APRIL 2015 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

Cheryl Coleman Executive Agent of the Month

Inside Features: Danielle & Bret Braden Realty ONE Group Roxane Carlos Chase Century 21 Award Leah & Don Friedline Nationwide Real Estate Executives Shannon Jones Keller Williams Realty Amy Therriault imortgage

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

April, 2015

S. Orange County

Cover Story

Editorials

36 - Rory Aplanalp: Try vs. Do

16 - Bill Brooks:

The Role of Positive Thinking on Your Sales Career and Life

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Email: Info@eamag.net Web: www.EAMag.net

ADVERTISERS’ INDEX Alpine Mortgage Planning................27

12 - Bob Corcoran:

Why Some Agents Sell More Than You

Greenpath Funding..............................9 imortgage.......................................2

30 - Jim Rohn:

Establishing Dreams and Goals

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i Photography Studio....................25-32 Kinecta Federal Credit Union............13

06 - Dirk Zeller:

PWAOR..........................................8

Champions Get Up Each And Every Day

Cheryl Coleman Executive Agent of the Month

imortgage HB..................................33

The Termite Guy..............................26 Ticor Title Company.........................40 Wells Fargo Home Mortgage...........39

14 Danielle & Bret Braden

28 Leah & Don Friedline

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2015 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

10 Roxane Carlos Chase

34 Shannon Jones

04 Amy Therriault

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman Photography by Dana Sipper

Amy Therriault Maximizing the Benefits of Home Ownership ExecutiveAgent Magazine

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We have a loan for every home... simple as that.®

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my Therriault manifests her passion for her profession and special care for people in every aspect of her practice as a loan consultant at imortgage, where her considerable experience is enhanced by a dynamic corporate culture.

After graduating from Cal State Fullerton, Amy realized that her original dream of working as a school psychologist was not her true calling. She distinguished herself as a payroll tax processor and was soon honored with a president’s club award and a spot on the company cruise. She asked the vice president of sales, “How do I make sure I’m on this boat every year?” She was advised to enter sales, where she could be in control of her own destiny. So, when Amy requested a transfer to sales and was told no positions were available, she went to the competition. “I realized the only way to exist in a very large company and still be in charge of your own destiny and set your own pace was to be in sales. That experience also awakened my passion for being a solutions-based sales person.”

Amy brings that same passion and determination to her lending career, where she has worked with some of the largest banks in the industry. “It has been an interesting road,” she says. “It seems that every step I’ve taken has been a huge learning experience that has made me better at my job.”

When long-time colleague Mike Calvert began managing a branch for imortgage, he called Amy and invited her to be a part of his team. “Knowing the kind of person Mike is, I would follow him anywhere. It was a huge bonus that he was inviting me into such an amazing organization.” According to Amy, the imortgage difference stems from the combination of a people-centered culture and an affirmative approach to closing loans. “This is a happy place to work. We have a staff of wonderful people who are all working together toward the same goals.”

That spirit, along with a departure from traditional banking culture, yields proactive results. “There are no limits. I feel I can get so much more done here. First, we have delegated underwriting authority to generous limits, meaning that our investors trust us to do everything inhouse, instead of waiting on them for an approval. Second, we have a scenario team whose whole job is to help evaluate loan packages and help loan officers decipher guidelines so that we can do everything possible to get the client into the right loan.”

These assets give Amy the unfailing confidence that she can deliver what she promises to her clients. She also has the daily support of her production assistant, who efficiently manages the paperwork so that Amy remain hands on with her clients. She often provides her real estate partners with dual qualifications for buyers. “It’s wise to have a back-up approval in case something goes wrong with the buyer’s financing. It gives everyone peace of mind, and it gives Realtors® who haven’t used us before a chance to see how the imortgage process works.”

Amy is active in several business networking groups and is a prodigious connector of people in her lifelong community of Orange County. She is the leader of the South Coast Win2 group and is in the process of starting a new group in Fullerton. She is also an active contributor to the Business Owner Advisory Team (BOAT). “I always introduce myself by saying that my passion is to help people obtain, maintain and maximize the benefits of home ownership. I am cognizant of the need to be a good resource partner for the people I work with, so staying connected with other professionals in my community is an important part of my contribution to my business relationships.”

Most important to Amy is her relationship with her husband, Chris, and their four-year-old son, Charlie, who recently began playing T-ball. “We are grateful for our one little boy who completes our family perfectly. In addition to my husband and sweet child, I am blessed with the best parents and two younger sisters – with our mom we are almost like four sisters.” Amy’s special gifts of warmth and honesty always put her clients at ease. “This is not just a job for me. I could choose to do other things, but I love helping people to get into a home and move their lives in a positive direction. What drives me is being able to make that call to say that their loan is funded – that’s my bliss.”

Amy Therriault imortgage 24422 Avenida de la Carlota, Suite 110 Laguna Hills, CA 92653 Tel: 714-493-9815 – 949-297-1404 Email: Amy.Therriault@imortgage.com Web: imortgage.com/amy.therriault NMLS ID 910667

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imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

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Champions Get Up Each And Every Day

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O

At the end of the day, week, month, or year it’s what you do with the set back that makes it good or bad. Failure is merely a lesson.

Ultimately, to be successful you have to know how to survive setbacks and failure. In the end, failure is not fatal. Lying there and wallowing in it is fatal, but getting up and accepting it as a temporary setback forges a new beginning. Failure can sometimes feel fatal, but it never is.

To take advantage of a lesson, you must fully learn it. That means that we must review and analyze all the failures and setbacks we experience. Most of us want to merely forget them or cover them up. This puts us in a pattern to repeat them again. Treat each failure as a lesson. In school if you don’t learn your lesson you don’t graduate. Make sure you learn the lessons that failure is trying to teach you.

ne of the secrets to success is the ability to hold on a little longer than the next guy. To be willing to take a little more rejection, a little more hardship, and a little more temporary failure over time.

In my sales career I have had far more “no’s” than “yes’s”; the “no’s” out number the “yes’s” twenty or thirty to one. If I had focused on the twenty or thirty “no’s” instead of the one “yes” I would have quit. Too often we focus on the wrong thing. We fixate on the “no” rather than anticipate the “yes”. We must position ourselves with people to give them every opportunity to say “yes” to us. We have to ask and ask and then ask again, so we gain the “yes” we want. We have to be willing to attend and graduate the “University of Failure” to eventually receive our doctorate in success. No one has ever achieved long lasting success without the “University of Failure” degree. We don’t begin as a success.

“To be successful, you have to know how to survive setbacks and failure.”

Let me give you a few rules of failure. Learning and applying these will better prepare you for your success.

Temporary failures are not bad: If we mentally focus on bad events, that is what we will create more of. In the end, failure is neither good nor bad. When Thomas Edison’s wonderful compound of laboratories and buildings burnt to the ground he did two things. First he told his sons to get his wife because she would never see another fire like this in her lifetime. Second, he realized that all his failures had been burned away. He had a clean slate in front of him.

Treat each failure as a lesson bringing you closer to success. By learning how not to do something, you are exponentially closer to learning how to do it.

In the end, failure is never final. We all fail and fall down. We all come up short of the mark in life. It’s whether we decide to stay there or learn and move forward that makes us a success. Tackle the opportunity that your setbacks and failures bring you everyday. Create a daily mindset of opportunity in each setback. Your choice is to either stay down or get up. Champions get up each and every day.

Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry.

He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off.

Copyright© 2005, Dirk Zeller. All rights reserved. For information about Dirk’s Keynote presentations, contact the Frog Pond at 800.704.FROG (3764) or email susie@ frogpond.com; http://www.frogpond.com.

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MAGAZINE

Written by Haley Freeman

A Business Built on Authenticity

Roxane Carlos Chase

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oxane Carlos Chase is a real estate professional whose unique mix of talents all contribute to her clients’ exceptional experience. She is not only a

skilled agent and Certified Negotiations Expert (CNE), she is a creative residential and interior designer with a sharp eye for maximizing her clients’ investments.

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Roxane reflects that her varied interests and business opportunities have shaped her into the professional she is today. She came from a family with a strong work ethic, and she entered the work force when she was still in junior high. Later, Roxane and her husband built a successful car dealership in California and then sold it and moved to Maui. There, she developed a much-sought-after interior design business, staging homes for the two largest real estate firms on the island.

A few years later, Roxane was reestablishing herself as a single mother back on the mainland. Her entrepreneurial spirit and connections to real estate prompted her to get her license. “My Realtor® friend on Maui told me to be prepared: it’s not a job; it’s a lifestyle. I got my license in 2007, and everybody was asking me why I wanted to do this now, but the fastest way to get me to do something is tell me it can’t be done! I was terrified, but I dug in. It fit my personality, and I just knew my parachute was going to open no matter what happened.”

Both smart and determined, Roxane chose to build her business with Century 21 Award. There, she found an authentic environment where she was “not just another mouse on the wheel turning money for the company.

Martha Karelius was my mentor and manager, and she is still an inspiration to me. This organization provides stability and the collective wisdom of our experienced agents. It gives me great confidence that I can help a client through any challenge.”

Buying and selling homes of her own, Roxane learned the importance of being a good listener. “I was taught growing up to really focus on people and what they need.

That lesson has been reinforced by my life experience. As a Realtor®, it is important to listen to what people say, but also to listen for what they’re not saying. Sometimes they have so much going on in their lives that they’re not sure what they need. I listen for that and try to understand their objectives so I can guide them to the best possible choices for them and their families.”

Roxane has integrated her design expertise into her real estate business. With her artistic gifts, she can help clients sell or lease homes quickly and get top dollar for their listings. “I hear a lot of agents say they don’t want to insult their clients by telling them they need to update or change their house. But when someone hires me to do a job, I consider telling them the truth part of my job. I try to help

L- R: Patricia Hood, Tobin (TJ) Hood, Devin Chase, Kristopher Chase them appreciate that the way the camera or the buyer sees a home is totally different from how we live every day.

I help with staging and coordinating other services like painting and cleaning. It has always proven to be worth their investment.”

Roxane is constantly developing her professional skills, acquiring coaching and education to give clients the highest level of service. As a CNE, she is “always looking for the win-win. When my clients refer me they always say that they love how I negotiate for them.” This year, Roxane is working on getting her leadership certification from Notre Dame. “I have a teaching heart. In the future, I would like to help mentor other new agents and develop great people in this business.”

As Roxane’s friend once predicted, real estate has indeed become her lifestyle, but it is one that fits well with her family. She recently reconnected with a high school friend, Devin, and remarried. Devin is a retired police lieutenant who now helps her with her business. “We have so much in common. We each have 2 children who are close in age. We both love running, and we love spending time at the beach.”

“There are so many ways to build this business, but I think most important is to build your business on who you are. Know your compass and stay authentic. We only have a short time to be effective in this world.” Roxane articulates her mission statement, “To engage in loyal and ethical practices, provide superior service and counsel and passionately exceed my customer’s expectations.”

Roxane Carlos Chase Century 21 Award 22342 Avenida Empresa, Ste. 150 Rancho Santa Margarita, CA Tel: 949-525-1194 Email: AgentRoxane@gmail.com Web: www.teamchaseoc.com CalBRE # 01743169

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Why Some Agents Sell More Than You

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ith all due respect to Abraham Lincoln, all real estate agents are not created equal.

professional identity. They’re easy to spot, they have a consistent way about them and they exude professionalism.

Now before you get mad at me, hear me out. I’m not saying it’s a bad thing that agents are unequal. It’s just the way I see it. For example, if you judge agents by how many houses they sell, they are clearly not equal. Not every agent sells 100 houses a year.

So, have you taken time to consider your professional identity? Have you thought about the impression you’re making out there in the trenches? What do potential clients see when they see you up close and in person? What do they see when they see one of your ads in the newspaper?

So what I am saying is that each agent brings his or her own unique gifts to the office. And the key is to understand your own special gifts, and then put them to work in a way that not only makes you more successful, but also makes you stand out from all the other agents in your market.

What impressions are your marketing materials leaving with the public? And, even more importantly, what impressions are you leaving with people you meet face to face?

“I began wearing hats as a young lawyer because it helped me to establish my professional identity. Before that, whenever I was at a meeting, someone would ask me to get coffee.” - Bella Abzug And I honestly believe one reason some agents outsell some of their peers is precisely because they’ve taken time to – in the words of Ms. Abzug – establish their “professional identity.”

Consider for a minute what you think – what you really think – when you hear about an agent that’s outselling you in your market. Be honest. Probably a little bit of jealousy, sprinkled with a little resentment.

Well, the way I see it, you have a couple of choices. You can feel that jealousy (and there’s nothing wrong with that – you’re only human). But if you leave it at that, you don’t improve. You sit there with your sour grapes.

The other choice is to stop and take a little time to learn from those successful competitors. When you do that, you’re heading up the on-ramp to a speedy interstate of faster sales.

And if you do examine top producers, you’ll soon realize they all have something in common: yes, that strong

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When I work with clients to help them develop their professional identities, I like to use the SWOT analysis – Strengths, Weaknesses, Opportunities and Threats. For purposes of this article, focus primarily on the first two: your strengths and weakness. Then later you can look at the other two as they relate to your particular market.

Assess both your strengths and weaknesses carefully.

And recruit others for this exercise. Find out what your friends, family and coworkers see. Many times others see things you miss.

Then develop specific ways to put your strengths to work in your business life. And look at the weaknesses you believe you can change. Work on them to slowly turn them into strengths. When you add your strengths to your services, you begin to shine through in all that you do for your clients and prospects, and before you know it, you’ve created your very own professional identity.

Best of luck to you!

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2009, Bob Corcoran. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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A Partnership

Rooted in Success

Kinecta Federal Credit Union’s mortgage professionals are committed to making the financing experience simple and seamless for you and your clients.

We support local Realtors by building personal relationships • Join us in presenting free workshops for first-time home buyers • Loan Consultants answer questions about financing options at your Open Houses • Highlight your prime properties on our Facebook House of the Week feature What your clients can expect • Pre-approvals to help save time when shopping for the right property • Fast, priority turn times for all purchases • Our Purchase Guarantee – we close on time or we pay1 • Competitive rates, flexible terms and low fees

With 75 years in the financial services industry, Kinecta understands the dynamic needs of today’s borrowers. We also are committed to building stronger communities through our network of employee volunteers. Partnering for success starts with all of us, and we look forward to partnering with you.

Contact us today!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Not-for-profit | Member-owned | Est. 1940 All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions.

17047-01/15

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hat began as a blind date 21 years ago has led to a happy marriage and business partnership between Danielle and Bret Braden. Both upbeat, energetic and personable, this duo brings incomparable enthusiasm and professional expertise to every real estate transaction.

Danielle enjoyed a successful career in sales management for the hospitality industry in Anaheim and Irvine, overseeing sales of events and lodging for large corporate groups. When she was ready to leave the corporate world and become her own boss, real estate was a logical fit for her gregarious nature and high-level sales skills. Bret is a specialist in the field of environmental acquisition, remediation and Superfund sites. He acquired his broker’s license and now also assists Danielle with residential real estate.

Danielle and Bret have fun working together in a business they love, and their individual skills harmonize to

deliver a well-balanced customer experience. They begin by evaluating a client’s needs and personality so they can adapt to be most effective. “If they are more technical and want to see charts, or are focused on the infrastructure of the house, then Bret will take the lead,” Danielle explains.

“He also does all the work of a transaction coordinator and leaves me to do the negotiating and talking with clients. My husband is the best TC, IT specialist, historian, tour guide and Mr. Fix It. He is very knowledgeable and overall a very nice guy.”

Bret’s background working with contaminated land sites sometimes comes into play in residential transactions.

“There are few chemical engineers who are also brokers,” he says. “Every real estate deal requires a hazard report.

I am able to read those and help clients understand what they mean. Sometimes there are concerns about asbestos, underground tanks or pipelines or anything else that could be hazardous. I can translate into layman’s language and explain what they can do about it.”

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Danielle & Bret Braden A Dynamic Real Estate Duo Written by Haley Freeman

“Danielle is the MC,” Bret says. “She loves being with people and is skilled at putting them at ease and directing a transaction. For all of those years working in hospitality, she built great relationships with people across the hospitality, corporate and tourist sectors of Orange County, and she brings the same enthusiasm to helping people buy or sell a home.”

“I have learned that the customer is always right and strive to make them feel important and that their needs matter,” Danielle says. “We strive to go above and beyond our clients’ expectations and get the job done with as little drama as possible. Communication and responsiveness are key.”

Working with Realty ONE Group, Inc., empowers Danielle and Bret to provide the level of service they believe their clients deserve. “Technology is one of the company’s biggest attributes,” Bret explains. “They created a computer software model that allows agents to remotely upload files so everyone is virtual. Realty ONE Group has one of the best systems in the industry. It is efficient, saving time and money while ensuring that everyone is compliant.”

Danielle and Bret excel in helping families to settle real estate matters during times of stress. Danielle explains, “We’ve been involved in a number of situations where we have been able to take the stress off of out-of-area relatives when a family member died and left property. We have done everything for them long-distance and gone above and beyond to make it as easy as possible. In these special circumstances people often don’t have the means to travel, and it is essential to have a Realtor® they can trust with their family’s assets.”

Looking to the future, the Braden’s are looking forward to helping the next generation to acquire the existing inventory of homes. “When you look at the age of the housing stock in Orange County, I think that future real estate deals are going to require that you bring your contractor along with you to get these homes up-to-date.

There is going to be a huge transition taking place in the next five to ten years,” Bret says.

their Chihuahua, MoJo, dining out and enjoying concerts in the park. They make an effort to look out for their senior neighbors and offer assistance whenever they can.

Ultimately, real estate is a people business where the Braden’s both shine. “We care about our clients’ needs,” Danielle says, “and we will be there until the end. We love working with people and pride ourselves on getting the job done. Our enthusiasm alone will get to you. We’ll have you at hello!”

Danielle & Bret Braden Realty ONE Group, Inc. 4010 Barranca Pkwy., Ste. 120 Irvine, CA 92604 Tel: 714-397-3074 Email: DanielleMBraden@yahoo.com Web: www.RealtyOneGroup.com CalBRE # 01163874 / 01716569

Danielle and Bret love their home community of North Tustin and enjoy spending free time together walking with

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The Role of Positive Thinking on Your Sales Career and Life

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ots of salespeople seem to have forgotten, or perhaps have never even learned, the many ways that they can improve not only their sales performance, but their life performance as well. The future of your sales career may very well rest on the frame of mind that you have in your daily life. Here are several tips that may help you to improve this frame of mind and your future.

First of all, you should overcome any past negative impact. You need to forget your failures and mistakes.

These failures and mistakes should be seen only as stepping-stones that you have been fortunate enough to experience and learn from. Salespeople can truly damage their mental state and their sales performance by dwelling on past mistakes. Such practices as continually viewing yourself in a negative light can only serve to put you in a downward spiral.

A tip that reflects the opposite of the previous one is to build upon previous positive experiences. Concentrate primarily on your past successes, and this will help you feel far more important and positive. By concentrating primarily on your successes and the positive aspects of your past, you will surely feel extremely more confident, and confidence will give any salesperson a “leg up” in any sales situation. Furthermore, this confidence can seep

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into all other facets of your life, leading to an all around improvement of the quality of life.

Seeking out “coaches” and “team-members” will only serve to improve your chances for success in and out of the business realm. Coaches can help to build you up, as well as provide you with vital life experience and job experience that you otherwise would not be able to experience yourself. In regard to sales team-members, they can provide you with a support system as well as with a feeling of belonging. Their successes will be your successes, and your successes will be theirs’. Having a coach, as well as being a member of a team can certainly improve your job as well as your home life.

Becoming obsessed with learning is another excellent tip for any salesperson who is aspiring to improve their future sales performance. “Knowledge is power” has become a cliché, but the validity of this statement still stands. Any serious salesperson should always be looking for that “edge,” and knowledge is always there.

You should always be seeking new facts, information, and data, and knowing more of these than your competitor will provide you with so much more success. I can promise you that!

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By constantly improving your thinking processes, you will also sharpen your thinking and analytical skills, and in turn you will enjoy more success in the future.

Improvement of your thinking skills involves the quick and efficient use of knowledge, which is addressed in the previous tip. If you become obsessed with learning and channel this constant flow of new information through quick and useful thought patterns, then once again you will enjoy a “one up� over your competition.

Top performing salespeople are always seeking new information, and are always able to use this information in the most effective manner in their pursuit of the sale.

Therefore, if you follow the same strategies as these salespeople, then your future is as bright as theirs.

The final tip, and perhaps the most important one, actually is to incorporate yourself mentally. This somewhat difficult tip means that you should never forget your own long-term goals and aspirations. You should certainly remain loyal and honorable to your current employer, but again, never forget your own long-term goals and aspirations! Those individuals who are the most successful are those who never forget their own goals. By striving for your goals long enough and hard enough, you will eventually reach them and become an envied and admired sales professional.

The bottom line? If you are truly seeking to improve your future either professionally, personally, or both, there are certain strategies that have proven to serve those who are seeking these goals very well. By overcoming any negative past impact, building upon any and all positive impact, utilizing coaches and team-members you may have in your life, becoming obsessed with learning, constantly improving your thinking processes, and incorporating yourself mentally, you are surely going to be able to improve any aspect of your sales career and life that you wish to improve. The secret to this plan is to work hard and remain committed. There is, unfortunately, no secret to that!

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. CopyrightŠ 2004, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; www.frogpond.com

Written By Bill Brooks ExecutiveAgent Magazine

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Nomination Form Nominate a fellow REALTOR速 to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Cheryl Coleman Executive Agent of the Month

ExecutiveAgent Magazine

Cheryl Coleman We Listen, We Care, We Close

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heryl Coleman is an outstanding Realtor® who is recognized nationally for her professional excellence. She leads a team of like-minded individuals whose commitment to unparalleled client representation has contributed to a host of honors and the gratitude of well-served clients throughout Orange County and parts of Los Angeles.

Cheryl’s love for real estate manifested early in life.

She grew up on the East Coast, bought her first home on a

land deal when she was only 18 years old, and obtained her real estate license while she was in college. Both enterprising and savvy, she continued to invest in real estate, always maintaining a residence and at least one rental property. Cheryl made a success of several professional opportunities – working for the government, marketing internationally for an airline and even spearheading business development for laser vision correction in the United States. That project finally brought her to California, where she reconnected with her first love: real estate.

“I was looking for a house and could not find a good agent. It floored me. I saw an opening to do really well at something I loved. So, I jumped in when the entire world was getting a license. I took my real estate exam at the Anaheim Convention Center with about 5,000 other people. Talk about competition! The first few years were tough with so many people in the market, and many of them just there for easy money. I observed that a lot of people were buying homes they couldn’t afford and foresaw that there would soon be foreclosures.”

By Haley Freeman - Ian Wiant Photographer

As the real estate climate shifted, Cheryl became certified to sell foreclosures and handled a high volume of primarily government foreclosures with Ocwen Financial. “I was assigned the first foreclosure in Huntington Beach, and I developed a lot of relationships. I hated kicking people out of their homes, so I did my best to explain, listen to their stories and help them find a place to move. People were usually very grateful for the way I went about it.”

Her foreclosure experience led Cheryl to the short sale market, earning her the moniker “The Short Sale Queen of Orange County.” She seized opportunities to help clients with options more favorable than foreclosure. “I helped people get loan modifications, short sell or even stay in their homes as tenants. My referral base grew hugely because I had so many grateful clients. I developed great connections with the banks that benefit my business to this day. After a short sale, I would immediately put my client in touch with someone who could help them repair their credit. They were ready to buy again in the next couple of years. I’ve worked again with those same people.”

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The Cheryl Coleman Team Cheryl is a believer in karma and never holds back when there is something she can do for a client. “I am constantly looking for how we can do that one extra step. I train my staff by asking them to think about what is that one extra thing that a typical agent wouldn’t do.”

That philosophy also applies to relationships with other Realtors®. “It is important to have a good reputation with your peers. You can’t just think about today’s sale, you have to think about how what you do today will affect you in the future.”

When Keller Williams opened an office in HB, Cheryl made the move from Star Real Estate, where she had been 3rd highest producer in the company. “On the East Coast, Keller Williams was a big name with a reputation for its

ethical culture. I also knew we needed to work with an international company because we were getting calls from a lot of international buyers. Keller Williams is the largest real estate company in the world and gives us the resources to capture a market we just couldn’t tap with a boutique company.”

Among Cheryl’s numerous professional designations, she is a KW Global Property Specialist (GPS), tying her to an elite network of international professionals. “Right now we are advertising vacation rentals and property sales here with the new Costa Rica office. We want to cross-market with other countries and share referrals with them. Many people don’t realize that there is an international MLS. As a GPS, all of my listings are automatically on the international MLS.”

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Going That One Extra Step Cheryl is excited to announce that this year, she is helping to open up a KW Luxury Homes division in HB. With a recent $4 million home sale to her credit and more luxury homes in her listing portfolio, this is a propitious time for Cheryl and her team to promote Keller Williams’ luxury brand.

Selling luxury homes requires particular expertise. “I don’t think people realize that selling a $400,000 home is different from selling a $4 million home. For instance, if a buyer asks for repairs, every little thing in the home costs more, since all of the fixtures and materials are high-end.

And it is much harder to get big loans – you have to help prepare your client for that process.”

Probate and trust transactions are another specialized market where Cheryl and her team excel. They go beyond the customary scope of real estate representation in order to smooth the way for clients in emotionally trying circumstances. “We recently handled a transaction where the mother passed away and both sons were out of the area. I told them to get everything they wanted out of the house, and we would take care of the rest. I paid my team to go in and package items for charity and arrange the sale of anything of value for the client. We even sold a car for them. We often go in and get a property clean, painted, staged and ready for sale. That gets them a higher and quicker sale and our clients don’t have to worry about anything.”

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Cheryl’s team makes that level of service possible, and each member uniquely contributes to the client experience. Cheryl’s husband, Tommy Teissere, is the resident jack-of-all-trades, a great networker who “keeps us all laughing with his great sense of humor. Rebecca Korss is a phenomenal buyer’s agent who seems to find homes for sale before they are even on the market. George Ferrone has a background in property management, handles all leases and works with our investors finding them investment properties. Jaimie Harris is my right hand. She is a certified interior designer who also had a photography business, so she has a great talent for getting listings ready for sale, coordinating the marketing and interfacing with the sellers.” Cheryl’s team offers a full spectrum of services, including access to a photo drone, professional photography, staging and exceptional local and international marketing. For the past two years, they have been recognized as the top KW team in HB and Cheryl has ranked in the top 10% nationwide since 2008. She was honored and excited when she was recently invited to become the facilitator for new agent orientation for the Orange County Association of Realtors® in North Orange County.

“I think it’s a big deal to be asked to teach new agents what it means to be a good Realtor®. It is very important to me to set an ethical example for other professionals in an industry where our conduct has a tremendous impact on people’s lives.”

Cheryl and Tommy have seven kids. When time permits they enjoy travel, singing karaoke and hiking with their dogs.

The Cheryl Coleman Team are dedicated to making a positive impact on everyone they encounter. “These are all hard-working individuals and the most caring people.

They treat everyone with respect and take the extra step with everything they do. I am proud to have a team like this, and our success is truly a team effort.”

Cheryl Coleman The Cheryl Coleman Team Keller Williams Realty International 2100 Main St., Ste. 350 Huntington Beach, CA 92648 Tel: 714-717-1728 Email: Cheryl@cherylsellsoc.com Web: www.cherylsellsoc.com CalBRE # 01428040 ExecutiveAgent Magazine

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MAGAZINE

Written by Haley Freeman

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eah and Don Friedline celebrated their 29th wedding anniversary in March of this year. In their three decades together, they have owned businesses, raised three children and recently welcomed their first grandchild, Luna. Today, they are both agents with Nationwide Real Estate Executives, where they share a passion for the business that is further enhanced by their complementary skills and traits.

Leah and Don draw from a well of diverse professional experience, their shared passion for real estate is and always has been a constant throughout their life together.

Don purchased his first home at only 18 years old, and over the years, they bought and sold several homes before doing this professionally. “We have gone through the process many times, so we are able to put ourselves in other peoples’ shoes,” Leah says. “One thing we always felt was lacking in our agents was communication. So we believe it is important to communicate, educate our clients and to be truthful about what is going on in a transaction. There are so many permutations in this business that you have to be prepared for anything – we are always focused on solutions.”

As a team, Leah and Don possess the whole gamut of skills necessary to sustain a successful real estate business, the core of which is their mutual care for people.

“Because we care, we develop strong relationships with our clients, and many become part of our real estate family,” Leah says. “This helps us with not only new business, but also repeat and referral business. Relationships are important in every aspect of this business, including those with fellow agents and other professionals.”

Don describes Leah as “really personable – she connects so well with people and works hard to understand their needs. She is also very thorough with paperwork and contracts and makes sure that the clients are protected.”

“I think one of Don’s best qualities is his patience,” Leah says. “I’ve seen agents get stressed out and have a negative attitude, and this is where Don’s strength comes into play. He thinks logically instead of getting emotionally engaged. He is great at helping people understand things from a different perspective. He is knowledgeable, and has a way of going through the important points of a situation to keep people on track.”

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Leah and Don Friedline Dedicated to the Success of Others For nine years, Leah and Don ran their own full-service real estate and lending company where they were dedicated to giving their clients outstanding service and helping their agents succeed in the business. “We were like a family,” Leah explains. “We decided to join Nationwide because they have the same culture and share the same vision. The CEO and COO here always make themselves available to help. We have great technology for managing the business and constant workshops and education.”

After spending many years as a leader in her own business facilitating the success of others on her team, Leah says it was a game-changer for her to come to Nationwide Real Estate Executives, and receive that same care from someone else. “What changed my personal business was when the owners met with me, went through my business plan, and asked how they could help me to develop my business. I was able to find my balance, and now I am sales manager for the Laguna Hills office. I love to build people up and celebrate their successes. I see the potential in everybody. My life theme comes from Zig Ziglar, ‘You can have everything in life that you want if you will just help enough other people get what they want.’”

In addition to expertly guiding her clients and closing deals, Leah coaches her sales agents and spearheads leadgenerating events like sales blitzes and door-knocking groups. Recently, Leah was asked to join the board for the South Orange County chapter of NAHREP, where she is able to assist an even larger peer group. “I am a team builder, and it is very exciting to be a part of something that is growing and I believe in.”

Leah and Don approach both business and life from a standpoint of giving. They are both very active in supporting the Special Olympics, assisting with events and fundraising.

“We are focused on providing exceptional customer service and unmatched marketing expertise with the highest level of integrity,” Leah says. “We have the courage to advise clients about their best course of action, even if it means advising them against a transaction. We are dedicated to the success of others and helping them to achieve their goals.”

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Leah & Don Friedline Nationwide Real Estate Executives 24422 Avenida De La Carlota, Ste. 450 Laguna Hills, CA 92653 Tel: 949-328-7137 Email: Leah@LeahFriedline.com Web: www.LeahFriedline.com CalBRE # 01731479/01504940

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Establishing Dreams and Goals

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ne of the amazing things we have been given as humans is the unquenchable desire to have dreams of a better life, and the ability to establish goals to live out those dreams. Think of it: We can look deep within our hearts and dream of a better situation for ourselves and our families; dream of better financial lives and better emotional or physical lives; certainly dream of better spiritual lives. But what makes this even more powerful is that we have also been given the ability to not only dream but to pursue those dreams and not only to pursue them, but the cognitive ability to actually lay out a plan and strategies (setting goals) to achieve those dreams.

Powerful! And that is what we will discuss in detail this week: How to dream dreams and establish goals to get those dreams.

What are your dreams and goals? This isn’t what you already have or what you have done, but what you want.

Have you ever really sat down and thought through your life values and decided what you really want? Have you ever taken the time to truly reflect, to listen quietly to your heart, to see what dreams live within you? Your dreams are there. Everyone has them. They may live right on the surface, or they may be buried deep from years of others telling you they were foolish, but they are there.

So how do we know what our dreams are? This is an interesting process and it relates primarily to the art of

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listening. This is not listening to others; it is listening to yourself. If we listen to others, we hear their plans and dreams (and many will try to put their plans and dreams on us). If we listen to others, we can never be fulfilled.

We will only chase elusive dreams that are not rooted deep within us. No, we must listen to our own hearts.

Let’s take a look at some practical steps/thoughts on hearing from our hearts on what our dreams are: Take time to be quiet. This is something that we don’t do enough in this busy world of ours. We rush, rush, rush, and we are constantly listening to noise all around us. The human heart was meant for times of quiet, to peer deep within. It is when we do this that our hearts are set free to soar and take flight on the wings of our own dreams!

Schedule some quiet “dream time” this week. No other people. No cell phone. No computer. Just you, a pad, a pen, and your thoughts (you get to do this in the workbook exercises this week).

Think about what really thrills you. When you are quiet, think about those things that really get your blood moving. What would you LOVE to do, either for fun or for a living? What would you love to accomplish? What would you try if you were guaranteed to succeed? What big thoughts move your heart into a state of excitement and joy? When you answer these questions you will feel

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Great and you will be in the “dream zone.” It is only when we get to this point that we experience what Our dreams are!

want to attain because they are what will make your life joyful and bring your family’s life into congruence with what you want it to be.

Write down all of your dreams as you have them. Don’t think of any as too outlandish or foolish – remember, you’re dreaming! Let the thoughts fly and take careful record.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com

Now, prioritize those dreams. Which are most important?

Which are most feasible? Which would you love to do the most? Put them in the order in which you will actually try to attain them. Remember, we are always moving toward action, not just dreaming.

Here is the big picture: Life is too short to not pursue your dreams. Someday your life will near its end and all you will be able to do is look backwards. You can reflect with joy or regret. Those who dream, who set goals and act on them to live out their dreams are those who live lives of joy and have a sense of peace when they near the end of their lives. They have finished well, for themselves and for their families.

dreams

Remember: These are the dreams and goals that are born out of your heart and mind. These are the goals that are unique to you and come from who you were created to be and gifted to become. Your specific goals are what you

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Written by Shannon Hartsoe

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hanks to a miserable experience with Realtors® when she bought a home in 1996, Shannon Jones is now a Realtor® herself.

“I had a terrible experience with Realtors® who didn’t return phone calls, didn’t do what they said they would do and didn’t seem to be able to effectively explain the process or the contract,” Shannon recalls. “So I thought I would try my hand at real estate and see what would happen if I brought a high level of professionalism and a strong desire to deliver great service. I’ve been doing it ever since.”

Sales Comes Naturally With a masters degree in journalism and successful careers in journalism and public relations, Shannon never pictured herself in sales before obtaining her real estate license in 1998. Her only sales stints had been selling Girl Scout cookies as a kid and a one-month stint at a Kinney Shoe Store while she was in high school.

The concept of “upselling” customers on extra items like shoe polish and handbags never set well with Shannon, however. “I’m one of those people who avoids sales people when I walk into a store and automatically says, ‘No thank you, I’m just looking.’ even when I probably could use some help,” she says. That genuineness in her approach to selling is yet another attraction to clients, along with her hard work and persistence.

“The Shannon Jones Team made us feel very comfortable with our choice of Realtors®,” say Rick and Lisa Valdez of Long Beach. “Professional, yet personable, we never felt pressured. They were available and happy to answer all our questions with patience and easy to understand explanations. We were very impressed with Shannon’s professional manner, yet she related to us as though we were her only client.”

It took Shannon five months before she closed escrow on her first sale. But that same month she closed three escrows, and by the end of her first full year she’d sold 26 homes.

A High-Teach Team Today the Shannon Jones Team is well versed in making the latest digital tools work for their clients. This includes tools for home search, marketing and other customized tools that promote their listings across the Web. Their goal is to combine these exceptional online tools with her team’s many years of working experience in real estate so their clients get the very best service possible.

For Shannon, success is about meeting a client’s needs – even when that sometimes means now is not the time to buy or sell.

Indeed she has. Since becoming a Realtor® in 1998, Shannon has been delivering the highest quality customer service, market knowledge and negotiating expertise to clients in the Long Beach, Signal Hill, Los Alamitos, Seal Beach and Lakewood areas.

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“My focus is on assessing a client’s needs and goals with regards to real estate and then helping them achieve those goals,” she says. “Sometimes that includes buying or selling real estate, and that’s great. Sometimes it doesn’t.

I’ve talked many people out of buying homes that weren’t right for them, and I’ve never talked someone into buying one. I believe that if my team and I are focused on what’s right for the customer and we’re committed to delivering excellent service, then our clients will come back and they’ll refer their friends and family.”

Her husband, Brad Jones, joined Shannon in the business several years ago. Brad’s experience in construction engineering further expands the team’s expertise.

Maintaining Momentum, Success Staying on top of changes in the industry, including regulations and market trends, has helped Shannon maintain her success – even through the ups and downs of the economy. It definitely helps that her past business experience was in corporate communications and banking. (She also holds an undergraduate degree in social ecology from UC Irvine, and a master’s degree in journalism from UC Berkeley).

Professionally, her long-term goals include expanding the business by building on the qualities that have been the keys to her success. “I’d like to have a team that consistently delivers amazing service to our clients and continue building referrals into a sustainable, long-term business.”

The team’s goals for 2015 are simple: continue to deliver amazing customer service to more people. In 2014, the team sold 53 homes; this year, the team is aiming for 75 sales. It may sound impossible, but she does get to enjoy time outside of work. Shannon enjoys reading, gardening, travel, wine-tasting and playing poker.

Shannon stays well versed on the industry as a member of the National Association of Realtors®, California Association of Realtors®, Pacific West Association of Realtors®, Women’s Council of Realtors® and Pride Real Estate Professionals.

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Shannon Jones The Shannon Jones Team Keller Williams Realty 10900 Los Alamitos Blvd., Ste. 160 Los Alamitos, CA 90720 Tel: 562.896.2456 – 562.335.1965 Email: Shannon@ShowMeHome.com Web: www.ShowMeHome.com CalBRE # 01247705

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TRY VS. DO “If at first you don’t succeed, try, try, again.” Mom and Dad were wrong about this one. Now I know that their motives were good, and the principle, in and of itself had value. They were teaching us to ease into what ever it was that we were struggling with. I know the lesson they were teaching us was pure and sound but when we get to be adults we should get away from the ‘try’ and get into the ‘do.’

There is one very important thing lacking behind the ‘try’ word. Commitment, anytime you use the word ‘try’ it lacks commitment. Here is an example most of us see at least once a week. How many times during the course of the week do you have someone come up to you and say, “Hey, I’m going to ‘try’ and get in touch with you sometime next week.” Whenever I hear that I always reply, “What do you mean, try?” Does that mean if you’re in the mood, or if you remember my number, or if you’re by a phone and have 35 cents?”

Do you notice a difference between, “I’m going to ‘try’ to get in touch with you next week” and “Tuesday at 3:00 in the afternoon, I’m going to call you at this number.

Are you going to be in?” Do you see the difference?

One is committed the other is not. Some people use the ‘try’ word just to get out from under the task at hand or to be polite. Either way, it lacks integrity.

Here is another example. How many of you out there have ‘tried’ skydiving?

You know jumping out of a plane with parachutes on. I had one guy in my seminar say, “Well, I have.” I stated that he didn’t ‘try’ he actually ‘did’ the skydiving thing. He countered with, “No, I tried it!” I asked him to explain. He proceeded to tell me how he went up in the plane and strapped the parachute on. When they came to the drop area and opened the door, he looked out

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and it appeared to be a lot higher than he thought it was going to be, so he asked them to close the door. I said, “You mean you did not jump out?” He said “No, but I tried skydiving.” I countered by saying, “You didn’t ‘try’ skydiving, you simply went on a plane ride with a parachute on!” To this day I don’t know if he got the message, but the rest of the class did.

Do this, for the next week, stop using the ‘try’ word. If you catch yourself or another person use it, ask yourself or them if that really was what you meant. You see, I have more respect for someone who will say, “I’m not going to do that” and then tell me why, than someone who will say, “I’ll try,” and then not deliver. On the first hand, I know where I stand.

I’ve got to do it myself or get someone who will. It’s not hard, simply replace the word ‘try’ with ‘do’ and see if you notice the difference.

Here is an important question. Do you want to ‘try’ to be happy? Do you want to ‘try’ to be a good Father or Mother? Do you want to ‘try’ to do a good job at work?

It is more than a semantics issue; it ties directly into our level of commitment.

Rory Aplanalp has impacted the lives of more than one million people across the globe. He then founded his own company, Human Resource Development, a leader in the sales training field. For more than fourteen years, Rory was affiliated with Franklin Quest/Franklin Covey and was distinguished as their top seminar and keynote speaker. Copyright© 2002, Rory Aplanalp. All rights reserved. For information about Rory’s speaking and training programs, please contact the Frog Pond Group at 800-704-FROG (3764) or Susie@frogpondgroup. com; http://www.frogpondgroup.com.

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Written By Rory Aplanalp ExecutiveAgent Magazine

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