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Turning Houses into Homes®

Table of Contents Features 10 Mountain Region Sees Rapid Run-Up in Home Prices

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12 Coping With Low-inventory Blues Erica Christoffer

Coping With Low-inventory Blues

18 What if Your Sellers Have Nowhere to Go? Melissa Dittmann Tracey 20 The Aftermath of a Tech Attack G.M. Filisko 26 Support Realtor® and Realtor®-Friendly Candidates This Election Brooke D’Sousa 30 CEO of Salt Lake Chamber Addresses Business Meeting

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Columns 7 Should Have Used a Realtor® Matt Ulrich – President’s Message

Departments 8 Happenings 8 In the News 28 Housing Watch

18 What if Your Sellers Have Nowhere to Go?

On the Cover:

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26 Support Realtor® and Realtor®-Friendly Candidates This Election

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.

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President Matt Ulrich Ulrich Realtors®, Inc.

Hannah Cutler Coldwell Banker Residential Laura Fidler Summit Sotheby’s

First Vice President Steve Perry Wise Choice Real Estate

Amy Gibbons KW South Valley

Second Vice President Rob Ockey Century 21 Everest

Jennifer Gilchrist Utah Key Real Estate Tony Ketterling Equity Real Estate

Treasurer Carlye Webb Summit Sotheby’s

Claire Larson Woodside Homes

Past President Alicia Holdaway Summit Sotheby’s

John Lucky Coldwell Banker Residential Sophie Reece Berkshire Hathaway

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Managing Editor Dave Anderton Publisher Mills Publishing, Inc. www.millspub.com President Dan Miller Art Director Jackie Medina Graphic Design Ken Magleby Patrick Witmer Office Administrator Cynthia Bell Snow

Sales Staff Paula Bell Paul Nicholas

Salt Lake Board: (801) 542-8840 e-mail: d ave@saltlakeboard.com Web Site: w ww.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. 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®.

Should Have Used a Realtor® The Salt Lake Board of Realtors® has launched a new social media campaign called, “Should Have Used a Realtor®.” The campaign focuses on situations that don’t go so smoothly when people decide to buy or sell a house on their own. For example, “I thought I was getting a great deal on that house. What I actually got was on old meth lab.” #ShouldHaveUsedARealtor®. The campaign will be made up of ready-to-use jpeg images that you can download at slrealtors.com/shouldhaveusedarealtor. Simply personalize a post and share the content to your social media channels. The campaign is a fun way for our members to promote the importance of hiring a Realtor®. We invite you to share the marketing materials with potential clients and friends that follow you on social media. Most buyers and sellers across the country already know the value of using a Realtor®. According to NAR’s 2020 Profile of Home Buyers and Sellers, 88% of buyers used an agent to purchase a home. On the other side, 89% of sellers turned to a Realtor® to sell their home. Only 8% of homes for sale were “For-Sale-By-Owner” or FSBO. Less than 1% of sellers used iBuyer options or online-only programs. A 2018 study determined that FSBOs sell for an average of $60,000 to $90,000 less than homes sold by a real estate agent. A separate 2017 study by Collateral Analytics examined 1.35 million U.S. home sales and determined that “FSBOs tend to sell for lower prices than comparable home sales, and in many cases below the average differential represented by the prevailing commission rate.” The study concluded that buyers perhaps make low-ball offers to FSBO sellers, deducting the entire commission, not just the seller’s portion. As the real estate transaction grows more complex, the importance of using a Realtor® also grows. Let your clients know the value in hiring a Realtor® by sharing the #ShouldHaveUsedARealtor® campaign!

Matt Ulrich President

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

September 2021 | Salt Lake Realtor ® | 7

Happenings

In the News

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Administration Plans to Add 100,000 New Homes Winner of RPAC Dues Giveaway Announced Misty Maki, broker and owner of Maki Real Estate, was the winner of the 2021 RPAC Dues Giveaway. Misty won a three-year lease on a 2021 Ford Bronco Sport. She invested $100 in RPAC this year when paying her annual membership dues. The winner was chosen by a random number generator. Misty has been a Realtor® since 2005 and started her own brokerage in 2016. Pictured, left to right: Curtis Bullock, CEO of the Salt Lake Board of Realtors®, Matt Ulrich, President of the Salt Lake Board of Realtors®, and Misty Maki.

Committee Interviews Local Municipal Candidates The Salt Lake Board of Realtors® Government Affairs Committee in August interviewed more than 50 candidates running for local municipal offices this fall. The committee evaluates candidates’ views on housing and real estate policies. The Salt Lake Board of Realtors®, through the Realtors® Political Action Committee, supports the election of pro-Realtor® candidates across Salt Lake County. RPAC is one of the most bipartisan PACs, giving to both Democrats and Republicans alike. The only stipulation is that the candidate be a member of the Realtor® Party® – candidates who support Realtor®friendly issues. Members of the committee include, left to right (clockwise): Chris McCandless, Marcus Jessop, Jodie Osofsky, Matt Clewett, Lori Khodadad, Nigel Swaby, Dawn Stevens, Bob Goodson, Jaren Davis, Angelina Pena. 8 | Salt Lake Realtor ® | September 2021

National Association of Realtors® President Charlie Oppler issued the following statement after the White House unveiled plans to expand affordable housing. “NAR applauds the administration’s new effort to address America’s housing supply crisis and to prevent the expansion of corporate landlords at the expense of homeownership,” said Oppler. “Distressed homeowners should have the opportunity to buy-back their homes, but if not, other worthy homeowners should receive next priority. Affordable homeownership brings a magnitude of benefits to families, communities and our national economy, and now is the time to ensure we continue that support. “According to a landmark report commissioned by NAR, even more work will need to be done. The administration’s plan to make available 100,000 new homes is just a small fraction of the roughly 6 million units needed to fill the gap in housing supply. The current state of the market does not afford many Americans from low- and middleincome households the opportunity to purchase and own a home and continues to hold back the true potential of our market and our overall economy. “NAR has long advocated for many of these policies; we are encouraged and grateful for the effort put forth by the White House,” Oppler continued. “We look forward to continuing our close work alongside both Congress and the administration as we seek even more opportunities to expand access to the American Dream.”

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Mountain Region Sees Rapid Run-Up in Home Prices Utah home prices increased 28.3% between the second quarters of 2020 and 2021, giving the state the No. 2 highest house-price appreciation in the nation. U.S. home prices continued to rise in the second quarter, and homeowners in some pockets of the country—notably in the mountain region—are seeing some of the highest appreciation. Ninety-four percent of 183 metro areas tracked posted double-digit price increases, according to a new report released last month by the National Association of Realtors®. Forty-six markets have posted price gains of more than $100,000 over the last three years, according to NAR’s report. 10 | Salt Lake Realtor ® | September 2021

Of the nine census divisions, the Mountain division experienced the strongest four-quarter appreciation, posting a 22.9 percent gain between the second quarters of 2020 and 2021 and a 6.8 percent increase in the second quarter of 2021, according to the Federal Housing Finance Agency House Price Index. The Mountain division has led in annual growth for 15 quarters. Annual house price appreciation was weakest in the West North Central division, where prices rose by 14.9 percent between the second quarters of 2020 and 2021.

f11photo©/ Adobe Stock

“During the second quarter, house prices peaked in June with an 18.8 percent growth rate compared to a year ago,” said Dr. Lynn Fisher, Deputy Director of FHFA’s Division of Research and Statistics. “For the quarter, annual gains surpassed 20 percent in the Mountain, New England, and Pacific census divisions and in all of the top 20 metro areas.” Home prices are rising in all 40 states and the District of Columbia between the second quarters of 2020 and 2021, according to FHFA’s Price Index. The five states with some of the highest annual appreciation in that period: 1. Idaho: 37.1% 4. Montana: 23.7% 2. Utah: 28.3% 5. Rhode Island: 23.7% 3. Arizona: 23.9% House prices rose in all the top 100 largest metropolitan areas over the last four quarters. Annual price increases

were greatest in Boise City, Idaho, where prices increased by 41.1 percent. Austin, Texas came in second place with an annual appreciation of 35.2%. Salt Lake City took the third spot, as prices climbed 26.2%. Prices were weakest in San Francisco-San Mateo-Redwood City, Calif., where they increased by just 4.5 percent.

Top 10 States in House Price Appreciation Q2 year over year 1. 2. 3. 4. 5.

Idaho 37.1% Utah 28.3% Arizona 23.9% Montana 23.7% Rhode Island 23.6%

6. Vermont 23.3% 7. Maine 22.4% 8. Washington 21.9% 9. New Hampshire 21.7% 10. Oregon 20.4% Source: FHFA

September 2021 | Salt Lake Realtor ® | 11

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Coping With Low-inventory Blues Buyers today are making four to five losing offers before getting under contract. However, it’s not only buyers who are feeling discouraged. By Erica Christoffer

Sonia Norville’s typical workday this spring ran from the crack of dawn until 10 p.m., with zero days off, as she shifted between showing houses in person and hunting for promising listings online for her eight buyer clients. The Weichert, Realtors®, agent, based in Union, N.J., drove one couple all over the state, seeing five to seven properties a day for about eight weeks straight in a hunt for the right one. They made offers on eight homes and were outbid every time. “It’s extremely difficult,” she said. “You spend so much money on gas, plus the energy it takes out of your day. And you’re not getting paid for any of it.” With demand for homes far exceeding supply throughout the country and the median time on market falling to a historic low of 17 days in April, it’s not only buyers who are feeling discouraged. Agents, especially 12 | Salt Lake Realtor ® | September 2021

those focused on buyers, may be facing a dynamic they’re completely unaccustomed to. Many have never worked so hard and have so little closed volume to show for it. Every lost bidding war may be taking a toll on their mental health, in addition to their wallet. “Buyers are making offers, and in most situations, they’re not winning the bid, and then they’re getting angry at the agents,” said Greg Harrelson, broker-owner of Century 21 The Harrelson Group in Myrtle Beach, S.C., a firm with 205 agents. “You can’t absorb everyone’s anger and then let that pile up on your shoulders as stress.”

More Agents Than Listings Brad Allen’s agents don’t get a day off. Their situation is similar to Norville’s. There are 4,700 agents with only about

700 houses to sell in his Columbia, S.C., market, said Allen, CRS, a partner and broker-in-charge of The ART of Real Estate. Yet his 32 agents have an estimated $45 million in buyer volume that they can’t find houses for. It’s not uncommon for three or four agents from his office to be working with buyers vying for the same house. But often none of them gets the sale. “The work environment feels more stressful than it was during the last recession,” Allen said.

Cutting a Buyer Loose When Norville decided that she could no longer spend endless hours driving the buyer couple to showings with no results, she had to let them know diplomatically that it was time for them to work with someone else. She suggested they look in markets further away, including out of state, and work with an agent who’s more familiar with those areas. She also established firmer boundaries for her workdays. Her initial buyer consultations today are longer, usually lasting at least two hours so she can outline more detailed strategies for competing in this supercharged market. One suggestion is that buyers offer a “signing bonus” of $1,500 to sellers on top of the offer price, disclosed in the sales contract, which gives sellers immediate access

to cash. While working with buyers has long been her specialty, Norville is now networking more with listing agents in her market and others to gain more listings. Seller prospecting is also a focus for Molly Gallagher, partner with the Falk Ruvin Gallagher Team at Keller Williams Realty in Whitefish Bay, Wis. Her team sent out postcards in the spring that featured one simple question: “What would you sell your house for?” On the back was their team picture and contact information. They’ve received several leads from that mailing. When buyers’ offers are repeatedly rebuffed, clients start to wonder if they’re working with the right agent, Gallagher said. “It’s hard to explain that this is happening to everyone. They get excited, geared up, and then they lose again,” she said, estimating that buyers today are making four to five losing offers before getting under contract. It’s more important than ever for you to understand the financial picture of prospective buyers before you commit time to house hunting with them. Buyers who require financing and don’t have a significant nest egg to compete with will find it nearly impossible to purchase in her market now, Gallagher said. For some, the best approach for agents is to let prospective buyers know up front that this isn’t the right time.

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Allen said if the client can stretch their budget to pay what the market is demanding, he and his team are willing to put in the time and energy. But he has also been referring buyers out to agents in more distant markets where they may have better luck finding something in their original price range.

Hiring Binge To alleviate the burden on his sales team, Allen hired three licensed showing agents in May and also pays them to go to inspections. One is a retiree; the others are college students who want experience. Norville also intends to bring on a junior agent who’s eager to learn and show properties. She plans to pay them a flat showing fee and give them 35% of her commission if the buyer closes on the home they showed. Harrelson, from Myrtle Beach, S.C., and other real estate pros advise that no matter how busy your work life is, it’s essential to take time regularly to unplug. “There are agents out there answering texts and emails at 11:30 at night,” he said. He’s added time into his own schedule to immerse himself in one of his favorite hobbies: classic cars. He’s currently working on a 1968 Camaro, 1955 Chevy truck, 1964 Impala, and a 1969 VW Beetle. “Get lost in an activity—that’s a good way to manage 14 | Salt Lake Realtor ® | September 2021

your stress. Then, the next morning, you’re ready to go,” he said. “If we don’t take care of ourselves, then we surely can’t take care of our clients.” Lissette Leon, with Century 21 Triangle Group in Raleigh, N.C., takes five-day trips once a month to compete in equestrian shows, but she stays connected to business. She gets a colleague to show homes to her buyers while she’s gone but is available to write and submit offers. Her horse, Helios, even has a business role; her saddle bears the Century 21 logo. While Gallagher’s team sales volume in the spring exceeded its levels at the same point in 2020 and 2019, there’s still a lot of pressure, which they deal with by meeting frequently to vent and to share tips. “We talk about offers and why [our buyers] missed out. We look at the various tactics and share lenders who can do different things for our buyers,” she said. “We also have happy hours with Prosecco.” Even if they can’t increase the supply of 3-bed, 2-bath listings, such gatherings do wonders for team spirit. Erica Christoffer is a multimedia journalist and contributing editor with Realtor® Magazine. Reprinted from Realtor® Magazine Online, July-August 2021, with permission of the National Association of Realtors®. Copyright 2021. All rights reserved.

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What if Your Sellers Have Nowhere to Go? They may need to enter into a leaseback agreement with the buyer while searching for another property, but there can be unforeseen risks if the contract isn’t structured carefully. By Melissa Dittmann Tracey For sellers, it’s more difficult than ever to get the timing right between the sale of their current home and the purchase of their next property. Low inventory, high prices, and quick transactions work against them as buyers, so many sellers may need extra time to figure out their next move. One solution is to ask for a 18 | Salt Lake Realtor ® | September 2021

leaseback agreement, which allows the seller to stay put and rent the property from the buyer after the sale. Such an agreement is typically meant for a short period of time—a matter of days or a week. But in this feverish market, some agreements are stretching to a few weeks or even months, which can pose problems if

policy no longer applies, Rymarowicz said. “The seller will need to talk to an insurance agent to discuss converting it to a renter’s policy to ensure their possessions are still covered,” she adds. Also, buyers should ensure that there are no gaps in their insurance policy during the leaseback period. Otherwise, they’ll need to carry supplemental insurance, like fire coverage.

they’re not structured to account for various risks, said Deanne Rymarowicz, associate counsel at the National Association of Realtors®. Some sellers are delaying their search for a new home until they’ve sold to avoid the need for contingencies, which can undermine a person’s competitive edge in today’s market, said Michael “Smit” Smith, C2EX, RENE, a sales associate with Windermere Real Estate who is licensed in Arizona and Washington. Of course, that strategy also can land sellers in housing limbo. Sellers often have little time to organize a move, as the typical home sold in just 17 days in June, according to NAR data. Leasebacks, also known as post-possession occupancy agreements, not only help sellers but also can give buyers an advantage in bidding wars. “In this market, buyers are putting these in to sweeten their offers in a multiple-offer situation,” Rymarowicz said. “Sellers are selling their homes so quickly that they may not have even started packing.”

•

Charge a deposit. The buyer may want to charge a refundable security deposit just like a landlord would. Damage to walls, for example, can occur when the seller finally moves out, and a deposit can offer protection against any losses. Consider whether the security deposit should be held in escrow or released to the buyer at closing. A security deposit can also send a message to the seller: This isn’t your home anymore, and you’ll be on the hook for damages like any tenant would.

•

Get the lender’s approval. Many lenders won’t accept leaseback agreements that are longer than 60 days, at which point the home can be classified as an investment property instead of a primary residence. Investment properties come with different loan terms—and, typically, a higher interest rate. Make a lender aware of any leaseback arrangements up front to make sure the buyer’s loan won’t be put in jeopardy.

•

Know the risks. Buyers must have safeguards in case a seller refuses to leave at the end of the leaseback period, though this situation rarely occurs, real estate pros say. Still, it’s increasingly a possibility in an environment where many people are taking advantage of eviction moratoriums, Smith warns. With this in mind, buyers may ask sellers to waive their rights as tenants under current COVID-19 protections. As another safeguard, buyers may hold a portion of the home sale amount in escrow and release it to the sellers once they finally move out.

•

Consult an attorney. A real estate attorney can review any post-possession occupancy agreements, particularly those that stretch beyond a few days, to help minimize the risks. “The longer [the time period] these agreements are structured for, the more both parties will need to think about avoiding potential issues that could arise,” Rymarowicz said.

But—and This Is a Big ‘BUT’… These agreements turn home buyers into landlords and sellers into tenants. Giving a seller a few extra days to move out is fairly common. “But it’s when we’re talking about more than a few days that there’s a lot more to consider, like any potential risk of loss, insurance, and rent,” Rymarowicz said. For example, should the buyer charge a security deposit? Do any state or local landlord rules apply—particularly if the seller-turned-renter is staying longer than 30 days? Here are some tips to keep in mind when your client needs to enter into a postclosing occupancy agreement. •

•

Put everything in writing. Buyers shouldn’t let sellers retain possession of a home for any amount of time without an agreement in place that lays out all the conditions. Your clients may need a short-term lease agreement in place while drafting a longerterm contract if the seller plans to stay for 30 days or more, Rymarowicz said. Leaseback agreements should spell out the length of the rental period; the amount of rent per day, week, or month, if applicable; penalties for late payments; who pays for utilities; the buyer’s right to access the property; and the seller’s duties to maintain the home while they’re living there. The agreement may stipulate that the buyer has the right to inspect the property and ensure no damage was done. Double-check insurance coverage. An insurance agent can help clear up any confusion about who’s responsible for what if the home is damaged during the leaseback period. For example, who has to pay if the water heater breaks or a tree limb falls on the roof? The responsibility likely will fall on the buyer as the new homeowner. However, the seller isn’t off the hook. Once becoming a tenant, the seller’s previous homeowner’s insurance

Melissa Dittmann Tracey is a contributing editor for REALTOR® Magazine. She can be reached at mtracey@nar.realtor. Follow her on Instagram and Twitter: @housingmuse. Reprinted from Realtor® Magazine Online, August 2021, with permission of the National Association of Realtors®. Copyright 2021. All rights reserved. September 2021 | Salt Lake Realtor ® | 19

20 | Salt Lake Realtor | September 2021 ®

The Aftermath of a Tech Attack Who’s going to go after your website? Everybody is a target. By G.M. Filisko

For years, Kevin Vandenboss didn’t visit his own company’s website very often. Why would he? He already knew what was on it. Today, the broker at Vandenboss Commercial in Lansing, Mich., checks the site regularly, just to be sure it hasn’t been attacked for a second time. The first time anybody who visited vandenboss.com was redirected to a porn site and assaulted with not-safe-for-work popups. “It was some nasty, nasty stuff,” recalled Vandenboss. “There were a lot of different popups ads for male enhancement and websites to subscribe to.” Vandenboss was stunned he’d become a target. “Who’s going to go after my website? I’m just a local, small real estate brokerage,” he explained. “Now I know. Everybody is a target.” Absolutely right, said Shawn Jaryno, a broker and salesperson at Weichert, REALTORS®, in Bayonne, N.J., who has 20 years of IT experience and teaches cybersecurity at the nearby Branford Hall Career Institute. “Real estate is like the wild, wild west,” asserted Jaryno. “Most agents are independent contractors, and everybody has their own personal email. They may be using services like Yahoo email, which has been compromised time and time again. And then people don’t change their passwords.” Brokers can also be careless about the risk to their company and agents. “I’ve walked into offices where computers are sitting wide open [unattended] with people logged in or where I’ve seen a username and password right on the computer,” explained Jaryno. “Agents also bring their own laptops to the office, and brokers don’t know what type of antivirus software those agents have—if any—or if the software is upto-date. I’ve also seen offices that have open wireless networks, and that’s a problem. There are a lot of things that open this industry up to a lot of potential risk.” Vandenboss and others who’ve learned those lessons the hard way say the damage they suffered wasn’t merely financial. Without exception, these practitioners say the most painful aspect was the devastation to their peace of mind.

Feeling Helpless Brokers and agents who aren’t attuned to basic online security in their transactions may also be less vigilant when it comes to their own data. Vandenboss has long used DocuSign to secure contracts. “But when it

came to my own information,” he admited, “I was like, whatever.” The trouble started right after Vandenboss had sent by U.S. mail a 1,000-piece, $1-per-piece postcard campaign that directed recipients to his website that, unbeknownst to him, had been compromised. He got an email from Google stating it had detected hacked content on his website. Vandenboss pulled up his website, which he discovered was hammered by porn and popups. “I panicked,” he said. “I had no idea what to do.” He could have contacted a “breach consultant,” whose pricing varies depending on the nature of the violation. For instance, specialty insurance companies like Victor O. Schinnerer & Company—a Realtor Benefits® Program partner for errors and omissions insurance—offer help navigating the legal and technical issues triggered by an attack. Instead, Vandenboss dug in himself, first calling his website host, GoDaddy. He learned he had two choices: Either wipe out his website and all the files associated with it or buy a third-party program to scan and remove the site for malware. He chose the second option, which costs about $200 annually. “The scan took a couple of hours—a very, very long couple of hours,” he stated. “I thought I was out of the woods.” Not even close. About three weeks later, Vandenboss got a call from someone who said that while trying to find Vandenboss’ phone number through a quick Google search, he was pummeled with porn again at the company’s website. This time, Vandenboss hired a tech consultant to investigate the coding at his website. Another $200 later, Vandenboss learned code deeply embedded in his site was still redirecting visitors to porn—but only when they clicked on his website in Google search results, not when they typed the website’s URL into their browser. “I ended up going all out at that point,” he explained. “To log into the administrative back end of my website, I set up Google two-factor authentication. That had no cost, but I also signed up for a service called Cloudflare at $20 a month.” It provides a firewall and blocks suspicious activity on his website. If it detects a suspicious internet address, Cloudflare requires the user to type in a Captcha verification word. “I also got an SSL certificate for my site, which is usually necessary only for credit card transactions,” added Vandenboss. “But I didn’t want there to be any risk to anybody filling out my contact form. That costs another $100 a year.” September 2021 | Salt Lake Realtor ® | 21

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Still, Vandenboss couldn’t shake his anxiety. “Over the next several months, every couple of weeks, I’d get an alert that my scanner found something malicious,” he recalled. “It started to drive me crazy. I called GoDaddy again and was told there were probably some residual things on the website causing openings for malware.” The solution was to wipe out the entire website. Vandenboss hired another consultant—for another $200—to remove and then reinstall every file he’d used to build his WordPress website. Today, one of the programs Vandenboss bought does a regular scan for malware at his website. “I also used to have the same simple password for everything,” he said. “Now every website I use has a unique password that’s long and very complicated.” In addition to the out-of-pocket costs, Vandenboss has spent countless hours recovering from the attack. He also has no idea how much potential business he might have lost after his marketing postcard apparently led people to a porn site. The worst damage was caused by the stress. “It was the amount of time I worried about it and the anxiety it caused,” said Vandenboss. “I felt the most helpless when the Google searches were still redirecting people to porn. I’d already done the things I was supposed to do 22 | Salt Lake Realtor ® | September 2021

to fix it, so then what was I supposed to do?” Vandenboss now knows first-hand how vulnerable brokers are to cyberattack. “It’s not somebody just sitting in their mom’s basement looking for credit card numbers to steal,” he stated. “It’s automated. Programs are crawling the web looking for vulnerabilities. It doesn’t matter who you are if there’s a way to get into your site. Nobody is too small to attack.”

Email Hijacking Four times Sue Dietz has been targeted, and she’s sure it’ll happen again. “It’s not that I’m hacked,” said the agent at RE/Max Advantage in Dubuque, Iowa. “It’s that my identity as a Realtor® has been taken. They haven’t been in my computer. They’re sending out emails from bogus email addresses saying I have a referral in the area, and they’re asking the other agent if they’d be interested in taking the referral.” The emails, which started in January 2016, are sent out under Dietz’s name. The danger isn’t to Dietz; it’s to recipients who click on a link in the email, which likely leads to a virus or malware. Dietz first got notice of the stunt when her office and

cell phones started blowing up with calls from other agents either giving her a heads up about the scam or wondering why she included a bad phone number or link in her email. “Some are really looking for a referral and think I messed up on the phone number,” she said. “Some are saying they can’t open the link and I tell them that’s a good thing.” There’s not much Dietz can do other than to warn others to be careful when receiving an email under her name, which she’s done each time it’s happened and in various ways. She contacted the National Association of Realtors®’ Director of Digital Engagement Nobu Hata for help spreading the word. She also posted on her website a notice of the scam and the fact that she’s aware of it. That’s not just to prevent the scammers from being successful; it’s also to cut down on the time Dietz spends handling the scam each time it hits. “Calling it a hassle is putting it mildly,” she reported, since she feels obligated to respond to every call, text, and email. She’s done that every time the scam starts, which has been at the beginning of each year and then again each September or October. Dietz estimates she’s had 6,000 to 7,000 people contact her over the past two years. “The only way to stop this is to change offices and change my full legal name,” she said. “That’s not going to happen.”

The scam hasn’t cost Dietz money or business, except in lost time. But she knows she can’t be too careful. Even though her computer wasn’t hacked, she’s changed all her online passwords and doesn’t save any passwords in her computer. When people contact her, Dietz encourages them to beef up their security. “I tell them that if their computer tells them to not open something, don’t open it,” she explained. Also, taking advice from Hata, she reported the emails as spam because it might slow the scammers down. “I also suggest they let their local board know to spread the word, because usually I get hit in one area at a time,” she added. Like Vandenboss, Dietz has been rattled by the scam. Though no one stole her computer or got into her bank account, she said, “I feel like they’ve taken part of my sanity away.”

Phone Hostage In the summer of 2016, an agent (who asked not to be identified) with Carolina One Real Estate Services in Charleston, S.C., checked online for a service that could help her with connectivity problems between her printer and her desktop. She found a place called WeFix, one of many sites using that name, and the business used a screen sharing program to access her computer and adjust the settings.

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Problem solved, or so it seemed. She was once again able to print from her desktop.

“He said he was going to send somebody to our house and that he was going to kill us.”

Then on a Friday, almost a year later in June 2017, the agent, an 18-year veteran in residential sales, received a phone call from a man claiming to be with that same online repair service. He said they’d found a glitch in the work they’d done on her computer and needed to remove a program.

Luckily, the agent and her family are safe, and her accounts were untouched. Her husband and brother raced to Walmart, where they were able to cancel the cards before the thief redeemed them. She immediately called the emergency number at each of her banks and locked down her personal and business accounts.

The caller knew exactly the amount she had paid for the repairs. He also knew they’d worked on two other devices the agent had gotten repaired at the time (she’d also arranged for repairs to her husband’s and her brother’s computers).

The next morning, she alerted the head of information technology services at her brokerage, Les Sease, about the scam. She also reported it to the Federal Trade Commission and the Federal Bureau of Investigation. She’s heard nothing so far from either federal agency or from the local police about whether the online repair business was in on the scam or was hacked itself. As for the lack of closure with the case, she said, “it’s frustrating, but on the other hand, I don’t know of any way they could actually track down these people. This kind of thing happens to people every day, and what makes me so special?”

It’ll just take a quick screen share, they’ll refund her money, and she’ll be set, he promised. The agent was hesitant, and she asked some questions. But she got reasonable answers to every one. So, she agreed to the screen share both on her laptop and her desktop. She watched as the caller tinkered around in both computers. Then the caller said he needed access to her bank account to process the refund. The agent grew more uneasy. She asked why he couldn’t issue a credit. She even said no. But the guy was persistent and convincing, telling her this was the only way to process the refund. “Something kept on telling me, ‘Don’t do this,’ but I opened up my bank account online.” And then she realized her mistake. “I said, ‘Oh, my God! You’re holding me hostage with my accounts,’ and he said, ‘Yep, you’re right,’ ” she recalled. “My heart just dropped.” Thus began a five-hour phone nightmare with the caller threatening harm to the agent and her family as well as the theft of all her money. He warned the agent not to do anything “stupid” because he was watching her on her computer’s camera. The assailant kept the agent on the line and instructed her to drive to the bank to withdraw $3,000. Then he told her to drive to Walmart and purchase three $1,000 gift cards. Then he told her to go home, scratch off the coating hiding the redemption code on each card and read each code to him. Hours into her ordeal, the agent’s brother happened to drop by, and she slipped him a note: “I’m being held hostage on my computer. Call the police.” Her husband got home about the same time, and the men immediately called the police. By then, the agent had had enough. “He said, ‘I want you to get back in your car and go to the next closest Walmart,’” she explained. She said no. The thief hurled more threats. But through tears, she held firm. “It was psychological,” she said. “It was so scary.” But the agent wouldn’t budge, and she hung up and unplugged her computer. The thief repeatedly called back with more threats. “He was going crazy, yelling, ‘What did you do with my cards?’” the agent recalled.

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The agent bought a new computer and paid a tech expert—recommended by Sease—to remove the hard drive in her old computer and smash it. “I felt so violated after he’d been in that computer that I didn’t want to work on it anymore,” said the agent, who estimates she spent $1,000 on the new equipment and the tech help. “It also took a lot of time, effort, and hassle.” Though she initially shared her story only with Sease and a few close friends, the agent now wants others to recognize this can happen to smart, successful agents. “I’m sure people think that nothing like that could happen to them,” she said. “But it was scary. It takes control of you, and you just freeze.” The incident has changed the way the agent does business. “I’m more cautious talking with people on the phone and with meeting people places,” she said. “I’m afraid to talk to anybody on the phone if I don’t know who they are, because my trust level is very low. It’s made me very paranoid.” Her advice to others dealing with technology issues: “If you’re having a problem with your equipment, call a reputable IT person. Don’t go through the internet. We’re so used to online everything, but face-to-face is the best. “I’ve always known that as an agent, you should never meet anybody you don’t know at a property,” the agent warned. “This has made me even more aware. I’ve had agents tell me that they’ve met someone at a property and felt like something wasn’t right. I have that feeling all the time with all aspects of my life now. It’s sad that you can’t trust people.” G.M. Filisko is a Chicago area freelance and former editor for REALTOR® Magazine. Reprinted from Realtor® Magazine Online, March 2018, with permission of the National Association of Realtors®. Copyright 2018. All rights reserved.

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Support Realtor® and Realtor®-Friendly Candidates This Election By Brooke D’Sousa When I first became a Realtor,® I was advised by a veteran colleague to join a Salt Lake Board of Realtors® committee to help acquaint me more quickly and completely with my new profession and the community of which I am now a part. After attending the Committee Sign-up Day, I chose to participate as a member of the Government Affairs Committee. I understood that real estate is a heavily regulated industry, and I wanted to become more familiar with the different levels of government and their role in making laws that affect home ownership and private property rights.

Additionally, the Elections Subcommittee holds interviews each year as incumbents and new candidates file to run for a variety of elected offices. Any Government Affairs Committee member can attend these interviews, which consist of the candidates introducing themselves and answering questions pertaining to how they view real estate issues and private property rights. These interviews are valuable in assisting the RPAC Board of Trustees to decide which candidates are champions of real-estate-related issues and merit the Board’s support through donations of RPAC funds.

The Government Affairs Committee hosts various elected officials during their monthly meetings. These speakers share knowledge and valuable insights regarding issues that currently do, or potentially could, affect our industry. From transfer taxes and property taxes, to ADUs and STRs, to zoning for new developments and differing levels of density, the Government Affairs Committee is often the first to hear the conversations taking place among state and local government leaders and the possible legislation that may follow.

My involvement in governmental affairs increased as I attended the annual Realtor® Day on the Hill and became a regular attendee to my city’s weekly city council meetings. I have developed relationships with my elected representatives at both the state and municipal levels, which has helped me to further advocate for the issues that are important to me, my clients, and the real estate industry. While my conversations and efforts were not always successful in persuading a particular outcome, I always felt successful in educating our leaders on why these issues

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mattered and helping them to see the long-term effects and possible unintended consequences of any one decision. It was during these times I really understood the role RPAC plays in ensuring real estate matters have advocates at the decision-making table. As time went on and my involvement grew, so did my knowledge of government, issues that came before elected officials, and the effect their decisions have on our industry. As the saying goes, I decided to be the change I wanted to see by running for local office myself. Of the candidates that came before the Elections Subcommittee, very few were Realtors® or had any association with the real estate industry. I figured who better to represent our shared causes than someone with direct experience and expertise in real estate matters than a Realtor®. Ultimately my campaign for a seat on my city’s city council came up a few dozen votes short of a victory, but my desire to affect positive change remains. I am proud to say I will be on the ballot once more this November, vying for a seat on the Sandy City Council. I have seen first-hand the benefits that contributing to RPAC brings to our profession and the value of the Government Affairs Committee, especially when it comes to facilitating conversations between elected leaders and the Realtor® community. These conversations are opportunities for us to help educate those in positions of legislative power and protect our collective interests and the interests of those we represent. I am proud to be a member of the Salt Lake Board of Realtors® Government Affairs Committee and an annual

investor in RPAC. I will continue to promote Realtor® issues among our elected representatives and help to expand awareness among my Realtor® colleagues of the notable impact donating to RPAC has on our profession. I ask each of you to join me in supporting Realtor,® and Realtor®-friendly candidates by donating to RPAC today. It is the one thing we can all do to help keep real estate essential and homeownership possible. Brooke D’Sousa is the Government Affairs Committee Community Outreach and Education Subcommittee Chair.

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September 2021 | Salt Lake Realtor ® | 27

JULY HOUSING WATCH July Marks Second Consecutive Month of Falling Home Sales Salt Lake County home sales fell 26% in July compared to the same month a year ago. The decrease translated to 561 fewer sales than in July 2020. July 2020 set a record for the most homes sold in a single month. Home sales in July were also down by double-digit percentages in Utah, Davis, and Weber counties. July was the second consecutive month of falling home sales year over year. In June, home sales were down 8% from June 2020. However, home sales from January through July are down just 1.3% compared to the same sevenmonth period in 2020. “Home sales in July were down 6% compared to the five-year July sales average, 2015 through 2019, excluding July 2020, which was an outlier,” said Matt Ulrich, president of the Salt Lake Board of Realtors®. “Multiple offers have slowed but the Salt Lake housing market remains very competitive. Instead of 30 or 40 offers on a listing, there are now usually five to 10 offers on a home.” New listings in July 2021 fell to 1,923, down 10% from 2,141 new listings in July 2020. The median price of Salt Lake County homes sold in July climbed to $475,000, up 25% from $380,750 a year earlier. Across the U.S., first-time buyers accounted for 30% of sales in July, down from 31% in June and down from 34% in July 2020. NAR’s 2020 Profile of Home Buyers and Sellers – released in late 2020 – revealed that the annual share of first-time buyers was 31%. Individual investors or second-home buyers, who account for many cash sales, purchased 15% of homes in July, up from 14% in June but even with 15% from July 2020. All-cash sales accounted for 23% of transactions in July, even with June and up from 16% in July 2020. Distressed sales – foreclosures and short sales – represented less than 1% of sales in July, equal to the percentage seen a month prior and equal to July 2020. According to Freddie Mac, the average commitment rate for a 30-year, conventional, fixed-rate mortgage was 2.87% in July, marginally down from 2.98% in June. The average commitment rate across all of 2020 was 3.11%.

“Multiple offers have slowed but the Salt Lake housing market remains very competitive. Instead of 30 or 40 offers on a listing, there are now usually five to 10 offers on a home.” – Matt Ulrich, president of the Salt Lake Board of Realtors®

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CEO of Salt Lake Chamber Addresses Business Meeting Derek Miller, CEO of the Salt Lake Chamber and Downtown Alliance, spoke to Realtors® on Sept. 1 at the annual Business Meeting. Miller likened Utah’s modern business and tech advancements to the early pioneers. “It wasn’t an option to stop,” he said. “They had to adapt and move forward. The only option for us is to move forward.” Success, Miller added, doesn’t happen by accident. Success for Utah has been a combination of rugged individualism and community building. Because of that, the Salt Lake metro area today is the best-performing economy in the United States. “We are in the top 10 states when it comes to growing exports, things that we are selling to other countries,” Miller said. “We were the only state to continue to grow our exports even throughout the pandemic.”

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