Continuing Education Classes:

5-16  8am – 11am  Legal Issues – Potpourri (3 hrs legal issues)

A class that covers:

• Short Sales
• Mediation
• Landlord/Tenant
• Copyright-Real Estate
• Mold & Disclosure
• FIRPTA

5-16  11am – 2pm   Ethics of Dual Agency  (3 hrs Agency + Code of Ethics Requirement)

This class explores dual agency, the Code of Ethics, the standard of practice, and the standard of care.   This class is designed to assist agents in how to do dual agency and not step into deep holes…while it’s difficult to limit agency, it can be done with careful disclosure and attention to details.

5-16  2pm – 5pm  Fair Housing – Gender Issues  (3 hrs Fair Housing)

Meander down history’s path and see how the women’s Suffrage Movement paralleled the Civil Rights Movement and without each other it’s possible neither would be where they are today.

5-23  8am – 11am  Chemicals, Mold, Disclosure  (3 hrs Disclosure)

• Sick Building Syndrome
• Lead, Asbestos, Chemicals
• Pesticides, Toxicity, Mold

Salespersons and Brokers Arizona real estate license

Get your prelicense 90 hours from how2educate LLC

 $400 covers course, materials, & 1 class.

We aren’t for everyone.  When you come to us for your real estate license, you want to pass the Arizona state test and begin your career.  In turn, we at how2educate promise you that if you follow our methods, focus on your studies, you should be able to pass the Arizona state test on your first try.

It’s as simple as Arizona contract law:  ”A promise for a promise”…

As of 4/21/12 every one of our salespersons and brokers have passed the state test on their first attempt.  The congratulations go to them and their hard work.

• Leslie Fox
• Mickey Smith
• Eddy Schaub
• Valerie Wood
• Sara Marshall
• Corinna Coplin
• Sandy Brandvold

and we have others about to take the Arizona license test

Click here for information on how to get your Arizona real estate license.

We are happy to work with you on a schedule for your course work.  This is not your everyday kind of real estate school that revolves around lecture classes.

Call Kathy at 928-274-4088

or send her an email:  kathy@kathyhowe.com

Getting an Arizona real estate license, like in other states, has its requirements.

From the Arizona Administrative Code:

ARTICLE 4. EDUCATION

R4-28-401. Prelicensure Education Requirements; Waiver

A. Any individual applying for a real estate license shall either:

1. Complete the required 90-hour prelicensure education as prescribed in A.R.S. § 32-2124; or

2. Except for the 27-hour Arizona-specific course, apply for and be granted a waiver of the prelicensure courses.

B. If the waiver request is based on prior education, the applicant shall submit a letter to the Commissioner that includes or demonstrates:

1. The name, mailing, and business address, daytime telephone number, and signature of the applicant;

2. The type of license sought;

3. The name and address of the school;

4. The course description or curriculum, including credit hours; and

5. Completion of one or more real estate courses. Acceptable evidence includes;

a. A signed letter from a school representative or official transcript from a college or university, which indicates:

i. The starting and ending dates of the course;

ii. The number of semesters, quarters, and credit hours awarded per course; and

iii. Whether the course examination was passed.

b. Evidence of course completion provided as part of a certified license history from a state in which the applicant is currently or was previously licensed.

C. If the waiver request is based on experience, or education and experience, the applicant shall submit a letter to the Commissioner that includes:

1. A detailed resume covering the previous 10 years, indicating duties performed and the name and telephone number for each employer; and

2. An original certified license history, including disciplinary action if any, from the real estate regulatory agency in each state in which the applicant is currently licensed and from any other state in which the applicant was licensed during the preceding 10 years; and

3. One or more of the following:

a. Completion of one or more real estate courses. Acceptable evidence includes a signed letter from a school representative, or official transcript from a college or university, which identifies:

i. The starting and ending dates of the course;

ii. The number of semesters, or quarters, and credit hours awarded per course;

iii. Whether the course examination was satisfactorily passed.

b. Evidence of more than five years’ experience in a real estate related field; or

c. Evidence of course completion provided as part of a certified license history from a state in which the applicant is currently or was previously licensed.

D. The Department shall provide a copy of the prelicensure course content to any person requesting it.

E. A person shall not receive credit for more than 10 hours of prelicensure education classes per day.

GET LICENSED

Click on “Get Licensed” and find out about how2educate LLC’s prelicense training program for salespersons and brokers.  We’d love to help you join the real estate industry of Arizona.

Kathy Howe aka SedonaKathy

• Owner/Broker/Educator/Administrator/Writer
• Call or text:  928-274-4088
• Email:  kathy@kathyhowe.com 

Don’t be.  Begin to feel the “rush” of life.

Regina Dugan, a self-proclaimed “nerd” at DARPNA, tells you why:

Dream your dreams…
Let go of fear…

We look forward to seeing you in class…

Kathy Howe aka SedonaKathy

• Uptown Resident
• Board of Directors Sedona Main Street Program
• Broker/Owner of how2arizona real estate LLC
• Owner:  how2realty referrals LLC
• Mediator:  how2mediate

Sedona has a Speculative Builder Tax.  Who knew?

Sec. 8-416.  Construction contracting:  speculative builders.
(a) The tax shall be equal to three percent (3%) of the gross income from the business activity upon every person engaging or continuing in business as a speculative builder within the City.
(1) The gross income of a speculative builder considered taxable shall include the total selling price from the sale of improved real property at the time of closing of escrow or transfer of title.
(2) “Improved Real Property” means any real property:
(A) upon which a structure has been constructed; or
(B) where improvements have been made to land containing no structure (such as paving or landscaping); or
(C) which has been reconstructed as provided by Regulation; or
(D) where water, power, and streets have been constructed to the property line.
(3) “Sale of Improved Real Property” includes any form of transaction, whether characterized as a lease or otherwise, which in substance is a transfer of title of, or equitable ownership in, improved real property and includes any lease of the property for a term of thirty (30) years or more (with all options for renewal being included as a part of the term).  In the case of multiple unit projects, “sale” refers to the sale of the entire project or to the sale of any individual parcel or unit.
(4) “Partially Improved Residential Real Property”, as used in this Section, means any improved real property, as defined in subsection (a)(2) above, being developed for sale to individual homeowners, where the construction of the residence upon such property is not substantially complete at the time of the sale.

The full Sedona Tax Code 2011 can be found at:

http://www.sedonaaz.gov/sedonacms/Modules/ShowDocument.aspx?documentid=15718

How does this affect your closing costs?  Call the City or speak with your attorney.

(928) 204-7127

Kathy Howe aka SedonaKathy

• how2arizona real estate
• how2educate
• how2realty referrals
• how2mediate

• Uptown Resident
• West Sedona Business

How do you get someone to find value in your company, your club, or your product?

From TechDirt:  ”… price and value are two different things. Price isn’t determined by value — it’s determined by the intersection of supply and demand. Value plays into that, by determining what the demand part is.”

Membership Marketing Blog gives pointers on “A Process to Define Member Value“.

AMCES, Association, Management, Consulting & Evaluation Services:  ”To improve the value proposition, associations have been changing information into knowledge for members.”

  They recommend personal contact and surveys.  A note about surveys:  they should be questions that are open-ended rather than closed ended/forced choice questions.

Survey question recommendations from Management Analysis & Development remind us that “surveys are not focus groups”

The issue is:  you must first determine the demand in order to determine the amount of your fee or the price of your product.  And to determine the fee you have to understand the wants, needs, and thoughts of your target consumer.  To find out all of these things you will need to survey the customer base or set up focus groups.  Either way, you must have your finger on the pulse of your member/buyer.

  Allow the consumer to feel special.  Allow your member to feel they are treated the same, no matter what level or tier of their membership.  Value goes a long way when increasing the price of a product, or the level of membership.

“Price is what you pay, value is what you get.”  – Warren Buffett

Over the years we have seen REALTORS® use the marketing phrase “I will negotiate for you!” and acquire negotiation expertise certifications from various entities.

How does this translate for your client?

• Do you attend the presentation of the offer?
• Do you allow the “other” agent to attend the presentation?
• The NAR Model MLS Policy on Cooperating Broker at the Presentation**

Recently I was teaching a class at a state association of REALTORS® who indicated that being at the presentation was “old school” – no one does this anymore.  “Then, how…?”  The comments ranged from, “I discuss the offer with the other agent” to “With the permission of my buyer, I top the offer with an explanation of the wants and needs of my buyer”.

If the purpose of a negotiation is to “do a deal”, would it not be in the best interest of the client and their REALTOR® to sit down together and hash out the issues?  With the client in the mix?

From The “Harvard Negotiation Project: 5 Lasting Rules For Negotiating Anything”:

1. Don’t Bargain Over Positions
2. Separate the People From the Problem
3. Focus on Interests
4. Invent Options for Mutual Gain
5. Insist on Using Objective Criteria

The Harvard Negotiation Project began in 1979 to assist business people better their conflict resolution skills.  Your question would be: “Presenting a contract is not conflict resolution, so why treat it like a conflict?”

Would it be fair to say that unless an offer is full price and meets the Seller’s every want and need, there might be areas of contention?  Or conflict?

While my role today is not primarily one of REALTOR® listing or selling agent (though I do take referral business), I do as many as 20-30 Maricopa County Court mediations during the period of a month(voluntary- no pay).  When everyone shows up, my settlement rate is over 80%.  On some days, all 4 mediations end up with a full settlement.

How?  By remembering that the mediation is about the parties and the role of mediator is one of directing the discussion to an agreement made by both parties.  Sound a bit like negotiating?

First, consider that your client wants a property at a particular price and with certain terms.  Second, consider that some of these terms and conditions may be “negotiable”.  Third, consider that the offer may not suit the Seller(or the counter offer may not suit the buyer).  Fourth, consider what the outcome may be if your advocacy gets in the way or you misspeak.

My mediations involve one or two attorneys, or maybe no attorneys at all.  The best and easiest mediations are with attorneys in the room with their clients, mainly because they present a clear and balanced picture of advocacy for their clients.  I watch with wonder at their ability to advise their client, negotiate the issues with the other side, and to understand when they are about to put their client in jeopardy.  They sense when the deal is about to go south.  They understand the consequences of not coming to an agreement.  When there are no attorneys present, the parties struggle with their personal wants and needs, principles, hurt, anger, and it becomes the role of the mediator to direct the conversation and discussion back to the issues.

Mediation is not about the law or what’s “fair”.   Mediation is about what the parties want as an outcome.  A lot like negotiation.

The point here to remember is that many of these mediations emanate from previous agreements.  The common thread of all mediations is the lack of communication about the consequences surrounding the agreement the parties have with the “other” party.  They include Landlord/Tenant, Insurance Companies, Credit Card Companies, Purchase Agreements, etc.

The more the parties focus on what they understood about the original agreement, the longer the conflict resolution process.  Getting stuck on a principle or a position, real or imagined, the more work for the mediatior to work the participant past it.  That’s why it’s so important to understand the original presentation of terms and conditions.  Did everyone buy in then, or were there unresolved issues?

The role of the “agent” is one of confidant, mentor, adviser, assistant, and ethical representative.  We are to act under their authority, be the “source” of the “source”, verify the information they find, write clear and unambiguous contracts that express their wants and needs, and guide them through the intricacies of the transaction.  We must always remember that it’s their transaction, not ours.

So, when and if you can, give full negotiations a chance by offering to have the Buyer’s agent at the presentation (even telephonically) or asking to be present at the presentation of your offer as the Buyer’s agent.  You just might see an amazing uptick in successful agreements!

Happy house-selling!

**You must be a REALTOR(R) member and log in to read this policy.  If you are not a REALTOR(R) member and wish to see the policy, email me at kathy@kathyhowe.com

Kathy Howe

Kathy Howe aka SedonaKathy

Classes held at 1120 W SR89A, B5, Sedona, AZ 86336

Reservations:  kathy@kathyhowe.com (no phone reservations in case changes)

Kathy Howe aka SedonaKathy

Owner/Administrator/Educator

What makes us different from the real estate agent of yesterday?

Buyer expectations. 

In past years, buyers looked to us for the information.  Now the buyer calls with a list of properties to see and tell us how they will do the transaction.  First it was the glossy real estate magazines that distributed listing information to the world, then came REALTOR.com, then Zillow, Yahoo, and Trulia, to name but a few.  Buyers did not need an agent to look at listings…at least not at first.

Getting seen by buyers…

Today you must get your name, face, and listings out to the Internet-perusing public.  You must figuratively push your way to the first page of Google and other search engines, have a business Facebook page with daily updates, and be able to text, email, and talk when necessary.  A laptop is as important as your mascara, your phone is akin to an office, and your ability to multi-task screams:  “I am Woman!”

Buyers are impatient…

The buyer is no different.  Today’s buyer will call on a listing and if they don’t get a live voice, they will go to the next agent on the list.  Capturing lead calls, texts, and emails, today, is the key to real estate success.

Digital flattery…

Once you begin to build rapport with the buyer, take the time to Google him or her up!  Yes!  New clients are impressed with your Internet savvy when you find them on the Net.  It’s a great form of flattery and they respond well to the compliment.  Don’t forget to follow up with Google Alerts for the person.  Ask if they are into Social Networking, etc.  All of this will determine your means of rapport-building and give you a hint as to the best and most favorite way to contact them.

Buyers may have different experiences to draw from…

Since so many people are moving to a new state, it’s important to understand from their point of view how they expect the real estate transaction to take place.  Once, with the small exception of Louisiana, real estate was common law based and the differences were whether or not you would use an attorney or an escrow company, have a formal settlement or wait for the phone to ring and someone would tell you the property had recorded.  Today many buyers come from states that do not allow dual agency.  When coming to a state that not only allows dual agency, but is populated by large franchises who do the mega-load of listings and sales, there needs to be a sit-down and discussion.

Buyers want to be educated and informed…

Buyers want education about the transaction and how it will go, listing price ranges, selling price ranges, they want the history of the property (“how long has it been on the market”), prefer foreclosures, are fearful of short sales, but, as always… want a deal.

Buyers today are “wired”…

Today the buyer does not sit around awaiting a call from the agent.  The buyers are actively driving the neighborhoods from their tablets, laptops, and desktops through Google Earth.  Yes.  They move that little orange man down to the address of the listing and they “snoop around”.  Hopefully the neighbor had the Harley in the garage the day Google was recordng, and husband had remembered to bring in the trash can.

Retiree-buyer expectations…

Retirees want to know about healthcare facilities, families want to know about schools, second-home owners want to know about activities… the list goes on.

The Community and the ‘Hood…

Today’s buyer wants to know what makes the community, The Community.  The more the real estate agent can touch those buttons, the more rapport will be built.  Once it’s built, and a happy transaction occurs, that person will want to work the rest of their real estate transactions with the agent.

Today’s seller…

Today’s seller is more likely to be similar to those of the past, but they still want a high producing agent who knows their neighborhood and who will be able to bring in the buyers just described above.  They want to know their agent is working every second of every day to sell their property.

The real estate agent of 2012…

Agents today must be plugged into their communities and exude energy.  The consumer demands high-speed Internet, and they like their agents the same.

Kathy Howe aka SedonaKathy

• Owner/Broker
• how2arizona real estate
• 1120 W SR89A, B5
• Sedona, AZ 86336
• 928-274-4088
• kathy@kathyhowe.com

Follow us and like us

• http://facebook.com/sedonakathy
• http://facebook.com/how2arizona
• http://facebook.com/how2educate
• http://twitter.com/sedonakathy

From the Sedona Chamber of Commerce:

City of Sedona Amends Business License Rules

The City of Sedona, City Council adopted the following amendments to the Business License Program at their meeting on December 13, 2011.  Effective dates of the business license ordinance changes are January 13, 2012. 1.  Amendment to section 8-2-2(A): All businesses operating within City limits will be required to obtain and maintain a current business license. For 2011, the Ordinance only required businesses with a TPT liability to apply and maintain a current business license. For 2012, all businesses operating within the City must apply for and maintain a current business license. 2. Amendment to section 8-2-2(D): Creation of a delinquent fee for businesses that fail to obtain a business license. For 2011, there was no delinquency fee for businesses that failed to obtain a business license. For 2012, a penalty of $5.00 per month shall be assessed on all delinquent and/or underpaid licenses.  To avoid penalties, the 2012 business license application and full payment must be received on or before February 29, 2012. 3. Amendment to section 8-2-3(B): Creation of a temporary Special Event Business License at a cost of $7 per event per participant. For 2011, there were no Special Event Business Licenses.  Based on feedback from the business community, a condensed business license form will be available for special events.  The special event business license will be valid for seven consecutive days after the date of issuance. The City of Sedona has partnered with Revenue Discovery Systems (RDS) to assist the City of Sedona in the issuing of its annual business licenses.  Business Licenses may be obtained online at www.bizlicenseonline.com.  Customers are encouraged to contact RDS for their business license and taxpayer questions at (866) 940-7660 or emailazsupport@revds.com. Get licensed and avoid the penalties that will be yours, if you don’t register your Sedona business.

Are you ready to sync your email addresses, your calendar, your alerts, your contacts, your files and more to your desktop?  And file docs in the Google cloud?

gMail’s where it’s at!!!

On 12/28/11, how2educate LLC will offer a training class on how to use gMail as your desktop sync-site.  3PM to 6PM.  Bring your computer, laptop, tablet, or use one of ours.

Reserve your seat:  $35/person

Email Kathy:  kathy@kathyhowe.com

• 1120 W SR89A, B5
• Sedona, AZ

  Do you have what it takes to be a highly effective real estate agent?  Do you have the patience, the math skills, or the assertiveness to compete in a highly competitive industry?

Lindsey Webster has written a guest post for how2educate LLC:

Top Five Great Traits of Highly Effective Real Estate Agents

Click here to read her article.

Then click here to find out more about becoming a real estate agent in Arizona.

Kathy Howe aka SedonaKathy

• Owner
• Administrator
• Educator

how2educate LLC

• Prelicense Salesperson and Broker
• Arizona Continuing Education
• Distance Learning

Sedona, AZ

Buy 5% more

Made in America

products in 2012 to help the economy

We at how2educate LLC will also be making every effort to purchase at least 5% more “Made in America” products in 2012.

It can only make the USA economy stronger.

Why not join us?

“Made in America”   

Kathy Howe aka SedonaKathy

• Dedicated to helping our economy
• Proud resident of Uptown sedona
• 928-274-4088

Do you allow the Buyer’s agent at the presentation of the offer?

This article might be of interest to you.  Click here.

Kathy Howe

Real Estate Broker/Agent/Educator/Mediator

Sedona, AZ

Take your real estate continuing education and make a trip to West Fork!

NOTE:  Commissioner’s Standards on Sunday at 11AM has been approved.

Email Kathy at Kathy@kathyhowe.com to reserve a seat.  Actually, you can just show up for a class if you are in the neighborhood.  Looking forward to seeing you…

Classes are held at the LaTierra locatin on SR89A, 1120 W SR89A, Suite B-5.  928-274-4088.

Are you still using Internet Explorer?  Safari?  Firefox?

Google Chrome rocks!

Try it!

This Google Chrome article comes from ZDNet.  Click here to access the whole article.

We use Google for email, Google +, calendar, docs, and much much more.  Every day Google comes up with something new and user-friendly.  Recently we transferred all 2500 of our Facebook contacts over to gMail and are continuing to build our contact base.

Kathy Howe aka SedonaKathy

how2educate LLC

As a professional and a REALTOR(R) member of ARMLS, you can use this Fannie Mae Help Desk for moving along your transaction:

New Tool to Speed Up Short Sales: MyFoxPHOENIX.com

FannieMae Short Sale Assistance
888-995-HOPE
armls.com

Kathy Howe aka SedonaKathy

This morning I was opening up Google+ (which I love!!) and checking out the postings from friends around the world. This one comes from Chris Brogan:

For those of you who are social media addicts like myself, you will enjoy this video; and, for those of you who would rather hide under your pillow than open up a social media site, maybe this video will show you the levels of engagement by those of us who live social media everyday.

The point of this post is to show you just how many social media site are available! And how many more are up-and-coming!

Google+ is awesome. Imagine being able to have all the people you know in different circles?!! Your family in one, friends in another, news in another, business clients in another…and so on.

It’s social media made easy!

You can find me at: www.gplus.2/sedonakathy

When you get set up, invite me into one of your circles!

Kathy Howe aka SedonaKathy

www.how2arizona.com
www.how2educate.com
www.sedonakathy.com
www.facebook.com/sedonakathy
www.twitter.com/sedonakathy