Joel R. Kushell - Executive Agent Magazine

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Joel R. Kushell
century 21 westworld realty
executive agent of the month

Joel R. Kushell
century 21 westworld realty
Ex E c u t i vEAg E n t Magazine

Cover Story
G
rowing up in Brooklyn, New York, Joel Kushell
could have hardly imagined that he’d one day
represent the ultimate Southern California
lifestyle as one of the region’s most productive real
estate professionals. But when a family business
led him from the East Coast to the West, the move
paved the way for a new professional path. A
“straight shooter,” who operates with a high degree of
empathy, he offers his clients and agents the winning
combination of over 37 years of field experience
backed by a strong commitment to customer care.
A graduate of California State University, Long Beach,
Joel turned to real estate after building years of sales
experience as a regional sales manager in the medical
equipment field. Though he didn’t know the intricacies
of real estate, he did have a knack for connecting with
people. With many years of sales and sales management
experience behind him, Joel delved into the world of “for
sale by owner” homes, offering assistance to individuals
who had no plans to dole out commissions to Realtors®.
His soft sell approach, along with a genuine desire to
help others, paid off handsomely. Within his first three
months in the field, Joel achieved a record 21 listings,
19 of which had been on the market as “by owner.”
A few hours of quiet time
away from the office
By Lalaena Gonzalez-Figueroa - Photography by Rob Paino
Ex E c u t i vEAg E n t Magazine
In January of 1975, 18 months after launching his career
as a real estate salesman, Joel opened his own brokerage.
Armed with a pair of agents and a strong work ethic,
his outlook was bright. Two months after opening, with
seven homes in escrow and none closed, he ran out of
money. After numerous calls to many banks, he finally
found a bank manager willing to give him a small loan
until some escrows closed. “I paid that loan off within
a few months, and my office continued to grow,” he
recalls. “I maintained a relationship with that bank for
twenty years because it was the only one that was willing
to take a chance on me and a brand new business.”
His loyalty is just one of the traits that have kept Joel in
high demand as both a Realtor® and a broker. Caring for
his clients is a priority that has never wavered, and he runs
his business accordingly. Throughout his career, he has
avoided the use of transaction coordinators and assistants,
and encourages his agents to do the same. From meeting
appraisers and installing lock boxes, to fielding clients’
calls and walking them through every aspect of each
transaction, Joel is hands-on in his business. “So often,
top-producing agents like me utilize assistants to handle
the majority of their work,” he observes. “When my clients
hire me, I feel that I owe them my time and expertise.
I am there for them when they need me.” While he

personally provides his clients with invaluable face
time, Joel credits Sheila, his wife of 47 years, for her
support of his business and brokerage. In addition to
administrative and bookkeeping responsibilities for the
office, she also handles Joel’s impressive direct mail
program, which entails the transmission of upwards
of two thousand pieces of material every three weeks.
As a broker, Joel inspires his agents through example.
“I don’t believe that one person can successfully motivate
others through pep talks or seminars,” he asserts. “I’ve
seen speakers inspire real estate agents, but the changes
were short-lived. I don’t try to motivate; I simply work
hard and try to set a good example.” His professional
repertoire involves working seven days a week, though Joel
manages to find time to indulge in his favorite pastime:
golf. “I’m on the course two times a week at six forty five
in the morning, and in the office by noon. I still hold open
houses on Sunday,” he notes. “I love my office, my agents
and my business; I’d go bananas if I weren’t working!”
Joel’s approach to leadership is clearly working. In an
industry renowned for its heavy turnover, his office is a
testament to longevity. 15 out of 21 agents have been with
CENTURY 21 Westworld Realty between 11 and 24 years.
“When people have been with me for that long, it’s obvious
that we’re doing something right,” Joel says. “It’s about
building trust. My agents know that if they encounter a
problem, I’ll back them up. Accountability is also important;
when you make a mistake, you admit it, apologize, learn
from it, and move forward. It’s just good business.”
Describing his relationship with his agents as “unique,”
Joel notes that he has cultivated long-term friendships, and
enjoys spending time in and out of the office with many of
the real estate professionals within his office. From lunches
and dinners, to attending their kids’ soccer and baseball
games, to taking golf trips together, he is never far from reach.
Veteran Realtor® Frank Jesolva, who has spent nearly 15
years at CENTURY 21 Westworld Realty, describes Joel as
“a great guy.” Jesolva explains, “Joel is more than a boss to
me; he’s also a friend, someone with whom I enjoy spending
time outside of the work environment.” Jesolva credits Joel’s
hands-on leadership approach as a deciding factor in his
loyalty to the office. “Our office has a friendly atmosphere,
where it’s more like a family than a business. It’s a fun place
to be. I enjoy what I’m doing every day, and that translates
directly into the level of service that I offer my clients.”
Cathy Lee Nass, who has worked with Joel for two
decades, explains why she chose to build her career with
CENTURY 21 Westworld Realty. “I was interviewing at
area offices, and one broker with whom I was speaking told
Ex E c u t i vEAg E n t Magazine
Westworld Realty
me that Joel’s office was the top-producing brokerage in the
region,” she recalls. “I thought, ‘Then why am I not talking
to Joel?!’” Today she notes that the office maintains its
spot at the top, thanks in large part to Joel’s high standards.
“He always seems to be a cut above everyone else,” Nass
observes. “His agents, his marketing and his office are
of the utmost quality. Joel is top-notch, is very customer
oriented, and consistently remains true to his word.”
Though she’s a seasoned veteran, Nass notes that she
continues to seek advice from her broker. “Joel makes
himself available to his agents,” she states. “I frequently
Joel with Prime One Escrow Manager, Jackie Sullivan
and Escrow Officer, Monica Reyes

Westworld Realty
bounce ideas off of him, and when I encounter a
challenge during a transaction, I don’t hesitate
to go to him for clarification and advice.”
Joel’s dedication to his clientele has earned him a
consistent ranking among the top 2% of agents within
the CENTURY 21 system. In recent years, he has
earned a spot among the top 100 out of over 100,000
CENTURY 21 professionals within the United States,
and he has closed over $500 million in residential sales
since earning his license in 1973. Long known as the
leading agent within the Los Coyotes Country Club
area and the surrounding neighborhoods, Joel typically
handles sales of single family homes, condos and golf
course residences ranging from $300,000 to $2,000,000.
Although his personal production numbers have always
been impressive, Joel takes even greater pride in the success
of his agents, who average a per-person productivity rate
of over seven sales per year, which he notes is significantly
higher than the regional average. “We’re outselling
offices that are five times our size!” he exclaims. “It’s
great to work with some of the best and most experienced
agents in our area who are dedicated to their work and
who believe in the values of doing solid business.”
5000 square foot high visibility office located
in the La Mirada Shopping Center
Ex E c u t i vEAg E n t Magazine
Joel’s accomplishments have only inspired him to
set higher goals for himself. “I recently renewed my
contract with CENTURY 21, along with the lease on my
office,” he reveals. “I’m not going anywhere anytime
soon.” He continues to develop his business in order to
best meet the needs of his clientele, as well. Just five
years ago, Joel opened Prime One Escrow, Inc., a D.O.C.
escrow company with two highly experienced escrow
officers who handle both sale escrows and refinances.
Ultimately, notes Joel, “This is a great profession,
and I’ve had the opportunity to make many
wonderful friends throughout the course of my
career. I couldn’t imagine doing anything else!”
Joel Kushell, Broker/Owner
CENTURY 21 Westworld Realty
15058 Rosecrans Ave.
La Mirada, CA 90638
Telephone: 714-523-7151
562-947-2861
www.JKushell.com

Ex E E c c u u t t i i vEAg E E n n t t Magazine
Joel and Sheila Kushell