Jan_2018_Willamette_Valley_Real_Producers_

W ILLAMETTE VA L L E Y INFORMING AND INSPIRING REAL ESTATE AGENTS Top Producer JANUARY 2019 CHRISTINE FOLZ JOHN L. SCOTT SALEM WEST AGENTS GIVE BACK Cari Coleman HomeSmart Realty Group RISING STAR Quinn Burke Harvey Realty Group JANUARY CALENDAR OF EVENTS Photography by Marlin Brownell

cmhYloeiaruetenrtetsr Lisa McCormick Senior Mortgage Loan Originator 503.928.8631 O. 503.931.2185 M. 280 Liberty St SE, Suite #100 | Salem, OR 97301 NMLS# 109599 Cherry Creek Mortgage Co., Inc. NMLS #3001. All rights reserved. Oregon License Number ML-4807. (503) 581-6052 Mendell Gosnell, CPM® [email protected] | 1365 Commercial St SE Salem, OR 97302 Oregon Licensed Principal Broker 2 • January 2019







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Publisher’s By Sabrina Dikeman Note A wise friend of mine once told me that work was meant to fund of just under 12,000 people (including my hesitant self), change the perfect life, not to be the perfect life. It was definitely some- their body language and their mindset as they progressed through thing that made me pause and think. As many of us are, I was this life-changing event – some were their wanting to move their constantly focused on what I could do to take care of my custom- business to the next level, some only because their employer paid ers, clients and partners, and taking care of myself and my needs the way and sent them, some for personal improvement, some often fell to the back burner. I knew I would be “successful,” but started with great hesitancy to look deep at themselves and some I didn’t have a plan with regard to what I was working for aside were hungry for it. But in almost every face I saw great change from to be successful and to take care of my family. from wherever they started to what they never thought possible. They focused on getting rid of the limiting lies they have told I’m certain many of you fall into the same category as we have themselves, changing the wiring of their minds to make them be become accustomed to working hard and being constantly avail- the people they want to be versus what others think they are. The able to our customers that proactively working on defining what transformation that I witnessed was quite amazing, and it made we need/want falls further and further down on the never ending me stop to think about how I could share this transformation “to-do list.” As independent contractors, you often wear many with real estate agents. hats in running your businesses … you are CEOs, CMOs, CFOs and a million other things in between. It seems overwhelming With 2019 in front of us, I knew exactly what I wanted to encour- at times and whenever someone offers you something that has a age – the belief that we can achieve anything that we want to with perceived value in helping your business, it’s easy to jump on it to our personal or professional lives. Be hungry to learn how to better help find more hours in your day. But if we are all being very hon- your lives by reading, by watching inspirational people, by seek- est, sometimes the help that we’re given doesn’t align with our ing accountability partners and mentor/coaches, and by having personal goals, and sometimes doesn’t move the business the way written goals. Do you have all these things in place for 2019? As we need it to move in order to achieve our goals. But what it does you prepare for 2019, I encourage you to not just think about what do is to allow us to focus more time with our clients and on com- you want to achieve on a professional level but to think about how municating with them as we navigate together the treacherous achieving that will result in creating the epic life that you want to waters of a transaction. After all, as real estate professionals, we live. Dream big — envision the memories you will build by being close on hundreds of homes in our careers. Most buyers and sell- able to go on exotic adventures, provide the home for you family ers settle on a handful of homes at various stages in their lives, that you need, charity donations or increasing your ancillary in- and each one is filled with much emotion, and we pride ourselves come streams. Change how you see yourself and focus on creating on our reputation and on being able to take them through the the best version of you by having a plan, knowing your “why,” and transaction leaving a positive impact on them. utilizing tools and people that are essential to reach them. In November I had the great opportunity to attend the Tony I love my weekly coffee meetings with successful veteran agents Robins “Unleash the Power Within” conference in Newark, NJ. and new real estate agents. They are the highlight of what I do, Without diving too deep, this four-day conference was packed and I would love to any time visit with you and learn about your with emotion, and focus on self and business. So much of the goals and dreams. Until then, I wish you clarity as you set your topics were essentially about shifting our mindset and focusing personal vision for 2019. As for me, I am committed to the suc- on growing our businesses to allow us to live the lives that we cess of my partners and Real Producers, and I know 2019 will be want to live. During the four days, I watched a convention center my best year yet. www.realproducersmag.com • 7

Christine Folz The Folz Team at John L. Scott is all about family working together Christine Folz got her first taste of real estate “flipping houses” – a term she dislikes for the negative connotation sometimes associated with it – with her husband several years ago. Today, she is at the helm of a multigenerational family real estate business that includes herself; husband of 32 years, Patrick; and her two kids. 8 • January 2019

top producer By Rick Osborn Photography By Marlin Brownell www.realproducersmag.com • 9

“My husband and I started buying and fixing up electrician by trade. It’s nice, everybody on the houses before it was cool,” she said. “I was always team has a different purpose so we can meet all of interested in the market and watched it carefully. our clients’ needs.” And then when the economy started to take its dive, I started a home-staging company to help As a remnant from her staging business, Folz offers sellers homes stand out in a buyers’ market and did that service for free to her real estate clients.  that for several years. Getting my real estate license felt like the next step; ultimately it just seemed like “It really is a differentiator for us,” Folz said. “We a package deal, staging and being licensed.” want to be the full-service real estate team and have the ability to handle all of the seller’s needs within So Folz earned her real estate license about six our team. If needed and the sellers are open to it, years ago and went to work with the John L. Scott we might suggest making small improvements to in- office in West Salem. About a year ago, she started crease the value of their home. Because of the team’s The Folz Team and hasn’t looked back. One of her diverse set of skills, we are able to handle most of first members to join was Patrick. He’s not licensed these improvements in house. This includes handy- in real estate, but he does a lot of the heavy lifting. man work, design advice, and professional staging.” “He’s our official sign-putter-upper,” Christine Madeline Folz, 21, is Christine and Patrick’s daugh- Folz said. “He’s also a retired contractor and an ter. She is the team’s transaction coordinator, deal- 10 • January 2019

ing with the nuts and bolts of the transactions. The And recently, Folz added a new member who’s not couple’s son, Evan, 28, is a “people person” and he part of the family. Megan Johnson is a recently typically handles the buyer side of the transactions. licensed broker who’s fitting right in. She’s proven to be a hard worker and ambitious real estate “Madeline is the paperwork police and Evan, he’s professional. “She is quite the workaholic, and I ap- great with buyers,” Christine Folz preciate her versatility and readiness said. “I hate to pigeonhole him as a I love helping to learn. I am enjoying teaching her buyers agent because he does every- about the industry, and she is a per- thing, quite honestly. Both of them people and that fect addition to the family business,” have their real estate licenses.” no two days are Folz says. Madeline lived through a lot of reno- the same. I don’t Even with the family dynamic, Folz vation projects when she was a child think of my job reports there aren’t any of those petty and helped with the manual labor. as a ‘job’. I love squabbles too common in family busi- She developed a passion for design nesses. In fact, this has been a won- and home improvement which trans- to do it. derful transition for Folz, who spent lates well into her new career. Evan 26 years teaching in the Exercise was a wine ambassador with Wil- Science Department at Willamette lamette Valley Vineyards for five years. He enjoys University. She did that while she flipped houses relating with people and came over to the family and owned her own staging business and then con- business because the transition to real estate was a tinued on while working in real estate. Folz retired natural fit. from Willamette about a year and a half ago. The family connection doesn’t exactly end there. “I had to let that go because real estate is so busy,” The Folz Team includes a sub-group that features Folz said. “I’ve had a lot of jobs in my life, and Folz’s sister, Michelle Suess, and brother-in-law, I’ve loved a lot of jobs, but I feel successful now Paul Stich. That duo is branding itself separately, but because I’m doing what I should be doing for this Christine and company provide a support system time in my life. I love helping people and that no for them. Paul is also a handy-man with 12 years of two days are the same. I don’t think of my job as a experience, which only adds to the team’s skill set. ‘job’. I love to do it.” www.realproducersmag.com • 11

Because of that experience trying to handle mul- enforcement, military (active, reserve and veter- tiple job responsibilities, Folz would advise any ans), health care professionals and teachers – save new agent to commit fully to real estate if that’s the money when they purchase homes. It’s one thing career they choose. that Folz said she can do to help those who give selflessly for their communities. “So many people try to hang on to their day job for financial reasons, but really, real estate isn’t even Community is important because Folz is hopeful a 9-to-5 job; it’s a 24/7 job, and it has to be a 24/7 that the team she and her family are building will job to be successful,” she said. “If that doesn’t work transcend the generations, serving the Salem com- with your life, this might not be the job for you.” munity real estate needs. Folz has learned a lot about how to be successful in “I would hope that they want to carry on the busi- real estate. Last year, she sold 95 homes, and this ness, and not necessarily because of the family year, to date, the team has closed nearly 75 trans- name, but because they enjoy it as much as I do, actions. It doesn’t leave a lot of time for hobbies. and they want to keep doing it,” Folz said. Christine and Patrick go camping as much as they can, taking every opportunity to take a 24-hour trip Regardless of the future, Folz feels blessed to be out to the woods for some peace and quiet. Some- able to enjoy this time living and enjoying work times it’s at a moment’s notice when they realize with her family. they both have the time to make it happen. “Every day I get to combine the job I love with the The team also believes in giving back as much as family I love,” Folz said. “It couldn’t be any better, they can in the community. Christine Folz is an honestly, and I’m not just saying that. It actually affiliate with Homes for Heroes, a program that was the perfect transition to this stage of my life, helps “qualifying heroes” – a group that includes the perfect job for me now, and I’m just thrilled I firefighters, emergency service personnel, law took the leap and did it.” 12 • January 2019

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rising star By Rick Osborn Photography by Photos by Orion 14 • January 2019

QUINN From sheltering the BURKE homeless to real estate Quinn Burke has a diverse background in helping “I love meeting people and being out there,” he said. people find housing. “I love being able to help someone in a situation, trying to move or sell. I get to be their guide to help Quinn Burke has devoted most of his adult life to them along the way and help them reach their goal. helping people of all walks of life put roofs over I enjoy putting together the puzzle pieces to help their heads. them get to where they’re trying to go.” After earning his MBA from Willamette University Burke has had the real estate career in his mind in 2011, the Salem native became the Vice Presi- for a long time. After graduating from South Salem dent of Operations with the Union Gospel Mission, High School, Burke went off to college, where he providing temporary shelter for the homeless. He earned a degree in psychology and religious stud- did that for four years and went to work in con- ies from Westmont College in Santa Barbara, CA. struction development, working as a project man- Having an ocean view from his freshman dorm was ager for a residential construction company that amazing, but once he graduated, the expense of specializes in custom homes for buyers. In 2017, living in Santa Barbara wasn’t the only thing that Burke earned his real estate license and joined the called him home to Salem. Harvey Realty Group. “I’m a true Northwesterner at heart,” he said. “I “I went from working with homeless people to love Salem.” people purchasing custom homes to selling homes,” Burke said. “It’s all been about homes. It’s a big, So he took a job with Chemeketa Community important issue in people’s lives.” College in the early 2000s. His boss there was a licensed real estate professional. The evolution has helped Burke appreciate the vital importance of housing for individuals and in the “He was always trying to get me to get my license,” community, and it’s also provided him an opportu- he said. “I’ve also known Chad Harvey, who owns nity to meet people from all walks of life. The Harvey Realty Group where I work, for about www.realproducersmag.com • 15

THERE’S SOMETHING ABOUT ANY KIND OF EDUCATION THAT CHANGES YOUR PERSPECTIVES. YOU SEE THINGS DIFFERENTLY. 10 years, and we are friends. When he “That training gives me a different perspective on but it’s cost prohibitive. So I try to started his own group, that was kind things and how I process things,” he said. “I think find different options for those folks, of the tipping point for me. That’s it’s helped me with how I market myself and adver- whether it’s a home outside of Salem when I wanted to get into it.” tise. It helps me with managing cash flow from the in a less expensive market or trying self-employment standpoint. There’s something to help them save longer to make that Burke has been with The Harvey Re- about any kind of education that changes your per- down payment. I also have the common alty Group for about a year and a half. spectives. You see things differently. And with my issue for any REALTOR of keeping the It’s been a perfect fit. experience as a project manager, the way that I can pipeline of leads and prospects moving, go in and see a home is a little different than people and trying to keep that pipeline full as “I love the flexibility of it,” he said. “I that don’t have a construction background. I can current deals get closed.” love building my own business. It’s interact with inspectors and appraisers differently been a good fit.” from a lot of other agents and see things from the While the rising rent costs locally builder’s perspective.” make it harder to save for a down The MBA Burke earned at Willamette payment and other costs associated University has given him a unique This year, Burke expects to close between 15 and 18 with purchasing a home, it also makes advantage in terms of how he views home sales, though he may still be able to reach 20. it more attractive to purchase. the market and how he conducts his He works equally with buyers and sellers, but he’s business. He also credits his experi- noticing, like many others, that the local real estate “For a lot of people they’re still trying ence as a new construction project market is slowing down a little bit. to get into their first home, and rent is manager for his ability to look at the high still,” he said. “They can have the real estate transaction from multiple “Costs for a lot of people are a challenge,” he said. “I option to buy and keep their monthly vantage points. run into people quite often who are wanting to buy, payments steady instead of rent- 16 • January 2019

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ing and seeing rent increases every year. Those rent increases are really stressful for a lot of people. For some other people I’m working with, it’s a great time for them to sell their cur- rent home and downsize.” A numbers-minded entrepreneur, Burke defines success by a number of different factors.  “For me, it’s about transactions and Quinn with Nathan Allen, his winemaker/”wine sensei” the volume amount, but there’s a lot more to it than that,” he said. “I look plan, marketing, cash flow, balance sheets, and other aspects startup busi- at how many people I’ve met with and ness owners need to know,” Burke said. “We try to get them to a point where connections I’ve made. I look at what they can start their businesses and build sustainable assets that they can pass percentage of people are happy and down through the generations. I feel like I’m pretty ingrained in the community. referring to me because that’s an in- When I worked for the Mission I was pretty involved, too, especially with the dication they’re happy with my work, nonprofit sector.” and I’ve served them well.” Outside of building his successful business and making his community a better As a Salem resident most of his life, place, Burke finds time to have fun. His first passion is spending time with his Burke has a natural market to draw wife, Katy Burke, and 2-year-old son Max. When the weather’s nice, he likes from, and he continues to expand his to cycle and play golf. The Burke family also enjoys traveling. As a childless contacts through giving back to the couple, Quinn and Katy used to travel internationally, but with a child under- community he loves. He’s part of the arm, they keep it domestic. They visited Phoenix in the fall, and have trips Downtown Salem Rotary Club.  planned to New York and Disney Land.  “Volunteering takes up a big chunk Burke’s also part of an informal wine of time,” he said. “That’s kind of my club where he and a handful of friends main community involvement, which pitch in to buy grapes. They have I love. Coming from the nonprofit a head wine-maker, and the group sector, I have a heart for that stuff. crushes and de-stems the grapes to Rotary is a good organization across create their own wine blends. the world. The projects Rotary Clubs do are pretty amazing.” “That’s good stuff,” Burke said. “We make our own wine. There’s some- It doesn’t stop there. Burke is on thing extra enjoyable when you’re the board of directors for the Salem drinking something you’ve made.” Leadership Foundation, as well as MERIT. That organization helps Burke credits his community involvement and his desire to learn and try new underserved and low-income popula- things for a lot of his business success. tions launch businesses, focusing on micro-enterprises with five or fewer “The big thing is being connected to your community and your sphere of influ- employees and $50,000 or less in ence, the people you know,” he said. “I also commit to education and learning gross revenue. The group provides the craft. I’d say agents are about the closest you get to practicing law without training, connections, funding and a law degree a lot of times. I’m committed to a career filled with community capital acquisition opportunities. involvement, education, and learning.” “Twice a year I teach a course series for them called ‘Launch’ that focuses on an overview of creating a business 18 • January 2019

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Where does the term “REALTOR®” come from? educational The difference between a real estate agent and a help people buy and sell commercial or residential Realtor, explained. property. The agent may do so as a sales profes- Are the terms “real estate agent” and “Realtor” sional, an associate broker or a broker. interchangeable? Those inside the industry know that they’re not, but they also know that it seems What is a Realtor, and why is that title different to be a bit of an industry secret — many consum- from real estate agent? ers aren’t sure at all what the difference is between A Realtor is a trademarked term that refers to a real estate agent and a Realtor, or whether there a real estate agent who is an active member of even is one. the National Association of Realtors (NAR), the largest trade association in the United States. The titles “real estate agent” and “Realtor” are often used interchangeably. Where does the term “Realtor” come from? NAR was founded more than a century ago, but Why do people use the terms interchangeably if it has only used the term “Realtor” for about 40 they mean different things? years. The association was originally founded in Because using the term “real estate agent” can be a 1908 as the National Association of Real Estate bit clunky and wordy, those who may not be famil- Exchanges and changed its name in 1916 to The iar with the differences between the two designa- National Association of Real Estate Boards. tions often use the term “Realtor” as a shorthand to refer to anyone who is in the business of helping That same year, Charles N. Chadbourn, a real estate people buy and sell real estate. agent in Minneapolis and vice president of the Na- tional Association of Real Estate Boards, proposed But they are different — right? the use of the term “Realtor” to give members of Yes. Although both real estate agents and Realtors the association a way to distinguish themselves are licensed to sell real estate, each title refers to a from non-members. specific type of real estate professional, and there are notable distinctions between the two. To protect the title from misuse, the association obtained a copyright and trademark on it in 1950. What is a real estate agent? A real estate agent is anyone who is licensed to The association adopted its current name in 1974. 20 • January 2019

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CARI agents give back By Katrina Albers COLEMAN 22 • January 2019

Cari Coleman may have a wide and Outside of real estate, Cari owns and manages diverse career resume, but there is one Coleman Events and Catering, which services similar strand between all that she does: events of all types and sizes. She began this busi- All her businesses involve helping and ness in 2010 because she loves working with people. Many of these events take place at Coleman improving the lives of others. Cari is Guest Ranch, a beautiful venue out in Molalla, OR, born and raised in Oregon, married with where her catering business is an additional option to the venue. She enjoys being a part of the celebra- five kids, two grandbabies and another tions and togetherness of the people she serves on the way. She earned her bachelor’s through this business.  degree from Western Oregon University Cari has been an independent contractor for many in Psychology with a minor in business, years and has always had an entrepreneurial spir- which has been greatly instrumental in it. She began working with the Youth Peer Court all that she does. She has been a licensed Broker with HomeSmart Realty Group since 2016 but has been making a name for herself in more than just the real estate industry. www.realproducersmag.com • 23

system, a juvenile justice program for youth IF YOU TAKE THE offenders, for Stayton in 2001 and moved on OPPORTUNITY TO to implement the Keizer Youth Peer Court in LISTEN TO PEOPLE, 2004. She continues her work through this HAVE COMPASSION AND system because she loves the program and UNDERSTANDING FOR what it has to offer the people involved.  WHAT IS GOING ON IN THEIR LIVES, THEY’LL She expressed that she has always wanted to OPEN UP TO YOU. work with kids. “They have so much vulner- ability” Cari states, “and they learn that the decisions they make affect others. Being held accountable helps you make better decisions in the future.”  The peer court system does just that, uses constructive sanctions as an alternative response to middle school and high school youths to develop responsible behaviors. Her desire to help people is part of what led Cari to become a REALTOR. She loves working with first-time homebuyers be- cause of the look on their face when their dreams of owning a home come to fruition. She has accomplished much in her life and she enjoys getting to be a part of helping others accomplish homeownership.  Cari certainly has much on her plate but being busy only motivates her more. She ap- proaches her business as a consultant, one that is willing to listen in order to under- stand and assist in the ambitions of others.  “If you take the opportunity to listen to people, have compassion and under- standing for what is going on in their lives, they’ll open up to you.”  This is vital in all that she does, but rings especially true for real estate. Honesty and integrity are so important to her and the way that she manages her business.  Staying so busy and being involved in such rewarding businesses all around has allowed Cari to have immense drive and compassion. The ability to help and calm others during these stressful times is immensely important to her success. “Buying or selling a home can be extremely stressful, so being able to ease that stress is such a feel-good emotion.” 24 • January 2019

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SUNDAY MONDAY TUESDAY 30 31 01 calendar of events 06 07 08 JANUARY 13 20 MVAR Board of MVAR – Government Directors Annual Affairs – Political Action Retreat Committee Meeting 8:30-10 a.m. 12-1 p.m. 14 15 WAOR General Membership Meeting 9:00 a.m.-10:30 a.m. 21 22 27 28 29 26 • January 2019

WEDNESDAY THURSDAY FRIDAY SATURDAY 02 03 04 05 Annual Forms Update CE Class 9-11 a.m. 09 10 11 12 19 MVAR General PCAR Directors Meeting 26 Membership Meeting  9:00 a.m. start time 02 8:30-10 a.m. MVARCF Board of Directors Meeting 9-10 a.m. NWAR Board of Directors Meeting 11:30 a.m.-1 p.m. 16 17 18 MVAR Special Events Commit- MVAR Outreach and Public Re- tee Meeting lations Committee Meeting 9-10 a.m. 9-10 a.m. MVAR Professional Develop- PCAR General Meeting ment Committee Meeting 11:45 a.m. start time 12-1 p.m. 23 24 25 NWAR Education MVAR Risk Advisory Seminar Seminar 2019 OREF Forms Fraud Alert! Avoiding Update Unlicensed Contractors 9:30-11:30 a.m. 12-1 p.m. 30 31 01 www.realproducersmag.com • 27

JANUARY schedule details Tuesday, January 1, 2019 Wednesday, January 16, 2019 New Year’s Day MVAR Special Events Committee Meeting Thursday, January 3, 2019 9-10 a.m. Annual Forms Update CE Class MVAR Office CE: 2 hours 2794 12th St. SE, Salem, OR 97302 Holiday Inn 3301 Market St. NE, Salem, OR 97301 Wednesday, January 16, 2019 MVAR Professional Development Monday, January 7, 2019 MVAR Board of Directors Annual Retreat Committee Meeting 12-1 p.m. 8:30-10 a.m. The Oregon Garden, Trillium Room MVAR Office 879 W Main St, Silverton, OR 97381 2794 12th St. SE, Salem, OR 97302 Tuesday, January 8, 2019 Thursday, January 17, 2019 MVAR – Government Affairs – Political Action NWAR Board of Directors Meeting Committee Meeting 11:30 a.m.-1 p.m. 12-1 p.m. Mt. Angel FestHalle 500 Wilco Highway NE, Mt. Angel, OR 97362 Chair: Patrick Sieng MVGAC Director: Holly Sears The GAC meetings are open to all members who are inter- Thursday, January 17, 2019 ested in getting an update on local issues that could affect MVAR Outreach and Public Relations your business. Committee Meeting MVAR Office 9-10 a.m. 2794 12th St. SE, Salem, OR 97302 MVAR Office Wednesday, January 9, 2019 2794 12th St. SE, Salem, OR 97302 General Membership Meeting: Speaker: Salem Mayor Chuck Bennett and Keizer Mayor Thursday, January 17, 2019 PCAR General Meeting Cathy Clark 11:45 a.m. start time CE: 1 hour Oak Knoll Golf Course 8:30-10 a.m. Holiday Inn 6335 OR-22, Independence, OR 973051 3301 Market St. NE, Salem, OR 97301 Wednesday, January 23, 2019 Thursday, January 10, 2019 NWAR Education Seminar PCAR Directors Meeting 2019 OREF Forms Update 9:00 a.m. start time Instructor: Marie Due CE: 2 hrs All are welcome Windermere – Dallas 9:30-11:30 a.m. Mt. Angel FestHalle Thursday, January 10, 2019 MVARCF Board of Directors Meeting 500 Wilco Highway Northeast Mt. Angel, OR 97362 9-10 a.m. SARCF Office Thursday, January 24, 2019 2794 12th St. SE, Salem, OR 97302 MVAR Risk Advisory Seminar Fraud Alert! Avoiding Unlicensed Contractors Tuesday, January 15, 2019 Instructor: Stan Jessup, CCB Administrator WAOR General Membership Meeting CE: 2 hrs 9-10:30 a.m. 12-1p.m. Adair Clubhouse Salem First Church of the Nazarene NW Clubhouse Pl., Corvallis, OR 97330 1550 Market St NE, Salem 97302 28 • January 2019

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