By Sam Calvano

I’ve worked in real estate for a long time, since 1976. I began my career as a real estate sales agent and then I switched to real estate lending in 1983. I’ve learned a lot and seen a lot of changes over the years. However, one constant, key factor in our business has been the importance of our Association. The influence and inspiration that our Association has in the local real estate market cannot be understated.

Real estate has been very good to me in my life. So, one of the reasons I serve with PSAR is because I want to give back to our industry. Giving creates community and camaraderie. I am encouraged when I see other PSAR members actively looking for ways to invest their time, treasures and talents. In a time where we are all so busy and everyone seems to be doing more with less, PSAR has some great people who are willing to contribute in various ways to improve and enhance our industry. We couldn’t possibly do all the things we do at PSAR without the spirit of giving back that so many members demonstrate. 

I believe in PSAR because PSAR is focused on its members. Decisions are made based on what will benefit REALTORS® and all other industry professionals.

I am honored to share with you the reasons why I’m involved as an active volunteer with PSAR. First, a higher level of involvement in PSAR has meant a number of personal benefits. I have found that my involvement in PSAR is good for my business. I take the opportunity at various meetings and events to meet fellow REALTORS® and industry professionals and we share ideas and information.

Also, involvement in PSAR is good for our industry. When REALTORS® speak individually and collectively, people listen, including government bodies and elected officials. When we listen to each other, it creates understanding and connection. One of the greatest gifts you can give people is an attentive ear. When you listen, you’re saying, “You matter, I value what you have to say, I value who you are.” 

In addition, being involved in PSAR helps our Association to become more inclusive. I love that we include everyone at PSAR. There is no need for special or separate interest groups in our organization. Everyone is invited and diversity of opinion is welcomed. Cultivating inclusion is not just the right thing to do, but also the smart thing. At PSAR, we actively work to make our culture more inclusive. As a result, our members are empowered and better positioned to achieve greater levels of loyalty, engagement and productivity through skill-set growth and career progression.

Finally, getting involved at PSAR at a greater level has given me the opportunity to encourage our younger and newer members. Encouragement is so difficult to find today. We live in a deeply negative culture, where put-downs seem to be the favorite form of humor. People are constantly demeaned and degraded. They’re criticized and maligned. However, in contrast, when somebody comes along and says, “Good job!” it can make a tremendous difference.

So, I’m urging you to join me and decide today to get more involved at PSAR. Do something more than you’re doing now. Join a committee or volunteer for an event. Look for ways to give back to the industry and the Association that we love.  Make a connection, make a commitment. If you want to get beyond shallow, superficial relationships, you’ve got to be willing to stick with it. Getting involved will give you the chance to gain new skills to further your goals and pursuits. You will get better at learning more about yourself and how to better achieve success.

CRIME PREVENTION FOR REALTORS® - Learn the strategies and
techniques that will help keep you safe.

Tuesday | September 17
South PSAR | 1:00pm - 3:00pm

Crime Prevention Specialist Angela Gaines has two decades of working in law Enforcement, first with the Lemon Grove Sheriff station , and for the last 13 years with the Chula Vista Police Department. Training will be fun and interactive.

Free Workshop Will Cover

Parking lot & vehicle safety tips
Safety strategies
Tricks to remain aware 
Learn to trust your gut Instinct
Personal security devices

REALTORS®, please check your email for a RedAlert from C.A.R. Government Affairs. We’re OPPOSING AB1482, a bill that creates restrictive rent caps and “just cause” evictions, because it discourages the creation of rental housing. Fewer housing units will result in higher rent. #AB1482, #caleg, @CAREALTORS

FOR MORE INFORMATION: Contact DeAnn Kerr for more information at deannk@car.org.

The PSAR family is sad today over the recent passing of former PSAR President Armida Martin Del Campo. Armida served as the PSAR President in 2001.

Armida passed away Aug. 27 at a skilled nursing facility in National City after living with Alzheimer’s disease for the past seven years. She retired about eight years ago after a 30-year career in real estate sales and industry leadership. She maintained her brokers license even after her retirement. She operated her own brokerage, Sunshine Realty on Bonita Road, and ended her career with Coldwell Banker West. She was 76.

She was a long-time PSAR leader and served on many PSAR committees, including Professional Standards, Budget and Finance, Government Affairs, Equal Opportunity and Political Action, among others. She also served as a CAR Director.

 “She was outgoing and a great people-person, a real social butterfly,” said Margarita Martin Del Campo, a daughter. “She was a wonderful wife and a great mother. She was always fun to be around and had a big heart and an open door for everyone. She loved real estate and was always on the go. Her open houses were very popular because she would prepare food for guests to enjoy. Wherever we went, people would recognize her.”

Armida served as the California Association of REALTORS' Key Contact for State Senator Juan Vargas.  She advocated for her industry and encouraged many PSAR members to get involved.  Current PSAR CEO Rich D’Ascoli recalls her support and encouragement when he first joined PSAR as the Government Affairs Director. "Armida made leadership look easy.  She led with grace and poise.  She had a way of making everyone feel accepted and comfortable. She was always the professional in the room."

Victor Ibarra was among countless people in real estate who benefited from Armida’s encouragement. “Armida was an icon in the real estate industry. She was well-loved and respected by her peers throughout the country, including escrow officers, title reps, lenders, everyone. She was always advocating for REALTORS® and homeowners. She took me under her wing when I served on the Association board. We went on trips to various cities to meet with fellow REALTORS®. She introduced me to many movers-and-shakers, all of whom loved and respected her. She knew everybody and everybody knew her.”

Armida was born on Oct. 27, 1942 in Tijuana. She is survived by Enrique, her husband of 52 years, two sons, Henry Martin of Chula Vista and Gerardo Martin Del Campo of Clayton, California, and two daughters, Armida Tinajero and Margarita Martin Del Campo, both of Chula Vista. Enrique retired after a career in dentistry. Henry works in law enforcement and Gerardo is a veterinarian. Armida works in manufacturing retail and Margarita works with the government. Armida also is survived by 10 grandchildren and two great-grandchildren. Services are pending, but are expected to be held in Tijuana in early September.  PSAR will release more information when it becomes available.

Everyone at PSAR extends their sympathies and condolences to the Martin Del Campo family.

The passing of Armida marks the third loss this year of a past PSAR president. Tom Money (1984) passed away in January. Patty Davis (1991) passed away in July.

Salute to Service

By Mike White

I have never been the kind of person who has been content just sitting on the sidelines. Instead, I prefer to get involved. That’s why I decided to participate in a leadership role at PSAR as a board member. And, since this year’s PSAR theme is “Salute to Service,” I want to encourage all of you to also decide to personally participate at a greater level at PSAR.

A higher level of involvement in PSAR has personally meant a ton of benefits for me. PSAR has given me an opportunity to continue my personal and professional growth and career maturity. In the past, I’ve been in several other leadership roles outside of real estate, including as President of Toastmasters Club, PTA and others. But, PSAR has brought me to a whole new higher level.

Involvement in PSAR has meant that I’ve had to “up my game.” I have been pushed to set higher goals for myself. I have learned to be a better listener and make the most out of every situation. I have learned to understand what it means to broaden and expand my horizons, maximize opportunities and stay ahead of the curve.

For example, forming and leading the PSAR Tech Committee as chair has been a great experience. I’ve been able to solidify my public speaking skills as a result of delivering the “Tech Moment” at Rally and Ride pitch sessions. And, it’s been personally gratifying to share what I’ve learned with our members there and at our monthly "Tech Lunch and Learn" workshops.

Also, it’s been a great experience to represent PSAR as a member of several California Association of REALTORS® committees, including Business Tech, MLS, Zipforms and Standard Forms. 

Overall, getting involved at PSAR at a greater level has given me the opportunity to "drive the industry bus", so to speak, rather than just being one of the passengers. You, too, can “drive the bus.” I’m inviting you today to get behind the wheel and buckle-up your seat belt. As a driver, you can make a difference about the speed and direction of the bus as you bring along other PSAR members and help set a destination for success.

Every morning, I need to remind myself that since I’m driving the bus I will do everything I can to make things happen. That’s because attitude, not aptitude, determines altitude. I choose to be optimistic even when it appears the deck is stacked against me. Everybody has the choice in life to be a passenger or a driver. The passengers go along for the ride, leaving decisions and responsibility to somebody else. A passenger does not take personal responsibility for the events in their life. But, to be successful and live a fulfilling life, you need to be the driver.

C’mon, get serious with me: Are you a hammer or a nail? Which one would you rather be? Some people complain about bad luck, but others make their luck.  If it is to be, then it must be up to me. To succeed, you have to try.  Don’t be afraid of failure because the most successful people have failed, but they stuck with it.  

Every successful entrepreneur has always faced challenging odds, but then they have succeeded in spite of them all. Every successful REALTOR® has usually had countless people tell them they were delusional and should give up and “get a real job.” I’ve always felt, as far as my destiny is concerned, that every set-back, when the door has been slammed in my face, has been nothing more than just another bump in the road that is bringing me closer to a “yes.” And, as long as you love what you're doing, you're half-way to your long-term goals.

So, I’m urging you to join me and decide to get more involved at PSAR. Just do something more than you’re doing now. Join a committee or volunteer for an event. Get involved and you will gain new skills that will help you further your goals and pursuits. You will get better at learning more about yourself and how to better succeed. Be that bus driver who takes more control of life and pursues new dreams and goals through the attainment of new skills. The time is now, step up and become a driver.  

By Robert Calloway

The real estate industry is constantly evolving as new products and practices are introduced to the marketplace. On a daily basis, our PSAR members are experiencing new disrupters trying to shake-up the traditional business model of buying and selling with the assistance of an experienced REALTOR®, which remained unchanged for decades. PSAR is active in our efforts to combat this disruption by empowering our REALTOR® members.  

The phenomenon of iBuying is currently one of the most pressing concerns.

The idea behind iBuying is to reduce transactional property costs by utilizing digital tools. This direct-to-consumer, all-cash, online homebuying option is known by many names, including Opendoor, which launched in 2013, and Offerpad, which started purchasing homes directly from homeowners in 2015. Others include Knock, Ribbon, Redfin Direct and Zillow Offers, which launched last year.

The idea of selling and buying homes directly from consumers has grabbed media attention, investor dollars and a certain level of consumer acceptance. What started as a moonshot idea of selling your home with the help of an algorithm has become a homebuying market in its own right.

To some, this method appears to be a modern alternative to the often complicated and complex process of real estate transactions. For example, in theory, once a seller accepts a Zillow Offers price, they are able to pick their own closing date. Also, buyers who purchase a Zillow-owned home will be able to pick a move-in date of their choice.  

I know many PSAR REALTORS® who have justifiable concerns about giving consumers technology tools needed to buy or sell a home without an agent. We all could be impacted by technology that minimizes the role of agents or poses a threat to both homeowners and real estate professionals.

But, the truth is that most homebuyers and sellers need advice on how much to offer, whether to include an inspection, how to arrange financing and a host of other issues related to the real estate transaction process.

In fact, during the past five years, PSAR has worked hard to empower REALTORS® with more data and new technology to help them remain in the center of the transaction. PSAR provides new technology that can be leveraged to provide an experience for the consumer that is second to none. 

For example, the move to CRMLS has had a major impact on the ability of REALTORS® to compete in today’s market. CRMLS has access to more San Diego County listings than any other MLS. “Cloud Streams” is better than the MLS at sharing listings with clients through texting and an improved user search experience. SavvyCard® is another new tool that is helping agents share their business card and listings through social media and online marketing. Cloud MLX also provides a superior search experience. Agents who use Glide are providing a consumer-friendly tool that helps sellers fill out their disclosures easily on multiple platforms. CRMLS negotiated a special deal with LionDesk® so that agents can have access to a fully functional CRM at no additional cost. Remine takes MLS data and enhances it with consumer data to put marketing power in the hands of the REALTOR®.

These new tools are powerful and, if used, can help a REALTOR® leverage their relationships to provide a superior client experience. To learn more about new technology tools that PSAR is providing to empower the REALTOR®, visit https://info.psar.org/benefits.

So, let’s ask a simple question: Just how many consumers are actually trying to go it alone without an agent? Real estate industry watchers expect the iBuyer market will represent less than 10 percent of the overall market.

Glenn Kelman, CEO of Redfin, has stated publicly that he doesn’t expect the number to go any higher than 10 percent or 20 percent any time soon. Currently, in Boston, which is regarded as a tech-savvy market, Redfin says less that 5 percent of the offers are from unrepresented buyers. Earlier this year, Kelman said a majority of people who receive offers from Redfin’s iBuyer program ultimately reject those offers. “Most customers who get a RedfinNow offer don’t take it,” Kelman told Inman News.

So, who really is using iBuyer tools? It’s a mixture of people who are experienced at homebuying and younger customers who have never bought a home before. Some companies predicted a majority of iBuyers would be people with extensive homebuying experience, but that hasn’t always been the case.

Another slant to the iBuying trend is that selling a home to an iBuyer company could cost the seller tens of thousands of dollars. The iBuyer model may appeal to consumers who are looking for ease and hoping to avoid some parts of the home sales prep work, such as open houses, staging, showings and the like. But, the convenience is likely to come at a considerable price tag.

A recent investigation by MarketWatch of multiple transactions involving iBuyers shows that the offers would net their customers an average of 11 percent less than owners who choose to sell their homes on the open market, when fees and other costs are considered.

Simply put, iBuyer deals are stealing equity from homeowners. Opendoor and Offerpad both charge sellers fees of about 7 percent, in contrast to the average of 5 percent charged by real estate agents, according to REAL Trends.

A recent report said that RedfinNow might save home-sellers some time, but it also is likely to reduce the amount of money homeowners will earn from a purchase. Maybe some people don’t care about losing $5k or $20k on a sale, but this is real money to most working stiffs like us.

Indeed, according to Redfin’s initial public offering filed with the Securities and Exchange Commission, it states: “Customers who sell through RedfinNow will typically get less money for their home than they would listing their home with a real estate agent but get money faster with less risk and fuss.”

Meanwhile, many of us have experience with the shortcomings of Zillow’s Zestimates, which even the company acknowledges are a starting point in determining a home’s value and not an official appraisal. According to Zillow, there are 102.7 million homes with Zestimates on Zillow. Nationally, the Zestimate has a median error rate of 7.9 percent, which means half of the Zestimates are closer than the error percentage and half are farther off. The company admits that in about 20 percent of sales the Zestimate misses the sale price by more than 20 percent.

Even some traditional brokerages, including Keller Williams, are also entering the iBuyer space with Keller Offers, which features a KW agent serving as an advocate during the home selling process. Earlier this week, Offerpad announced it would finance Keller Offers in selected markets, giving KW agents a chance to rep both sides of a sales transaction for the iBuyer.

Finally, my word to you is simply, let’s keep working hard, confidently knowing that our expertise, knowledge and services will be sought-after traits in the marketplace. Life is about relationships, and we were put on earth to make a difference and a contribution. There will always be a need for people with outstanding character, work ethic and professionalism. At PSAR, you will always be highly valued and considered extremely valuable.

Glide recently updated its platform to Version 2.0. The new Glide includes an updated user interface and numerous new features.  To learn more take one of the online webinar classes.

For the BASICS this webinar is for you...
 

For an ADVANCED user, take this one...

Whether you’re just getting started with Glide or you’re a seasoned veteran, the latest version of Glide is easy to learn, easy to use, and loaded with valuable features.

Visit the GLIDE WEBSITE to learn everything the new Glide has to offer.

You can now prepare, organize, sign, and share your disclosure packages from one user-friendly interface.

10 New Features Available for You Now

1. zipForm® Import
2. DocuSign Integration
3. PDF Editing
4. Auto-Splitting
5. Version History
6. Cover Sheet
7. Sharing
8. Beta Features On/Off
9. Seller’s Protection Plan
10. Buyer’s Inspection Election (BIE)

New to Glide?  Register for the Glide BASICS online training. 

Already a Glide user?  Register for Glide for EXPERTS online training