oct07web

What it is—a very hot topic. What it is not—a newtrend. According to Juliana Brock, corporate trainer andCEO of Power Training, mortgage fraud is broken intotwo recognized categories: Fraud forHousing andFraudfor Profit. “Fraud for Housing is where a borrower pro-vides false information to the loan officer to qualify for aloan, typically using the stated income/stated asset orsimilar program to perpetuate the fraud,” says Brock.“On the other hand, Fraud for Profit basically means toillegally flip theproperty through themeansof false salescomparable informationwhichcreatesa falsemarketandvalue.”Inmanycaseshowever, theblamecomesdowntodis-

cipline and regulation in loan decisions of all partiesinvolved—personal, professional and financial. “It isunfortunate that the dream of home ownership is sostrong that borrowers are willing to take a program theyknowtheycannotaffordbecause someonewill let them,”saysBrock. “Borrowershave to take responsibility for theprograms they choose, without overstating theirincome.” And while she acknowledges that there willalways be lenders willing to take a high risk loan, doingwhatever the borrower agrees to in most cases the bor-rowerwill be the one held accountable.Most Americans, if they actually have any net worth,

hold most of it in their greatest (and sometimes only)investment—their home.Unless you’re in the top 10 per-centof all households, it’s all abouthomeequity.And thismeans thebuyer/homeownerneeds tobeaware.Expertsagree—don’t borrowmoney just because a lendermakesit available. Ask yourself whether you’ll realistically beable to pay it back. And don’t plan on being able to sellquickly to get out of a mortgage loan just because youhave to.

“All industries have bad players and in themortgageindustry, careless lending is often the result ofmanipulat-ing the underwriting software to gain approval. Theintroduction of credit scores to the underwriting processand the use of automation took away the human factor,which resulted in debt ratios no typical borrower cancarry.” Brock goes further to point out that it’s importantto actually define the term badmortgage.“No one thinks it’s a bad mortgage when they close,

or they wouldn’t close,” she says. In the Fraud forHousing scheme, Brock says the borrower generallyagrees to a loan term theyknow is beyond theirmeans—truly believing that in two years, when the rate resets,theywillhave improved their financial situation—andbeable to refinance.”Andherein, liesmuchof today’s prob-lem.To combat the trends, Brock says, “Slow down.”

Trying to turn loans too fast lets fraud becomepart of theequationwhen no one has time to check or double checkinformation. To this end, REALTORSneed to allowmoretime for added scrutiny in the appraising andunderwrit-ing process, pushing the time frame for closing loanscloser to 21-days rather than a 13-day time frame. Andshesays,REALTORSshouldbe aware that they, the sell-ers as well as the buyers areprobably being checked forpast fraud and any otherissues that could hinder theclosing. Borrowers are beingrun through many fraudengines to determine if theyhave ownership ties to otherproperties or debt they maynot have disclosed on initialapplication.For REALTORS, Brock

says that they should check their markets daily, drivetheir neighborhoods andwatch for homes that appear tobe sold and re-sold several times. Watch for the use ofcomparables that are not listed inMLS or appear to haveonly interested parties as data sources. These propertiescould be part of illegal flipping schemes, which are false-ly inflating the neighborhood and therefore the borrow-er’s property value, says Brock. In addition, she stronglysuggests REALTORS should educate themselves in thetypesof fraudbeingperpetratedand the current schemesinorder tokeep themselves safe. “It’snotwhatyouknow,it’swhat you don’t know that can hurt you.” To this end,Brock encourages all readers to review House Bill 716which is the recently passed Fraud Legislation.Brock should know. She beganhermortgage career in

1982 as a loan processor in Houston. Her company nowoffers 22 courses to improve skills and qualify for licens-ing. “It’s important to recognize what mortgage fraudreally is, because ignorance won’t keep you out ofprison,” says Brock. “Greed and speed work together tocreate the illusion that you will get ahead. Lessonslearned are easier when you learn from others’ mis-takes—not your own.”

Presorted StandardU.S. Postage

PAIDAustin, Texas

Paid Permit #715

Enjoyable. Entertaining. It’s all About You.OCTOBER 2007 • VOL. 12 • ISSUE 6

P.O. Box 81366Austin, Texas 78708-1366

By Melinda SeifertCONTRIBUTING WRITER

Check us out...

AN INSIDE LOOK…Directors in the Spotlight:Read all about Leonard Guerrero of JB Goodwin REALTORSand Shane White of RE/MAX Town & Country

Associates In Progress:Check out the scoop on Steiner Ranch, Texas MortgageConsultants and Staging By Design

Realty Round Up pics are inside— Are you in one?

IMPORTANT DATES:IMPORTANT DATES:

OCTOBER 16HBA Installation BanquetHBA office - 6 p.m.

OCTOBER 17NAHREP LuncheonTown Lake Holiday Inn - 11:30 a.m.

OCTOBER 23Annual Strike Against HungerBowling Tournament300Austin Bowling Lanes - 1 p.m.

NOVEMBER 8CTCAR Property ExchangeCasa Chapala on Anderson Ln. - 7:30 a.m.

NOVEMBER 8WCR Breakfast MeetingNXNW - 8:30 a.m.

Mortgage fraud — what it is — and what it isn’t

2 wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm RReeaallttyy LLiinnee ooff AAuussttiinn October 2007

Marie Dang-Schwartz, AprilCampbell, JosieSalazar, ThelmaGarza and Linda Hallload up on industrygiveaways at RealtyRound Up. Marie, Apriland Linda are all withRealty World, JohnHorton and Associates.

Jill Morgan and CraigBass, both of NorthAmerican Title,Deborah Edwards ofColdwell Banker UnitedREALTORS andConnie Lincoln ofGeorgetown Title,enjoy poolside refresh-ments at CimarronHills, during theWilliamson CountyAssociation of REAL-TORS’ Scholarship OnThe Rocks event.

Doren L. CarverPUBLISHER

Tawanna K. CarverMANAGING EDITORLinda McNabb

CONTRIBUTING EDITORMelinda Seifert

CONTRIBUTING WRITER

COLUMNISTSCharles R. PorterYsolette Nicoson

Eric Perkins •Barb CooperAll photos, press releases or article submissions can be sent toE-mail: [email protected]

A PUBLICATION OF © CAXTON PUBLICATIONS, INC.Realty Line of Austin is published monthly by ©Caxton

Publications, Inc., as a non-subscription publication for the morethan 8,000 members of the Austin Board of REALTORS (ABoR), themore than 1,000 members of the Williamson County Association ofREALTORS (WCAoR) and the Home Builders Association (HBA) ofGreater Austin.©Caxton Publications, Inc. dba Realty Line of Austin is an active

member of the Austin Board of REALTORS, the Williamson CountyAssociation of REALTORS and is a honorary member of theWomen’s Council of REALTORS. Caxton Publications, Inc. dbaRealty Line of Austin is not responsible for opinions or factsexpressed by non-staff writers or for errors and any by-products inadvertising or editorial copy. REALTOR® is a registered trademark.The word REALTOR® sometimes appears in this publication with-out the registered trademark symbol (®), for the purpose of savingspace. Wherever the word REALTOR appears in this publication,the registered trademark should be assumed.

P. O. Box 81366, Austin, Texas 78708Office: 821-1900 • Fax: 836-4057www.realtylineonline.com

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nized methods of readying a property for sale. She will alsoprovide tips on informing clients of the impact home prepara-tion has on selling price and time on the market.“Arrange Your Listings for Success—Real Estate Feng Shui”

will be held from 8:30 a.m. to 12:30 p.m. on Nov. 16 at the ABoRoffices. The course carries eight hours of MCE credit (TREC#08-00-038-4902) and costs $72 for members and $88 for non-members. Register online by visiting www.abor.com/cours-es/cou_reg.cfm (login required) and selecting “MCE” from thedrop-down menu.

Save $100 by Using Correct Remarks Fields

When making comments on a listing, be sure you are plac-ing them in the proper “Remarks” field. The MLS systemincludes two fields for remarks: Internet Remarks andRemarks. Information entered into the Internet Remarks field will be made public on consumer

Web sites such as Austinhomesearch.com and participants’ IDX pages. The MLS Rulesand Regulations limit comments in this field to physical descriptions on a property.Including names, branded photographs, telephone numbers or Web addresses is a viola-tion of the MLS Rules and Regulations, and could result in a $100 fine.The Remarks section of a listing in used for communication between agents and is not

visible to the public. However, certain types of information may not be included.Publishing gate, combination and security codes is a violation of the ACTRIS Rules andRegulations and will result in a $100 immediate fine. A $100 fine will also be issued foragents who include disparaging or discriminatory remarks in listings. Read more aboutthese guidelines in Article XIII, Section 3 of the MLS Rules and Regulations, availableonline at www.abor.com/MLS/MLS_rules.cfm. Specific inquiries regarding what infor-mation may and may not be included in either Remarks field should be directed toABoR’s MLS Support staff, who can be reached at 454-7636 or [email protected].

3October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm Austin Board of REALTORS®

The upgrade to ABoR’s new MLS system, MLXchange, is scheduled for Nov. 6.ACTRIS participants have a limited amount of time to complete the mandatoryMLXchange Intro course before the transition date. To help agents complete their train-ing, ABoR offers both lecture-based and online courses.Lecture-based training sessions are conveniently offered throughout the week at the

ABoR offices. MLXchange Intro provides two hours of MCE credit (TREC # 02-00-059-6028). Register for a class today by visiting www.abor.com/courses/cou_reg.cfm (loginrequired) and selecting “MLXchange MLS” from the drop-down menu.MLS participants may also learn to use the new MLS system at their own pace by tak-

ing MLXchange Intro online. Visit www.abor.com/my_abor/training (login required) tocomplete the online training session.For more information on the transition to MLXchange, contact the MLS Support team

at 454-7636 or [email protected].

Vote Yes on Proposition 6!

Support your industry by voting for Proposition 6 on Nov. 6. This proposition aims topermanently exempt personally-owned vehicles used for both personal and businesspurposes from ad valorem taxation. ABoR urges you to vote in favor of this proposition,which could save REALTORS® upwards of $600 annually. More information onProposition 6 and the additional 15 propositions that will be on the November 6 ballotmay be found at www.sos.state.tx.us/elections/voter/2007novballotlang.shtml.

Let Your Qi Flow to Faster Sales

Learn how to market your listings more effectively with proper home preparation byattending “Arrange Your Listings for Success—Real Estate Feng Shui.” Course instruc-tor Nancy Wesson will discuss the principles of Feng Shui, along with nationally recog-

Charles R. PorterBryker Properties

2007 ChairmanAustin Board of REALTORS®

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Take the mandatory MLXchange Intro course todayThe upgrade to the MLXchange MLS system is set for November 2007. Get ahead of the curveby taking a free Intro course that carries two-hours of MCE credit (TREC #02-00-059-6028).

To register, visit:https://www.abor.com/courses/cou_reg.cfm?course_type=MLX


HBA executive officer Harry Savio gets back on the dunking booth perch toraise money for the homebuilders’ political action committee at the organiza-tion’s barbecue bash.

Patrick Birdsong ofCapital CityS o t h e b y ’ sInternational Realty,Jamie Avila ofAustin AdvantageRealty, DavidBurton of Five StarGMAC Real Estateand SocarChatmon-Thomasof Coldwell BankerUnited REALTORSgive a thumbs up toProposition 6, whichprotects REALTORSand other smallbusiness ownersfrom unfair taxation.

Duane Steffek ofCentex Homesescorts RuthWarrick of ERAMillennium Realty instyle to the nextmodel home duringthe homebuilder’sgrand opening ofGarlic Creek.

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Jackie Ellason of Georgetown Title, Pat Patten of Moreland Properties and Judie Allenof Steve Klein Signature Homes donate to the WCAoR scholarship fund and in returnenjoyed live music and munchies at Cimarron Hills.

Candy Buzan (holding scissors) of PrimeLending officially opens her new office atHester’s Crossing in Round Rock by cutting the ceremony ribbon.

WCR 51st Annual Installation LuncheonTh ursda y , D ec em b er 6 � 11 a .m . � Balcon es Co un tr y Club

Special Guests: Representative Mark Strama and SantaSilent Auction and Photographs with Santa

Contact Linda Hall at 250-0909 for more information

honoring and installing the 2008 President and Board of DirectorsLinda Hall - President

Marie Dang-Schwartz - President-electSusanna Boyer - Vice President of Membership

Holly McCormick - SecretaryJohn Schutze - Treasurer

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CINDY TUTTLEAustin Area Manager9020-I Capital of Texas HighwayGreat Hills Corp. Ctr., Suite 170Austin, Texas 78759Main: (512) 346-4320Toll Free: (800) 972-4818Direct: (512) [email protected]


Amy Sewell of Rooster Realty checks out the educational materials that KatieRobinson of KB Home is offering at Realty Round Up.

Mark Sprague ofR e s i d e n t i a lStrategies tellsWilliamson CountyAssociation ofREALTORS mem-bers that the out-look for CentralTexas remainsstrong.

Connie Hentosh ofFairway ViewHomes and DennisGuerra of NewlandCommunities lookforward to visitingwith elected officialsat HBA’s barbecuebash.

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Beth Lozano and Harper Ray, both of Cornerstone Mortgage, arrive at the AustinCountry Club to learn the latest in the banking industry at the monthly meeting ofthe Austin Mortgage Bankers Association.

Jennifer Linscott,Kim Ghanem, RussForbus and MikeCannatti, all ofCountrywide HomeLoans, explain toREALTORS atRealty Round Upwhy their companyand other lendershave been in thespotlight lately.

Leslie Germenis,Corine Grice andSherri Williams, allof PrimeLending,have a grand time atthe company’s openhouse at Hester’sCrossing in RoundRock.

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11October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm Women’s Council of REALTORS

Austin Members Active in the WCR Texas Chapter

The Austin Chapter was well represented at the WCRState meeting in Galveston. Linda Hall chaired theHospitality Committee, David Burton chaired theMembership Committee, and vice chaired the EducationCommittee, and Barb Cooper chaired the TechnologyCommittee meeting.The state elections were also held at this meeting and

we’re pleased to let you know that several Austin mem-bers will be serving WCR on the state & national level in2008! Susanna Boyer was appointed as vice-chair of the

Membership Committee. David Burton was appointed tothe Strategic Planning Committee, Chair of the EducationCommittee, and he will lead a education session at thenational meeting in Las Vegas. Sheila Hawkins-Bucklewwas appointed to the Member Network Strategic Forum.Barb Cooper will serve as Technology Chair and WCRTexas Governor of Area C.

WCR Joint Meeting with NAPMW on Oct 25

WCR is proud to welcome The National Association ofProfessional Mortgage Women (NAPMW) for JointBusiness Networking Luncheon at ABoR. Our specialguest speaker is Danny Payne, Commissioner of the TexasDepartment of Savings and Mortgage Lending. Get readyto network! Seating is Limited, RSVP online atwww.austinw cr.org. $20 for WCR & NAPMW members,$30 for all other guests and paying at door.

Executive Breakfast – Luxury Panel on Nov. 8

Join us for this informative panel discussion with someof the top producing agents in the Austin luxury market,as well as home staging hints, and etiquette for the luxurybuyer. Breakfast will be served. The cost is $20 with reser-vation, $30 for all at door. RSVP online at www.austin-wcr.org

2007 WCR Austin Chapter Member of the Year Nominations

Do you know a fellow WCR member who has gone above and beyond for theAustin WCR chapter, while maintaining a business and remaining active in theirboard, and community? Now is the time to submit their name for consideration asthe 2007 Austin Chapter Member of the Year. Nominations are also being accept-ed for WCR Rookie of the Year, WCR Affiliate of the Year, Lifetime Achievement,and a brand new award, “WCR Business Woman of the Year Award.” The nomi-nation forms, candidate qualifications, and contact information are available onour Web site at www.austinwcr.org.

Membership Appreciation

We’re very proud of all members of the Austin Chapter! We’re one of the largestchapters in the state! As we celebrate our 50th year in 2007, we would like to cel-ebrate some of our long standing members. Thank you for your dedication to thisorganization!5 to 10 Years: David Burton, Billie Martin, Nancy DeVelde, Cindy Gilbert, Patti

Stevens, Todd Lessig, Van Davison, Greg Fedro, Becky Hopkins, Kay Warren, JayBrummet, Sherri Williams, Bill Griffith, Leola Lamb, Anita Farrell and Jay Gohil.

10 to 20 Years: Marian Derks, Sheri Brummett, Helen Edwards, Laura Nye,Laura Duggan, Diane Kennedy, Barbara Wigginton, John Moore, Mark Minchew,Mo Anderson, Liz Hogue (we miss you!), Gayle Bullock, Dena Reneau, BetsyScheffe, Kay Kerr, Vanessa Bivens, Deborah Bily, David Pavliska, Carol Parker,David Foster, Janice Campbell, Mary Mealy, Beth Oliver, Bill Stanberry, GloriaArroyo-Richardson, Paula New, Cathie Richard and Barbara Hill.Over 20 Years: Peg Braxton, Sandy Bednar, Ann Marie Sandlin, Reta Kays. and

Beverly Thomas.

Barb CooperColdwell Banker United,REALTORS

2007 PresidentWomen’s Council of REALTORS®

TThhee 22000077 WWCCRR AAuussttiinn CChhaapptteerrMMeemmbbeerr ooff tthhee YYeeaarr NNoommiinnaattiioonnssaarree bbeeiinngg ssoouugghhtt

Thursday, Oct. 25

WCR & NAPMW present Loan Fraud& Legislative Update

ABoR - 11 a.m.

Thursday, Nov. 8

WCR ExecutiveBreakfast and LuxuryPanel Discussion

9 a.m.

Thursday, Dec. 6

WCR InstallationLuncheon

Balcones CountryClub11 a.m.


Sandra Alvarez and Marsha Lebkowsky, both of Coldwell Banker UnitedREALTORS, tour the three model homes in Garlic Creek, during the CentexHomes grand opening of the Buda development.

Laura Montecillo ofPulte Homes cele-brates a winninghand of blackjack atRealty Round Up,but has a long wayto go to match thepile of chips JerryHohensee of SunCity Texas allegedlyamassed.

David Matthys ofRE /MAX Cap i t a lCity is one of threewinners of flatscreen color TVs.Cliff Fritschle ofFind-A-Spec.comwas giving themaway at the compa-ny’s booth at RealtyRound Up.

View or Purchase

the pics


www.realtylineon

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13October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm Home Builders Association (HBA) of Greater Austin

bathroom work), you must register with the TRCC and paythe $40 registration fee.Even if you’ll be transferring the title on the home and

plan on making the renovations yourself, because you’rethe one supervising or managing the construction, you areacting as the general contractor and considered a builder—therefore you must register, regardless of whether or notyou hold a license under Chapter 11 of the OccupationCode. This also means that you will be required to meet thesame standards as a builder under TRCC rules, such as ful-filling the five hour continuing education requirementsand providing for county inspections (as of September2008). More new and related rules are still being written,

according to Patrick Fortner of the TRCC, and will be voted on at the next TRCCmeeting. For more information or to register a project, visit www.trcc.state.tx.us/.To learn more about how to choose a builder or buy a new home, visit the Home

Builder’s Association of Greater Austin’s Web site atwww.AustinHomeBuilders.com; then click on consumer resources.

Do you know how you will be affected? The Texas State Legislature recently passed House Bill 1038, which made sever-

al changes to the Texas Residential Construction Commission (TRCC). The mainpolicy change you should know about is in Property Code Title 16, section 401.003.Put simply, this part of the code states that interior renovations of $10,000 or

more must be registered with the TRCC. If you’re planning on flipping a propertyor making any interior changes costing over $10,000, and if these changes touch onmultiple disciplines requiring that you to coordinate the work of different subcon-tractors and suppliers (such as work with flooring and cabinets, or countertops and

Eric PerkinsMeritage Homes Corporation

2007 PresidentHome Builders Association(HBA) of Greater Austin

RREEAALLTTOORRSS BBeewwaarree:: RReemmooddeelliinnggPPrrooppeerrttiieess ffoorr RRee--ssaallee MMaayy CCaauusseeYYoouu ttoo RReeggiisstteerr wwiitthh TTRRCCCC oorr RRiisskkHHeeffttyy FFiinneess

Heath Nuckolls, center, of Chase, watches to see whether Gwynn Teal Carpenter ofHome Hearth Realty or Vicki Hallman of Exit Realty will win the hand of blackjack at RealtyRound Up.

Steve Homer of Keller Williams Realty is ready to master his Treo, but not until after shar-ing lunch with David Hays, Becky Homer of Keller Williams Realty, and Lori Higgins at atraining session hosted by Georgetown Title at Cimmaron Hills Golf and Country Club.


Ashley Prendergast of Keller Williams Realty drops her business card in the cagefor the grand prize drawing at Realty Round Up.

WCAoR presidentHarry Pokorny andincoming presidentGary Cocanougherkeep it cool at theo r g a n i z a t i o n ’ sScholarship On TheRocks.

Diane Christy ofDiane Christy REAL-TORS and CindyLindsay of Tree TopProperties get direc-tions to the nextmodel from JanetCairns of CentexHomes during thegrand opening ofGarlic Creek inBuda.

Discover why no one cando what Countrywide can.We are the experts at finding solutions.

KIM GHANEMSales ManagerDirect: 231-3424Cell: 743-8609

KENT KILLOUGHSales ManagerDirect: 231-3435Cell: 736-9310

FRANK HUNTSales ManagerCell: 633-6922

TONY GARGANTAHm. Loan ConsultantDirect: 231-3422Cell: 657-1714

MICHAEL LANDERSHm. Loan ConsultantDirect: 231-3417Cell: 540-0075

MARK SUMRALLHm. Loan ConsultantDirect: 231-3436Cell: 585-1481

“JP” PALMERIHm. Loan ConsultantDirect: 231-3418Cell: 791-2476

RUSS FORBUSHm. Loan ConsultantDirect: 231-3416Cell: 554-7877

RANDALL ROBINSONHm. Loan ConsultantDirect: 231-3420Cell: 432-528-3218

JENNIFER LINSCOTTBranch Manager

Direct: 231-3423Cell: [email protected]/jenniferlinscott

NORTH AUSTIN BRANCH9828 Great Hills Trail, Suite 550

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Robin Martin of Stanberry & Associates learn about home inspecting services from JustinPoague and Maury Dugas at the Burgess Inspection Group booth at Realty Round Up.

Caroline Carver, daughter of Doren Carver and Tawanna Carver of Realty Line, takesa shot at dunking Home Builders Association of Greater Austin executive Harry Savio atthe barbecue bash and elected officials night.

Sign up to Bowl for a worthy causeThe Sales and Marketing Council (SMC) is hosting its second annual “Strike

Against Hunger” charity bowling tournament on Tuesday, October23, at 300Austin Bowling Lanes on IH-35. Benefiting Mobile Loavesand Fishes, a local charity that feeds the hungry and poor, thetournament is expected to exceed last year’s donation of $14,000.For more information, contact Naomi Bludworth at (512) 454-

5588, ext. 105.

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512.347.1753 fax

[email protected]

AArree yyoouu llooookkiinngg ffoorr tthhee

UULLTTIIMMAATTEElending experience ffoorr yyoouu

aanndd yyoouurr cclliieennttss??Despite the recent market challenges, clients and Realtors have madeit clear that Harper Ray is the lender they trust. They know she can becounted on to see their loans through to the closing table and beyond.

“I would like to give Harper and her team a special thank you forgetting us a terrific rate AND making sure that in this mortgagedisaster unfolding that we were funded without having to worryabout a major problem at the funding table.” - Stefan & Shelley

DDiissccoovveerr ffoorr yyoouurrsseellff wwhhyy HHaarrppeerr RRaayy''ss UUllttiimmaattee LLeennddiinngg GGrroouuppiiss mmaakkiinngg aa ddiiffffeerreennccee iinn tthhee lliivveess ooff AAuussttiinn hhoommeebbuuyyeerrss..

17October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm Williamson County Association of REALTORS®

For Sellers:1. Make sure to price right and show well! The tendency to

price over market in a more active market should be some-thing to steer away from today. Pricing below the competitionand not just by $1 will get more traffic through the door. Thenumber of houses in inventory should encourage you to hirea staging company if you don’t have the ability or experienceto advise your client yourself. Since buyers have options, youwant to make sure you eliminate as much negative as possi-ble, even if that means the seller has to invest some money inupdating.2. Use statistics to your client’s advantage and share it with

them every 7-10 days. The dynamic housing market shouldkeep REALTORS reviewing and evaluating the competitionsprice and condition. It is always a good idea to keep an eye on your competition, butyou should be sure to share the information often with the seller so that they are awareof their position in the market place. Simultaneously, make sure to identify and marketproperty characteristics that may be different from the competing homes.3. Follow up on leads and feedback. The interested buyers who are calling on avail-

able properties are in short supply, so take the time to return sign/ad calls and be pre-pared to “sell” the house. In this type of market REALTORS tend to understand theimportance of feedback and will have the tendency to respond to calls or emailsrequesting feedback. Share the feedback with the seller—in regards to both leads andthe showings. The lead information will give insight into what buyers are looking forand active REALTORS who are out showing property have a great point of compari-son that both the listing agent and the seller can benefit from.4. Educate the seller on our local market. Yes, it’s important to educate the clients and

the general public on the current condition of our local market in comparison to thenation. Use statistics to show the sellers the 2005, 2006 and 2007 housing sales numbersand prices. It’s hard to argue with statistics and providing information that you haveaccess to and sellers don’t that show we are still in a decent market will be encouraging.This is a challenging market where buyers and sellers depend on the expertise and

professionalism of a REALTOR. This provides REALTORS an opportunity to shine andshow they are worth what they are paid. This will be the environment where the topagents will survive and those not willing to give the extra service will suffer. Steppingup the services provided will yield referrals and repeat clients—the type of businessevery REALTOR desires.

The housing market across the nation is under great scrutiny and evaluation inregards to high inventory, falling prices and unstable interest rates—buyers and sellerswill be walking into real estate transactions and decisions with shaky legs and protect-ed pocketbooks. In the current market, stepping up the level of service a REALTOR provides can

make a significant difference in the client’s experience. For Buyers:1. Do the buyer and yourself a favor. Qualify harder. The tighter lending market will

cut back on the borderline buyers. Good buyers will be the ones who have down pay-ment funds. It is very upsetting and degrading for a buyer to shop for homes if theyhaven’t qualified first—only to be exposed to homes they can’t borrow money for orcan‘t afford.2. Be the expert you are. Provide good comparable houses for the buyer to consider

along with the statistics on the final three homes. This market will churn out more“invested” buyers so make them comfortable with their decision by providing the com-parable sold statistics in each of the three neighborhoods.3. Be patient. The media hype will make buyers more cautious in this market.

Patience will pay. The buyers who are shopping for homes right now do not want tomake quick decisions, especially with the available inventory. So understanding that upfront and providing guidance and opinions will help to ease their concerns.4. Educate the buyer on our local market. Economists say that Texas hasn’t always

followed the nation’s housing market. While Texas is experiencing a more challengingmarket, it isn’t as bad locally as it is across the nation. Use statistics to show the buyersthe 2005, 2006 and 2007 housing sales numbers and prices. It’s hard to argue with sta-tistics and providing information that you have access to and buyers don’t that showwe are still in a decent market will be insightful.

Ysolette NicosonColdwell Banker UnitedREALTOR

2007 PresidentWilliamson CountyAssociation of REALTORS®

SStteeppppiinngg UUpp SSeerrvviiccee iinn ttooddaayy’’ssCCoommppeettiittiivvee MMaarrkkeett

• View Lots!

• Treed Homesites!

• Exquisite Features!

• One story homes up to 2500 Sq. Ft.

• Two story homes up to 3100 Sq. Ft.

Sales Consultant: RichardSales Consultant: Richard246-8758246-8758


Kay Kaiser of ERAColonial joinsCorinna Binder andMary Patterson,both of KellerWilliams Realty atthe Master YourTreo class thatGeorgetown Titlehosted at CimmaronHills Golf andCountry Club.

Lynn Bates helpsLominta LovingLoftis of ColdwellBanker UnitedREALTORS dosome earlyChristmas shoppingat the company’sopen house, whichfeatured pewter andjewelry fromMexico.

Melissa Mandy, dressed as a Las Vegas bride-to-be at Realty Round Up,encourages REALTORS to give gift subscriptions to community publications toclients who are relocating to the area.

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Offer begins January 1, 2007 and ends December 3, 2007. Commissions are paid at the time of closing. Program subject to change or end withoutnotice. Homes must sell by December 31, 2007. Homes sold and/or program can not be carried over to the following year.

Every time you sell a Wilshire

home between January 1, 2007

and December 31, 2007,

Wilshire will reward you with

extra commission. Earn 3%

commission on the first home

you sell, 4% on the second,

and 5% on the third and each

additional home you sell by

the end of the program.

www.wilshire-homes.com

You deserve a bigger slice.

commission onFIRST sale

3%

commission onSECOND sale

4%

commission onTHIRD sale

5%

EQUALHOUSING

OPPORTUNITY

Build On Your Lotfor more information call 512-930-5300

Bella Vista - 512-219-0886

Sonoma - 512-341-9769

Avery Ranch - 512-341-3545

Covered Bridge - 512-301-2498

Belterra - 512-301-2498

Meridian - 512-301-2700

The Commons - 512-989-8120at Rowe Lane

Lakeside at - 512-252-8583Blackhawk

Walsh Trails - 512-219-0895

Highpointe - 512-894-0502

Star Ranch - 512-341-9769

Teravista - 512-293-2258

2

1

4

3

6

5

7

Grand MAX Builder of the Year.

8

9

10Anderson Mill Rd

1826

Ben White Blvd

A.W

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rimes

GattisSchool Rd

Covered Bridge

O'Connor Dr

Avery Ranch Blvd

Be

lterr

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rive

DrippingSprings

Cedar Park

Round Rock

Lake Travis

45 Toll

Cypress Creek Blvd

VolenteRd

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Parmer Ln

Lakeline Blvd45 Toll

183A

Rowe Ln.

Georgetown

SH130

Brushy Creek Rd.

Pflugerville

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HWY29

Park

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University Blvd

1

23

4

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7

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John Horton and Susan Horton, both of Realty World, John Horton and Associates, wel-come the Round Rock High School color guard to the company’s monthly business meet-ing at Cool River Café. The meeting fell on Sept. 11, so the agents acknowledged agentswho previously served in the military.

Bill Evans and Stevie Bear, both of Austin Real Pros, keep Austin real by encouragingpeople to do one good deed to help a fellow Austinite. They were among the many ven-dors at Realty Round Up.

Karen Wilson and her husband Robert Wilson celebrate their 35th anniversary at the DolePlantation in Hawaii. She and the other agents of RE/MAX All Stars are also celebrating thestart of their franchise’s sixth year in business.

AABBooRR CChhaaiirrmmaann RReecceeiivveessPPeeaacceemmaakkeerr AAwwaarrddCharles Porter, chairman of the Austin Board of REALTORS® (ABoR), received

the 2007 Peacemaker Award from the Dispute Resolution Center of Austin. Theaward honors individuals who teach, model or promote peacefulsolutions to conflicts in the real estate industry. Porter was recog-nized for his 15 years of commitment to mediating disputes bothprofessional and private.Porter serves as an ethics lecturer at Concordia and St.

Edward’s universities. He also teaches the mandatory ethicscourse for the National Association of REALTORS and the TexasReal Estate Commission’s Legal Update course. In 2005, Porter’scourse, “Mediate, Arbitrate, Litigate” won the Outstanding Educational ProgramAward from the Texas Association of REALTORS (TAR). The course examines pop-ular methods of dispute resolution used in the real estate industry.Porter’s work as a pro-bono mediator for ABoR helps members avoid costly and

time-consuming litigation. His service over the past three years as Ombudsman forTAR has allowed him to mediate conflicts throughout the state. Porter has also par-ticipated in ABoR’s Professional Standards Committee and has served as Chair ofthe Grievance Committee and Chairman of the Ethics Hearing Tribunals.Congratulations to Charles Porter for his reception of this prestigious award.

His ability to resolve conflicts peacefully has made him an invaluable resource forthe local real estate community.


Lynn Bates of AmeriPoint Title and Dianne Blanchard, a retired RE/MAX agent, checkout the Mexican pewter that Lori Blanchard Harper and Montine Blanchard of Viva Giftsbrought to the AmeriPoint open house to help REALTORS find housewarming, wedding,birthday and holiday gifts.

Dana Wood of Moreland Properties and Rolf Mitzkat of Mitzkat and Associates attendthe grand opening of PrimeLending’s new office at Hester’s Crossing in Round Rock.

Porter


Christy Cook and Abbey Hester, both of Independence Title, wear hard hatsand carry the right tools to man their Realty Round Up booth, which featured amock up of the Hoover Dam, representing “The Best Damn Title Company.”

Central TexasC o m m e r c i a lAssociation ofRealtors executivedirector JoeMcCullough goesover the agenda forthe CTC PropertyExchange meetingwith CathyConeway, CTCAR07 president, andJoe Linsalata ofLinsalata RealtyServices.

Maury Dugas ofBurgess InspectionGroup tests all theelectrical outletsduring a recenthome inspection toensure the home isin top-notch condi-tion for buyers.

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the Steiner communi-ty only because theydon’t realize theamount of luxuryproperty available.Mayer says buildersare building in severalgated communities,the gated Universityof Texas Golf Club,Savannah Pointe,Lakewood Hills andRiver HeightsOverlook. There isalso Bellagio Estates, a neighborhood of lakefront homes onLake Austin that are larger than any competing lakefront com-munities and offer 200 feet of rare Lake Austin frontage. “We are also one of the few com-munities that offer custom home sites for those who want to buy a lot and build a customhome.” These communities include both Bellagio Estates and The Bluffs, a gated area ofhalf-acre to two-acre home sites high above Lake Austin.Mayer lists current Steiner Ranch builders as: Mercedes Homes, David Weekley

Homes, Taylor Woodrow Homes, Plantation Homes, Morrison Homes, Monterey Homes,Drees Custom Homes, Partners in Building and Highland Homes. Custom buildersinclude: Randy Rollo Custom Homes, Echelon Homes and Affinity Custom Homes. Inaddition, two townhome projects are underway—Longhorn Canyon and The Fairways atSteiner Ranch. “Whether you are a young family, an empty nester, or anywhere in-between, there is something for everyone, from the $300s to more than $3 Million,” saysMayer. Square footage ranges from about 1,600 square feet to more than 6,000 square feet.“We want REALTORS to know that we still offer a fantastic selection of great

view lots. And, since we are only a 25 to 45-minute commute to most of the Austinarea, we are closer-in than many other new home communities.” Mayer alsopoints out that REALTORS who register their clients at the Steiner RanchWelcome Center will receive a $50 gift card if the client buys a new home.“With the great location, natural beauty and topography, schools, recreation

and well-planned amenities, we truly offer something for everyone,” says Mayer.“Our location sets us apart, and it’s the location that brings us together.”

23October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm Associates In Progress


With 4,600 acres of “the prettiest land in Austin,” Kathy Mayer, community salesmanager, says Steiner Ranch is the definitive master-planned community in Austin.She estimates there will be 4,150 homes upon completion within the next two to threeyears. At that point, the community mix will include single family homes, condos,townhomes and retail—providing residents with the ability to go to dinner, grab gro-ceries and get gas, without ever leaving the Steiner Ranch community.Steiner Ranch is being developed by Taylor Woodrow, who bought the communi-

ty in 2000. Taylor Woodrow is also developing the remainder of Senna Hills, but cur-rently has no other land development projects in Austin. The company has, however,expanded its homebuilding expertise throughout Austin.Mayer points out that Steiner Ranch offers three community centers, a lake club on

Lake Austin with day docks, and 18-miles of hike and bike trails, as well as manyorganized activities. The newest “amenity center,” the Bella Mar community center,opened in May as a state-of-the-art facility with a Jr. Olympic pool, splash area, tennisand basketball courts, and a pavilion and party room.And of course, there’s the golf course. The 18-hole championship golf course

designed by Bechtol Russel Golf Design is the first permanent home to the Universityof Texas men’s and women’s golf teams. The championship caliber 7,412 yard, par 71course opened in late 2003 and still has available memberships as well as social mem-berships. The second phase of the clubhouse is currently under construction, andwhen complete will offer a full service restaurant, expanded pro shop, locker roomsand lounges. The original clubhouse will then be retrofitted into a fitness center.“We really want REALTORS to know that this is a well-planned and thought out com-

munity—complete with everything you would expect from a luxury development.”Mayer says she is often surprised when talking to “luxury” REALTORSwho don’t show

SStteeiinneerr RRaanncchh

Community Center


T H E R E ’ S

N O T H I N G

E L S E

L I K E I T. ADDRESS BUILDER BR/BA SQ. FT.2504 Grand Mission Way Legacy Homes 3/2.5 1,81018925 Wandering Vine Cove Highland Homes 4/2.0 2,1822804 Canyon Valley Run Morrison Homes 5/3.5 2,5373116 Misty Heights Texas Big by Legacy 4/3.5 3,050

– Available Inventory –

Homes mid $100s–$350s • falcon-pointe.com

Exit SH-45 East, Exit Kelly Lane and Turn Right on Falcon Pointe Blvd.

Highland Homes512-670-1518

Legacy Homes512-670-3040

Morrison Homes512-670-3607

Texas Big 512-989-3374

REALTORS® WELCOME. Prices, specifications and plans represent present intent of the developer and builders and are subject to change without notice.

HURRY OVER TO FALCON POINTE, PFLUGERVILLE’S ONLY MASTER-PLANNED COMMUNITY.

Newland Communities is a privately owned company that creates residential and urban mixed-use communities in 14 states from coast tocoast. We believe it is our responsibility to create enduring, healthier communities for people to live life in ways that matter most to them.www.newlandcommunities.com

Mary Ann Ramsel,seated, createssome businesscards on notebookpaper after runningout of them atRealty Round Up.Dropping them inthe booths earlierthat day paid off—she won $500toward closingcosts. With her weresisters ReginaEarls and AdrienneEarls. All are withKeller WilliamsRealty.

Judy Cretney ofStewart Title checksto see if the secondplace ribbon hercompany won in thebooth competitionat Realty Round Upcould work as anostentatious earring.After all, everythingis bigger and gaudi-er in Las Vegas, thevirtual setting forthis year’s event.She said the teamhad been logginghours puttingtogether their setsince May.

Kathie Femal of Mission Mortgage is amazed at how many lucky rolls of the dicereal estate professionals made at the company’s bunco table at Realty Round Up.

Bill Bebee of River City Mortgage helps Geoff Potts of First Houston Mortgagedraw for the winner of an iPhone at Realty Round Up.


LuCinda Bachman of First State Home Loan and Tracy Pennington of Stewart get mate-rials ready before people started to arrive for the property tour.

Jeff Hudson, left, and Will Lynch, right, both of Pulte Homes, discuss marketing ideaswith Jeremy Frost of Keller Williams Realty while sampling wine and cheese at theHighpointe community in South Austin.

Foo Swasdee, owner of Satay Thai Restaurant, provides personal service to CindieBrooks of Chicago Title and her guest speaker, Rick Knowles of Capital Real EstateTraining. He discussed the correct ways to fill out contracts at Contract Boot Camp.


Dan Morey and J.Elaine Phillips,both of First HorizonHome Loans, areglad to see JeffTenney of ChaseMortgage, at thisyear’s Las Vegasthemed RealtyRound Up.

First American Titledivision presidentTommy Board cele-brates the compa-ny’s first place winalong withShamayne Argall atRealty Round Up.Visitors could spin awheel marked withcompany member’sfaces to move themforward in a race.Visitors placed theirbets on the winner,which qualifiedthem for a drawing.

ABoR’s Mona Goris, right, puts a wristband on Debora Harris of Century 21Ripley Realty so she can enter the exhibit hall at Realty Round Up.

ABoR’s Denise Schulz gives writing pads to Cheryl Fowlkes, Stephanie Forkeland Cathi Boortz, all of La Hacienda Professionals, after they checked outABoR’s new web site to confirm their personal information.

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29October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm Associates In Progress


TTeexxaass MMoorrttggaaggeeCCoonnssuullttaannttss

with absorbing the construction costs and payments throughout the construction phase. Or,sometimes you have an investor that intends to buy a rental property with the intent to hold.This situation will most likely call for longer term financing.” In short, their solutions aredesigned to get a client from Point A to Point B. Stout and Rodriguez also mention that whilethey’ve created a strong niche in construction and interim lending, their expertise stemsfrom their traditional mortgage business for statewide purchases and refinances.With a volatile mortgage market, a strong knowledge of how loans come into play and

the role they are intended to play is critical. “We have to look at where the market is,” saysStout. “Someprograms thatwere availablesix weeks agoare gone. It’snot the samemarket and it’snot as easy toget banks tolend money ormake the sameloans that weremade sixweeks ago. It changes on a daily basis.”And this change is something REALTORS need to pay close attention to, says Stout. To

this end, Texas Mortgage Consultants has been offering presentations to REALTORgroupsthat focus on the recent changes in the mortgage and lending industry, explanation as towhy the changes are occurring, and illustrating how to recognize and create practical andworkable solutions. “We’re looking at where the market is every day, and finding the bestway to work within the guidelines until it settles down. Our interim sources have reallybecome a lifeline by stepping up to the plate to provide the Jumbo and Stated loans thatmany wholesale lenders have done away with.”Both Stout and Rodriguez point to the company’s mission statement as a way to sum up

what Texas Mortgage Consultants does best for its clients. “At Texas Mortgage Consultants,we want to help you achieve your mortgage goals successfully, in a way that meets yourneeds. We are committed to bringing high-quality, personal service, not only for this trans-action, but for future transactions as well. We recognize our customers are the bloodline ofour business and we strive to provide you the best experience possible.”

As a referral based company, Texas Mortgage Consultants knows they have to find cre-ative solutions for their clients, especially when a market is undergoing change as quicklyas is today’s mortgage industry. “Today, understanding financial markets is the key. Youhave to understand what is going on and how it pertains to individual clients,” says RussellStout, president and owner of Texas Mortgage Consultants. Stout’s four-year-old companyis located at the Arboretum in north Austin.Richie Rodriguez, Texas Mortgage Consultants’ production manager, adds that they pro-

vide more than mortgages. “Sometimes a deal makes sense but there may not be a mort-gage product available to fit the customers’ goals. By working with local banks and finan-cial institutions, we are able to provide creative financing alternatives that are outside of thenorm.” He points out that this is just one example of the consultative nature of their relation-ship with clients, and in part it is what sets them apart from other mortgage brokers. “It’snot always just the rate or payment, but the advice and ability to answer questions that ourclients appreciate,” says Rodriguez. And, he says, monitoring the daily mortgage marketfluctuation and watching how it interacts with the economy puts it all in true perspective.At times, finding the right niche for each client sometimes means not placing them in a

traditional mortgage, but finding other interim lending solutions, says Rodriguez. As anexample, he points to some of the “fix and flip” and construction loans available which cre-ate many puzzle pieces to consider. He says that while a long-term mortgage isn’t alwaysthe best solution, there is a solution when looking at the whole picture—and that is exactlywhat Texas Mortgage Consultants does best. They answer the questions: What product bestmeets the client’s needs and how do we get them there? Stout adds that “it often takes cre-ative solutions to answer these questions. For example, if we have an investor who intendsto rehab a property and flip it, the solution is most likely a shorter term loan that gives theinvestor the ability to qualify for a loan that encompasses purchasing the property along

“With a volatile market, someprograms that were available six

weeks ago are gone. We’relooking at where the market isevery day. ” - Russell Stout,

president and owner


SWBC Mortgage Corporation

Strong. Local. Experienced.

More than just loans—we deliverpeace of mind for you and your clients.

• SWBC has been building relationships in South Texas for over 30 years.

• I will help determine the best loan for your clients’ budget and strategic financial goals. With an investment this large, careful planning and precision expertise are a must.

• I will always strive to provide sound advice and straight talk.

Emily FrankeMortgage Consultant

Office: 512-531-1800Mobile: [email protected]

Call me anytime, I will always take great care of your referrals!

Ellen Boettcher’sseminar, “HomeStaging 101,” atRealty Round Upwas such a drawthat people werewilling to sit on thefloor to gain usefultips she shared forplacing items in ahome to make itmore attractive tobuyers.

Rick Knowles andTim Hood of CapitalReal Estate Trainingshare informationwith BryceThompson ofFalcon CreditServices at RealtyRound Up.

Nianne Van Bibber of Morrison Homes shows Stephanie Magers of JBGoodwin REALTORS the homebuilder’s available listings at Realty Round Up.

Teresa Tibbs of Stanberry and Associates fills out registration information beforeentering the exhibition hall at Realty Round Up. Her husband Edward isn’t in realestate, but he said he came along to give her support.

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Worldwide builder and developer of master-planned communities.www.taylorwoodrow.com ©Taylor Woodrow Communities.Information contained within this advertisement is correct at timeof publication and subject to change. 1007

HOMES FROM THE MID $200S TO OVER FOUR MILLION | 512-266-5833 • 800.783.4640W W W . S T E I N E R R A N C H . C O MDavid Weekley . Drees Custom Homes . Highland HomesMercedes Homes . Meritage Homes . Monterey Homes Morrison Homes . Newmark Homes . Partners In Building Plantation Homes . Taylor Woodrow HomesCustom Homes: Affinity Homes . Echelon Homes . Randy Rollo Homes

AND REMEMBER, BRING IN AND REGISTER YOUR CLIENT AT THE WELCOME CENTER

BEFORE A CONTRACT IS WRITTEN AND YOU WILL RECEIVE A

$50 GIFT CARDWHEN YOUR CLIENTS PURCHASE AND CLOSE ON A HOME IN STEINER RANCH IN 2007.

Community–wide inventoryDate

Address Builder Sq.Ft. br/ba Price available2212 Golden Gate Park Mercedes Homes 2,600 4/2.5 $324,990 September12721 Lee Park David Weekley 2,600 3/2.5 $355,815 September12701 Belcara Place Plantation Homes 2,598 3/3.5 $368,490 Nov/Dec.12624 Calistoga Way Plantation Homes 3,077 4/3.5 $375,408 November12612 Belcara Place Plantation Homes 2,992 3/2.5 $375,990 Nov/Dec.12612 Calistoga Way Taylor Woodrow Homes 2,502 4/2 $385,569 September12616 Calistoga Way Taylor Woodrow Homes 2,860 4/3.5 $423,407 September12800 Capella Trail Morrison Homes 3,540 5/3.5 $513,044 November11728 Red Oak Valley Taylor Woodrow Homes 2,994 4/2.5 $529,909 Completed12925 Bright Sky Overlook Morrison Homes 3,540 5/3.5 $544,019 October11908 Granite Bay Place Taylor Woodrow Homes 3,630 4/3.5 $552,660 October306 Horseback Hollow Monterey Homes 4,009 4/3.5 $649,578 Completed13612 Coleto Creek Trail Drees Custom Homes 4,508 4/5 $659,900 September909 Lakewood Hills Terrace David Weekley 4,100 4/3.5 $671,058 December12901 Arbor Lake Cove Highland Homes 4582 5/5 $683,000 January505 Horseback Hollow Monterey Homes 4,053 4/3.5 $726,325 November11908 Eagle’s Glen Drive Drees Custom Homes 4,397 4/3.5 $730,900 September605 Horseback Hollow Monterey Homes 3,943 4/3.5 $730,954 November13305 Coleto Creek Trail Taylor Woodrow Homes 4,222 5/5.5 $773,150 Completed11508 Eagle’s Glen Drive Drees Custom Homes 4,249 5/4 $794,900 Completed2008 University Club Drive Taylor Woodrow Homes 4,203 5/4.5 $814,981 Completed1408 Hawk’s Canyon Circle Drees Custom Homes 4,243 4/3.5 $842,900 Completed1400 Hawk’s Canyon Circle Drees Custom Homes 4,543 4/4.5 $890,900 Completed11509 Firethorn Court Randy Rollo Homes 4,521 5/4.5 $985,000 Completed11609 Firethorn Court Affinity Homes 4,929 5/4.5 $1,281,500 Nov/Dec.11508 Firethorn Court Affinity Homes 4,989 5/5 $1,287,500 Oct/Nov.

HOME NATUREat withA T S T E I N E R R A N C H

We are at home with nature and we want you to be at home at the Steiner Ranch Welcome Center.Come in today and experience all that our Welcome Center has to offer.


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ABoR presidentDavid Foster andABoR chairman ofthe board CharlesPorter check outthe exhibit hall atRealty Round Upwhere their organi-zation’s membershave set up eye-catching booths tospread the word toREALTORS abouttheir company’sadvantages.

Jasmine Colla andChristy Reynolds,both of CentexHomes, wrap a boaaround RobertDunlap at RealtyRound Up. Robertsells personal andexecutive gifts.

Reba Holmes, standing far right, and the rest of the Century 21 Ripley Realtycrew show who they think is the best agency at Realty Round Up’s after party.

Connie Hentosh of Fairway View Homes does her best Vanna White impressionat the company’s Wheel of Fortune booth at Realty Round Up. Ofelia Magallanturns the letters to reveal a message.

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Just sell and close on a new home in Falcon Pointe

or Teravista between NOW and December 31, 2007

and you will receive an

on top of your commission at closing!

And that’s not all! You will also receive a

to the award-winning Teravista Golf Club!

Just bring your clients out to our beautiful master-

planned communities and they will fall in love.

With their miles of hike and bike trails, Residents’ Clubs

with pools and beautiful homes featuring the latest

innovative designs, Falcon Pointe and

Teravista truly sell themselves!

Newland Communities is a privately owned company that creates residential and urban mixed-use communities in 14 statesfrom coast to coast. We believe it is our responsibility to create enduring, healthier communities for people to live life in waysthat matter most to them. www.newlandcommunities.com

Prices, specifications and plans represent presentintent of the developer and builders and are subjectto change without notice.

Please see individual builders for rules, regulations and participation.Only new homes that are contracted and closed between October 1, 2007and December 31, 2007 are eligible.


The top hats Deborah Akins and Tammy Selvera wear at Realty Round Up helppeople remember where these professionals work – Top Realty Services.

Cliff Fritschle,standing, of Find-A-Spec.com, encour-ages Carrie Paceand JolieMcFarland, both ofCarrie Pace Realty,to sign up for hismailing list.Supporting him atthe company’sRealty Round Upbooth were KimMathis andAlleasha Ferron.

Julia Salmon ofBridges on the Parkshows a model ofthe downtown con-dominium projectand invites realtorsto stop by in personto see what all thebuzz surroundingthis new develop-ment is all about.

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Jeremiah Priddy (center)Market ManagerDirect: [email protected]

Kristi Fox (left)Account ExecutiveDirect: [email protected]

Jonathan Roussel (right)Account ManagerDirect: [email protected]

Robyn Rogers (seated)Sr. Account ManagerDirect: [email protected]

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SSttaaggiinngg BByy DDeessiiggnnBoettcher works through carefully screened

REALTOR clients, and says the initial staging consulta-tion is normally paid by the REALTOR. Staging servic-es above and beyond the consultation are presented asa project bid to the sellers. The seller then receives a pro-fessional and detailed written report with every recom-mendation made for their home. Boettcher describes thereport as a do it yourself project plan for the seller, pro-viding the listing REALTOR with a concise analysis ofthe property through “a buyer’s eye.” Staging ByDesign provides full project management from start tofinish, with a professional project proposal includingtime lines and costs. The company also supervisesmovers and packers for items that need to be stored.Boettcher says too that once a home is “pared down” her company completes thefinal staging and “tweaking” to ensure the home shows to its best potential.“Price and condition sell a home,” stresses Boettcher. “Because home staging

is applied visual marketing, it enhances a home’s features and at the same time,removes distractions.” She points out that for REALTORS, there is an added ben-efit. “A professional home stager will help the REALTOR keep their relationshipwith clients upbeat and positive,” says Boettcher. “The home stager has a differ-ent, consultative, relationship with the seller than the REALTOR, and is able tosay things to the seller the REALTOR would rather not say.” In addition, she sayshome staging frees up a REALTOR’S valuable time and energy, leaving moretime to develop new business.To better familiarize REALTORS with the home staging process, Boettcher

offers a class for REALTORS, Home Staging 101. She is an MCE certified trainerand recently presented a short version of the class at Realty Round Up where sheserved as acting Chairman. She will also present the class through a local realtytraining facility in the near future. “A home is an emotional as well as financial investment. At the same time,

showing a home is stressful, time consuming and labor intensive for both theseller and the REALTOR,” says Boettcher. “When a home is on the market it isthe seller’s goal to sell for the best price possible. My goal is to make the processeasier, while at the same time providing the competitive edge needed to sell ahome quickly for the best price obtainable in today’s real estate market.”

Ellen Boettcher is the founder of Staging By Design. After five years and morethan 3,500 local stagings, she says she has seen the proof that her company effec-tively helps REALTORS prepare their listings for extraordinary showings. Shedescribes home staging as visual marketing and explains a professional homestager’s job as being able to accentuate the positive amenities of a home and dis-tract from any negative features. Boettcher describes positive amenities as space,functionality and light, as well as physical attributes such as a fireplace, cabinetry,curb appeal and special updated or unique features. She says using furnitureplacement, color, decorative items and visual marketing skills will set the stage.Distracting a potential buyer from deferred maintenance, unfortunate decora-

tive choices, clutter, or anything else that would place a home in a “less thandesirable light” is also part of the staging process. In addition, what Boettchercalls “first impression rooms” require minute attention to detail. This meanscurb appeal, entry, living, dining and master bedrooms. “The benefits of homestaging go well-beyond the aesthetics of good showings,” explains Boettcher. “Itreally has nothing to do with an owner’s taste or style—but everything to dowith setting the stage to help potential buyers envision themselves living in thehome.”Boettcher explains that a home sale depends on both price and condition and

that by offering a home staging consultation the REALTOR has a value-addedcomponent to the overall marketing plan. Staging a home to sell is very differentfrom decorating a home to live in, says Boettcher, and this is a concept she saysshe must tactfully “sell” to the seller. She adds that for the buyer, a home in pris-tine condition is less costly, in that the time, effort and expense to get a home intoshape is minimized.

Ellen Boettcher

Owner


Emily Chenevert of Newland Communities welcomes REALTORS to the Chapelof Love at Realty Round Up. The company had a prime spot at the convention,as theirs was the first booth as guests entered the exhibit hall.

Tony Fernandez ofBettersworth Realtywelcomes ThomasGriebel of Pape-Dawson Engineersas guest speaker tothe CTC PropertyExchange meetingat Casa Chapala.

James Cargill ofCentex Homesmakes sure KrisHill, left, and KayBowen, both ofColdwell BankerUnited REALTORS,get the inventory listfor Garlic Creek, anew community inBuda.

From Austin: Exit #256 (1431/University Blvd.) and turn left on Teravista Club Dr.

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Newland Communities is a privately owned company that creates residential and urban mixed-use communities in 14 states from coast to coast. We believe it is our responsibility to create enduring, healthier communities for people to live life in ways that matter most to them.www.newlandcommunities.com

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Breed & Associates understands the time pressures that all realtors, lenders and borrowers face –

everyone deserves to have their deal close as quickly as possible.

We offer a 48 Hour Guaranteed* turnaround time on appraisals to alleviate your worries.

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breedandassociates.com 512.451.3376 [email protected]

Nicki Tyler of Stewart Title takes aim at Harry Savio, an executive officer of theHome Builders Association of Greater Austin, in the dunking booth at HBA’s bar-becue bash and elected officials night.

Brandon Aldereteof TAR, KendraZepeda ofIndependence Title,Victor Montalvo ofExit Realty, BonnieBarrera ofIndependence Title,and Deb Waldmanof TAR enjoy theNational Associationof Hispanic RealEstate Professionalsconvention inOrlando.

ABoR’s SallyYaryan dances as aband member atRealty Round Up’safter party joins thedance floor to giveher a private render-ing of the classic hit,“Mustang Sally.”Friends joyfullypointed to her asthey sang the lyrics,“Ride, Sally, Ride.”

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39October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm ABoR Director in the Spotlight

truly stands out, for him it’s a combination ofwhat he’s done with his life, and where it’s goingthat makes the difference. Graduating from col-lege, helping manage a family corporation andbecoming a father top the list. “As I’ve grownolder, I take satisfaction in knowing that I’vebeen able to finish things I’ve started. We all setgoals for ourselves, then take satisfaction inachieving those goals and then we derive enjoy-ment from the comfort items we accumulate, andI’m glad to say I’ve had my share of momentslike these.”Of additional goals, Guerrero points out that

he would like to create a portfolio of property forhimself over the next few years for long-terminvesting, while continuing to work with buyers and sellers. Retirementis not in the picture. As for the future, Guerrero says, “I see myself con-tinuing my activities in the ‘nuts and bolts’ of the real estate industry.”He says he looks forward to continued personal and professional success,and to expanding his volunteer commitments to the industry, on a statelevel through TAR as well as through NAR on a national level. Holdingthe ABR (Accredited Buyers Representation) designation, Guerrero cur-rently is active with the Austin Board of REALTORS and serves on sever-al different committees. He has also chaired the Realty Round Up,Grievance and Professional Standards and Community Service commit-tees. And, this is his first year of a three-year appointment as a Directoron the Board of Directors for ABoR. Guerrero says he is not an excitableperson, and attempts to weigh his options and choices before voicing anopinion.Perhaps this is why associates tell him he brings a “calm and level-

headed view to the table.”When not actively involved in his chosen career, Guerrero says he

enjoys being outdoors and seeing new locations and sites. He stays busywith activities such as hunting, fishing, camping, photography and cook-ing. He considers himself an above average cook, and likes the challengeof preparing new meals and dishes for family and friends.

After almost 14 years in real estate, Leonard Guerrero says he stilllooks forward to what each day brings. Guerrero is an agent with JBGoodwin REALTORS and an assistant manager for the company’sNorthwest Austin office. Guerrero has been with JB Goodwin for hisentire real estate career and says he anticipates many more years with thefirm. The company currently has about 193 agents in its three offices:Northwest, Westlake and Williamson County.Real estate is not Guerrero’s first career. But it may well be his last. As

a principle in a family business that has since closed, he says the oppor-tunity to begin a new career in which he could remain his own bossappealed to him. Initially, he was drawn to residential real estate becauseof the prospect of making a comfortable income and then moving into thecommercial field. He says he came to the conclusion early-on that he wascomfortable in the residential niche he created, enjoys his independence,and looks forward to new personal successes. “JB Goodwin’s drivingmotto is to help people, and I look forward to being able to accomplishthis goal with each seller or buyer I meet.”With this in mind, Guerrero says he does his best to make sure each

client receives the best help he can provide. “Clients always want to feelthey have the best agent in the world working for them—and as such, Itry to make sure I don’t disappoint them, by providing the expertise andservice they deserve.”Guerrero is a native Austinite, graduated from The University of Texas

and attended graduate school there as well. And, his three children alllive in Austin. His oldest son works with a major homebuilder in theirland development division; the second son is in graduate school at TexasState University; and his daughter is a freshman at ACC. Guerrero sayswhile there doesn’t seem to be a “single” personal accomplishment that

Leonard GuerreroABR

JB GoodwinREALTORS

LLeeoonnaarrdd�GGuueerrrreerrooof JB Goodwin REALTORS


Certified Residential Specialists president Carrie Weikert of Keller WilliamsRealty and CRS members Nancy Filgate, Bill Avalar and Jay Gohil raffle a lonestar necklace benefiting Any Baby Can at Realty Round Up.

Sue Meuth andConnie Lincoln,both of GeorgetownTitle, take time toenjoy the peacefulview at CimmaronHills Golf andCountry Club duringa Treo training ses-sion.

Cheryl Jenkins andWinifred Harrison,both of ColdwellBanker UnitedREALTORS, live itup at thePrimeLending grandopening at Hester’sCrossing in RoundRock.

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Contact us at FairwayViewHomes.com or 512.219.0340 for more information.

New Homes from the $300s – $800Al Coffey at 512.228.9555

Villas from the $180s – $300sOfelia Magallan at 512.801.8067

FAIRWAY VIEW HOMESat The Reserve at Twin Creeks wants

to whisk you and a guest away to fabulous

Paris, France! All you have to do is sell and close one

of our gorgeous inventory homes* by December 31, 2007 and you

could find yourself at the top of the Eiffel Tower! It’s that simple! Fairway View Homes is proud to present its line of newly designed Craftsman homes at The Reserve

at Twin Creeks which offers a unique blend of luxury and recreation in the natural setting and beauty of Central Texas.

Fairway View Homes offers spacious, Craftsman style homes ranging in size from 1,400 - 5,000 sq. ft. which offers a marriage

of classic design and modern amenities. We also offer 1, 2 and 3 bedroom villas ranging from the $180s to $300s.

After touring our homes, you will understand how our architecture is designed with style from every angle.

REALTORS® WELCOME. *Must Sell and Close on a new single family home to be eligible for the trip. Prices, specifications and plans are subject to change without notice.


Texas Association ofRealtors chair AvisWukasch opens theorganization’s stateconvention inGalveston with akeen wit.

Patricia Wagner,Sonya Luechauerand Pat Daffin areeager to hear thelatest news at theAustin MortgageBankers Associationmeeting at AustinCountry Club.

Arthur Lish and Ted Allen, both of Coldwell Banker United REALTORS, shareinformation at the CTC Property Exchange at Casa Chapala.

The NAHREP crew encourages REALTORS to come to the chapel and get mar-ried at the Las Vegas-themed Realty Round Up. There were several Elvis sight-ings at the event, but their Elvis was honored for being one of the best.

43October 2007 RReeaallttyy LLiinnee ooff AAuussttiinn wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm WCAoR Director in the Spotlight

Board member, was featured on a marketing panel at theCRS National Convention in 2006, and is working on hisCCIM designation. He has also received top producerawards from RE/MAX, including the Chairman’s Cluband Hall of Fame Awards. He adds that as a buildingsuperintendent in Houston for Royce Builders he wasawarded the “Stud” of the Year award (actually the topbuilder of about 80 superintendents).White describes himself as the type of person that “likes

the bottom line.” He says he “sees things that need to bedone—and then implements them.” His hope is to giveback to the industry, both from what he’s learned and mis-takes he’s made, passing the lessons on to others. Andcoaching his team, working with them to become betterREALTORS, also returns benefits to the industry as a whole.“We are in business to help our clients buy or sell,” says White. “Our job is to rep-

resent them and advise them in making the decisions they need to make—keepingour emotions out of the mix so we can work with our clients honestly and withintegrity as we help them reach their goals.” White says this means learning not tobecome attached, but to learn to guide, and to avoid competition with otherREALTORS. “We as REALTORS should all work toward the same goal, a successfultransaction that benefits our clients.” He describes his position as one of an advisor,listening to clients, and then helping them achieve their dreams.Of his own achievements, White says he has created a business that supports his

lifestyle and family, and allows him to do the things he defines as important in life—spending time with his family, attending his children’s events and in general, beingthere. “Life is short and we should all evaluate and then re-evaluate our priorities andfocuses.”White has been married for 10 years to “his wonderful wife, Paige.” They have two

daughters, Bailey, seven, and Riley, five. Spending time on the lake, skiing, tubing andvacationing as a family are priorities White says he values and works to maintain. Heis also an avid tennis player, playing in several leagues, and is a founding memberand vice president of the newly formed Community Tennis Association in LibertyHill.Priorities in business, family priorities, and building lifelong relationships keep

White involved. Loving what he does, he says, keeps him engaged.

Shane White, broker/owner of RE/MAX Town & Country in Liberty Hill,started his career as a homebuilding superintendent in Houston, after graduatingfrom Texas A&M. But when he and his family decided to relocate back to Liberty Hill,White says it was time for a career change. His father-in-law started the business in1982, and in 2000, White acquired his real estate license and joined the company. Withhis background in new home construction and the strong growth to the north andwest of Austin, he says he saw a great opportunity.It was the opportunity to be in business for himself, provide for his family, and the

ability to take his career as far as he wanted to take it that first drew him to realestate—but it was what he learned about the business, and what he was able toaccomplish, that kept him there. In 2003, White bought the business from his father-in-law and now also operates a team out of the brokerage, The Shane White Team.White describes himself as being self-motivated, an important trait to someone in

the real estate business. His early goals included being successful, providing for hisfamily, paying expenses and making a profit. During the past seven and a half years,his goals have expanded to include running a profitable business that provides bothfor him and his team members, and learning all he can in order to stay at the forefrontof the industry. “We’re always growing, setting team goals for production. And it allleads back to being profitable and creating a vibrant healthy team with the ability toserve our clients well.”To this end, White says he sees an ongoing need in the industry for better contin-

uing education with respect to how one learns to actually “perform” as a REALTOR.He says it’s after REALTORS get their license that they need to learn and understandhow to operate their business as a business. “There are exciting opportunities for allof us as an industry, but we have to be involved,” says White. This means attendingdesignation courses like the GRI, ABR and CRS courses. Since obtaining his license in2000, White has gone on to earn the ABR, CRS, GRI and e-Pro designations as well ashis Broker’s license. He is currently a Williamson County Association of REALTORS

Shane WhiteABR, CRS, GRI,e-Pro, Broker

RE/MAX Town &Country

SShhaannee�WWhhiitteeof RE/MAX Town & Country


Ande Brophy, cen-ter, of WilshireHomes welcomesJimmy Goff, left, ofGoff Properties, andDoren Carver, pub-lisher of Realty Line,to the WilshireHomes booth at LasVegas themedRealty Round Up.

April Downey andDina Mata-Scott,both ofIndependence Title,find that theAssociation ofP r o f e s s i o n a lMortgage Womenaccepts memberswho work in allaspects of realestate.

Leslie Crider, Marley Bautista and Tajuana Fields, all of Coldwell BankerUnited REALTORS, learn about Garlic Creek from Danielle Kuykendall ofCentex Homes at the Buda community’s grand opening party.

Mariela Gutierrrez of e-Executive Realty and Michael Byxbe of J.B. GoodwinREALTORS attend a recent meeting of the Williamson County Association ofREALTORS to hear an economic forecast from a market consultant.

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EQUAL OPPORTUNITY HOUSING6th floor views from Riverside & Lamar.

512.472.1118 bridgesonthepark.com

IN THE TREES, IN THE PARK,IN THE CITY, IN THIS YEAR.Own a luxury residence in the heart of Austin.


Greg Weeks of Taylor Woodrow discusses the company’s latest offerings withSusan Galyean of RE/MAX Heart of Texas REALTORS at Realty Round Up.

Beth Lozano, left,and JessicaBarrera, right, bothof CornerstoneMortgage, visit withSam Turner, anattorney withWaterloo Escrow, atRealty Round Up,but only for a shortwhile because theyhad several hundredbooths to see.

Terri Miles andBuddy Estrella ofMission Mortgageenjoy a bite to eatwhile mingling withothers in the indus-try, as they attendthe monthly meetingof the AustinMortgage BankersAssociation atAustin CountryClub.

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Scott Robarts of Stewart Title checks the bets Cynthia Savoie of Global RealtyMarketing, Wendy Marschel of Keller Williams Realty, Michelle Blakesley of TheBlakesley Agency and Sherry Mullin of Client Expressions place at Realty Round Up.

Nancy Cocanougher of Avalar Real Estate and Lori Higgins of Georgetown Title getsome design tips from Jodie Pavlish at the Williamson County Association of REALTORS’Scholarship On The Rocks.

Larry Davisson of ERA Bettinger REALTORS and Norma Sizemore of RE/MAX AustinSkyline enjoy shrimp cocktails before heading off to the next model home at the CentexHomes grand opening at Garlic Creek in Buda.

48 The Back Page wwwwww..rreeaallttyylliinneeoonnlliinnee..ccoomm RReeaallttyy LLiinnee ooff AAuussttiinn October 2007

Jennifer Bettis of Mortgage Acceptance, Georgina Horne of First State Home Loan andKatie Osborne of Full Moon Design get ready to play some blackjack at Realty Round Up.

David Hooker and Pat Burch, both of Realty World, John Horton and Associates, maketheir way through the maze of booths at Realty Round Up.

Ryan “Elvis” Wickerman and Kathy Mayer of Steiner Ranch serve fried peanut butterand banana sandwiches to the curious at this year’s Las Vegas themed Realty Round Up.

Visitors could play Guitar Hero at the Hard Rock, United Title style, at Realty Round Up.Front row: Linda Schulman, Lisa Mills and Lynn Puckett. Back row: Marlee Calvert,Sarah Jones, Somer Szarlacki, Courtney Cunningham, Sheila Otterpohl and KennethOsborn.

Jackie Curry and Gerry Spencer, both of Exit Realty, sport their company’s totes whilewalking the aisles at Realty Round Up alongside Josh Borders and Eddie Rinehart, bothof Treaty Oak Mortgage.

Hours of hard work pay off for the First American Title team, as the company was award-ed first place for its Realty Round Up booth. From left: Division president Tommy Board,Shamayne Argall, Ashley Howard, Fran Pullin, David Avery, Paige Powell and MelindaCarroll.

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