OC REALTOR® - May/June 2023

The Board of Directors Election Begins on May 15

Eight candidates are running to fill five three-year positions on the 2024–2026 Orange County REALTORS® Board of Directors. Voting begins on Monday, May 15, at 8:00 a.m., and concludes on Tuesday, May 30, at 5:00 p.m. All REALTOR® members of the Association are eligible to vote. Each member may vote for up to five candidates but may not vote more than once for the same candidate. Photos of the candidates, their candidate statements, and their lists of qualifications appear in this issue of OC REALTOR® with a detailed explanation of the online voting process.

on pages 18–21

REAL ESTATE LAW

B r o k e r a g e O w n e r s h i p

D i s p u t e s

H o t e l O w n e r s h i p D i s p u t e s

C o n s t r u c t i o n D e f e c t s

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Darrell P. White, Esq.

Leave Your Mark

Real estate, more than many other businesses and professions, is dependent on relationships—on establishing them, nurturing them, and sustaining them with an ongoing investment of time and personal attention.

In real estate, it is important to remain top of mind so that past clients will think of you when they need real estate–related advice or representation and will recommend you to friends and family members who have similar needs.

But with all the commitments you have and all the things you must do, where do you find time to cultivate relationships? The answer lies initially in providing customer service that is second to none and then in sending thoughtful reminders of your continuing willingness and availability to do so.

In this issue we describe several ways that you can leave your mark on customer memory and suggest some tools to help you do so.

PRESIDENT'S MESSAGE

Customer Service

Scott White, the 2023 President of OC REALTORS ®, describes the five elements that make up great customer service in real estate.

FEATURES

CRMLS Solutions: Introducing . . . Nestfully!

The California Regional Multiple Listing Service announces the launch and describes the benefits of its new consumer portal.

15 38 18 24

Annual Election: Meet the Candidates for the Orange County REALTORS® Board of Directors Includes the names, photos, lists of qualifications, and statements for the eight candidates who are running for the Board, along with instructions about when and how to vote.

34

The Orange County Housing Update: Housing Is Out of Control

Steven Thomas says that interest rates are keeping demand low, but the number of homes available to purchase is even lower, which has resulted in an insanely hot housing market once again.

Annual Membership Meeting and Market Forecast

Sherri Butterfield describes this in-person event that featured presentations by Leslie Rouda-Smith, Heather Ozur, Jordan Levine, Charleen Nagata Newhouse, Scott White, and Adam Rodell.

COVER STORY: LEAVE YOUR MARK!

Client Testimonials: How to Get Reviews and Actually Use Them!

Sabrina Blair says that, like first-time customers of all kinds, home buyers and sellers want some assurance that they are making the right choice when they hire a real estate agent and that reviews and testimonials can provide that assurance.

Make a Big Impression and Show Your Clients That You Care!

Michelle McCann recommends adding a personal touch to set yourself apart from other agents and suggests some ways in which you might do so.

It’s Time to Get Personal: How to Add a Personal Touch to Your Client Relationships

Sydney Smythe encourages you to make every interaction matter and says that Liondesk and propertybase will help you turn first-time clients into clients for life.

LEADERSHIP ACADEMY

Alumni: Where Are They Now?

Sabrina Blair asks four Academy graduates why they applied, what they gained, and what advice they would give to others who might be considering enrollment in the Academy.

VETERANS

Emergency Grant Provides Funds to Help Veterans in Orange County’s Fifth District

Sherri Butterfield reports that a recent grant makes available $400,000 to assist honorably discharged veterans with expenses for education, housing purchase or repair, medical emergencies not covered by insurance, or other unanticipated financial hardships.

ORANGE COUNTY REALTOR® MAGAZINE

DEPARTMENTS

10

22

Names in the News

Education Central: Upcoming Classes by Track

On the Cover: Leave Your Mark

In an original design, Print and Marketing Specialist Ivan Salmeron artfully suggests the many ways in which REALTORS® can reach out, stay in touch with clients, and leave an indelible mark so that first-time clients become repeat customers and will refer family members and friends who need real estate advice or service.

To celebrate our 75th anniversary, we’ve hidden a small diamond icon somewhere in the current print issue. If you locate it and enter our Find the Diamond contest, you will be entered to win (2) two tickets to our 75th Anniversary Gala. To enter, visit www.ocrealtors.org/find-the-diamond

25552 La Paz Road

Laguna Hills, CA 92653 949-586-6800

Online Magazine

Love OC REALTOR®? Did you know that you can read it online, anytime? Read past issues at www.ocrealtors.org/magazine

10540 Talbert Avenue, Ste. 225 West Fountain Valley, CA 92708 714-375-9313

2023 OFFICERS

Scott White President

Jeff Jackson President-Elect

Charleen Nagata Newhouse Treasurer

Adam Rodell Immediate Past President

Dave Stefanides Chief Executive Officer

Mission Statement

The mission of Orange County REALTORS® is to promote the REALTOR® Code of Ethics; to provide education, services, and resources to our members; and to advocate the protection of real property rights.

Notice to All Members

Chandy Andre

Erin Barry

Kevin Budde

Danielle Corliss

Matt Cortez

Tony Faulkner

Michele Harrington

Len Herman

Kevin Kaltenbach

Paul LePage

Chip McAllister

Sabrina Blair Director of Communications sabrina@ocrealtors.org

Steve Mino

Ed Molina

Eileen Oldroyd

Pam Pedego

Vinil Ramchandran

Mary Rampone

Lacy Robertson

Lisa Schulz

Heidi Stoops

Lynne Suzanski

2023 BOARD OF DIRECTORS MAGAZINE STAFF

Michelle McCann Marketing Manager mmccann@ocrealtors.org

Ivan Salmeron Print & Marketing Specialist ivan@ocrealtors.org

It is the long-established policy of this Association, California Association of REALTORS®, and the National Association of REALTORS® to adhere to both the letter and spirit of the federal and state antitrust laws. For their own protection, members should be aware of the antitrust laws as they affect their specific business activities. Any illegal activity under the state and federal antitrust laws is not in compliance with Association policy, nor is it in the interests of the Association or its members. Participation in Association activities must occur only in harmony with these very important laws. Federal law prohibits discrimination based on race, color, sex, religion, or national origin in connection with the sale or rental of residential real estate, in advertising the sale or rental of housing, in the financing of housing, and in the provision of real estate brokerage services. The OC REALTOR® editor reserves the right to review and edit all submissions. Orange County REALTORS® makes no warranties and assumes no responsibility for the accuracy of the information contained herein. The opinions expressed in articles are not necessarily the opinions of Orange County REALTORS®. Orange County REALTORS® does not necessarily endorse the companies, products, or services advertised in this magazine unless specifically stated.

Breanna Reed Accounting Administrator breanna@ocrealtors.org

Sherri Butterfield Communications Specialist sherri@ocrealtors.org

OC REALTOR® (USPS 025-445, ISSN 1945-2179) Volume 14, Issue 3, is published by Orange County REALTORS®, 25552 La Paz Road, Laguna Hills, CA 92653. Periodicals postage paid at Laguna Beach, CA, and additional mailing offices. POSTMASTER: Send address changes to Orange County REALTORS®, 25552 La Paz Road, Laguna Hills, CA 92653-5127. Annual membership dues include $6.09 for a one-year (6 issues) subscription to OC REALTOR® magazine. OC REALTOR® cannot be responsible for unsolicited materials.

Publisher: Orange County REALTORS®

Printer: The Monaco Group

THE RIGHT JUMBO LOAN. RIGHT AT YOUR DOORSTEP.

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Photo by Marion Butterfield

By Scott White 2023 PRESIDENT, ORANGE COUNTY REALTORS®

This month, I’d like to use my President’s Message to discuss one of the core skills that is essential for success as a REALTOR® in today’s tough marketplace. Actually, I’m talking about an entire set of skills that we collectively call “Customer Service.”

Customer service is the support and assistance provided by an individual, company, or organization to customers before, during, and after a purchase. This includes answering questions, addressing concerns, resolving issues, and providing information about products or services. Good customer service is essential for building and maintaining positive relationships with our clients. It can help to improve customer loyalty, increase client satisfaction, and enhance the reputation of an individual REALTOR® or an entire real estate company. On the other hand, poor customer service can lead to negative reviews, lost customers, and a damaged reputation. And let’s face it, our career success depends on our solid reputation.

Customer service can be provided through various channels, such as phone, email, live chat, social media, and in-person interactions. The quality of customer service depends on factors such as response time, clarity of communication, empathy, and problem-solving skills. Brokerages and companies may invest in customer service training and tools to improve their agents’ customer service performance. They may also collect feedback from customers to identify areas for improvement and measure customer satisfaction. But all too often, some professionals fail to grasp the importance of these seemingly simple skills. Every real estate agent needs to live and breathe great customer service.

Good customer service can improve customer loyalty, increase client satisfaction, and enhance the reputation of an individual REALTOR® or an entire real estate company.

Photos

Photos

3. Personalization. Every client is unique, and great customer service in real estate means tailoring the buying or selling experience to each client's individual needs and preferences. Real estate agents should take the time to understand their client’s goals and work to achieve them in a way that is comfortable for the client.

Great customer service in real estate involves the following five elements:

4. Honesty, integrity, and transparency. Trust is essential in our industry, and great customer service means being honest and transparent with clients throughout the buying or selling process. Real estate agents should be upfront about any potential challenges or obstacles, and provide accurate information about properties and market conditions.

1. Responsiveness. Great client service in real estate means being available and responsive to our clients' needs and inquiries. Real estate agents should respond promptly to emails, phone calls, and messages, and keep clients informed of any updates or changes throughout the buying or selling process.

2. Professionalism. Real estate agents should maintain a professional demeanor at all times. They should be knowledgeable about both the National Association of REALTORS® Code of Ethics and the local market, have excellent communication skills, and be able to provide expert guidance and advice to clients.

5. Follow-up and follow-through. Great customer service does not end when the sale is closed. Real estate agents should follow up with clients after the transaction is complete to ensure their satisfaction and to address any issues that may arise. In addition, they should follow through on any promises made during the buying or selling process.

By providing exceptional customer service that includes these key elements, all Orange County REALTORS® can build strong relationships with their clients and earn their trust and loyalty.

Every real estate agent needs to live and breathe great customer service.

IN THENAMES

Newsweek Names Three OC Hospitals As Best in the World in 2023 Ranking

Five years ago, Newsweek—which is known for its annual ranking of colleges and universities—began ranking hospitals. Using patient satisfaction surveys, patient safety data, and quality treatment measures, Newsweek compiled a ranking of hospitals throughout the world.

Four Providence hospitals in Southern California were named among Newsweek’s World’s Best Hospitals 2023. In Orange County, Providence Mission Hospital earned the recognition for the fifth straight year. The hospital has two campuses in Orange County, one in Mission Viejo and the other in Laguna Beach.

The World’s Best Hospitals 2023 recognizes the best medical institutions across twenty-eight countries, including the United States, Brazil, Canada, France, Germany, India, Italy, Japan, South Korea, Spain, and the United Kingdom. The ranking methodology was developed by Newsweek and Statista to ensure both the quality and validity of the ranking.

The four data sources used for evaluation this year were hospital recommendations from medical experts, surveys of patient experience, patient-reported outcomes, and hospital quality metrics such as patient safety, hygiene measures, waiting times, and quality of treatment.

New Officers Take the Helm at OCTax

Not long ago, OCTax welcomed Sara Catalán as its new chief executive officer. More recently, the organization introduced its 2023 Executive Committee, which includes Chair Adam Wood, Building Industry Association of California; Vice Chair Alicia Berhow, Charter Communications; Second Vice Chair John Duong, Green Quest; Secretary Mike Balsamo, Rancho Mission Viejo; and Treasurer, Jim Leach, Santa Margarita Water District. Since the founding of OCTax in 1986, its purpose has been to make taxes equitable, understandable, costeffective, and good for the economy. Preceding Sara as chief executive officer were Founding CEO Reed Royalty and former Orange City Mayor Carolyn Cavecche.

Photo by www.adobestock.com/neirfy

San Clemente Chamber of Commerce Honors Mary Rampone as Ambassador of the Year

Bella Colina San Clemente was the site chosen by the San Clemente Chamber of Commerce for its Annual Meeting on February 24. During this event, the Chamber honored Mary Rampone as its Ambassador of the Year. In making the presentation, Daniele Smith (on the left) who was named Ambassador of the Year for 2022, introduced Mary as “my friend and fellow REALTOR®” and then explained, “Mary shows up. She’s at every event representing the Chamber.”

Photos by Marion Butterfield

Daniele Smith with Mary Rampone

Orange County Fire Authority Hosts First Open House in Three Years

The Orange County Fire Authority’s 1,200 operations personnel provide fire and emergency medical services to 23 cities and unincorporated areas covering 586 square miles from 78 strategically placed fire stations. On Saturday, March 4, the Fire Authority held an Open House at its Regional Operations and Training Center on Fire Authority Road in Irvine. Helmeted youngsters of all ages peered at fire trucks and equipment, petted vegetation management goats, and pulled hose to squirt water on a fire. As Fire Chief Brian Fennessy explained, “The purposes of the event were to enhance an appreciation of OCFA, to leverage the power of immersive learning, to create a recruitment pipeline for the next OCFA generation, and to capture the excellence of the OCFA.”

Congratulations to 2023 Woman of Distinction

Elizabeth Do

Because March was Women’s History Month, it provided an excellent opportunity to acknowledge and celebrate the past and present accomplishments and contributions of women. In recognition of this occasion, state Senator Dave Min honored seven ladies as 2023 Woman of Distinction for the 37th Senate District. Among his honorees was Orange County REALTORS® member Elizabeth Do, who was also recognized by the National Association of REALTORS® as one of its “Top 30 Under 30” and is CEO of the Elizabeth Do Team.

Irvine Mayor Farrah N. Kahn Presents Her 2023 State of the City Address

On March 7, Irvine Mayor Farrah N. Kahn presented her 2023 State of the City Address at the Irvine Barclay Theatre. In doing so, Mayor Kahn highlighted Irvine’s success, even during the difficult days of the pandemic. She pointed out that the city’s unemployment rate of 3.4 percent is lower than that of either Orange County or the state of California and attributed much of Irvine’s present success to the city’s steadfast commitment to its Master Plan, which she described as “a living document serving as a roadmap for Irvine’s exceptional quality of life.” Shown greeting Mayor Kahn (center) following her address are (from left to right) OC REALTORS® members Suzanne Gignoux, Tina Vo, Lata

and Ron

Jobanputra,

Pascual

Elizabeth Do with Dave Min

Orange County REALTORS® Attend San Juan Capistrano Chamber of Commerce Luncheon at Bad to the Bone

Orange County Fifth District Supervisor Katrina Foley was scheduled to speak at the March 15 luncheon meeting of the Juan Capistrano Chamber of Commerce at Bad to the Bone but did not attend because of the emergency created when the slope behind several homes along the 1500 block of Buena Vista in San Clemente began to crumble; however, attending on behalf of Orange County REALTORS® were Matt Cortez, Anna Dickson, Tony Faulkner, and Mary Rampone.

OC REALTORS® Welcomes C.A.R. Representives for a REALTOR® Party Training Session

On March 28, Orange County REALTORS® 2023

President Scott White (third from left) welcomed C.A.R. Vice President of Political Affairs Laiza Negrete, C.A.R. Director of Member Mobilization and Education Matthew Bunch, and C.A.R. Government Affairs Field Representative Collin Powers to a REALTOR® Party Training session sponsored by the OC REALTORS® Local Government Relations North and South Committees. Topics included the importance of the REALTOR® Party, the Party’s accomplishments during the past year, and how to become more involved and engaged in the political process.

Tony Faulkner, Anna Dickson, Matt Cortez, and Mary Rampone

Laiza Negrete, Matthew Bunch, Scott White, and Collin Powers

Photos by Marion Butterfield

Fountain Valley Chamber

Honors Dave Stefanides

On April 21, the Fountain Valley Chamber of Commerce named Orange County REALTORS® Association Executive Dave Stefanides (center) among the Fifteen Finest Leaders of 2023. Pictured with Dave are John Etheredge and David Truong, who served as masters of ceremonies for the event.

OneOC Celebrates Forty-Seven Years of Volunteerism

On April 20, OneOC hosted the 47th Annual Spirit of Volunteerism Awards ceremony at the City National Grove of Anaheim. The theme for the day was, “Together, We’re Better.” Among the volunteers honored on this occasion were past OC REALTORS® Volunteers of the Year Anita Glasser, Heidi Stoops, Lynn Clancy, and Stuart Thomas

State Senator Janet Nguyen Honors Women of Distinction

On April 21, state Senator Janet Nguyen held a reception at her district office in Huntington Beach to honor Women of Distinction. Pictured in the front row with Senator Nguyen (on the left) are four of the women she honored: Vi Mai Nguyen, Dirissy Doan, Elizabeth Do, and Mary Rampone. Standing behind them are (from left to right) OC REALTORS® Immediate Past President Adam Rodell, Christine Rodell, OC REALTORS® 2023 President Scott White, and Ron Pascual

Names in the News is intended to be primarily a place where REALTOR® and Affiliate members of Orange County REALTORS® can share both personal and professional news—about births (of children or grandchildren), graduations, weddings, anniversaries, accomplishments, awards, and other milestones—with one another. If you have news to share, email it to Orange County REALTORS® Writer and Editor Sherri Butterfield at Sherri@ocrealtors.org

Adam Rodell, Christine Rodell, Scott White, and Ron Pascual with State Senator Janet Nguyen, Vi Mai Nguyen, Dirissy Doan, Elizabeth Do, and Mary Rampone

Dave Stefanides with Fountain Valley Chamber officers John Etheredge and David Truong

Stuart Thomas, Anita Glaser, Adam Rodell, and Tom Briggs in front of the City National Grove of Anaheim, site of the 47th Annual Spirit of Volunteerism Awards hosted by OneOC on April 20

Photo by Marion Butterfield

INTRODUCING... !

Hello, Orange County REALTORS®! This is your local multiple listing service, California Regional MLS. Any chance to reach the brokers and agents at the heart of our community is a valuable opportunity, and so here we are. To start off, we'd like to discuss the recent launch of one of our most ambitious joint venture projects to date: the consumer portal Nestfully

The first thing most people in this business want to know is predictable—why launch a new portal when there are already plenty out there? As an MLS, we felt a consumer site that was both exceptional in service and extremely valuable to the brokerage community was lacking. And so, after a lot of analysis, work, and feedback, Nestfully has landed.

“Nestfully aims to make the buying and selling processes easier for consumers while directly connecting agents with qualified leads—all at no cost to anyone and with no intrusive ads.”

Nestfully is a real estate listing service that, in our opinion, is long overdue. For far too long, consumers have (often unwittingly) searched sites and expressed interest in a broker's listing, only for those leads to be unfairly sold back to the broker that provided the data in the first place. What's more, often the information on other consumer real estate search sites is incomplete, out of date, or otherwise incorrect. Nestfully aims to make the buying and selling processes easier for consumers while directly connecting agents with qualified leads—all at no cost to anyone and with no intrusive ads. Nestfully is a win-win, and we're excited to have finally launched it to the public.

It’s important for any current or potential client to get as complete a picture as possible of any property, and it's equally important to make accessing that information simple and seamless. Nestfully has a slew of search features and filters that makes finding a dream home easy. With its interactive map, users can draw custom search areas, layer subdivisions, even get special bird's eye views of the area. Are your clients looking to live in an area with ample dining options? School districts? Near a hospital? Nestfully can help give the whole picture and make displaying the value of properties easy.

Of course, we want to make a portal that's helpful and enticing to potential buyers and sellers, but as an MLS, we always put our brokers first. It’s our aim to offer the best possible service to the real estate professionals we serve. By directing your clients to use Nestfully, you can ensure fair lead distribution to the proper brokers and agents, without any costs or payments. Agents don't even need to sign up for Nestfully. Consumers can create personalized profiles, but leads are emailed directly to agents whether they have a Nestfully account or not. By making it easy for consumers, we also hope to make it more useful to agents, helping to change the way people consider property portals along the way.

“We get asked a lot, ‘Okay, this is great, but how much will I be charged in referral fees for every lead that I get?’,” said Art Carter, CRMLS Chief Executive Officer. “Short answer—nothing. We're not here to make money off leads. We’re looking to create an open marketplace with no ads on the site and no payment for placement.”

What does the future have in store for Nestfully?

Growth, for one thing. Right now, it covers markets in California, Colorado, and the Mid-Atlantic, but more coverage is on the way. The more agents who use it, and the more brokerages that express an interest in it, the faster it can spread and the more it can change the real estate industry for the better. Old habits die hard, and it can be difficult to change consumer preferences when they're used to certain platforms. But with Nestfully, consumers get a familiar interface with more fruitful information and, by not patronizing services that seek to profit off agents, they help bring more equity back to the real estate industry. And hey, it was recently featured in Forbes, www.ocrealtors.org/nestfully!

Check out Ne stfully.com today, poke around, and see your options. You’ll likely agree that it’s the preferred way to do it.

Photo by www.Nestfully.com

Eight candidates are running to fill five three-year positions on the 2024–2026 Orange County REALTORS® Board of Directors. Voting begins on Monday, May 15, at 8:00 a.m. and concludes on Tuesday, May 30, at 5:00 p.m. All REALTOR® members of the Association are eligible to vote.

By Sherri Butterfield WRITER AND EDITOR

Voting Information and Instructions

Beginning on Monday, May 15, at 8:00 a.m., REALTOR® members of Orange County REALTORS® may vote online. Those who choose to submit a ballot may vote for up to five candidates but may not vote more than once for the same person. Voting concludes on Tuesday, May 30, at 5:00 p.m

An email with a link to vote will be sent to all active REALTOR® members. You may also access voting via the voting link on our website at www.ocrealtors.org/election. To log in to the voting platform, enter your My Account User ID (same as MLS ID) and Password (usually different from your MLS password).

Need help voting? If you have difficulty accessing the ballot, please contact eBallot at 1-866-984-3125 between 9:00 a.m. and 5:00 p.m. EDT or email help@eballot.com. All messages will be returned within one business day. Please identify yourself with your full name and Orange County REALTORS® My Account User ID.

Orange County REALTORS® strives to provide the content you want in the format you require for accessibility, so please specify the nature of the accessibility issue and any assistive technology you use. Orange County REALTORS® welcomes your suggestions and comments about improving ongoing efforts to increase accessibility. Thank you!

Illustrations by www.istockphoto.com/primopiano iconsgraphs; and blankstock

Candidates

The eight candidates are listed below in ballot order. This order conforms to the results obtained by using an online alphabet drawing “randomizer,” the process authorized for use in off-election years during which the California Secretary of State does not conduct a random alphabetical drawing for statewide elections.

Caleb Gonzalez

Van Gordon

Chandy Andre

Pamela Pedego

Laurie Johnson

Ed Molina

Matt Cortez

Lynne Suzanski

Candidate statements for these eight candidates appear in ballot order on pages 20–21 in this issue of OC REALTOR® .

Caleb Gonzalez

I am honored to be considered for a position on the Orange County REALTORS® Board of Directors. As an active and dedicated REALTOR®, I have a deep passion for promoting the interest of our members. I am committed to advancing the goals and objectives of Orange County REALTORS®. I am currently serving as Chair of the Multiple Listing Service Committee. I also serve as a California Association of REALTORS® Director and on the C.A.R. Standard Forms, Professional Standards, and MLS Committees.

Director, California Association of REALTORS®

Chair, California Regional Multiple Listing Service, 2022

Chair, OC REALTORS® MLS Committee, 2023

Vice Chair, OC REALTORS® MLS Committee, 2022

Ambassador of the Year, Dana Point Chamber of Commerce, 2022

President, Burbank Association of REALTORS®, 2016 Owner/Broker, VonKeith Properties

Chandy Andre

I am currently a Director of Orange County REALTORS® and have served as a Director of the California Association of REALTORS® for the past four years. My experience as a Director, a REALTOR®, and a Brokerage Owner has given me the knowledge necessary to make decisions that will benefit our Association and its members. I am passionate about the real estate industry and its professionalism. I am confident that I can represent my fellow agents and brokers well. I am eager to serve and would greatly appreciate your vote.

Director, California Association of REALTORS®, 2019–2023

Chair, C.A.R. Credentials Committee, 2022

Member, C.A.R. Professional Standards and Professional Development Committees

Director, Orange County REALTORS®

Participant, OC REALTORS® Leadership Academy, 2023

Member, OC REALTORS® Volunteer and Strategic Partners Committees, 2016–2018

Member, Orange County REALTORS®, 21 years

Van Gordon

I would like to continue making a contribution to the real estate community in Orange County. Having been involved in the industry for many years and having worked with both the real estate professionals and the consumers, I understand the issues and would like to give voice to them and help find solutions for them. I believe in working together and supporting one another for a stronger community.

Secretary, Vietnamese National Real Estate Professionals, 2022–Present

Director, Garden Grove Chamber of Commerce, 2022–Present

Chair, OC REALTORS® Affiliate South Committee, 2022

Co-Chair, OC REALTORS® Affiliate North Committee, 2021

Graduate, OC REALTORS® Leadership Academy, 2020

Pedego

I have enjoyed serving on the Orange County REALTORS® Board of Directors and want to stay involved. I believe that I am making a valuable contribution to our Association and to the real estate industry by doing so.

Director, California Association of REALTORS®, since 1999

Member, C.A.R. MLS, Pro Standards, and Risk Management Committees

Ombudsman/Inner Board Arbitrator, C.A.R.

Member, Orange County REALTORS® since 1978; Broker since 1996

Director, OC REALTORS®, 2021–2023

Ethics Advocate, OC REALTORS®

Received the OC REALTORS® Leadership Legacy Award in 2021

Pamela

Laurie Johnson

I want to serve on the Orange County REALTORS® Board of Directors to give back to an organization that has given so much to me both personally and professionally. I look forward to representing OC REALTORS® members to the highest and best of my ability by being a team player with a can-do attitude, strong work ethic, and open communication and by putting the welfare of the Association and its members first. Since 2017, I have been attending C.A.R. Legislative Day and Advocacy Meetings in Sacramento. I am keenly aware that political involvement is critical to ensuring that our industry thrives.

Ed Molina

It has been my privilege to serve our Association in many capacities. By doing so, I have been able to increase my understanding of Association operations and to collaborate with fellow members and agents to be more purposeful and successful and to support community and professional activities. I believe that it is imperative to keep agents informed about current legislation, tools, and technology so that they are able to conform to the highest professional and ethical standards. I look forward to serving another term on our Board and will continue to advocate vigorously for our members and homeowners.

Director, California Association of REALTORS®, 2020–Present

Director, Orange County REALTORS®, 2020–Present

Vice Chair, OC REALTORS® Political Affairs and Elections Committee, 2023

Trustee, OC REALTORS® Political Affairs and Elections Committee, 2021–2022

Graduate, OC REALTORS® Leadership Academy, 2018

Matt Cortez

As a Director of Orange County REALTORS®, I have continuously spoken up on behalf of our members and ensured that the Association acts in our members’ best interests. In the face of the housing crisis, I have advocated for our members and our industry with the California Association of REALTORS® and with our state and local political leaders. If you reelect me, I will continue standing up for you to ensure that your voice is heard and that your best interests are advocated for.

Director, California Association of REALTORS®, 2022–2023

Director, Orange County REALTORS®, 2021–2023

Chair, OC REALTORS® Political Affairs and Elections Committee, 2023

Chair, OC REALTORS® Local Government Relations North Committee, 2020, 2021

Key Contact, Assemblymember Cottie Petrie-Norris, 2019 to Present

Graduate, OC REALTORS® Leadership Academy, 2018

Vice Chair/Chair, OC REALTORS® Risk Management Committee, 2021–2022

Member, OC REALTORS® Professional Standards Committee, 2019–2020

Member, OC REALTORS® Education Committee, 2017, 2019

Member, OC REALTORS® Cultural Diversity Team, 2006

OC REALTORS® REALTOR® of the Year, 2022

OC REALTORS® Volunteer of the Year, 2016

I am involved with helping both our REALTOR® and Affiliate members as I attend both Fountain Valley and Laguna Hills classes and events. I share information about the issues we face with our Directors and members of the Association. I would like to continue serving as your Director so that your voice has representation.

Director, Orange County REALTORS, 2021–2023

Member, OC REALTORS® MLS Committee, 2018

Member, Marketing Meeting Preview Task Force, 2018

Graduate, OC REALTORS® Leadership Academy, 2018

Chair, OCAR Cares Foundation Fundraising Committee, 2016–2018

Member, OC REALTORS® Strategic Plan Task Force, 2014

Member, Furnishing Hope Steering Committee, 2010

Lynne Suzanski

By Sabrina Blair

DIRECTOR OF COMMUNICATIONS AND PROGRAMS

Does anyone remember how we decided whom to hire, what to buy, or where to eat before we had a plethora of online reviews to sort through?

Well, not me and not your potential clients either!

In this day and age, decisions are often made after careful research online and consideration of what others had to say. We can easily spend a lot of time trying to decide what restaurant to go to for dinner or where to take our car for an oil change. Why would hiring a professional to help with the biggest financial decision of a lifetime be any different? Home buyers and sellers want some assurance that they are making the right choice when they hire a real estate agent—even if that assurance comes from people they don’t even know. For this reason, it is extremely important to collect client testimonials and actually use them to benefit your business.

How to Get Reviews

You may be thinking to yourself that your clients just cut you a big commission check so you probably shouldn’t push your luck by asking for a testimonial. You’re wrong! Once the deal is done, your clients may be excited about moving into their new home or, at least, relieved to have survived a difficult deal. Either way, they should be happy if you did your job well so you need to capitalize on that feeling while it’s fresh in their minds. The best way to avoid that awkward ask is to streamline the process with technology. Tools such as RealSatisfied and RateMyAgent will help you simplify the steps. RealSatisfied allows you to create custom feedback surveys depending on the type of client and can even sync those reviews with your Realtor.com profile. Similarly, RateMyAgent syndicates client testimonials on Google and Facebook so you can build your social media presence. You can learn more about RealSatisfied at go.crmls.org/realsatisfied or RateMyAgent at go.crmls.org/marketplace/ratemyagent.

Home buyers and sellers want some assurance that they are making the right choice when they hire a real estate agent—even if that assurance comes from people they don’t even know.

Illustrations by www.adobestock.com/ sudowoodo; hakule; robu_s; grivina;apinan;sammby; and Marina Zlochin

Another way to solicit reviews passively is by adding a testimonial page to your website. You can add a simple webform to your site to collect information from your clients and provide them with a comment box to share their thoughts. In addition, you can add a link in your email signature to this same webpage, so clients receive a gentle reminder with every email to share their feedback.

Last, if you’re not shy, just ask! Often clients don’t think about posting reviews about their REALTOR® but when asked, are happy to help their favorite real estate agent!

Utilizing Client Testimonials

If you opt not to use RealSatisfied or RateMyAgent, or just want to share your client testimonials somewhere that these tools don’t syndicate to, then Canva is an easy option to assist in the creation of images that can be shared on social media or your website. You can create a free account on Canva.com to access thousands of premade graphics that you can customize for your own use. Once you log into Canva, type “testimonial” in the search bar, and you will find a variety of beautifully designed graphics. All you need to do is select the design you prefer, then copy and paste your clients’ testimonials, add their names (if they have given you permission to do so), and download the image for sharing at your discretion. Canva even has video templates that you can use for your client review to add extra oomph to your posts.

Adding a personal touch will set you apart from other agents and leave a lasting impression on your clients.

By Michelle McCann

MARKETING MANAGER

As a real estate professional, you work hard to find your clients their dream home and walk them through the search-and-purchase process from start to finish. And we all know that customer service is an essential part of any real estate business. But the great relationship you build with your clients shouldn’t end at the closing table.

And while the tried-and-true customer service strategies after the sale has closed certainly go a long way, REALTORS® can set themselves apart from their competition and really “wow” their clients by creating personal and memorable overall client experiences that include building relationships long after the ink has dried.

Here are seven ways that you as a REALTOR® can show you really care as well as increase your chances that clients will return and improve your odds of earning referrals from their family members and friends.

Host a Housewarming Party

Whether you host a simple party in the street with a taco cart for the neighborhood or a more elaborate party inside the new home for family and friends, throwing a housewarming party for real estate clients is a memorable, thoughtful gesture—-and one that shows how appreciative you are of their business.

A housewarming party gives your clients the opportunity to invite and meet neighbors or show off their new purchase to the people they care about. It also gives you an opportunity to build a long-term relationship with your buyer as well as to meet and connect with potential leads. A housewarming party is a win-win for all involved.

Hire a Professional Home Cleaner

Providing a fresh move-in cleaning can take the load off a client’s shoulders during a stressful situation—moving! Making sure that clients are welcomed into a freshly cleaned, new home shows your buyers that you care about them and truly appreciate their business.

Photo by www.adobestock.com/ Pixel-Shot; Jacob Lund; stokkete; and okrasiuk

Illustrations by www.adobestock.com/ adresiastock; Macrovector; Hanna Symonovych; tynyuk; ONYXprj; mast3r

Have Food Delivered

If anything is going to be placed on the back burner during a busy moving day, it's dinner plans and grocery shopping. Having a meal or food delivered to your clients’ new home is a considerate, personal touch that shows you are thinking of them. You could even go the extra mile and top off a dinner delivery with a first-night survival kit that includes paper plates, utensils, napkins, hand soap, and the like.

Introduce a Local Business with a Gift Card

Make your clients feel right at home by introducing them to a local business in their new community! Just because it’s a gift card doesn’t mean it’s not personal. Help homeowners become familiar with their surroundings by giving them a gift card or a short-term membership in a local theater, gym, entertainment venue, concert hall, country club, wine bar, pet store, or amusement park. Doing so will establish your reputation as a community expert who is committed to learning about your clients’ neighborhoods.

Support a Charity or Cause

Important to Them

If you have been spending time with clients for a while, you’ve likely gotten to know them fairly well. Maybe you have noticed nonprofit organizations, charities, or other causes they are passionate about. Making a donation in their honor or asking how you can help is more than just a nice gesture. It helps build a personal connection and can result in an unforgettable gift.

Give a Unique Photo Gift

Creating a photo book, calendar, framed collage, or canvas featuring pictures of their new home’s interior or exterior or their first moments as homeowners shows you put a lot of thought and time into a gift and is very touching. If you are confident in your photography skills, you could even offer a photo shoot with your clients in their new home. This can be a great bonding moment with your buyers and create shared memories between you—not to mention a taggable opportunity on social media.

Buy Them a Smart Home Device

The latest and greatest smart home product is the gift that keeps on giving! A smart home product like a video doorbell can help a homeowner feel at ease in a new neighborhood, and a smart water monitor or smart thermostat can help your clients save money. Devices such as smart garage door openers add convenience to a new homeowner’s life, and a smart smoke alarm or carbon monoxide detector can provide a feeling of safety.

The possibilities for adding a personal touch and leaving a lasting impression are almost endless and will show your clients that you are thinking about them and about their safety, comfort, and convenience as they settle into their new home.

By Sydney Smythe

Let’s face it, your clients are your number one priority!

The relationship you develop with them determines whether they become repeat clients or—even better—clients who give you referrals. Adding a personal touch throughout every relationship will set you apart from other agents and leave a lasting impression on your clients. Don’t know where to start? Described below are some simple ways to add a personal touch that is sure to leave a lasting impression.

Make Every Interaction Matter

No matter how often you speak with your clients, use every meeting to get to know them better. Consider asking them questions that go beyond the basics of what they want in a home. If they have children, what are their interests? Do they have a favorite go-to restaurant or weekend activity? (Psst… Use this answer to help create a more personal closing gift!)

Asking these types of questions not only creates a deeper relationship now, but also gives you some topics to talk about later. A REALTOR® who is genuinely interested in his or her clients’ lives is a REALTOR® to remember.

Adding a personal touch will set you apart from other agents and leave a lasting impression on your clients.

MARKETING AND COMMUNICATIONS ASSISTANT

Photo by www.adobestock.com/ NAITZTOYA

Illustrations by www.adobestock.com/ Nuthawut; hobbitfoot; Creative Juice; and PurpleShine

Communicate Using Your Clients’ Preferred Method

Nothing is more frustrating than working with someone who does not align with the way you communicate. As a REALTOR®, you work with people of different generations, all of whom have different experiences with technology and different preferences about ways to communicate. When meeting with new clients, ask them how they prefer to communicate. When there are multiple clients involved in a transaction, make sure to understand each individual’s preference. You should ask not only if they prefer telephone calls, emails, or texts, but also what their contact hours look like. Making yourself available when you are needed most, even when it is not between the hours of nine and five, could be the thing that sets you apart from the competition.

How Can You Do All of This?

Remembering one client’s details is hard enough, let alone an address book full of them! But there are two tools you can use to help you implement personal touches in your client relationships.

Liondesk is a CRMLS benefit that allows you to store your contacts in one place. You can also create scheduled emails, texts, and newsletters to send either to an individual client or to a customized bulk list! Liondesk even allows you to set reminders to wish a client Happy Birthday or to circle back on a certain question. Learn more at www.liondesk.com

Always Keep Reaching Out

Adding a personal touch should not stop as soon as the deal is closed. It is important to reach out periodically to former clients to maintain those relationships. The last thing you want is for a client to forget your name when a friend asks for a referral! One way to maintain your relationships is to send out handwritten cards on birthdays and special occasions. (This is where answers to the questions you have asked can come in handy!)

Adding a personal message to each card shows that you took time to remember and acknowledge the recipient. If you want more frequent contact, consider sending out monthly newsletters about topics relevant to homeowners.

Propertybase is a tool powered by Lone Wolf Real Estate Technologies. Propertybase allows you to access client information, manage your properties, target leads, and market to your audience all in one app. With Propertybase, you can not only turn leads into clients but also turn first-time clients into clients for life. Learn more at www. propertybase.com.

WHERE ARE THEY NOW?

By Sabrina Blair

DIRECTOR OF COMMUNICATIONS AND PROGRAMS

The Orange County REALTORS® Leadership Academy was launched in 2016 because 2015 President Rita Tayenaka and other Directors saw a need for new blood in leadership roles at the Association level and decided to form an academy to train, grow, and nurture leaders. We recently completed our fifth class, and the Leadership Academy now has ninety-three graduates. To give readers a better idea about what the Academy can do for members, we are featuring graduates in OC REALTOR ®. To learn more about the Leadership Academy or to apply for the next class, visit www.ocrealtors.org/la.

Have you always been a natural leader or interested in leadership roles?

Being in the real estate industry since 1995, I do have to say that I was halfway there to achieving leadership qualities. Joining the Leadership Academy pushed me to continue and grow in ways I needed.

What was the biggest thing you gained from participating in the Academy?

Being involved in the Leadership Academy has brought me so much happiness and success in so many areas of my life. I definitely would suggest that others get involved. I’ve grown, learned, and branched out to be a leader. Every day I wake up and know I can make a difference in somebody else’s life in so many different ways. It’s so awesome!

What advice or words of encouragement would you give to someone considering applying for the Academy?

I can lead others just by being my happy, positive self and reassuring you all that anything is doable and that you can do anything you want. The joy it brings to my life to know others are also leading is so fulfilling to me.

Leadership Academy Alumni

Photo by www.adobestock.com/ Production Perig; bxtr

What spurred you to apply for the Leadership Academy?

I have been blessed with the chance to hold many roles in leadership going back to my days as the ASB President of my high school in inner city Los Angeles and up to now as a Corporate Real Estate Branch Manager, so naturally when the inaugural Leadership Academy Class opportunity arose, I applied immediately so I could increase my knowledge and experience to give back to the industry that has provided for me and my family so generously.

Have you always been a natural leader or interested in leadership roles?

Leadership came at an early age for me. Coming from a first-generation immigrant family, I quickly learned that one needs to stand up for what you want in life, especially when you are a minority in a new country. I was blessed with the ignorance that NO means Next Opportunity and was able to take that attitude and desire and help my family and myself in all that we looked to accomplish. I kept myself in constant curiosity and surrounded myself with great people and learned from their example.

What advice or words of encouragement would you give to someone considering applying for the Academy?

Just do it! Get comfortable with being uncomfortable and allow the course to lead you into a world of well-intentioned individuals who are consistently doing good things at a high level for our industry. Don't forget that real estate is a contact sport. Get out there and put yourself in the game. Best wishes!

Have you always been a natural leader or interested in leadership roles?

Not particularly. I always thought that being a leader was hard and something that I might not be qualified to do. I used to be hesitant and hoped someone would recognize me but later learned that I could be trained, and I can also recommend myself for leadership roles.

Where has your leadership journey taken you since graduation? What leadership roles have you obtained?

I have taken roles as vice chair and chair of some Orange County REALTORS® committees, served on the OC REALTORS® Board of Directors, as a C.A.R. Key Contact, on the board of directors for a school foundation, and as a level consultant for a Girl Scouts service unit. I am currently serving as chair for the Global Business Alliance Committee here at Orange County REALTORS®.

What advice or words of encouragement would you give to someone considering applying for the Academy?

Even a born leader needs proper training. Learning how to earn the trust and confidence of others is what makes a great leader. Everyone has something to offer, and anyone can be trained to lead; believe in yourself and put yourself in the Academy. You can discover your strengths and how to apply those for a bigger purpose. Even if you choose not to take a leadership role in the future, what you can learn here will definitely help you to be a better supporter and better manage your personal life.

RON PASCUAL

Class of 2016–2017

Class of 2017–2018

What spurred you to apply for the Leadership Academy? It pays to go to marketing meetings. Not only can you find your next buyer, tenant, or affiliate services there, but also you can hear an announcement that sparks your interest. I attended the Laguna Hills Marketing Meeting, and Julie Hile stood up to announce the Leadership Academy, giving information on what it was about, and should we want to apply where we could go to do so. I'm a life learner by nature so I was interested not only in learning more about leadership in general but also in learning more about leadership in what I'm so passionate about—real estate.

Have you always been a natural leader or interested in leadership roles?

I've always been a natural leader. From holding president, secretary, and treasurer positions in various groups I was a part of in junior high and high school to being treasurer and secretary at my church for the youth ministry to being asked to speak in front of the sitting city council members to advocate for programs that I was a part of in high school, where funding was being cut. Although I was a natural-born leader, I never sought "roles" but instead saw the need for capable and honest people in positions where I knew I could contribute and be of service.

What was the biggest thing you gained from participating in the Academy?

There is way more to real estate than any transaction completed. The real heroes are those who serve on various committees and boards. Their diligent work and commitment behind the scenes are key to our success as real estate professionals. The Academy opened my eyes to the ways that I could volunteer and be of service to help my colleagues, clients, and community.

What advice or words of encouragement would you give to someone considering applying for the Academy?

I would strongly recommend that you apply. The Leadership Academy gives you knowledge and insight that translate to being a better servant to your clients and strong leader in your community. You should know that there is much work to be done and there is room for you!

WHAT GRADUATES SAY ABOUT THE LEADERSHIP ACADEMY

“I definitely would suggest that others get involved. I’ve grown, learned, and branched out to be a leader. Every day I wake up and know I can make a difference in somebody else’s life in so many different ways.”

— Amy Nieto

“Get comfortable with being uncomfortable and allow the course to lead you into a world of well-intentioned individuals who are consistently doing good things at a high level for our industry. Don't forget that real estate is a contact sport. Get out there and put yourself in the game.”

— Ron Pascual

“Even a born leader needs proper training. Learning how to earn the trust and confidence of others is what makes a great leader. Everyone has something to offer, and anyone can be trained to lead; believe in yourself and put yourself in the Academy."

— Lisa Yi

"Although I was a natural-born leader, I never sought 'roles' but instead saw the need for capable and honest people in positions where I knew I could contribute and be of service. The Academy opened my eyes to the ways that I could volunteer and be of service to help my colleagues, clients, and community."

—Lacy Robertson

By Steven Thomas REPORTSONHOUSING.COM

Steven Thomas has a degree in quantitative economics and decision sciences from the University of California, San Diego, and more than twenty years of experience in real estate. His bimonthly Orange County Housing Report is available by subscription and provides housing market analysis that is easy to understand and useful in setting the expectations of both buyers and sellers. His website is www.ReportsOnHousing.com.

In-N-Out has arguably the best cheeseburger. What started in Los Angeles has spread to nearly four hundred locations in five states. They are also known for their long drive-thru lines. To avoid the wait, many hungry, wise hamburger connoisseurs wait for a more favorable time, like 3:00 p m Unfortunately, to their surprise, they are greeted by an unexpected mile-long line!

Many homebuyers have a similar experience as they dive into today’s housing market. After hearing about falling home prices caused by sky-high mortgage rates, they expect housing to be slow so they can take their time and not compete while purchasing. Instead, they are experiencing long lines of buyers at open houses and multiple offers on homes priced right and in reasonably good condition. Home buyers are frustrated once again.

Ever since mortgage rates climbed above 6 percent in June of last year, there has been a tug-of-war between buyers and sellers: low demand, which favors buyers, pitted against low supply, which favors sellers. Last year, inventory kept growing until it peaked in August, while demand continued to drop after peaking in March with rising rates. Market times rose from 19 days in March to 45 days in June to 72 days in July. By November, the market time had reached 89 days, drastically different from the market time in the first five months of the year.

As market times grew, buyers had the upper hand. The pool of buyers evaporated because of affordability constraints. The remaining buyers were not tripping over each other to purchase. They were unwilling to overpay for a home, and the few houses on the market took longer to sell. The sense of urgency that characterized the market from June 2020 through May 2022 had vanished. According to the Freddie Mac House Price Index, as of February, the Los Angeles/ Orange County region has dropped 8 percent since May and was down 4 percent year-over-year.

Higher interest rates are keeping demand low, but the number of homes available to purchase is even lower, which has resulted in an insanely hot housing market once again.

The inventory declined from 2,530 homes in January to 2,004 at the start of April, a 21 percent drop.

In January 2022, there were 1,100 homes available, and demand— the last 30 days of pending sales activity—was at 1,295. Demand was higher than the supply of available homes, and the market time was less than 30 days for all of Orange County. The housing market was insanely hot, with way too much buyer competition, multiple offers, and sales prices far above the asking prices. With rising rates, the supply increased rapidly while demand was falling. In May, demand was less than the supply, which is normal. The difference between supply and demand grew. By the end of July 2022, demand had dropped to 1,693 pending sales, and the inventory had reached 4,041. Supply was 2,348 higher than demand, the largest gap in 2022.

Housing inventory declined from 2,530 homes in January to 2,004 at the start of April, a 21 percent drop. On the other hand, demand has grown from 900 pending sales in January to 1,639 at the start of April, a rise of 82 percent.

The housing market has evolved yet again in 2023. The supply of available homes has been dropping while buyer demand has risen. The inventory declined from 2,530 homes in January to 2,004 at the start of April, a 21 percent drop. On the other hand, demand has grown from 900 pending sales in January to 1,639 at the start of April, a rise of 82 percent. The difference between supply and demand has diminished from 1,630 in January to 365 in just a few short months, its smallest difference since May last year. The market time dropped from 84 days in January to 37 days today, its lowest level since May 2022. Anything below 50 days indicates that not enough homes are available to purchase.

Two-thirds of Orange County cities have an Expected Market Time of fewer than 50 days. Rancho Santa Margarita has the lowest market time at 17 days, with only 16 homes available and demand at 28 pending sales. All homes below $1.5 million have a market time below 40 days. The fastest price range is homes between $500,000 and $1 million, with a market time of only 22 days.

Illustration by www.adobestock.com/ Burbuzin

Figure 1. Orange County Winter Market

Figure 2. Expected Market Time

With a market time of 37 days, Orange County buyers are once again experiencing long lines at open houses, multiple-offer situations, and sales prices above the asking price. This situation is the result of too few new sellers and a muted inventory.

With a market time of 37 days, Orange County buyers are once again experiencing long lines at open houses, multiple-offer situations, and sales prices above the asking price. This is not a result of heightened demand. High mortgage rates are inhibiting demand. Instead, it is a result of not enough new sellers and a muted inventory. So far this year, from January through March, there have been 4,540 missing For Sale signs compared to the three-year average before COVID (2017 to 2019), down 45 percent. Today’s buyers cannot buy what is not for sale, so buyers in today’s marketplace are waiting for homes to be placed on the market. As soon as a home becomes available, if it is in decent shape and priced right, it will be greeted with plenty of buyer traffic and interest.

Warning for Sellers

Today’s market is not the insane market Orange County experienced from June 2020 to May 2022, where values were screaming higher. Sellers may have the advantage, but overpricing a home is futile. Homes with deferred maintenance or a poor location will be extremely challenging to sell without adjusting the price. Price a home according to its Fair Market Value based on condition, location, upgrades, amenities, and age. Multiple offers may be back, but sellers should not become overzealous.

At year end, Orange County REALTORS® was the largest REALTOR® Association in California and the sixteenth largest in the nation. In November, this Association will celebrate the seventy-fifth anniversary of its founding.

By Sherri Butterfield WRITER

EDITOR

The recovery in California is stronger than initially reported, but consumer confidence has taken a huge hit over the past three years. C.A.R. is projecting a 16 percent decline in housing sales this year and says prices will go down by 8 percent. But the long-run price trend in California only goes one way—and that is up.

On March 27, Orange County REALTORS® held its Annual Membership Meeting and Market Forecast at the UCI Student Center. OC REALTORS® PresidentElect Jeffrey Jackson opened the meeting, led the Pledge of Allegiance, and then introduced the four event sponsors: Randy Norfleet representing Golden 1 Credit Union, Zeniff Jasso representing Accurate Termite and Testing, Jim Fett representing Kind Lending, and Kathryn Taylor representing New American Funding.

Next, Jeffrey introduced OC REALTORS® 2023 President Scott White. Scott introduced the past presidents of Orange County REALTORS® and announced that OC REALTORS®, which is the largest REALTOR® Association in California, is turning seventy-five in November. Then, acting as master of ceremonies, he introduced the featured speakers, whose remarks are summarized below.

OC REALTORS® President-Elect Jeffrey Jackson

OC REALTORS® President Scott White

AND

Photo by Marion Butterfield

Photo by Jerry Mancuso

NAR and Industry Update

A lot of work goes on at the National Association of REALTORS® (NAR) while we live and sleep and sell property. For example, NAR is advocating for passage of remote online notarization, which would be especially helpful to people who are serving in the military, and for a reduction in the FHA mortgage insurance premium, which could save homeowners a lot of money. To close the 5.5 million inventory gap in housing, we are emphasizing affordability, accessibility, and availability. We are encouraging commercial-to-residential conversions, seeking to improve the low-income housing tax credit and Section 8 voucher programs, and asking that the capital gains exclusion be doubled and indexed for inflation.

To explain the REALTOR® difference, we are undertaking a new “That’s Who We R” ad campaign emphasizing the NAR Code of Ethics and REALTOR® involvement in the community. We know that REALTORS® volunteer at three times the rate of members of the general public. We are also focusing on sustainability. It is important that we leave this place better than we found it. By planting 1.575 million trees across the United States, we have taken 750 thousand metric tons of carbon out of the atmosphere. I challenge you to get out there and talk about what REALTORS® do and why we’re so awesome.

California Association of REALTORS® Update

As the REALTOR® Party of California, we can go either red or blue. We advocate for homeownership. This year, we actively monitored more than four thousand bills. Your shifting needs are our mission. We want to give you the tools you need and the support you want. We are committed to your success.

Currently, we are sponsoring five bills: AB 225 (Grayson), which adds new chapters to the Environmental Hazards Booklet related to wildfires, climate change, and sea level rise; AB 323 (Holden), having to do with deed-restricted units and homeowner protection; AB 717 (Villapudua), which creates educational resources for homeowners about the benefits of receivable living trusts; AB 743 (Petrie-Norris), which would establish a remote online notarizing system; and AB 1280 (Maienschein), which updates the Natural Hazard Disclosure Form.

What’s Next? For future planning, Legislative Day will be Wednesday, May 3, in Sacramento, and the REimagine! Conference and Expo will be held September 19–21 at the Anaheim Convention Center.

C.A.R. 2023 Treasurer Heather Ozur

NAR 2022 President Leslie Rouda-Smith

“A lot of work goes on at the National Association of REALTORS® (NAR) while we live and sleep and sell property.” — Leslie Rouda-Smith

Photos by Marion Butterfield

Orange County REALTORS® Financial Report

As your 2023 Treasurer, I am a member of the Finance Committee, and it is our collective job to oversee the Association’s revenue and expenses. Our Association’s finances are sound and in compliance with NAR’s accounting standards. Income and Reserves. Each year, the Association Directors and the Finance Committee manage approximately $12 million in revenue, collected from dues, Multiple Listing Service (MLS) fees, our REALTOR® Store, investment income, and through revenue shares. We have $7 million in reserves, which represents 6.8 months of operating expenses.

REALSTORE™. During 2022, Orange County REALTORS® launched a new enterprise called REALSTORE™. This trademarked retail business serves real estate professionals locally as well as nationally online and through our two brick-and-mortar locations. We have streamlined our inventory management to make shopping easier and more convenient. OC REALTORS® members can shop at either location or purchase merchandise online with the option of local pickup or shipping direct to their door.

Special Awards

Following lunch, OC REALTORS® 2023 President Scott White explained that he would be giving out four awards: the Leadership Legacy Award, the Icon Award for exemplary ethical behavior and knowledgeable and compassionate service to clients and customers, the Rock Star Award for a REALTOR® who has energized and encouraged other real estate professionals to get involved with the Association and with the community by doing and showing the way, and the Pillars of Excellence Award in recognition of ethics, compassion, and service to community.

Contributions. Our REALTOR® and Affiliate members continue to donate generously to the OCAR Cares Foundation, the REALTOR Action Fund, and the Housing Affordability Fund. Each year, we raise about $40,000 for OCAR Cares with a dues invoice checkoff option and fundraising events like the OC REALTORS® Golf Tournament. During 2022, this Foundation helped fourteen members with donations totaling $66,456. In the 2023 renewal period, our members have already contributed $33,000, and the fund balance is currently $199,000.

During 2022, our state-run REALTOR® Action Fund (RAF), which supports political candidates and advances legislative policies that are REALTOR®-friendly, received $200,055 in member contributions. With a participation rate of 30 percent, we continue to exceed the goal set by the California Association of REALTORS®.

The third fund to which we contribute is C.A.R.’s Housing Affordability Fund. Through the 2022 dues checkoff, members contributed close to $18,500 to this fund, which supports local housing and community development programs.

Membership. Our Association has a total membership of 17,163, including 15,421 primary REALTOR® members, 1,149 MLS-only members, 582 Affiliates, and 11 students. At year end, we ranked first in the state and sixteenth in the nation.

Scott presented the 2023 Leadership Legacy Award to Bob Fox, the Icon Award to Cindy Bistany, the Rock Star Award to Rita Tayenaka, and the Pillars of Excellence Award to Len Herman. While making the latter presentation, Scott mentioned specifically Len’s service on the OC REALTORS® Professional Standards or Grievance Committee and his unassailable commitment to the NAR Code of Ethics and explained that Len was unable to be present because he was fighting a courageous battle against cancer.

OC REALTORS® 2023 Treasurer Charleen Nagata Newhouse

OC REALTORS® 2023 President Scott White presents the Orange County REALTORS® Leadership Legacy Award to Bob Fox

OC REALTORS® 2023 President Scott White presents the Orange County REALTORS® Icon Award to Cindy Bistany

OC REALTORS® 2023 President Scott White presents the Orange County REALTORS® Rock Star Award to Rita Tayenaka

Photos by Marion Butterfield

Economic Forecast

Recovery in California is stronger than initially reported. Most of California’s industries are still growing. Savings are being rebuilt, and credit utilization is increasing. But consumer confidence has taken a huge hit over the past three years.

People have developed a real passion for homeownership. These days, home is where you do everything—eat, sleep, work, and home school. When people feel richer, they feel like they can go out there and invest in a new home. But interest rates have increased from 2.65 percent in December 2020/January 2021 to 6.60 percent in March 23, 2023, and today’s buyers simply can’t qualify for as much house as they might have several years ago.

What we don’t see is the housing market continuing to get worse and worse. Things are not continuing to deteriorate. Although we are no longer experiencing explosive growth at the top end of the market and prices have softened a bit, it’s not as bad as the headlines would lead you to believe. We still have more potential buyers than we have homes. Inventory is tight and getting tighter.

2023 Forecast. The bottom line is that we are moving in the right direction, but inflation is still three times higher than the Fed wants it to be. We are projecting a 16 percent decline in sales this year. Prices are going down by 8 percent. But the long-run price trend in California only goes one way—and that is up.

Some Words About the REALTOR® and Affiliate Wellness (RAW) Group

Being active in real estate can be emotionally challenging. We are the first and only Association in the nation that has created a REALTOR® and Affiliate Wellness (RAW) Group to help members meet this challenge. We meet each month to talk about stress and loss. We are here to listen to each other, to share with each other, and to help each other.

In closing, OC REALTORS® 2023 President White thanked audience members for their continuing membership and their time at the meeting today.

C.A.R. Vice President and Chief Economist Jordan Levine

OC REALTORS® 2022 President Adam Rodell

“People have developed a real passion for homeownership. These days, home is where you do everything—eat, sleep, work, and home school.” — Jordan Levine

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By Sherri Butterfield WRITER AND EDITOR

Veterans often experience unexpected financial hardships. For example, they may not have enough money to make the down payment on a home or to pay the closing costs. Their house may need repairs that are not covered by insurance. They may need additional schooling or specialized training to adapt to civilian life. The house they live in may require modifications to accommodate disabilities or assistive devices. They may need to pay the bills associated with a medical emergency or pay for temporary shelter if they have been forced to relocate for schooling or a job.

A grant provided to the Marine Corps League South Coast Detachment 022 as an emergency fund makes available $400,000 to provide temporary assistance with expenses for education, housing purchase or repair, medical emergencies not covered by insurance, and other unanticipated financial hardship. The funds may also be used to provide needed community outreach to veterans, including retreats, nutritional counseling, transitional guidance, day care, and clothing.

The funds were obtained through the efforts of former Fifth District Supervisor Lisa Bartlett and current Fifth District Supervisor Katrina Foley and their staff members, who helped in writing the initial grant application. All honorably discharged veterans of every branch of the service who reside within the Fifth District of Orange County are eligible to apply for these funds.

The Fifth District encompasses the cities of Aliso Viejo, Costa Mesa, Dana Point, Irvine (south of the 405), Laguna Beach, Laguna Hills, Laguna Niguel, Laguna Woods, Newport Beach, San Clemente, and San Juan Capistrano, as well as the unincorporated areas of Coto de Caza, Emerald Bay, Ladera Ranch, Las Flores, Rancho Mission Viejo, Stonecliffe, and Wagon Wheel.

Applicants must submit proof of having been honorably discharged, provide documentation supporting their claim of financial hardship, and answer all questions the subcommittee may ask regarding the situation. The subcommittee will carefully consider each application and will vote and respond in writing with the total amount that has been approved. The subcommittee does not guarantee approval of any specific application or requested dollar amount.

There is no specified deadline for applying; however, the grant money will be available only until it runs out or until June 30, 2024, when the committee must return any unused balance. Information about the emergency grant and a link to the application form can be found at http://www.marinecorpsleaguesouthcoast.org/ emergency-grant/. Additional information is available from subcommittee members Nelson Coburn, Tony Faulkner, Cris

Pasheco, or Cory Vigil

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