The statistics are compelling.

The number of citizens in the United States aged 90-and-older tripled to 1.9 million from 1980 to 2010. Furthermore, that number is expected to increase to more than 7.6 million over the next 30 years, according to a recent report from the U.S. Census Bureau.

Phoenix and other warm-weather cities are at the epicenter of that trend.

The old school way of looking at this, for real estate agents, is that more housing will start to flood the market as the elderly, unable to take care of themselves, abandon their conventional homes for nursing homes. That means plenty of opportunities for the listing agent. However, that’s only half of the story. Changes are also taking place in the assisted living industry, especially in Phoenix, that could have massive implications for real estate agents.

Developers of nursing homes can’t keep up with the demand for beds. Secondly, the elderly are increasingly deciding that it can be less costly, and they can enjoy a better quality of life if they transition from a conventional house to what is called a “Group Home.” According to Maricopa County, “a Group Home serves ten or fewer minors/children, disabled (antiquated ordinance language reads ‘handicapped’) or elderly persons living together as a single housekeeping unit in a long term (at least one year), family-like environment in which staff persons provide on-site care for the residents.”

Maricopa County is home to more Group Homes, 2000, than any other county in the United States.

And the growth in demand for Group Home accommodations is not slowing down. Larry L. Miller, a Phoenix real estate developer, has managed three such homes in the Phoenix area for almost a decade. “We frequently have a waiting list to get into our Group Homes,” said Miller. “When a bed opens, it is filled quickly. This demand is being driven by individuals and families, as well as healthcare-related companies and insurance companies. The latter is significant because it means that Group Homes, as long as they meet the licensing requirements, are an equal alternative to nursing homes in the eyes of the healthcare industry.”

Miller added that this demand has attracted substantial entrepreneurial activity in Phoenix, where individual developers purchase a conventional house and convert it into a Group Home. The construction cost is modest compared to the increased value of the home once it is licensed.

One example of this is Tim Hurst, a Phoenix developer who, over the past few years, has purchased more than a dozen conventional homes, renovating some of them into Group Homes and then selling them to operators, such as Miller.

With 50 years of construction and construction management experience in residential, commercial, and industrial projects, Hurst has the process down to a science. And, being in his early 80s himself, this issue is also very personal. To that end, he has embraced the opportunity to visit with residents. “Transitioning into a Group Home is such a life-changing experience for these residents, as opposed to moving into a nursing home or conventional assisted living facility, where they are institutionalized,” he said.

Given this compelling trend, Hurst, whose company, Hurst Construction, has been building homes in Phoenix for three decades, began looking for a way to fuel his passion. Hurst turned to an old friend, and former Phoenix resident, Peter J. Burns III. Burns is widely respected as the co-founder, along with Brent Richardson, of the nation’s first College of Entrepreneurship at Grand Canyon University. “The spark behind the college was ignited … by Peter Burns, a self-made millionaire (and teacher of) entrepreneur education classes at Arizona State University’s Barrett Honors College,” according to the Phoenix Business Journal.

“I knew if anyone could find a way to secure the necessary capital to satisfy this insatiable demand, it would be Peter, whose entrepreneurial instincts are second to none,” said Hurst. Burns has not disappointed, securing the capital necessary to merge with Miller’s business, and making Hurst a partner.

Called Horizon Care Homes, the new entity has already purchased ten homes in the Phoenix market. Most of these homes will be Behavioral Group Homes, outfitted to serve the physically and/or mentally disabled community.  One of the homes will form the foundation of a new division of the company, called Luxury Group Homes, which will be comprised of mansions, or ‘white elephants’ as Burns calls them. The first mansion acquired is being retrofitted into a Luxury Assisted Living Group Home and offered, with executive chefs and other luxuries, to well-heeled clientele, who are used to a certain standard of living, and can afford an out-of-pocket expense of upwards of $15,000 a month to live in this luxurious setting.

The opportunity for the real estate agent community is real.

“We are not the only ones in the marketplace,” said Burns, who has hedge funds clamoring to back his business. “There is a growing opportunity for agents to sell their inventory to developers, like our group, and earn a commission from a different kind of buyer.”

Such sales will happen more quickly if the property has the following characteristics, according to Hurst who is on the front line of evaluating such properties:

• Motivated seller
• Single floor, or elevator
• Five or more bedrooms

Even without those qualities, the good news is that more selling opportunities are on the horizon.

She was just 19 years old when she purchased her first home. Beyond being a symbol of independence and maturity, the experience prompted Shannon Everett to rethink her whole life plan.

REAM: Who is EJ? 

Tallman: I was born in Seoul, Korea, and moved to Phoenix with my parents and two siblings in 1974 when I was only 7 years old. All we had was $350 and each other. We didn’t even speak English! Both of my parents worked multiple jobs to provide for us. Their sacrifice has shaped so much of who I am and how I approach work. It is here in Arizona, that I met and married my loving husband, Mark, and we raised our three children.  

REAM: What first drew you to the real estate industry?  

Tallman: I was drawn to real estate because of the flexibility and the independence. When I first got my license in 2002, I had three young children. Being involved in their lives was a priority for me. Little did I know that real estate would offer me so much more than a flexible schedule! My favorite part of real estate is the relational aspect – I have truly made lifelong friendships with my clients. It is so rewarding to be able to work with families to find the perfect home because the love of my family is what led me to this career!   

REAM: Did you have a career in another industry before embarking in real estate?  

Tallman: I worked in sales at Carnation Dairies/Nestle Corporation for about two years. After my kids were born, I transitioned to a stay at-home-mom for about 10 years. While my kids were little, I was heavily involved in volunteering and also worked part-time as a teacher’s assistant for about five years and as a sales associate at St. John Home Furnishings in Scottsdale.  

REAM: Who are your real estate mentors?  

Tallman: I know that having a great support system in this industry is a must. Great broker/owners, Chuck and Angela Fazio, over at Revelation Real Estate and the amazing staff make such a difference and I could not be more appreciative of them. The positive atmosphere and the endless training provided to all the new and seasoned agents are invaluable assets. I always try to surround myself with positive individuals and those that bring out the best in all of us. I believe that living everyday with passion and purpose and try to surround myself with people who bring out the best version of me!  

REAM: Tell us about your first sale?  

Tallman: I had received a referral from another agent in my office that was a sign call. The sweet couple didn’t speak English, so their daughter translated for them. We were looking in the central Phoenix area and there weren’t many homes for sale in the neighborhood they wanted. We were driving around the neighborhood and I saw a “For Sale by Owner” sign around the corner. The property was vacant, and I called the number on the sign. The owner showed up and we negotiated the offer price and terms right then and there and we had an executed contract the following day. I contacted the FSBO seller to provide him with an update. He asked me how long I’ve been doing real estate. I told him I was in business for about three months. He thanked me for bringing him the buyer and then asked if I could list and sell four of his other rental properties in Phoenix. I said, ABSOLUTELY! We’re still in contact all these years later. 

REAM: What do you enjoy most about your day-to-day job?  

Tallman: I really enjoy helping my clients find their dream home and negotiating for my clients. I believe that my uncompromising dedication to my clients’ best interest leads to lasting relationships. Truly, the best part about this business is turning clients into lifelong friends.  

REAM: Are there any upcoming changes you’re excited to announce?  

Tallman: I will be marketing with one of my colleagues, who also happens to be a dear friend, in order to provide a completely comprehensive buying/selling service experience. From representing sellers and landlords to providing staging services, we will be covering the complete spectrum of services as residential agents. 

REAM: What career goals do you have for the next five years? The next 10?  

Tallman: My husband, Mark, is going to join my team after his retirement from the police force and I could not be more excited to grow together as a husband/wife real estate team! My husband jokes that he will be my personal chauffer. At some point, I would also like to hire a personal assistant. I’ve experienced an amazing amount of growth in the past few years and would like to have someone to help me with the day-to-day organizing and help me navigate the increasingly technological market.  

REAM: What is one of the challenges you face in the industry? How do you overcome it?  

Tallman: My biggest challenges are the new technologies and the endless social media outlets for agents. I’m not a techie person so I had to hire a marketing person to help me streamline my social media presence. I realized that my past and current clients want to work with me not because I have all the state of the art technology or an online presence, but just want me as their agent that they can trust with the most important purchase, which is their home. 

REAM: What one trait most differentiates between a successful agent and an almost successful agent? 

Tallman: Each agent operates differently and approaches business in a different way. There are differences in knowledge, attitude, experience, communication, negotiating style and ultimately, results. I spend time with clients up front to clearly understand their objectives and needs to ensure that I am providing them with the optimal buying or selling experience. When they are an informed buyer or seller, then they’ll make the best decisions for the most important purchase or sale in their life. That’s why my goal is to keep my clients informed on trends in the market place, utilizing the latest tools and statistics available in the Phoenix real estate market.  

REAM: What are some of your hobbies outside of the office?  

Tallman: I love to spend quality time with my husband, family and friends. Now that we are empty-nesters, my husband and I are looking forward to our many future travels together to where our adult children are located. I enjoy working out, going on mini vacations, enjoy reading motivational and spiritual books, walking/hiking, and playing with our two energetic (or should I say crazy) golden-doodles, Scout and Newton. My other passion is babies. I’m currently looking into becoming a “Baby Holder” at a nearby hospital.  

REAM: How are you involved in the local community?  

Tallman: I was very involved volunteering at our children’s parochial school and also at their high schools. The past few years, I have been helping my elderly parents with their medical/health needs. I would like to get more involved in our church at St. Mary Magdalene. My Catholic faith is very important to me and provides me with an immense clarity and also discovering my true purpose and self-potential.   

REAM:What first drew you to the real estate industry?  

Erickson: With my interior design background, I have always had an interest in real estate. My dad was in construction and worked at a lumberyard and had connections with builders. My idea was to work with builders and design their model homes. I have always enjoyed meeting new people and helping them. 

REAM: Who are your real estate mentors?  

Erickson: I was searching for a mentor in the real estate business to help me after I lost my real estate partner. I was lucky and found two, Keith and Deanna Weaver. They grew their business from being a small, local real estate company to now being regional owners of EXIT Realty Arizona. They make EXIT agents feel like family, offer continuous support, expertise and learning classes. Also introduced me to the Brian Buffini, Peak Performance course. I am so grateful I did the course and have learned so much on how to keep my business growing. 

REAM: What is your biggest challenge as a real estate agent?  

Erickson: One of my biggest challenges has been going forward in real estate after the loss of my real estate partner and fiancé, Tom Huber. We were a great team. I had to learn to stand on my own two feet and push forward. My daily question to myself during that time was, “Can I do this?” With doing my daily affirmations and striving forward and constantly learning, I have realized…”Yes, I can do this!” and have done well! 

REAM: What do you enjoy most about your day-to-day job?  

Erickson: I love that in real estate it is never the same day twice. Every sale or listing is unique. The people and families that I meet, end up becoming life-long friends who I continue to stay in touch with. I have an outgoing personality and love to make everyone feel at ease. I know that purchasing or selling your home can be the one of the most stressful events of your life and I like to make it a smooth transaction. 

REAM: What career goals do you have for the next five years? The next 10?  

Erickson: I see myself continuing to build my business base to where it is completely referral base. To be constantly learning as technology changes. In 10 years, I would like to be mentoring, training and sharing my knowledge with new agents on how to truly care for their clients and on building their business. I plan to continue to grow, mentor and help other agents. I love what I do and cannot imagine not doing it. 

REAM: Tell us about your first sale.  

Erickson: I have to say that I was lucky to have such a perfect client on my first sale. He was a first-time buyer and was eager to listen to me and let me guide him through the transaction. Everything went smooth and he was so grateful to be a homeowner. To this day, I am in contact with him and his family and he sends me referrals. I consider him a friend who I will always have time for. 

REAM: What are some of your hobbies outside of the office?  

Erickson: Crafts is one of my favorite things to do. I love to create my own pop-by gifts for my clients. It is a great way for me to reconnect with them. I am a football girl and always look forward to it and keeps me connected to my brothers. I enjoy being outdoors and hiking in the fall with friends, traveling, BBQs. Art fairs are a passion of mine and live music on a patio. Arizona is just a great place to do just about anything. 

REAM: Is there anything else that you would like to add. 

Erickson: I believe my future is bright and I am looking forward to everything life has to offer. I am lucky to do what I love, I love being a real estate agent. 

“It’s actually a function of an organization called the National Academy of Distinguished Neutrals,” Kalish explains. “They make the appointment scheduling toed available to us to use on our individual websites. I’ve found it to be extremely convenient and effective.”

The National Academy of Distinguished Neutrals (NADN) is an invitation-only professional organization whose members are mediators and arbitrators who have distinguished themselves by their handson experience in the field of civil and commercial conflict resolution, and by their commitment to the practice of alternative dispute resolution.

Kalish, who began conducting settlement conferences as a judge pro tern in 1992, completed his formal mediation training in 1995 and has since devoted his law practice almost exclusively to providing alternative dispute resolution services as both an arbitrator and mediator.

With more than 20 years as a judge pro tern – which includes a full-time paid position on the Maricopa County Superior Court – Kalish has presided over numerous bench and jury trials, expanding and enhancing his skills as an effective mediator and arbitrator.

ACADEMICS TO AIR

Completing his pre-med studies at Purdue University in 1969, Kalish decided to take a break from the world of academia and, at the peak of the Vietnam conflict, enlisted in the military.

“I was no longer eager to go on to med school,” he says. “In fact, I was tired of school at that point. I also didn’t want to be a foot soldier, so I decided I was going to be an Air Force fighter pilot. I joined the Air Force, and through a series of events unrelated to my current situation, I succeeded. I became a fighter pilot! However, instead of going to Vietnam, I was sent to Europe.”

After serving five years in Europe, Kalish was assigned to the Pentagon in a special program for up-and-coming officers.

“At that point, I took one look at what they refer to as ‘the real Air Force’ and decided I’d had enough,” he quips. “I decided to get out, but was left with the question, ‘What do I do now?’ I knew I didn’t want to be an airline pilot, that would have been like driving a bus.”

One of the primary reasons Kalish had decided to leave the military was because of the prolonged separation from his family. Now married with a young son and daughter, he felt that flying for an airline would pose the same dilemma. After giving the situation a great deal of consideration, Kalish decided to go into law.

“I figured, I like to argue so I’ll become an attorney’ he says with a smile.

ARIZONA LAW

Born in New York and raised in New Jersey, Kalish had seen plenty of the world by the time he received his Juris Doctor from Georgetown University Law Center, graduating magna cum laude and serving as a staff member of the Georgetown Law Journal. By then, he was 32 years old, and it was a family decision as to where they would settle.

“My kids were 7 and 5, so we knew we didn’t want a large city like Washington or Chicago where, in addition to long work hours I’d also have a one or two-hour commute,” Kalish says. “We wanted a medium size city. I looked around at various law firms and ended up joining one of the largest firms in Phoenix. We already knew we liked Arizona as I had done my fighter training in Tucson. There was so much about the area that we found appealing; not the least of which were the mild winters. It was an up-and-coming city and a place we felt we would feel at home.”

Kalish stayed with the firm for about four years before becoming disenchanted with the bureaucracy, at which point he decided to go out on his own. From there things began happening quickly in his career.

“In 1987, I became a judge pro tern for the superior court,” he says. ‘At that time, they allowed judges to oversee actual trials. Today, they mostly do settlement conferences. In 1992, the court decided to try what they called ‘the settlement conference project.’ So, I volunteered for the training program.”

Eventually Kalish returned to his true passion, mediation and arbitration and revived his practice. Doing what he enjoys most, he says even his wife notices a difference.

“My wife says that I’m much easier to live with,” Kalish says with a grin. “She tells me that before I was always ready to argue any point, now not so much. And apparently, I’m a better listener.

“Certainly, much of it has to do with the fact that I’m doing what I love most,” he adds. “But, I also believe that there is a lot less stress involved. With mediation, you’re helping people find an amicable solution that both sides feel good about. It’s not a case of black and white, guilty or innocent. With arbitration, you are providing a faster, cheaper and more reasoned result to the dispute.”

All law firms all have their own personality, a culture that is immediately associated with that firm. Some are stuffy business firms; some are bare-knuckle courtroom brawlers; some may be known for their political connections; still others pride themselves on their back-room deal making ability.

The question is, how do they establish that identity? Is it a tone the founders and senior partners of the firm set from day one? Does it simply permeate throughout the firm from the top? Patrick MacQueen and Benjamin Gottlieb, the founders of MacQueen & Gottlieb PLC, don’t know how it works at other firms in the Valley, but at their firm it was a conscious choice to establish the firm culture they wanted right from the start.

“Although we were both pretty young when we founded the firm in 2016, we’d both been with a variety of firms in our careers,” says MacQueen, 40. “I think we had both seen things in other places that we didn’t want to have in our own firm, and that helped us shape what we did want. We’re both easy-going guys and we wanted that to be reflected in the culture of our firm, so we’ve made a conscious effort to make that happen in our firm. I’m not sure about everyone else, but I can tell you that for me it makes it a lot more enjoyable to come to work every day.”

While it’s simple to say you’re going to be the cool, laid-back law firm in town, it’s a little more difficult to put that vision into practice. But they are pulling it off , according to associate Rachel Werner.

“When I was interviewing with the firm, Pat and Ben both told me their firm was different from the typical law firm,” she says. “Both of them are young and are motivated to achieve success, and I felt like I was getting in on the ground floor of something great. And frankly, it’s been exactly what they said it would be. The only surprises are how much I have learned in a short period of time, and how hard I have laughed.”

Law clerk Brandon Bodea echoed that sentiment. “At MacQueen & Gottlieb, I have always felt free to ask questions, learn more and communicate openly with the partners. I know that isn’t always the case at other firms. I’m grateful to be in this environment.”

According to Bodea, there were a few reasons that drew him to MacQueen & Gottlieb. “I liked the fact that they were smaller and would have the ability to give me more specialized attention or would feel more comfortable giving me important research assignments. I feared that if I went to a large firm, they would only assign me insignificant research projects, and I wouldn’t learn as much. I was absolutely right – I feel like a full-fledged member of the team here.”

SETTING THE TONE

Establishing the culture is more than just cracking jokes in staff meetings and not wearing ties all the time. There’s an undercurrent of fun and a relaxed atmosphere that simmers beneath the surface of an office that is still very professional. It’s almost as hard to describe as it must be to create.

“Our office is a hybrid between a coffee bar, a lounge and a firm,” MacQueen says. “It puts our clients at ease, which translates to more clients, which in turn gives us the ability to hire very qualified attorneys and team members.”

“Patrick is naturally funny and easy going,” says Gottlieb, 32. “I’m a little more outwardly reserved, but something about being around Patrick loosens me up. He’s got a great sense of humor and puts people at ease, but he also has a great sense for when it’s time to get down to business.”

“We pride ourselves on being normal and relatable human beings who just so happen to have a lot of experience in real estate law,” MacQueen says. “This has translated into clients wanting to retain us as they see us as energetic, approachable and engaging. We speak to clients and their needs, do not have billable hour requirements, and try to do things in nontraditional ways.”

This vibe is best manifested in the gifts the two partners received from the staff on the firm’s first anniversary – bobblehead dolls representing them.

“We loved them,” MacQueen says. “They say as much about the firm as anything.

“I think there would have been a riot if the staff had done something traditional,” he continues. “The bobble heads were a perfect gift. They showed that the staff really knew us and were comfortable doing something outside the box. It also showed that we have developed a team atmosphere in which the staff can go a little bit off the wall and still have the partners love it.”

PATRICK MACQUEEN: THE GOLFER

Finding out how people start down the path they choose for themselves in life can be telling. It can be a carefully planned career path, a random fork in the road, or an early, insatiable passion that steers someone’s professional life. For MacQueen, it was golf and the people who played it.

Golf helped hone MacQueen’s competitive instincts as a youth in Michigan. Those competitive traits have served him well as an attorney, litigator and founding partner. In fact, MacQueen’s interest in the law dates to his days as working at a local golf course. He struck up friendships with some regulars, several of whom were attorneys and judges.

“Several of those guys impressed upon me the importance of the law in our everyday lives,” MacQueen says. “I listened to them talk about cases and knew I wanted to be a part of that exclusive club that could impact lives for the better. Of course, they left out the part about the difficulty of law school and the cutthroat nature and grind of being a young attorney and working 80-90 hours a week, but that’s OK. I had read enough John Grisham novels to know that was coming.”

He sharpened his competitive skills as a youth golfer competing around the country. In high school, he was one of the top players on his school team and helped lead them to a second- place finish at the state tournament. He also earned allconference and honorable mention all-state honors in both his junior and senior years. His game developed to the point where he was able to make the team at Michigan State, where he played his freshman year.

So why did he give up college golf after having early success? “I realized early on that I had a better chance of being a great attorney than I ever would of being competitive at the professional level in golf,” he says. “So, I dedicated the time I was spending on the course to becoming the best student I could be.”

It paid off. He graduated with honors from the Eli Broad College of Business at Michigan State University with a bachelor’s degree in finance. He then moved on to the University of Detroit Mercy School of Law where he was valedictorian of his class.

“The law is a very competitive field,” he says. “In law school the competition for grades is tough, and it doesn’t get any easier when you move to a firm and all the associates are competing to impress the partners. The competitive skills I learned on the golf course served me well in those early years. The game teaches patience, respect and tradition. To become good in golf and real estate law, you cannot cut corners. It just takes time and focusing on the right things.”

MacQueen came to Arizona after graduating from law school in 2006.

While he’s known in the profession as one of the easier attorneys to work with, don’t be fooled by his good nature if you’re on the other side of the courtroom, according to his partner Benjamin Gottlieb. “Patrick is one of the nicest people you’ll ever come across,” says Gottlieb. “He’s funny, interesting and great to be around. But don’t let his easy style fool you; when it comes time to practice law, there’s no one I’d rather have on my side – or would less like to square off against – than Patrick.”

MacQueen agrees that he is able to separate personal feelings from the need to achieve the best possible results for his clients. And that ability started on the golf courses of his youth.

“When I was competing in tournaments, I didn’t care nearly as much about winning the tournament as I did about beating my friends,” he says. “The trophies were cool, don’t get me wrong – but having bragging rights over my buddies was a greater motivator for me.”

MacQueen is still beating the neighborhood kids today, just at a higher level. He recently prevailed in several Arizona Court of Appeals matters and one with the Arizona Supreme Court. He recently represented Dunn & Gibson of New York in a $180 million deal here in the Valley and also served as local counsel in the $129 million acquisition of the City North development adjacent to Desert Ridge Marketplace in North Phoenix.

Golf’s influence on MacQueen has now come full circle.

“Now that we’re at the point we are in the firm and our careers, I’m looking to get the firm to the point where I can get out and play more golf,” he says. “Nothing would make me more proud or happy than for our firm to grow and have the attorneys we’ve brought on board succeed to the point where I’m no longer needed. Then I can spend more time on the golf course and try to get my game to the point where I can try to qualify for the PGA Champions Tour when I turn 50.

“I still work the 12-plus hours a day,” he adds. “And I know I’m making a positive impact on our clients’ lives, and that makes all of the other stuff worth the work it took to get here.”

BENJAMIN GOTTLIEB: THE NATURAL

What were you doing when you were 32 years old? Had you co-founded one of the fastest-growing firms in Arizona? Amassed an unbeaten record in jury trials? Been hailed as a leader in litigation, all the while managing to raise a family of three boys with your wife? Don’t feel bad – no one else besides Benjamin Gottlieb has either.

Gottlieb, who co-founded his firm at age 30, and recently prevailed in a six-day jury trial over a water law issue, has had what can only be described as a meteoric rise in the legal profession. He has gone from law school at Arizona State University, where he was managing editor of the ASU Law Journal, to founding partner in a real estate firm that is taking the profession by storm, in just eight years.

“Since Ben is too modest to say this about himself, I’ll say it for him,” says MacQueen. “He’s one of the best attorneys in Arizona, not just for his age, but for any age. His talent for research and preparation, combined with his skills as a litigator, make him truly one of a kind. There just aren’t many people in our profession who have Ben’s skill set. I’m proud to have him as my partner in the firm.”

While most young attorneys are sequestered in a research library to dig up case law and help the partners prepare briefs, Gottlieb’s skill set allowed him to jump directly into the deep end of the legal pool and start racking up victories early in his career.

Gottlieb describes himself as a litigator at heart. “There is no feeling in the world like standing up in a courtroom and arguing your client’s case,” he says. “Being in front of that judge and jury is the pinnacle of what I was working for through my undergraduate studies and law school. It fuels my passion for the law even further every time I’m in the courtroom arguing a case.”

That passion is a key to both his early success and keeping him motivated for the future.

“I’m very passionate about my work, about this firm, and the people who work here,” he says. “Once I take on a litigation client, I am fully dedicated to getting the best possible result for them. Whatever amount of time, work, research or legal knowledge is required to achieve that goal, I will put in. That passion, the conflict, matching wits and legal knowledge with the opposing side, really fuels me. And that’s part of what will help our firm grow and succeed.”

Gottlieb has prevailed in each of his cases that have gone to a jury trial, the most recent of which dealt with water law issues related to monsoon flooding. It’s an area that is of great interest to him.

“While I don’t like to pigeon-hole myself as specializing in one area – because I really don’t – water law is fascinating to me,” he says. “In a state that lies mostly within a desert, water issues are some of the most important legal issues we face in Arizona. And ensuring that people’s water rights are secured, whether that’s your own right to use water, or the right to not have someone else’s use negatively impact you, is fascinating and challenging to me. Since we do live in a desert and our population continues to grow, these are some of the most important legal issues that will face Arizonans in the coming years. I can’t wait to be right in the middle of it.”

Gottlieb said his most recent jury trial victory underscores the intricacies of Arizona water law.

“One of the things that appealed to me about my most recent jury trial was that it wasn’t just a case about winning lots of money,” Gottlieb says. “The issues were related to complicated legalities, and that presented a challenge our team and I really rallied around. The case dealt with extremely complex water and legal issues as well as facts. The issues were large and far-reaching. That’s the kind of case I love to work on and that really stirs my passion for the law.”

Passion is a term that comes up often in conversations with – and about – Gottlieb. It’s what drives him to strive for the best results possible for his clients and also in dealing with the associates at the firm.

“I have always been passionate about two things: helping people and the law. In the law business, it is very rewarding to see happy clients because the stakes are often very high, especially from a financial standpoint. What we do can be life-changing for some of our clients. The legal system is quite daunting for most people and helping clients resolve their legal disputes favorably is a great feeling. We have represented a lot of awesome clients, and a significant benefit to the practice of law is you get to know your clients over the years and build strong relationships.”

That sort of passion will carry him a long way in the profession, according to his partner.

“The first time I met Ben I knew he had something special,” MacQueen says. “We’ve all heard the lawyer jokes about us all being sharks, and to some extent and for some people, it’s true, or there wouldn’t be a joke about it. But Ben finds a way to combine his inherent tenacity and passion for a fight with a side that only wants the best outcome for his clients. Some attorneys push to go to court in every case; Ben, while he loves to litigate, loves getting the best outcome for his client even more, and if that means a settlement rather than a trial, then that’s what he’s going to do. It’s what sets him apart from most attorneys and what will make him a powerhouse in this industry for a long time to come.”

FIRM’S GROWTH SPURT

Setting up the new business presented a variety of challenges, MacQueen says. Some they anticipated – others they did not.

One challenge they didn’t see coming was the need to deal with the explosive growth their firm has seen in its first two years. “We were optimistic that the market was there for a firm with our skill set,” says MacQueen. “Ben and I both have a passion for real estate law and we were confident we’d be able to carve out a niche in the market and make a name for the firm. We just didn’t see it happening quite as fast as it has.”

The firm has grown about 350 percent, from four to 14 people in under two years. And according to Gottlieb, the firm’s growth shows no signs of slowing. In fact, MacQueen & Gottlieb currently is looking to hire more attorneys.

“I’d like to see us add two to five attorneys a year for the foreseeable future,” Gottlieb says. “I’d see that as a very manageable level of growth for us.”

As it is with their contributions to the firm’s culture, the partners also share a vision for the firm’s growth and success. And like the culture, they each contribute to the firm’s growth in very different ways, making the final product even stronger. MacQueen uses his experience in both life and the law to grow the firm and groom the staff so that they can control their own destinies while Gottlieb leads more by example, letting his passion for the law and their firm permeate through the firm.

“I enjoy taking the time to actually coach the team members on legal and business issues with the goal to get them where they want to be in their business and personal lives,” MacQueen says. “I would love nothing more than to have my folks here in the firm replace me, be more successful than me and to determine their own futures within the firm.”

“A lot of the things Patrick and I do to help the younger or less experienced attorneys are pretty organic,” Gottlieb says. “It’s short conversations about case work, or a quick review on the fly where we can show a younger attorney what we’re doing and explain why. But we also have more structured learning opportunities. One is our firm’s weekly meetings to go over the client files. This is often a great opportunity to discuss case strategy and ideas with our team. I love the energy in these meetings, as we debate the law and the best strategic course of action.”

COMPLEMENTARY SKILLS

As they’ve grown, they’ve strived to maintain the personal relationships with clients. When they founded the firm, that’s what they pledged to their clients – that they would be there for them at every turn.

“Ben and I love working on smaller deals,” MacQueen says. “In a dispute with an HOA, or a dispute over a sales contract, you know the clients personally and intimately. In fact, probably my favorite areas of real estate law are quiet title, adverse possession and prescriptive easement cases. To me, these are true real estate situations that deal with concepts that are very old.

“But we also want to swim with the big fish in the big pond of real estate law,” he continues. “It’s tremendously exciting, challenging and rewarding when you prevail in a case that hinges on the most intricate of legalities, yet also involves millions and millions of dollars.”

When a firm’s partners differences even complement each other, that’s a winning formula. MacQueen & Gottlieb has built a culture and reputation for being different, but also extraordinarily competent. Werner sums up the difference between the firm and other law firms when she talks about how the partners interact with both staff and clients.

“There is never a dull moment with Pat and Ben,” she says. “They have a great working relationship and complement each other perfectly. They are both extremely like-able and clients find it difficult to say goodbye when their case is settled.”

Clients who don’t want to say goodbye to their attorneys; that really is a very different culture for a law firm.

Because of her father’s career, the family moved around a lot during her formative years. While this can be disruptive and a negative experience for a lot of kids, Hansen has always opted to look at the positive side of things.

“Moving around as a kid was a natural part of life,” she says. “I saw a lot of different homes in different regions of the country, so ‘house hunting’ was always a favorite family pastime. Moving to the Valley of the Sun in 1986 gave me the opportunity to see firsthand the explosive growth that’s occurred in our community.”

More than just an observer of this expansion, Hansen’s analytical mind coupled with innovative foresight landed her marketing positions with some of the valley’s most respected luxury homebuilders. It wasn’t long, however, before changes in her personal life necessitated a career change.

CHANGES

Marriage and a new, blended family altered her priorities. “I had a small son and had married a CPA with two small boys of his own, one of whom is disabled,” she says. “We needed insurance, so I got a job at ASU working in the economics department. I stayed there for 10 years and got the boys through high school. Six months later, to the day, we experienced a house fire and lost everything.”

Feisty and fearless, Hansen bounced back again. Rather than allowing this devastating loss to discourage her, she saw a wonderful opportunity among the ashes. Working with their insurance company she oversaw the rebuilding of their home, essentially acting as project manager.

“I got a unique perspective of how to build a home from the ground up,” says Hansen. “This only fanned the flames of my real estate interest, so I started taking classes. It was time to explore working for myself doing what I loved.”

In 2005, Hansen began her real estate career in earnest. Over the next six years, she threw herself fully into honing her skills, learning every aspect of the industry and expanding her network.

Strong, dedicated and ready to test her wings, Hansen opened the doors of Turning Point Realty in 2010. Most people probably thought she was crazy, the biggest real estate depression in recent memory was in full swing. But, with the same determination she has approached every other challenge, Hansen poured herself into making a go of her new business.

“Little did we know the depth and breadth of the economic downturn,” she says. “My now ex-husband was instrumental in helping to shape and form Turning Point Realty, and the financial advice I received helped keep me afloat during the worst of the worst.

“I was doing a lot of referral business,” Hansen continues, “which did help, because there were still people who’s circumstances necessitated buying or selling regardless of what the market was doing. But, I also did bank owned properties. I had a team of five women and one worked exclusively in BPOs, working with the banks and short-sales. We hustled. We did what we had to in order to stay afloat.”

SURVIVING/SUCCEEDING

Ultimately, Hansen and Turning Point Realty did better than just “stay afloat,” by the time the market started back on the road to recovery, they were thriving.

Hansen credits her team of professionals for helping to navigate the financial challenges market conditions thrown their way. She says that their hard work, knowledge and loyalty made the difference when things got tough.

“I am proud to acknowledge my wonderful team,” she says. “Associate broker David Roth, the McEnnis Group- Brittany and Ryan McEnnis, Jon Christine, Kathy Johnson and our administrator T.C. Danielle Didio, are very special people who take enormous pride in their work and are a joy to work with.”

Over the years, Hansen has also discovered unique ways to sustain her sunny outlook, even in the face of obstacles or unexpected challenges.

“We’ve been through the fires and it hasn’t always been easy, but I always kept a positive attitude and did my best,” says Hansen. “I’ve always believed the best way to get through life’s challenges is to give back to others and the community. Working with Sunshine Acres Children’s Home in Mesa has been rewarding and fulfilling and allowed me the opportunity to meet a dynamic group of giving individuals and some incredible kids!”

Her life and business philosophy is one shared by her good friend Robyn Kloner, senior mortgage banker at Bell Mortgage. “We both believe that keeping a positive attitude and pressing on is the only way to meet these challenges,” says Kloner. “Your only other option is to climb under a rock and give up. That’s not who we are.”

Hansen and Kloner met several years ago and say they instantly “clicked.” They have been friends frequently working together ever since.

“We’ve known one another for quite some time now,” says Hansen, “and Robyn is right, we knew almost instantly that we would be great friends. We have so much in common; both are strong, independent business owners and we share the same philosophy and integrity when it comes to business.

“We are both in our 50s, seasoned in both life and business,” she adds. “We both been through an awful lot, but feel we’ve not only survived but thrived.”

As Hansen and her team near their 10th anniversary of service, they remain fully committed to their clients and live by the mission statement created when they first opened their doors, which reads in part: “To care deeply about the world we live in while helping our clients find, maintain and build wealth. To assist homeowners selling their homes as well as homebuyers purchasing the home of their future.”

FINANCING FICTION

Myths and misconceptions create some of the greatest barriers among would-be homebuyers. As a real estate agent, this is where your expertise becomes particularly crucial. Erroneous information abounds in virtually every aspect of the homebuying process, but the most harmful are those that involve money.

One of the biggest misconceptions, and one that we encounter frequently with our clients, is the idea that a down payment must be at least 20 percent of the purchase price. Unfortunately, this number frightens away many buyers who in actuality would qualify for a mortgage. The reality is that, in most cases, the minimum required for a down payment for a primary residence is only 3 percent!

In addition, there are many programs designed to assist with the down payment, the problem is most people aren’t aware of these.

For example, there are several down payment assistance programs that make funds available to buyers that cover all or part of that minimum 3 percent down payment. These come in the form of a grant or a “forgivable” second mortgage. These programs are typically geared toward the first-time homebuyer; however, some are available to anyone.

SEPARATING FACTS FROM FICTION

If your client thinks this sounds “too good to be true,” rest assured they are regular, government backed, non-subprime loans. Furthermore, these programs are available through both conventional and FHA financing. The bottom-line is that it is possible to buy a home using one of these down payment assistance programs with virtually no out-of-pocket money for the buyer.

Other programs feature loans with a remarkable 0 percent down payment. Of course, these are more specific to particular groups and have additional requirements the buyer must meet in order to qualify. These include:

VA LOANS

• Exclusively for veterans and their spouses.
• Active duty military may qualify depending on time served.
• 100 percent financing with 0 percent required down payment.

USDA LOANS

• Offered through the USDA Rural Housing Development program.
• 100 percent financing with 0 percent required down payment.
• There is one caveat: property must be in a USDA eligible area.

As you can see, there are many loan options available for buyers. Because so many people in the homebuying market have limited information while at the same time are inundated with myths and half-truths, it’s imperative that you are armed with correct and up-to-date information to reassure and guide them through the process.

My team and I are always available to provide accurate information, debunk myths, and even answer your questions regarding specific buyers and transactions. You’ll be a hero to your clients when you take the fear out of home financing and bolster their confidence in their purchase – we can help make that happen!

Let’s look at two families below and how the reverse mortgage provided a solution.

CASE #1

Claudette, 72, was working with her real estate agent Tracie trying to find an acceptable house to downsize into after her husband’s passing. She could no longer manage the upkeep of her home and the mortgage payment was too much. As Tracie searched through the inventory of homes in Claudette’s desired area, it became clear that she would not have enough equity from the sale of her current home to make a cash purchase on a new home. During this process, Tracie attended a reverse mortgage continuing education class hosted by her broker. During this class, Tracie learned more about the product and Claudette came to mind; could this be the solution that could get her into a home that she could afford without compromising the location and quality that she was looking for?

Claudette was encouraged to meet with the local reverse mortgage specialist – also known as a Home Equity Conversion Mortgage (HECM) specialist – who could help her understand how the product worked. She was a bit skeptical and had many questions as she had learned more and more. As she worked through her specific scenario and all the misnomers were answered, it became clear to her that this was her solution.

Tracie was able to find a property within walking distance of Claudette’s friend, which was very important to her. Financially this was the best option Claudette could have imagined. The house she agreed to purchase was priced at $217,900. She was approved for a loan in the amount of $92,900 and brought in the remaining funds of $125,000 to complete the purchase. This enabled her to save $35,000 from the sale of her property and she would not have another mortgage payment on her new home as long as she remained in the home as her primary residence and all other terms of the loan continued to be met.

CASE #2

Bill and Joan had a home that was free and clear of a mortgage. They had enough income to support them through their retirement years, however, like many people, some unexpected expenses came up that changed that. They had a daughter that became disabled and they needed additional money to support her. After attending a class on the reverse mortgage at their local community adult learning center, they scheduled an appointment with the reverse mortgage specialist and completed their required counseling class before continuing on with the application and process of obtaining a reverse refinance on their home.

Bill and Joan were approved for a loan amount of $196,000. Of this amount, they decided to have $20,000 distributed to them at closing to purchase a vehicle. Next, they set up a term payment of $1,000 a month so that for a period of 12 years (the term and dollar amount they selected) they would receive that directly into their bank account. This left them with a line of credit in the amount of $32,000. They were able to now have safe and secure transportation, and the additional monies needed to help care for their daughter.

From these scenarios, one can see how a reverse mortgage may be a great solution for different people at different stages of their lives and for a variety of reasons.

“I was in business management for 22 years,” says Mogensen, “and then a teacher for 11 years. As a real estate agent, I find myself drawing from those experiences all the time.”

It’s easy to recognize how Mogensen’s business background would be an asset in real estate, but how teaching techniques might be helpful is less obvious.

“Selling and/or Buying a home is one of the biggest and most important financial decision people will make,” she says. “As I see it, a major part of my job is to make sure that my clients feel 100 percent comfortable because I’ve made certain that they fully understand every aspect of that decision.”

CEOS, CHALK & COMPS

It didn’t take long for Mogensen to realize just how useful this previous experience would be in her new career.

“My very first transaction was with a young teacher and her fiancé,” she says. “They were right out of college and first-time homebuyers. I loved being able to walk them through the process and essentially ‘teach’ them how it all works.”

Just as she had in her previous positions, Mogensen enthusiastically absorbed all she could about the real estate business.

Although now with West USA, when first starting out Mogensen was with a small independent brokerage known as Clients First Realty. There for just under a year, she says it was a good launching pad and she met some wonderful people.

“It’s a great company,” she says, “very small. The owner was awesome, the designated broker paid for me to go through the Brian Buffini Program. However, eventually I reached the point where I knew I needed more support, training and more exposure to various aspects of the business.”

Mogensen says “more” is exactly what she’s found at West USA. In fact, the support, training and other educational opportunities she believes, have played a tremendous role in how quickly she’s grown her business.

While still a newbie, she was also fortunate to find support and friendship in a more experienced agent, Sue Person.

“She was an amazing mentor,” says Mogensen. “She’s also affiliated with West USA and was the one to point me here. I feel like I’ve learned so much from her. Currently, I have eight agents that I coach. It’s time-consuming but I love it! I love watching people grow their business and come to realize that there’s more to real estate than real estate school.”

THINK PINK!

Expertly utilizing both her business and teaching skills, as well as the knowledge specific to real estate, Mogensen has been a rising star, skyrocketing to success virtually from day one. Always striving to learn and grow, Mogensen was anxious to earn her GRI certification which she has done.

Today, she heads up her own team with their own unique look, style and branding. While Team Pink RE reflects Mogensen’s playful, outgoing side and the color certainly is eye-catching, there’s a much deeper and poignant reason for the choice.

“I’m very proud and excited about Team Pink RE,” she says. “Pink is my favorite color, but more importantly, I chose it to honor my sister who is a breast cancer survivor. My best friend from high school is as well; in fact, she’s gone through it twice.”

Actually, as Mogensen goes on to reveal, there are many members of her extended family who have all gone through the ravages of this horrible disease.

“I wanted to be an agent with a cause,” she says. “I want to be known for more than my work ethic or how successful I am. I want to let people understand that I care deeply about many things. Because cancer has touched so many people in my life, I felt that would be a good cause to fight.”

For the annual DBacks Race Against Cancer, Mogensen had over 20 people participating, all dressed in matching t-shirts in her signature pink.

Though it’s apparent Mogensen has a head for business, in real estate, just as in every other aspect of her life she puts her faith first.

“I’m a Christian first and foremost,” she says proudly. “Whatever I do, I want to reflect my beliefs. When I designed my team, that was one of the criteria. I explained that we are Christ-centered. That doesn’t mean you have to be Christian to be on my team, but team members must understand my beliefs and where I’m coming from. If you’re a good agent with a good work ethic, I’m still going to hire you.”

PASSIONATE PRIORITIES

As much as she loves her work, she is not a workaholic. Her life is family centered. She loves spending time with them or at her “second home” – the tennis court.

“In addition to tennis, I adore the two loves of my life – my husband, David, and the Lord,” she says. “With three daughters, one son, two sons-in-law, and three grandchildren with another on the way, I am blessed beyond measure!”

“I have lived in many different states across the country,” she says. “But of all the places, Arizona is my absolute favorite and one I’m proud to call home!”