your pets. However, you should know there are many types of grasses – and some are better than others for pets, especially dogs. Also, if your yard has artificial or synthetic grass, you’ll want to replace it with real turf. Plastic grass is bad for the environment, hard to keep clean, and can get too hot for your pet’s paws and your children’s feet. And, remember, avoid toxic plants that can be harmful to pets.

Remember: Right Plant, Right Place When you’re ready to dig in and plant in your family yard, remember the “Golden Rule” of living landscapes: put the right plant in the right place. Select plants that will thrive in your climate zone. The microclimate in your new neighborhood may be very different from the one you just moved from – even if you didn’t relocate a great distance. Familiarize yourself with your plant hardiness zone on the USDA Plant Hardiness Zone Map to determine what types of turf, trees, shrubs and plants will thrive in your new location. Still unsure what to plant? Consult a local nursery or landscape professional for advice (ask your Realtor® for recommendations if needed).

Prep for Dog Fun A new home gives you the chance to go above and beyond to make your family yard a place full

Learn About Restrictions & Rules Some neighborhoods with home owners associations (HOAs) have restrictions about what

Image licensed by Ingram Image

April 2018 | Salt Lake Realtor ® | 21

Photo: 0PEI

you can and cannot plant in your yard. Other communities may have watering limitations during part of the year requiring a smart irrigation system. Become familiar with the rules so you can plan accordingly. Conduct an Outdoor Power Equipment Inventory The power equipment you needed at your previous home may not suffice at the new property, or perhaps it’s time to upgrade your equipment to better suit your needs. Take an inventory of your existing outdoor power equipment (lawnmower, leaf blower, etc.) and match it against the needs of your new family yard. At the very least, now’s also a good time to get your outdoor power equipment serviced for the upcoming season. Brush Up on Lawn Equipment Safety Get backyard ready for your new lawn by reviewing your owner’s manuals and brushing up on safety procedures. Follow all guidelines for outdoor power equipment and familiarize yourself with the controls. Misplaced manuals can be found online (and saved on your computer for future reference). Also, set expectations with your family and pets. When outdoor power equipment is in use, the safest place for kids and pets is inside your home and under the supervision of a responsible adult. Before your first yardwork day, talk with your family about safety and remind them to follow procedures.

22 | Salt Lake Realtor ® | April 2018

Be Smart About Maintenance When you move into a new home, it’s a good opportunity to revisit the basics of lawn and garden maintenance. Remember not to overwater your living landscapes. Plants and trees will grow stronger and work harder, creating deeper, vertical roots, if they need to seek water. Also, consider “grasscycling” instead of bagging your lawn clippings when you mow. Grasscycling is an easy (and organic!) way to give your lawn a nutritional boost. Cut grass blades left on the lawn will decompose quickly and return nutrients to the lawn. An added bonus? You save the cost of bagging and you avoid adding more waste to the landfills. Your family yard is an outdoor living room, providing a respite from stress, offering an outside entertainment area, expanding your living space, and giving kids and pets a safe place to play. In addition to enhancing your lifestyle and providing a center of health and relaxation, the family yard is also beneficial to the environment. The living plants in your family yard capture and filter rainwater, produce oxygen and absorb carbon. Your yard also provides valuable wildlife habitat and supports pollinators. Finally, the outdoor living room at your home boosts curb appeal, improves your property value and reduces crime. Kris Kiser is president and CEO of OPEI, the Outdoor Power Equipment Institute, an international trade association representing more than 100 power equipment, engine and utility vehicle manufacturers and suppliers.

POWER COMES IN HERDS.

xDRIVE INTELLIGENT ALL-WHEEL DRIVE. NOW ON MORE MODELS THAN EVER. BMW xDrive offers performance in any condition with optimum traction, and torque that constantly adjusts to the subtle changes of every road. With a range of models as broad as the weather conditions they were built for, BMW’s intelligent all-wheel-drive system offers a superior driving experience, no matter where your GPS takes you.

When Does Photoshopping Go Too Far? The ability to alter and retouch listing photos is both a blessing and a curse. Learn when enhancements are appropriate and make your property pop and when they cross the line and mislead buyers. By Erica Christoffer

hoto editing software can help brighten underexposed images, balance color to look more natural, or straighten a crooked shot. It’s also a great tool for hiding unsightly power cords or bringing out the true blue of the sky in your listing photos. But photo manipulation can cross the line and mislead potential buyers. Whether you’re photographing and editing listing images yourself or you’ve hired a professional photographer to do the job, you

24 | Salt Lake Realtor ® | April 2018

must ensure that photos are a true representation of a property. Don’t retouch pictures to cover up significant property imperfections or repair issues; doing so could violate the Realtors® Code of Ethics. Article 12 of the Code said, “Realtors® shall be honest and truthful in their real estate communications and shall present a true picture in their advertising, marketing, and other representations.” So, how can you be sure your edited images

don’t cross the line? Daniel Rothamel, ABR, a buyer’s agent and manager with Strong Team, Realtors®, in Palmyra, Va., has a general rule: If it’s a permanent item, fixture, or problem—or something that’s not easily remedied—then don’t change it in the photographs. “You don’t want to change a house so much that it has a negative impact when a buyer comes to see the property,” he said. For instance, you might feel compelled to add a little grass to a sparse yard, but that can lead to unrealistic buyer expectations of the property. A buyer could even file a complaint against the listing agent. It may be acceptable to remove a trash can from a driveway in an exterior listing shot because that can is moveable in real life. But editing out power lines, which can’t be moved in real life, amounts to misrepresenting the true picture of the property.

Think of listing photos as presenting a property “in full makeup and hair” because they should show the home at its best, said Jacy Riedmann, vice president of Amoura Productions Real Estate Photography & Video in Austin, Texas. But digital manipulation that isn’t realistic or true to the property’s actual appearance goes too far. “You cannot modify a physical element of the property because you are then falsely advertising and opening yourself to legal risks,” Riedmann said. Here are a few property elements that Riedmann said should never be manipulated or removed from photographs. Never ask your photographer to hide holes in walls or cracks in cement. Grass or plants should not be added where they do not exist. (continued on page 30)

April 2018 | Salt Lake Realtor ® | 25

Housing Watch February Marks Fifth Consecutive Month of Rising Salt Lake Home Sales, Prices Rise 16%

alt Lake County home sales continued to rise in February, the fifth consecutive month of sales increases year-over-year. Home sales (all housing types) increased 8 percent to 1,085 units sold, up from 1,005 units sold in February 2017. In neighboring Davis County, home sales increased 17 percent to 355 homes sold. The median cumulative days a house was on the market in February in Salt Lake County was 23 days, down from 24 days in February 2017. Nationally, home sales in February were up 1 percent compared to a year ago. The median price of homes sold in February in Salt Lake County climbed to $305,000, up 16 percent year-over-year. In Davis County, home prices increased 8 percent to a median price of $280,000. Lawrence Yun, chief economist for the National Association of Realtors®, said in a prepared statement that sales were uneven across the country in February but did increase nicely overall. “A big jump in existing sales in the South and West last month helped the housing market recover from a twomonth sales slump,” he said. “The very healthy U.S. economy and labor market are creating a sizeable interest in buying a home in early 2018. However, even as seasonal inventory gains helped boost sales

Salt Lake County Sales (all housing types) Year-Over-Year (Up 9%)

1,005 26 | Salt Lake Realtor ® | April 2018

1,085

last month, home prices – especially in the West – shot up considerably. Affordability continues to be a pressing issue because new and existing housing supply is still severely subpar.” According to Freddie Mac, the average commitment rate for a 30-year, conventional, fixedrate mortgage moved higher for the fifth straight month to 4.33 percent in February (highest since 4.34 percent in April 2014) from 4.03 percent in January. The average commitment rate for all of 2017 was 3.99 percent. “Mortgage rates are at their highest level in nearly four years, at a time when home prices are still climbing at double the pace of wage growth,” said Yun. “Homes for sale are going under contract a week faster than a year ago, which is quite remarkable given weakening affordability conditions and extremely tight supply. To fully satisfy demand, most markets right now need a substantial increase in new listings.” Nationally, the median existing-home price for all housing types in February was $241,700, up 6 percent from February 2017 ($228,200). February’s price increase marks the 72nd straight month of year-over-year gains.

Salt Lake County Median Price (all housing types) Year-Over-Year (Up 16%)

$263,000

$305,000

2 - C OLOR

Salt Lake County

Median Days on Market (all housing types) Year-Over-Year (Down 4%) 23

Salt Lake County

Pending Sales (Up 7%)

1,362

Sales $

5 Davis County $280,000 4 Median Price (all housing types) Year-Over-Year (Up 8%)

$260,000

1,457

Sales

Davis County Sales (all housing types) Year-Over-Year (Up 7%)

355

303

April 2018 | Salt Lake Realtor Â® | 27

REALTOR® Connections

On the Move

Chris Anderson

Lidia Mejia

Best Remodeling Jobs When a listing needs improvements, garage door replacements, minor kitchen upgrades, and bathroom overhauls offer the greatest bang for the buck when capturing remodeling costs at resale, according to the Cost vs. Value Report by Remodeling.net.

Windermere Utah Real Estate is pleased to welcome the following new Realtors®: Dallin Jolley (9&9th), Rebecca Schocker (9&9th), Alberto Lopez (West Valley), Janet Jenson (Union Park), Steve Ward (Union Park), Lidia Mejia (Union Park), Chris Thredgold (Layton), Scott Langford (Layton), Michelle Hess (Layton), Jasson Ackett (Layton), Corbett Simon (Sugar House), Rhonda Bachman (Sugar House), Brit Hansen (Sugar House), Chris Anderson (Sugar House), and Tyler Dalton (St. George).

Casie Draper

District Attorney Talks to Government Affairs Committee Salt Lake County District Attorney Sim Gill today addressed members of the Government Affairs Committee on crime, rehabilitation and the role of a mental health court. “As citizens of our community we have a role to play in the proper function of government,” Gill said. “The checks and balances really require us to know how our institutions of power are working and also to acknowledge that we have an active role to play in the institutions that are ultimately created.”

28 | Salt Lake Realtor ® | April 2018

Equity Exchange Real Estate Inc. has opened for business. Principal Broker Casie Draper is a thirdgeneration Realtor® working in unison with her mother Cheryl Heath. Together they have more than 50 years of experience in the real estate profession.

Images licensed by Ingram Image

Photoshopping (continued from page 25) Leave all power and telephone lines as is. Don’t change paint colors, paint blemishes, or positions of light fixtures. “There’s a difference between doctoring an image and just touching it up,” said Jordan DiCaprio, owner of Hampton Roads Real Estate Photography in Virginia Beach, Va. He shoots a lot of aerial photography and video, which is a nice way to show off properties close to the beach. Sometimes, adjacent properties may appear in

30 | Salt Lake Realtor ® | April 2018

the shot, and it might be enticing to edit out the neighbor’s inflatable pool, for instance. DiCaprio errs on the side of caution, opting to leave all properties undisturbed. Sometimes, to draw attention to a featured listing, he’ll leave the property in color and turn the rest of the image black and white. But he still doesn’t remove or alter physical elements. “My job is to perfectly light up the place and make sure that everything I capture is as close to what we see with our eyes,” he said. Another point of contention when it comes to photo manipulation relates to artificial HDR photography enhancement. HDR, which stands for high dynamic range imaging, is the technique used to layer several images with various exposure levels into one shot so that the highlights and shadows are more evenly exposed. The results can be remarkable if used correctly. However, it can also create a hypercolor effect that looks oversaturated and false. “It’s overprocessed,” said Brede Erickson, a professional photographer with Realvision in Minneapolis. “It looks almost gaudy.” Often, HDR is used so that a room’s interior and the view through a window can be shown simultaneously in the same picture. Sometimes, the effect works—but not always. “Having partial view outside is OK,” said Erickson. “But if you have the room in full view as well as the outside in full view, it looks manipulated—because it is.” While some people may love the vivid colors, others prefer a more natural look. Excessive HDR enhancement might work for a “coming soon” picture an agent posts to their Instagram, but in listing photos, it’s walking a thin ethical line. “If the colors are not natural, ask the photographer to adjust them,” Riedmann said. Here are a few additional tips from Riedmann to ensure your photo session goes smoothly. To showcase a property the best, make sure it’s clean and ready to go at the time of the shoot. Ask your photographer for a readiness checklist, or bring in a real estate stager who is willing to gently coax your sellers into removing extra clutter and family photos ahead of the shoot. Make sure lightbulbs are working and are the same color temperature in every room. Bathroom counters and showers should be clean and cleared, fans dusted, and blinds in working order. Listing photos not only market a property but also your professionalism as an agent. Think of photos and videos as another reflection of the quality of your brand online, Riedmann said. Erica Christoffer is a multimedia journalist and contributing writer and editor for Realtor® Magazine. She can be reached at echristoffer@Realtors.org.

MY WHY? i I believe symbols are powerful. Take the RE/MAX balloon. It represents ambition that moves like a freight train. And when people see it, they see me. Telling them I go nonstop. Because I do.

Why RE/MAX? The brand is my why. ÂŠ2018 RE/MAX, LLC. Each office is independently owned and operated. 18_255103

Find your why at joinremax.com

GLOBAL MARKETING: EVERY PROPERTY. EVERY DAY.

ALTA, UT | $3,900,000 | WEB ID: 1483935

PARK CITY, UT $4,999,000 WEB ID: 1453108

Luxury Portfolio International,® is part of an exclusive global network that: • Is the largest worldwide collection of independent brokers • Has over 50 years of experience • Receives millions of annual online visits from the world’s elite • Advertises to over 55 million affluent consumers each year

VISIT WINUTAH.COM | 801.485.3151

THE ONLY BROKERAGE IN UTAH WITH MEMBERSHIP IN LUXURY PORTFOLIO.