JAN/FEB 2020 frontrunner 4023 E Grant Road • Tucson AZ 85712 520-327-6849 • 800-794-1390 Tax Liens & Tax Lien Foreclosures Jim Hogan The Hard Truth About Succeeding in the Real Estate Business Hogan School of Real Estate Eden Sunshine Realty Executives Welcome to 2020! New Year, New Career? Laura Kelly Mance Long Realty www.HoganSchool.com © 2019 Hogan School of Real Estate Sept/Oct 2019
2 © 2019 Hogan School of Real Estate Sept/Oct 2019
How to Buy Tax Liens Tax Lien investing, learn how to do it from an expert with years of experience! If you’ve got some investment dollars sitting in a bank account at low interest rates, maybe it’s time to rethink your investing strategy. Tax liens offer a high return on investment, without management hassles. If you haven’t taken the time to investigate property tax liens as an investment, you need to, NOW! In a few cases you’ll even wind up owning valuable properties for pennies on the dollar. Jim Hogan has been investing in tax liens for years. His fast-paced seminar will show you how! Stop following the crowd. With a little education you’ll wonder why you haven’t been buying tax liens for great returns Instructor: Jim Hogan | Tuition: $35 3 hrs RE Legal Issues credit Tuesday, January 14th 9am - 11:50am Monday, February 3rd 1pm - 3:50pm Are Your Clients Having Trouble Getting Financing? Let us Solve the Puzzle with our Non-Prime, Fix & Flip and Private Money Loans Non-Prime Fix & Flip Owner Occupied or Investor Alternative Income Asset Inclusion Expanded Debt Ratios Purchase or Refinance Bankruptcy, Foreclosure, Short Sale OK Arizona & California Credit Challenges OK Private Money Straight Loan or Participation Manufactured Home Up to 90% of purchase price Up to 100% of rehab cost Commercial & Residential Investment Property Land Interest Only or Amortizing Credit Challenges OK, No FICO Minimum Up to 100% Financing Arizona only We Buy, Sell, Lend On, and Appraise Existing Notes and Mortgages Nationally, and also serve as the RMLO in Seller Carryback sales. Good Steward Lending Services, Inc. www.GoodStewardLending.com (520) 323-3300 Mark L. Ross, CRMS, CMC | CEO (520) 505-2421 Direct mark.ross@GoodStewardLending.com NMLS #1215158, AZ MB #0928134, CA BRE #01527180 3 © 2019 Hogan School of Real Estate Sept/Oct 2019
Tax Liens & Tax Lien Foreclosures The Redemption Process Jim Hogan DREI Hogan School of Real Estate 4023 E Grant Rd. Tucson, AZ 85712 Jim@hoganschool.com In Arizona, if property taxes are not paid the County Treasurer will sell the delinquent lien at public auction. People buy tax liens for two reasons: first, to obtain ownership of a property through foreclosing the lien; or second, to obtain a high rate of interest on the amount invested. Obtaining Ownership Statistically, most tax liens are redeemed by the owner. Only 1% - 2% of tax liens sold result in the bidder acquiring the property. Investment Advantages The main reason people buy tax liens is for investment - to get a relatively high interest rate as compared to investing in a certificate of deposit. By law, Arizona property taxes have the highest lien priority. This makes tax lien investing very safe. Many people think that IRS liens have higher priority. In fact, IRS liens’ priority is based on the order recorded. The interest rate paid to the county on delinquent taxes is 16%. When a lien is auctioned it is possible for the bidder to achieve that rate too. However, since the early 1990s CD interest rates have been low, and rates achieved by investors have been in the 4%-8% range. The Tax Lien Auction Each county Treasurer handles the tax lien auction a little differently. Some counties such as Maricopa County, Pinal County and Apache County hold their auctions on-line. Other counties such as Pima County and Cochise County hold live auctions. Either way, bidders are required to register with the Treasurer to obtain a bid number or open an account and provide a Social Security Number or other form of tax ID for Internal Revenue Service reporting purposes. A deposit may be required. To determine specific auction procedures bidders should check with each county treasurer directly or through their website. Whether on-line or live, the basics of the auction procedure are the same. 4 Arizona law gives the property owner a minimum of three years after the tax lien auction within which to redeem the property and prevent foreclosure. The CP holder need not begin the foreclosure immediately after the three years but must begin the foreclosure action within 10 years from the date of the auction on the lien becomes invalid. Foreclosure After three years from the date of the tax lien sale but no later than 10 years the CP holder may begin a judicial foreclosure action to obtain ownership of the property. Prior to initiating the court action, the CP holder is required to give the property owner a minimum of thirty days’ notice by certified mail of the impending foreclosure. If the owner fails to redeem within that thirty-day period, the CP holder may begin the foreclosure action in Superior Court. In most cases the CP holder will hire an attorney to conduct the lawsuit, but all the legal details will not be discussed here. Basically, once the papers are filed in court the property owner and any other persons, such as a mortgage holder, having an interest in the property must be given service of process. Once served, the CP holder has a certain amount of time within which to respond to the action. In the end, either the property owner or subordinate lien holder redeems, or the judge orders judgment in favor of the CP holder and directs the Treasurer to issue a Treasurer’s Deed to the CP holder. If redemption occurs, the property owner is liable to the CP holder for foreclosure costs and attorney’s fees. Sometimes the redeeming owner will pay the attorney’s fees and costs at the same time redemption occurs. But, if the owner redeems directly with the Treasurer, the Treasurer is not going to collect the attorney’s fees and costs. In this circumstance, the lawsuit would be amended to obtain a judgment against the owner for the unpaid fees and costs. In conclusion, investing in tax liens can be a safe and high return investment. If you decide to get involved, please take time to learn as much as you can before taking the leap with your hard-earned money. ♦ © 2019 Hogan School of Real Estate Sept/Oct 2019
Get your Broker’s License! Have you been selling Real Estate for 3 out of the last 5 years? Instead of taking continuing education hours to renew your salesperson’s license, why not become a broker! There are more benefits to becoming a Broker than owning a real estate company. If you have 3 out of the last 5 years as an active licensed salesperson – now is a great time to take yourself to the next level. WHY? Here’s 3 Reasons: - Associate Brokers can do everything a salesperson can do, plus – plus – plus! - Having “Associate Broker” after your name is the most meaningful professional designation you can possess - Set yourself apart from your competition – Create Distinction Join Hogan’s top staff – Jim Hogan, Rick Amdahl, Jenny Hogan-Lizarraga, George Jenson, Richard Koevary, Frank Morgan & Cheryl Terpening in our new Broker course! Tuition: $679* *Includes 9 hrs of Broker Management Clinics Class Meets: Wednesdays and Fridays 8:15am - 5pm January 8 - February 14 5 © 2019 Hogan School of Real Estate Sept/Oct 2019
-RENEWATHONSfor Designated, Delegated or Self-Employed Brokers January 2020 Renewathon Mon Jan 13, 2020 8am - 10:45am Mon Jan 13, 2020 11am - 1:45pm Mon Jan 13, 2020 2:30pm - 5:15pm Mon Jan 27, 2020 8am - 10:45am Mon Jan 27, 2020 11am - 1:45pm Mon Jan 27, 2020 2:30pm - 5:15pm Tue Jan 28, 2020 8am - 10:45am Tue Jan 28, 2020 11am - 1:45pm Tue Jan 28, 2020 2:30pm - 5:15pm Wed Jan 29, 2020 8am - 10:45am Tue Feb 18, 2020 8am - 10:45am Tue Feb 18, 2020 11am - 1:45pm Tue Feb 18, 2020 2:30pm - 5:15pm Tue Feb 25, 2020 8am - 10:45am Tue Feb 25, 2020 11am - 1:45pm Wed Feb 26, 2020 8am -10:45am Wed Feb 26, 2020 11am - 1:45pm Wed Feb 26, 2020 2:30pm - 5:15pm Thu Feb 27, 2020 8am - 10:45am Thu Feb 27, 2020 11am - 1:45pm 6 Broker Management Clinic #1 - “Statutes & Rules” Rick Amdahl Broker Management Clinic #2 - “Broker Policies” Rick Amdahl Broker Management Clinic #3 - “Supervision” Richard Koevary Facts & Secrets Robb Sikes The Roots of Fair Housing Jim Callery 5 Qs You Must Ask to Help Your Client Buy the Perfect Rental Steve Schultz, RMP The Code of Ethics: Pathway to Professionalism Cheryl Terpening, ABR, CRS, GRI Fundamentals of Contract Law for Real Estate Heidi Rib Brent Real Estate in Estate Planning- Is your house in order? Mark Valentine, Esq. Real Estate Advertising Do’s & Don’ts Jim Strong February 2020 Renewathon Broker Management Clinic #1 - “Statutes & Rules” Jim Hogan, DREI Broker Management Clinic #2 - “Broker Policies” Rick Amdahl Broker Management Clinic #3 - “Supervision” Richard Koevary The Code of Ethics: Pathway to Professionalism Frank Morgan Facts and Secrets Robb Sikes What the Heck is a “HECM” FHA’s New & Improved Mortgage Program Stephen Wolf *A History of the Land in Arizona George Cardieri SR/WA *Pricing Properties Right George Jenson The Roots of The Fair Housing Act Jim Callery Writing Contracts with Confidence Geoffrey Ulreich * Indicates approved for Appraisal Continuing Education Credit © 2019 Hogan School of Real Estate Sept/Oct 2019 3 Commissioner’s Standards 3 Commissioner’s Standards 3 Commissioner’s Standards 3 Commissioner’s Standards 3 Disclosure 3 RE Legal Issues 3 General 3 Agency Law 3 Fair Housing 3 Contract Law 3 Commissioner’s Standards 3 Commissioner’s Standards 3 Commissioner’s Standards 3 Disclosure 3 Fair Housing 3 Agency Law 3 Commissioner’s Standards 3 Contract Law 3 RE Legal Issues 3 RE Legal Issues
-SALESPERSON’S & ASSOCIATE BROKER RENEWATHONMon Jan 27, 2020 January 3-Day Renewathon Does NOT include 9 hours of Broker Management 8am - 10:45am Mon Jan 27, 2020 11am - 1:45pm Mon Jan 27, 2020 2:30pm - 5:15pm Tue Jan 28, 2020 8am - 10:45am Tue Jan 28, 2020 11am - 1:45pm Tue Jan 28, 2020 2:30pm - 5:15pm Wed Jan 29, 2020 8am - 10:45am Wed Jan 29, 2020 11am - 1:45pm Facts and Secrets Robb Sikes The Roots of Fair Housing Jim Callery 5 Qs you Must Ask to Help Your Client Buy the Perfect Rental Steve Schultz, RMP The Code of Ethics: Pathway to Professionalism Cheryl Terpening, ABR, CRS, GRI Fundamentals of Contract Law Heidi Rib Brent Real Estate in Estate Planning- Is Your House in Order? Mark Valentine, Esq. Real Estate Advertising Rules Do’s & Don’ts Jim Strong Real Estate Auction as a Sales Tool Tom Starrs February 3-Day Renewathon Does NOT include 9 hours of Broker Management Tue Feb 25, 2020 8am - 10:45am Tue Feb 25, 2020 11am - 1:45pm Tue Feb 25, 2020 2:30pm - 5:15pm Wed Feb 26, 2020 8am - 10:45am Wed Feb 26, 2020 11am - 1:45pm Wed Feb 26, 2020 2:30pm - 5:15pm Thu Feb 27, 2020 8am - 10:45pm Thu Feb 27, 2020 11am - 1:45pm The Code of Ethics: Pathway to Professionalism Frank Morgan Facts and Secrets Robb Sikes Agency Case Studies Jim Strong What the Heck is a “HECM” FHA’s New & Improved Reverse Mortgage Program Stephen Wolf * A History of the Land in Arizona George Cardieri SR/WA * Pricing Properties Right George Jenson The Roots of the Fair Housing Act Jim Callery Writing Contracts with Confidence Geoffrey Ulreich * Indicates approved for Appraisal Continuing Education Credit 7 © 2019 Hogan School of Real Estate Sept/Oct 2019 3 Commissioner’s Standards 3 Disclosure 3 Agency Law 3 RE Legal Issues 3 General 3 Fair Housing 3 Agency Law 3 Contract Law 3 Disclosure 3 Fair Housing 3 Agency Law 3 Commissioner’s Standards 3 Contract Law 3 RE Legal Issues 3 RE Legal Issues 3 General
JANUARY 2020 CONTINUING EDUCATION HOGAN SCHOOL OF REAL ESTATE • 4023 EAST GRANT ROAD, TUCSON, AZ 85712 (520) 327-6849 • (800) 794-1390 • FAX (520) 325-8950 • www.hoganschool.com For salespersons, 24 hours are presently required for renewal. 3 hours Agency Law, 3 hours Commissioner’s Standards, 3 hours Contract Law, 3 hours Disclosure, 3 hours Fair Housing, 3 hours Real Estate Legal Issues PLUS 6 hours in ANY CATEGORY as long as it is NOT the exact same course. The Real Estate Department allows licensees to take a maximum of 9 hours in one 24-hour period. Designated, self-employed and delegated brokers are required to attend 9-hours of Broker Management Clinics with every two year renewal for a total of 30 hours. Pre-Registration discount now available: You may pre-pay and register for your renewal classes and receive the following discount: 30 hours - $220 • 27 hours - $200 • 24 hours - $175 • 21 hours - $150 18 hours - $135 • 15 hours - $115 • 12 hours - $90 ** Indicates Excluded from the Prepaid Packages. * Indicates Approved for Appraisal Continuing Education credit. Jan 13 Mon 8AM-10:45AM Jan 13 Mon 11AM-1:45PM Jan 13 Mon 2:30PM-5:15PM Jan 14 Tue 9AM-11:50AM Jan 21 Tue 1PM-3:50PM Jan 25 Sat 9AM-3:50PM Jan 28 Tue 9AM-3:50PM Jan 27 Mon 8AM-10:45AM Jan 27 Mon 11AM-1:45PM Broker Management Clinic #1 - “Statutes & Rules” Designated, delegated and self-employed brokers are required to take this course every two years and new brokers prior to license activation. Broker Management Clinic #2 - “Broker Policies” Designated, delegated and self-employed brokers are required to take this course every two years and new brokers prior to license activation. Broker Management Clinic #3 - “Supervision” Designated, delegated and self-employed brokers are required to take this course every two years and new brokers prior to license activation. How to Buy Tax Liens Imagine acquiring properties for a small fraction of their value. Learn every aspect from an expert. Income Taxes for Agents and Brokers This course explains the income tax requirements of self-employed agents and brokers, including common deductions, office-in-home, estimated tax payments, taxes for different entity types, record-keeping, penalties and tax resolution methods. Introduction to Contract Writing Learn how to write listings and purchase contracts. Mandatory for new agents for license activation. Introduction to Contract Writing Learn how to write listings and purchase contracts. Mandatory for new agents for license activation. Facts and Secrets This class is an explorative study on the Buyer’s Advisory Guide and the Seller’s Property Disclosure Statement (SPDS) , with direct focus and discussion on the meaning and depth of “disclosure”. The Roots of The Fair Housing Act A journey through time, discussing Historic Human Rights cases and the courage of a few individuals that fought to change awareness and create the Federal Fair Housing Act. 8 © 2019 Hogan School of Real Estate Rick Amdahl 3 Commissioner’s Standards $25.00 Rick Amdahl 3 Commissioner’s Standards $25.00 Richard Koevary 3 Commissioner’s Standards $25.00 Jim Hogan, DREI 3 RE Legal Issues $35.00 Amy Wall 3 RE Legal Issues $25.00 Cheryl Terpening ABR, CRS, GRI 6 (3 CL / 3 RELI) $59.00 Jim Strong 6 (3 CL / 3 RELI) $59.00 Robb Sikes 3 Disclosure $25.00 Jim Callery 3 Fair Housing $25.00 Sept/Oct 2019
Jan 27 Mon 2:30PM-5:15PM Jan 28 Tue 8AM-10:45AM Jan 28 Tue 11AM-1:45PM Jan 28 Tue 2:30PM-5:15PM Jan 29 Wed 8AM-10:45AM Real Estate Advertising Rules Do’s & Don’ts Learn the do’s and don’ts in real estate advertising as it relates to ADRE rules, Federal Law and REALTOR Code of Ethics compliance. Jim will cover best practices for avoiding violations as they pertain fair housing, lending terms, RESPA and fulfilling your fiduciary duty to your client Jan 29 Wed 11AM-1:45PM Real Estate Auction as a Sales Tool An introduction for real estate licensees to the world of real estate auctions. 5 Qs You Must Ask to Help Your Client Buy the Perfect Rental This class is designed to give agents and investors a methodical step-by-step approach in purchasing the perfect rental property for their clients or themselves. The Code of Ethics: Pathway to Professionalism Learn about NAR’s Code of Ethics and how it can help increase an agent’s professionalism. This course meets NAR’s ethics requirement for 2021. Fundamentals of Contract Law for Real Estate This class is a review of the fundamentals of contract law, with application of the concepts to the AAR forms and recent court cases as examples, as well as consideration of other contracts that impact real estate transactions and professionals. Real Estate in Estate Planning- Is Your House in Order? An overview of estate planning, investment strategies and tax & trust strategies. Steve Schultz, RMP 3 Agency Law $25.00 Cheryl Terpening ABR, CRS, GRI 3 Commissioner’s Standards $25.00 Heidi Rib Brent 3 Contract Law $25.00 Mark Valentine, Esq. 3 RE Legal Issues $25.00 Jim Strong 3 RE Legal Issues $25.00 Tom Starrs 3 General $25.00 When coming to class is just too inconvenient... Take Hogan’s Online CE! Use Promo Code: RECE20 to Save 27% on Packages 30 hour Package (Designated, Self-employed or Delegated Brokers) $165 - $115.50 24 hour Package (Associate Broker or Salesperson) $135 - $94.50 18 Hour Package $105 - $73.50 • BMC #1: Foundations of Broker Management • BMC #2: Policies and Decision Making • BMC #3: Questions & Answers on Supervising Licensees • Code of Ethics with Case Studies • Dealing with the Multi-Cultural Client • Arizona Property Taxes, Tax Liens, & Foreclosures • Case Studies in Real Estate Law • Fair Housing: The Practical Aspects • Top 10 Disclosure Issues • Contract Money Matters • Agency in Action • Navigating Arizona’s Commissioner’s Rules • Foreclosures in Arizona 3 Hour Class Promo Code: RECE203 • Makes a $25 Class - $15 9 © 2019 Hogan School of Real Estate Sept/Oct 2019
FEBRUARY 2020 CONTINUING EDUCATION HOGAN SCHOOL OF REAL ESTATE • 4023 EAST GRANT ROAD, TUCSON, AZ 85712 (520) 327-6849 • (800) 794-1390 • FAX (520) 325-8950 • www.hoganschool.com For salespersons, 24 hours are presently required for renewal. 3 hours Agency Law, 3 hours Commissioner’s Standards, 3 hours Contract Law, 3 hours Disclosure, 3 hours Fair Housing, 3 hours Real Estate Legal Issues PLUS 6 hours in ANY CATEGORY as long as it is NOT the exact same course. The Real Estate Department allows licensees to take a maximum of 9 hours in one 24-hour period. Designated, self-employed and delegated brokers are required to attend 9-hours of Broker Management Clinics with every two year renewal for a total of 30 hours. Pre-Registration discount now available: You may pre-pay and register for your renewal classes and receive the following discount: 30 hours - $220 • 27 hours - $200 • 24 hours - $175 • 21 hours - $150 18 hours - $135 • 15 hours - $115 • 12 hours - $90 ** Indicates Excluded from the Prepaid Packages. * Indicates Approved for Appraisal Continuing Education credit. Feb 3 Mon 1PM-5PM Feb 13 Thu 9AM-11:50AM Feb 14 Fri 9AM-3:50PM Feb 18 Tue 8AM-10:45AM Feb 18 Tue 11AM-1:45PM Feb 18 Tue 2:30PM-5:15PM Feb 24 Mon 9AM-3:50PM Feb 25 Tue 8AM-10:45AM Feb 25 Tue 11AM-1:45PM How to Buy Tax Liens Imagine acquiring properties for a small fraction of their value. Learn every aspect from an expert. Basic Arizona Landlord Tenant Law: Pitfalls for Property Managers This class will discuss the protections AZ Law has instituted for tenants, the uses to which savvy tenants (and tenant attorneys) can put these protections into use, and how landlords and property managers can structure their rental agreements and interactions with tenants to avoid common pitfalls. Introduction to Contract Writing Learn how to write listings and purchase contracts. Mandatory for new agents for license activation. Broker Management Clinic #1 - “Statutes & Rules” Designated, delegated and self-employed brokers are required to take this course every two years and new brokers prior to license activation. Broker Management Clinic #2 - “Broker Policies” Designated, delegated and self-employed brokers are required to take this course every two years and new brokers prior to license activation. Broker Management Clinic #3 - “Supervision” Designated, delegated and self-employed brokers are required to take this course every two years and new brokers prior to license activation. Introduction to Contract Writing Learn how to write listings and purchase contracts. Mandatory for new agents for license activation. The Code of Ethics: Pathway to Professionalism Learn about NAR’s Code of Ethics and how it can help increase an agent’s professionalism. This course meets NAR’s ethics requirement for 2021. Facts and Secrets This class is an explorative study on the Buyer’s Advisory Guide and the Seller’s Property Disclosure Statement (SPDS) , with direct focus and discussion on the meaning and depth of “disclosure”. 10 © 2019 Hogan School of Real Estate Jim Hogan, DREI 3 RE Legal Issues $35.00 Daniel Barker 3 RE Legal Issues $25.00 Cheryl Terpening ABR, CRS, GRI 6 (3 CL / 3 RELI) $59.00 Jim Hogan, DREI 3 Commissioner’s Standards $25.00 Rick Amdahl 3 Commissioner’s Standards $25.00 Richard Koevary 3 Commissioner’s Standards $25.00 Jerri Szach 6 (3 CL / 3 RELI) $59.00 Frank Morgan 3 Commissioner’s Standards $25.00 Robb Sikes 3 Disclosure $25.00 Sept/Oct 2019
Feb 25 Tue Agency: Case Studies 2:30PM-5:15PM Feb 26 Wed 8AM-10:45AM Feb 26 Wed 11AM-1:45PM Feb 26 Wed 2:30PM-5:15PM Feb 27 Thu 8AM-10:45AM Feb 27 Thu 11AM-1:45PM Agency relationships & duties to consumers, will be covered through the most recent case studies. What the Heck is “HECM” FHA’s New & Improved Reverse Mortgage Program Developed for real estate agents, financial planners and attorneys that want to better understand the guidelines and legal implications of this “niche” loan. *A History of the Land in Arizona The course will provide an overview of the history of the land in AZ, how the land has shaped Arizonans and how Arizonans have shaped the land. * Pricing Properties Right Listings not selling? Sellers not rational? How can you meet your obligations to your clients, but deliver them the “dose of reality” they need in pricing their property? The Roots of The Fair Housing Act A journey through time, discussing Historic Human Rights cases and the courage of a few individuals that fought to change awareness and create the Federal Fair Housing Act. Writing Contracts with Confidence This class will review contract law principles, the current contract and writing the contract. Jim Strong 3 Agency Law $25.00 Stephen Wolf 3 RE Legal Issues $25.00 George Cardieri SR/WA 3 General $25.00 George Jenson 3 Agency Law $25.00 Jim Callery 3 Fair Housing $25.00 Geoffrey Ulreich 3 Contract Law $25.00 NORTHWEST CAMPUS 7401 N La Cholla Blvd. Suite 147 Feb 11 Tue Our Northwest campus is located outside of the West entrances at the Foothills Mall across from Sushi Garden. Introduction to Contract Writing 9AM-3:50PM Learn how to write listings and purchase contracts. Mandatory for new agents for license activation. Jim Strong 6 (3 CL / 3 RELI) $59.00 Are you interested in Advertising in the Frontrunner? Call us at 520-327-6849 or email Sarah@HoganSchool.com 11 © 2019 Hogan School of Real Estate Sept/Oct 2019
Hire an Inspector! Brick by Bryck Home & Commercial Building Inspections Call Today! 520-795-5300 www.BrickbyBryck.com Tucson Fun Fact! Breathe easy. Tucson has been rated as having the third cleanest air of any city in the United States according to the American Lung Association. Breathe easy knowing your lung are processing pure clean Tucson air. Instructor Highlight Robb Sikes Instructor Hogan School of Real Estate Robb has lived in Tucson since 1998 and has a wonderful partner of 16 years, Eric, who owns his own graphic design firm (Eyelink Design Services) and is also a fine artist! Robb moved to Tucson from chilly Chicago to bask in the sunlight! He spent over 25 years of his career managing financial centers of large firms and corporations, and then began teaching accounting courses at Pima Community College and, subsequently, The University of Arizona, teaching senior level management and financial courses. During this time, he became a licensed lender and a REALTOR®, which was certainly the passion in which he desired! His dog, Rupert, is a min-pin and the most amazing “buddy” a guy could have, as he’s not yappy but is beyond cuddly! ARE YOU A MEMBER OF NAR? DON’T FORGET to take your Ethics requirement, it’s due December 2021. We always offer COE online www.HoganSchool.com Code of Ethics: Pathway to Professionalism ADRE: Commissioner’s Standards Tuesday, Jan. 28th 8am - 10:45am with instructor Cheryl Terpening ABR, CRS, GRI Tuesday, Feb. 25th 8am - 10:45pm with instructor Frank Morgan Tuition:$25 12 © 2019 Hogan School of Real Estate Sept/Oct 2019
Welcome to 2020! New Year, New Career? Laura Kelly Mance CRB, REALTOR® / President Long Realty 900 E River Rd Tucson, Arizona 85718 LMance@LongRealty.com For some of you, real estate is to be your new career and you’re in pre-licensing education. Others may be pursuing new designations or specializing within the field of real estate. Or maybe you’re like I was after a half dozen years in the business. I knew enough to know it wasn’t easy but it gave me the flexibility I needed to prioritize family and the possibilities were endless. That’s about when I said “new year, new career” and reinvented my real estate business. If that’s you, I’m talking to you now. Have you heard the expression “reverse engineering” when it comes to business planning? It’s when you establish a goal, determine where you are right now, and then make a plan to get from where you are to where you want to be. That sounds pretty esoteric so let me break it down. Let’s say your income goal is $70,000. And your current average sales price (ASP) is $250,000. If your commission split is 80/20 it will take you 12 transactions to hit that goal. Now, you look at your business during the past year and see how many transactions you had and where they came from. In this scenario we’ll say you had 7 closings, 4 came from your friends and relatives 2 from open houses and 1 was a floor call. You just have to find 5 more transactions to reach your income goal. If you had a few open houses a month last year, you might consider doubling them to double the results. If you only contacted your circle of influence a few times, add phone calls, housing reports, sports schedules or maybe newsletters to that and you’ll more than double the results. It shouldn’t be difficult to find 5 more units and reach your goal. This is also a good time to self-evaluate. What am I good at and where do I feel less prepared? Check the Frontrunner today for classes that will help you fine tune skills and be an even better REALTOR®. You might consider getting your ABR or perhaps the SRES. Maybe this is the year you go for your Associate Brokers license. Now that you’ve reverse engineered a business plan take another look and come up with a stretch goal. 3 more transactions will actually get you to $100,000. Imagine looking back this time next year knowing that you positively impacted the lives of at least 17 people and because you were a well prepared practitioner, every one of them will send you their referrals because you took such good care of them. So, whether this is a new year, new career or you’re simply bringing it up a notch, start now and plan for success. ♦ 13 © 2019 Hogan School of Real Estate Sept/Oct 2019
The Hard Truth About Succeeding in the Real Estate Business Eden Sunshine Vice President Realty Executives 602-345-7870 esunshine@realtyexecsaz.com As I wrapped up a recent business planning event for a group of real estate agents, I asked an important question. “By a show of hands” I queried, “having completed your 2020 Business Plan, who discovered the necessary activities to growing your business are new concepts and approaches that you have never heard of before.” Not a single hand went up. In other words, they all had a good idea what they needed to do to grow their businesses. Yet, everyone in the room felt they had a long way to go to achieving the success they really wanted for themselves. There is one critical factor that separates highly effective, successful agents and those that struggle to achieve their goals. Before I share the critical difference between successful agents and those that struggle, there are a couple of things to put into perspective first. The real estate business is a relationship business. Period. Successful agents are simply more effective at establishing relationships that foster trust and confidence with their clients and prospects. The resources and tools we have available to connect with people today compared to the past have changed significantly, but the game is still all about relationships. Today, we have the internet, search optimization, email, texting, social media, YouTube and many other methods of communication compared to the past. Yet the game is the same; get connected to people, build confidence and trust and earn the business when people are ready to move. A good business plan helps you get clarity on what you are specifically going to do to foster and build relationships. It also outlines very specific actions that you will do on a daily, weekly, monthly and annual basis to connect with prospective and past clients. For example, the plan might specify that every day you will make 10 contacts to people in your sphere of influence or to previous clients via phone or text. In addition, you will make 2 social media posts per day and send a newsletter or direct mail piece to your farm area monthly. 14 Here is where the hard truth begins. Having a business plan alone is not going to ensure your success. In fact, in my years of coaching and supporting top producing agents throughout North America, many DID NOT have a documented business plan. Despite that, they still achieved extraordinarily high levels of success for one specific reason. THEY TOOK ACTION. They took action consistently and purposefully. They made sure they were regularly engaging in activities that fostered relationships with prospects. The difference between a wildly successful agent and those that aspire to greatness comes down to one thing: Doing the work that fosters great relationships. Some have referred to me as The World’s Toughest Business Coach because I’ve been known to have tough, truth yielding conversations with people that lead to massive transformation in their lives and careers. I am committed to helping people live great lives and love the work they do. Sometimes that requires a little kick in the pants or a tough, thought-altering conversation that will lead to new and inspired actions. If you aren’t ready for tough love, stop reading right now. I am going to share something with you that might rub against your beliefs, habits, and the way you’ve shown up in life and your career in the past. The reason why most agents struggle to maximize their potential is they don’t REALLY do enough of the work to create lots of conversations with prospects. They make one call a week, send a periodic newsletter or hand out a business card from time to time and believe that is sufficient effort. It is not! They make excuses like they don’t have time; they don’t have resources; they don’t agree with a proven methodology or they blame others. They always have some reason and consideration that will take precedent over doing the activities that will lead to results. Despite good intentions and knowing what to do, they still don’t do it. They aren’t keeping their commitment to themselves and their goals. If that stings, sorry! I warned you. Great agents have the capacity to take their limiting thoughts Continued on pg. 15 © 2019 Hogan School of Real Estate Sept/Oct 2019
captive, put them aside and act. They simply don’t make excuses and they confront their fears when necessary. They keep moving. They keep acting, they follow though. The top producer’s magic formula is doing the right work consistently. If you want to make 2020 a banner year for yourself, get to work, decide what you are going to do to foster your business relationships, set your goals and be unstoppable when it comes to following through with the actions and behaviors necessary to grow your business. ♦ Want to have a tough conversation about advancing your business in 2020? E-mail me at esunshine@realtyexecsaz.com 2020-2021 7-Hour National USPAP Update Course Appraisers are required to complete 28 hours of education every two years for renewal and a 7-hour USPAP course must be taken as part of the 28 hours every two years. CAREER EXPO Saturday February 8th 2020 @Hogan School 9-NOON Thu Jan 16, 2020 8:30AM - 4:30PM Tuition: $260 | Includes book Instructor: Roy Morris Other appraisal Continuing Education A History of Land in Arizona February, 26 2020 11AM - 1:45PM Pricing Properties Right February, 26 2020 2:30PM - 5:15PM 15 © 2019 Hogan School of Real Estate Sept/Oct 2019
Senior Real Estate Specialist If you thought the Senior Real Estate Specialist® designation was about helping old people in retirement homes, you couldn’t be more wrong. It’s about learning to cater to the needs of the baby boomer generation. People born between 1946 and 1964 are currently retiring at a rate of 10,000 per day. Their needs and demands of real estate professionals are changing as they redefine retirement. They’re not your average grandparents. In this class you will learn how to: • Get more business, make more money and close more deals by understanding the aging baby boomers. • Provide the services and resources that the aging baby boomers need the most. • Develop a professional team of experts that will differentiate you from your competition. • Market and target a growing retirement population. • Craft a real estate consulting business to serve the largest section of the buying public. • Distinguish characteristics and trends related to the 50+ population. April 2nd Are you interested in becoming an Appraiser? Appraisal Pre-Licensing is offered by our sisterschool, Arizona School of Real Estate & Business. There are live and online options. ASREB: 800-659-8088 and as always links are available though our website HoganSchool.com 16 © 2019 Hogan School of Real Estate Sept/Oct 2019 & 3rd 2020 8:30AM - 4:30PM Tuition: $299
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