Inside this Issue – Summer 2016
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Welcome to the Summer 2016 issue of the S.E.C. Observer. In this issue, Paul M. Winger, S.E.C.,the 2016 president of the Society, asks you to consider if you are “factoring in risk” in today’s market.

Ron Moser writes a special story to illustrate what the Society means to him. Ed Berlinski, S.E.C., suggests that a “Twitter hashtag might be the answer,” and Steve England, S.E.C., asks “what is the vision?”

Charles E. Sutherland, S.E.C., shares how to “borrow a CD to obtain a loan” and Bob Steele, S.E.C., presents his strategy for “idea tracking.”

The S.E.C. Education Foundation’s 2016 president, John P. Brennan,S.E.C.,reports on recent and upcoming courses. The Society News Briefs section includes information about our upcoming meetings in Burlington, Vermont, and Fort Lauderdale, Florida; it also includes information about the “Comprehensive Due Diligence is Key in Real Estate”course that Tim Conley, CCIM, SIOR,will present on September 18 and the “Advanced Commercial Real Estate Negotiations”course to be presented by Joseph Larkin, ASC, CCIM, scheduled for November 13.

In this issue our“In the Spotlight” section features Gary Vandenberg, and you will learn the path he took to becoming a member of the Society.  Richard Reno recommends that you “ask these questions first” and, in the History Files, Chuck Chatham asks, “Counseling—what is it?”

Enjoy this issue. As always, we welcome your comments, suggestions, and submissions of articles to be considered for publication. Please contact the S.E.C. office via e-mail at sec@secounselors.com.

Jackie Hellingson
Editor, S.E.C. Observer

S.E.C. President’s Message

President’s Message – Factoring in Risk?
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Factoring in Risk? Whether you think that the economy is actually heading for a financial reset and, in some scenarios, a catastrophic reset, or that the fiscal fear mongers are out of control and financial collapse is just a way to sell more books, there is one factor you must consider when counseling your client […]

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Feature Articles

What the Society Means to Me
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I attended seminars presented by James Misko and Wally Walker in my hometown of Missoula, Montana, in 1972,and shortly thereafter attended Richard Reno’s course near San Jose. My mentor/partner, J.C. Jacks, was the only S.E.C. in Montana at the time, and he piqued my interest; the three seminars closed the deal.Cliff Weaver was a friend […]

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Society Columns

Is a Twitter Hashtag the Answer? Maybe.
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Over the years I, like many others who have attended real estate marketing meetings, have pondered this question: “How can we play a part in promoting the local, regional, and national groups where real estate equity marketing takes place? How can we make them more aware of the meetings that are currently taking place across […]

:: read this article What is the Vision?
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Does our organization or our business have a good vision? I listened to a speaker this week who used an illustration for all organizations and businesses.  He told us to think about our business or group as a rope circle with all of our employees or members inside, but holding on to the rope.  The […]

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Formulas and Strategies

Borrow a Certificate of Deposit to Obtain a Loan
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*Excerpted from Creative Down Payments, a book by Chuck Sutherland Strategy As an incentive for a financial institution to make a loan, you can entice a third party to place compensating balances into the bank. Those compensating balances might be in the form of checking accounts, savings accounts, or Certificates of Deposit. Dick Janson, a […]

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Idea Tracking

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In the Spotlight

Gary Vandenberg
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Gary Vandenberg, S.E.C. Gary grew up in Grand Rapids, Michigan, and was the middle child with an older brother and younger sister. His mother was a keypuncher (or what would be referred to today as a computer data technician) and his father was an excavator. They divorced when Gary was five years old. Growing up, […]

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S.E.C. Education Foundation

S.E.C. Education Foundation News
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John P. Brennan, S.E.C. 2016 S.E.C. Education Foundation President As we head into the summer months of 2016, we continue to expand our education classes around the country. The Ultimate Syndication Workshop, presented by Gene Trowbridge on Sunday prior to the Denver S.E.C. meeting, drew over 50 attendees and was very well received. Gary Vandenberg […]

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Society News Briefs

S.E.C. Marketing Conference September 2016
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S.E.C. National Invitational Marketing Session Burlington, Vermont September 18–21, 2016 The S.E.C. National Invitational Marketing Session will be held at the: Hilton Burlington 60 Battery Street Burlington, VT 05401 Call (802) 658-6500 to make your reservation. Make your hotel reservations early, as we only have a limited number of rooms available. The cutoff date for […]

:: read this article Comprehensive Due Diligence in Key in Real Estate
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Comprehensive Due Diligence is Key in Real Estate Burlington, Vermont September 18, 2016 The S.E.C. Education Foundation and the Society of Exchange Counselors are pleased to announce that Timothy R. Conley, CCIM, SIOR, will present “Comprehensive Due Diligence is Key in Real Estate” from 8:30 a.m. to 5:00 p.m. on September 18 in Burlington, Vermont. […]

:: read this article S.E.C. Marketing Conference November 2016
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S.E.C. National Invitational Marketing Session Fort Lauderdale, Florida November 13–16, 2016 TheS.E.C. National Invitational Marketing Session will be held at the: Embassy Suites Hilton Deerfield Beach 950 South Ocean Drive Deerfield Beach, FL  33441 Call (954) 312-2016to make your reservation. Make your hotel reservations early, as we only have a limited number of rooms available. […]

:: read this article Advanced Commercial Real Estate Negotiations
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Advanced Commercial Real Estate Negotiations Fort Lauderdale, Florida November 13, 2016 The S.E.C. Education Foundation and the Society of Exchange Counselors are pleased to announce that Dana Barnes, S.E.C., will present “Advanced Commercial Real Estate Negotiations” from 8:30 a.m. to 4:30 p.m. on November 13 in Fort Lauderdale, Florida. Some of the highlights and subjects […]

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The S.E.C. History Files

Ask These Questions First
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Editor’s Note:  This article first appeared in the April 1975 edition of the Real Estate News Observer. Many things have been written and said about real estate coun­seling. Here are some random questions which should be an­swered prior to exposing the property and the client to the mar­ketplace. Why does the client desire to move […]

:: read this article Counseling – What Is It?
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Editor’s Note:  This article first appeared in the August 1975 issue of the Real Estate News Observer. Most real estate practitioners believe they are counseling now. Nothing could be farther from the truth.The common concept of “real estate counseling” is that of a nose-to-nose confrontation with the prospect or client. Let us examine a dictionary […]

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