Sep_2019_Willamette_Valley_REAL_Producers_ (2)

W ILLAMETTE VA L L E Y CONNECTING. ELEVATING. INSPIRING. COVER STORY TOP PRODUCER CUALTRHEERYINE HECTOR GARCIA REMAX INTEGRITY KELLER WILLIAMS CAPITAL CITY INDUSTRY EXPERT Cover Photo by: Pamela Hagedoorn of SilverDream Photography DEREK LOWE - REALTOR® SAFETY MONTH COMMERCIAL CORNER GABE JOHANSEN SMI COMMERCIAL REAL ESTATE, LLC PREFERRED VENDOR SPOTLIGHT 1-DAY SIGNS SEPTEMBER 2019

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Inspire hope. Deliver dreams. Build prosperity. Put your trust in Academy Mortgage and myself, and I promise I will never have to ask for it again. Ben Nelson NMLS ID# 1392905 Sales Manager, Producing Mobile (503) 910-9872 Office (503) 673-3618 [email protected] Corp NMLS 3113 State Lic: OR # 1392905; WA # MLO-1392905 To Apply for Approval: www.benlends.com Communication: Availability 7 days a week from 7am-10pm, Weekly Status Updates to Borrowers and Brokers under Contract Delivery: Fast, Dependable Pre-Approval you can trust with the ability to close loan in 20 Days Service: We Strive for Every Homebuyer to understand and be confident about their mortgage options so they can have an enjoyable Home Purchase Experience www.realproducersmag.com • 3

TABLE OF CONTENTS 09 10 14 Top Publisher’s Producers: Cover Note Hector Story: Garcia Catherine Ulrey  18 19 22 Working Mark Your With Calendars Industry Clients Expert: NOW REALTOR® Shopping Safety For 32 36 Equestrian Partner Event Property Spotlight: Re-Cap: MVAR BBQ 26 1-Day pictures Gabe Signs Johansen, SMI  Com- mercial Real Estate If you are interested in contributing or nomination REALTORS® for certain stories, please email us at [email protected]. DISCLAIMER: Any articles included in this publication and/or opinions expressed therein do not necessarily reflect the views of N2 Publishing but remain solely those of the author(s). The paid advertisements contained within the Real Producers magazine are not endorsed or recommended by N2 Publishing or the publisher. Therefore, neither N2 Publishing nor the publisher may be held liable or responsible for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication. 4 • September 2019

MEET THE WILLAMETTE VALLEY REAL PRODUCERS TEAM Sabrina Dikeman Allison Blakely Pamela Hagedoorn SilverDream Publisher Client Relations Photography Publisher’s Assistant/ Photographer Stephen Dikeman Kathryn Davidson Rick Osborn Katrina Albers Photos by Orion Editor Writer Writer Photographer Dana McCarty Jennifer White David Giglio Skyline Video Writer Writer Videographer and Media www.realproducersmag.com • 5

PREFERRED PARTNERS This section has been created to give you easier access when searching for a trusted affiliate sponsor to use. Take a minute to familiarize yourself with the businesses sponsoring Willamette Valley Real Pro- ducers. These local businesses are proud to partner with you and make this magazine possible. Please support these businesses and thank them for supporting Willamette Valley Real Producers! 1031 EXCHANGE HOUSE CLEANING SERVICES PHOTOGRAPHY/MULTIMEDIA Beutler Exchange Group LLC Azucena’s Cleaning SilverDream Photography (503) 748-1031 (503) 779-5906 (503) 507-5783 www.beutlerexchagegroup.com www.azucenacleaning.com www.silverdreamphotography.com APPLIANCE SALES & REPAIR Maid to Perfection Photos by Orion Willamette Valley Appliance (541) 257-5373 (503) 385-1435 (503) 390-0161 www.maidtoperfectioncorvallis.com www.photosbyorion.com www.willamettevalleyappliance.com MARKETING, SOCIAL MEDIA, AND Marks in Time Photography BASEMENT WATERPROOFING WEBSITES FOR REALTORS (541) 905-1366 John’s Waterproofing Company Business Boldly www.marksintimephotography.net (503) 419-0404 Tamara Collins(503) 269-2990 https://www.johnswaterproofing.com www.businessboldly.com PROPERTY MANAGEMENT/SALES Centurion Real Estate Management LLC CONTRACTOR MORTGAGE/HOME LOAN AND 1365 Commercial St. SE, Salem, Goff Construction REFINANCE OR 97302 (503) 559-8670 Academy Mortgage (503) 588-0940 www.billgoffconstruction.com Ben Nelson www.c-rem.com (503) 910-9872 FRAMING AND ART GALLERY academymortgage.com/lo/bennelson ROOFING AND ROOF REPAIR Elsinore Framing and Fine Art Gallery Anytime Roofing 444 Ferry St. SE, Salem, OR 97301 Cherry Creek Mortgage (503) 446-0918 (503) 581-4642 Lisa McCormick www.anytimeroofingllc.com www.elsinoregallery.com (503) 502-0336 www.cherrycreekmortgage.com/ SIGNS AND GRAPHICS GARAGE DOORS AND REPAIRS profile/lisa-mccormick 1 Day Signs Dave’s Garage Doors (503) 371-1329 (503) 641-8987 Land Mark Professionals 1010 Commercial St. SE, Salem, www.davesgaragedoors.com Katy Canales OR 97302 (503) 581-8100 www.1-daysigns.com HOME INSPECTION www.bestloanprogram.com Inspections Unlimited – Brandon Biehn TITLE AND ESCROW (503) 931-6401 Mortgage First Corporation Fidelity National Title Company www.inspectionsunlimited.com (503) 588-3511 500 Liberty St. SE, Suite 200 Salem, www.mortgagefirstcorp.com OR 97301-3496 HOME STAGING (503) 585-7219 Creative Concepts US Bank Home Mortgage www.fidelitytitleoregon.com (503) 881-0886 Angie Stanley Team www.stagingoregon.com (503) 316-3700 VIDEO PRODUCTIONS AND https://mortgage.usbank.com/or/salem WEBSITEDESIGN Skyline Video Productions (503) 979-2141 www.skylinevp.com 6 • September 2019

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The health of your family matters. Up to 45% of the air you breathe comes from your basement or crawlspace. Call today for your free inspection. REALTORS Special: $60 o 1 x Cleaning Dress up your listing with REALTORS Special: Window Coverings! $60 off 1 x Cleaning Free In-Home Consultation Andrea McCann • 503-581-8257 Quality Service Affordable Rates References Available Weekly, bi-weekly, Monthly Or one time cleaning All Natural Products 503-779-5906 Call for free estimates www.azucenascleaning.com | [email protected] 8 • September 2019

publisher’s note “You can’t escape the responsibility of tomorrow by evading it today.” – Abraham Lincoln I never intend to, but somehow I find myself trending this way. I Creating and producing our 18th issue of Willamette Valley Real wonder… how many opportunities have past me by due to evading Producers is both a joy and challenge. I can’t believe it’s officially responsibility today. But, isn’t there always tomorrow, Monday, a year and a half since we launched. My vision has come together, next week, etc.? Am I the only one who struggles with procras- issue by issue, as you will see throughout the pages each month tinating progress? I feel like for the most part, my intentions are and on the covers, with much thanks to my talented photogra- good – they are meaningful and deliberate. I come up with a plan phers and writers. I’ve managed to pull together over 60 inspiring in my mind (typically in the shower or behind the wheel), a well- REALTORS® that made up these past 18 issues. I’ve also aligned thought-out, written check list of what I will strive to accomplish Real Producers with more than 30 of the very best affiliate com- in a day’s time, but yet, I seemingly end most days with a lot of panies that make up our current Preferred Vendors referral list. responsibility rolling over into my tomorrow. Do I pat myself on the back? Well, no, because I know this was Well, I guess I would be remiss not to consider, “What if tomor- not me. This was a conjoined effort of my staff, the photogra- row never comes?” Who will take care of all of my responsibili- phers, the vendors and all these esteemed REALTORS® sharing ties I “escaped” today? their time with us. And at the heart of it is the responsibility of inspiring others.  Lately, I am all too aware of my responsibilities. As my 10-year- old son ponders his next big sleep-over, my 13-year-old son asks I hope you find “connection, elevation or inspiration among the for yet another video game, and my 19-year-old son has just grad- pages of WV Real Producers. I thank you for supporting us as we uated and is preparing for the college path he is eager to begin. shared with you the multitude of remarkable REALTORS®, busi- I am just as eager for him – that is, to guide him and steer him ness partners, and industry experts who combine the responsibil- toward his goal of finding the right school that will mold him and ities of today with a vision of tomorrow. As we each tend to our equip him for the career he chooses. responsibilities today (and perhaps evade a few until tomorrow), don’t forget to enjoy all the moments along the way – and don’t All the while, I continue to painstakingly juggle a full-time busi- forget to feed the dogs! God bless! ness, company leadership responsibilities,  manage my home, maintain friendships, community involvement and making sure Sabrina Dikeman my 4 dogs and a litter of 10 puppies are fed. I haven’t even men- tioned the unexpected events that require attention, navigation We are proud to welcome our newest Preferred Vendors: and resolution. What?? So many hats. So many responsibilities. Angie Stanley and her team with Richard & Andrea McCann with So I stop for a moment (literally one moment): I breathe, and US Bank Home Mortgage for Made in the Shade to your I truly contemplate Honest Abe’s poignant words. No, I can’t your clients home loan needs. window covering needs. escape the responsibility of tomorrow, assuming there is a to- morrow, but I can take today in stride and be mindful that even though I believe I can do anything, I certainly should not expect myself to do everything. www.realproducersmag.com • 9

JOURNIT’S ALL ABOUT THE HECTOR L. GARCIA’S Keys To Success Are Education, Industry Knowledge 10 • September 2019

top producer Written by Rick Osborn, Photography by Kathryn Davidson, Photos by EYOrion www.realproducersmag.com • 11

For Hector L. Garcia, it’s all about We really shouldn’t be order takers, After graduating from Central High product knowledge and expertise. and you really should know the prod- School in Independence in 1984,   uct you’re selling.” Garcia went down the road to Oregon The John L. Scott Real Estate broker   State University to study forest en- holds a series of credentials that help Garcia didn’t rest on his laurels and gineering. He joined a fraternity and him better serve his clients, but he continued pursuing professional confesses maybe he wasn’t disciplined also got a head start by entering the accreditations to continue bolstering enough at that point in his life. He real estate business with a background his knowledge base. He earned his married at 19 years old and by 21 he in home construction and lending. Principal Broker license, in addition owned his first home. That led to the   to becoming an Accredited Buyers necessity to work where he could find In fact, for two years before he Representative, Graduate of REAL- it. And his work led him to real estate. became a licensed broker, he previ- TOR® Institute, Military Relocation   ously worked for a mortgage lender. Professional and National Associa- Garcia credits much of his success to One day a gentleman, who happened tion of REALTORS® Green Designa- growing up a middle child and having to work as a real estate broker, told tion recipient. to work for everything he’s got. He him he’d be good at it. So he jumped   worked hard as a child. His parents in and never looked back. His past During his nearly 13 years as a broker, also worked hard, sometimes with experience with the lending side gives Garcia has continued to grow every multiple jobs, to support the family Garcia a unique perspective. Before step of the way, but he’s always been and seek out the American dream of that, Garcia worked as a purchasing at home in the John L. Scott Real home ownership and stability. agent in the building industry. Estate office in Salem. Even though he     has earned his own Principal Broker “As a middle child, we’re problem “As a purchasing agent you’re talking license and is qualified to run his solvers by nature,” he said. “Hence, to people on the phone and little did own office, Garcia enjoys the mentor- this business suits me well. We want I know I was learning everything I ship, camaraderie and professional peace and amicability and, I guess, needed to do for being a REALTOR®,” experience of working with the owner ultimately resolution.” Garcia said. “I ordered every item that of the firm where he works, Principal   it took to build a house and so that Managing Broker Pam McCarthy.  Those same values of family, commu- gave me a lot of product knowledge.   nity, hard work and problem-solv- “The minute I got into this business, I ing led Garcia to a life of service to 12 • September 2019 jumped into this office and I’ve stayed his profession. He’s involved in the here,” Garcia said. “I’ve been with Mid-Valley Association of REAL- John L. Scott since the beginning. It’s TORS®. He’s served as president of the people in this place, and people that group, as well as been named is the reason for this business. It’s REALTOR® of the Year. He’s served the relationships I’ve built with the as chair of several different commit- people that have been here. There are tees with the group. people who have been here since as   long as I’ve been here. In looking back “Part of my business comes from on it, it’s not about the money. It’s other committees I’ve served on while about the people.” getting these accreditations,” he said.   “You get as much out of this business Garcia has deep roots in the Salem as you put into it. Selling houses and community. Born at the old Salem being a pretty face is easy, but getting Memorial Hospital in 1966, Garcia involved is important.” describes himself as a true webfoot.   He grew up south of Independence These days, Garcia has been diving out in the country. in more at the state level, serving on   committees with the Oregon Associa- “I was a country boy,” he said, recall- tion of REALTORS®. At the state lev- ing a much different time and place el, he’ll be serving as the Chairman of than what the local region looks like the Professional Standards Committee today. “I grew up hunting and fishing, and Vice Chairman of the Diversity sneaking guns out of my dad’s closet Committee. He’s served several years at 7 years old.” on the Board of Directors, as well as  

earned distinctions at the state level wrench, working on his two Volkswa- ages anyone entering the business to as REALTOR® of the Year and Distin- gens and three motorcycles. follow that path. Hard work is the key guished Service Award Winner.   to success.   “When we fix something, we feel suc-   Aside from the accolades, Garcia likes cessful,” Garcia said, “and when we “I thought as a child growing up we to have fun in the business. He added feel successful, we build confidence.” were poor, but I didn’t realize my his middle initial, “L,” which stands   parents were buying their house,” he for Louise, on his business card to Garcia has built his professional said. “We were growing up on an acre differentiate himself. He is careful confidence through pursuing special- and a half. I grew up rich in the sense about his reputation and doing the ized education and credentials in the that I grew up hunting and fishing in best work he can for his clients with industry, involvement and hard work. the farmers’ ponds and bucking hay. I honesty and integrity. He believes it’s important to be a gen- know what hard work is. Work ethic   uine person instead of a salesman. He is everything for me.” “We all want to be liked and we all stands by that philosophy and encour- want to be valuable to some extent, and to be able to feel that way because of your natural integrity and natural abilities that you’re doing the right thing,” he said. “There is a statement that you can work 30 years for your career and your reputation but it only takes 30 seconds to destroy it. Your name is everything in this business.”   It’s probably fair to say that Garcia is a proud person. But the people he’s most proud of are his family. It all starts with his wife of 22 years, Cindy E. Garcia. She’s the manager of the print plant in the Oregon Department of Administrative Services. His son Levi E. Garcia is 25 years old and attending Portland State University working toward a degree to become a nutritionist. His younger son, 20-year-old Xavier A. Garcia, is com- pleting his real estate licensing course and in September will become Hector L. Garcia’s assistant.   “I’m very proud of my wife and what she’s done working where she has,” Garcia said. “She’s a manager with the State of Oregon and she’ll probably inevitably end up running the print department at DAS one of these days.”   In his spare time, Garcia is still an outdoorsman. He enjoys warmwa- ter fishing, outdoor photography, kayaking in the Willamette River, golfing, gold-panning and mining. He owns 100 acres in Siskiyou County, Calif., and 400 acres of mining rights down there. He also enjoys turning a www.realproducersmag.com • 13

cover story Writen By Sabrina Dikeman, Photography by Pamela Hagedoorn - SilverDream Photography CATHERINE ULREY A PAST AND A HEART FOR ACREAGE, FARM AND EQUESTRIAN PROPERTIES 14 • September 2019

www.realproducersmag.com • 15

It was a neighbor back in the 90’s Catherine feels as though she is insight into the current market, and that planted the seed and suggested among the lucky few. Her specialty help them negotiate and help them Catherine Ulrey consider being a real estate focus permits her to help negotiate the contract. Catherine is an REALTOR®. She took the challenge clients match their lifestyle with their avenue, or “horse trail,” who uses her test, passed and was on her way with dreams. There isn’t a day that goes by expertise to help her clients end up a new career. When Catherine started that she doesn’t appreciate the chal- with a property that suits their budget real estate in 1997, she wondered lenges, rewards and enjoyment her and needs. Buyers are diverse and how she could differential herself and clients bring. While her focus is horse have a variety of lifestyle goals in mind standout as a REALTOR®. She soon farms, she says we are experiencing a when looking for their right proper- discovered that she already had a stirring evolution in our market; one ty with acreage. That objective may nitch and how she was different was that not only includes selling eques- simply be a search for privacy or an trian facilities, but also selling life- opportunity to live a more natural or intrinsically connected to her sole; styles. This new expanded focus takes organic lifestyle through hobby farm- her past and heart for acreage, farm on many faces; all of which require ing, gardening or raising livestock. and equestrian properties. acreage and a dream. Equestrian customers continue to be Catherine has been with Keller Wil- “I can see it in my mind’s eye – a cozy drawn to the Pacific Northwest-based liams since 2008. After reading The four-stall barn bordered by white on weather, ease of travel, cost of Millionaire Real Estate Agent by Gary post-and-rail fences and fronted by living, ambiance and the many ad- Keller And Jay Papasan, she knew she lush, green pasture with (best of all) vantages of the area. Sometimes she had to be apart of Keller Williams. my mare happily grazing...all just helps customers that are seeking a The closest office was one hour away, outside my back door. And I bet I’m family compound, private retreat or but that didn't stop her. She hung her not alone. How many horse owners weekend getaway; a place for family license with KW and worked from don’t dream about having their own and friends; a place to have pets; or home. Thanks to technology and a property? Let’s face it – you’d be a home to raise children in a more shifting market, it worked. The in- hard-pressed to find a horse owner wholesome environment. dustry was shifting from large, stuffy who won’t admit to fantasizing about offices with a corporate attitude that owning their own acreage. I get to Catherine has the right industry advertised in the newspaper, to focus make their dreams their reality.” contacts, such as builders, contrac- on the agent growing their unique tors, fence and arena footing install- business online. 60-65% of her cli- Living on 20 acres in Linn County, ers, should their property need any ents are acreage seekers, looking for farming and horses are Catherine's extras added on. She knows to refer properties from small acreage to huge past and passion. Because of this, she clients to the local municipalities to properties, pastures, boarding stables can expose her clients to a variety of check on zoning regulations to make and riding facilities. properties that they might not have sure the client can use the property found on their own, provide invaluable as intended, or build in the proper If a person’s dream is equestrian property, a mini ranch, a boarding facility, or just a quiet rural setting, Catherine can be their guiding light. 16 • September 2019

LET’S FACE IT – YOU’D BE HARD-PRESSED TO FIND A HORSE OWNER WHO WON’T ADMIT TO FANTASIZING ABOUT OWNING THEIR OWN ACREAGE. I GET TO MAKE THEIR DREAMS THEIR REALITY.” contingencies in an offer to protect Clubs and the Mustang Challenge for sale in Oregon\" or \"selling horse them. An equestrian client’s needs where a teen is assigned a BLM property in Oregon\" or some other and wants can be fully understood Mustang to train and care for 90 days variation, and they usually find me and looked after by Catherine because and then compete with. She has also above Zillow or Realtor.com.\" she lives their lifestyle and has the been involved with the local chap- same passion they do. ter of the 40 Something Cowgirls, a On the personal front, Catherine and social club for ladies who ride and her husband Justin have a 26-year- Catherine is patient with rural attend a variety of events. She runs old daughter, Kavika. Her horse is a property buyers. It is a very differ- the Facebook page \"Willamette Valley 13-year-old Frisian horse named Vio- ent niche, because you are not just Horse Owners,\" an online community let, 2 donkeys, Daisy (8) & Rocky (11), looking for the right house to fit your of over 2600 horse owners. She also 3 cats, a 7-year-old Doberman named style, or how new and updated the served on the board of Oregon Horse Titus, a 5-month-old puppy named home is. Rural property buyers are Council for 4 year, an organization Cella, and a flock of chickens! She also considering other factors such as dedicated to the promotion of the loves tending to her flower gardens, well water, land use, driveway access equine industry in Oregon. vegetables, fruittrees and animals. for trailers, outbuildings, easements, I can understand why she says her and distance to the freeway or trail Catherine spent most of 2009 (you vacations are few and far between! head. Because there are more criteria know, during the big market crash, When asked what her favorite closing to meet, it can take a lot longer for a there wasn't much else to do) in a gift has been, Catherine perked up, buyer to find the right property. real estate course that helped agent smiled big and said, ‘I gave a baby develop a niche website. She attri- goat and a baby pig to a client who Catherine's community involvement butes most of her success to this site. was 60 years old, who, for her entire includes supporting local equine \"It's the way I stand out. Buyers and life, dreamed of owning a farm and it events, such as horse shows, 4H sellers will Google \"Horse property finally happened!' www.realproducersmag.com • 17

WORKING WITH CLIENTS SHOPPING FOR EQUESTRIAN PROPERTY KNOW WHAT THEY WANT IN A PROPERTY. they plan on expanding later, lons per minute (gpm) and/or city make sure they have the acreage water supply is important. Also, Do they want a property with trails to ride, or is it to do so. look at where the water access more important to have a facility for their horses? points are. Hauling buckets of How many horses do they have? Will they be 6. Do they need to be close to water manually to fill the water doing any boarding or breeding? Will they need a horse-friendly trails, or maybe trough in the field that’s out of private or commercial facility? Know their wants they are looking for a property hose reach from the barn is a lot and needs prior to doing anything else. with their own trails? of work and time. 1. Make sure that you, as their real estate agent, 7. Pay attention to how far the 10. Don’t rush the process. “All knows the local rules and regulations when it location is from their work if acreages are unique, buyers can comes to environmental issues, property use they work outside of the home. get fatigued when they can’t find restrictions, how many animals are allowed They can always make changes to exactly what they want and com- per acre on the property, etc. the property or add on/remodel, promise, only to regret it later. but they cannot ever change the 2. Is the location, acreage and zoning correct for locality so make sure they LOVE It may prove difficult to find the per- their specific use? the location. fect land, perfect home AND perfect barn, so ask your client to decide 3. If you’ve worked with other clients that bought or 8. Walk the property so you know what is most important and tweak the sold equestrian property, ask them for testimoni- the quality of the soil. Make rest as they are able to. “It’s very rare als. They go a long way in this niche industry. sure it is good soil for their that you’re going to find THE house horses to graze. and THE facility all in one package. 4. Make sure you have a relationship with a lend- It is less expensive to build a barn er that specializes in financing rural, farm and/ 9. Check the water supply on the than to build a house but there can or equestrian properties, “because it’s very dif- property and make sure the be more regulations associated with ferent from financing a house in town in terms water access is good to get the building a barn because you’re dealing of rules and regulations. It’s a lot tougher to get water to the trough for their with animal housing units and all the financing on a rural property than it is in town horses. Water is always a crucial environmental issues that go along factor, adequate water supply with that. For the true horse people, 5. Help your client plan ahead. As you start to becomes even more important the barn is usually more important. look at specific properties, help your client for horse properties. Good well They can always renovate the home if think of their future or long-term needs.  If water supply with at least 10 gal- it isn’t perfect. 18 • September 2019

NOWMark Your Calendar DON'T MISS THE NEXT BIG EVENT - The Real Producers OCTOBER 24TH, 2019 Realtor® Round Up We are less than 2 months away from our Fall Highlights of the event Willamette Valley Real Producers social. Please join Top Producers and our Preferred Partners for a • Assorted heavy appetizers w/ amazing desserts night of friends, connections and fun. • Free Wine Tasting (guest wineries TBA) • Red Carpet Photos Location: Plumli Farms / Oak Knoll Golf Course • Commemorative Wine Glass gift 335 HWY 22 in west Salem • Non-host full bar Our event will be inside the brand new Plumli • Live Music (band TBA) Farms Concert Series tent at their harvestfest • Free tour through the Field of Fear Corn Maze (if you dare) property. Right next to the Oak Knoll Golf Course. • Bonfires outside the tented area with S'mores kits • Door Prizes - lots of door prizes! Time: 5:30 - 8:30 / Stop in for a bit or stay for the Watch for info coming your way. MARK YOUR CALENDAR whole time NOW! You will NOT want to miss this one! If you know anyone of a unique venue for a future event, we are always on the lookout for amazing event spaces. www.realproducersmag.com • 19

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industry expert your vehicle, the other driver returns to their car and both drive away. SafetyByDerekLowe REALTOR® The preceding example is an extreme, yet realistic, mental exercise when MONTH beginning to understand the impor- tance of situational awareness. If The world can be a dangerous place this did happen to you, what would you do? How would you react? Could events have played out differently? Developing a practice of educating oneself on environmental surround- ings, known or unknown, is the best way to circumvent preventable threats to you or others. “Knowledge is power,” so the saying goes, and it could not be more true than when considering situational awareness. What is Situational Awareness? The world can be a dangerous place. As First and most important is the At its core, situational awareness is REALTORS®, we are constantly reminded of action/mindset you take prior to the about personal safety and keeping the hidden dangers in our day to day lives. event taking place, and second is the yourself safe at all times through With a predominately mobile workplace, our action/mindset you take while the preparation. Situational awareness days take us all over the Willamette Valley, event is happening. can be understood as: always visiting new locations. During this • A collection of skills needed to time of year, as the nights are longer and Before the event transpires, the po- start sooner, crime rate naturally increases. tential victim has to consciously make set limits in situations that make choices that help prevent them from us uncomfortable or are possibly Knowing how to properly defend your- getting into the situation. The first dangerous. self from predators is generally viewed step is “Situational Awareness.” • An awareness of the environment as optional. Fortunately, most crimes and basic understanding of how can be easily prevented and deterred if Imagine for a moment you are driving to avoid potentially dangerous the individual has the knowledge and to meet family or friends at a favor- situations. reactionary response to act. ite restaurant near your home for • Aspects of how we feel about our- a birthday celebration. While at a selves (ex: self-esteem and confi- Derek is not only a retired Correc- stop sign, a car bumps into you from dence), how we relate to our bodies tions Lieutenant with 30 years in the behind. You glance into the rearview and how to trust our instincts. industry, but is also currently a De- mirror and see two people occupy- partment of Corrections instructor at ing the driver and passenger side of It is important to listen to the cues the departments Professional Devel- the vehicle—there may be someone and instincts of your body. Turns of opment Unit, and teaches/lectures on in the back seat, but you cannot be phrase like “I feel it in my bones” or Personal Safety. He is also and private sure. You then exit the car to assess “I have a gut feeling” are applicable fitness trainer who a local gym named the damage. The other driver exits here, a kind of “sixth sense” to let us ChalkBox Training. his car to meet you, and you are both know we may be in a dangerous sit- relieved to discover minimal damage. uation. A physical sense of danger is Derek has volunteered to offer his While focused on exchanging insur- sometimes enough to understand that advice to help local REALTORS® pro- ance information, however, you hear something is wrong. Ultimately, it is tect themselves from being victims. commotion from the other car and awareness that is key to understand- realize another individual is rapidly ing personal safety. According to Derek, there are two approaching you. They are armed different components to self-defense. with a gun and tell you to hand over Awareness allows for an individual your wallet and car keys. You comply. to know not only his or her environ- The individual with the gun gets into ment, but also his or her own capabil- ities and limitations. John Dean “Jeff” Cooper, a United States Marine, is 22 • September 2019

responsible for Cooper’s Colors, a set of criteria by which to gauge the level of danger within a given scenario. Cooper’s Colors are: WHITE· Unaware, unprepared and unconcerned. This is the normal state of mind when you are in the safety of your home, for instance. YELLOW· Attentive but relaxed. This is the normal state of mind when out in public, such as when you are running errands or visiting the gro- cery store. While this keeps threats remote to your person, it facilitates a distance that allows you to notice the nice things in life without immediate cause for concern. ORANGE· Your focus becomes direct- ed at a potential threat. Now you must start planning a strategy in case the potential threat become concrete and imminent. Ideally, you will avoid the situation altogether. RED· Imminent danger exists and immediate action is needed. You must make the decision to run, hide/take cover or fight. BLACK· You are actively applying an idea of who they are and what type of Bring another person with you: A appropriate level of justifiable force— lifestyle they lead. Social media can client won’t know that this individual firearm, pepper spray or improvised be the window into better under- doesn’t normally accompany you. If weapon—to neutralize an imminent standing one’s background. The best the client does have malicious inten- threat to life and limb. If you are ac- and most effective measure is to meet tions, adding another individual will tively being robbed or hurt, then you the client in a public place for your help prevent them from taking action. may need to comply with demands. initial meeting. Always remember that the predator (It is crucial a firearm never be used wants an easy target; two people are unless you are extensively trained to Limit your exposure: As REAL- more difficult to manage than one. ensure proficiency, familiar with state TORS®, we have the unique circum- laws and prepared to kill someone to stance of having to heavily self-pro- Preview the house you are showing defend your own life.) mote. Some REALTORS® have prior to meeting the client: Take some become victims of predators due to extra time and go to the house early. Here are suggested guidelines: having their picture within their mar- By unlocking the front door before Research your client before meeting keting. Getting to know your clients they arrive, you don’t have to con- them for the first time: As salespeo- first will help you gauge your comfort centrate on that task with the client ple, we tend to get excited about a level, but will also limit your exposure right in front of you. Make sure you new sales opportunity. We also tend helping to prevent situations from tour the property beforehand, so you to take what our clients tell us at occurring. Be smart about how you know the layout of the property; this face value. Before you go and have a promote yourself. will help you be aware of the most spontaneous meeting with a potential effective exit strategy. client, do some research and look them up on social media to get an www.realproducersmag.com • 23

Let the client lead the way into the home, always have a plan for a quick to fight back hard. Here are some tips house/room: As real estate profes- exit. Take note of any exits including for what to do during an attack. sionals, we are always trying to make windows. In our earlier mental ex- the process as quick as possible. At ercise, the driver could have had the Fight hard: Most predators like easy times we fall into the trap of leading other car follow him to a public place, prey. It is easy to discourage an the client through the home, ulti- for instance, or the nearest police attacker quickly by fighting fiercely mately turning our backs on them. station, where they would then report and creating a lot of noise. Screaming When we do this, it takes the client the accident and exchange pertinent and fighting back fiercely is your best out of our line of sight and effectively information. chance of survival. “traps” us in rooms. Instead, have the client walk ahead, which will allow Quick tips: Make sure your keys are Aim for sensitive areas: Go for sen- them to feel as if they have more on you, not at the bottom of your sitive areas such as the eyes, nose, control “exploring” the home, and it pocketbook or jacket. Hitting the throat and groin. The solar plexus is allows you to keep the path open to panic button will cause the predator also a sensitive area but requires a the exit if necessary. Make sure you to think twice. Have your cell phone decent blow to be effective. Hitting, are always between the client and readily available and know how to use punching, and scratching are all fair the nearest exit. Don’t “trap” your- the SOS function on your phone. game — your life could depend on it. self into a room. A simple gesture of Regular self-defense courses: When Escape and gain attention: Make your moving your hand forward and saying it comes to self-defense, repetition way into the public as quickly as pos- “after you” is a polite way of getting is key. Taking a two-hour class is not sible, press the panic button on your this done. enough; in fact, a one-time self-de- car keys to draw attention then call fense course may give you a false 9-1-1. Also gain the attention of neigh- Always have an exit strategy: This sense of security, thus doing more bors and passersby. A predator’s two strategy starts by always parking on harm than good. If any establishment biggest fears are getting caught and the road, with your vehicle facing the offers you a self-defense class and getting hurt; by making lots of noise direction you want to go; avoid point- begins by teaching you how to punch you are tapping into one of those ing toward a dead end. If you park or kick in the first 20 seconds, run far fears. If they no longer feel in control on the street, you can’t get blocked far away and go seek a professional of the situation, they will flee. By in. This places your vehicle in the instruction at a reputable gym. fighting back, being loud and gaining public eye, helping to deter predato- attention, the likelihood of them being ry action. Furthermore, when in the Your body and mind need to repeat caught significantly rises. This is the a motion countless times in order to key to true self-defense. create muscle memory. Taking reg- ular self-defense classes creates the Common Sense Tips. Robberies and appropriate muscle memory so that assaults are crimes of opportunity; in time of need, you can react. Taking do not make yourself an obvious cardio kickboxing is not the same as a target! Learn to trust your instincts; if real self-defense course. something does not “feel right,” there is likely something wrong. Choose After utilizing the above-mentioned safety over politeness; you can always measures, the next part is being able apologize later. Finally, recognize to defend yourself if an attack occurs. your own personal triggers; be sen- We can try to do everything in our sible about situations that may make power to prevent something from you uncomfortable, and practice a happening; however, in the event stronger sense of situational aware- those measures don’t work, we need ness during these times. to be able to defend ourselves. It’s unfortunate that we need to dis- It is difficult to know what the cuss the different ways to keep us safe purpose of an attack is. It could be in the workplace; nonetheless, it’s an robbery, assault or worse. At the be- important conversation to have. As ginning of the event, you must always imperative that preventative mea- assume the worst-case scenario. Once sures are, it is important to seek out someone attacks you it is imperative legitimate self-defense training. 24 • September 2019

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commercial corner By Gabe Johansen How Does ARfEfecNt TTheCVaOluNe OTf ROL MULTIFAMILY PROPERTY? Over the last few months, you have undoubtedly read numerous articles about rent control. With the passage of SB 608, Oregon has become the first state in the nation to introduce a form of statewide rent control which was passed under the guise of rent “stabilization.” While the new changes for landlords are many, there is one question on a lot of minds that has not been answered. How does rent control affect the value of multifamily property? 26 • September 2019

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The answer to this question is multifaceted. There units being developed and a further increase in the demand. For are many factors that weigh on the value of real es- investors, this is good news in regards to the value of their mul- tate, especially when considering the income-gen- tifamily holdings because it limits competition from new proper- erating nature of multifamily real estate. With rent ties that are coming online. control now in place for 2019, rent increases can no longer exceed 7% plus the West Region Consum- An artificially low inventory will drive rents higher and thus er Pricing Index (currently 3.1%). For the average continue to push the value of multifamily properties to greater property owner, this is not an onerous restriction. heights. As long as the demand from renters remains, multifamily In most cases, managers do not increase rents by property will appreciate as a result of higher yields albeit at the more than 10% cost of Oregon families, many of whom are already struggling to in any given year because landlords prefer to keep make ends meet. their current tenancy in place and avoid costly turnover expense and vacancy loss. But what hap- The Market pens if one decides to sell or refinance their proper- Supply and demand will drive the market to value property based ty? Let’s take a look at three factors that affect the on scarcity. In 2019 Q2, Oregon saw a 38% decline in multifamily value of rental property.  transactions and out of state investment dropped to nearly zero. Income Approach Much of this could be due to the pipeline shadow of 2019 Q1 that Prior to the passage of SB 608 on February 28th, had many investors scared to make a move, not knowing what the 2019, the common practice of listing brokers was to new rent control laws may look like. price properties based on pro forma rents. In a sell- er’s market when rents are on the rise, buyers are This may be a boon for local buyers because it will reduce acqui- lined up and willing to pay top dollar for an income sition competition, but the value of multifamily property could de- stream that does not yet fully exist. It is then the job cline due to a decrease in overall buyer demand. Now that the dust of the buyer to increase rents as quickly as possible has settled, investors are coming back to the market. Some own- in order to make their investment cash flow. If a ers have decided to sell because they no longer wish to deal with property’s rent roll is already near market levels, the tightening landlord-tenant laws and other owners have decid- the value of the property can be based on current ed it is a good time to reposition their portfolios and are now more income. However, if there are tenants currently pay- aggressively pursuing 1031 tax-deferred exchanges. Listings are ing below market rents, the new rent control laws going live at a pace we have not seen for some time which creates are going to make repositioning the asset a much a different form of competition and can place downward pressure longer process. This is already having a negative on prices. With more sellers and less buyers, we are beginning to effect on the values of underperforming properties. see equilibrium in the marketplace and while property values will Sophisticated buyers are not willing underwrite the continue to improve over time due to supply and demand, the days value of a property based on rents that will not be of explosive growth are probably over for now.  achieved within the first year or two of ownership. Gabe Johansen is the Willamette Valley’s #1 Apartment Broker Since the passage of statewide rent control in and the Principal Broker and Owner of SMI Commercial Real Oregon, multifamily brokers have begun to take a Estate, LLC. new approach to pricing. Brokers are now arriving at listing prices based on the income that a property will produce after its initial round of rent increases within the guidelines of SB 608. This means that if a property’s rent roll is trailing the market by more than 10%, it will be difficult to maximize its ap- praised value in the event of a sale or refinance, thus bringing the market value of the property down. Supply and Demand While the legislature is currently working on ways to increase the supply of housing, historical data shows that rent control slows development, creat- ing a greater shortage. If this holds true for Oregon, we will see a decline in the number of multifamily 28 • September 2019

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CALENDAR OF EVENTS MVAR - GRI Technology 6 CE Hours OAR - Principal Broker Academy Thursday, September 5, 2019 September 26, 2019: It’s the Law: Risk Management 9:00am-4:00pm Location: OAR Training Rm (2nd FL),  2110 Mission St. September 27, 2019: Set Your Path: Business SE  Salem, OR 97302 Operational Decisions, Policies, and Procedures More Info: In this class we will cover everything you need to know about using technology to prospect, October 24, 2019: Contracting and Financing market, and efficiently run your business. We will Protocol: Best Practices to Reduce Vicarious Liability cover critical topics like data backups and security, to marketing and promotion systems, to emerging October 25, 2019: Management and Leadership Strat- social media platforms.  egies: Fine-tune Your Coaching, Communication and Conflict Management Skills MVAR - New REALTOR® Orientation Tuesday, September 10, 2019 OAR is excited to offer a new resource just for 2:00pm-3:00pm Principal Brokers! This comprehensive program is MVAR Office, 2794 12th Street SE Salem, OR 97302 like no other. It is designed to provide profession- al development for any Principal Broker, whether MVAR - General Membership Meeting new, seasoned, or aspiring. This course will be a Wednesday, September 11, 2019 blended learning experience with both in-person 8:30am-10:00am and online session. Location: Scottish Rite Center, 4090 Commercial St SE, Salem, OR 97302 This program features 4 full days of class- More Info: Please join us with guest speaker Jeremy room-style learning, with additional online Rogers, OAR Legislative Representative. pre-learning. Registration price includes breakfast and lunch on all four days. This academy qualifies for NWAR - Annual Membership Elections Meeting 21 hours of Continuing Education. Space is limited & Luncheon to the first 20 registrants only. This academy will be Wednesday, Sept. 25, 2019 facilitated again in 2020. 11:00am-1:30pm Location: Father Bernard Youth Center 980 S Main St, Mt Angel, OR 97362 www.realproducersmag.com • 31

sponsor spotlight ONEsDigAnYs THEY WILL GET YOU NOTICED! 32 • September 2019

T he awesome husband and wife team, with them and give them advice on their designs. We educate Mark and Kristine Klar, and their staff them on making sure their images, colors, and materials chosen at 1-Day Signs know how to accommo- are the most appropriate for their needs. We offer high quality date everyone’s sign needs in a quick and focus on building relationships.  We have many clients who and timely matter. They will get you noticed! Let’s have continued to come back to us year after year.” learn about them. They offer special pricing to REALTORS® through package deals. Kristine grew up in Southern Oregon in the Glen- There are various price breaks depending on the quantity or- dale area. She moved to Portland Oregon in 2002 dered. Re-ordering is also easy because they keep all files, logos, to attend Portland State University. This is where and designs on hand. They also offer a wide variety of promotion- she met Mark who was commuting to Salem from al products. REALTORS® love their name tags. They also offer Portland every day. They were married in August table cloths (great for shows), flags, magnets, window graphics, 2013 and bought a home in Salem in 2015. pens, stickers and much more. About a year ago they moved to Dallas Oregon Another unique service offered by 1-Day Signs, is they will try where they now have a mini-farm. Their family their best to have the signs ready within a day or two. Of course, consists of lots of fur and feathers. Kristine loves pets, “I’m known as the crazy animal lady,” she laughs. They have three dogs, two miniature don- keys, two cats, and five chickens. They purchased 1-Day Signs from Mark’s parents, Bill and Terry, in May 2016.  Mark, who had been working with his dad at the company since high school couldn’t see doing anything else and wanted to keep it in the family. “I love signs and I love what we do,” Mark adds. Originally opening in 1990, his parents bought the business in 1999. They currently have 6 staff members with 5 being full time and 1 part-time. They take a lot of pride in helping it all depends on the project, the design, and if proofs are need- their community thrive. They want to provide the ed, but they have a quick turn around so you don’t have to worry best service and quality possible with that added that you don’t have a sign for that brand new listing. “We have personal touch of a family-owned business. This many clients who come to us frustrated about how long it takes is something you just can’t find with those large other companies to get their signs and products done.  We don’t online sign retailers. Some REALTORS® may think want that for our clients. Their happiness is our top priority,” it’s convenient to order from online businesses, Kristine says. however they’ve had many come to them because they were not happy with the quality of those signs. If you’re looking to make an impression, great customer service, They often had to have their signs redone.  Kristine and quick turn around time for your signs and promotional prod- says, “We help REALTORS® and all our clients ucts, contact Mark and Kristine to see how they can help you. through every step of the process. We are honest www.realproducersmag.com • 33

Company info: 1-Day Signs 1010 Commercial St. SE Salem, OR  97302 1-daysigns.com [email protected] 503.371.1329 34 • September 2019

WAYS A COMPANY CAN SPEND $3 MILLION: UPGRADE THE OFFICE WITH FANCY FURNITURE AND GADGETS BUY A GIVE THE PRIVATE JET C-SUITE A NICE RAISE N2 Publishing – the company behind every Real Producers magazine – believes in ENABLE THE RESCUE a future where everyone is free. This year, we donated 2% of our revenue, or $3 OF THOUSANDS OF million, to support nonprofits that rescue and rehabilitate victims of sex slavery HUMAN TRAFFICIING and forced labor. And it was only possible because of the support of our industry VICTIMS WORLDWIDE partners and engaged readers. Because of you. www.realproducersmag.com • 35 TO LEARN MORE, VISIT N2GIVES.COM

event recap Photography by Pamela Hagedoorn, SilverDream photography BBQ2019 MVAR 36 • September 2019

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