APRIL 2017 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

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CHRIS REID Executive Agent of the Month

INSIDE FEATURES: Theresa Bruno Vision Realty Mark & Mitch Galyean Star Real Estate Justine Yang Teles Properties

Executive Agent of the Month

Chris Reid

Bullock.Russell Real Estate Services

24 19 Professional Profiles

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10 Theresa Bruno

Mark & Mitch Galyean

Justine Yang

Vision Realty

Star Real Estate

Teles Properties

ExecutiveAgent Magazine

April, 2017 - California Edition

Editorials 16

Improving Your Intellectual Image -Tony Alessandra

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Are You a Value-Added Agent?

-Carla Cross

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

ADVERTISERS’ INDEX Benchmark Mortgage...................................2 & 18

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The Genius of TeamWork -Patricia Fripp

City of Hope........................................................39 Finance of America Mortgage...........................29 iPhotography Studio...............................................25

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Kinecta Federal Credit Union...............................40

The Keys to Positive Change -Leslie Hamel

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3

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Ticor Title Company....................................................34

Visualize Your Perfect Day -Mark Victor Hansen

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Tony Alessandra, Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Wendy Weiss, Chris Widener, Dirk Zeller, Zig Ziglar

Wherever You Are, Be There -Jim Rohn

© Copyright 2017 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.

Recognizing Potential -Zig Ziglar

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Written by Haley Freeman

Justine Yang

J

ustine Yang is living a life of purpose. An energetic young professional, she brings a cheerful, peoplefocused perspective to her real estate practice at Teles Properties in Newport Beach. “I try not to view this as a job,” she says, “and I don’t see people as deals. I’m a person whose purpose is to help people get what they want. I enjoy the journey of it.”

The authenticity of Justine’s statement is backed up by numerous glowing reviews from her clients. People describe her as “an amazing young lady” with “high energy and a positive attitude,” and a professional whose “personable approach is refreshing as there are no pushy sales tactics, just a genuine effort to provide the highest level of service and education to her clients.”

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One client eloquently explained: “Justine is passionate, tenacious, and personable. She not only takes your situation, needs and future very seriously, but she puts in her spunk and contagious energy to fuel your journey to finding or selling your home to be an experience you’ll never forget. You will not only feel energized and motivated with her, but you will feel comforted and assured by her knowledge of the market. Justine is the perfect person to work with in this field, because she listens to you, your needs, your concerns, your goals and she takes you along a magical journey making sure you find your perfect destination.”

Justine’s own life journey began with good parents and a private school education that focused on giving back.

“The notion of helping people was really engrained in us. Doing something of purpose stood out to me from the time I was very young.”

She went on to earn her bachelor’s degree from California State University in Sacramento. Simultaneously, she began practicing Bikram yoga and immediately identified a calling. She obtained her yoga teaching credentials and eventually took over management of a studio. She loved the lifestyle and the satisfaction of bettering herself and others. But Justine’s magnetic personality and business savvy were noticed by the Realtors® who were regulars at her studio. With the encouragement of her mother, Justine got her real estate license and embarked on the next leg of her journey to help others.

“After my first transaction, I realized the true beauty of being in this business. The job isn’t about selling fancy homes, making money and driving nice cars all day. It’s about helping people get what they want. I view that as my lifestyle. Whether it’s a good market or a bad one, whatever people need at the time, I’m here for them.”

Never one to settle for mediocrity, Justine joined Teles Properties, a boutique real estate company known for providing unparalleled service to clients in California’s elite coastal markets. “By coming here, I surrounded myself with people who have the same mindset, and I gained resources that help me to be a better Realtor®. I want to do all I can to improve my business for my clients. Teles offers the technology, polished marketing and back-end support that make transactions move efficiently and make

me a better resource to my clients.”

Justine’s patience and tenacity especially shine when she is helping first-time homebuyers navigate the sometimes-perilous journey to finding a home. “A few weeks into the process, I usually hear I’m not the first agent they’ve worked with, because others have let go of them.

I have a lot of patience, and I’m committed to pairing with the right lender resources for them to move forward confidently. It takes building a strong team of people who will take the time to explain things to them and follow through. If there’s a way to get something handled the right way, I’ll do it. I’ve done a lot of stepping outside my comfort zone to get things done. I’m always willing to try new things to make myself better and make things happen.”

During her private hours, Justine loves spending time with her dog, Stretch, and she still teaches yoga in Irvine.

“Yoga changed my life, because it made me understand the notion that the more you put into something, the more you get out of it. What it brings for my business is being my best self. I am the best asset I can bring. When I show up feeling healthy and motivated, my clients don’t worry that I don’t have the energy to take care of them.”

As part of her life journey, Justine has traveled much of the world, from Europe to Asia. She speaks fluent Mandarin, another asset she brings to clients. Her favorite destination so far is Hong Kong. “I love that it’s a place where East meets West, and old meets new. I also have a terrible sense of direction, and it’s easy to understand their transit system,” she laughs.

Justine is an eager and qualified guide to people on their journey to home ownership. She finds joy in her life’s purpose of helping others, and she is ready to help you get to your next destination!

Justine Yang Teles Properties 12 Corporate Plaza Drive Newport Beach, CA 92660 Tel: 949.903.3333 Email: Justine.Yang@telesproperties.com Web: www.telesproperties.com CalBRE # 01943353

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The Genius of Teamwork

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rue teamwork is the rarest, most exhilarating, and most productive human activity possible. Every business wants to harness this incredible energy, but achieving such a level of motivation and spirit is not always easy.

A team is not just a group of individuals who work at the same location or have the same logo on their business card.

A real team is made up of people who may be unequal in experience, talent, or education, but who are equal in their commitment to working together to achieve the goals and good of the organization, each other and their customers.

If we are going to be successful, we can no longer look at our organizations as departments, divisions, or branch offices.

We must look at the bigger picture and resolve to work together in ways we may never have done before. We may even need to cooperate with the competition. Think of all the mergers and acquisitions in the past few years. Your number one competitor today could be your partner tomorrow.

Futurist Bob Treadway CSP, from Littleton, Colorado often gives the Mensa IQ Test to participants in his seminars.

He has found that many “average” people, when working as a team, test at “genius” level or higher. Participants contribute in different ways. Some brainstorm. Some work alone and then report back to the group. Treadway finds that a team “becomes a genius when everyone works together.”

Treadway also noticed that when a team is working at optimal performance, it is hard to know who the leader is. In other words, the team runs the team.

Such teamwork doesn’t happen by accident. It requires commitment and effort, a willingness to accept the uniqueness of others, and an appreciation of diversity. We build teams in our companies the same way we build relationships with our friends and coworkers. High-functioning teams establish us and our companies as reliable, internally and externally.

We then project this image to our customers, vendors, competitors, and communities.

A very dynamic, productive example was the team led by Mike Powell, when a senior scientist at Genentech. Because of its past successes, his ten-person team was given the most important assignments. I asked Mike how he managed to keep his people highly motivated in an environment with long hours and a great deal of frustration.

“I keep them happy,” he said. Now, every manager wants to do this, so I pressed Mike for details. “Ten years ago,” he continued, “I told team members only what I thought each needed to know. Now I tell everyone everything. It may slow them down a bit while they are filtering through all the information, but they get the big picture. Then they can then decide what it is they need to know and do.”

He added, “I also gave them lots of positive feedback via email and voice mail. One group at Genentech lost their leader, but they stayed incredibly productive. I left a voicemail message for one of them, saying ‘Everyone in the company is talking about how well you all are doing.’ They were really effective as a team and appreciated knowing it.”

Building a real team gets real results, but it can’t be done with slogans and directives. Ed Stair, Senior Vice President at Gap talks about ‘Gap Heroes,’ everyone who uses innovation to find ideas to save money or improve productivity. Start by respecting each person’s individual contribution, showing appreciation, exciting them about their possibilities for achievement, and sharing with them that their group effort has the potential for real genius. Good luck!

Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. For information about Patricia’s Keynote presentations, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

With downsizing and restructuring, many managers today are responsible for as many as 250 people. More than ever, these managers need to build responsible and committed team members if they want the best performance from them. But how do they go about it?

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“Building a real team gets real results, but it can’t be done with slogans and directives.”

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Written by Haley Freeman

Theresa Bruno

W

hen broker/owner Theresa Bruno opened one of the South Bay’s premier boutique real estate companies in 2014, she did so with a vision of being a neighborhood resource and a partner to her community. “I didn’t want to create a big company this

is untouchable. I came to this with a sincere desire to develop relationships with people in the community, to give back and to be there for people. I want people to say, ‘My Realtor® is also my friend.’”

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Seeing You Home Located in a beautiful storefront office only steps away from the ocean in Redondo Beach, Theresa’s firm of 14 residential agents and two commercial agents is thriving with the motto, “Well See You Home.”

“My company is made up of everyday people. It’s a good mix that feels like a family. At our office, there is a whole team of support behind every agent, because we all help each other out. We don’t have the competitive environment you see in big chain offices; we have total harmony. As a broker, I remain accessible. I answer the phone and am committed to giving agents whatever they need to be successful and help our clients to have a great service experience.”

Theresa is a longtime resident of the South Bay who enjoyed a successful first career in local banking, culminating in her role as vice president and branch manager at Great Western Bank. “I learned a lot early on about establishing relationships with people,” she says. “I worked with three different banks in Torrance that were all within blocks of each other, and each time I moved, many of my clients made the switch with me. I developed business relationships over many years that I still maintain today.”

She eventually tired of the corporate banking structure and declining standard of service in the industry. A customer who owned a local real estate company prompted her to move into real estate. Theresa finally took the leap, giving up her secure salary and benefits to become an enterprising Realtor®. She applied the same self-discipline and high standard of care that had made her so successful in banking, and sold 12 homes during her first year. “I never looked back. As a manager, I was used to working six days a week, so working six-to-seven days wasn’t a drastic change. But I liked the fact that I could be on the phone taking care of business and making dinner for my family at the same time.”

Theresa went on to build a flourishing real estate business and a loyal client base. During the challenging recession years, she saw an opportunity to take her business to the next level by taking classes to obtain her broker’s license. “I always wanted to have my own brand, and I made the decision to stop thinking about it, and just do it. In a blink, I had six properties in escrow and plenty of capital to open my company. One of my clients bought the building I’m in, and I gutted two spaces and turned it into the beautiful open office we’re in today. I’ve never regretted my decision.”

A single mother of three with one child still at home,

Theresa’s life is a seamless integration of family and real estate. “What I do is very fulfilling and keeps me recharged.

I love caring for my family, and that responsibility motivates me to give my very best to my clients. The fact that my agents are also relying on me is a big motivator.”

Theresa’s giving spirit also comes through in her commitment to community service. Each fall, she and her team organize a massive food drive. Every agent distributes bags in their local neighborhoods and then collects donations. “It’s our signature give-back to the community,” Theresa says. “It’s a huge job that takes about six weeks to complete. This year, we passed out nearly 3,000 bags and collected so much food that it took the food bank four trips to pick it up from our office. Especially since the economic crash, so many families have gone from being comfortable to barely making it. It’s amazing how many kids in our public schools barely have food to eat. Helping out in this way is part of our identity as something more than a real estate company. We see ourselves as a partner to the community.”

Together, Theresa and her team of professionals at Vision Realty are making a real difference in the lives of their neighbors in the South Bay. With their expert knowledge, uncompromising integrity and heartfelt care, they will see you home!

Theresa Bruno Vision Realty 403 Torrance Blvd.

Redondo Beach, CA 90277 Tel: 310-387-7697 Email: Theresa_Bruno@hotmail.com Web: www.VisionRealtyca.com CalBRE # 01317668

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Visualize Your Perfect Day

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very person on the earth has the same number of hours in the day to work with. I have 24 hours, Bill Gates has 24 hours and so do you. It is up to each individual to decide how to occupy every minute.

We can waste our days sleeping late, watching television, hating our jobs and wishing for a better life. Or we can spend most of the time we have been given creating that better life – a world devoted to improving ourselves and the lives of others. How do you want to spend your days?

You have the power to live each day exactly the way you want to live it. Think about that - the resources to create the life you desire lie within your mind.

The truth of the matter is, you are either living your life the way you envision it, or you’re living your life the way someone else is envisioning it.

Don’t you think it’s time for you to take control and begin fulfilling your own dreams?

You’re probably saying, “Yes! Of course I want to live my dream life, Mark. But I don’t know where to begin.”

Well, you begin at the beginning (see “This Week’s Action Step” below to map out your perfect day).

First, you have to realize that the power to having everything you’ve ever wanted exists within you. There is no other person on the planet who can do it for you. Heck, I’d love to be able to give you what you want simply by blinking my eyes, but I can’t. Only you have that ability.

I can show you the door to living your dreams, but you have to walk through it.

Second, you have to have a clear vision of what your perfect life looks like. That entails you visualizing and writing down exactly what you want on a daily basis.

And third, you must believe that your perfect life will manifest itself and become your reality. Remember, whether you believe something is possible or not, you’re right.

“Goals are new, forward-moving objectives. They magnetize you toward them.”

In closing this week, I’d like to offer an exercise to complete in the week ahead: I want you to visualize your perfect day. This day is one where you feel motivated, exhilarated, joyful, healthy and focused. First, take out a journal or notebook and make a timeline of 24 hours, each line of paper should represent one hour of this perfect day. For example, line one should be Midnight – 1:00 AM. Line two should be 1:00 AM – 2:00 AM. And so on.

After you have created this timeline, visualize what you would ideally be doing during each hour. Perhaps from Midnight – 1:00 AM you would be sleeping soundly, or maybe you would be living it up at a nightclub or party.

How will you spend 9:00 AM – 10:00 AM? Will you be at the gym working out or having breakfast with clients who love and respect you?

What about 2:00 PM – 3:00 PM? Is this the hour you’ll pick your kids up from school, or will you be getting a relaxing massage?

Take each hour one at a time until you have created your perfect day. Once you have determined how you want to spend your time, review the timeline often – morning, noon and night. This is going to be your future schedule, so you need to become familiar with it. Believe that this is how you are going to be spending your time and it will become your reality.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com.

Copyright© 2005, Mark Victor Hansen. All rights reserved.

For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Set your goals – What do I want ideally? – add your ‘why’ – Why must I have it? – and your subconscious mind mystically supplies the ‘how.

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Written by Mark Victor Hansen

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Mark & Mitch Galyean Guiding You Home Written by Haley Freeman

F

ather-son real estate duo, Mark and Mitch Galyean, share a strong sense of family values that govern their moral compass. When it comes to guiding people home, their standards of care and integrity are con-

The Galyean family has deep roots in Orange County.

Mark grew up in Seal Beach and first entered the real estate market during the challenging 1970s era of high inflation and high interest rates. “Even though it was a difficult market, I loved real estate. But when I started a family, I opted to work for Coca Cola. I spent most of my time managing sales teams in Orange County.”

In the meantime, Mark and his wife, Maria, raised their three boys in Huntington Beach. Mark recalls, “We got together when we were only 16. I’ve always said she raised three great boys while I was at work. She’s Italian, and there has always been a lot of hugging and kissing and ‘I love yous’ at our house. It’s her warm heart that has pulled us all together.”

stant and unwavering. Mark refers to these guiding values as their “true north.”

“My mom and dad have always been my go-to in business and in life,” Mitch says. “It’s very comforting in this type of world to have somebody you can trust completely to stand with you in doing the right thing. My dad has 30-plus years of experience in business, and he’s seen a lot of things. I can always count on him for good advice, and so can our clients.”

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After a prosperous first career at Coca Cola, Mark returned to college and earned his degree in business administration, cum laude, from California State University, Fullerton in 2010. He had always maintained his real estate broker’s license, and he decided it was the perfect opportunity to return full time to the industry he loved.

The youngest of the clan, Mitch, successfully toured America with his band for several years after high school.

He went back to college, and after taking a real estate course, he decided to follow Mark’s lead and get his license. “It hit me in that moment that real estate was always a topic of conversation in our house. It’s something I’d been exposed to my entire life. I also saw that my experience in the music industry negotiating contracts with record companies, venues and promoters would be of real value in a real estate transaction.”

The paths of father and son converged, and the two soon decided to form The Galyean Team. Today, they are top producers at Star Real Estate in Huntington Beach and four-time recipients of Orange Coast Magazine’s Five Star Professional Award. They are known by clients, colleagues and community as first-class professionals with uncompromising ethics and the skill to assist everyone from first-time homebuyers to seasoned investors.

sionals to help clients secure the home of their dreams.

“We see ourselves as counselors and advisors,” Mark explains. “We’re here to help people and give them good information so they can make intelligent choices about real estate.”

A family of adventurers, the Galyeans are also world travelers and lovers of water sports. At home, they are committed to making Orange County a better place to live and work. They are regular supporters of Orangewood Children’s Foundation, a nonprofit organization that helps foster youth make a successful transition to adulthood.

Just as finding “true north” is essential to precise navigation, having a trustworthy guide is vital to finding the perfect home. “We are dedicated to connecting with clients and providing a level of service not normally seen in the industry. To build lasting relationships, it takes understanding people on a personal level and then doing the right thing for them. That’s what makes our work so rewarding.”

The proof is in their numerous, glowing client reviews, where they are acclaimed both as professionals and as people. One client wrote: “They work so well together, and no matter what time of the day or night, they will email, call or text you back. They keep you 100 percent updated, informed and in the loop. Mark and Mitch genuinely care and are 100 percent upfront and honest.

They aren’t just trying to sell a house, they are trying to find you a home. My family and I no longer see these two great guys as simply our real estate agents, but as extended family. We would not have found our dream home if it wasn’t for the relentless pursuits and efforts of The Galyean Team.”

With a proactive, can-do attitude, Mark and Mitch move hurdles out of the way and collaborate with other profesExecutiveAgent Magazine

Mark & Mitch Galyean The Galyean Team Star Real Estate 16875 Algonquin St. Huntington Beach, CA 92649 Tel: Mark 714-514-0996 Tel: Mitch 714-743-3706 Email: Mark@galyeanteam.com Email: Mitch@galyeanteam.com Web: www.galyeanteam.com CalBRE # 01858203 / 00677307

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Improving Your Intellectual Image T

his aspect of your personal image comes from how well you’ve developed what’s inside your skull.

This is your intellectual self. I’m not talking about a high IQ or your ability to win at Trivial Pursuit. I’m referring to the depth and breadth of your knowledge, your mental fitness. Most of us were given plenty of basic intelligence. We alone decide whether we’ll use it to capacity or let it get flabby or stiff from disuse.

Can your mind lift abstract concepts from The Wall Street Journal, or from the professional journal in your field? Can you grasp the intricacies of a problem explained by someone in a field completely different from your own?

Can you see an issue from a perspective that’s 180 degrees from your own feelings? Can you entertain ideas that come from a different culture, or from people you don’t like? Can you hang in there when it’s going to take a lot of convincing to get people to see things your way, or when it’s going to mean clearing seven committees and the CEO? Training your mind to take on longer-term and more demanding tasks gives you the stamina you need when mental marathons come up. Other ways to strengthen your mind might include: • Taking some classes in a subject you’ve always wondered about-say, art history, acting, or geology-but never studied.

• Learning to play a musical instrument. Or, if you prefer, learning to scuba dive.

• Committing to teaching yourself a new and difficult skill: celestial navigation perhaps, or gourmet cooking, or origami, or winemaking.

• Joining a foreign-affairs group or an investment club or a reading circle where new issues and speakers abound.

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series of books or musical performances. Paying so much, you’ll probably feel compelled to get your money’s worth.

• Here’s a real test of mental discipline: Listening to a daytime TV talk show without making judgments about the intelligence of the participants!

Another intellect-strengthening exercise is to get in the habit of not assigning labels to people. When you’re at a party and another guest is introduced to you as “a life-insurance salesperson,” don’t you, mentally at least, take a couple steps backward? Ditto, perhaps, for “IRS auditor,” “debutante,” “parole officer,” or “yachtsman,” depending on your mind-set.

Thus, the hidden assumptions of language can control your behavior. Your preconceived notions of accountants, say, as bland and boring, or of professors as tweedy and reserved probably does you and them a disservice and may prematurely kill off what could be a valuable relationship.

To maximize your intellectual image, attempt to get past the labels. Don’t overlook, for instance, the opinions of a mere “clerk” while perhaps overvaluing those of a “consultant.” It takes intellectual strength to avoid the trap of confusing the specific for the general. But if you can get into the habit of appreciating people’s unique, human side and not judging them generically, you’ll win their respect-and you may learn something, too.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Buying an expensive subscription to a weighty ExecutiveAgent Magazine

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Written By Tony Alessandra

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Cover Story

CHRIS REID Executive Agent of the Month

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CHRIS REID Serving With Gratitude and Gusto Written by Haley Freeman - Photography by Ian Wiant

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f you visit Chris Reid’s website, you will see many photos of smiling families standing proudly in front of the homes of their dreams. These are real people whose lives were forever changed because they met a caring professional committed to their future happiness and financial well-being. They met Realtor® Chris Reid.

One shared: “We are overwhelmed with emotion and thank you from the bottom of our hearts. We know we made the right choice in having you represent us with our sale of our house. All real estate agents need to take notice and learn a lesson from you. Your attention to detail and compassion exceeded all expectations every day.”

Another wrote: “A few months ago, my wife and I decided it was time to downsize and move back to Orange County where we had spent many years raising our family.

Chris Reid was the Realtor® we fortunately chose. From the inception, he worked with us in selecting and viewing multiple home sites. When we found the property we felt was best for us, Chris tailored our offer enabling us to purchase our home. His professionalism should be a model for all his contemporaries. He promptly returned phone calls, helped with loan and escrow officers, was present the day our movers moved us in and continues to check on us.

Diligence, competency, perseverance and genuine friendship are but a few of Chris’ many attributes.”

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At Bullock Russell Real Estate Services, this is simply the standard of care, and Chris says that’s what drew him to join the Bullock team back in 2015. A lifelong entrepreneur whose father was a real estate broker, Chris spent 10 years of his career as the vice president of a highly successful mortgage company in Orange County. Then he decided to follow in his father’s footsteps, applying his business savvy and people skills to real estate sales.

“After I first interviewed with Bullock Russell, I called my wife and told her, ‘I think I’ve found my team.’ This is a fantastic group to work with. The owners of the company are knowledgeable and go out of their way to teach people the right way to do things. Their reputation

for ethical business dealings is second to none. I have a real passion for real estate that is shared by the people I work with. We’re not just doing a business transaction, we’re building relationships with people we genuinely care about.”

Bullock Russell provides a real boutique advantage.

While people and their individual needs can get lost amid the impersonal, corporate environment of the megabrands, here they find transparency and home town service. The collegiality among his peers and access to decision makers allow Chris to get things done faster and in a manner that addresses the unique needs and circumstances of each family he serves.

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Chris is a big believer in being present for open houses.

This energetic, upbeat professional is up at 4:00 a.m. on weekends and ready to start the day. “I’m up putting out signs before anybody else is awake,” he says. “Then I go work out, and I show up for the day with the right mindset for meeting and helping people. I’m very straightforward, but never pushy. When people walk into an open house, they tend to be guarded. I just say, ‘Here’s my card. I’m here to be of service. Call me if I can help.’”

His professionalism, market knowledge and personal integrity leave a lasting impression on the people Chris meets.

Recently, a couple visited one of his open houses. They were looking for a condo, but they disclosed that they were already working with another Realtor®. A few days later, they called Chris back to say they wanted to work with him and had already terminated their relationship with their previous agent. They said, “We were so impressed with the information you gave us, and with the fact that as soon as you found out we had another agent, you withdrew. You’re the kind of agent we want to work with.” Only three weeks later, Chris

helped them to place a successful offer on the perfect condo.

Chris’s extensive experience in mortgage lending is another great benefit to his clients. He is astute at evaluating their financial readiness and options for buying a home, and he can give people insight into choices that others don’t see.

For instance, a client was recently referred to him for help with selling a home. After visiting with the homeowner, Chris asked, “Why do you want to move? You’ve just been telling me how much you love this home.”

It turned out that the client could no longer afford the payment. Chris examined the term, balance and interest rate of the current loan, and advised the client to refinance. The client did, saving him $1,500.00 per month and allowing him to remain in the home he loves. “Now he’s happy, and I’m happy,” Chris says. “It’s not about how much money I can make; it’s about what I can do for somebody else. To me, this is the greatest business in the world, and it’s a service business. I believe that when I provide something of value, I’ve done my job.”

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There is no question of the value Chris brings to families who are looking to buy or sell a home in Orange County and the surrounding areas, and he is supported by a whole team of professionals who are equally committed to service excellence. “I have a team surrounding me that is second to none, and it’s a huge benefit to the client. They allow me to stay right in front of the person I’m working with. I have my own transaction coordinator who supports me in making every transaction seamless. I’m very handson for everything from home inspections to appraisals. If anybody’s going into my client’s home, I’m there to represent my client. To me, that’s what it means to be a fullservice agent.”

our community. We started doing this when our own kids were younger. It’s important for kids to see that one of the main reasons we’re here is to help other people who don’t have the blessings we have.”

Chris is a prominent figure in his neighborhood, which is also one of his primary sales markets. He has worked with his homeowner’s association and known as a good neighbor and contributor to the community. Every year, he and his family help with the local Toys for Tots drive and then deliver toys to their neighborhood fire station.

“It’s a big event for us every Christmas, and through our participation, we’ve gotten to know the firemen who serve

According to Chris, he can sum up his philosophy about life with a simple saying: “If you find that your glass is only half full, get a smaller glass.” He wakes each morning with gratitude for life and gusto for the day ahead. His passion and positivity invigorate the service he provides for families as they achieve one of life’s greatest milestones.

Chris says that the best thing he ever did was marry his best friend, Cheryl. Together, they have raised three children and are now the proud grandparents of three little ones. “The most important thing to me is my family.

There’s no greater joy for me than when the garage door goes up and my kids or grandkids are there waiting for me. When the grandkids come out yelling ‘Papa! Papa!’ it makes no difference what else has happened that day.”

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Chris Reid Bullock.Russell Real Estate Services 30342 Esperanza, Rancho Santa Margarita, CA 92688 Tel: 949-292-6403 - Email: Chris@BullockRussell.com Web: www.ChrisReidHomes.com - CalBRE # 01422996 ExecutiveAgent Magazine

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s there an area of your life you’d like to improve? Do you wish for more loving relation-ships? Less stress?

More time? More money? Better health? Someone to share life with?

Some people call these longings “divine discontent.” We seem to be programmed to wish for more, no matter how much we have. The blessing in our discontent is that it forces us to think about how we might change things.

Usually, our early attempts focus on changing other people (if only he/she would…) or changing our circumstances. In time, however, we learn that trying to change others is a waste of energy – it simply can’t be done. And many of us learn the hard way that even when we decide to change our circumstances and leave what’s causing the pain behind, things turn out much the same with the new love interest, job, or home.

popular psychology of the 1970s, this used to be described as a You’re Okay, I’m Not Okay worldview.) Anyway, common sense told me if I were to treat others as I did myself, they’d all move as far away as they could, as fast as they could.

I was ready for Louise’s advice when I read her bestknown title, You Can Heal Your Life, and started to practice catching and correcting the negative self-talk that went on in my head all day, every day.

Do you know that voice? It’s the one that says things like: You’re not smart enough; you don’t deserve that; you look awful; you’re lazy; and you should lose weight.

As I practiced changing these negatives to positive statements, I found I had a better, brighter attitude about life. By countering those thoughts with positives like: I can figure

The Keys to Positive Change Another trap is getting caught up in self-improvement and goal setting. This kind of wishful thinking promises everything will be great if we just lose those 10 pounds, get the degree or promotion, or move into a more expensive house. Even though these accomplishments are commendable, we find they still don’t satisfy for long.

When all these strategies inevitably fail, some people simply resign themselves to the situation (that’s just the way life is), some fall into depression (is that all there is?), while others use drugs or alcohol to numb the pain.

On the other hand, there are those who are lucky enough to experience some kind of crisis – an accident, illness, or serious addiction – that forces them to finally understand that meaningful change can only come from within.

According to Louise Hay, the world renowned, bestselling author of over 18 books on this subject, there are two simple keys to personal positive change: self-approval and self-acceptance.

Sounds simple enough but, for me, learning to accept and approve of myself took a lot of work. Even as a child I had a hard time understanding the commandment to “love your neighbor as yourself.” Even at an early age, my experience was that I loved other people better than myself. (In the 26

it out; I’m deserving of everything my heart desires, I look wonderful; and I could lose weight, my growing sense of self-acceptance told me I was finally onto something that could make a difference. And it was so simple.

Why not try this yourself? Just experiment with it for a week. It certainly couldn’t hurt and it may help a lot. To get the most out of the exercise, start by writing a brief summary of how you’ve been feeling and list the negative messages you are conscious of telling yourself each day.

At the end of your experiment, summarize how you feel, what you’ve learned, and the new positive messages you are practicing.

It is through small steps like these that we quiet “divine discontent” and learn to love and accept ourselves exactly as we are.

Leslie Hamel, a certified Louise Hay Workshop Leader, is a business and personal effectiveness coach who also offers Body Wisdom Workshops based on the philosophy of Heather Williams, HWM. For information about Leslie’s workshops, please contact the Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

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Written By Leslie Hamel ExecutiveAgent Magazine

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Are You a ValueAdded Agent?

I • • • •

’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: I communicate regularly with my clients I have a written listing presentation I am honest.

I am trustworthy.

Four Actions Value-Added Agents Take

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? Are these exceptional services, or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added agent.

Client Expectations are Higher than Ever

How can you identify value-added agents? By their actions. Here are 4 actions I believe shows agents are above just ‘average’. The principle here is: Watch the actions, not the words.

If I were a manager, or a seller or buyer, and I wanted to find a value-added agent, here’s what I would look for: 1. Has a database and populates it

Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide—the services they think the client values. However, there’s a real client out there, and the client has a different expectation. How do I know that?

Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25% percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart • You want to create client loyalty • You want to create at least 50% of your business from client referrals (the latest National Association of Realtors® survey Profile of Members found that the average Realtor® got only 18% of his business from refer30

rals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business

This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost—and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via e-mail. (The average client expects a response within 8 hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100% to sell my home.

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2. Invests in the technology and follow-up pros have This agent makes every decision based on his vision of his career at least 3 to 5 years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area he defines as his ‘target area’. That way, he’ll get known, and can build on his reputation.

The value-added agent has the ‘guts’ to turn down business! Because he cares more about the well-being of the client than getting one grimy commission check, he learns to ‘tell the truth attractively’, and works harder to retain the client than to make one commission.

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list his home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller will be not well served by pricing higher.

And, this value-added agent has the intestinal fortitude to walk away if he knows the home will not sell at the client’s desired price (but doesn’t have to many times because he creates a stellar reputation amongst his clientele).

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple, and, finding out they can’t purchase right away, creates a plan with them to save for their down payment. Then, she keeps in touch over a period of months, offering helpful information and market updates.

In other words, this agent practices seller or buyer agency representation, not ‘agent agency’!

Adding those Client Benefits to your Dialogue Of course, it’s not enough to actually take these actions.

You need to explain to the client why these actions are in the client’s best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

Tip: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

Put Yourself to the Test How many of these actions do you exhibit? What do you want to work on to become a true ‘value-added’ agent?

Tip: Managers, give your agents a ‘test’ on these 4 points. How many pass?

Carla Cross, CRB, MA, President of Carla Cross Seminars, Inc., and Carla Cross Coaching, is an international speaker specializing in real estate management and business planning for all real estate professionals. Her seven internationally published books, including Up and Running in 30 Days, and 20 agent and management programs have helped thousands of real estate professionals to greater productivity and profitability. Reach Carla at 425-392-6914 or www.carlacross.com.

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Wherever You Are, Be There

O

nce we master the art of being, we open the door to a lifetime of happiness.

One of the major reasons why we fail to find happiness or to create unique lifestyle is because we have not yet mastered the art of being.

While we are home our thoughts are still absorbed with solving the challenges we face at the office. And when we are at the office we find ourselves worrying about problems at home.

We go through the day without really listening to what others are saying to us. We may be hearing the words, but we aren’t absorbing the message.

As we go through the day we find ourselves focusing on past experiences or future possibilities. We are so involved in yesterday and tomorrow that we never even notice that today is slipping by.

Lifestyle is learning to be wherever you are. It is developing a unique focus on the current moment, and drawing from it all of the substance and wealth of experience and emotions that it has to offer. Lifestyle is taking time to watch a sunset. Lifestyle is listening to silence. Lifestyle is capturing each moment so that it becomes a new part of what we are and of what we are in the process of becoming. Lifestyle is not something we do; it is something we experience. And until we learn to be there, we will never master the art of living well.

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. Š 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond. com.

We go through the day rather than getting something from the day. We are everywhere at any given moment in time except living in that moment in time.

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Recognizing Potential

New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils from the cup.

Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to sell and it’s fairly priced.” Then he caught the next train.

A

A wise man said, “A lot of people have gone further than they thought they could because someone else thought they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them, but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human being. Just as the first step to success is knowing your own potential, the second step is knowing the potential of others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we can help them discover it for themselves.

At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a businessman.”

Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com.

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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.

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A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Jason Redmond, NMLS# 1234810 Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org www.kinecta.org/jredmond

Duane Reddington, NMLS# 410579 Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org www.kinecta.org/dreddington

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

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