Download PDF - Executive Agent Magazine

EXECUTIVEAGEN TM 

MAGAZINE 

Southern California’s Publication for the Real Estate Professional 

TIM CARR 

Executive Agent of the Month 

INSIDE FEATURES: 

JANICE ECKLES 

MetLife Home Loans 

EVEREST ESCROW 

Company Profile 

GRANGER & SHERRY 

Professional Profile 

BROCK WORTHEN 

Keller Williams Realty

Janice Eckles 

Mortgage Consultant 

5 Park Plaza, Suite 650 

Irvine, CA 92614 

(949) 812-3501 

(949) 275-3005 

jeckles@metlife.com 

www.HomeLoansByJanice.com

contents 

ExecutiveAgent Magazine 

JUNE, 2011 VOL. 3 NO. 6 

Cover Story 

Editorials 

TIM CARR 


5 

36 - Ann M. Bachrach: 

Become A Master Of Change 

34 - Carla Cross: 

Proof Careers Don’t Have 

To Start Slow Even In This 

Market 

30 - Jeremy Conaway: 

Celebrating The Great Real 

Estate Professionals 

20 - Chris Widener: 

How to Guarantee a Great 

Day Every Day! 

24 - Dirk Zeller: 

The Zone 

Fred Arrias 

Executive Publisher 

2929 Calle Frontera 

San Clemente, CA 92673 

Ph: (949) 366-3349 

Fax: (949) 266-8757 

info@executiveagentmag.com 

www.ExecutiveAgentMag.com 

ADVERTISERS’ INDEX 

Advantage Title.................................11 

Bank of America................................32 

Efficient Services Escrow.................19 

Harcourts......................................33 

i Photography Studio..........................12 

MetLife Home Loans..........................2 

PWAOR................................22 

Realty ONE Group.............................40 

The Termite Guy................................38 

Trust One...........................................39 

14 

28 

Wells Fargo Home Mortgage.............13 

Windermere Real Estate....................18 

Janice Eckles 


Everest Escrow 

Company Profile 

26 

Granger & Sherry 

Professional Profile 

16 

Brock Worthen 

Keller Williams Realty 

Photography: i Photography Studio 

Graphic Designer: Charlene Pokorny 

Editorial Manager: Garon Arrias 

Writers: Lalaena Gonzalez–Figueroa, 

Shannon Hartsoe 

© Copyright 2011 

Executive Agent Magazine. All rights reserved. 

Reproduction in whole or in part without written 

permission is prohibited. Although every precaution 

is taken to ensure accuracy of published 

materials, Executive Agent Magazine cannot be 

held responsible for opinions expressed or facts 

supplied by its authors. 

ExecutiveAgent Magazine 3

Ê 

N O M I N A T I O N 

F O R M 

EXECUTIVEAGENT TM 

MAGAZINE 

Ê 

Nominate a fellow REALTOR® to be profiled in one of our feature stories: on the cover as Executive Agent 

of the month, or as a special feature story. All candidates must be nominated by a real estate professional 

or affiliate. The selection process includes a questionnaire, personal interview, reference check and final 

approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service 

and uniqueness of story, as well as industry and community involvement. 

Nomination form 

I nominate: 

Ê 

NAME:______________________________ 

COMPANY:__________________________ 

ADDRESS:___________________________ 

____________________________________ 

CITY/STATE/ZIP:_____________________ 

____________________________________ 

PHONE:_____________________________ 

E-MAIL:_____________________________ 

REASON:____________________________ 

_____________________________________ 

_____________________________________ 

MAIL, Fax or E-mail: 

Ê 

ExecutiveÊAgentÊMagazineÊ 

2929 Calle Frontera 

San Clemente, CA 92673 

Phone (949) 366-3349 

Fax (949) 266-8757 

info@executiveagentmag.com 

_____________________________________ 

Submitted by: 

NAME:______________________________ 

COMPANY:__________________________ 

PHONE:_____________________________ 

E-MAIL:_____________________________ 

Ê

Cover Story 

TIM CARR 


ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa - Ian Wiant Photography 

In an industry known for its constant changes 

and challenges, there is perhaps no better tool 

for a Realtor® than a sense of perspective. For 

Tim Carr, the ability to take a proverbial step back 

from the business and maintain an objective and 

realistic approach has made a significant impact on 

his professional success. Hand selected by a local 

broker who helped to launch the careers of some 

of the region’s most influential agents today, Tim 

remains at the forefront of the industry by maintaining 

a vision for how future business will be conducted. 

And he’s having a great time in the process. 

He was fresh out of college when Tim was invited 

by Bill Feeney to join an elite training program for 

new agents. Tim began his career at a familyoriented 

boutique office, where he distinguished 

himself early on through his use of what was then 

cutting-edge technology. “Initially I was the only 

agent who utilized a desktop computer,” he recalls, 

laughing, “My broker thought it made my workspace 

look dirty, so I was relocated to the second floor of 

the office.” 

Though Tim was relegated to an “out of sight” 

position, he maintained an active presence within 

his region. Long interested in the aesthetics of 

residential design, he recognized that the market 

was ripe with opportunities. “At the time, the 

industry was fragmented,” he explains. “Many 

agents were working part time, and there were 

ample prospects for a young professional with a 

strong educational background.” Tim, who holds an 

MBA from the University of California, Irvine, took 

a business-oriented approach to his career. When 

the post-1990s economy took a drastic downturn, he 

capitalized on the opportunity to acquire foreclosures. 

Becoming a seasoned investor didn’t simply allow 

him to generate additional income; it provided Tim 

with a firsthand knowledge of how to build wealth 

via a diverse portfolio of real estate, a skill he has 

readily utilized with his own clientele. 

Tim’s business acumen has been a significant 

driving force behind his accomplished career. In 

addition to managing a thriving residential real 

estate practice, he was also the co-founder of Strada 


Properties and Long Beach’s Doma Properties. A 

natural entrepreneur, he has successfully balanced 

ventures like these with his own clientele and a 

team of professionals operating as the Tim Carr 

Group. 

“Having a team of professionals 

provides us all with a more 

comprehensive perspective.” 

Comprised of Tim’s two assistants, a full-time 

property manager and nearly two dozen agents, 

the group operates under Tim’s leadership and 

mentorship. Agents handle their own clients, 

but collaborate when appropriate in order to 

maximize efficacy in their transactions. “Having 

a team of professionals provides us all with a 

more comprehensive perspective,” notes Tim. 

“We are all specialists within certain markets, and 

utilize our collective knowledge in order to better 

represent the diverse needs of our customer base.” 

Tim’s area of expertise is residential and residential 

income properties, particularly within the high-end 

and luxury home markets. With a business based 

on upwards of 90% repeat and referral customers, 

he reveals that his strong reputation as a credible 

and knowledgeable professional have made all the 

difference. “Because I am focused on developing 

long-term relationships with my customers, I 

maintain straightforward communication with them. 

If I believe that a property isn’t a good fit, I’ll explain 

why. At a time when real estate consumers are 

more savvy than ever, it is my job to add value to 

each transaction I represent, offering a service that 

is based on meeting their needs and keeping their 

best interests as my top priority.” 


not just hungry for a sale,” he reveals. 

“I am in this business for 

the good of my customers, for 

the long-term relationships that 

are developed. That’s where 

the true rewards are.” 

Tim has had a long history of 

success with Coldwell Banker, 

and appreciates the brokerage’s 

international presence and 

brand. “As a member of Coldwell 

Banker Previews, my team and 

I have the opportunity to work 

with autonomy, while utilizing 

a wealth of tools and systems 

within the company,” observes 

Tim. 

In Tim’s business, value 

comes in the form of experience, 

marketing and technology. After 

over two decades of successful 

sales and record production levels, 

he is extremely well-versed 

in the Southern California real 

estate market. Amiable and 

professional, Tim is an outstanding 

negotiator who approaches 

transactions intelligently and 

thoughtfully. He adeptly identifies 

creative solutions to business 

challenges, keeping his 

cool throughout high-stress situations. 

And despite his track 

record of success, he maintains 

that his business is driven not 

by numbers, but by his desire 

to offer knowledgeable service 

and care to his clientele. “I’m 


“The journey of life is a short one,” he reflects. “I believe 

that, with a balanced approach, 

you can enjoy the efforts of hard work.” 

His own proprietary tools and software are the 

result of Tim’s commitment to incorporating cuttingedge 

technology into his business. “Years ago I 

wrote software to manage my own properties,” he 

explains. “I’ve amended and updated the original 

programs in order to tailor them to today’s business.” 

He’s gone paperless with his work as well, utilizing 

programs that expedite the real estate process while 

maintaining the integrity of each transaction. 

Real estate is his business, but it doesn’t define 

Tim. Maintaining a sense of balance keeps him fresh 

as a businessman, but also allows him to enjoy the 

fruits of his labor. He and his wife Julie are proud 

parents to three children. The family has cultivated 

a veritable menagerie of pets including parrots, a 

rottweiler, a cat and desert tortoises. Laughs Tim, 

“We enjoy them, especially Captain Morgan, our 

bilingual macaw.” The Spanish-speaking bird is 

a standout thanks to her chronic use of indecent 

language. 

With an easy laugh and a genial personality, Tim 

is a natural performer who speaks publicly for MBA 

classes and who enjoys singing and playing the 

classical guitar. His college band, The Swinging Tikis, 

has been playing for nearly 25 years. The group is 

often found at charity events, delighting audiences 

throughout Orange County. Tim has also been known 

to play solo gigs at local venues like the Blue Beet. 

A well-versed professional with a penchant for life, 

Tim Carr is making the most of the opportunities in 

real estate. “The journey of life is a short one,” he 

reflects. “I believe that, with a balanced approach, 

you can enjoy the efforts of hard work. There will 

always be challenges, but they can lead to some 

amazing rewards.” 

THE CARR FAMILY 


TIM CARR GROUP 

140 Newport Center Drive, Suite 100 

Newport Beach, CA 92660 

Ph: 949.640.3630 

Tim@TimCarrGroup.com 

www.TimCarrGroup.com 

DRE # 01017277 


Call the nation’s # 1 residential mortgage lender 1 

Our full-service capabilities include: 

• New construction financing 

• Renovation financing 

• Second home financing 

• Condo financing 

• Private Mortgage Banking 

• Reverse mortgage loans 2 

• And more! 

We’re the ONE to help you buy 

or refinance your first home, a vacation 

home or an investment property. 

What could speak louder to our stability, experience, capabilities 

and integrity And what better home financing provider could 

you rely on for: 

• The right financing products and services for your specific 

needs 

• Stellar service that confirms you made the right choice 

• Easy access to a full portfolio of banking services – including 

checking, savings and online bill pay 

Put a stable leader on your side. 

Call today for a complimentary consultation. 

Wells Fargo Home Mortgage 

19126 Magnolia Street, Suite 201 

Huntington Beach, CA 92646 

JJ Ballesteros 

Branch Manager 

714-593-5051 

Steve Silvestri 

Home Mortgage 

Consultant 

714-593-5074 

Tammy Colangelo 

Home Mortgage 

Consultant 

714-969-1499 

My Hoang 

Home Mortgage 

Consultant 

714-356-8991 

Jenn Levin 

Home Mortgage 

Consultant 

714-904-9424 

Mark Brown 

Home Mortgage 

Consultant 

714-241-1251 

Robert Rabano 

Home Mortgage 

Consultant 

714-906-8824 

Mary Lee 

Home Mortgage 

Consultant 

714-593-5042 

Kathy Niemczyk 

Home Mortgage 

Consultant 

714-593-5067 

1. Based on 2010 year-end statistics by Inside Mortgage Finance 1/28/11. 

2. Borrower must be at least 62 years of age. 

Information is accurate as of date of printing and is subject to change without notice. 

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2011 Wells 

Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS628879 4/11-7/11


MAGAZINE 

Janice Eckles 

By Lalaena Gonzalez-Figueroa 

J 

anice Eckles, MetLife 

Home Loans Mortgage 

Consultant, recalls 

working with a short-sale 

buyer whose purchase became 

jeopardized by a simple 

clerical error. “Signed loan 

documents were sent to the 

wrong address,” she explains. 

“The realtor and I realized 

that the home would go into 

foreclosure if the sale didn’t 

close by a specific date.” It 

would have been easy to point 

the finger at the erring party, 

but Janice chose to act on her 

client’s behalf. Up before 

dawn, she hunted the documents 

down to a mailroom 

in Texas. Taking advantage 

of the two hour time difference, 

she arranged same day 

delivery and the documents 

arrived back in California by 

the established deadline. It 

was all in a day’s work for 

Janice, but her client was 

touched. “He and his family 

came to my home with a gift 

to thank me,” she reveals. “It 

was wonderful to see firsthand 

the impact that a single transaction 

had.” 

While most loans do not 

require such heroic effort, 

Janice’s systematic and orderly approach enables her to successfully manage the diverse needs 

of her clientele. Working with builders, real estate agents and consumers, she offers attentive 

and knowledgeable care backed by the support and products of MetLife Home Loans, a division 

of MetLife Bank, N.A. 

Before joining MetLife Home Loans, Janice, a graduate of Santa Clara University, worked as a 

senior budget analyst for the City of San Jose. Handling a budget of $500 million was an amazing 

professional opportunity, but family ties brought her back to Southern California. In preparing 

to relocate, Janice met with an area mortgage banker to arrange for financing for a new home. 

The appointment yielded more than a loan; days later, as she dropped off documentation, 

she was invited to meet with the bank’s president. “He thought that I would be an asset to 

the organization, and created a position for me,” she recalls, quipping, “I went in with an 

application and came out with a loan and a job!” 


E A 

“I grew up surrounded by a sense of service to the community, and enjoy 

the opportunity to make a difference in the lives of my clientele.” 

Her unique position working for the President was well suited to Janice’s interests. Not only 

did she learn the banking industry from the top-down, she also gained invaluable experience 

in practical areas including lending and loan processing. She became well-versed in jumbo 

loan packages for multimillion dollar projects as she established the bank’s construction 

lending division. With a firm foundation, Janice moved her focus to loan origination. “I 

was fortunate,” she recalls, “to be presented with an opportunity to work with one of the most 

successful construction lenders in the country.” She took full advantage of the mentorship, 

gleaning a wealth of knowledge and experience in the process. 

As the real estate and financial sectors have continued to change, Janice has adapted 

accordingly. Today she maintains a thriving business whose foundation is firmly rooted in 

residential home purchases, working with a range of clients including first time buyers, luxury 

real estate consumers and investors. 

Janice reveals that her role as a Mortgage Consultant allows her not only to utilize her 

background and knowledge in finance and business, but also appeals to her on a personal level. 

“For nearly twenty- five years, my father was the Inglewood city manager,” she offers. “I grew 

up surrounded by a sense of service to the community, and enjoy the opportunity to make a 

difference in the lives of my clientele.” 

She takes the time necessary to build lasting relationships with her customers, and provides 

her clients with the education and information they need in order to make informed decisions 

that will best suit their needs. “I strive to understand each client’s motivations,” Janice says. 

“At times, there can be a disconnect between what consumers want in a home, and what they 

can really afford. This is when it becomes imperative that they be presented with options on 

how to accomplish their short- and long-term goals.” She adds, “By providing my clients with 

honest and up-front information, I am empowering them to take control of their financial wellbeing 

well beyond the real estate transaction.” 

Her efforts are backed by the MetLife Home Loans reputation as a solid company designed 

to meet the changing needs of real estate consumers. The bank offers a range of programs 

including loans tailored to first time home buyers and jumbo products for high-end clientele. 

“MetLife Home Loans features a great leadership team with a forward-thinking approach,” 

states Janice. “This makes a significant difference in our ability to exceed the expectations 

of consumers and business partners, and to maintain a consistent and timely delivery of loan 

products.” 

From first time purchasers to high net-worth consumers, Janice is pleased to offer exceptional 

care and competitive loan products designed to meet her clients’ diverse needs. A Five Star 

Professional and winner of the President’s Club Award, she looks forward to continued business 

growth. 

Janice Eckles 


5 Park Plaza, Suite 650 


Ph: (949) 812-3501 

jeckles@metlife.com 



MAGAZINE 

BROCK WORTHEN 


E A 

Brock Worthen and Keller Williams 

Your Partners in Real Estate Success 


As a real estate professional with a thriving sales 

career, Brock Worthen distinguished himself 

by meeting challenges head-on and proactively 

working to accomplish his business objectives. From 

Rookie of the Year he evolved into a position as the 

top-producing team in the Hollywood Hills, then moved 

on to open his own real estate investment firm, and now 

has come full circle into the role as Team Leader of the 

Keller Williams - Newport Estates Office. He launched 

his real estate career with Keller Williams, and is excited 

to return to the brokerage that has provided an exceptional 

foundation upon which lifelong businesses are built. 

Brock established himself in the Hollywood Hills area, 

and looks forward to working with Keller Williams agents as 

they attract residential and commercial business throughout 

Newport Beach and the surrounding communities. The 

expansion into a market known for its boutique agencies 

isn’t a risky move for Keller Williams, which consistently 

attracts top-performing agents who seek the tools, systems 

and support that will allow them to grow their business 

to new levels and to create a long-term plan for passive 

income. Carol Leonard who joined the firm in 2010, 

notes, “I absolutely love being here. Since joining Keller 

Williams I have been able to incorporate creative solutions 

into my business model, which have added notable value to 

the level of service I am able to offer my clientele.” 

She adds, “What our clients want, more than anything, 

is exceptional customer care backed by knowledge and 

integrity. Keller Williams agents are not only dedicated to 

our customers, but we are also committed to our industry 

and our colleagues. We are highly collaborative in our 

efforts, because we all share a common goal: to offer our 

clients successful transactions that run as smoothly as 

possible.” 

Notes Brock, “Keller Williams is unique in that agents 

and the company’s leadership team tend to be very open 

with ideas, strategies, knowledge and information. Our 

culture allows for tremendous success for anyone who 

seeks it, and fosters a sense of teamwork and collegiality.” 

The results are undeniable: according to Brock, Keller 

Williams is the nation’s second largest real estate brokerage, 

housing over 80,000 agents. Continued growth is a near 

certainty; the company’s founding partner Gary Keller is 

known for his thoughtful approach to handling business 

and addressing market changes. In addition to penning the 

renowned “Millionaire” series of books, he has also written 

“Shift,” which directly addresses challenges facing agents 

within the last decade. With real systems and solutions 

designed to meet the needs of agents and clients alike, 

Keller Williams offers real estate professionals the tools 

and education necessary to maintain and build business in 

any market. 

What really distinguishes a Keller Williams office, 

though, is the positive attitude that courses through agents 

and personnel. Keven Stirdivant, who joined the Newport 

Estates office in 2010, couldn’t be more pleased with the 

atmosphere at Keller Williams. “I have worked at several 

other brokerages, but never found a place that felt right,” 

he reveals. “Once I had the opportunity to work under 

Brock’s leadership, I knew I had found someplace special. 

His belief in the company, his vision for success and 

passion for the industry are truly inspiring. Brock is a real 

role model who exemplifies success in real estate. I know 

without a doubt that if I follow his lead, I can accomplish 

anything.” 

He’s well on his way. Before joining Keller Williams, 

Keven states that his highest listing was under the million 

dollar mark. Today he is setting out on multi-million 

dollar listing appointments with unwavering confidence. 

By taking advantage of the coaching, tools and systems 

available through Keller Williams, Keven believes he will 

take his business to levels he never before considered. 

Says Brock, “Our agent-centric model is designed to 

support real estate professionals at every stage of their 

careers. Not only are we providing them with strategies 

to build and develop their businesses, but we are also 

allowing them to create exit strategies as well. We can 

teach new agents how to build their businesses, or offer 

the support and resources that mega agents need to achieve 

new levels of production. And when agents are ready to 

take less active roles in their businesses, we have business 

models designed to allow them to generate passive income. 

This really is a brokerage designed for long-term success.” 

As a part of the Keller Williams system, KW - Newport 

Estates offers thriving residential and commercial divisions, 

a syndicate agreement with over 350 online partners, and 

a commitment to agent development. The brokerage looks 

forward to continued growth through partnerships with 

high quality real estate professionals. 

Brock Worthen/Team Leader 

Keller Williams Realty 

Newport Estates 

2 San Joaquin Plaza, Ste. 150 

Newport Beach, CA 92660 

Tel: 949.734.6502 

brockw@kw.com 


W has a habit of flourishing, no matter where we are. 

It’s apparent in the way we connect with our agents and our 

community. If you have a desire for growth, 

we should talk. 

Grow with us. 

Consistency | Commitment | Connection 

To learn more about how Windermere can help your business thrive 

contact Chrisne Haynes 714.932.4447 

“Locaons Throughout Southern California with over 1500 Professional Agents” 

Windermere Real Estate / Preferred Living—Andrea Marquez / Owner 

135 South State College Boulevard, #110 / Brea, CA 92821 / 714.582.8000 / WindermerePreferred.com

your goals are closer than you think, 

we’re here to help you. 

One Rate Bundled Refi Escrow, Title, Notary & Subescrow Fees 

$0 - $250,000 $875 

$250,001 - $500,000 $1025 

$500,001 - $750,000 $1,125 

$750,001 - $1,000,000 $1,235 

Refinance Escrow Fees 

$0 - $999,999 $450 

$1,000,000 - $2,000,000 $550 

$2,000,001 - $3,000,000 $650 

$3,000,000 + $750 

Escrow fee for 2nd $150 

We can go as low as $350 based on volume 

Purchase Fees Base on Purchase Price 

no junk fees! 

For more information, please contact: 

Efficient Escrow Sales 

direct: 877.256.4217 

fax: 866.500.3292 

email: sales@efficientescrow.com 

Base fee $200 + $1.75 per thousand ( per side ) 

Express overnight mail $10 each 

For assistance with open orders, please contact: 

office: 888.475.9240 

fax: 866.706.0974 

email: orders@efficientescrow.com 

Efficient Services Escrow 

18101 Von Karman Avenue, Suite 170 


www.EfficientEscrow.com

E A 

How to Guarantee a 

GREAT Day Every Day! 

By Chris Widener 

I 

have a standing interview every Monday morning 

on a radio station in the southeast that I enjoy 

very much. You can imagine though that it can 

become routine. So to make it a little more fun, the host 

nowadays doesn’t even tell me the topic before we go 

live on the air - that puts some excitement into it! 

This past week he asked me the following question 

cold at the beginning of the show: How can a person 

guarantee that they will have a great day, every day 

Now some may find that a hard question but for me 

it was actually a very easy question to answer (a little 

harder to actually live, but not that hard). You see, I 

believe in principles that govern our lives so that we can 

control our destinies and create for ourselves the kind of 

lives that we desire. People who live based on principles 

achieve what they desire while people who live reacting 

to circumstances do not. 

So, what were the principles that I gave to guarantee 

that a person could have a GREAT day every day Here 

they are: 

Focus On Today Only. 

Yes, we need to have long-range goals. But our focus 

must be on today. My old equation is that your shortterm 

tasks multiplied by time equal your long-term 

accomplishments. With that in mind, it is imperative that 

we focus in on our short-term, to control it and make it 

what will eventually, when multiplied by time, equal our 

long-term goals. Don’t think about tomorrow. 

Today is enough trouble in and of itself. You can work 

on tomorrow when it gets here. Instead, make today the 

best day you have ever had. Realize that when you lay 

down to sleep tonight you will have just given up the 

only shot you will ever have at today. Today is now gone 

and it is only a memory. You only get one shot at your 

today so focus intently on making it all that it possibly 

can be. Focus, focus, focus! When you focus on making 

today great, you are on the road to guaranteeing that you 

will make your day GREAT, every day! 

Embrace Your Power To Choose. 

Dwight D. Eisenhower said, “The history of free men 

is never written by chance but by choice, their choice.” 

When your today becomes your yesterday, you will 

look back and realize that that day was a result of your 

choices and your choices only. “But wait Chris, what if 

my boss controlled my day 

That isn’t my choice!” But it is your choice to work 

for someone else! Your choice to let someone else tell 

you what to do. You chose the feelings of helplessness 

that overwhelm you when you feel bad that you do not 

control your own destiny. 

The moment we realize that we have a gift from God 

that the animals do not have, mainly the gift of free will 

and choice, and when we realize the inherent power 

within that gift, and ultimately when we finally begin to 

exercise that gift, then and only then, will we begin to 

create for ourselves a GREAT day each and every day! 

Take ownership of the direction in your life. Make your 

choices then carry them out! 

Your Attitude Is Up To You. 

Yes, bad things may happen in your day. The pitcher for 

Team Circumstances may have a tremendous curveball 

waiting for you and you cannot control that. 

You cannot control what others may do or say. But you 

do control your attitude. Your attitude about whatever 

happens to you is up to you. 

When something happens to you, you have the choice: 

Will you let it get you down and depressed, keeping you 

from forging ahead and making the day the best one 

ever Or will you say to yourself that no matter what 

happens you are on the path to success and no obstacle 

will keep you from it Will you say, “Sometimes you 

win and sometimes you lose - I guess this time I lost” 

Will you say, “Sometimes you win and sometimes you 

learn - I can really learn something from this!” 

It is all in what attitude we choose. Your attitude is 

up to you and when you choose to have a great attitude, 

you are choosing to guarantee to have a GREAT day, 

every day! 

Live Out And Act On Your Priorities. 

So far we have dealt with internal perspectives, and 

that is indeed the place to start. But the practical place is 

in our priorities. If we want to make our days great, then 

we have to live out those things that will by definition 

20 


E A 

make our days great. And those things are what are 

important to us. They are our priorities. 

So each morning you start out by saying, “What things 

are important to me today What are the things I need to 

accomplish in order for me to lay down tonight and know 

that I lived a GREAT day” Then you put those in order 

of most important to least important. 

Don’t do what is fun. Don’t do what is easy. Do what 

is IMPORTANT! Live out your priorities! When you do, 

you will guarantee that you will make your day GREAT, 

every day! 

Tomorrow, when you wake up, go through the four 

following points and see if you don’t make tomorrow a 

GREAT day: 

• Understand that I get to choose how today will 

go. 

• Remain in a positive attitude no matter what 

happens. 

• Live out and act on my priorities. 

• Do this and you will guarantee a GREAT day, 

every day! 

Chris Widener is the President of Made For Success. He 

teaches leaders how to become Extraordinary Leaders. 

Chris’ speaking and consulting services have challenged 

the best to become optimists, to pursue excellence 

relentlessly, and to dream big dreams. Copyright© 2003, 

Chris Widener. All rights reserved. For information 

about Chris’ speaking and consulting services, contact 

the Frog Pond at 800.704.FROG(3764) or email susie@ 

frogpond.com; http://www.frogpond.com. 

• Focus on today only. 



MAGAZINE 

E A 

EXPOSE 

YOURSELF 

PERSONAL MARKETING BROCHURES 

UNIQUE - CREDIBLE 

EFFECTIVE - AFFORDABLE 

HOW DO YOUR CUSTOMERS 

FIND YOU 

PROFESSIONAL PROFILES: 

• Agent Profile 

• Company Profile 

• Affiliate Profile 

Contact us at: 949.366.3349 or email: info@eamag.net 

WWW.ExecutiveAgentMagazine.com

E A 

By Dirk Zeller 

W 

hen we 

listen to 

professional 

athletes they often 

talk about “the 

zone.” The zone is 

the place where they 

can’t miss the basket 

or all the putts just 

fall. I was reminded 

of this performance 

zone watching David 

Duvall shoot a 59 

in the last round to 

win the Bob Hope 

tournament. He truly 

was in the zone. His 

longest putt that day was about 10 feet. His mind and 

body were working together in a masterful performance. 

Since there is a zone in basketball and golf, why 

not in real estate What are the steps to enable us to 

enter the zone We have all been in it at one time or 

another, such as the day you have a few appointments 

booked and they all sign the contract smoothly at your 

price and terms with little effort or the day you are 

prospecting and every call seems to end in a AAA lead 

or an appointment. We have all had days like this. The 

question is how do we get more of them 

The first step is to develop a pre-activity routine. If 

you watch professional golfers hit a shot or make a 

putt, they will do the same things in sequence through 

the completion of their shot or putt. If something 

breaks their concentration during the pre-shot routine, 

they start all over again. Basketball players at the free 

throw line do the same thing. They bounce the ball so 

many times or flex their knees the same way every time 

they shoot a free throw. 

If you developed a pre-activity routine before you 

went on a listing appointment our results would 

increase. You could create a checklist to make sure 

you are following it. Here is an example of pre-activity 

routine for a listing appointment. 

• Review the CMA for 30 minutes before you 

leave the office. 

• Determine the price you want the listing at 

(exact price). 

• Practice the objections you expect to come up 

from the responses they gave to you after you qualified 

and confirmed the appointment earlier today. 

THE ZONE 

• Give your presentation before you leave the 

office. 

• Select music to listen to in the car that relaxes 

and focuses you on your task or review the presentation 

again. 

• Take control before you knock on the door. 

If you develop a solid pre-activity routine you will 

find you will enter “the zone” more frequently and 

with more intensity. You could develop a pre-activity 

routine before prospecting, lead follow up, negotiating 

of contracts, etc. 

To enter the zone you must be relaxed. We are all at 

peak-performance in our relaxed state. Often people 

think that if we are under pressure, we perform best. 

Many studies have shown that not to be the case. When 

you are relaxed, your body works in unison with your 

mind. You will be able to evaluate situations more 

clearly and make better decisions. Haven’t we all left 

late for an appointment, had the death grip on the wheel 

the whole way, and then not performed well on the 

appointment. We need to relax to get in “the zone”. 

You might try counting backwards from 100 or taking 

a few deep breaths to slow down your breathing. Find 

what works for you and use it. 

Develop the skill to be an effective self-coach. 

That does not mean you should be the Lone Ranger. 

We all need mentors, coaches and supporters. To be 

an effective self-coach you must believe in yourself 

that no matter how the appointment, negotiation or 

prospecting session goes or regardless of what happens, 

you accept that you did your best at that moment and 

move on. You are moving on to do the best you can next 

time. You are the only one in charge of how you feel at 

the end of the day. 

To be a true champion you have to be willing to take 

the risks and be able to recover from the setbacks. True 

champions are not always right. True champions accept 

that they will make bad presentations and bad decisions, 

learn from them and say next! 

Michael Jordan was one of the best self-coaches ever. 

In 1993 when he walked away from basketball with a 

world championship and the MVP to play baseball the 

world was stunned. All the reporters wanted to know 

what would happen if he failed at baseball. Michael 

was always on his own side self-coaching his belief 

that he could make it. When he didn’t, it did not crush 

him. He went back to the NBA and won a few more 

championships. Develop a strong self-coach and self- 

24 


E A 

belief inside. Expect to get in “the zone.” Expect to 

succeed daily. 

If we could condition ourselves to operate at peak 

performance, our entry into “the zone” would be more 

frequent. You cannot force your way into “the zone.” 

But you can put yourself at the threshold with regularity. 

If we are at the threshold, some days the door will be 

open. If we are still playing in the street, it is a long step 

to get in the door. 

Dirk Zeller, President of Real Estate Champions, 

is recognized as the premier coach for the real estate 

industry. He has developed a system that takes “regular” 

agents and “regular” managers and transforms them 

into “top gun” agents and managers. Dirk’s coaching 

systems are built around his incredible success in the 

90’s as one of the top agents in all of North America. 

He closed over 150 transactions annually while working 

Monday through Thursday and taking Friday, Saturday 

& Sunday off. Copyright© 2003, Dirk Zeller. All 

rights reserved. For information about Dirk’s Keynote 

presentations, contact the Frog Pond at 800.704. 

FROG(3764) or email susie@frogpond.com; http:// 

www.frogpond.com 



MAGAZINE 

RAISING THE BAR ON CUSTOMER CARE 


Founded with a mission to provide clients with 

convenient and reliable service, Everest Escrow 

offers a comprehensive menu of services 

designed to meet the needs of residential and 

commercial real estate customers. Touting itself as 

Orange County’s fastest-growing escrow company, 

Everest Escrow is poised for an aggressive expansion 

throughout the region. 

“We are a solid company that offers great customer 

service,” asserts escrow and marketing manager 

Tara Johnson. “Everest Escrow features experienced 

officers who are well-versed in residential equity, 

REO, short sale and commercial transactions, as 

well as refinances. We handle a range of products 

so that our customers have the convenience of 

working with one company for all of their escrow 

needs.” 

After spending nearly a decade as an escrow 

officer, Tara knows the industry from the inside-out. 

As a manager she offers clients more than a sales 

Tara Johnson, Ana Martinez, Megan Priebe, 

Alisa Bates, Russell Howerton 


E A 

pitch; she acts as the point person for questions 

and concerns, maintaining open and ongoing 

communication with customers throughout the 

escrow process. “My experience allows me to be 

more proactive in dealing with any issues that may 

arise,” she explains. “And my clients know that they 

can always reach me, even beyond regular business 

hours.” The Orange County native enjoys the 

opportunity to develop strong collegial relationships 

with real estate agents throughout the region, acting 

as a trusted member of their extended network of 

industry-related professionals. 

Real estate agent Jen Rader, who was introduced 

to Everest Escrow by a seller’s agent, was pleased 

with the company’s level of professionalism and 

efficiency. “We closed escrow in fewer than sixteen 

days,” she states. “The team at Everest Escrow was 

knowledgeable, provided regular updates on the 

status of the account, and gave us ample time for 

signing documents. Our clients were very satisfied 

with the experience, as were we. Everest Escrow 

facilitated a smooth and successful process.” 

In addition to a commitment to offering reliable 

escrow services, the team of professionals at 

Everest Escrow is also dedicated to building longterm 

relationships with their clientele. This includes 

agents as well as consumers, explains Tara, who 

takes a consultative approach to her work. “We 

spend the time necessary to explain the escrow 

process, both to consumers and to agents who 

are not familiar with what we do,” she notes. “In 

order to facilitate a smooth process, we ensure 

that forms and documents are filled out properly, 

and that every step of the transaction is completed. 

The investment in time is one that has consistently 

yielded successful outcomes for our customers, and 

has allowed us to continue to build a loyal clientele.” 

With offices established in Mission Viejo and 

Irvine, Everest Escrow is poised for significant 

growth in the near future. Offices will soon 

be opened in Huntington Beach, Laguna Niguel, 

Yorba Linda and Corona, with continued expansion 

planned as needs arise. “Our goal is to make it 

convenient for our real estate partners to utilize our 

services, no matter where they are located,” says 

Tara. “In addition to beautiful and well-appointed 

offices, we are equipped to offer mobile services 

for our customers. We understand that our clients’ 

schedules may not allow them to conduct business 

with us during traditional office hours, so we are 

available to meet at their designated locations on 

weekends and evenings. It’s all about catering to 

the client to ensure a positive escrow experience.” 

Everest Escrow 

25910 Acero, Suite 110 

Mission Viejo, CA 92691 

Telephone: 949.783.2444 

www.EverestEscrow.com 

Tara adds, “Our mission is to think outside the 

box, to adapt our business as the market changes 

in order to accomplish our clients’ goals. We take 

the necessary measures to ensure as smooth and 

successful a process as possible, with consistent 

and reliable results.” 



MAGAZINE 

GRANGER & SHERRY RIACH 

He grew up around the real estate industry, 

and when Granger Riach decided to make his 

career as a professional agent, he knew exactly 

where to focus his business. The Orange County 

native, well-versed in the communities throughout 

the region, explains: “I recognized that many of the 

amenities within Rossmoor- the schools, sports and 

recreational opportunities- were ideal for families 

who wanted to enjoy all that Southern California has 

to offer.” Granger launched his career with his wife 

Sherry by his side; together they became one of the 

community’s first agent teams. Over 20 years later, 

the duo continues to thrive. 

From the onset Granger and Sherry have maintained a 

commitment to providing their clients with exceptional 

service and attentive care. They enjoy a natural 

balance within their business, assuming the roles that 

focus on their unique strengths. Granger, outgoing 

and affable, typically takes the lead on developing 

client relationships. “He has always been such a 

positive individual,” says Sherry. “Granger is patient, 

an outstanding negotiator, and interested in providing 

our clients with the information and knowledge they 

need.” Organized and detail-oriented, Sherry runs 

the administrative element of the team’s transactions, 

utilizing her marketing and design skills to effectively 


E A 

EXCEPTIONAL SERVICE - Attentive CARE 


promote their listings. Together, they provide their 

customers with a comprehensive experience throughout 

the course of each transaction. 

Their intimate knowledge of the resources, amenities 

and distinct nuances of communities throughout 

Orange County and the outlying regions has allowed 

Granger and Sherry to offer their clients knowledgeable 

representation, both as listing agents and as buyers’ 

representatives. Engrained within their home community 

of Rossmoor, the Riachs are particularly well-versed in 

this market, having seen it evolve over the course of over 

two decades. 

“We know all the original floor plans and variations 

in Rossmoor and what can be done with them,” Granger 

recalls. “Today Sherry and I are really in tune with the 

elements that can impact pricing and salability, such as a 

home’s square footage, its location, and any amendments 

to the original layout.” Their field experience, supported 

by an array of marketing tools available through Re/ 

Max, allows them to effectively negotiate on buyers’ 

behalves, and to list homes that are designed to attract 

buyers…and to sell. 

Consistently selling homes in a challenging market 

requires committed effort, and Granger and Sherry are 

extremely dedicated to accomplishing their clients’ 

goals. The team offers sound, objective solutions 

and ideas for ensuring that homes show to their best 

potential. Sherry’s eye for design is an invaluable benefit 

to their business; she works closely with customers to 

help them create visually appealing spaces, which are 

then highlighted through print and online marketing 

campaigns. “I am really passionate about this,” she 

reveals. “It can be daunting for our clients, who have 

become so comfortable in their own homes, to think 

about making changes. But time and again we have seen 

that well-staged homes make a significantly positive 

impact on prospective buyers. I’m here to help with the 

transition, and to provide our clients with real solutions 

to helping prepare their homes for sale.” 

Granger and Sherry specialize in equity sales and 

purchases, though they are also adept at handling 

REO and distressed property transactions as well 

as commercial real estate. While they continue to 

make Rossmoor their primary farm, the team works 

throughout Orange County. Their true specialty, it 

seems, is in building long-term relationships with 

clients and agents. 

“At the end of the day, we want to achieve a win-win 

situation for the parties involved in a transaction,” offers 

Granger. “Sherry and I have been in business for many 

years, and had the opportunity to build a wonderful 

client base as well as to develop strong collegial 

relationships with other real estate professionals.” Their 

communication and forthright approach to business has 

earned them the trust and loyalty of a growing clientele; 

the pair estimates that upwards of 60% of their business 

stems from repeat and referral customers. “We have 

enjoyed friendships that have lasted long beyond 

transactions,” remarks Granger. 

Adds Sherry, “One of the greatest rewards in our 

work is the feeling of joy in knowing we have helped 

people reach their goals. We are thrilled to have known 

so many amazing people, and to have been a part of one 

of the most important decisions of their lives.” 

High school sweethearts, Granger and Sherry are 

proud parents to three children, who are active in 

Rossmoor schools and sports. Their business model is 

a balanced one; in addition to dedicating their time and 

energy to their clients, the duo is also very active in 

their children’s lives. And their efforts have paid off; 

today the Riachs’ oldest son works with his parents to 

incorporate cutting-edge technology into their business 

and marketing efforts, leaving the door open to a third 

generation of Realtors® in the family. 

Granger and Sherry have enjoyed the opportunity 

to work with generations of clients, and look forward 

to building more lasting relationships within the 

communities they represent. In an industry that has 

experienced its fair share of shakeups and problems, 

they offer a much-needed sense of continuity and 

positivity. Agents may come and go, but Granger 

and Sherry Riach are ready for the challenges and 

opportunities that await. 

Granger and Sherry Riach 

Re/Max College Park Realty 

10791 Los Alamitos Blvd. 

Los Alamitos, CA 90720 

Telephone: 562.431.6887 

www.CallGranger.com 

info@callgranger.com 

DRE #01011806 

DRE #01042844 


E A 

Celebrating The Great 

Real Estate Professionals 

By Jeremy Conaway 

In Groundswell, her 2008 bestselling book about 

social media, Charlene Li taught us that being a critic 

was one of the favorite activities connected with our 

contemporary society. She pointed out that, at any given 

time, only about 18% of individuals interacting through 

social media channels were engaged in creative and 

innovative thought while a whopping 25% were focused 

on being critical. 

So it has come to pass in our public dialogue about 

real estate agents. Whether in attempts at constructive 

criticism, self-marketing or just plain meanness, it seems 

as though the majority of what is being written about real 

estate agents these days is negative and critical. 

I recently had an opportunity to witness the gold medal 

level performance of an world class real estate professional 

named Judy as she charged and fought her way through 

an inspiring four-month campaign to market and close on 

a residential property in our community. This experience, 

and the amazing competency she demonstrated, serves to 

remind all of us of two important concepts: 1) the realities 

of the current marketplace are more than just metrics, 

statistics and comparisons about how real estate markets 

used to be, and 2) success in today’s complex market 

requires an exceptional professional with complete skills, 

tenacity and a courageous heart. 

The circumstances of this transaction were not 

particularly remarkable. The sellers were prime time 

boomers attempting to escape the growing danger of their 

waterfront McMansion based lifestyle into what their 

“Y” generation son called a “sustainable” lifestyle. The 

property to be listed had represented the zenith of their 

“Yuppie” existence and had, for over ten years, served to 

give notice to the world of their relative professional and 

social success. 

Of course the sellers were totally Internet savvy and 

had, by the onset of the listing, made themselves experts 

on the contemporary real estate market situation. They 

were convinced that the listing agent would be a mere 

formality and that the priceless treasure they offered 

for sale would be snapped up within days by any one of 

the many interested and eligible consumers circling the 

marketplace. 

The statistics told a much different story. At the time of 

listing there were 87 properties listed in the price range 

of $1 million to $1.5 million. Based upon the existing 

absorption rate it should have taken almost two years to 

successfully market the property. 

Predictably, client generated problems emerged almost 

as soon as the listing was penned. The sellers, basking in 

their self proclaimed expertise, were convinced that the 

listing agent should be a fountain of new and innovative 

tricks and creative marketing techniques to reach the 

hundreds of potential buyers in the marketplace. The 

fact, gently pointed out by their broker, that only seven 

such properties had sold in the past year in three counties 

were lost on these optimists. The sellers became an 

unending source of new and untested approaches for 

ads, advertising, receptions and gimmicks all that would 

certainly sell the property in short order. The seller’s 

frustration grew as each “perfect” solution failed to 

produce a buyer. 

Finally, after 60 days, the joint effort was darkened 

by the appearance of Mr. Big. Demonstrating one of the 

most disgusting features of the current market, this dirt 

gambler roams the marketplace looking for sellers who he 

deems to be desperate and unstable. Those who meet this 

description are rewarded with an offer that is suspended 

half way between insulting and predatory. 

The first chapter of this saga came to a dramatic end 

ninety days after the original listing when, at the seller’s 

request, the broker agreed to terminate the listing so the 

then manic sellers could rethink, refinance and recommit 

to the Yuppie dream. It was here however that the real 

story began. 

Four days after the listing was taken off the market, 

Judy called the sellers to say that an eligible buyer had 

emerged. Would the sellers entertain a showing As if by 

divine intervention, a few days later a purchase agreement 

was negotiated and the saga was hurtled into its next 

phase. 

A major complication in today’s real estate marketplace 

is the fact that consumers have little or no idea just how 

complex and downright hostile the current transaction has 

become. Consequently they have no idea about the wide 

range of skills and competencies that agents must utilize 

to successfully close a transaction. Given this situation 

imagine the impact of the following factors on the course 

of the transaction: 

30 


E A 

• Home inspection covered thirty-five pages and 

disclosed matters that arose from the initial construction 

of the home 

• Buyers demanded a special survey product that 

cost almost twice the normal service 

• Buyers agreed to a price that was only 4% under 

listing price; the challenge was that they subsequently 

expected that all matters of concern, no matter how 

minimal, be resolved in their favor 

• Buyers’ agent had set a standard of professional 

performance that made every point of negotiation a matter 

of personal achievement 

• Sellers’ commitment to the sale, and a new 

lifestyle, fell ten degrees short of cooperative behavior on 

several occasions during the transaction 

• Sellers’ perception, that theirs was the perfect 

property, didn’t match up to what the out of town buyer’s 

had in mind for their dream recreational property 

• Mortgage process remained uncertain until six 

hours before closing due to the appearance of a shadow 

tax lien from 1974 

It was, perhaps, the perfect setting for greatness to 

emerge, and that is exactly what happened. Over a three 

week period agent Judy, like one of the fabled Musketeers 

of old, stood within a circle of conflict and doubt, parrying 

each threat and attack on the transaction, with an amazing 

level of grace and balance. With one hand she maintained 

control over the sometimes out of control egos of her 

clients while with the other she worked to maintain an 

environment of transactional fairness and balance in the 

face of an aggressive buyer’s team. Throughout this period, 

and apparently with her right foot, she orchestrated a vast 

cast of closing, appraisal, utility, township, mortgage, 

contracting, cable, heating, painting, refinishing, plumbing 

and the myriad other experts and vendors required to close 

a transaction in today’s marketplace. 

It was, indeed, a pleasure to watch Judy receive a 

commission so well earned and deserved. 

Oh by the way, where did that buyer come from It turns 

out that when she is not otherwise pursuing the details 

of other transactions, a successful career and a positive 

personal life, Judy maintains a tight network of contacts 

among other agents in the marketplace that deal with high 

value properties and affluent consumers. It was a result 

of this practice, just one more amazing skill set, that the 

buyer was located and attracted. 

If this article sounds like a tribute to great real estate 

agents, it has been. Thank you Judy for reminding us 

all about the fact that great real estate professionals are 

unique, valuable and irreplaceable. May 2011 be a year of 

wonder for each of you. 

Jeremy Conaway is the President of RECON 

Intelligence Services. He is a recognized expert in the 

fields of brokerage and association design. His company 

is currently a leading source of strategic and tactical 

ideas and applications for the leading edge of the real 

estate industry. He is a nationally known lecturer, author 

and facilitator. © 2010, Jeremy Conaway. All rights 

reserved. For information regarding Jeremy’s speaking, 

consulting and facilitating, contact the FrogPond at 

800.704.FROG(3764) or email susie@FrogPond.com; 

http://www.FrogPond.com. 


Kevin Budde 

Assistant Vice President 

Platinum Club Member 

949.422.2075 Cell 

949.325.6249 Direct 

kevin.budde@bankofamerica.com 

http://mortgage.bankofamerica.com/kevinbudde 

Joelynn Warner 

Mortgage Loan Officer 

949.325.6279 

Tiffany Garcia 


949.325.6275 

Christopher Williams 


949.325.6248 

Lois Jensen 


949.325.6288 

Jo Mercado 

Mortgage Loan Coordinator 

949.325.6276 

Neal Pilon 


949.325.6252 

Linda Scott 


949.325.6280 

Fausto Relis 


949.325.6281 

Angilla Wang 


949.325.6277 

An exceptional neighborhood deserves 

exceptional service. 

When you call Bank of America, you can rest assured that our top priority is providing personal service 

so you can make well-informed home financing decisions. With our commitment to responsible lending, 

we help qualified homebuyers become successful homeowners. 

We offer a variety of mortgage solutions. From the beginning, the Kevin Budde Team with extensive industry 

experience will work closely with you to make sure the process is as efficient and convenient as possible. 

To purchase or refinance with confidence, you can experience exceptional service right in the neighborhood. 

Contact the Kevin Budde Team today. 

Office: 30221 Golden Lantern • Laguna Niguel, CA 92677 

Bank of America, N.A., Member FDIC. Equal Housing Lender © 2011 Bank of America Corporation. Credit and 

collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, 

terms and conditions are subject to change without notice. 110307 03-2011 ARR5F150

GLOBAL. 

NATIONAL. 

LOCAL. 

YOU. 

There has never been a more important time to ensure your business 

enjoys leading edge systems and support. No matter whether you are 

a sales consultant looking to go to a new level of performance or a 

business owner finding your current environment lacking in imagination 

you should call Harcourts today. 

The market is a smorgasbord of opportunities; we can show you how to 

take advantage while all around you others wait, hope and fail. 

Currently we have significant opportunities for new franchise owners, If 

you are an existing real estate business owner looking to take advantage 

of the world's best training, support, systems and culture you owe it to 

yourself and your team members to investigate the Harcourts Option. 

Call us today. 

Aaron Hodson 

E: aaron.hodson@harcourtsusa.com 

P: 949 282 4288 

All approaches will be handled in the strictest of confidence. 

www.harcourtsusa.com

E A 

Proof Careers Don’t 

Have To Start Slow- 

Even In This Market 

By Carla Cross 

Have you 

ever heard 

someone 

tell you that 

it takes many 

months to make 

your first sale in 

real estate That 

would be enough 

to discourage 

most agents—or 

give them excuses 

not to dive right 

into the business! 

I know, from my 

own experience, it 

doesn’t take long 

to make your first 

sale—if you go to 

work with purpose and consistency. In fact, you 

can make a sale your first month—and you need 

to, for several reasons that have nothing to do with 

money. 

Note: I did a survey of agents under three months 

in the business for my book, Become Tomorrow’s 

Mega-Agent Today. I found that 62% of agents 

surveyed expected to get their first closing within 

two months. That means they must sell a house 

their first month in the business. The question: 

When do they need to go to work Bingo. Their 

first week! 

The Power of Success. Not only is it possible 

to make a sale your first month in the business, 

it’s critical to make a sale quickly, to keep you 

motivated. The value of ‘early success’ has been 

proven in many sales fields. My husband just 

bought a car from Enterprise Rent-a-Car Sales. 

The manager told me about a study done by 

Enterprise. They found that, when their new 

salespeople made 7-9 sales their first month in 

the business, they went on to great careers—and 

were retained almost 100% by the company. 

Don’t Settle for ‘Slow Start’ Realty. Not only 

is it possible to get a sale quickly, it’s probable if 

you have the right program and the right coach. 

If you intend to make a dynamic career from real 

estate sales, find a ‘Fast Start’ Realty and go to 

work intensely. 

High Expectations Coupled with a Great Plan 

and a Great Coach Get Fast Results 

This spring, we awarded several agents, all 

under 2 years in the business, full scholarships 

to our Up and Running Small Group Coaching 

program. They just finished the program. These 

three agents averaged 5.33 sales and 2.66 listings 

sold for a total of 8 transactions each during 

our 90-day program. In addition, they listed, on 

average, 6.33 homes each during this time. At 

$5000 per agent transaction commission, that 

would be $39,833 in 90 days! 

*calculated as $5000 per transaction to the 

agent—your commissions may vary 

From Chrissy Harvey, Prudential HomeSale 

Services, who completed 6 transactions 

and listed 9 properties in 90 days: Jodi {our 

professional coach} is one of the best motivators I 

have ever been in contact with. She is extremely 

good at what she does and very on top of her 

game. I am definitely a better sales person for 

going through this coaching with her. She has 

taught me things that were not really difficult but 

that had never crossed my mind. {Note: Chrissy 

has been in the business less than 2 years!} 

Return on Investment. If you’re selling real 

estate, you’re in business for yourself. You are 

concerned with your ROI (return on investment). 

But, it’s not just the money. It’s actually the 

34 


E A 

motivation and confidence you really need to get 

your career off the ground fast—before you lose 

faith in yourself! 

Mike Holland, manager of Prudential HomeSale 

Services, Lebanon, PA., says that his agent 

participant, Chrissy Harvey, not only completed 

6 transactions and 9 listings during the program, 

it inspired her to act, think, and earn like a top 

performer--forever. Mike says, “Chrissy’s success 

has changed the environment in our office to 

focused productivity.” Mike also said that Chrissy 

has inspired agents he just hired to hit the ground 

running—what a change in culture for the better! 

‘Slow Start’ Realty isn’t doing you any 

favors. As a consultant and coach to real estate 

companies, I see the ‘slow start’ strategy often. 

Companies think they’re doing agents favors by 

not hiring them to standards and expectations, 

by not putting them right to work. In fact, some 

companies even keep you in training so long they 

actually train you right out of the business (they 

must think this is a training business, not a real 

estate sales business). It may see warm and fuzzy 

to both company and agent for awhile. But, when 

the honeymoon is over, and the agent is getting 

discouraged (and this happens by month two), the 

agent wonders why no one has given him direction. 

After all, how would you start a new career without 

precise guidance and direction Yet, it happens 

every day. 

Getting help. If you’re not achieving your goals 

in the timeframe you want, if you’re discouraged 

and de-motivated, it’s time to find a program that 

delivers what you need—structure, coaching, and 

encouragement. Grab it while you can, and watch 

your career soar. 

Carla Cross, CRB, MA, is president of Carla 

Cross Seminars, Inc. and Carla Cross Coaching, 

specializing in real estate sales and management. 

Cross, an international speaker and coach, is 

the author of 6 internationally published books, 

20 productivity programs, and is a winner of the 

National Association of Realtors’ National Educator 

of the Year award. www.BrokerAgentSpeakers. 

com. © 2008, Carla Cross. All rights reserved. 

For information contact FrogPond at 800.704. 

FROG(3764) or email susie@FrogPond.com; 

http://www.FrogPond.com. 

E A 


E A 

Become A Master Of Change 

When To change - What To change - How To Change 

By Anne M. Bachrach 

F 

or most of us, the thought of change can send us 

into a panic attack. For some of us, we might fear 

change because it disrupts our sense of security 

and consistency by challenging our perceptions. As 

much as we crave stability and security, change is 

an inevitable part of life and we can either choose to 

embrace it or resist it. 

From the minute we are born, our body remains in 

constant change and resisting it only makes it harder to 

get through it. Resistance to change isn’t because we 

purposely want to go against the grain; we do it because 

we’re fearful of the unknown outcome. We don’t know 

what’s on the other side and for no rational reason we resist 

it, thinking that will help us. 

The fear of change comes from the fact that change 

challenges the perceptions and beliefs that our life is 

built upon. When change challenges our perceptions, we 

are forced to step outside our comfort zone, and that’s 

uncomfortable. Additionally, when our perceptions are 

challenged, so is the ground our life is built upon. We are 

forced through change, to refine our perceptions and belief 

systems that we thought were true. Let’s face it, when the 

very perceptions and belief system your life is built on is 

threatened, it can be uncomfortable. But it can also be very 

rewarding and exciting. 

Change is the inevitable constant refinement of our 

being. Whether you want it or not, change is inevitable. 

Inaction and resistance cannot completely stop change; it 

will only lessen your personal growth and add frustration 

to your life. You will become stagnant and remain inside 

the boundaries of a very limited life while everyone and 

everything grows around you. You aren’t reading this 

article to stay the same, and I don’t believe we were put on 

this earth to be stagnant - you want to grow and improve. 

Wouldn’t you like to discover your potential What about 

becoming a better person for you, your family, and the 

world 

Life is really a series of changes and each change is a 

challenge. It’s an opportunity for us to learn - to grow 

- to expand. Some changes might be small while others 

may be large, but they each bring the opportunity to learn 

something new about yourself and the world around you. 

With each new lesson you learn from the previous 

challenge, you become more adept at applying what you’ve 

learned to future growth and challenges. Change actually 

becomes much easier to handle because when you come 

out the other side, you gain valuable skills and experiences 

that you can apply to the rest of your life. Instead of being 

fearful, you may even have fun being more open to change 

because you know your life will be that much better. 

With a constant refinement of perceptions and beliefs, 

change goes from sending us into a panic attack to being 

just another task we successfully complete. It goes from 

being a major incident to a whole new exciting adventure. 

With every change you make in your life, you become more 

adept at building solid ground no matter what the situation; 

and rationally dealing with your fear instead of allowing 

your perceptions to falsely magnify it. Change becomes 

fun and exciting, and you learn to actually welcome it. 

Here’s how you become a master of change: 

Inaction and Resistance Carries Bigger Consequences 

There’s no way out and around it. Choosing inaction 

or resistance to change carries bigger consequences than 

choosing to face the change head-on in the first place. You 

are an ever changing person in an ever changing world and 

resistance just adds fear and frustration to every situation. 

Learn to be open to creating new and exciting adventures 

that change will bring. 

Focus on the Desired End Result 

Worrying about what might happen will not help you 

deal with what’s at hand. Focus on where you want to be 

when the change is complete. The mind has an uncanny 

way of being a goal-achieving machine and will create your 

reality based on the thoughts you are focused upon. You 

want to keep your desired end result in mind at all times, 

and only think about what you want to happen not what 

you don’t want to happen. What got you to where you are 

today isn’t what will take you where you want to be. Look 

at your long-range desired results and embark on a new 

journey to even greater outcomes. 

Rationalize Your Fear 

Fear is a natural response, but try to identify what it is 

you are afraid of. Fear is usually the result of our mind 

creating hypothetical dramas that have no base in reality. 

If you find yourself fearful of the outcome of an impending 

change, ask yourself what you’re afraid of. There is a 

solution to everything and when you rationalize your fear, 

you can see that you are going to be just fine. You can just 

suck it up, and as Nike says, “Just Do It.” Do what you 

are afraid of doing and reap the benefits. You will quickly 

36 ExecutiveAgent Magazine

E A 

discover that the experience of change wasn’t worth all 

that anxiety over the unknown. Each time you rationalize 

the fear, you will have greater courage to “Just Do It” in 

the future. 

Break it into Manageable Pieces 

For major changes, break it down into smaller 

manageable pieces. It’s much easier to identify a solution 

when you can apply a strategy to deal with each step. 

When you know what you’re going to do each step of the 

way, you can get to the end result with confidence and a 

rational strategy. 

Last but not least, celebrate your victories. Each 

time you felt the fear and did it anyway, you were 

victorious and reaped the benefits of showing that you 

are a champion! Little by little you’ll learn to trust your 

abilities more and to handle anything that comes your 

way. When you rationalize the fear and create successful 

strategies, you come out a winner on the other side. Look 

at change as a fun and exciting adventure. Reap the many 

rewards! 

are amplified by your resistance. Resist them and you 

become a victim - embrace them and you become a true 

master of change. 

I have lived a long life and had many troubles, most of 

which never happened. 

MARK TWAIN 

Celebrated American author 

Anne M. Bachrach is President of A.M. Enterprises 

in San Diego, CA. Anne has 23 years of experience 

training and coaching. The objective is to do more 

business in less time through maximizing people’s true 

potential, and ultimately leading them to an even better 

quality of life. For more information on our services and 

learning tools, and to take advantage of at least 9 FREE 

life quality resources, visit www.AccountabilityCoach. 

com or click this link (http://AccountabilityCoach.com/ 

signupa). ©2008 Anne Bachrach. All rights reserved. For 

information contact FrogPond at 800.704.FROG(3764) or 

email susie@FrogPond.com; http://www.FrogPond.com. 

You can resist change, but only temporarily. When 

you resist the natural flow of the world, which is based 

on change, your life becomes a series of challenges that 

ExecutiveAgent Magazine 

37

Download PDF - Executive Agent Magazine

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?