Today's Headlines - Realty Times
Posted On Tuesday, 11 May 2021 00:00 Written by

 Gary BurrusGary Burrus has 27 years of experience in the gaming and hospitality industry. His experience spans property level, regional, and national operations. Specifically within the industry Gary has senior level experience in the areas of Customer Service, Resort Operations, multiple Hotel Operations (1,000+ rooms), RV park operations, Golf Course, Shooting Facilities, Entertainment and Recreation facilities, Convention Center, Retail Store Operations, Human Resource Management (benefits administration, compensation, 401(k) Administration, recruiting, employee engagement, training, union negotiations, employee wellness), Risk Management, Compliance, Government Relations, Community Relations, Security Operations, Transportation and Valet Operations, and interim General Management.

Posted On Tuesday, 11 May 2021 00:00 Written by

Rick DeLucaRick began his career as a part-time agent in 1976, quickly becoming full-time and eventually buying the company in his fifth year.  He grew it from 34 to 193 agents and lead the U.S. in agent productivity.  His personal sales production saw him sell 200+ homes per year during his sales career.  He was honored to be both Renos Salesperson of the Year, as well as the Nevadas Realtor of the Year.  Upon selling his company, Rick has shared his successful strategies worldwide ever since.  He has spoken in all 50 states, for every real estate franchise and has been recognized as one of the most popular trainers within the real estate industry. In 2014 Rick became the Regional Director for an Australian based franchise and grew it to 7 offices with 125 agents in Oregon and Washington.

With over 40 years of experience Ive seen every real estate model offered to this industry.  When I was first introduced to Exit Realty, I was intrigued with a business model I had never seen.  The culture of we help our people grow immediately impressed me. While providing state of the art technology, Exit Realty continues to emphasize the importance of relationships.  The combination of providing incredible tools, exceptional service to owners, agents and staff, a strong emphasis on strengthening relationships and a compensation plan that rewards growth has created a culture that is truly unique in this industry.  I believe my 40+ years in this business has prepared me for this journey and by joining the Exit Realty family I will create a legacy I will be proud to claim.

Posted On Monday, 10 May 2021 00:00 Written by

Those of you that have worked with me know I am a stickler for vacation time. I push for a minimum of ten days to two weeks consecutive days unplugged, and a minimum of three other long weekends, three to five days, unplugged from your work. I say this from experience; you either unplug, or become unglued!

We all know how stress and drama can appear in our business. So many variables that can come crashing down at any time to sabotage a deal, transaction, or relationship, that going for an extended period of time without disconnecting can ruin more than just your career!

The reality is nobody is a machine! Now more than ever, surviving 2020 and all of the challenges that came with it, shows us the value in recharging our own physical and metal batteries! Vacation is more important as we come out of COVID because so many of us missed all or most of the opportunities to unplug last year and remain very active with massive opportunities! The key is to be sure your system is solid and easy to follow. Consistency and clarity are essential in making it possible for a co-worker or your team members to care for your business as you go away and care for yourself and your family. 

You will often find that preparing for vacation often leads to multiple opportunities right before you leave. I believe the reason is that you are laser focused on all the little details of your business and you don’t waste time procrastinating! You do the work, you do it right, you do it completely, and you move on to what is next. You do this so the person or people around you understand what to do while you are gone! This often leads to improved outcomes! I have always said, if you want to generate more opportunities, go on vacation! If you want to go on vacation, you have to PLAN IT! So sit with a calendar and your loved ones and get a date circled to go. Even if you don’t know where you want to go, even if you aren’t clear on what to do; creating the dates you are going to be gone and scheduling at least one evening a week to work on that plan will help you get it all done!

 Vacations – how winners keep on winning!

Questions or comments – This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 10 May 2021 00:00 Written by

“A lot of my work is a matter of reacting to surprises in life.” Alexander Wang

What will the jobs report bring us? If the job market is strong, we may see the bond market yield go up, taking pricing on mortgage rates with it.  If you are thinking about refinancing your mortgage to lower your interest rate, lower your payment, shorten your term or pull cash out to accomplish another project, don’t wait too late and get a negative surprise. 

As we say on the radio show Real Estate Mortgage Shoppe, “Make your plan. Work your plan. If the deal works for you today, let’s do it today.” 

Corelogic HPI reports the highest month-over-month gain we have seen with an 11.3% national rate of appreciation during the month. Corelogic anticipates our 2021 spring housing market will outpace trends we saw in 2019 and 2018.   Millennials make up 54% of home purchase applications over the last year.    The lack of homes available for sale erodes affordability and the costs of new construction.    Catching mortgage rates while they are so low is very important in keeping your mortgage affordable.  

Here are some things to do to avoid unpleasant surprises when you are getting a mortgage:

1. Don’t open new accounts or borrow money during your mortgage process. Mortgage companies check before you close on your loan to make sure you haven’t opened new accounts or borrowed more money from existing accounts.  Don’t cosign for someone else while you are in the mortgage process. 

2. Don’t move money around from one account to another account without checking first with your lender.  

3. Don’t change jobs. Don’t change how you are paid. Don’t convert from the employee status when you get a W2 over to a 1099 subcontractor status. 

4. Double-check with your mortgage officer and your closing attorney for the correct way to wire your funds to closing.  Call the telephone numbers on your home purchase contract to reach your lender and title company, and don’t rely on contact info emailed to you. Avoid wire fraud by taking extraordinary care with where you wire your real estate closing funds.

5. Don’t make changes to the title on your real estate during the loan process before checking first with your lender and the closing attorney.

As a real estate professional or a mortgage professional, you can set up your own “Tips For A Smooth Mortgage and Closing Process” to give to your customers.  You can deliver this to your client in written form or using a short video. Our clients appreciate an overview of the process before they get started. They appreciate these tips that will save them time, money and prevent unpleasant surprises.

Posted On Monday, 10 May 2021 00:00 Written by
Posted On Monday, 10 May 2021 00:00 Written by
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Posted On Friday, 07 May 2021 00:00 Written by

Are you ready to go ALL IN?  What if you had a chance to start over…what would you do?  If the pandemic  threw you off balance, Dan shares how being off balance is the pivot for you to double down on your commitment to your life, your loved ones through this  forced reset of our economy and our lives. 

Posted On Friday, 07 May 2021 00:00 Written by

Trevor Lawrence was the #1 National Football League’s draft pick by the Jacksonville Jaguars in last week’s 2021 draft held in Cleveland, Ohio.  He was recently quoted in Sports Illustrated Volume #132 Number 4 as saying: “Like, the sun was setting in Laguna Beach, California and I wanted to enjoy it.”

Trev, instead of being drafted by the Jags at No. 1 on the first day of the draft, you could have waited until Saturday and be selected at #260 or thereabouts as the last draft choice known as Mr. Irrelevant and enjoy a whole week in Newport Beach (adjacent to Laguna Beach). You could’ve spent many days in that sun.

Mr. Irrelevant?  Who is that and how did that happen? Funny you should ask! It was a beautiful Sunday afternoon, and I was enjoying the setting sun in Newport Beach, when a knock at my door was a 30-year friend, Paul Salata. “Slats,” as we called him, also lived in Newport Beach and always had another idea. He said, “I want to do something for somebody for no good reason.” I said, “Sounds interesting, carry-on.” “I want to honor the last NFL draft choice every year. We’ll call him Mr. Irrelevant. I mean, what could be more irrelevant than the last NFL draft choice?” he said. Fewer than 100 of those drafted each year make it in the NFL.

So, now we celebrate the 46th ‘Mr. Irrelevant’ as announced yesterday by Melanie Salata Finch, who has stepped up from her dad to honor the selectee as this year’s Mr. Irrelevant (this article had to be written before the selection).

What’s in store for him? Well, they fly him to LAX, then helicopter him to John Wayne Airport in Irvine. A parade through the beach towns, a day in his honor at Disneyland, a banquet with celebrates roasting him and finally presenting him with the “Lowsman Trophy”.

At one time there was a horse race in his honor at Hollywood Park, but that’s now SoFi Stadium where the Rams and Chargers call their home.

It is a wonderful week to honor a player who, if he stays in southern California, can have many days watching that beautiful sunset!

Will you watch your favorite NFL player in the upcoming 102nd year of the NFL?

Posted On Friday, 07 May 2021 00:00 Written by

 Cleve002Cleve Gaddis is a Master Coach, speaker, and trainer with Workman Success Systems who works with some of America's most-profitable teams. He specializes in helping family-owned brokerages and teams navigate the challenges unique to family businesses. Cleve hosts "Your Move Atlanta," a weekly radio show on 640 AM, a Fox News station on iHeartRadio.  He learned to sales the hard way, by selling vacuum cleaners door to door.  To have Cleve speak live to your company, team, or group, connect with him at This email address is being protected from spambots. You need JavaScript enabled to view it..

Posted On Thursday, 06 May 2021 00:00 Written by
Posted On Thursday, 06 May 2021 00:00 Written by
Posted On Thursday, 06 May 2021 00:00 Written by

 Tami Bonnell HeadshotEXIT Realty Corp International’s CEO TAMI BONNELL is an internationally renowned leader in the real estate industry and was instrumental in building three major brands. Among her many achievements, she was recognized by Real Estate trend watcher, Stephan Swanepoel, three years consecutively as one of the 200 most Powerful and influential   people in residential real estate, among the top 20 corporate executives and among the top 10 women leaders.

 Ms. Bonnell has been a featured speaker at the NATIONAL ASSOCIATION OF REALTOR’S® convention to the Top 500 power brokers, The National Women’s Council REALTORS®, Inman News Connect Conference and the RIS Media’s Leadership Conference.  

She was named to the National Association of Women in Housing & Real Estate Ecosystem ( NAWRB) Diversity & Inclusion Leadership Council (NDLIC).

Ms. Bonnell was honored by STEM connector as one of it’s 100 Corporate Women Leaders in STEM (science, technology, engineering and math).

Ms. Bonnell is a 30 plus year veteran of the real estate industry and joined EXIT Realty in 1999. She was appointed Chief Executive Officer in 2012.

She is a wife, mother of three and grandmother of three. In her spare time she is a martial artist, coach and referee.

Posted On Wednesday, 05 May 2021 00:00 Written by
Posted On Wednesday, 05 May 2021 00:00 Written by
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Posted On Tuesday, 04 May 2021 00:00 Written by
Posted On Tuesday, 04 May 2021 00:00 Written by

More often than not, many businesses and organizations I work with view it as difficult or even impossible to foresee problems before they occur in our unpredictable world. In many ways, the circumstances we faced during the coronavirus pandemic were really nothing new. Sure, we may have never experienced this level of uncertainty before but being ahead of the curve by implementing my Anticipatory Organization Model and understanding what we can be certain about using my Hard Trend Methodology is always applicable.

Where Do We Even Begin?

Many start their business or career looking to change the world or their industry, but they do not know where to start.

Having helped organizations with future planning and innovation for several decades, I applied personal experience and extensive research to develop a methodology for separating Hard Trends, which are future certainties that will happen, with Soft Trends, or future possibilities that are open to influence.

Hard Trends cannot be changed while Soft Trends can. Understanding this allows you to see problems before they occur and pre-solve them, allowing you to redefine risk management and boldly innovate with relatively low risk. Conversely, just because Soft Trends may or may not happen does not mean that they won’t happen; they are just not a future fact.

Should I Avoid Agility?

During the pandemic, we witnessed people largely embracing an agile mindset to deal with the accelerating pace of exponential technological change, solely playing defense.

Instead, we should be shifting our mindset to one of anticipation, where you implement both a good offense and defense in your business strategies. The playing field has been leveled for many thanks to the pandemic, and most of us got quite comfortable in being agile.

While agility is important, you need to be anticipatory and play offense as well. Can you think of any championship sports team that literally won using only defense, where the offense never once took the field? Absolutely not!

Even the best competitors still had to score points by disrupting the opponent’s defense, and that’s what an anticipatory mindset is all about! There are several Soft Trends we cannot fully predict, but there are thousands of fully predictable Hard Trends you can see and use them to your advantage.

Categories of Hard Trends

Hard Trends are interlaced in all of our daily lives, business operations, and even our hobbies. That may sound overwhelming; however, they are more predictable than you realize.

Here are the three categories of Hard Trends I have identified in my research:

  • Demographics

Over the years, I have mentioned the Hard Trend of our aging population of Baby Boomers in the United States. However, let’s consider the younger generations becoming parents and their children. The Hard Trend here is that said new children are born every day, as it is unlikely that no new children will be born, and a Soft Trend is the toys their children find enjoyable.

  • Technology

During the coronavirus pandemic, technology trends accelerated by five to 10 years in just a matter of months. Cloud computing, e-commerce and working remotely are just a few examples of this as we all were forced to change. In total, the pandemic has accelerated 16 technology trends far beyond an exponential level, revealing several new opportunities.

  • Regulation

Every country has government regulations, and they are ever-evolving. Will many industries have more confusion because of changing regulations? Yes, so perhaps developing an artificial intelligence–related mobile compliance app that lets you know the latest rules based on your GPS location for each task is an essential opportunity.

How Cyclical and Linear Change Applies

In addition to understanding future certainties and future possibilities, the concepts of change are part of my Hard Trend Methodology as well.

Cyclical change is more or less a future certainty. The stock market is extremely cyclical; when things go down, they are sure to go back up. These are easy to understand and even easier to predict.

On the other hand, linear change only happens once and transforms the world in one direction. Identifying linear change is what my anticipatory mindset is all about, as it only occurs once, such as the creation of the smartphone that disrupted all other types of telecommunication.

When linear change becomes exponential, it is driven by technology, riding a curve that’s accelerating and predictable. Additionally, exponential linear change can impact and even alter old cycles, vitally connecting both types of change.

Be Human in a Digital World

We should strive to understand our place in a world with technology. Technology is not good or evil; it merely exists in a vacuum. How we as humans apply it defines the application of said technology.

One of the things that I’m urging people to do is to positively shape the future rather than passively receive it. Not only can you leverage exponential technological change to your advantage, but you can use it to better the human race.

By differentiating Hard Trends from Soft Trends, and learning how cyclical or linear changes apply, you can use my anticipatory mindset to be a positive disruptor, setting the bar for your industry for years to come.



Posted On Tuesday, 04 May 2021 00:00 Written by

Here we go again! The constant whine about how hard it is to be in real estate because of the lack of inventory. How tough it is to deal with multiple bid situations, houses selling well over asking, blah, blah, blah, blah, blah!

I might even buy into the challenges if it weren’t for a few things:

• 2018 was a record setting year – highest from 2006
• The 2019 came along and sold more homes than 2018
• Then, despite COVID-19, 2020 surpassed 2019. 

Now we are seeing projections from many groups that expect 2021 to outpace 2020, and 2022 to be even stronger. So I ask this again, “Why is everyone so upset that so many people want to buy houses?” You would think people would be happy? I remember when the housing market went bad and there was what seemed like years’ worth of inventory sitting with nobody to even bother looking at them. Was being bored and broke, better than productive and profitable? The fact we all may have to work a little harder and process more transactions is a problem? Does everyone forget that there are no commissions paid on inventory?

Listings are great and begin the process, but without a buyer, you have nothing! I get that there are challenges, but thousands of people overcome the odds and win the contract to buy their home! In fact, as I wrote about last week, and spoke to in my interview with Realty Times Magazine published last Friday, if you focus on what is winning, you stand a better chance of being the one that wins!

So please; how about we focus on winning instead of whining; look at how deals are won in your market, not the reason you lost your bid, and put your mind straight as to the magnitude of the opportunity, not the difficulty or excuse of what needs to be done to WIN!

There are no commissions paid on inventory, you get paid when your client WINS!

Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 03 May 2021 00:00 Written by

“After closing, you can paint an ugly house, but you can’t paint over ugly financing.” Jo Garner

Real estate is still hot, and mortgage rates are still low.  When a home buyer gets his offer accepted, he had better be able to move –and fast.  As a mortgage loan officer, the best advice I can give anyone getting a mortgage is to get preapproved and compare more than one financing option.    When you sign the last paper at the closing table, you want the contented feeling of satisfaction, knowing that you made the very best decision.

Here are some general rules of thumb to consider:

1. If you plan on keeping the mortgage for over five years, strongly consider getting a mortgage with a fixed rate and not a variable interest rate.  You will enjoy the stability of a principal and interest payment with a fixed interest rate that never changes. Steer clear of variable rates and payments that can wreck your budget and lifestyle.

2. If you plan to have a mortgage less than five years, you can compare some mortgage products with lower-than-normal interest rates that adjust over time.   To lessen some of the risks of payments ratcheting up, look at mortgage programs with strong safety caps on how far the interest rates can move at each adjustment.   

Example:  Some loan customers want to save time and avoid providing lots of documentation by opting for a quick, variable-rate home equity line of credit instead of getting a more stable fixed-rate mortgage. It may be easier today to get the equity line to buy a home. It may be tempting to consolidate debt or fix up your home using quick variable-rate financing, but will you be paying the piper big bucks when the rates start going up again? 

If you plan to be in the home over five years, compare the equity line with its variable rate risk with a standard and stable cash-out fixed-rate mortgage.  The standard fixed-rate mortgage with no prepayment penalty can be a cost saver over time. 

3. If you know you will be getting a lump sum within less than five years to prepay the principal balance owed on the mortgage, take a look at how that lump sum prepayment will affect how much you will pay over the life of the variable-rate loan.   Depending on the large lump sum you can prepay against principal early in the loan, the variable rate might be your best bet on that scenario. 

4. For homebuyers paying less than ten percent as a down payment, compare the FHA loan program with the conventional program. Borrowers will pay less private mortgage insurance to the lender on the conventional loan program, but the FHA program is more forgiving for borrowers with challenged credit. 

5. For borrowers with little or no down payment, explore loan programs such as the VA 100% loan for veterans, the 100% Rural Housing loan, and programs using down payment assistance.

Our customers appreciate the opportunity to choose when it comes to their home and their financing.  As real estate and financial professionals, we earn the status of “trusted advisor” when we present sound options that help our clients feel good about their choice. 

Posted On Monday, 03 May 2021 00:00 Written by
Larry the Cable Guy’s by-line is Get’r Done!  I hope you have a way that works pretty well to get things done. Today we will investigate a process I recently used with a client firm’s sales department in an effort to improve short and long-term results.
But first an observation from Dr. David Schwartz. In his book, The Magic of Thinking Big,  which I highly recommend, he tells the story of an organization’s sales team of 25 sales people who had one exceptional high performer. This man consistently produced more than five times the sales volume of anyone else on the force. The company hired Dr. Schwartz to come in and consult with the company to find our what this salesman was doing, so that they might attempt to emulate his results with more team members.
After an in-depth look at the high producer’s sales strategy, he came up with what was happening. First of all, the top performer had noble goals with big numbers – he simply expected to sell more! He had better, high-level habits and had perfected the sales and relationship building skills required for extraordinary results. His boss had him speak at their sales meeting to share his success plan. Some increased their sales somewhat from exposure to his ideas, but no one came close to the high performer! He had mastered his success strategy and perfected multiple habits that supported it!
From my experience, I’ve found that there are four key elements, that when put in proper order, with appropriate emphasis from management, can make a huge difference in personal performance. Here are the four elements:
Let’s consider them one at a time…
Expectations, when high, can change everything! There is a book entitled Dream Big Dreams! There is another expounding on the value of having “BHAGs”, an acronym for Big, Hairy, Audacious Goals! You get the idea. Many people stifle their own performance by not expecting enough! It’s time for anyone who wants to achieve more to expect more, and follow through with a plan that gets results. One of the greatest things a manager can do for a team member is to encourage them to reach farther, learn new skills, take bold actions, and enjoy better results than ever.
Beliefs make a world of difference. One of the reasons good leaders encourage their team members to learn more, and fully understand how a solid success plan works, is that it can alter their belief system. As a sales person, for example, improves their competence level, confidence improves, and resulting behaviors are improved. They believe! All of this is part of the grand plan of establishing one’s habit structure.
Behaviors are what one does. A simple definition of human behavior is what we see and hear a person say and do. Our behavior, over time, establishes our habits, and this is where the rubber meets the road. Day after day we perform habit after habit. The better one’s habit structure is the better their performance will be. Habits are very strange commanders, but they most certainly direct our behavior and, ultimately, the results we gain.
Results gained tend to determine everything, from current sales performance, to one’s track record over time, and ultimately such things as income, promotions and career progress.
To wrap this newsletter up, let me give you a formula I recently put together for the participants in my Write Your Book! Program. I recognized shortly after creating it that it applied to just about everyone who wanted to gain greater results. Here it is:
                                    (V  +  S  +  D)  x  P  =  Outcome
The breakdown is simple. The first three elements within the parentheses are for Vision, Skills, and Discipline; multiply them as a group by the Passion you have for your project, and that will equal the results, or outcome, you get. All of these are factors largely determined by our motivation to succeed. My advice: Reach out and grab the rest of your destiny with higher expectations, and enjoy a life of achievement, exceptional performance and happiness!
Posted On Monday, 03 May 2021 00:00 Written by

If you were around in 1964 when Bob Dylan wrote and performed “The Times They Are a-Changin’” you will surely remember how times were changing! The Vietnam War was raging. The US was still adjusting from JFK’s assassination. Free speech pods were springing up on college campuses. As an inner-city high school principal, we were trying to help kids grow, yet understanding their fears and uncertainties. Then along comes Bob Dylan supporting the many changes that were happening. Do we need Dylan now?

In sports, many changes happened in 2020 due to the coronavirus pandemic. Some local schools just finished a shortened football season  (it’s April!). Now as we begin the 2021 Major League Baseball season the suggestion has surfaced that the MLB move the pitcher’s mound!

What in the name of Abner Doubleday is going on? The MLB game is “a-changin’.” They recently changed the extra-innings rule to place a runner on second base to start an extra inning in order to prevent the game from going through several extra innings to get a winner.

Now they are moving the pitcher’s mound back a foot – from 60-feet, 6-inches to 61-6.

What in the name of Abner Doubleday is baseball, which has traditionally held to its time-old standards, doing? Well, MLB is concerned that the 60-6 is too close when pitchers are consistently throwing in the high 90s MPH and many at or near 100. Moving the pitching rubber 12-inches reduces the speed of the pitch 1.5 MPH and gives the batter one one-hundredth of a second more time to decide whether to swing or not. Will the home run rate jump off the charts?

MLB says this “test” will start on Aug. 3. Test? You will recall that MLB lowered the pitching mound from 15 inches to 10 inches in 1969 to help the hitter. The mound is still at 10 inches! It’s all about helping the hitters and increasing the offense. As the Zen master says: “We’ll see.”

Will the NBA follow MLB? Raising the basket from 10 feet to 12 feet has been suggested since I was in high school, but no action so far. NBA players now, and have been for some time, play their game above the rim. Will raising the bucket to 12 feet hurt the smaller players? Does it matter to Steph Curry at 6-foot-3 whether it’s 10 feet or 12?  Are you kiddin’ me?

Will you log-in on about changes you’d like to see in professional sports?

Posted On Sunday, 02 May 2021 00:00 Written by
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Krisstina WiseKrisstina Wise is a real estate mogul, Millionaire Coach, and creator of several multi-million dollar businesses including Goodlife Luxury, The Paperless Agent and most recently, WealthyWellthy. She is also an international speaker and the award-winning author of the Amazon Best-Seller Falling for Money, a romance novel for your bank account. Named one of the 100 Most Influential Real Estate Leaders in the country, she has been featured in USA TODAY, as well as by Apple, Contactually and Evernote for her creative leadership with emerging technologies.


Posted On Wednesday, 28 April 2021 00:00 Written by
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