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EXECUTIVEAGEN TMMAGAZINES O U T H E R N C A L I F O R N I A ’ S P U B L I C A T I O N F O R T H E R E A L E S T A T E P R O F E S S I O N A LYoomi & DavidExecutive Agents of the MonthInside Features:Fred NassabFirst Team Real EstateMetLife Home LoansCompany ProfileMichael DavarRealty ONE GroupQuy HuynhWells Fargo Home MortgageThe Shandra TeamTicor Title Company

contentsExecutiveAgent MagazineSEPTEMBER, 2010 VOL. 2 NO. 9Cover StoryYoomi & DavidExecutive Agents of the Month5Editorials34Dirk Zeller:Killing The Time Killer CalledProcrastination20Jeremy Conaway:Protecting Your “Rep” OnThe Internet16Judy LaDeur:Make Your Company #1 InThe MarketplaceFred ArriasExecutive PublisherP.O. Box 74175San Clemente, CA 92673Ph: (949) 366-3349Fax: (949) 266-8757info@executiveagentmag.comwww.ExecutiveAgentMag.comADVERTISERS’ INDEXAdvantage Title.................................33Bank of America.................................11iPro Imaging......................................23MetLife Home Loans..........................212Fred NassabFirst Team Real Estate36Walter Sanford:Going To The Next Level IsEasier Than You Think!PWAOR.............................................28Prudential California Realty..............22Realty ONE Group...................38 & 39Seven Gables Real Estate.................29The Termite Guy.................................24Wells Fargo Home Mortgage.............2518MetLife Home LoansCompany Profile14Quy HuynhWells Fargo Home MortgageWindermere Real Estate.....................40Photography: Errol Higgins, Rob PainoGraphic Designer: Charlene Pokorny,Crystal ArriasEditorial Manager: Garon ArriasProduction Director: Trudy VanWriters: Lalaena Gonzalez–Figueroa,Shannon Hartsoe30Michael DavarRealty ONE Group26The Shandra TeamTicor Title CompanyExecutiveAgent Magazine© Copyright 2010Executive Agent Magazine. All rights reserved.Reproduction in whole or in part withoutwritten permission is prohibited. Althoughevery precaution is taken to ensure accuracy ofpublished materials, Executive Agent Magazinecannot be held responsible for opinionsexpressed or facts supplied by its authors.3

ÊN O M I N A T I O NF O R MEXECUTIVEAGENT TMMAGAZINEÊNominate a fellow REALTOR® to be profiled in one of our feature stories: on the cover as Executive Agentof the month, or as a special feature story. All candidates must be nominated by a real estate professionalor affiliate. The selection process includes a questionnaire, personal interview, reference check and finalapproval by the Advisory Council. Candidates are evaluated based upon professionalism, length of serviceand uniqueness of story, as well as industry and community involvement.Nomination formI nominate:ÊNAME:______________________________COMPANY:__________________________ADDRESS:_______________________________________________________________CITY/STATE/ZIP:_________________________________________________________PHONE:_____________________________E-MAIL:_____________________________REASON:______________________________________________________________________________________________________MAIL, Fax or E-mail:ÊExecutiveÊAgentÊMagazineÊ2929 Calle FronteraSan Clemente, CA 92673Phone (949) 366-3349Fax (949) 266-8757info@executiveagentmag.com_____________________________________Submitted by:NAME:______________________________COMPANY:__________________________PHONE:_____________________________E-MAIL:_____________________________Ê

Hansoo Kim, David Lee, Yoomi Won, Kevin Leewhere they quickly determined that their individualstrengths and skills would be enhanced in a professionalpartnership. “As new agents, we believed that a teamapproach would work well for us as we built ourclientele,” recalls David. The two cultivated a strongrapport early on, and set out to develop a comprehensivebusiness plan that would offer their clients an exceptionalreal estate experience.“David is detail-oriented, well-versed in technology,and great at communicating with other professionalsinvolved in a transaction, such as escrow and titleprofessionals,” observes Yoomi. Her partner notesthat she has excellent communication skills, is “verysocial and a great negotiator.” Together, the two worktirelessly to ensure that their clients enjoy transactionsthat are as smooth and stress-free as possible.A Vision of SuccessEarly on in their careers, Yoomi and David cultivateda distinct vision of the path that would lead totheir success, and they followed it with unwaveringdedication. It wasn’t always easy going, recalls Yoomi.“We door knocked every day, putting flyers out by sixin the morning. Preparing for listing presentations, wewould often be in the office until eleven p.m. or later.”Their diligence paid off, even when things didn’t run assmoothly as they anticipated. “We made our mistakes,”Yoomi acknowledges. “All new Realtors® do. And welearned from them, using our knowledge to make ourbusiness better each day.”David continues, “While our clients were alwaysour main focus, Yoomi and I also kept our businessat the forefront of our efforts. We followed throughon every transaction, taking the time to learn asmuch as we could so that we could consistentlyimprove upon our services and build our business.”Their commitment paid off. Not only did Yoomiand David cultivate a strong base of repeat and referralclientele, but they were also able to diversify as the marketchanged, building business within the REO and short-salemarkets, as well as working with investors in trustee sales.Their ability to successfully handle a range oftransactions has ensured that Yoomi and DavidExecutiveAgent Magazine

are consistently able to meet the needs of their growingcustomer base. “We understand the cyclical nature of thereal estate market,” says David. “As such, Yoomi andI work to maintain a balance of transactions, includingequity sales and purchases, in our business. This way, weare best able to represent each client’s needs and interestsat any given time.”Diversity Yields ResultsAs dedicated real estate professionals, Yoomi andDavid continue to build upon their skills and knowledgein order to maintain their positions as trusted advocatesfor their clientele. “There are a lot of good agentsout there,” observes Yoomi. “David and I believethat, in order to add value to our transactions, wemust offer service that is knowledgeable and educated.”Building trusting relationships with their clients is acrucial element to their ongoing success; the team notesthat they take to heart the responsibilities they have totheir customers, during a given transaction and beyond.“We are strong advocates for the best interests of ourbuyers and sellers,” asserts David. “Yoomi and I take pridein the level of service that we provide, and we appreciatethe friendships that have developed through our business.”While they work to provide the utmost in service to everyclient with whom they work, Yoomi and David takespecial care when representing one of their niche markets,the Korean community. “Oftentimes people who do notspeak English well are relying on us to interpret vitalinformation,” David reveals. “Yoomi and I take specialcare of these individuals, because we understand that wemay be the only line of communication between them andthe other individuals involved in a real estate transaction.”Adds Yoomi, “David and I treat all of our clients withkindness and patience. We believe in offering the typeof service that we would want our family members toreceive.”ExecutiveAgent Magazine

The Strength of a Solid TeamTheir dedicated care is matched by the strength of theirextended team of professionals, a network of individualshand-picked by Yoomi and David for their like-mindedapproaches to business. Former loan officer Kevin Leenow works with Yoomi and David as a buyer’s agent, andHan Kim has joined the group as a short sale negotiator.The team has also built strong collegial relationships withloan, title and escrow specialists. Within their CENTURY21 Sunny Hills office, Yoomi and David note that theirfellow agents are collaborative and client-focused as well.“We are comfortable with each other,” explains Yoomi.“We’re like a family, working to ensure that customersreceive the assistance and information they need.”Yoomi and David also appreciate the wealth of support,information and client resources that the CENTURY21 system provides. In addition to an excellent localbrokerage and worldwide brand recognition, the companyfeatures an international network of over 140,000professional real estate agents who represent residentialand commercial buyers and sellers worldwide.A Positive Mindset for a Bright FutureWhile the real estate market will always pose challengesto agents and consumers alike, Yoomi and David aresteadfast in their plans to achieve future success. “Wewill continue to build our industry knowledge so that wemay always be available to meet our clients’ changingneeds,” David says.Yoomi continues, “David and I work well together, witha focus on understanding our clients’ wants and needs.Together we generate ideas and solutions for our customersto provide them with their best possible resources inbuying, selling or investing.”Outside of work, Yoomi and David appreciate the individualswho help them find balance in their own lives.Yoomi thanks her husband, Harrison Won, for his ongoingencouragement and support. David counts his blessingsfor his pastors, Paul Ki Hong Han and Hye Suk Chon,whom he credits for helping him throughout his ongoingspiritual journey.Yoomi and David reveal their excitement aboutthe possibilities that lie ahead, and believe that theiropportunities are as limitless as their drive. “Every daywe work hard to build our professionalism, to enhanceour services and to gain new clients,” asserts David.“Every day is a chance to impact someone’s life, and weare grateful to make a difference.”ExecutiveAgent Magazine

ExecutiveAgent MagazineYoomi and DavidCENTURY 21 Sunny Hills2270 Rosencrans Ave.Fullerton, CA 92833Yoomi: 714.618.8432David: 562.665.5702Yoomindavid@gmail.comwww.YoomiAndDavid.com

Trust your clients to the teamwith a proven record of service.FPOThe team led by Tyler Bargiel — one of the top mortgage professionals in the country — has beendelivering the level of service you expect from Bank of America. Guided by our commitment to responsiblelending, we provide the information your clients need to make well-informed decisions and to becomesuccessful homeowners for years to come. We offer:• A wide range of home loans for qualified borrowers, including jumbo loan amounts and loanswith low down payment requirements• Personal and prompt service from an office right in your neighborhood• Our Clarity Commitment — an easy-to-understand one-page document that highlights key loaninformation in plain language 1The Bargiel Team will work closely with your clients to assure a home financing experience they will be gladto tell their friends and associates about. That is the kind of teamwork that can help your business grow.To put us to work for you and for your clients, contact:Tyler BargielHome Loans ManagerVice PresidentPlatinum Club888.949.2580tyler.bargiel@bankofamerica.com1The summary is provided as a convenience, does not serve as a substitute for a borrower’s actual loan documents and is not a commitment to lend.Borrowers should become fully informed by reviewing all of the loan and disclosure documentation provided.THIS INFORMATION IS INTENDED FOR MORTGAGE, REAL ESTATE AND/OR BUILDER PROFESSIONAL USE ONLY AND IS NOT AUTHORIZED FOR CONSUMER OR PUBLIC DISTRIBUTION.Bank of America, N.A., Member FDIC. Equal Housing Lender. © 2009 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. AR95518 00-62-1685D 10-2009

GUIDING AGENTS TO SUCCESSFRED NASSABBy Lalaena Gonzalez-FigueroaFor over 25 years, realestate professionalFred Nassab has foundsuccess with First Team RealEstate®. As an agent, he wasattracted to the abundanceof support including training,marketing and advertising,and cutting-edge tools, whichwould enable him to takehis business to new heights.He accomplished his goals,and eventually was tappedfor a leadership role whenthe company opened a newlocation in Rossmoor/SealBeach. As the office managerhe was responsible not onlyfor recruiting agents, but forbuilding the First Team marketshare within the region.Fortunately, Fred was up fora good challenge. He openedthe Rossmoor/Seal Beach office in 1996, as the real estate industry wasrecovering from a lengthy down cycle. “Many agents were struggling,” herecalls, “not only financially, but emotionally as well.” His response: to offersound solutions to their business problems, backed by a positive and optimisticoutlook. “We provided agents with the opportunity to establish or re-establishtheir businesses, and to grow them,” says Fred. “My vision was to amass asales force of individuals who would distinguish themselves through trainingand productivity.” And that’s exactly what he did. As agents began migratingto First Team Real Estate’s Rossmoor/Seal Beach office, word spread amongthe real estate community.“I believe that our success came not only from the resources and supportthat First Team offered, but also because people understood my goals as amanager,” Fred observes. “I was sincere about assisting agents achievingtheir professional objectives, and I was able to share my own experiences– successes as well as failures – in order to offer them real solutions to thechallenges they were facing.”ExecutiveAgent Magazine

His forward-thinking attitude led Fred to a corporate leadership positionwithin the First Team organization; as Vice President of Sales he enjoyed theopportunity to work directly with First Team founder Cameron Merage, gaininga new perspective of what success in real estate was all about. Ultimately,though, Fred yearned to refocus his career on what he does best: coaching andmentoring other agents. He recently announced his return to the Rossmooroffice, and is enthusiastic about the opportunities that await. “I’m excited tobe back where I shine, in the field and working with agents,” he acknowledges.“I want to reconnect with the day to day aspect of the business, and infuse theproven tactics and strategies that I’ve developed through my corporate work.”First Team Real Estate has long attracted top-producing agents who seek toincrease volume or streamline their approach to the business. “I really enjoyworking with real estate professionals who have a desire to grow,” revealsFred. “My passion lies in building agents, helping them to identify their goalsand develop their business accordingly.”Fred’s management approach focuses on understanding his agents’ goalsand their needs. Through interactive sales meetings, mastermind groups,training workshops, a farming club and one-on-one coaching, he works closelywith his agents as they seek real solutions to the challenges of building theirbusinesses and incorporating best practices into their repertoires.First Team Real Estate’s comprehensive system of resources, tools andproprietary software products further enhances the support system available tothe brokerage’s agent base. Affiliations with Leading Real Estate Companiesof the World and Luxury Portfolio enable agents to collaborate with topproducers around the nation and internationally. An incomparable leadgeneration program captures prospective clients with live telephone operators,and a strong online and print presence continues to keep the First Team brandcurrent and viable among consumers and the real estate community. “Ourfirm continues to invest in our agents,” Fred states. “This is a clear reflectionof our attitude towards our industry, and our company’s future.”Agents who seek to discover their own potential will find that First TeamReal Estate provides the tools, support and education to assist them inreaching their professional goals. New licensees, individuals looking to taketheir business to the next level, and luxury home specialists are reaching newheights with First Team Real Estate.Fred NassabFirst Team Real Estate12501 Seal Beach Blvd. #100Seal Beach, CA 90740Telephone: 562-596-9911www.FirstTeam.comExecutiveAgent Magazine

QUY HUYNHHome Mortgage ConsultantBy Lalaena Gonzalez-FigueroaAnative of Vietnam, QuyHuynh embodies theAmerican Dream: hardworking, determined and driven,he has earned every ounce ofhis success. By the time hewas just six years old, Quy hadexperienced a lifetime of hardshipand adversity before starting a newlife in the United States. Despiteoppressive odds against his favor,he has triumphed again and again,proving that he is truly capable ofaccomplishing anything he sets hismind to.If there’s one word in the Englishlanguage that Quy is determinednot to learn, it’s “no.” His arrival intothe US came after a failed attemptat emigrating from Vietnam; hisfamily was captured by Communistsoldiers and imprisoned in a rusticjail. Their second attempt, thoughsuccessful, was far from easy.Thai pirates were known to scoutfor immigrant boats, pillaging themeager possessions that fleeingVietnamese had. Still, the familybraved the obstacles that presentedthemselves, foraging towards a better life filled with opportunities. Quy’s outlook saysit all: “I don’t worry about whether the glass is half full or half empty,” he explains. “I’mjust happy to have a glass.”A turbulent adolescence finally gave way to a better understanding of what his truepotential was. As a young man working in retail, Quy stood out for his ability to getthe job done. By 20 years old he had been promoted to a supervisory position, butfound that the day-to-day work didn’t suit his forward-thinking nature. “I felt like Icould do better for myself,” he recalls. With no experience in real estate or finance,he contacted a relative who helped him secure a position as a processor with oneof the region’s top-producing loan officers. In less than six months, Quy was readyto embark upon a new career as a lending professional with a wholesale lender. “Irecognized the opportunity to service the Vietnamese community, which was reallycoming into its own at the time,” he recalls. “I was incredibly fortunate to have theguidance and mentorship of an excellent loan officer, who took me into the fieldand gave me hands-on experience.”ExecutiveAgent Magazine

One of the most important lessons Quy learned was the power of persistence.Though he was Vietnamese by birth, years of life in the United States had createda cultural rift that was not easy to bridge. “I barely spoke Vietnamese, and mylanguage was considered disrespectful,” he says. “I came to real estate brokersselling ARMs, which were completely unheard of within the community. Thefeedback wasn’t great; there were times when I was yelled at, even physicallypushed out of brokers’ offices.” Undaunted, Quy would return to pitch his services.“Growing up, I was rebellious,” he explains. “I really didn’t care if people yelledat me.” Instead, he proved his mettle with unwavering diligence. “Shut the doorin my face, and I would slip a flyer under that door,” he recalls. “There was noway I would accept ‘no.’”His dogged determination paid off handsomely. Less than two years afterentering the field, Quy out-produced his successful mentor. In 2007 he joinedWells Fargo Home Mortgage where he continued to build his business. In 2009he became #1 in purchase production for Wells Fargo from Orange County toSan Diego. In fact, it wasn’t long before Quy realized he needed to develop ateam of professionals in order to properly handle his growing customer base.Today his focus is on building relationships with real estate professionals andmanaging his team, currently comprised of Steve Silvestri, Lorena Rodriguezand Jenny Nguyen. The group has been carefully chosen to meet the needs ofQuy’s diverse clientele, which includes agents focusing on equity, short sales,and REO sales. The group is also able to work with clients who speak English,Spanish and Vietnamese. While his team typically works with agents in theCounties of Orange, LA, Riverside and San Diego, Quy is poised to expandinto additional regions. To accomplish this, he will continue to recruit mortgageprofessionals whose dedication and market knowledge match his own, and whoappreciate the opportunity to work in a team-oriented environment.Quy approaches his professional endeavors with a sense of gusto and a candoattitude, and he employs these in his personal life as well. A dedicated familyman, he has taken responsibility for the well being of his mother and siblings,and is now proud to support his wife Vivian as she studies in dental school. Heis also a loving father to the couple’s daughter Madison Le.Quy HuynhWells Fargo Home Mortgage19126 Magnolia Street, #201Huntington Beach, CA 92646Telephone: 714-856-9378Quy.Huynh@wellsfargo.comExecutiveAgent Magazine

EAMake Your Company #1 In The MarketplaceBy Judy LaDeurChange is the only constant in real estate.Associates are often changing firms for a varietyof reasons. For Brokers, knowing how to recruitthe best agents, and how to know when they are ready tomake a move, Can make a dramatic difference in theirprofitability.Most real estate office managers and Brokers stillinsist on spending the bulk of their valuable time onproblem-solving and production issues. For the past 25years as a recruiter, coach and consultant to the realestate industry, the one thing that has never changedis this. If you focus on recruiting, you’ll have fewerproblems, more profits, and it will he easier to recruitand retain the agents you want. So why don’t Brokersmake recruiting the #1 priority? The ones that do havedramatically increased their market presence and profitsover the past several years.What I have found working as a consultant withcompanies around the country is that the owner/managerswho improve profitability in quantum leaps actuallyfocus most of their attention, time arid energies on therecruitment and retention of experienced associates. Forevery production problem you work on you increaseyour market share by one transaction, but for everyassociate you recruit away from your competition, youreduce his or her market share and increase yours by theamount of that associates annual production.Most brokers know that they should be putting moreeffort into the recruiting process, but the frustrationfactor deters them pursuing it. Many brokers take therejection that often occurs with recruiting personally,so they would rather not deal with it. But, considerthis: recruit one $2 million producer and you increaseyour bottom line by $2 million; at the same time youreduce your competitors market share by $2 millionand enjoy a net gain of $4 million dollars increasedmarket presence. Recruit ten $2 million producers overthe course of a given year, and you can increase yourmarket position by $40 million.Any company that can become $40 million dollarsstronger in the marketplace during the course of a singleyear is likely to generate more associate excitement andenthusiasm, more signs, more calls, more listings, andmore opportunities to increase business and, of course,more profits for its broker/owner. In addition, manyproblems associated with low producers will disappearbecause low producers will make up less and less ofyour associate base.Techniques to Stay on Track and to Keep YourName Out FrontYou can’t make an associate leave that is happy withtheir present Broker, but you can make him or her thinkof your company when he or she is ready to move on.In fact, the #1 Rule for recruiting experienced agents isthis: It is not what you do that makes an agent leave. Itis what their company or Broker does or does not do thatmakes them leave. It is what you do between now andthen that makes them pick up the phone and call you.Recruiting is a contact sport, and contact in any formis the key to your success. Staying active in your localRealtor board and your community helps to build generalawareness of your company’s name, and let’s the agentsknow you. Plus, you can use specific strategies to rewardassociates who do business with you and make it morefun for them.To do this, you need to set up a system to trackevery associate who co-ops with your company on atransaction. I realize this is a lot of work, but the pay offsare great. Once this system is in place, within 24 hours ofsigning the contract. Call up the co-op associate to thankthem for their business. One to three days later, send aThank-You note to the associates office. Follow up bydelivering personally or by courier, a thank-you gift withyour companies name on it. The gift can be as simple asa tin of popcorn or chocolates, but it should be sent to theoffice so other associates can see it. Of course, this sendsthe subliminal message that doing business with yourcompany is fun. Just prior to closing, mail another letterto the associate’s office thanking him or her for bringingthe transaction to a successful conclusion. Everyone whoco-ops with your office should be on this system. Onlyafter the closing should you show preferential treatmentto the associate you want to recruit. At that time, senda letter to the associate’s home letting him or her knowthat they are the type of associate that they would like tohave on your team.Successfully recruiting experienced or new associatestakes time and effort. With recruiting systems in place,you can focus your attention on your current associateswhile recruiting the best people for your company.Who Should You Recruit?Are you spending most or your time trying to recruitTop Producers? Why? Most top producers are happy16 ExecutiveAgent Magazine

EAwhere they are. After all, they are the ones making themoney. That does not mean that they won’t move, theyjust don’t move very often.through your marketing support systems, or perhapsbecause your offer weekly coaching sessions to increasetheir business.Many brokers make the mistake of wanting only thebest associates or associates in offices which have ahigher market share than theirs.Top producers are never the easiest to recruit, andbrokers have to give so much to get them that you endup losing profits. Focus on associates whose officesare below yours in market share, because these are theones that are going to be most willing to come to you.Increase your agent base, and in time you will increaseyour market share. By doing this, the best ones willeventually want to come to you. Look to hire someonewhose needs you know you can fulfill, whether it beExecutiveAgent MagazineTo attract experienced associates, you need to establisha relationship with those individuals. Here are severalsuggestions that small and large companies find usefulin building rapport and bring the associates in to youroffice.I. Letter CampaignRecruiting associates is just like farming. You targetwhom you want, then get your name out. Build a listof 50 to I00 associates you would like to target. Youshould have first year rookies, average producers as wellas some of the top producers on your list. Then developa series of 10 personalized letters, each focusing on onecontinued on page #3217

Seated L to R: Lynn Nelson, Janice Eckles, John J. Reed, Mai Vo, Lilly McBee - Standing L to R: John Wheaton,Steve Spriggs, Chris Harvey, Dong Chau, Brian Stefani, Alan Cipolletti, Carlton Long.Your Complete Resource for Real Estate FinancesBy Lalaena Gonzalez-Figueroa - Errol Higgins PhotographyAs one of the nation’s largest retail mortgageproducers, MetLife Home Loans has gainedrapid speed in a remarkable window oftime. Long known and trusted as a provider ofan array of insurance services, the MetLife brandhas expanded to include banking and real estatelending. With a strong financial outlook andan established international brand that spansover 140 years in business, MetLife is attractinglending professionals who seek real solutionsto the challenges facing today’s real estateconsumers.Strategic positioning has enabled MetLife HomeLoans to develop into a thriving organization,and the company continues to take measuresdesigned to maintain the division’s longevity.The new Irvine location will place the operation atthe heart of Orange County, providing real estateprofessionals and their clients with a full-servicelending site to include localized processing,underwriting and funding.John J. Reed, Area Director for MetLife HomeLoans in Orange County, looks forward to theopportunities available to Mortgage Consultants,Real Estate Professionals and consumers. Reed,who has over 20 years of experience in theindustry, has been directly involved in MetLifeHome Loans growth throughout Orange County.“Our vision is to build a multi-branch networkwhich will effectively service the county,” he says.“MetLife Home Loans offers excellent options forall real estate clients, particularly those in theCalifornia marketplace, and we look forward tocontinuing to build our brand within this region.”With access to a range of loan and bondprograms including FHA, VA, Conforming Plusup to $729,750 in Orange County and a portfolioExecutiveAgent Magazine

MetLife Home LoansJumbo Select product up to $2,000,000, MetLifeprovides an assortment of products designedto meet the needs of a broad consumer base.Additionally, the company offers products thatappeal to asset managers and real estate investors.“We are one of the few lenders today who arelending to individuals who seek to purchase,rehabilitate and sell homes within ninety days orless,” remarks Reed. “This is a great advantage toformer Countrywide President Brian Hale as itscurrent National Production President, and looksforward to expanding under his knowledge andguidance.As a division of MetLife Bank, N.A., MetLife HomeLoans offers consumers easy access to the entirecatalogue of MetLife products, including bankingand home, life and auto insurance. A company“Just as we seek to build our company with mortgageprofessionals who understand the needs ofreal estate agents and asset managers, so are we in tune to theneeds of our consultants.”our clients and to our Mortgage Consultants, whoare better able to meet the unique needs of theirclientele.”Seasoned mortgage professionals whounderstand the complexities and requirements offinancial transactions including equity purchases,flips, REOs and short sales will most benefit froma move to MetLife Home Loans, comments Reed,who indicates that there is ample opportunity forgrowth and ongoing professional developmentwithin the organization.“Just as we seek to build our company withmortgage professionals who understand the needsof real estate agents and asset managers, we’re alsoin tune with the needs of our consultants,” explainsReed. “Our operations are designed to providequick turnaround in processing and underwriting,to keep transactions flowing as smoothly aspossible. Consultants can feel confident thatour underwriters are going to maintain strongcommunication, addressing any issues quickly sothat they can be resolved in a timely manner.”If the company has set lofty goals for itself, ithas taken necessary measures to accomplish itsobjectives. MetLife Home Loans recently welcomedwith a proven track record of success, MetLifeHome Loans is poised to continue to thrive. “Thisis a great company, very solid and built aroundstrong leadership,” remarks Reed. “We are lookingforward to a bright future.”John J. Reed, Area DirectorMetLife Home Loans5 Park Plaza, Suite 650Irvine, CA 92614Telephone: 949-812-3410www.MetLifeHomeLoans.comExecutiveAgent Magazine

EAProtecting Your “Rep” On The InternetBy Jeremy ConawayThis article will examine the role that “reputation”should play within the brokerage firm’s overallInternet strategy.The basic dynamic that amplifies “reputation” on theInternet arises out of growing consumer expectationsthat:1) They should have, under the evolving rules oftransparency, access to information offered by otherconsumers and experts regarding agent and brokerageperformance2) They should have the ability to offer commentsabout their own real estate experience for the benefitof other consumersThe fruition of these two expectations will resultin every agent and brokerage firm having a “rep”somewhere on the Internet.For those who appreciate a longer-term perspective,the reputation function has traditionally been managedthrough more local community based channels andthrough the REALTOR® ethics and professionalstandards function. However, today’s consumer isno longer willing to accept general impressions ofcommunity reputation.Since the REALTOR® ethics enforcement programoffers no compromise to transparency (being all butsecret) it is seen as a credible determinant of neitherreputation nor expertise. The American consumer’sinfatuation with ratings and rankings, and the currentsystems total lack of either, has created an increasinglypowerful vacuum.Into this vacuum have come a number of Internetbasedentities that are soliciting and building databasesof consumer evaluations that meet the consumer’sdemand to review the comments of others and to offercomments of their own.no means limited to the real estate industry. In today’sInternet empowered world, businesses large and smallin every industry find themselves confounded bydisenchanted clients, customers, employees, suppliersand even competitors who seek to use the Internet as anessentially “free” venue to air grievances online.With little more than a Web connection and a keyboard,these would-be “Muckrakers” can do everything fromirritate, via a scathing review, to causing serious businessproblems, by using message boards to reveal companysecrets or spread rumors of unethical behavior. Somego so far as to initiate a complaint site or register a Webaddress in their target’s name.“There is all type of damage by miscreants on the Webto a business,” said Marc S. Friedman, chairman of theintellectual property practice at Sills, Cummis, Epstein& Gross in Manhattan in a recent New York Timesarticle. “The number of methods depends only on thecreativity of the wrongdoer.”Legal remedies vary by case and by state. Lawyers,Internet specialists and others with experience in thisrealm counsel that the best course may be to ignoreirritating posts because trying to squelch a malcontentcan have unintended consequences. “Your reactionoften, if you’re a small business, is to get angry andto fire off a letter,” said Barry Werbin, an intellectualproperty lawyer at Herrick, Feinstein in New York.“Some big companies do it. More often than not, theperson who posts the gripe site can’t wait to get thatletter and post it. ”Sometimes, Mr. Werbin added, “it canworsen the damage because it just fuels the fire.”Real estate professionals must recognize that anybodycan write just about anything through these venues. Thismay be a classic case where the best defense is a strongoffense. Each firm should:• Develop specific Internet reputation policies andprocedures.Among these new Internet “reputation” aggregators,homethinking.com, yelp.com, brokerrating.com andpropsmart.com offer the best insight into how theprocess works. In addition to these for-profit entitiesthere is a wide range of blogs and podcasts that alsooffer up information about specific firms and agents.As a starting point for this discussion it is importantto note that the ranking and rating phenomena is by20ExecutiveAgent Magazine• Initiate an Internet monitoring procedure so that thefirm can become aware of all references, either positiveor negative.• Take advantage of intellectual law remedies such astrademarks and copyright protection to limit the abilityof dissenters to use markets and protected properties intheir assaults.• Capture testimonials whenever possible and place

EAthem on websites, blogs and other Internet spaces,install hot links between these positive reviews andthe firm’s website, and create specific opportunities toenhance a positive image on the Internet.• Do everything possible (and legal), when negativematerials appear, to have them removed and/orameliorated, without making the situation worse.Do not take these matters lightly. A negativeInternet comment, review or rating can have farreaching ramifications for both the firm and its agents.This whole area of the Internet transparency is reallyjust emerging. On both the protection and assaultsides new theories, new tactics, new remedies and newhorrors are being developed on a continuous basis.Someone from your firm, or representing your firm,must be vigilant and knowledgeable about this vitalarea.Most brokerages are acutely aware of the importanceof a good reputation in their immediate community.This same level of care and attention must nowbe transitioned onto the Internet. Pro-activity is anabsolute must. Don’t get caught with the wrong “Rep”on the Internet.Jeremy Conaway is the President of RECONIntelligence Services. He is a recognized expert inthe fields of brokerage and association design. Hiscompany is currently a leading source of strategicand tactical ideas and applications for the leadingedge of the real estate industry. He is a nationallyknown lecturer, author and facilitator. Copyright©2007, Jeremy Conaway. All rights reserved. Forinformation regarding Jeremy’s speaking, consultingand facilitating, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.comExecutiveAgent Magazine 21

S O U T H E R N C A L I F O R N I A ’ S P U B L I C A T I O N F O R T H E R E A L E S T A T E P R O F E S S I O N A LEXECUTIVE AGEN TMMAGAZINEWORTH 1,000 WORDSGive your marketing a facelift withphotography that gets resultsand pricing you can afford!Add value to your entire marketing portfolio and build your brand.Create interest and drive leads, showings and sales.Photography | Property & Personal Brochures | Virtual ToursSHAUNACOVINGTONExecutive Agent of the MonthProud Partner of Executive Agent MagazinePHOTOGRAPHY BY ROBERT PAINO1.888.417.81111.714.633.2050

Dedicated to helping youput buyers into homesYour goal is to turn buyers into homeowners. That’s No other lender is as dedicated to delivering qualityour goal too. And, as the nation’s #1 residential 1products and services to you and your clients asmortgage lender, we provide a wide array of products Wells Fargo Home Mortgage.and programs. So no matter what your client’s homebuying goals, we can help find a program to meet We’re ready to help you put buyers into homes.nearly any homebuyer need.Contact your Wells Fargo Home Mortgageconsultant today.· Purchase loans including FHA and VA programs· Mortgages for high-end purchasesMike CalvertBranch Manager· Investment property financingOffice: 714-593-5040· New construction and renovation loansToll free: 1-800-423-9784· Reverse mortgages mike.calvert@wellsfargo.com2 www.wfhm.com/huntingtonbeachbranchca1. Based on 2009 yearend statistics by Inside Mortgage Finance 1/29/10.2. Borrower must be 62 years of age or older. Call for more detailed programinformation.This information is accurate as of date of printing and is subject to change withoutnotice. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2010Wells Fargo Bank, N.A. All rights reserved. AS166612 8/10-11/10

The Shandra TeamProfessionalism and Experience in Title InsuranceBy Lalaena Gonzalez-Figueroa - Errol Higgins PhotographyExecutiveAgent Magazine

For Ticor Title representatives Chris and SalShandra, real estate is more than just a business;it’s a family affair. The mother/son team hailsfrom a background in the industry, and they are in tunewith the unique needs of agents and their clientele.“Because our family has been involved in real estatethrough generations, we have a good understanding ofwhat it takes to help navigate a challenging transaction,”observes Chris. “Our experience and our team approachallow us to act as a liaison between all parties in atransaction. We stay on top of details, allowing ouragents to handle the business that they do best.”Her move into the title industry, says Chris, came aftergrowing up watching her father, an area real estatebroker, and her mother, a licensed sales agent. “It wasnatural for me to go into some aspect of the business,”she recalls. A structured environment that worked wellwith her family attracted her interest, and she soonfound that she reveled in the opportunity to cultivaterelationships with other real estate professionals andbecome an extended member of their teams…and theirsuccesses. “I really enjoy the opportunity to identifysolutions to the challenges that agents face,” sheexplains. “With strong communication skills and anentrepreneurial approach to business, I am a problemsolver and a resource of information for my customers.”Though it seemed inevitable that Sal would follow suitinto a real estate-related profession, he opted to pursueother interests before committing to a full-time careerin title. While in high school and during his time atCalifornia State University, Dominguez Hills, where hemajored in Digital Media Communications, he workedpart-time in the business. “There was a lot of gopherwork,” he recalls. “From copying forms and basiccustomer service, I eventually moved into an assistantposition before becoming a title representative.” Likehis mother, Sal describes the move as a natural andseamless transition. “I feel like I’ve been working withagents whom I have known my entire life,” he notes.Years in the business have allowed Chris and Sal todevelop an uncanny synergy that translates into smoothertransactions for their customers. “Professionally, weknow each other so well,” observes Chris. “Sal andI have an excellent sense of what needs to be doneand how we’ll tackle each task. It’s an efficient andeffective process.”Chris and Sal are highly adept at assisting their clientsin navigating through a range of title issues, includingthose associated with shortsale, REO and foreclosureproperties. “We understand the complexities involvedin these types of sales,” Sal states. In fact, the teamencourages real estate professionals to start the titleprocess immediately on short sale listings. “Thereis no charge until escrow closes, and having a cleartitle report is an integral component of a successfultransaction,” notes Sal.In addition to their exceptional customer service, themembers of The Shandra Team offer their customersthe benefit of working with Ticor Title, a division ofFidelity National Financial, the nation’s largest realestate service provider. With title offices in every statein the United States and an international presence, TicorTitle has earned a solid reputation as a company that issecure and sound.Technologically, The Shandra Team and Ticor Title areat the cutting edge of the latest tools and programs. Thefirm’s “TicorAgent,” is a popular new program availableto real estate agents, conveniently delivering nearly 40real estate calculations onto a professional’s Palmdevice. Additional services offered through Ticor Titleinclude “iTrakker” and Ticoronline, a documentationand 24/7 customer service program that can be used tofill in documents and contracts.Chris and Sal note that, after their combined decadesin the title field, they are still enthusiastic about theirwork and the relationships they continue to develop.“With an extended network of professionals and vendorswho offer ancillary services, we are proud to act asresources for our clientele,” Sal states. “Our team isdedicated to helping real estate professionals move inthe right direction. We have seen agents move fromnew licensees to accomplished top producers. Weunderstand how they market themselves, and how theysurround themselves with like-minded individuals. Weappreciate the opportunity to be a part of their success.”Chris ShandraSal Shandra, Jr.Ticor Title Company(714) 803-0976cshandra@ticortitle.comwww.ShandraTeam.comExecutiveAgent Magazine

I’m a resource for all my friendsand family...Seven Gables’ Client Serviceshelps me be there for them.Thank you Seven Gables.That’s important to Kash.And why it’s important to us too.Find what’s important to you at www.sevengables.comor call Christine Haynes at 714.932.4447.R E A L E S T A T E

Massoud “Michael” Davar and Realty ONE GroupTaking Irvine’s Real Estate Market by StormBy Lalaena Gonzalez-FigueroaAs one of the nation’s fastestgrowingreal estate brokerages,Realty ONE Group is makingsignificant strides within the westernUnited States. The independentlyownedcompany, currently boasting thenumber 1 spot in Nevada, is pleased toannounce the opening of its latest officein the Centerstone Plaza, formerlyof Heritage Escrow in Irvine. Withover 7,500 square feet of beautifullyfurnished and well-equipped workingareas, the office is poised to attracta the best of the best of real estateagents: those who believe in limitlesspossibilities and exceptional client care.Though the firm, founded in 2005 byKuba Jewgieniew, is relatively new tothe industry, it has shown tremendousgrowth and immeasurable potential.The brokerage’s philosophy is simple:it aims to provide more structure,support and services to its agents forless money. In fact, one of the biggestdraws of Realty ONE Group is its flattransaction fee option, which allowsagents to enjoy nearly 100% of theprofits from their efforts.Realty ONE Group’s Irvine officeis led by Broker/Manager Massoud“Michael” Davar, an industry veteranwith nearly 25 years of experience in sales. For two decades, Michael has served as a broker/manager within a major franchise organization. His decision to take his business to RealtyONE Group, he reveals, was largely impacted by the company’s agent-centric philosophy.“We believe that agents as well as consumers are our customers,” he explains. “By providinga large menu of tools and services and allowing our real estate professionals to select theelements that best suit their needs and the needs of their clients, we are able to best serve bothtypes of clients at minimum cost.” (The savings, he adds, are directly related to agent splits.)As he seeks to build his office with exceptional sales associates, Michael revealsthat he intends to cultivate a balance between newer agents and experienced veterans.“Without new agents, a company will stop growing,” he observes. “Everyone in thisThough the corporate sector may seem worlds away from his one-on-one workwith real estate clientele, Mike explains that there are many similarities betweenExecutiveAgent Magazine

usiness was a new agent at some point in their career. We are constantly seekingout motivated, committed, talented and driven individuals. Our job is to provide themwith excellent mentoring, training and support, and to help develop them into thenext generation of top producers.” With a wealth of tools, technology and talentedmanagement, adds Michael, the company “is in a perfect position to accomplish ourgoals.”Michael remains active in the field, though he notes that his main focus is on buildinghis office and guiding and mentoring his agents. With strong negotiation skills, excellentcontract knowledge and an understanding of effective advertising and marketingtechniques, he believes wholeheartedly that his ongoing field experience will allowhim to stay connected to the situations facing today’s agents, therefore allowing him toremain in tune with his agents’ particular needs.The primary draw for the agents is the company’s low fee structure, professionaloffice with private offices and a state of the art “paperless exchange system,” explainsMichael. “We are a nontraditional office with traditional services and values. Theagents get to keep more of their commission in our model,” he continues. “That’s whatthey are looking for — ways to cut their overhead. We also pay commission the day afterthe home closes.” Every office, notes Michael, is a prestigious setting that features on-sitetransaction coordinators and a 100% commission split for a nominal $200-per-transaction fee.Experience and business skills are important factors in any agent’s repertoire, but anability to create and nourish lasting relationships is vital to long-term success. Michaelreveals that he is known for his nurturing and caring approach to management, hisintegrity and his “tell it like it is” manner. “I stand behind my word,” he asserts. “I’mup front with my clients and my agents, providing them with the information they needto make the best decisions possible.”New and experienced agents alike are finding, time and again, that Realty ONE Groupis the solution to their business challenges. An impressive growth record, paired witha commitment to meeting the needs of agents and their clients, is distinguishing thecompany from its competition. At Realty ONE Group, a team of professionals makesthe difference.MICHAEL DAVARRealty ONE Group4010 Barranca Pkwy., Ste. 120Irvine, CA 92604(Barranca & Culver)Phone: (949) 466-4542Email: Michael@RealtyOneCA.comwww.RealtyOneCA.comExecutiveAgent Magazine

EAMake Your Company #1 In The Marketplacecontinued from page #17unique aspect of your company. Topics such as marketshare, administrative support, marketing support andtechnology are great topics I suggest sending one outevery month and following up with a phone call. I alsosuggest sending out postcards that promote who you justhired. They should say, Another Associate Joins XYZRealty. Recruitment letters should be educational andshould never blast the competition.2. Target FliersTarget flyers are just like large postcards. They get asimple, but effective message delivered quickly. I usea lot of quotes, and tie the quote into a message that isdirected to the agent that I am trying to recruit.3. Piggyback SystemMany associates are hired away _when one experiencedassociate leaves an office. I have found that whenthis happens the office itself becomes vulnerable torecruitment raids for 10 days after an agent leaves. Thinkabout it. This Logic is along the same lines as when aFor Sale” sign goes up in a neighborhood. It offers anexcellent opportunity to call other homeowners to seeif they want to sell. So, when one associate leaves anoffice, it opens up the door for others in that office Afterall, those associates may get in the mindset of ‘Thegrass is always greener on the other side.’4. Cold CallingAfter sending a Letter, always follow up with a phonecall. Here is one idea: First, ask if they received yourletter. For this example, we’ll assume the letter wasabout your companies marketing dept. Ask them ifthey do a lot of marketing, and if their company hasa marketing department. Then go into the benefits ofa marketing department. You need to be able to showthat by joining your company they could increase theirincome, or work more efficiently.In general, you must contact the agents that you wantto recruit one time every 30 days in some manner. Phonecalls, letters, open houses, co-ops, board functions, oranything else that keeps you in contact with the onesyou want.Judy LaDeur is the President of Forum Recruiting &Management Solutions, Inc. Her company is #1 in NorthAmerica with results in recruiting quality associates.Forum Recruiting & Management Solutions are CRBaccredited. Judy has proven results to dramaticallyincrease real estate company market position in justone year. For information about Judy’s consultingand training programs, please contact the Frog PondGroup at 800.704.FROG (3764) or email Susie@frogpondgroup.com. http://www.frogpond.com32 ExecutiveAgent Magazine

KILLING THE TIME KILLER CALLEDPROCRASTINATIONBy Dirk ZellerThe number one obstacle between real estate agentsand higher production is interruptions. A closesecond is procrastination.Procrastination is the direct result of a lack of urgencyto do what needs to be done and to do it now. Urgency isdirectly linked to success. You can increase your outputby 30% if you work with urgency in mind.My friend, Brian Tracy, shared with me years ago thelaw of forced efficiency. It is based on the premise thatyou will never have enough time to do everything youwant or need to do, but in every day, there will alwaysbe enough time to accomplish the most important tasks.Obviously, you won’t get to the most important things ifyou are bogged down with tasks of low importance thatcould easily wait until later. Nor will you get to the mostimportant tasks if you procrastinate.EA• What do you want to have?• Where do you want to go?I know you want to be financially independent.Otherwise, you wouldn’t be in real estate sales. Butwhat does financial independence mean to you? Howmuch money do you need to live the lifestyle youdream about? The famous success motivator, NapoleonHill, explains the importance of identifying your goalwhen he says: “There is one quality that one mustposses to win, and that is definiteness of purpose . . .the knowledge of what one wants and a burning desireto achieve it.”Clarify your desires in life. Once you are certainabout what you want to achieve, you’ll find it far easierset and follow an action plan that isn’t hindered by theproblem of procrastination.Knowing your objectivesOnce you set your priorities of what are the mostimportant tasks, take action without procrastination byfollowing these two pieces of advice:• Limit the time in which you can get the job done.Too much time to work can lower urgency and leadto procrastination. By identifying days off and timeoff, you raise the efficiency and effectiveness of yourproduction on the days you are working.• Give yourself deadlines. Have you ever noticed howmuch gets done when you are leaving on a vacation in aday or so. I’ve seen people double or triple their workoutput in the days leading up to a vacation. What ifyou operated everyday at that pace and urgency all thetime? Your income and quality of life would explode toheights you never imagined.Moving forward with a clear visionA good deal of procrastination results directly from thelack of a clear vision or clarity about what to do. If youdon’t know what you want, you can’t possibly achieveit. You can hardly hit a target you can’t see.Clarity of purpose kills procrastination, yet fewer than3% of all people define and write down their goals.Answer these questions:• What do you want to be?• What do you want to do with your life?You’ll set annual goals, of course, but also remembereach day that you work or play in terms of dailyobjectives. What do you want to accomplish today?What result do you want to achieve by day’s end?I coached a young real estate Agent, Greg Ferrera, inPortland, Oregon. Greg had a high sense of urgencyto succeed but struggled when it came to establishingplans and objectives necessary to achieve his goals. In1998 he wanted to make $250,000 in income. He wasless than a third of the way to his goal when we beganworking together in July of that year. Then, over thenext five months, he closed deals for another $175,000!The key was setting a daily objective. Each morning heasked and answered the question: Who has the highestprobability of buying or selling today? Then he focusedsingle-mindedly on those prospects.What big picture results do you want to achievetoday?Setting your prioritiesYour priorities are the most important actions orsteps you must take in order to achieve your objectivesfor the day. Objectives and priorities aren’t one andthe same. Objectives are results you intend to achieve.Priorities are steps you must take to achieve success.By prioritizing the importance or value of the taskson your to-do list, you greatly increase the probabilitythat you will be motivated to overcome procrastination34 ExecutiveAgent Magazine

EAand get the job done.Most people go about creating task lists in the wrongway. They write down all of the things that they mustdo each day and then go to work – proudly ticking offitems as they are completed and equating their levelof success with the number of items they check off thelist. Success, though, doesn’t result from how manythings you get done. It results from getting the rightthings done. In other words, you need to know yourpriorities.Following is an outline for the prioritization systemI’ve used with success for years:1. Create your daily task list as you normally would.Don’t think at all about what is most important. Justthink about what needs to get done over the course ofthe day. Put yourself in brainstorming mode and getyour thoughts down on paper.2. Once you have your list, create task categories.You’re not prioritizing during this step. This isn’tabout what to do first, second, or third. All you’redoing is sorting tasks into these categories:A. You’ll suffer a significant consequence if youdon’t complete these tasks today. If it means you haveto work all day and all night, these items must getdone.B. These tasks trigger a mild consequence if theyaren’t completed today. You probably wouldn’t staylate in order to finish them.C. These tasks have no penalty at all if they aren’tdone today.D. These tasks can be delegated. They involve lowvalueactivities that should be performed by someonewho has a lower hourly dollar value than you.E. These tasks can and should be eliminated. Theyprobably made their way onto your list out of traditionor habit. They aren’t necessary, so you need to figureout a way to get them off the list. I call it pruning.My friend, Zig Ziglar, tells a story of a little boy whoasks his mother as they are preparing a holiday mealwhy she cuts the ends of the ham. She says, “I don’tknow. My mother always did it this way.” Now thisfour-year-old boy (the reason I know he was four is thatmy son, Wesley, is four and would say the exact samething) said, “Let’s call Grandma right now and findout.” So they call Grandma and ask why she alwayscut the ends off the ham. Her reply: Her roaster wastoo small!3. Once your list is categorized, prioritize the tasks.Begin with your A category and determine which itemdeserves A-1 status. Follow by designating A-2, A-3,A-4, A-5, and so on. Then repeat the process for theB, C, and D categories. Go to work in the order ofthese priorities, and you’ll be amazed at how you canaccomplish more in less time without falling into theprocrastination trap.As you master the art of prioritizing, expect to seefewer cross-offs or checkmarks on your task list. Byundertaking your most important tasks first, you’llcomplete fewer but more important activities.Consider every day that you achieve closure onall your A category items a terrific success. If youcomplete your A items every single day you work thisyear, I guarantee that you’ll see your production andincome explode.Dirk Zeller is a sought out speaker, celebrated authorand CEO of Real Estate Champions. His companytrains more than 350,000 Agents worldwide eachyear through live events, online training, self-studyprograms, and newsletters. The Real Estate communityhas embraced and praised his six best-selling books;Your First Year in Real Estate, Success as a RealEstate Agent for Dummies®, The Champion Real EstateAgent, The Champion Real Estate Team, TelephoneSales for Dummies®, Successful Time Management forDummies®, and over 300 articles in print. To learnmore, please visit: http://www.realestatechampions.com/tmd/.ExecutiveAgent Magazine35

By Walter SanfordIhave loved real estate for 26 years.A few of themas a “peak and valley” investor and believe mesome of those valleys were awfully deep. I workedmost years as one of the top real estate agents in NorthAmerica and now as a real estate trainer watching newideas being implemented by my research think tank.Real estate is easy to love if you just do a few itemsbetter than your competitors. You can see businessadvancements at 20% this year by just concentrating onsome of the most profitable areas of our practice.The classifications that I have used to plan mynew year are lead generation systems. They are 98%affective listing presentations, inexpensive customerservice that creates raving fans, checklists that allowmy business to go on automatic pilot when I’m crazybusy and net profit destinations that allow me to savefor the days when I don’t have the energy I have today.Lately it’s been said that technology is going to changethe face of real estate, which I believe, is true!Technology speeds the delivery process and lowersthe cost of your sales message. But before you canimplement technology with your systems you have tohave a system. Therefore I propose a simple, 5-stepplan that will form the foundation of your real estateproduction and then once the foundation is built oneof the most challenging aspects of real estate is how todeliver your plan faster and cheaper.Here is a 5-step foundation that forms the basis ofyour business plan:1. Implementing pre-interview telephonequestion lists to buyers and sellers prior toappointments to determine their highest needs andthen striving to deliver them. Once these highestneeds are discovered, form partnerships with otheraffiliate industries, “team members” to provide aperception of value unsurpassed by your competition.Third party endorsement letters, one-stop shopping andteam approaches to clients’ service are more favorites.EAGoing To The Next Level IsEasier Than You Think!to increase net profit and make your business moreeffective because you just don’t have to rememberwhat you did last year that made you a success. Starttoday by writing all the steps to your most profitabledepartments of your business!2. Develop checklists for every repeatable actionthat happens in real estate, i.e. taking a listing,making a buyer presentation, showing properties,doing an open house, completing prospectingtechniques or just opening the office in the morning.This will allow you to have a basis from which to addnew ideas from seminars, eliminate things in order3. Make sure that everyone that is makinga living off your business, i.e. your favorite loanrepresentative, home inspection, home warranty,insurance person, title, local attorney and closingofficer has a stake in your business. You need to36 ExecutiveAgent Magazine

EA“Once of the greatest causes of burnout is the fact that you can work everyyear in real estate and stay in the same place in your life.”ask them the question, “What can you do for me thisyear that will increase my clients satisfaction withthe transaction and increase net profit? Furthermore,how can we work together to create more leads?” Myfavorites are FSBO programs headed up by my lenderdelivery methods such as, telephone, personal visits,direct mail, e-mail and Internet to the hottestdemographic buyers and sellers. This may soundoverwhelming but it is very easy to pick a demographicgroup that is proven to have a higher incidence ofbuyers and sellers. One of my favorites is non-owneroccupieds – people who own real estate but don’t livein your town have a higher need for information andassistance than local owners do. These people can beeasily contacted with lists of services that they need tomanage their investments. Since these people normallyhold these properties for investment their turnover ratiomay be higher and emotions are more based uponbusiness decisions than lifestyle decisions. This grouplike all others is prospected through direct mail, email,advertising, Internet, and telephone.5. Make sure that your work will have an enddate and that you can see a progression in your lifeevery year. Once of the greatest causes of burnout isthe fact that you can work every year in real estate andstay in the same place in your life. It can be an awfullyhard job when you didn’t see consistent progressions inyour net worth! Therefore, a savings plan, investmentplan, and an exit plan are absolutely necessary. Youmust see progressions every year so that you can digdeep and find the energy to compete with today’s realestate agents. Prepare your checklists, database, andsystems with the thought that someone else may bedoing your job some day.I hope that these main headings for success willtrigger some thought as you plan your business for thenew millennium.EAand inspections being done at the listing with noinvoice to my seller until expiration or close.Walter Sanford is a top producing real estate agentand speaker who travels the country delivering systemsand strategies to top producers for higher productivityand client satisfaction. Copyright© 2000, WalterSanford. All rights reserved. For information aboutWalter’s keynote presentations and training seminars,please contact the Frog Pond Group at 800-704-FROG(3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.4. Have a constant flow of ready, willing andable buyers and sellers through the use of allExecutiveAgent Magazine37

©2010 Realty ONE Group. All rights reserved.www.RealtyOneCA.com

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Our Agents Are BusyEverywhereBritish ColumbiaAre You?WashingtonMontanaJoin theWindermereReal EstateNetwork AndFind Out HowBusy You can be.OregonNevadaIdahoUtahWyoming385 Offices &8,000 Agentsin the WesternU.S. & CanadaCaliforniaBreaArizonaHawaiiPreferred LivingFor a confidential interview contact:Jim Crotwell: 714.747.7975jcrotwell@windermerepreferred.com135 S. State College Blvd #110, Brea, CA 92821