APRIL 2015 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

JASON BUCK Executive Agent of the Month

Inside Features: Leah & Don Friedline Nationwide Real Estate Executives Shannon Jones Keller Williams Realty Lynn Peters RE/MAX Estate Properties

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Purchase Financing:

Compare our stats to the industry.

At Evergreen, we’ve never lost sight of the fact that serving real estate industry professionals and their clients is the cornerstone of our success, yesterday, today and tomorrow.

As evidence of our focus on the home purchase market, we invite you to review our purchase loan percentage compared to the industry: Purchase Business Percentages

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

** Source: Mortgage Bankers Association (MBA) Percentages reflect portion of total volume that were purchase transactions.

That’s why we’ve developed an infrastructure with systems and procedures that allow us to quickly process loans so that we close On Time and as Promised®.

In fact, our entire platform is engineered to close purchase transactions in 14 days*.

But stats are only part of the story.

It’s the care and compassion of every Evergreen associate that makes a difference and is felt by the customers we serve. As a lender with strong convictions and a proven track record serving the purchase market, we invite you to become a business partner with Evergreen.

Michelle Coolidge-Tondu Sr. Loan Officer & VP / Corporate Relationships NMLS 176580

tel 310-818-1011 fax 855-296-8279 mcoolidge@evergreenhomeloans.com www.michelletondu.com 21250 Hawthorne Blvd Ste 500 Torrance, CA 90503 Branch NMLS 1127143

*The 14-day close does not imply a guarantee of any kind and only references the historical service level provided by Evergreen on standard FHA, VA, and conforming conventional loans. Assumes expeditious and complete cooperation by all parties to the transaction. Not all applications are eligible for a 14-day close, including but not limited to jumbo loans, renovation loans, loans brokered to other lenders, or properties requiring repairs. Not all applicants will qualify; certain restrictions apply. © 2014 Evergreen Home Loans is a registered trade name of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: Arizona Mortgage Banker License 0910074; California-DBO Residential Mortgage Lending Act License 4130291; Hawaii Mortgage Loan Originator Company License HI-3182; Idaho Mortgage Broker/Lender License MBL-3134; Nevada Mortgage Banker License 3130; Oregon Mortgage Lending License ML-3213; Washington Consumer Loan Company License CL-3182. 1/14

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

April, 2015

South Bay

Cover Story

Editorials

32 - Rory Aplanalp: Try vs. Do

06 - 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 Info@eamag.net www.EAMag.net

ADVERTISERS’ INDEX

08 - Bob Corcoran:

Why Some Agents Sell More Than You

Alpine Mortgage Planning...............11 City of Hope.....................................34

14 - Joe Lane:

Why Cheap Homes Are Cheap

Evergreen Home Loans......................2 imortgage.................................25

28 - Jim Rohn:

i Photography Studio........................23

Establishing Dreams and Goals

Kinecta Federal Credit Union..........36 SBAOR....................................35

30 - Dirk Zeller: 17 Jason Buck

The Termite Guy...............................24

Champions Get Up Each And Every Day

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Steven McReynolds

Executive Agent of the Month

12 Leah & Don Friedline

26 Shannon Jones

04 Lynn Peters

ExecutiveAgent Magazine

© 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.

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Always a tenacious self-starter, Lynn visited LA on vacation and knew California was where she belonged. “It was truly love at first sight. It had everything – the weather, the beach and the lifestyle. I moved to Redondo with only a few dollars in my pocket, and within a month, I had my first job working in reservation sales for a Japanese airline.”

Lynn’s determination to succeed at everything she does manifested in several lucrative sales opportunities, including a corporate position with a movie studio. Her professional choices earned her the chance to travel and work alongside people of diverse backgrounds. Working in the corporate world, however, lacked one significant benefit. “As much as I loved working for the studio, I never felt I was in charge of my own destiny. I decided to quit my full-time, secure job and get into real estate. I was licensed in 2001, and I closed my first sale 3 months later.”

And she has never looked back.

“I love this business. No transaction is ever the same. Sometimes I think I’ve seen it all, but new situations always present themselves.”

L

ynn Peters is a smart, savvy Realtor® at RE/MAX Estate Properties in Redondo Beach who brought her strong work ethic from a small town in New Hampshire to the big city of LA. During her 14 years in real estate, she has built a large community of happy clients and a consistent track record of success.

Working with an established and well-respected brand is of singular importance to Lynn.

“I’ve always believed in branding and loved working for large corporations with recognized names. I knew that as a new agent, it would take some time to earn the respect of clients, and from the beginning I felt that RE/MAX gave me that edge.”

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Lynn Peters

A Friend in Every Neighborhood Lynn has remained with the company throughout her career and continues to value its international reach and generous resources. “We have a great network of agents both nationally and internationally, which is very helpful when you have a client who is moving to another location and needs an agent, or vice-versa. We also have exceptional training and networking. In a market where there is a limited inventory right now, this is especially important. A lot of homes never hit the MLS and are sold through networking. Our specific office has in-house legal counsel, someone who is readily accessible to me to review disclosures and documents. All of these things set me up for success.”

Quality Service designation, derived from independent surveys of her many delighted clients. Only the top 2% of agents earn this honor. She also consistently performs in the RE/MAX 100% Club for production and has been inducted into the prestigious, RE/MAX Hall of Fame.

“Over the years, I have built a nice referral base. It is a testament to the work I’ve done in the past.”

“I don’t even look at this as a job. I can’t think of anything else I would want to do. Many clients have become my friends, which is such a bonus in this business. I feel like I have a friend in every neighborhood.”

Lynn’s real estate career has taken her through boom and bust markets, and she has always maintained her equilibrium by being adaptable and keeping a positive attitude.

“When I began, the market was slowly appreciating. I did open houses every Saturday and Sunday for years and built solid client relationships. When the market crashed, I adapted the way I did business. Even in the downturn, I found great satisfaction in helping clients out of difficult situations. This business is exciting. There are always buyers and sellers no matter what – it’s just a matter of finding the right match. I love meeting people, helping them meet their objectives and then seeing them reap the rewards of their investment.”

Changing with new technologies has also been key to giving clients the best advantage.

While Lynn is a detail-oriented professional, she also likes to have fun with her clients. “I think having a sense of humor is important in anything you do in life, love, marriage and business. I try to make things fun, while offering a very straightforward process and setting expectations early on. I tell my clients this is going to be like flying an airplane: I’m the pilot, you’re the passenger, and we’re going to hit some turbulence, but we’re going to get through it!”

Clients often express their appreciation for Lynn’s outstanding service. She is the recipient of the RE/MAX

ExecutiveAgent Magazine

Lynn Peters RE/MAX Estate Properties 1720 S. Elena Redondo Beach, CA 90277 Tel: 310-291-1191 Email: lynnpetersre@hotmail.com Web: www.lynnpeters.com CalBRE #01320138

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The Role of Positive Thinking on Your Sales Career and Life

L

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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Why Some Agents Sell More Than You

W

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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Written by Bob Corcoran

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COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

• Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Newport Beach at Bayview Corporate Center. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! JOHN J. REED Branch Manager MLO-869516

Cell 714.305.2912 Fax 855.688.2743 jreed@alpinemc.com © 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

L

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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Why Cheap Homes Are Cheap

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hen items are discounted at the grocery store, there’s always a reason. Maybe the bread is a little bit stale or the item has been discontinued. Before buying any discount produce, you should probably understand why it is being discounted. The same is true for homes and while there are many cheap homes on the market, learning why that real estate is selling for such a low price will go a long way towards telling you just how worth your effort that property may be.

A Less-Than-Stellar Area The location of a home affects its value profoundly and while that can mean great things for a home owner in a posh location, it can also mean suppressed real estate prices in an area that is anything but. Many people think that no matter what, real estate will increase in value. That is not necessarily true and the future fortune of a neighborhood will directly translate into whether your real estate investment or home price swings up or not.

The Fixer-Upper We have all seen homes that simply need work. For whatever reason, the current owner has simply grown tired of updating a home and that state of disrepair translates into a steep discount in the home’s sale price. If you do not have the stomach to go through the arduous process of repairing a home, these cheap pieces of real estate are certainly not for you. If you are not scared off by the prospect of some labor, these can be great targets.

The Speed Sell Sometimes a seller needs to sell a property fast, whether to get out of town for relocation or to quickly liquidate some assets. These types of homes present the best opportunities for prospective buyers as these pieces of real estate suggest the least amount of problems. Of course, these homes get snatched up quickly, the very goal the

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ExecutiveAgent Magazine

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seller has in mind, so finding them can be a bit of a difficult prospect. The best tactic is to monitor an area of town or maintain searches on a set of criteria on a regular basis to turn up all of the new homes that get put on the market every day. The real estate market is a competitive arena, so make sure you are doing all you can to get an edge over the rest of the prospective home buyers out there.

The Mystery The rest of the cheap homes generally fall in the mystery category and these pieces of real estate are the ones that you need to be most cautious about when investigating for a possible purchase. Homes are always cheap for a reason and there is certainly a reason buried somewhere in the floorboards. Is it near an airport? Does a railroad run through the backyard? Not all mystery homes hold mysteries that are this obvious but the seller is obligated to disclose anything that affects the value of the home, so just make sure you and your realtor ask the right questions.

Doing your homework on why a piece of real estate is selling for the price it is will go a long way towards determining the worth of a potential investment or home purchase. Cheap homes can look attractive at first glance and then lose luster with further inspection. Ask the right questions and do the right research so that you too can make that determination accurately to avoid potential headaches later.

This is another original article by Joe Lane, co-owner of The Lane Real Estate Team at http://www.joelane. com/. Are you looking for an experienced Tri City WA Real Estate agency? With 20 years of service based, business experience, Joe and Colleen Lane work hard to serve home buyers and sellers for the Tri Cities of Washington’s Kennewick, Richland, Pasco, and surrounding areas.

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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

JASON BUCK Executive Agent of the Month

ExecutiveAgent Magazine

J ASON B UCK LIFELONG PALOS VERDES NATIVE

By Haley Freeman - Ian Wiant Photographer

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ason Buck is not only an award winning Realtor® at RE/MAX Estate Properties, but a world traveler, accomplished musician, Spanish speaker and allaround nice guy whose love for people and community figures prominently in everything he does.

A native of Palos Verdes, Jason grew up in the shadow of Point Vicente Lighthouse. His passion for surfing and diving inspired him to study abroad in Australia. He earned his International business degree at the University of Colorado Boulder and spent time in Central America with the Peace Corps. “I learned to speak Spanish fluently, and I loved spending time there, but I left when

things got too dangerous. Living abroad has been a big eye opener, experiencing different cultures and learning how different the world is outside of PV.” Jason developed construction expertise installing hardwood flooring and then began helping a friend in the real estate business. In no time, he found that his construction background, combined with his friendly nature and knowledge of the PV area made real estate a great fit for him. “There are a lot of older properties in this area, and buyers aren’t always sure what they can do to make a property better. I can help them to evaluate what is possible along with an estimate of the cost.”

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During the early 2000s, Jason applied himself to the international real estate market, becoming a Certified International Property Specialist (CIPS) and leveraging his language skills and knowledge of Central America to sell properties overseas. His outgoing personality and leadership in the International Real Estate Federation (FIABCI) helped him to develop a global network of clients and contacts that now enhance his local practice. “It’s always been easy for me to make friends, and I have spent years networking all around the world. Closing deals in foreign countries posed unique challenges – like dealing with fictitious paperwork. In the last four years, I have really honed PV as my specialty.”

Jason’s personal ties to the area and first-hand experience with PV’s unique features make him an exceptional local agent. “People tend to get turned around on a peninsula.

The geography also impacts the weather conditions from location to location. Things can change drastically within only 2 miles – there are several climate zones and cultures on the hill. Only a local would know which directions the heat, wind and fog come from. There are city views and ocean views, along with horse properties and miles of horse

trails. To me this area is a paradise oasis, and our economic climate has not yet reached its prime. Our midrange properties are actually undervalued when compared with like property in LA County. It can be very affordable.”

A local homeowner himself, Jason purchased the home he grew up in out of foreclosure when he was only 28 years old. “It took a lot of perseverance to be able to do that. It’s an example of why you should never give up on your goals or stop believing in your dreams. I have a 17-month-old daughter, so now another generation is growing up in the home. It is really amazing.”

All of these factors also make Jason a natural ambassador for the area. He is the Secretary on the Board of Directors for the Palos Verdes Peninsula Association of Realtors® and is the chair of their Global Real Estate Forum and PV Specialist program. “Our goal is to attract and integrate international residents into the home and business community. There are a lot of international buyers coming into the area, but there is still a gap in language and culture. We want to help with these challenges and make this a destination for diversity.”

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A REAL ESTATE SPECIALIST WITH NO BOUNDARIES RE/MAX Estate Properties is located inside a well-loved area landmark, Malaga Cove Plaza, and Jason has found a perfect home there since 2011. “From the beginning, Sandra Sanders believed in me based on my reputation and connection to the area. She really fueled me to launch my career to a whole new level. It is a family atmosphere in our office and very supportive. I wanted to be a part of something bigger – a group of people I could be part of in and out of work.”

As part of his newfound inspiration at RE/MAX, Jason began incorporating his video and recording skills into his real estate practice. “Video is a great tool for getting information in front of people faster and helping them to make a decision quickly. They are either going to say, ‘this home is awesome,’ or move on to the next one. I sold

my first oceanfront home of $3.8 million from video, so I know it works.”

In addition to cultivating his client relationships, Jason puts great emphasis on cultivating his peer relationships.

“It can be such an awesome challenge for people to make a decision about a home, and when something goes wrong and they get upset, it’s important for the professionals to control their emotions. I try to manage my relationships with other Realtors® in a way that I always give everyone the benefit of the doubt. I’ve learned that the simple gesture of sending a thank you or a Starbucks card to the other agent at the end of a transaction goes a long way in creating goodwill. In this career, I always want to do the best I can in every transaction, creating a stepping stone to the next deal.”

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Jason is also a lifelong musician, and he credits his love of music with helping him to learn to communicate and connect with people. “Playing music I learned how to look into the crowd and find someone to ‘talk’ to while playing a guitar solo. My passion is to be able to trigger those same emotional strings when connecting with a buyer. There are a lot of emotions that people experience when buying or selling a home. I want to understand all that stuff they are going through and figure out how to shift their emotions by playing the right chords.”

Music is also a medium for Jason to motivate and inspire others. He is part of a musical group called No Boundaries, made up of individuals with various disabilities. Jason suffered an injury that left him with facial scarring, and from that experience he learned how easy it is for people to condemn someone else because they appear different. The group was invited to China as part of a cultural exchange with the Chinese government in 2006. “We were one of three bands ever to perform at

the Great Wall. One of our group was in a wheel chair and some were clinically disabled. We brought 23 people over because each band member needed a chaperone.

We received a very warm reception. It is beautiful to see people who are still able to produce music through their disability.”

Jason is reaping the rewards of his hard work in many areas of his life. He has just finished recording his own album of 14 songs, which took him three years to complete. He also recently received the RE/MAX Platinum award for his exceptional performance in 2014. The foundations of his success? “Listening, ethics and staying on top of education. And you have to show up, so I’m active in networking with people. Personally, I think Karma is real, so my focus in life is on giving back whenever I can.

I can’t tell you where all of my good fortune has come from, but I’m very grateful for what I’ve been given.”

ExecutiveAgent Magazine

JASON BUCK RE/MAX Estate Properties 63 Malaga Cove Plaza Palos Verdes Estates, CA 90274 Tel: 310-383-2578 Email: JasonBuck@remaxpv.com Web: www.JasonBuck.com CalBRE # 01246340 ExecutiveAgent Magazine

Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect time to target imortgage. ● imortgage and its partner, loanDepot, have combined to become one of the top five* private mortgage lenders in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

Watch your career take flight with us. Call today!

(714) 657-1220 John Wellsandt, Branch Manager Direct Mobile

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E XECUTIVE AGENT

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MAGAZINE

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.

Shannon Jones ExecutiveAgent Magazine

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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.

ExecutiveAgent Magazine

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

EA

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

ExecutiveAgent Magazine

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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

Written By Jim Rohn ExecutiveAgent Magazine

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EA

Champions Get Up Each And Every Day

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ExecutiveAgent Magazine

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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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EA

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.

ExecutiveAgent Magazine

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Written By Rory Aplanalp ExecutiveAgent Magazine

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

11/25/13 6:02 PM

South Bay Association of REALTORS where every member matters

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Join the SBAOR and CRMLS TODAY to take advantage of ALL of the FREE member benefits!

Call us for more information and competitive pricing!

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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!

Byron Enriquez, NMLS# 388896 Mgr. Mortgage Loan Sales cell: 818.836.0545 • tel: 310.643.2513 Byron.Enriquez@kinecta.org www.kinecta.org/benriquez 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.

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