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EXECUTIVEAGEN TM<br />
MAGAZINE<br />
Southern California’s Publication for the Real Estate Professional<br />
TIM CARR<br />
<strong>Executive</strong> <strong>Agent</strong> of the Month<br />
INSIDE FEATURES:<br />
JANICE ECKLES<br />
MetLife Home Loans<br />
EVEREST ESCROW<br />
Company Profile<br />
GRANGER & SHERRY<br />
Professional Profile<br />
BROCK WORTHEN<br />
Keller Williams Realty
Janice Eckles<br />
Mortgage Consultant<br />
5 Park Plaza, Suite 650<br />
Irvine, CA 92614<br />
(949) 812-3501<br />
(949) 275-3005<br />
jeckles@metlife.com<br />
www.HomeLoansByJanice.com
contents<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong><br />
JUNE, 2011 VOL. 3 NO. 6<br />
Cover Story<br />
Editorials<br />
TIM CARR<br />
<strong>Executive</strong> <strong>Agent</strong> of the Month<br />
5<br />
36 - Ann M. Bachrach:<br />
Become A Master Of Change<br />
34 - Carla Cross:<br />
Proof Careers Don’t Have<br />
To Start Slow Even In This<br />
Market<br />
30 - Jeremy Conaway:<br />
Celebrating The Great Real<br />
Estate Professionals<br />
20 - Chris Widener:<br />
How to Guarantee a Great<br />
Day Every Day!<br />
24 - Dirk Zeller:<br />
The Zone<br />
Fred Arrias<br />
<strong>Executive</strong> Publisher<br />
2929 Calle Frontera<br />
San Clemente, CA 92673<br />
Ph: (949) 366-3349<br />
Fax: (949) 266-8757<br />
info@executiveagentmag.com<br />
www.<strong>Executive</strong><strong>Agent</strong>Mag.com<br />
ADVERTISERS’ INDEX<br />
Advantage Title.................................11<br />
Bank of America................................32<br />
Efficient Services Escrow.................19<br />
Harcourts......................................33<br />
i Photography Studio..........................12<br />
MetLife Home Loans..........................2<br />
PWAOR................................22<br />
Realty ONE Group.............................40<br />
The Termite Guy................................38<br />
Trust One...........................................39<br />
14<br />
28<br />
Wells Fargo Home Mortgage.............13<br />
Windermere Real Estate....................18<br />
Janice Eckles<br />
MetLife Home Loans<br />
Everest Escrow<br />
Company Profile<br />
26<br />
Granger & Sherry<br />
Professional Profile<br />
16<br />
Brock Worthen<br />
Keller Williams Realty<br />
Photography: i Photography Studio<br />
Graphic Designer: Charlene Pokorny<br />
Editorial Manager: Garon Arrias<br />
Writers: Lalaena Gonzalez–Figueroa,<br />
Shannon Hartsoe<br />
© Copyright 2011<br />
<strong>Executive</strong> <strong>Agent</strong> <strong>Magazine</strong>. All rights reserved.<br />
Reproduction in whole or in part without written<br />
permission is prohibited. Although every precaution<br />
is taken to ensure accuracy of published<br />
materials, <strong>Executive</strong> <strong>Agent</strong> <strong>Magazine</strong> cannot be<br />
held responsible for opinions expressed or facts<br />
supplied by its authors.<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong> 3
Ê<br />
N O M I N A T I O N<br />
F O R M<br />
EXECUTIVEAGENT TM<br />
MAGAZINE<br />
Ê<br />
Nominate a fellow REALTOR® to be profiled in one of our feature stories: on the cover as <strong>Executive</strong> <strong>Agent</strong><br />
of the month, or as a special feature story. All candidates must be nominated by a real estate professional<br />
or affiliate. The selection process includes a questionnaire, personal interview, reference check and final<br />
approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service<br />
and uniqueness of story, as well as industry and community involvement.<br />
Nomination form<br />
I nominate:<br />
Ê<br />
NAME:______________________________<br />
COMPANY:__________________________<br />
ADDRESS:___________________________<br />
____________________________________<br />
CITY/STATE/ZIP:_____________________<br />
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PHONE:_____________________________<br />
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MAIL, Fax or E-mail:<br />
Ê<br />
<strong>Executive</strong>Ê<strong>Agent</strong>Ê<strong>Magazine</strong>Ê<br />
2929 Calle Frontera<br />
San Clemente, CA 92673<br />
Phone (949) 366-3349<br />
Fax (949) 266-8757<br />
info@executiveagentmag.com<br />
_____________________________________<br />
Submitted by:<br />
NAME:______________________________<br />
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Ê
Cover Story<br />
TIM CARR<br />
<strong>Executive</strong> <strong>Agent</strong> of the Month<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
By Lalaena Gonzalez-Figueroa - Ian Wiant Photography<br />
In an industry known for its constant changes<br />
and challenges, there is perhaps no better tool<br />
for a Realtor® than a sense of perspective. For<br />
Tim Carr, the ability to take a proverbial step back<br />
from the business and maintain an objective and<br />
realistic approach has made a significant impact on<br />
his professional success. Hand selected by a local<br />
broker who helped to launch the careers of some<br />
of the region’s most influential agents today, Tim<br />
remains at the forefront of the industry by maintaining<br />
a vision for how future business will be conducted.<br />
And he’s having a great time in the process.<br />
He was fresh out of college when Tim was invited<br />
by Bill Feeney to join an elite training program for<br />
new agents. Tim began his career at a familyoriented<br />
boutique office, where he distinguished<br />
himself early on through his use of what was then<br />
cutting-edge technology. “Initially I was the only<br />
agent who utilized a desktop computer,” he recalls,<br />
laughing, “My broker thought it made my workspace<br />
look dirty, so I was relocated to the second floor of<br />
the office.”<br />
Though Tim was relegated to an “out of sight”<br />
position, he maintained an active presence within<br />
his region. Long interested in the aesthetics of<br />
residential design, he recognized that the market<br />
was ripe with opportunities. “At the time, the<br />
industry was fragmented,” he explains. “Many<br />
agents were working part time, and there were<br />
ample prospects for a young professional with a<br />
strong educational background.” Tim, who holds an<br />
MBA from the University of California, Irvine, took<br />
a business-oriented approach to his career. When<br />
the post-1990s economy took a drastic downturn, he<br />
capitalized on the opportunity to acquire foreclosures.<br />
Becoming a seasoned investor didn’t simply allow<br />
him to generate additional income; it provided Tim<br />
with a firsthand knowledge of how to build wealth<br />
via a diverse portfolio of real estate, a skill he has<br />
readily utilized with his own clientele.<br />
Tim’s business acumen has been a significant<br />
driving force behind his accomplished career. In<br />
addition to managing a thriving residential real<br />
estate practice, he was also the co-founder of Strada<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
Properties and Long Beach’s Doma Properties. A<br />
natural entrepreneur, he has successfully balanced<br />
ventures like these with his own clientele and a<br />
team of professionals operating as the Tim Carr<br />
Group.<br />
“Having a team of professionals<br />
provides us all with a more<br />
comprehensive perspective.”<br />
Comprised of Tim’s two assistants, a full-time<br />
property manager and nearly two dozen agents,<br />
the group operates under Tim’s leadership and<br />
mentorship. <strong>Agent</strong>s handle their own clients,<br />
but collaborate when appropriate in order to<br />
maximize efficacy in their transactions. “Having<br />
a team of professionals provides us all with a<br />
more comprehensive perspective,” notes Tim.<br />
“We are all specialists within certain markets, and<br />
utilize our collective knowledge in order to better<br />
represent the diverse needs of our customer base.”<br />
Tim’s area of expertise is residential and residential<br />
income properties, particularly within the high-end<br />
and luxury home markets. With a business based<br />
on upwards of 90% repeat and referral customers,<br />
he reveals that his strong reputation as a credible<br />
and knowledgeable professional have made all the<br />
difference. “Because I am focused on developing<br />
long-term relationships with my customers, I<br />
maintain straightforward communication with them.<br />
If I believe that a property isn’t a good fit, I’ll explain<br />
why. At a time when real estate consumers are<br />
more savvy than ever, it is my job to add value to<br />
each transaction I represent, offering a service that<br />
is based on meeting their needs and keeping their<br />
best interests as my top priority.”<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
not just hungry for a sale,” he reveals.<br />
“I am in this business for<br />
the good of my customers, for<br />
the long-term relationships that<br />
are developed. That’s where<br />
the true rewards are.”<br />
Tim has had a long history of<br />
success with Coldwell Banker,<br />
and appreciates the brokerage’s<br />
international presence and<br />
brand. “As a member of Coldwell<br />
Banker Previews, my team and<br />
I have the opportunity to work<br />
with autonomy, while utilizing<br />
a wealth of tools and systems<br />
within the company,” observes<br />
Tim.<br />
In Tim’s business, value<br />
comes in the form of experience,<br />
marketing and technology. After<br />
over two decades of successful<br />
sales and record production levels,<br />
he is extremely well-versed<br />
in the Southern California real<br />
estate market. Amiable and<br />
professional, Tim is an outstanding<br />
negotiator who approaches<br />
transactions intelligently and<br />
thoughtfully. He adeptly identifies<br />
creative solutions to business<br />
challenges, keeping his<br />
cool throughout high-stress situations.<br />
And despite his track<br />
record of success, he maintains<br />
that his business is driven not<br />
by numbers, but by his desire<br />
to offer knowledgeable service<br />
and care to his clientele. “I’m<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
“The journey of life is a short one,” he reflects. “I believe<br />
that, with a balanced approach,<br />
you can enjoy the efforts of hard work.”<br />
His own proprietary tools and software are the<br />
result of Tim’s commitment to incorporating cuttingedge<br />
technology into his business. “Years ago I<br />
wrote software to manage my own properties,” he<br />
explains. “I’ve amended and updated the original<br />
programs in order to tailor them to today’s business.”<br />
He’s gone paperless with his work as well, utilizing<br />
programs that expedite the real estate process while<br />
maintaining the integrity of each transaction.<br />
Real estate is his business, but it doesn’t define<br />
Tim. Maintaining a sense of balance keeps him fresh<br />
as a businessman, but also allows him to enjoy the<br />
fruits of his labor. He and his wife Julie are proud<br />
parents to three children. The family has cultivated<br />
a veritable menagerie of pets including parrots, a<br />
rottweiler, a cat and desert tortoises. Laughs Tim,<br />
“We enjoy them, especially Captain Morgan, our<br />
bilingual macaw.” The Spanish-speaking bird is<br />
a standout thanks to her chronic use of indecent<br />
language.<br />
With an easy laugh and a genial personality, Tim<br />
is a natural performer who speaks publicly for MBA<br />
classes and who enjoys singing and playing the<br />
classical guitar. His college band, The Swinging Tikis,<br />
has been playing for nearly 25 years. The group is<br />
often found at charity events, delighting audiences<br />
throughout Orange County. Tim has also been known<br />
to play solo gigs at local venues like the Blue Beet.<br />
A well-versed professional with a penchant for life,<br />
Tim Carr is making the most of the opportunities in<br />
real estate. “The journey of life is a short one,” he<br />
reflects. “I believe that, with a balanced approach,<br />
you can enjoy the efforts of hard work. There will<br />
always be challenges, but they can lead to some<br />
amazing rewards.”<br />
THE CARR FAMILY<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
TIM CARR GROUP<br />
140 Newport Center Drive, Suite 100<br />
Newport Beach, CA 92660<br />
Ph: 949.640.3630<br />
Tim@TimCarrGroup.com<br />
www.TimCarrGroup.com<br />
DRE # 01017277<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
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EXECUTIVEAGEN TM<br />
MAGAZINE<br />
Janice Eckles<br />
By Lalaena Gonzalez-Figueroa<br />
J<br />
anice Eckles, MetLife<br />
Home Loans Mortgage<br />
Consultant, recalls<br />
working with a short-sale<br />
buyer whose purchase became<br />
jeopardized by a simple<br />
clerical error. “Signed loan<br />
documents were sent to the<br />
wrong address,” she explains.<br />
“The realtor and I realized<br />
that the home would go into<br />
foreclosure if the sale didn’t<br />
close by a specific date.” It<br />
would have been easy to point<br />
the finger at the erring party,<br />
but Janice chose to act on her<br />
client’s behalf. Up before<br />
dawn, she hunted the documents<br />
down to a mailroom<br />
in Texas. Taking advantage<br />
of the two hour time difference,<br />
she arranged same day<br />
delivery and the documents<br />
arrived back in California by<br />
the established deadline. It<br />
was all in a day’s work for<br />
Janice, but her client was<br />
touched. “He and his family<br />
came to my home with a gift<br />
to thank me,” she reveals. “It<br />
was wonderful to see firsthand<br />
the impact that a single transaction<br />
had.”<br />
While most loans do not<br />
require such heroic effort,<br />
Janice’s systematic and orderly approach enables her to successfully manage the diverse needs<br />
of her clientele. Working with builders, real estate agents and consumers, she offers attentive<br />
and knowledgeable care backed by the support and products of MetLife Home Loans, a division<br />
of MetLife Bank, N.A.<br />
Before joining MetLife Home Loans, Janice, a graduate of Santa Clara University, worked as a<br />
senior budget analyst for the City of San Jose. Handling a budget of $500 million was an amazing<br />
professional opportunity, but family ties brought her back to Southern California. In preparing<br />
to relocate, Janice met with an area mortgage banker to arrange for financing for a new home.<br />
The appointment yielded more than a loan; days later, as she dropped off documentation,<br />
she was invited to meet with the bank’s president. “He thought that I would be an asset to<br />
the organization, and created a position for me,” she recalls, quipping, “I went in with an<br />
application and came out with a loan and a job!”<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
“I grew up surrounded by a sense of service to the community, and enjoy<br />
the opportunity to make a difference in the lives of my clientele.”<br />
Her unique position working for the President was well suited to Janice’s interests. Not only<br />
did she learn the banking industry from the top-down, she also gained invaluable experience<br />
in practical areas including lending and loan processing. She became well-versed in jumbo<br />
loan packages for multimillion dollar projects as she established the bank’s construction<br />
lending division. With a firm foundation, Janice moved her focus to loan origination. “I<br />
was fortunate,” she recalls, “to be presented with an opportunity to work with one of the most<br />
successful construction lenders in the country.” She took full advantage of the mentorship,<br />
gleaning a wealth of knowledge and experience in the process.<br />
As the real estate and financial sectors have continued to change, Janice has adapted<br />
accordingly. Today she maintains a thriving business whose foundation is firmly rooted in<br />
residential home purchases, working with a range of clients including first time buyers, luxury<br />
real estate consumers and investors.<br />
Janice reveals that her role as a Mortgage Consultant allows her not only to utilize her<br />
background and knowledge in finance and business, but also appeals to her on a personal level.<br />
“For nearly twenty- five years, my father was the Inglewood city manager,” she offers. “I grew<br />
up surrounded by a sense of service to the community, and enjoy the opportunity to make a<br />
difference in the lives of my clientele.”<br />
She takes the time necessary to build lasting relationships with her customers, and provides<br />
her clients with the education and information they need in order to make informed decisions<br />
that will best suit their needs. “I strive to understand each client’s motivations,” Janice says.<br />
“At times, there can be a disconnect between what consumers want in a home, and what they<br />
can really afford. This is when it becomes imperative that they be presented with options on<br />
how to accomplish their short- and long-term goals.” She adds, “By providing my clients with<br />
honest and up-front information, I am empowering them to take control of their financial wellbeing<br />
well beyond the real estate transaction.”<br />
Her efforts are backed by the MetLife Home Loans reputation as a solid company designed<br />
to meet the changing needs of real estate consumers. The bank offers a range of programs<br />
including loans tailored to first time home buyers and jumbo products for high-end clientele.<br />
“MetLife Home Loans features a great leadership team with a forward-thinking approach,”<br />
states Janice. “This makes a significant difference in our ability to exceed the expectations<br />
of consumers and business partners, and to maintain a consistent and timely delivery of loan<br />
products.”<br />
From first time purchasers to high net-worth consumers, Janice is pleased to offer exceptional<br />
care and competitive loan products designed to meet her clients’ diverse needs. A Five Star<br />
Professional and winner of the President’s Club Award, she looks forward to continued business<br />
growth.<br />
Janice Eckles<br />
MetLife Home Loans<br />
5 Park Plaza, Suite 650<br />
Irvine, CA 92614<br />
Ph: (949) 812-3501<br />
jeckles@metlife.com<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
EXECUTIVEAGEN TM<br />
MAGAZINE<br />
BROCK WORTHEN<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
Brock Worthen and Keller Williams<br />
Your Partners in Real Estate Success<br />
By Lalaena Gonzalez-Figueroa<br />
As a real estate professional with a thriving sales<br />
career, Brock Worthen distinguished himself<br />
by meeting challenges head-on and proactively<br />
working to accomplish his business objectives. From<br />
Rookie of the Year he evolved into a position as the<br />
top-producing team in the Hollywood Hills, then moved<br />
on to open his own real estate investment firm, and now<br />
has come full circle into the role as Team Leader of the<br />
Keller Williams - Newport Estates Office. He launched<br />
his real estate career with Keller Williams, and is excited<br />
to return to the brokerage that has provided an exceptional<br />
foundation upon which lifelong businesses are built.<br />
Brock established himself in the Hollywood Hills area,<br />
and looks forward to working with Keller Williams agents as<br />
they attract residential and commercial business throughout<br />
Newport Beach and the surrounding communities. The<br />
expansion into a market known for its boutique agencies<br />
isn’t a risky move for Keller Williams, which consistently<br />
attracts top-performing agents who seek the tools, systems<br />
and support that will allow them to grow their business<br />
to new levels and to create a long-term plan for passive<br />
income. Carol Leonard who joined the firm in 2010,<br />
notes, “I absolutely love being here. Since joining Keller<br />
Williams I have been able to incorporate creative solutions<br />
into my business model, which have added notable value to<br />
the level of service I am able to offer my clientele.”<br />
She adds, “What our clients want, more than anything,<br />
is exceptional customer care backed by knowledge and<br />
integrity. Keller Williams agents are not only dedicated to<br />
our customers, but we are also committed to our industry<br />
and our colleagues. We are highly collaborative in our<br />
efforts, because we all share a common goal: to offer our<br />
clients successful transactions that run as smoothly as<br />
possible.”<br />
Notes Brock, “Keller Williams is unique in that agents<br />
and the company’s leadership team tend to be very open<br />
with ideas, strategies, knowledge and information. Our<br />
culture allows for tremendous success for anyone who<br />
seeks it, and fosters a sense of teamwork and collegiality.”<br />
The results are undeniable: according to Brock, Keller<br />
Williams is the nation’s second largest real estate brokerage,<br />
housing over 80,000 agents. Continued growth is a near<br />
certainty; the company’s founding partner Gary Keller is<br />
known for his thoughtful approach to handling business<br />
and addressing market changes. In addition to penning the<br />
renowned “Millionaire” series of books, he has also written<br />
“Shift,” which directly addresses challenges facing agents<br />
within the last decade. With real systems and solutions<br />
designed to meet the needs of agents and clients alike,<br />
Keller Williams offers real estate professionals the tools<br />
and education necessary to maintain and build business in<br />
any market.<br />
What really distinguishes a Keller Williams office,<br />
though, is the positive attitude that courses through agents<br />
and personnel. Keven Stirdivant, who joined the Newport<br />
Estates office in 2010, couldn’t be more pleased with the<br />
atmosphere at Keller Williams. “I have worked at several<br />
other brokerages, but never found a place that felt right,”<br />
he reveals. “Once I had the opportunity to work under<br />
Brock’s leadership, I knew I had found someplace special.<br />
His belief in the company, his vision for success and<br />
passion for the industry are truly inspiring. Brock is a real<br />
role model who exemplifies success in real estate. I know<br />
without a doubt that if I follow his lead, I can accomplish<br />
anything.”<br />
He’s well on his way. Before joining Keller Williams,<br />
Keven states that his highest listing was under the million<br />
dollar mark. Today he is setting out on multi-million<br />
dollar listing appointments with unwavering confidence.<br />
By taking advantage of the coaching, tools and systems<br />
available through Keller Williams, Keven believes he will<br />
take his business to levels he never before considered.<br />
Says Brock, “Our agent-centric model is designed to<br />
support real estate professionals at every stage of their<br />
careers. Not only are we providing them with strategies<br />
to build and develop their businesses, but we are also<br />
allowing them to create exit strategies as well. We can<br />
teach new agents how to build their businesses, or offer<br />
the support and resources that mega agents need to achieve<br />
new levels of production. And when agents are ready to<br />
take less active roles in their businesses, we have business<br />
models designed to allow them to generate passive income.<br />
This really is a brokerage designed for long-term success.”<br />
As a part of the Keller Williams system, KW - Newport<br />
Estates offers thriving residential and commercial divisions,<br />
a syndicate agreement with over 350 online partners, and<br />
a commitment to agent development. The brokerage looks<br />
forward to continued growth through partnerships with<br />
high quality real estate professionals.<br />
Brock Worthen/Team Leader<br />
Keller Williams Realty<br />
Newport Estates<br />
2 San Joaquin Plaza, Ste. 150<br />
Newport Beach, CA 92660<br />
Tel: 949.734.6502<br />
brockw@kw.com<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
W has a habit of flourishing, no matter where we are.<br />
It’s apparent in the way we connect with our agents and our<br />
community. If you have a desire for growth,<br />
we should talk.<br />
Grow with us.<br />
Consistency | Commitment | Connection<br />
To learn more about how Windermere can help your business thrive<br />
contact Chrisne Haynes 714.932.4447<br />
“Locaons Throughout Southern California with over 1500 Professional <strong>Agent</strong>s”<br />
Windermere Real Estate / Preferred Living—Andrea Marquez / Owner<br />
135 South State College Boulevard, #110 / Brea, CA 92821 / 714.582.8000 / WindermerePreferred.com
your goals are closer than you think,<br />
we’re here to help you.<br />
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$0 - $250,000 $875<br />
$250,001 - $500,000 $1025<br />
$500,001 - $750,000 $1,125<br />
$750,001 - $1,000,000 $1,235<br />
Refinance Escrow Fees<br />
$0 - $999,999 $450<br />
$1,000,000 - $2,000,000 $550<br />
$2,000,001 - $3,000,000 $650<br />
$3,000,000 + $750<br />
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no junk fees!<br />
For more information, please contact:<br />
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direct: 877.256.4217<br />
fax: 866.500.3292<br />
email: sales@efficientescrow.com<br />
Base fee $200 + $1.75 per thousand ( per side )<br />
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For assistance with open orders, please contact:<br />
office: 888.475.9240<br />
fax: 866.706.0974<br />
email: orders@efficientescrow.com<br />
Efficient Services Escrow<br />
18101 Von Karman Avenue, Suite 170<br />
Irvine, CA 92612<br />
www.EfficientEscrow.com
E A<br />
How to Guarantee a<br />
GREAT Day Every Day!<br />
By Chris Widener<br />
I<br />
have a standing interview every Monday morning<br />
on a radio station in the southeast that I enjoy<br />
very much. You can imagine though that it can<br />
become routine. So to make it a little more fun, the host<br />
nowadays doesn’t even tell me the topic before we go<br />
live on the air - that puts some excitement into it!<br />
This past week he asked me the following question<br />
cold at the beginning of the show: How can a person<br />
guarantee that they will have a great day, every day<br />
Now some may find that a hard question but for me<br />
it was actually a very easy question to answer (a little<br />
harder to actually live, but not that hard). You see, I<br />
believe in principles that govern our lives so that we can<br />
control our destinies and create for ourselves the kind of<br />
lives that we desire. People who live based on principles<br />
achieve what they desire while people who live reacting<br />
to circumstances do not.<br />
So, what were the principles that I gave to guarantee<br />
that a person could have a GREAT day every day Here<br />
they are:<br />
Focus On Today Only.<br />
Yes, we need to have long-range goals. But our focus<br />
must be on today. My old equation is that your shortterm<br />
tasks multiplied by time equal your long-term<br />
accomplishments. With that in mind, it is imperative that<br />
we focus in on our short-term, to control it and make it<br />
what will eventually, when multiplied by time, equal our<br />
long-term goals. Don’t think about tomorrow.<br />
Today is enough trouble in and of itself. You can work<br />
on tomorrow when it gets here. Instead, make today the<br />
best day you have ever had. Realize that when you lay<br />
down to sleep tonight you will have just given up the<br />
only shot you will ever have at today. Today is now gone<br />
and it is only a memory. You only get one shot at your<br />
today so focus intently on making it all that it possibly<br />
can be. Focus, focus, focus! When you focus on making<br />
today great, you are on the road to guaranteeing that you<br />
will make your day GREAT, every day!<br />
Embrace Your Power To Choose.<br />
Dwight D. Eisenhower said, “The history of free men<br />
is never written by chance but by choice, their choice.”<br />
When your today becomes your yesterday, you will<br />
look back and realize that that day was a result of your<br />
choices and your choices only. “But wait Chris, what if<br />
my boss controlled my day<br />
That isn’t my choice!” But it is your choice to work<br />
for someone else! Your choice to let someone else tell<br />
you what to do. You chose the feelings of helplessness<br />
that overwhelm you when you feel bad that you do not<br />
control your own destiny.<br />
The moment we realize that we have a gift from God<br />
that the animals do not have, mainly the gift of free will<br />
and choice, and when we realize the inherent power<br />
within that gift, and ultimately when we finally begin to<br />
exercise that gift, then and only then, will we begin to<br />
create for ourselves a GREAT day each and every day!<br />
Take ownership of the direction in your life. Make your<br />
choices then carry them out!<br />
Your Attitude Is Up To You.<br />
Yes, bad things may happen in your day. The pitcher for<br />
Team Circumstances may have a tremendous curveball<br />
waiting for you and you cannot control that.<br />
You cannot control what others may do or say. But you<br />
do control your attitude. Your attitude about whatever<br />
happens to you is up to you.<br />
When something happens to you, you have the choice:<br />
Will you let it get you down and depressed, keeping you<br />
from forging ahead and making the day the best one<br />
ever Or will you say to yourself that no matter what<br />
happens you are on the path to success and no obstacle<br />
will keep you from it Will you say, “Sometimes you<br />
win and sometimes you lose - I guess this time I lost”<br />
Will you say, “Sometimes you win and sometimes you<br />
learn - I can really learn something from this!”<br />
It is all in what attitude we choose. Your attitude is<br />
up to you and when you choose to have a great attitude,<br />
you are choosing to guarantee to have a GREAT day,<br />
every day!<br />
Live Out And Act On Your Priorities.<br />
So far we have dealt with internal perspectives, and<br />
that is indeed the place to start. But the practical place is<br />
in our priorities. If we want to make our days great, then<br />
we have to live out those things that will by definition<br />
20<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
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make our days great. And those things are what are<br />
important to us. They are our priorities.<br />
So each morning you start out by saying, “What things<br />
are important to me today What are the things I need to<br />
accomplish in order for me to lay down tonight and know<br />
that I lived a GREAT day” Then you put those in order<br />
of most important to least important.<br />
Don’t do what is fun. Don’t do what is easy. Do what<br />
is IMPORTANT! Live out your priorities! When you do,<br />
you will guarantee that you will make your day GREAT,<br />
every day!<br />
Tomorrow, when you wake up, go through the four<br />
following points and see if you don’t make tomorrow a<br />
GREAT day:<br />
• Understand that I get to choose how today will<br />
go.<br />
• Remain in a positive attitude no matter what<br />
happens.<br />
• Live out and act on my priorities.<br />
• Do this and you will guarantee a GREAT day,<br />
every day!<br />
Chris Widener is the President of Made For Success. He<br />
teaches leaders how to become Extraordinary Leaders.<br />
Chris’ speaking and consulting services have challenged<br />
the best to become optimists, to pursue excellence<br />
relentlessly, and to dream big dreams. Copyright© 2003,<br />
Chris Widener. All rights reserved. For information<br />
about Chris’ speaking and consulting services, contact<br />
the Frog Pond at 800.704.FROG(3764) or email susie@<br />
frogpond.com; http://www.frogpond.com.<br />
• Focus on today only.<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong> 21
EXECUTIVEAGEN TM<br />
MAGAZINE<br />
E A<br />
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Contact us at: 949.366.3349 or email: info@eamag.net<br />
WWW.<strong>Executive</strong><strong>Agent</strong><strong>Magazine</strong>.com
E A<br />
By Dirk Zeller<br />
W<br />
hen we<br />
listen to<br />
professional<br />
athletes they often<br />
talk about “the<br />
zone.” The zone is<br />
the place where they<br />
can’t miss the basket<br />
or all the putts just<br />
fall. I was reminded<br />
of this performance<br />
zone watching David<br />
Duvall shoot a 59<br />
in the last round to<br />
win the Bob Hope<br />
tournament. He truly<br />
was in the zone. His<br />
longest putt that day was about 10 feet. His mind and<br />
body were working together in a masterful performance.<br />
Since there is a zone in basketball and golf, why<br />
not in real estate What are the steps to enable us to<br />
enter the zone We have all been in it at one time or<br />
another, such as the day you have a few appointments<br />
booked and they all sign the contract smoothly at your<br />
price and terms with little effort or the day you are<br />
prospecting and every call seems to end in a AAA lead<br />
or an appointment. We have all had days like this. The<br />
question is how do we get more of them<br />
The first step is to develop a pre-activity routine. If<br />
you watch professional golfers hit a shot or make a<br />
putt, they will do the same things in sequence through<br />
the completion of their shot or putt. If something<br />
breaks their concentration during the pre-shot routine,<br />
they start all over again. Basketball players at the free<br />
throw line do the same thing. They bounce the ball so<br />
many times or flex their knees the same way every time<br />
they shoot a free throw.<br />
If you developed a pre-activity routine before you<br />
went on a listing appointment our results would<br />
increase. You could create a checklist to make sure<br />
you are following it. Here is an example of pre-activity<br />
routine for a listing appointment.<br />
• Review the CMA for 30 minutes before you<br />
leave the office.<br />
• Determine the price you want the listing at<br />
(exact price).<br />
• Practice the objections you expect to come up<br />
from the responses they gave to you after you qualified<br />
and confirmed the appointment earlier today.<br />
THE ZONE<br />
• Give your presentation before you leave the<br />
office.<br />
• Select music to listen to in the car that relaxes<br />
and focuses you on your task or review the presentation<br />
again.<br />
• Take control before you knock on the door.<br />
If you develop a solid pre-activity routine you will<br />
find you will enter “the zone” more frequently and<br />
with more intensity. You could develop a pre-activity<br />
routine before prospecting, lead follow up, negotiating<br />
of contracts, etc.<br />
To enter the zone you must be relaxed. We are all at<br />
peak-performance in our relaxed state. Often people<br />
think that if we are under pressure, we perform best.<br />
Many studies have shown that not to be the case. When<br />
you are relaxed, your body works in unison with your<br />
mind. You will be able to evaluate situations more<br />
clearly and make better decisions. Haven’t we all left<br />
late for an appointment, had the death grip on the wheel<br />
the whole way, and then not performed well on the<br />
appointment. We need to relax to get in “the zone”.<br />
You might try counting backwards from 100 or taking<br />
a few deep breaths to slow down your breathing. Find<br />
what works for you and use it.<br />
Develop the skill to be an effective self-coach.<br />
That does not mean you should be the Lone Ranger.<br />
We all need mentors, coaches and supporters. To be<br />
an effective self-coach you must believe in yourself<br />
that no matter how the appointment, negotiation or<br />
prospecting session goes or regardless of what happens,<br />
you accept that you did your best at that moment and<br />
move on. You are moving on to do the best you can next<br />
time. You are the only one in charge of how you feel at<br />
the end of the day.<br />
To be a true champion you have to be willing to take<br />
the risks and be able to recover from the setbacks. True<br />
champions are not always right. True champions accept<br />
that they will make bad presentations and bad decisions,<br />
learn from them and say next!<br />
Michael Jordan was one of the best self-coaches ever.<br />
In 1993 when he walked away from basketball with a<br />
world championship and the MVP to play baseball the<br />
world was stunned. All the reporters wanted to know<br />
what would happen if he failed at baseball. Michael<br />
was always on his own side self-coaching his belief<br />
that he could make it. When he didn’t, it did not crush<br />
him. He went back to the NBA and won a few more<br />
championships. Develop a strong self-coach and self-<br />
24<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
belief inside. Expect to get in “the zone.” Expect to<br />
succeed daily.<br />
If we could condition ourselves to operate at peak<br />
performance, our entry into “the zone” would be more<br />
frequent. You cannot force your way into “the zone.”<br />
But you can put yourself at the threshold with regularity.<br />
If we are at the threshold, some days the door will be<br />
open. If we are still playing in the street, it is a long step<br />
to get in the door.<br />
Dirk Zeller, President of Real Estate Champions,<br />
is recognized as the premier coach for the real estate<br />
industry. He has developed a system that takes “regular”<br />
agents and “regular” managers and transforms them<br />
into “top gun” agents and managers. Dirk’s coaching<br />
systems are built around his incredible success in the<br />
90’s as one of the top agents in all of North America.<br />
He closed over 150 transactions annually while working<br />
Monday through Thursday and taking Friday, Saturday<br />
& Sunday off. Copyright© 2003, Dirk Zeller. All<br />
rights reserved. For information about Dirk’s Keynote<br />
presentations, contact the Frog Pond at 800.704.<br />
FROG(3764) or email susie@frogpond.com; http://<br />
www.frogpond.com<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong> 25
EXECUTIVEAGEN TM<br />
MAGAZINE<br />
RAISING THE BAR ON CUSTOMER CARE<br />
By Lalaena Gonzalez-Figueroa<br />
Founded with a mission to provide clients with<br />
convenient and reliable service, Everest Escrow<br />
offers a comprehensive menu of services<br />
designed to meet the needs of residential and<br />
commercial real estate customers. Touting itself as<br />
Orange County’s fastest-growing escrow company,<br />
Everest Escrow is poised for an aggressive expansion<br />
throughout the region.<br />
“We are a solid company that offers great customer<br />
service,” asserts escrow and marketing manager<br />
Tara Johnson. “Everest Escrow features experienced<br />
officers who are well-versed in residential equity,<br />
REO, short sale and commercial transactions, as<br />
well as refinances. We handle a range of products<br />
so that our customers have the convenience of<br />
working with one company for all of their escrow<br />
needs.”<br />
After spending nearly a decade as an escrow<br />
officer, Tara knows the industry from the inside-out.<br />
As a manager she offers clients more than a sales<br />
Tara Johnson, Ana Martinez, Megan Priebe,<br />
Alisa Bates, Russell Howerton<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
pitch; she acts as the point person for questions<br />
and concerns, maintaining open and ongoing<br />
communication with customers throughout the<br />
escrow process. “My experience allows me to be<br />
more proactive in dealing with any issues that may<br />
arise,” she explains. “And my clients know that they<br />
can always reach me, even beyond regular business<br />
hours.” The Orange County native enjoys the<br />
opportunity to develop strong collegial relationships<br />
with real estate agents throughout the region, acting<br />
as a trusted member of their extended network of<br />
industry-related professionals.<br />
Real estate agent Jen Rader, who was introduced<br />
to Everest Escrow by a seller’s agent, was pleased<br />
with the company’s level of professionalism and<br />
efficiency. “We closed escrow in fewer than sixteen<br />
days,” she states. “The team at Everest Escrow was<br />
knowledgeable, provided regular updates on the<br />
status of the account, and gave us ample time for<br />
signing documents. Our clients were very satisfied<br />
with the experience, as were we. Everest Escrow<br />
facilitated a smooth and successful process.”<br />
In addition to a commitment to offering reliable<br />
escrow services, the team of professionals at<br />
Everest Escrow is also dedicated to building longterm<br />
relationships with their clientele. This includes<br />
agents as well as consumers, explains Tara, who<br />
takes a consultative approach to her work. “We<br />
spend the time necessary to explain the escrow<br />
process, both to consumers and to agents who<br />
are not familiar with what we do,” she notes. “In<br />
order to facilitate a smooth process, we ensure<br />
that forms and documents are filled out properly,<br />
and that every step of the transaction is completed.<br />
The investment in time is one that has consistently<br />
yielded successful outcomes for our customers, and<br />
has allowed us to continue to build a loyal clientele.”<br />
With offices established in Mission Viejo and<br />
Irvine, Everest Escrow is poised for significant<br />
growth in the near future. Offices will soon<br />
be opened in Huntington Beach, Laguna Niguel,<br />
Yorba Linda and Corona, with continued expansion<br />
planned as needs arise. “Our goal is to make it<br />
convenient for our real estate partners to utilize our<br />
services, no matter where they are located,” says<br />
Tara. “In addition to beautiful and well-appointed<br />
offices, we are equipped to offer mobile services<br />
for our customers. We understand that our clients’<br />
schedules may not allow them to conduct business<br />
with us during traditional office hours, so we are<br />
available to meet at their designated locations on<br />
weekends and evenings. It’s all about catering to<br />
the client to ensure a positive escrow experience.”<br />
Everest Escrow<br />
25910 Acero, Suite 110<br />
Mission Viejo, CA 92691<br />
Telephone: 949.783.2444<br />
www.EverestEscrow.com<br />
Tara adds, “Our mission is to think outside the<br />
box, to adapt our business as the market changes<br />
in order to accomplish our clients’ goals. We take<br />
the necessary measures to ensure as smooth and<br />
successful a process as possible, with consistent<br />
and reliable results.”<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
EXECUTIVEAGEN TM<br />
MAGAZINE<br />
GRANGER & SHERRY RIACH<br />
He grew up around the real estate industry,<br />
and when Granger Riach decided to make his<br />
career as a professional agent, he knew exactly<br />
where to focus his business. The Orange County<br />
native, well-versed in the communities throughout<br />
the region, explains: “I recognized that many of the<br />
amenities within Rossmoor- the schools, sports and<br />
recreational opportunities- were ideal for families<br />
who wanted to enjoy all that Southern California has<br />
to offer.” Granger launched his career with his wife<br />
Sherry by his side; together they became one of the<br />
community’s first agent teams. Over 20 years later,<br />
the duo continues to thrive.<br />
From the onset Granger and Sherry have maintained a<br />
commitment to providing their clients with exceptional<br />
service and attentive care. They enjoy a natural<br />
balance within their business, assuming the roles that<br />
focus on their unique strengths. Granger, outgoing<br />
and affable, typically takes the lead on developing<br />
client relationships. “He has always been such a<br />
positive individual,” says Sherry. “Granger is patient,<br />
an outstanding negotiator, and interested in providing<br />
our clients with the information and knowledge they<br />
need.” Organized and detail-oriented, Sherry runs<br />
the administrative element of the team’s transactions,<br />
utilizing her marketing and design skills to effectively<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
EXCEPTIONAL SERVICE - Attentive CARE<br />
By Lalaena Gonzalez-Figueroa<br />
promote their listings. Together, they provide their<br />
customers with a comprehensive experience throughout<br />
the course of each transaction.<br />
Their intimate knowledge of the resources, amenities<br />
and distinct nuances of communities throughout<br />
Orange County and the outlying regions has allowed<br />
Granger and Sherry to offer their clients knowledgeable<br />
representation, both as listing agents and as buyers’<br />
representatives. Engrained within their home community<br />
of Rossmoor, the Riachs are particularly well-versed in<br />
this market, having seen it evolve over the course of over<br />
two decades.<br />
“We know all the original floor plans and variations<br />
in Rossmoor and what can be done with them,” Granger<br />
recalls. “Today Sherry and I are really in tune with the<br />
elements that can impact pricing and salability, such as a<br />
home’s square footage, its location, and any amendments<br />
to the original layout.” Their field experience, supported<br />
by an array of marketing tools available through Re/<br />
Max, allows them to effectively negotiate on buyers’<br />
behalves, and to list homes that are designed to attract<br />
buyers…and to sell.<br />
Consistently selling homes in a challenging market<br />
requires committed effort, and Granger and Sherry are<br />
extremely dedicated to accomplishing their clients’<br />
goals. The team offers sound, objective solutions<br />
and ideas for ensuring that homes show to their best<br />
potential. Sherry’s eye for design is an invaluable benefit<br />
to their business; she works closely with customers to<br />
help them create visually appealing spaces, which are<br />
then highlighted through print and online marketing<br />
campaigns. “I am really passionate about this,” she<br />
reveals. “It can be daunting for our clients, who have<br />
become so comfortable in their own homes, to think<br />
about making changes. But time and again we have seen<br />
that well-staged homes make a significantly positive<br />
impact on prospective buyers. I’m here to help with the<br />
transition, and to provide our clients with real solutions<br />
to helping prepare their homes for sale.”<br />
Granger and Sherry specialize in equity sales and<br />
purchases, though they are also adept at handling<br />
REO and distressed property transactions as well<br />
as commercial real estate. While they continue to<br />
make Rossmoor their primary farm, the team works<br />
throughout Orange County. Their true specialty, it<br />
seems, is in building long-term relationships with<br />
clients and agents.<br />
“At the end of the day, we want to achieve a win-win<br />
situation for the parties involved in a transaction,” offers<br />
Granger. “Sherry and I have been in business for many<br />
years, and had the opportunity to build a wonderful<br />
client base as well as to develop strong collegial<br />
relationships with other real estate professionals.” Their<br />
communication and forthright approach to business has<br />
earned them the trust and loyalty of a growing clientele;<br />
the pair estimates that upwards of 60% of their business<br />
stems from repeat and referral customers. “We have<br />
enjoyed friendships that have lasted long beyond<br />
transactions,” remarks Granger.<br />
Adds Sherry, “One of the greatest rewards in our<br />
work is the feeling of joy in knowing we have helped<br />
people reach their goals. We are thrilled to have known<br />
so many amazing people, and to have been a part of one<br />
of the most important decisions of their lives.”<br />
High school sweethearts, Granger and Sherry are<br />
proud parents to three children, who are active in<br />
Rossmoor schools and sports. Their business model is<br />
a balanced one; in addition to dedicating their time and<br />
energy to their clients, the duo is also very active in<br />
their children’s lives. And their efforts have paid off;<br />
today the Riachs’ oldest son works with his parents to<br />
incorporate cutting-edge technology into their business<br />
and marketing efforts, leaving the door open to a third<br />
generation of Realtors® in the family.<br />
Granger and Sherry have enjoyed the opportunity<br />
to work with generations of clients, and look forward<br />
to building more lasting relationships within the<br />
communities they represent. In an industry that has<br />
experienced its fair share of shakeups and problems,<br />
they offer a much-needed sense of continuity and<br />
positivity. <strong>Agent</strong>s may come and go, but Granger<br />
and Sherry Riach are ready for the challenges and<br />
opportunities that await.<br />
Granger and Sherry Riach<br />
Re/Max College Park Realty<br />
10791 Los Alamitos Blvd.<br />
Los Alamitos, CA 90720<br />
Telephone: 562.431.6887<br />
www.CallGranger.com<br />
info@callgranger.com<br />
DRE #01011806<br />
DRE #01042844<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
Celebrating The Great<br />
Real Estate Professionals<br />
By Jeremy Conaway<br />
In Groundswell, her 2008 bestselling book about<br />
social media, Charlene Li taught us that being a critic<br />
was one of the favorite activities connected with our<br />
contemporary society. She pointed out that, at any given<br />
time, only about 18% of individuals interacting through<br />
social media channels were engaged in creative and<br />
innovative thought while a whopping 25% were focused<br />
on being critical.<br />
So it has come to pass in our public dialogue about<br />
real estate agents. Whether in attempts at constructive<br />
criticism, self-marketing or just plain meanness, it seems<br />
as though the majority of what is being written about real<br />
estate agents these days is negative and critical.<br />
I recently had an opportunity to witness the gold medal<br />
level performance of an world class real estate professional<br />
named Judy as she charged and fought her way through<br />
an inspiring four-month campaign to market and close on<br />
a residential property in our community. This experience,<br />
and the amazing competency she demonstrated, serves to<br />
remind all of us of two important concepts: 1) the realities<br />
of the current marketplace are more than just metrics,<br />
statistics and comparisons about how real estate markets<br />
used to be, and 2) success in today’s complex market<br />
requires an exceptional professional with complete skills,<br />
tenacity and a courageous heart.<br />
The circumstances of this transaction were not<br />
particularly remarkable. The sellers were prime time<br />
boomers attempting to escape the growing danger of their<br />
waterfront McMansion based lifestyle into what their<br />
“Y” generation son called a “sustainable” lifestyle. The<br />
property to be listed had represented the zenith of their<br />
“Yuppie” existence and had, for over ten years, served to<br />
give notice to the world of their relative professional and<br />
social success.<br />
Of course the sellers were totally Internet savvy and<br />
had, by the onset of the listing, made themselves experts<br />
on the contemporary real estate market situation. They<br />
were convinced that the listing agent would be a mere<br />
formality and that the priceless treasure they offered<br />
for sale would be snapped up within days by any one of<br />
the many interested and eligible consumers circling the<br />
marketplace.<br />
The statistics told a much different story. At the time of<br />
listing there were 87 properties listed in the price range<br />
of $1 million to $1.5 million. Based upon the existing<br />
absorption rate it should have taken almost two years to<br />
successfully market the property.<br />
Predictably, client generated problems emerged almost<br />
as soon as the listing was penned. The sellers, basking in<br />
their self proclaimed expertise, were convinced that the<br />
listing agent should be a fountain of new and innovative<br />
tricks and creative marketing techniques to reach the<br />
hundreds of potential buyers in the marketplace. The<br />
fact, gently pointed out by their broker, that only seven<br />
such properties had sold in the past year in three counties<br />
were lost on these optimists. The sellers became an<br />
unending source of new and untested approaches for<br />
ads, advertising, receptions and gimmicks all that would<br />
certainly sell the property in short order. The seller’s<br />
frustration grew as each “perfect” solution failed to<br />
produce a buyer.<br />
Finally, after 60 days, the joint effort was darkened<br />
by the appearance of Mr. Big. Demonstrating one of the<br />
most disgusting features of the current market, this dirt<br />
gambler roams the marketplace looking for sellers who he<br />
deems to be desperate and unstable. Those who meet this<br />
description are rewarded with an offer that is suspended<br />
half way between insulting and predatory.<br />
The first chapter of this saga came to a dramatic end<br />
ninety days after the original listing when, at the seller’s<br />
request, the broker agreed to terminate the listing so the<br />
then manic sellers could rethink, refinance and recommit<br />
to the Yuppie dream. It was here however that the real<br />
story began.<br />
Four days after the listing was taken off the market,<br />
Judy called the sellers to say that an eligible buyer had<br />
emerged. Would the sellers entertain a showing As if by<br />
divine intervention, a few days later a purchase agreement<br />
was negotiated and the saga was hurtled into its next<br />
phase.<br />
A major complication in today’s real estate marketplace<br />
is the fact that consumers have little or no idea just how<br />
complex and downright hostile the current transaction has<br />
become. Consequently they have no idea about the wide<br />
range of skills and competencies that agents must utilize<br />
to successfully close a transaction. Given this situation<br />
imagine the impact of the following factors on the course<br />
of the transaction:<br />
30<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
• Home inspection covered thirty-five pages and<br />
disclosed matters that arose from the initial construction<br />
of the home<br />
• Buyers demanded a special survey product that<br />
cost almost twice the normal service<br />
• Buyers agreed to a price that was only 4% under<br />
listing price; the challenge was that they subsequently<br />
expected that all matters of concern, no matter how<br />
minimal, be resolved in their favor<br />
• Buyers’ agent had set a standard of professional<br />
performance that made every point of negotiation a matter<br />
of personal achievement<br />
• Sellers’ commitment to the sale, and a new<br />
lifestyle, fell ten degrees short of cooperative behavior on<br />
several occasions during the transaction<br />
• Sellers’ perception, that theirs was the perfect<br />
property, didn’t match up to what the out of town buyer’s<br />
had in mind for their dream recreational property<br />
• Mortgage process remained uncertain until six<br />
hours before closing due to the appearance of a shadow<br />
tax lien from 1974<br />
It was, perhaps, the perfect setting for greatness to<br />
emerge, and that is exactly what happened. Over a three<br />
week period agent Judy, like one of the fabled Musketeers<br />
of old, stood within a circle of conflict and doubt, parrying<br />
each threat and attack on the transaction, with an amazing<br />
level of grace and balance. With one hand she maintained<br />
control over the sometimes out of control egos of her<br />
clients while with the other she worked to maintain an<br />
environment of transactional fairness and balance in the<br />
face of an aggressive buyer’s team. Throughout this period,<br />
and apparently with her right foot, she orchestrated a vast<br />
cast of closing, appraisal, utility, township, mortgage,<br />
contracting, cable, heating, painting, refinishing, plumbing<br />
and the myriad other experts and vendors required to close<br />
a transaction in today’s marketplace.<br />
It was, indeed, a pleasure to watch Judy receive a<br />
commission so well earned and deserved.<br />
Oh by the way, where did that buyer come from It turns<br />
out that when she is not otherwise pursuing the details<br />
of other transactions, a successful career and a positive<br />
personal life, Judy maintains a tight network of contacts<br />
among other agents in the marketplace that deal with high<br />
value properties and affluent consumers. It was a result<br />
of this practice, just one more amazing skill set, that the<br />
buyer was located and attracted.<br />
If this article sounds like a tribute to great real estate<br />
agents, it has been. Thank you Judy for reminding us<br />
all about the fact that great real estate professionals are<br />
unique, valuable and irreplaceable. May 2011 be a year of<br />
wonder for each of you.<br />
Jeremy Conaway is the President of RECON<br />
Intelligence Services. He is a recognized expert in the<br />
fields of brokerage and association design. His company<br />
is currently a leading source of strategic and tactical<br />
ideas and applications for the leading edge of the real<br />
estate industry. He is a nationally known lecturer, author<br />
and facilitator. © 2010, Jeremy Conaway. All rights<br />
reserved. For information regarding Jeremy’s speaking,<br />
consulting and facilitating, contact the FrogPond at<br />
800.704.FROG(3764) or email susie@FrogPond.com;<br />
http://www.FrogPond.com.<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong> 31
Kevin Budde<br />
Assistant Vice President<br />
Platinum Club Member<br />
949.422.2075 Cell<br />
949.325.6249 Direct<br />
kevin.budde@bankofamerica.com<br />
http://mortgage.bankofamerica.com/kevinbudde<br />
Joelynn Warner<br />
Mortgage Loan Officer<br />
949.325.6279<br />
Tiffany Garcia<br />
Mortgage Loan Officer<br />
949.325.6275<br />
Christopher Williams<br />
Mortgage Loan Officer<br />
949.325.6248<br />
Lois Jensen<br />
Mortgage Loan Officer<br />
949.325.6288<br />
Jo Mercado<br />
Mortgage Loan Coordinator<br />
949.325.6276<br />
Neal Pilon<br />
Mortgage Loan Officer<br />
949.325.6252<br />
Linda Scott<br />
Mortgage Loan Coordinator<br />
949.325.6280<br />
Fausto Relis<br />
Mortgage Loan Officer<br />
949.325.6281<br />
Angilla Wang<br />
Mortgage Loan Coordinator<br />
949.325.6277<br />
An exceptional neighborhood deserves<br />
exceptional service.<br />
When you call Bank of America, you can rest assured that our top priority is providing personal service<br />
so you can make well-informed home financing decisions. With our commitment to responsible lending,<br />
we help qualified homebuyers become successful homeowners.<br />
We offer a variety of mortgage solutions. From the beginning, the Kevin Budde Team with extensive industry<br />
experience will work closely with you to make sure the process is as efficient and convenient as possible.<br />
To purchase or refinance with confidence, you can experience exceptional service right in the neighborhood.<br />
Contact the Kevin Budde Team today.<br />
Office: 30221 Golden Lantern • Laguna Niguel, CA 92677<br />
Bank of America, N.A., Member FDIC. Equal Housing Lender © 2011 Bank of America Corporation. Credit and<br />
collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates,<br />
terms and conditions are subject to change without notice. 110307 03-2011 ARR5F150
GLOBAL.<br />
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a sales consultant looking to go to a new level of performance or a<br />
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E A<br />
Proof Careers Don’t<br />
Have To Start Slow-<br />
Even In This Market<br />
By Carla Cross<br />
Have you<br />
ever heard<br />
someone<br />
tell you that<br />
it takes many<br />
months to make<br />
your first sale in<br />
real estate That<br />
would be enough<br />
to discourage<br />
most agents—or<br />
give them excuses<br />
not to dive right<br />
into the business!<br />
I know, from my<br />
own experience, it<br />
doesn’t take long<br />
to make your first<br />
sale—if you go to<br />
work with purpose and consistency. In fact, you<br />
can make a sale your first month—and you need<br />
to, for several reasons that have nothing to do with<br />
money.<br />
Note: I did a survey of agents under three months<br />
in the business for my book, Become Tomorrow’s<br />
Mega-<strong>Agent</strong> Today. I found that 62% of agents<br />
surveyed expected to get their first closing within<br />
two months. That means they must sell a house<br />
their first month in the business. The question:<br />
When do they need to go to work Bingo. Their<br />
first week!<br />
The Power of Success. Not only is it possible<br />
to make a sale your first month in the business,<br />
it’s critical to make a sale quickly, to keep you<br />
motivated. The value of ‘early success’ has been<br />
proven in many sales fields. My husband just<br />
bought a car from Enterprise Rent-a-Car Sales.<br />
The manager told me about a study done by<br />
Enterprise. They found that, when their new<br />
salespeople made 7-9 sales their first month in<br />
the business, they went on to great careers—and<br />
were retained almost 100% by the company.<br />
Don’t Settle for ‘Slow Start’ Realty. Not only<br />
is it possible to get a sale quickly, it’s probable if<br />
you have the right program and the right coach.<br />
If you intend to make a dynamic career from real<br />
estate sales, find a ‘Fast Start’ Realty and go to<br />
work intensely.<br />
High Expectations Coupled with a Great Plan<br />
and a Great Coach Get Fast Results<br />
This spring, we awarded several agents, all<br />
under 2 years in the business, full scholarships<br />
to our Up and Running Small Group Coaching<br />
program. They just finished the program. These<br />
three agents averaged 5.33 sales and 2.66 listings<br />
sold for a total of 8 transactions each during<br />
our 90-day program. In addition, they listed, on<br />
average, 6.33 homes each during this time. At<br />
$5000 per agent transaction commission, that<br />
would be $39,833 in 90 days!<br />
*calculated as $5000 per transaction to the<br />
agent—your commissions may vary<br />
From Chrissy Harvey, Prudential HomeSale<br />
Services, who completed 6 transactions<br />
and listed 9 properties in 90 days: Jodi {our<br />
professional coach} is one of the best motivators I<br />
have ever been in contact with. She is extremely<br />
good at what she does and very on top of her<br />
game. I am definitely a better sales person for<br />
going through this coaching with her. She has<br />
taught me things that were not really difficult but<br />
that had never crossed my mind. {Note: Chrissy<br />
has been in the business less than 2 years!}<br />
Return on Investment. If you’re selling real<br />
estate, you’re in business for yourself. You are<br />
concerned with your ROI (return on investment).<br />
But, it’s not just the money. It’s actually the<br />
34<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
motivation and confidence you really need to get<br />
your career off the ground fast—before you lose<br />
faith in yourself!<br />
Mike Holland, manager of Prudential HomeSale<br />
Services, Lebanon, PA., says that his agent<br />
participant, Chrissy Harvey, not only completed<br />
6 transactions and 9 listings during the program,<br />
it inspired her to act, think, and earn like a top<br />
performer--forever. Mike says, “Chrissy’s success<br />
has changed the environment in our office to<br />
focused productivity.” Mike also said that Chrissy<br />
has inspired agents he just hired to hit the ground<br />
running—what a change in culture for the better!<br />
‘Slow Start’ Realty isn’t doing you any<br />
favors. As a consultant and coach to real estate<br />
companies, I see the ‘slow start’ strategy often.<br />
Companies think they’re doing agents favors by<br />
not hiring them to standards and expectations,<br />
by not putting them right to work. In fact, some<br />
companies even keep you in training so long they<br />
actually train you right out of the business (they<br />
must think this is a training business, not a real<br />
estate sales business). It may see warm and fuzzy<br />
to both company and agent for awhile. But, when<br />
the honeymoon is over, and the agent is getting<br />
discouraged (and this happens by month two), the<br />
agent wonders why no one has given him direction.<br />
After all, how would you start a new career without<br />
precise guidance and direction Yet, it happens<br />
every day.<br />
Getting help. If you’re not achieving your goals<br />
in the timeframe you want, if you’re discouraged<br />
and de-motivated, it’s time to find a program that<br />
delivers what you need—structure, coaching, and<br />
encouragement. Grab it while you can, and watch<br />
your career soar.<br />
Carla Cross, CRB, MA, is president of Carla<br />
Cross Seminars, Inc. and Carla Cross Coaching,<br />
specializing in real estate sales and management.<br />
Cross, an international speaker and coach, is<br />
the author of 6 internationally published books,<br />
20 productivity programs, and is a winner of the<br />
National Association of Realtors’ National Educator<br />
of the Year award. www.Broker<strong>Agent</strong>Speakers.<br />
com. © 2008, Carla Cross. All rights reserved.<br />
For information contact FrogPond at 800.704.<br />
FROG(3764) or email susie@FrogPond.com;<br />
http://www.FrogPond.com.<br />
E A<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong> 35
E A<br />
Become A Master Of Change<br />
When To change - What To change - How To Change<br />
By Anne M. Bachrach<br />
F<br />
or most of us, the thought of change can send us<br />
into a panic attack. For some of us, we might fear<br />
change because it disrupts our sense of security<br />
and consistency by challenging our perceptions. As<br />
much as we crave stability and security, change is<br />
an inevitable part of life and we can either choose to<br />
embrace it or resist it.<br />
From the minute we are born, our body remains in<br />
constant change and resisting it only makes it harder to<br />
get through it. Resistance to change isn’t because we<br />
purposely want to go against the grain; we do it because<br />
we’re fearful of the unknown outcome. We don’t know<br />
what’s on the other side and for no rational reason we resist<br />
it, thinking that will help us.<br />
The fear of change comes from the fact that change<br />
challenges the perceptions and beliefs that our life is<br />
built upon. When change challenges our perceptions, we<br />
are forced to step outside our comfort zone, and that’s<br />
uncomfortable. Additionally, when our perceptions are<br />
challenged, so is the ground our life is built upon. We are<br />
forced through change, to refine our perceptions and belief<br />
systems that we thought were true. Let’s face it, when the<br />
very perceptions and belief system your life is built on is<br />
threatened, it can be uncomfortable. But it can also be very<br />
rewarding and exciting.<br />
Change is the inevitable constant refinement of our<br />
being. Whether you want it or not, change is inevitable.<br />
Inaction and resistance cannot completely stop change; it<br />
will only lessen your personal growth and add frustration<br />
to your life. You will become stagnant and remain inside<br />
the boundaries of a very limited life while everyone and<br />
everything grows around you. You aren’t reading this<br />
article to stay the same, and I don’t believe we were put on<br />
this earth to be stagnant - you want to grow and improve.<br />
Wouldn’t you like to discover your potential What about<br />
becoming a better person for you, your family, and the<br />
world<br />
Life is really a series of changes and each change is a<br />
challenge. It’s an opportunity for us to learn - to grow<br />
- to expand. Some changes might be small while others<br />
may be large, but they each bring the opportunity to learn<br />
something new about yourself and the world around you.<br />
With each new lesson you learn from the previous<br />
challenge, you become more adept at applying what you’ve<br />
learned to future growth and challenges. Change actually<br />
becomes much easier to handle because when you come<br />
out the other side, you gain valuable skills and experiences<br />
that you can apply to the rest of your life. Instead of being<br />
fearful, you may even have fun being more open to change<br />
because you know your life will be that much better.<br />
With a constant refinement of perceptions and beliefs,<br />
change goes from sending us into a panic attack to being<br />
just another task we successfully complete. It goes from<br />
being a major incident to a whole new exciting adventure.<br />
With every change you make in your life, you become more<br />
adept at building solid ground no matter what the situation;<br />
and rationally dealing with your fear instead of allowing<br />
your perceptions to falsely magnify it. Change becomes<br />
fun and exciting, and you learn to actually welcome it.<br />
Here’s how you become a master of change:<br />
Inaction and Resistance Carries Bigger Consequences<br />
There’s no way out and around it. Choosing inaction<br />
or resistance to change carries bigger consequences than<br />
choosing to face the change head-on in the first place. You<br />
are an ever changing person in an ever changing world and<br />
resistance just adds fear and frustration to every situation.<br />
Learn to be open to creating new and exciting adventures<br />
that change will bring.<br />
Focus on the Desired End Result<br />
Worrying about what might happen will not help you<br />
deal with what’s at hand. Focus on where you want to be<br />
when the change is complete. The mind has an uncanny<br />
way of being a goal-achieving machine and will create your<br />
reality based on the thoughts you are focused upon. You<br />
want to keep your desired end result in mind at all times,<br />
and only think about what you want to happen not what<br />
you don’t want to happen. What got you to where you are<br />
today isn’t what will take you where you want to be. Look<br />
at your long-range desired results and embark on a new<br />
journey to even greater outcomes.<br />
Rationalize Your Fear<br />
Fear is a natural response, but try to identify what it is<br />
you are afraid of. Fear is usually the result of our mind<br />
creating hypothetical dramas that have no base in reality.<br />
If you find yourself fearful of the outcome of an impending<br />
change, ask yourself what you’re afraid of. There is a<br />
solution to everything and when you rationalize your fear,<br />
you can see that you are going to be just fine. You can just<br />
suck it up, and as Nike says, “Just Do It.” Do what you<br />
are afraid of doing and reap the benefits. You will quickly<br />
36 <strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong>
E A<br />
discover that the experience of change wasn’t worth all<br />
that anxiety over the unknown. Each time you rationalize<br />
the fear, you will have greater courage to “Just Do It” in<br />
the future.<br />
Break it into Manageable Pieces<br />
For major changes, break it down into smaller<br />
manageable pieces. It’s much easier to identify a solution<br />
when you can apply a strategy to deal with each step.<br />
When you know what you’re going to do each step of the<br />
way, you can get to the end result with confidence and a<br />
rational strategy.<br />
Last but not least, celebrate your victories. Each<br />
time you felt the fear and did it anyway, you were<br />
victorious and reaped the benefits of showing that you<br />
are a champion! Little by little you’ll learn to trust your<br />
abilities more and to handle anything that comes your<br />
way. When you rationalize the fear and create successful<br />
strategies, you come out a winner on the other side. Look<br />
at change as a fun and exciting adventure. Reap the many<br />
rewards!<br />
are amplified by your resistance. Resist them and you<br />
become a victim - embrace them and you become a true<br />
master of change.<br />
I have lived a long life and had many troubles, most of<br />
which never happened.<br />
MARK TWAIN<br />
Celebrated American author<br />
Anne M. Bachrach is President of A.M. Enterprises<br />
in San Diego, CA. Anne has 23 years of experience<br />
training and coaching. The objective is to do more<br />
business in less time through maximizing people’s true<br />
potential, and ultimately leading them to an even better<br />
quality of life. For more information on our services and<br />
learning tools, and to take advantage of at least 9 FREE<br />
life quality resources, visit www.AccountabilityCoach.<br />
com or click this link (http://AccountabilityCoach.com/<br />
signupa). ©2008 Anne Bachrach. All rights reserved. For<br />
information contact FrogPond at 800.704.FROG(3764) or<br />
email susie@FrogPond.com; http://www.FrogPond.com.<br />
You can resist change, but only temporarily. When<br />
you resist the natural flow of the world, which is based<br />
on change, your life becomes a series of challenges that<br />
<strong>Executive</strong><strong>Agent</strong> <strong>Magazine</strong><br />
37