August 2013 s orange county

EXECUTIVEAGENT MAGAZINE

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I NSIDE F EATURES: HADI BAHADORI Realty ONE Group

..................................

VERA CHANG RE/MAX 2000 Realty ..................................

CHL MORTGAGE Company Profile ..................................

DEBBIE & AMIE First Team Real Estate ..................................

JEFF FARR Sellstate Regency Realty ..................................

TRACEY FULLENKAMP First Team Real Estate ..................................

CONNIE WICK imortgage

Let your buyers lock in today’s low rates while they shop for a home.

Finding a home for your clients can take longer than expected. And while you’re looking, the threat of rising mortgage rates can add another twist and turn to the rollercoaster ride of buying a home.

But what if your buyers could protect themselves from adverse rate movements while they’re looking? Not only would they get immediate peace of mind, they’d also be able to maintain critical focus on the task at hand: Finding Their Dream Home!

Introducing the Lock-N-Shop program from imortgage… ● Lock a low-interest rate today while continuing to shop for a home ● 120 and 150-day locks available ● An accepted home-purchase contract is not necessary ● If rates drop, use a one-time float-down feature to get an even lower rate!

Call imortgage today!

(949) 705-0555

John J. Reed (949) 705-0555

Ryan Grant (949) 705-0582

Alan Cipolletti (949) 705-0558

Edna Austin (949) 705-0543

NMLS ID 869516 Branch Manager

NMLS ID 118767 Sales Manager

NMLS ID 653005 Sales Manager

NMLS ID 283761

Chris Black (949) 705-0567

Marc Bui (949) 705-0587

Chip Collins (949) 705-0581

John Davis (949) 705-0576

Cory De Pass (949) 705-0584

Aaron Hanson (949) 705-0593

Nipper Larson (949) 705-0569

Brett McDonell (949) 705-0577

Matthew Miede (949) 705-0573

Lynn Nelson (949) 705-0580

Mina Roditis (949) 705-0586

Connie Wick (949) 705-0601

NMLS ID 275073

NMLS ID 273037

NMLS ID 380219

NMLS ID 303085

NMLS ID 978184

NMLS ID 470783

NMLS ID 341251

NMLS ID 653022

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 08/2013. Equal Housing Opportunity.

NMLS ID 259274

NMLS ID 392977

NMLS ID 382768

NMLS ID 223268

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

AUGUST, 2013

VOL. 5 NO. 54

Cover Story

Editorials

33 - Tony Alessandra:

The Thinker Leadership Style

26 - Linda Brakeall: Patterns of Buying

ADVERTISERS’ INDEX

16 - Carla Cross:

Eagle Home Mortgage.......................43

Reduce Your Expenses! Raise Your Profits!

Evergreen Realty...............................19

22 - Dirk Zeller:

imortgage.................................2

38 - Zig Ziglar:

Kinecta Federal Credit Union...13 & 27

Successful Practice...

5 RE/MAX Prestige Properties

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

i Photography Studio.........................11

The Next Hill To Climb

Prominent Escrow...........................12

Company Profile

PWAOR......................................37 Realty ONE Group............................44 The Termite Guy................................42 Ticor Title Company..........................32 Wells Fargo Home Mortgage...........18

30 Hadi Bahadori

Realty ONE Group

40 Vera Chang

RE/MAX 2000 Realty

20 Jeff Farr

Sellstate Regency Realty

34 CHL Mortgage Company Profile

24 Debbie & Amie First Team RE

28 Tracey Fullenkamp First Team RE

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Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Julie Brown © Copyright 2013 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.

Connie Wick imortgage

ExecutiveAgent Magazine

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Nomination Form

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MAGAZINE

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: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: Info@eamag.net Web: www.EAMag.net

Company:________________________________ Phone:___________________________________ Email:___________________________________

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Cover Story

ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

F

in my uncle’s basement.” It was shelter, though it lacked the comforts of a real home. Jason’s love for real estate started at an early age, at just 15 years old he built a tree house complete with insulated walls and a heat source for him and his brother.

A native of Lebanon, Jason relocated to the United States with his family in the mid-1970s. Fleeing their war-torn homeland meant leaving behind everything they had worked to achieve. “We arrived in New Jersey with nothing,” he recalls. “We were fortunate to have the opportunity to stay

Jason, who had studied English in Lebanon, graduated before his 17th birthday and went on to graduate from California State University, Fullerton with a Bachelor of Science in Engineering. Though he found professional success in the field, Jason reveals that he sought opportunities that would better suit his unique and diverse skillset, so he attended Fullerton Junior College to obtain his real estate brokers license.

or Jason Abboud, enjoying the American Dream has been a process marked by hard work, determination and a willingness to always push himself beyond his humble beginnings. As the broker/owner of Mission Viejo’s RE/MAX Prestige Properties, he has built a successful real estate practice based on solid ethics and good business judgement.

Sophie and Jason Abboud ExecutiveAgent Magazine

Victor Jimenez, Sam Botros, Teresa Gull, Gosia Kawczynski, Peter Jacobson, Dioneia Chiaradia and MJ Karimian “I was technically strong, but wanted an atmosphere that was more social,” he recalls. He also wanted to make a better life for himself. “There was a time,” Jason notes, “that my family considered a return to Lebanon.” But as the political landscape there continued to wreak havoc on the country’s outlook, the Abboud family embraced the country that would become their home. Jason’s keen business sense and entrepreneurial nature were piqued by the opportunity to build wealth through real estate investing.

Even as a teenager, he says, he watched the market shift.

“I saw prices rising, listened to others who said that real estate provided a path to success,” he says. And one day, he decided to take action. “I went to an auction and placed a winning bid on a home,” Jason recalls. “But I didn’t have the funds to make the minimum down payment.” A natural born negotiator, he wrangled an extended escrow, drummed

up the necessary funds, and successfully closed within three months. At just 25 years old, Jason had become a first-time homeowner and investor: still living with his parents, he fixed up the property and rented it out.

Thus began the early years of Jason’s real estate business, though he continued to maintain his career as an engineering professional. Establishing relationships with area banks, he began to purchase and rehabilitate distressed properties, building a profitable portfolio of investment holdings and gaining invaluable experience in the business of real estate.

Eventually, he was faced with the inevitable; his boss asked him to make a choice, to leave behind his real estate pursuit or to continue earning a stable income as an engineer. The decision was easy for Jason, in 1988 he proudly walked away with excitement and dedicated himself professionally to the field, and has never looked back.

ExecutiveAgent Magazine

“RE/MAX, he says, offers an ideal balance between an internationally recognized brand, a global reach, and the opportunity for individual agents to manage their own productive businesses.”

“When someone believes in you, you can create amazing things,” muses Jason, who credits his parents for their early support and guidance. The truth is, he has an innate belief in himself as well, a can-do spirit that has guided him beyond simply buying and selling houses for profit. His big-picture vision has propelled Jason to generate business opportunities for others while diversifying his own investments. In addition to expanding into ownership options in restaurants, banquet halls and other successful businesses, Jason also helped to revitalize Downtown Pomona as the developer of Second Street Promenade, a vibrant live/work/play community featuring eateries and beautiful lofts.

“It was a lot of work,” Jason acknowledges. “The area was relatively deserted, and I worked closely with nearby businesses and civic leaders to achieve the right balance of mixed-use living space and additional business opportunities.” Once the project had gained speed, Jason spearheaded the Downtown Pomona Owners Association, which addressed the issues associated with dramatically increased traffic to the neighborhood. “We have created a self-taxing group that continues to evaluate the Promenade’s needs, including green space and security,”

he explains. “We raise over eight hundred thousand dollars annually to provide an inviting environment for our growing visitor base.”

With his solid business acumen, natural leadership and visionary approach to leadership, Jason found that he could be a exceptional resource for agents if he opened his own brokerage. The opportunity arose in the beginning of last year to purchase the well known Mission Viejo RE/MAX franchise located across from the beautiful Lake Mission Viejo. The decision was easy, after working with a number of nationally- and locally-based brokerages, I knew that the RE/MAX business model was unlike the rest. “I agreed with the co-founders approach that everybody should win and keep more of their commission. I also knew the importance of brand awarness and leadership. RE/MAX agents are known around the world to sell more transactions than any other agents. I am proud to say that for the past thirteen consecutive years our agents have surpassed the industry leaders because we believe in our agents, and the importance of continuing education. Their is no cap to our success, and the beauty of RE/MAX is that you are surrounded by a group of leaders that will always push you to a greater level of succes.”

Rick Raynsford and Scott Samuel ExecutiveAgent Magazine

Experience matters, and Jason operates from an evolving understanding of the needs of residential and commercial agents and their clients. Our agents are active in the field, working with a loyal base of repeat and referral customers who appreciate their stellar representation and comprehensive approach to the business. “We have created an office environment that is designed to support business at every level,” he explains. “Real estate is about relationships, meeting long- and short-term goals and addressing the changing needs of individuals and the market. Our office is a reflection of that, and is designed to evolve accordingly.”

“RE/MAX Prestige Properties is a great place to join for all levels, and for multi-lingual entrepreneurs,” Jason says.

“For agents already at the top of their markets, all they may need is the RE/MAX brand behind them to gain more exposure for their clients. Luxury homes specialists will appreciate RE/MAX’s luxury division, which gives them the opportunity to advertise their listings in our collection book. RE/MAX also provides an online portal known as RE/MAX Global, which can be utilized by clients around the world and may be translated into ninety two languages.

This is an attractive way to advertise multi-million dollar listings to clients abroad.”

are well-versed in conventional and reverse mortgages, providing sound solutions to the needs of a range of borrowers and buyers. “We are a true one-stop-shop,” says Jason. “I have cultivated a family-friendly environment that facilitates successful business for my agents and their clients.” The company also offers a mobile application that is updated with MLS information. “Clients can now search like an agent utilizing our app, and our agents can monitor our clients’ choices,” Jason observes.

His passion for real estate continues to burn; Jason has discovered tremendous rewards in the opportunities and challenges that the industry presents. From assisting firsttime buyers in realizing their dreams of home ownership, to working with seasoned investors in fortifying their retirement portfolios, to nurturing the professional growth of talented agents, Jason is making the American Dream a daily reality.

RE/MAX Prestige Properties features residential and commercial real estate divisions, on-site specialists including lenders, a tax accountant, insurance agents, a construction contractor and an in-house attorney. Mortgage professionals ExecutiveAgent Magazine

Jason Abboud, Broker/Owner RE/MAX Prestige Properties 23120 Alicia Pkwy., Ste. 100 Mission Viejo, CA 92692 Phone: (949) 204-3678 JasonAbboud@remax.com www.REMAXPrestigeProperties.com DRE # 01157196

The Abboud Family

ExecutiveAgent Magazine

Jumping For Joy For Your Business Is An Understatement

Experience a New Level of Service

Branch locations in Irvine, Newport Beach, Mission Viejo, and Brea

Alissa Hittner Account Executive Direct (714) 496-1970 Alissa@prominentescrow.com

Nancy Feathers Account Executive Direct (949) 282-9899 Nancy@prominentescrow.com

Adrienne Salyer Account Executive Direct (949) 300-7344 Adrienne@prominentescrow.com

Lance Indes Account Executive Direct (714) 423-6882 Lance@prominentescrow.com

Call one of our Account Executives today!

www.ProminentEscrow.com RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION

Moving in. A day to remember.

Kinecta can help you find the right home loan to ensure your client’s special day is a memorable one.

Ø “Savings Advantage” Jumbo at 89% LTV to $1.25 Mil. or 90% LTV to $1 Mil. on condos. Ø 3% Down on Conforming purchases – beats many FHA offerings Ø Low MI rates with exclusive credit union-only programs Ø Jumbo MI-insured to 90% LTV and up to $250,000 over FHFA limits Ø Asset Utilization – use portion of liquid assets as qualifying income Ø 30-Day Purchase Guarantee – we fund on time or we pay administration fees

We also offer Homebuyer Workshops where you can meet potential clients, along with exclusive Realtor Performance Seminars with industry experts. Check out our special Realtor web page at www.kinecta.org/realtor for more information.

Contact Kinecta for more info!

Jason Sasena Mgr., Mortgage Loan Sales cell: 949.812.8025 | tel: 949.253.5350 jsasena@kinecta.org | NMLS #465199 www.kinecta.org/jsasena Orange County Mortgage Center 4041 MacArthur Blvd., Suite 100 • Newport Beach, CA 92660

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage and Real Estate professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

12358-06/13

E XECUTIVE AGENT MAGAZINE

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Connie Wick

Mortgage is a Family Affair ExecutiveAgent Magazine

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By Julie Brown

T

he real estate and mortgage business is a family affair for Connie Wick. Her mother is a former Realtor® and her three sisters were loan consultants. Conversation at the Wick family dinner table was all about listings and lending according to Connie. That’s why it’s no surprise that after she graduated from high school, Connie went right to work in the mortgage business. Three decades later, Connie is still managing mortgages now as a loan consultant for imortgage in Newport Beach. “I grew up in a close knit family which has given me such a passion for helping others,” says Connie.

“Being family-oriented has really helped me in this industry to communicate and connect with people. You definitely have to be compassionate to be in this business.”

With her family all in the real estate and mortgage business, Connie assumed it was only fitting that she try her hand at lending. She took a job as an assistant in the same office where her three sisters were working as loan processors. She caught on quickly and worked her way up to becoming a loan processor. Just when Connie was building momentum in her career, she had a change of heart.

“I always had an interest in the medical field and had to explore it,” shares Connie. She attended a six-month program to get certified in medical office management.

Connie went to work in a medical office, but after two years the honeymoon was over. “I got bored with the medical side,” adds Connie. “I needed something more challenging and went back to loan processing.”

Connie decided to forge her own path in the mortgage industry and went to work for a few different lending companies over the next 20 years. She joined imortgage a few months ago and is certain she found her home for the next two decades. “This is my last stop as I plan to stay here for a long time,” says Connie. “I’ve never been with a company that offers so much support and is so involved in the community. Their reputation and marketing is incredible.”

Working in the mortgage industry is a rewarding experience according to Connie. She stresses the fact that the job is not just about pushing paper, it’s about people. “Every borrower has their own story and it’s my job to help write that story and share it with underwriters,” explains Connie.

“This is not just a business. It’s about helping people.”

Helping people is what Connie loves most about her job. She focuses on communicating with her clients and considers it one of her greatest strengths. “I always keep my clients and their agents in the loop every step along the way,” she shares. “Having great communication helps to alleviate any stress or worries and gives us the chance to resolve any challenges before they become an issue.”

With low interest rates, rising home prices and an increase of buyers, Connie believes now is an exciting time to be part of the mortgage industry. “I really worked hard to educate people during the recession on how to rebuild their credit and get on track to purchase a home again,” says Connie. “It’s exciting to see these people who never thought they’d be home owners again achieve this goal.”

When she’s not educating clients or processing loans, Connie enjoys spending time with her family and three children. A California native, she’s an outdoor enthusiast who loves the snow, mountains and the beach. Two of her sisters are still in the mortgage business, but are working for competing companies. Her mother transitioned from Realtor® to office manager for a lending company giving Connie the chance to work with her for a few years.

Connie has big goals for the future including getting her broker’s license. She feels it will give her added security and shows her commitment to the industry. “This is a great field to be in because it’s so rewarding to be part of the success of helping people to achieve the American dream and own a home,” shares Connie. “Nothing beats the feeling of watching someone get the keys to their new home.”

Connie Wick imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660 Tel: (949) 705-0601 Connie.Wick@imortgage.com www.imortgage.com/connie.wick NMLS ID 223268

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 09/2013

ExecutiveAgent Magazine

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Reduce Your Expenses! Raise your Profits!

16

ExecutiveAgent Magazine

EA

Written By Carla Cross

I

hope you managers and owners already have your business plans done. If so, check them against the list below. If not, it’s time to get that business plan thought through and finished for a more focused, goal-oriented 2014.

Here are 10 strategies to reduce your costs without hurting your productivity.

Co-op expenses with a title company, escrow company, or other company that wants business from the same source as you (or wants your business).

Quit advertising in mass media, (like your local, expensive newspaper), and teach your agents to “relationship market”.

Advertise in targeted media, and teach your agents to do the same. It costs less, and gets a much greater return.

Focus on listings selling, not listings taken (a training issue). Your long-held listings are costing you too much money. Do you know how much? How much ill will, and lack of return customers, is it costing you to have a listing that doesn’t sell? Quit wasting your money on overpriced listings!

Stop chasing new customers. Focus on keeping the customer, not snagging new ones. Put your advertising dollars there.

Decrease your costs by firing non-productive agents.

Then, increase the number of productive agents through a recruiting program.

Reduce the square footage of your office, by offering agents incentives for in-home offices.

Reduce your secretarial costs by routing your phone calls directly to agents as much as possible.

Stop buying experienced agents. Hire new agents and train them with a great high accountability, get started fast, business start-up plan and training/coaching program.

Reduce the time you spend in non-productive activities.

Systematize and delegate many of your duties to staff, so you can do what you do best – recruit, train, and lead your agents.

Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright© 2006, Carla Cross.

All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com

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Why Wells Fargo

We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market.

• Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more!

• PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.

Call us today to find out more.

J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462

Steve Silvestri Sales Manager 714-476-3000 NMLSR ID 419052

My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285

Mark Preston Home Mortgage Consultant 714-585-6444 NMLSR ID 490912

Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475

Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934

Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520

Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497

Mary Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573

Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058

Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027

Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844

Chris Preston Home Mortgage Consultant 714-264-5162 NMLSR ID 490895

Rodney Felipe Home Mortgage Consultant 714-277-5032 NMLRS ID 487714

Bryan Nguyen Home Mortgage Consultant 972-657-0351 NMLSR ID 339745

Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697

Cindy Tran Home Mortgage Consultant 714-328-3510 NMLSR ID 892531

Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888

Robert Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240

Thao Vu Home Mortgage Consultant 714-363-6751 NMLSR ID 840276

Steven Lee Home Mortgage Consultant 714-264-5162 NMLSR ID 516391

This information is for real estate professionals only and is not intended for distribution to consumers.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS981886 Expires 8/2013

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“My mission is to continue building a successful long-term career in the Real Estate industry while enhancing others careers along the way. I passionately pursue to build environments that are progressive and that provides growth and advancement opportunities to those who excel.�

Regency Realty ExecutiveAgent Magazine

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Jeff Farr Life at the Speed of Success

By Shannon Hartsoe

I

f there’s a pattern to Jeff Farr’s professional life, it’s start small, build quickly, help others and give back.

This is the pattern that drove him to succeed in the automotive industry, the furniture industry, mortgage lending and now real estate.

For Farr, life is a challenge – an interesting compulsion to grow his business as big as he can, not for the sake of success itself, but to help others build on his success and in turn help others. It’s a kind of professional “pay-it-forward.”

“What better compliment,” he says, “than to look back at the end of my career and see all of the people who were inspired to go out and do it themselves, all because they worked with me.”

Farr opened the doors to the Orange location of Sellstate Regency Realty early in 2013. In just a few short months, he went from one agent to 11 with plans to add more locations in the coming year. If it sounds ambitious, consider this: Farr was a fully licensed automotive master technician when he graduated from high school. His gift, he says, was “fixing things.” So rather than pursue academic scholarships he worked and put himself through college. By the time he was 22 he had gone from labor jobs to sales then to management while earning a degree in business and accounting.

By the late 1980s, Farr was making very good money in management, as he discovered the dark side of an early success. “Life in the fast lane can be dangerous” he says.

Unfortunately, this took him down the wrong road and it got the best of him. “I knew something was wrong and that something needed to change.” he said. With the help of a dedicated support system Farr poured himself into working on his sobriety and is proud of his nearly 20 years without any hiccups.

That experience taught him another lesson – one he hopes to instill in his children and his agents. “There is no failure.

If you fall on your face but you learn something, get back up and try again, that is success in and of itself,” he says. “Now I try to give back that which was so freely given to me.”

Mentors Matter Farr says he couldn’t have built a successful career without the help of two people he counts as mentors. As an only child to a single mother who worked hard to support him, he was destined to spend long hours by himself, left to his own devices. Fate intervened in the form of his “rent-a-parents.”

“Mike and Jay were a married couple who lived not far from us,” he says. “They couldn’t have children and wanted desperately to be parents and I was alone. He taught me everything I needed to know about how a man should be – upstanding in business deals, respectful to women, all that stuff. And she taught me a lot of things from a woman’s perspective. I learned early on that a work ethic is important.”

Starting at age 13, Farr was always working – whether it was a paper route, cutting lawns or earning his automotive technician license. Today, he is always in motion -- an energetic, affable man with an easy laugh and a generous personality.

Go, Grow, Give Today, he and his wife try to instill those same values into the lives of their four children. In subtle and sometimes not-so-subtle ways, they work to teach old-fashioned values like respect, money management and charity. Everyday experiences turn into teachable moments. Each child will be required to have some type of job outside the home when they turn 15. They’re already required to manage their own resources. “We give our children what seems like extravagant allowances,” he says. “But in return, they’re responsible for saving up for things they need and for things like birthday gifts for their friends. It works.”

Each child is also involved in the family pastime – racing.

The four, ages 8 to 13, all participate in the NHRA Junior Drag Racing league.

“Our kid’s cars are the only thing faster than the real estate market,” Farr says with a laugh. “There’s always an adventure when you’re in real estate.”

Jeff Farr, Broker/Owner Sellstate Regency Realty 321 S. Tustin Street Orange, CA 92866 Tel: 714.289.4400 Email: Jeff@ssregency.com Web: www.SsRegency.com DRE # 01336678

ExecutiveAgent Magazine

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Successful Practice...

W

e all have a fundamental choice when we fall short of our goals and dreams. We can choose to modify our goals and dreams or magnify our skills needed to reach them. These are the only two solutions to this quandary we are in. Which are you going to choose? We must focus on acquiring the skills to create abundance in life. The mastery of the skills will create a life full of rewards. To acquire the skills in sales in order to create abundance, we need to break it down to two components.

The first is we must talk to a lot of people. Great salespeople talk with more people than mediocre salespeople. By talking to lots of people daily, we insure victory. Mediocre salespeople let their feelings dictate their success in prospecting. When they don’t feel like prospecting, they don’t. Great salespeople cause their minds to control their actions in a positive manner. George Patton, the famous general, said, “You have to make the mind run the body.

Never let the body tell the mind what to do. The body will always give up. It is always tired—morning, noon and night. The body is never tired if the mind is not tired.

You’ve always got to make the mind take over and keep going.” Which is winning daily in your life? The mind or the body? Resolve to control your body and talk to lots of people daily.

The second solution is practice. Daily practice is as valuable as making the sale. To develop a high level of skill in life we must practice. I spent hours in my youth practicing on the racquetball court my variety of shots.

If I had not I would never have won any tournaments.

For me to be able to be able to play at the professional level in racquetball, I hit hundreds of thousands of crosscourt, backhand shots. This allowed that shot to be automatic under tournament pressure conditions. What do you need to practice on to become a world-class Realtor?

Is it your prospecting, qualifying, listing presentation, lead

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follow-up, negotiating? Each one of these areas needs practice. To achieve mastery of these skills it will take thousands of opportunities to improve your skills. Do you want to make the errors on “live” buyers and sellers or do you want to practice on partners where it is cheaper?

Which do you choose?

Let me share another example. Your child is learning to ride a bicycle. Do you send your child out on the busiest street for their first day or do you keep him or her in the back yard? I am sure the answer is obvious. Practice in a controlled environment gives us confidence and the skill to compete. It allows us to create wins in practice before we have to play the game.

Make sure you adopt these philosophies and make a concerted effort to talk to a lot of people. You then need to practice daily so you improve your ability to execute in the moment.

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© 2000-2001, Dirk Zeller. All rights reserved. To contact Dirk about his availability to speak to your group, please call the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup. com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

EA Written by Dirk Zeller

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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The Real Estate Yin and Yang

D

ebbie Docherty and Amie Peterson are the yin and yang of real estate. This mother and daughter duo have opposite, yet complementary, skill sets that when combined create a dynamic team. Debbie is a real estate veteran who enjoys working with people. She’s a

networker and nurturer who likes to take care of others.

Amie is new to the industry and is analytical and technically savvy. She’s a marketing guru who is very detail oriented.

Together the duo is creating a successful business in an industry that they both ironically stumbled into.

ExecutiveAgent Magazine

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Debbie & Amie

By Julie Brown

Debbie earned her bachelor’s degree of science in nursing and spent most of her career as a registered nurse.

When her parents passed away over 20 years ago, she was forced to sell their home. Unable to get the information and answers that she needed, Debbie set out to arm herself with real estate knowledge. She took classes and before she knew it she was working on her license. “I backed into a career that I really love,” says Debbie.

She earned her real estate license in 1984 in West Virginia and moonlighted as an agent while still practicing nursing. Her husband was a physician so her clients were mostly people in the medical field. “I sold a lot of homes to doctors and nurses,” shares Debbie. After moving to California in the early 90s, she got her broker license and eventually transitioned into real estate full time. “I enjoy taking care of people and was able to translate that passion to real estate,” adds Debbie.

Amie earned a master’s degree in English and went to work for an advertising agency after graduate school.

She later started her own freelance copywriting business.

Ironically one of her clients was her mother whom she helped to market her real estate business. Amie wanted to immerse herself in the industry, so like Debbie she took real estate classes and later earned her license. Her mother eventually became her main client and Amie officially joined her in the business last year.

“Amie had been working with me for two years before she decided to make the leap into real estate full time,” shares Debbie. “It was a natural transition for her.” It wasn’t much of a leap for Amie who had watched her mother slowly build a real estate business throughout the years. “She always had fun and it was great to see her match people with properties,” explains Amie. “It’s like putting pieces of a puzzle together and that really appealed to me.”

The duo is like a puzzle themselves whose individual pieces fit naturally together. “Our strengths really complement one another,” says Amie. She handles all of the marketing while Debbie focuses on relationship building.

“Together we complete the puzzle,” adds Debbie. “I have decades of experience to draw on and Amie brings the marketing and technical background to our business.”

as well as investors. Plus, with all of the information that buyers can find on the Internet today, Amie’s technical expertise helps them stay apprised of online trends.

The duo joined First Team® Real Estate this year so they could start fresh as a team. Amie is working on branding and marketing efforts that include social media.

Debbie is focusing on building client relationships and a referral base. Both ladies hope to expand their business into areas of Orange County that are less competitive and saturated. “Moving to First Team was a great fit for us because it allowed us to start fresh in an area with lots of opportunities,” shares Amie. “Plus they offer a lot of great resources and support to help us with our careers.”

When the duo is not working on their business they both enjoy the outdoors and traveling. Debbie has two other daughters and one of them is considering joining the family business. “She works in interior design and is thinking about getting her real estate license,” says Debbie, who welcomes the idea. “I enjoy seeing my daughter everyday and being able to work with her.”

Whatever the future holds for their growing family business, both ladies enjoy where they are today. “I love working in real estate because it’s so relevant and it’s something that everyone has a vested interest in,” explains Amie. “When people hear I work in the industry they always have questions and commentary.” For Debbie, her caregiver instinct carried over to her real estate business.

“I love helping people to achieve their goals and sharing my expertise with them,” adds Debbie. “My goal is to make people’s moves and experience as seamless as possible.”

Debbie Docherty & Amie Peterson First Team® Real Estate 27451 Los Altos, Suite 100 Mission Viejo, CA 92691 Debbie: 714.357.7152 - Amie: 714.402.7461 debbie@debbiedocherty.com amie@firstteam.com DRE # 01867809 - DRE # 01911414

Not only do their opposing backgrounds and strengths work to their advantage, but their age does as well. Amie is able to appeal to young first-time home buyers while Debbie is a natural fit for experienced and repeat buyers

ExecutiveAgent Magazine

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Patterns Of T

here are four common types of buyers out there in buyerland:

The Impulse Buyer - sees it & buys it.

Buying

Did some of the B activities, then one day called and had the phones installed the following week. (style #3) Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4)

The Investigator - researches, studies, thinks and buys.

The Fooler - researches (for maybe a year) and then one day walks in and buys. Looks like The Impulse Buyer.

The Never Buyer -investigates, agitates, procrastinates. (Every salesperson’s nightmare!)

&

How do you identify who buys how? Ask questions.

You might ask the prospect directly or you might ask an assistant if the opportunity arises. “I noticed you just got a new phone system. How did that happen?” OR . . . “ How did you buy your last car (or computer)? “

Once you know the buying pattern you can tailor your presentation and your expectations to that buying style. The reason so many salespeople - in real estate, mortgages or widgets - get frustrated is because they expect faster decisions. Many people cannot make fast decisions.

Morgan Carter, the Chicago PR guru, says: “Frustration is a function of expectations.” If your expectations are appropriate, your frustration is diminished. Lower frustration means more energy and that equals more sales.

Investigate those buying patterns!

With just a little prompting, people will tell you how they decided they need new phones: They got out the yellow pages, made three calls, listened to three presentations the next day and had the system in place the following Friday. (Style #1) They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the phones installed. ( Style #2)

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Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

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We need top salespeople to promote our unique products and join a great team!

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The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in Business NMLS (Nationwide Mortgage Licensing System) ID: 407870. Kinecta is an Equal Opportunity Employer.

12809-06/13

E XECUTIVE AGENT MAGAZINE

A

n accomplished professional with a penchant for adventure, Tracey Fullenkamp is one of those individuals who creates success in every venture she undertakes. Her secret: thoughtful planning and execution.

“I’ve always been someone who works hard to accomplish my goals, and there is a strategy behind everything I do,” she shares. It’s this approach that has propelled her to an accomplished and thriving real estate career.

TM

Tracey pursued her entrepreneurial interests, graduating with an MBA from Pepperdine University, before launching her real estate career. Her marketing acumen, business savvy and energy proved an ideal platform upon which to build a business, and the time was right in 2009 when the market was at a low point. “Many agents had left the business,” she explains. “I felt that if I had the opportunity to build a solid base of knowledge, I’d be in a better position to assist my clients when the market improved.”

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Tracey Fullenkamp A Study in Success

By Lalaena Gonzalez-Figueroa

Her strategy paid off. Tracey quickly established herself as a knowledgeable professional with exceptional communication skills; an advocate and client care specialist who provides each client with the information necessary to capitalize on opportunities to meet their long - and short-term goals. With impeccable attention to detail, she generates scenarios that allow individuals to explore their options and weigh the potential outcomes. “My aim is to minimize the unknown factors and provide each client with an array of options.”

She’s consistently a step (or more) ahead of the process.

“I’m always thinking ahead,” Tracey acknowledges. “I usually have a Plan B, Plan C and Plan D.” Her consistency adds value to buyers and sellers, who benefit tremendously from Tracey’s results-oriented business model. From comprehensive buyers’ offers to beautifully presented listings, she is thorough in every aspect of her work.

Tracey’s professionalism made the difference with client Gayle Harrison. The former vice-president with American Express asserts, “With my business experience, I know a self-starter when I meet one. Tracey is an intelligent and motivated go-getter who impressed me from the start.”

They met through a referral, notes Mrs. Harrison, who consulted with a number of agents before signing with Tracey. “I didn’t intend to list my home,” she recalls.

“But after our initial consultation, I knew we were in good hands.”

call while she was with me; she dedicated nearly three hours to that first meeting, and that set her apart from every other agent I met.” Mrs. Harrison adds, “Tracey facilitated a smooth sale and was very professional throughout. I appreciate that she takes her business seriously, and never lost sight of our best interests.”

Tracey’s competitive nature shines even in her downtime.

An avid athlete, she enjoys running and yoga to recharge and balance her mind and body. Her spirit of adventure has taken her on a 100-mile race in the Himalayas, and on a month-long backpacking trek in the Alaskan wilderness.

She has worked her way to a stellar reputation among clients and colleagues, and Tracey looks forward to continued professional success. “I enjoy the opportunity to be challenged every day in this business,” she says, “and to make a positive difference in the lives of others.”

Tracey Fullenkamp First Team Real Estate 32451 Golden Lantern, Suite 210 Laguna Niguel, CA 92677 Telephone: 949-292-9215 TraceyFullenkamp@FirstTeam.com www.TraceyFullenkamp.com

An in-depth conversation and home preview, says Mrs. Harrison, made her feel that Tracey knew her own home as well as she did. She states, “She took copious notes, asked questions and learned what I thought was important for potential buyers to know. Tracey never took a phone

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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ExecutiveAgent Magazine

Hadi Bahadori The Recipe For Real Estate Success

By Julie Brown

S

elling a $20 plate of Chicken Marsala is not quite like selling a half-million-dollar home, but the principles are the same according to Hadi Bahadori. He spent decades in the restaurant business before trading in Italian meatballs for Italian Marble floors as a real estate agent. “It doesn’t matter what you’re selling because the concept of business is the same no matter what,” explains Hadi. “It’s all about marketing, customer service and having knowledge of your product.” He has built a successful real estate business by focusing on these core principles and has big plans to double his sales by 2015.

Hadi was born and raised in Iran, but always had big dreams about coming to the United States. At the age of 16, he left his family behind to get an American education. He went on the attend college at University of California, Irvine where he studied business. Hadi was living the American dream as an entrepreneur who owned a chain of Italian restaurants. Yet after 15 years in the business, he decided it was time for a change.

“I had bought several properties and always had an interest in real estate,” shares Hadi of his decision to get his license in 1999. “I wanted out of the restaurant business and knew that real estate would be a good fit.” Making the career transition was an easy one that Hadi attributes to great training and sheer will. “Once I decided to do real estate there was no going back,” adds Hadi. “I knew that I had to be successful.”

Success came quickly for Hadi as he closed $3 million in sales during his first year in the industry. His business has grown steadily ever since with the exception of the recession years. Like many agents, surviving the market downturn was a tough time, but a little creativity kept him afloat. “I had to really think outside of the box,” shares Hadi. He focused on creative financing and hooking up buyers with good income, but bad credit with sellers who financed the home for them. Seller financing was the focus of his business during those tough years.

“You can do everything right and something out of your control can make a deal fall through,” shares Hadi. “You have to plan for those situations to occur and always have lots of work in the pipeline so you don’t feel the effects of it.”

Now that Hadi has an established business he depends heavily on referrals. Providing great service for his clients is a top priority. “If you enjoy eating at a restaurant, you’ll recommend it to other people,” explains Hadi. “The same works for real estate except I’m not selling a $20 meal.” He also puts a great emphasis on marketing as he believes it is a key to success. “It doesn’t matter how good your business is, you have to market yourself,” says Hadi. “That’s how you survive in any market.”

When he’s not working on building his client pipeline, Hadi enjoys playing soccer and tennis. He has four kids including a son in the Army who plans on joining him in his business when he returns from service. Right now Hadi is focused heavily on real estate. Last year was his best year ever in terms of sales, so he is on track to increase his business in the coming years. In case the market takes any steps backwards along the way, Hadi will be prepared for it. “I’m building the foundation to deal with REO properties,” says Hadi. “It’s all about putting the right relationships in place and being prepared for anything.”

Hadi Bahadori Realty ONE Group 23811 Aliso Creek Road, Ste. 181 Laguna Niguel, CA 92677 Tel: (949) 542-6578 HadiBahadori@yahoo.com www.realtyonegroup.com DRE # 01236623

“There will always be market challenges,” says Hadi.

“You just have to be flexible and adjust to them.” The challenge he faces now is the inventory shortage in Orange County. He has been working on finding pocket listings or people who don’t advertise their homes for sale, but are open to buyers that you bring to the table. He also works to help his buyers stand out among the fierce competition.

ExecutiveAgent Magazine

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TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes loaded with our title and escrow fees, local tax rates, our recording fees, and all other closing costs. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business.

Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database.

Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in today’s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.

Felix Duarte Vice President 714.392.1400

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Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780

EA

The Thinker Leadership Style

I

f You’re a Thinker...Your high standards are a twoedged sword. Your employees are inspired by your quest for excellence, but often they feel frustrated because they can never quite seem to please you.

One of the best things you can do is lessen and soften your criticisms spoken or unspoken. You can seem so stern sometimes!

Ease up on your need to control. Walk around and spend more time with the troops, chatting up people at the water cooler or in the lunchroom.

Wake up to the fact that you can have high standards without requiring perfection in each instance. That’ll take a load off your shoulders--and off your employees, too.

valued. By learning to best respond to their interests and concerns, their strengths and weaknesses, you can get the most from your people as well as leave them more satisfied.

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. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

Whatever your style, being adaptable can help you to build bridges to your employees and make them feel ExecutiveAgent Magazine

33

EA

CHL mortgage F

or over 15 years, CHL Mortgage has been in the business of providing lending solutions for a spectrum of home buyers. A purchase-based shop since its inception, CHL Mortgage has established itself as a solid resource with a thoughtful approach to business. At the heart of the company is its commitment to providing consistently exceptional client care. “We are constantly evaluating our products and services,” remarks Regional Manager Tony Pinto. “At CHL Mortgage, we believe in providing a value-added business to our consumer clients and referral partners.”

The company’s unique internal structure is designed to facilitate success for mortgage originators and their clientele. Management – including CHL Mortgage founder and president Steve Goorman – remains active in the

field. “Our company as a whole places an emphasis on the importance of origination,” Tony explains. “With branch and regional managers originating loans, we maintain an understanding of the changes and challenges impacting our business at every level. Because everyone is working within the same guidelines, rules and compliance changes, we are able to really streamline and enhance the process for everyone involved.”

CHL Mortgage is, by design, centered around the needs of its mortgage originators. “Everyone is important, but we understand that without originators, there’s no company,” remarks Tony. “Our foundation was established upon a platform of customer service for our originators.

By taking care of those needs, we facilitate successful, ongoing business.”

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Relationships Matter The company’s unique internal structure is designed to facilitate success for mortgage originators and their clientele

By Lalaena Gonzalez-Figueroa

It’s a model that has attracted top producers throughout the markets they serve. Dino Katsiametis, a high-profile originator and Branch Director with a thriving clientele, aligned himself with CHL Mortgage to maximize his clients’ lending experiences. “Our mission has been to outperform industry averages,” he says. “CHL Mortgage is taking measures to position ourselves and our clients ahead of the lending curve.” Dino, whose multimedia outreach includes a popular radio show called Money Matters With Dino and his own station on YouTube called Power Players Radio has leveraged his creativity and professional knowledge to build a referral network with significant industry scope. “I’m establishing productive relationships throughout the marketplace,” Dino

states. “And I’m sharing the resources that helped me achieve success with my fellow loan originators.”

Within their Newport Beach office, originators with CHL Mortgage are privy to an array of products and resources at every level of business. An emphasis on business development assures that every individual has the opportunity to achieve his or her unique goals. “We excel at finding people who are good, but who aren’t realizing their greater potential,” notes Dino. “Our culture makes a difference; when top-producing loan officers share their experiences and best practices, they facilitate the success of those individuals who want to grow their business. We do that on a consistent level.”

Dino Katsiametis and Tony Pinto ExecutiveAgent Magazine

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CHL Mortgage Team Behind any successful mortgage originator is a solid portfolio of products and services, and CHL Mortgage has maintained its commitment to meeting the ongoing needs of a diverse clientele. “Because we consider each loan as an individual transaction, we have the ability to place more loans with a faster turnaround time than traditional banks,” observes Tony. “There are no cookie-cutter molds or blanket underwriting systems; every transaction is carefully considered and we successfully approve more files because of our approach.” This, he notes, is of particular importance to borrowers with high income to debt ratios and selfemployed home buyers. “Ultimately, we strive to provide reliable service and products that work,” he explains.

“With exceptional product knowledge and a willingness to think outside the box, we accomplish our goals – and help consumers and agents reach their objectives – time and again.”

option for mortgage originators seeking to recharge their businesses. “We’ve got a great location and a productive environment, on-site processing and underwriting within our branch,” Tony notes. “Our office is an ideal home for results-oriented individuals who seek a higher level of customer service for their clients, and we look forward to the opportunity to add to our great group of home loan professionals.”

CHL Mortgage 4685 MacArthur Court, Ste. 170 Newport Beach, CA 92660 Telephone: 949.720.1616 Dino@CHL.CC www.CHL.CC NMLS# 67180

As CHL Mortgage continues to expand its market share, the Newport Beach branch has become an exciting

NMLS #923114 - CA DOC # 252733 Corporate NMLS #67180

People Who Help People

ExecutiveAgent Magazine

WHY are these PWR Members so thrilled?

RED – Rapid Ethics Delivery has arrived!

No dealing with unethical agents. No lengthy complaints process. PWR’s new RED (Rapid Ethics Delivery) program takes the burden off of members who are reluctant to file an ethics complaint due to reasons such as lack of proof, insufficient penalties, or just not having enough time. RED doesn’t replace PWR’s existing Professional Standards program, it enhances it by making the process much easier and far less time consuming – providing members with a faster yet still effective resolution of the problem!

PWR Leading the Way. RED is an exclusive PWR benefit and is the first and only REALTOR ® association to offer this innovative and unique expedited ethics program.

Pacific West Association of REALTORS® • www.pwr.net

EA

The Next Hill to Climb

By Zig Ziglar

I

recently received an interesting letter from one of our subscribers, quite complimentary. He pointed out that he particularly enjoyed one week’s edition of the newsletter having to do with success. Then he elaborated on the fact that he has achieved so many things--God has been really good to him--and his question was, “I guess it’s like winning the World Series or the Super Bowl.

After you have done that, there simply isn’t a Universe Series or a Galaxy Bowl to win. When you are on top, how do you find a bigger hill to climb? Or do you?”

Emphatically yes! The writer did not mention his real purpose in life, or how many people he had helped on his way to the top. What he can do now is clear: Identify clearly and distinctly what his purpose in life is. When he does that, I believe he will realize there are much higher hills to climb. They’ll be tough, but very enjoyable at the same time. And out of it will come joy. Joy comes only when you do things for other people. You seldom experience joy when you focus on what you’ve been able to do.

However, when you focus on what you can help someone else do, that lights a fire that is extraordinary.

38

Personal example. Many years ago, with the aid of key members of our staff, we created our Mission Statement to be the difference maker in the personal, family, professional and spiritual lives of enough people to make a positive difference in the world. Audacious? Of course it is! But when we wrote it, it was ridiculous! Very few people really knew who I was or what we did. Since then our works have been translated into over 40 different languages and dialects in several million books touting the philosophy that You can have everything in life you want if you will just help enough other people get what they want.

Following that philosophy, the bottom line is countless people have benefited.

The letters we receive (in public seminars I show a photo of myself sitting behind my desk, on which are stacked over 5,000 letters from around the world) reveal the benefits people get from following through on what we teach.

Few writers, if any, mention anything beyond the fact that they benefited and then they elaborate on what those benefits have been. When I receive that kind of correspondence, I am motivated and encouraged to “keep on keepin’ on.”

ExecutiveAgent Magazine

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I encourage anyone who is ever in North Dallas, Texas, to visit our offices where you can read as many of those letters as you wish, but I always like to warn that if you read very many you will leave our company with everything we offer in the form of inspiration, training, etc.

in front of each other I would look you right in the eye and say, “Since July 4, 1972, when my purpose in life was clearly defined, not one time have I even thought casually about abandoning our mission statement.” I had that dream and the dream had me.

Reality is when you have a specific purpose in your life you are far more likely to maintain momentum than otherwise. I could get in a little commercial here and say if you read my book, Better Than Good, you will be able to clearly understand why. But in the meantime, let me encourage you to start working on discovering your real purpose in life--what gives you real joy? Have you ever reached down and lifted someone up with your words, your example, your career, your life, and they expressed gratitude for what you did for them? If you’ve done that even once, then you know what joy is all about.

Passion is important, but passion can wear you out if you don’t clearly understand what you are pursuing--in short, if you have purpose the passion simply fuels the purpose. If you do not have purpose, passion wears you out. When you clearly understand that, you will realize that regardless of how many bucks you have in the bank, how high you are on the corporate totem pole, regardless of how healthy and happy and prosperous you are, you still have a huge hill to climb--and that is fulfilling our Biblical application of the Golden Rule, helping other people along life’s path. When you do that, then your purpose will be crystal clear and the results foregone. God bless you as you ponder these things.

I have pondered this for many years--I notice that many people start out on a specific objective (getting in better shape physically, getting better educated, winning more friends, influencing more people, etc.), but along the way they had no specifically designed purpose and so they dropped out. I can tell you seriously, and if we were seated

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

Written By Zig Ziglar

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Real Estate is a Global Passion

ExecutiveAgent Magazine

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Vera Chang

By Julie Brown

V

era Chang has traveled around the world and speaks three languages. Her love of travel, culture and people has helped her to excel in her real estate career with RE/MAX®. She appeals to all kinds of home buyers and sellers with her international background and her diverse client base is a growing part of her business that Vera is extremely proud of. “I’ve always been drawn to people who are different,” shares Vera. “I love interacting with people from different cultures and learning more about them.”

When you’ve traveled as extensively as Vera has, you have to be a people person. She started traveling at a young age and has always immersed herself in other cultures learning everything about the area and the people. It’s no surprise that when she made the leap from a career in marketing to real estate she jumped in feet first with great passion, focus and intensity. In only three years she has built a successful business that caters to clients of all backgrounds.

Vera was born and raised in Taiwan and moved to the United States to attend college in Oregon where she received a degree in business and marketing. After graduation she relocated to the Golden State to start her career. “I was attracted to California because it’s so culturally diverse and there are so many opportunities here.”

She worked in marketing for a car accessory company and eventually spent seven years with Sony where she traveled extensively as part of the job. After having two children, Vera decided she needed a career that kept her close to home. She was attracted to the flexibility that a career in real estate offered and hoped that her interpersonal, international and marketing skills would translate to the industry.

“Working for Sony I learned to promote products, simplify information, so it’s easy to understand and match the needs and budget of buyers to the products we offered,” explains Vera. “Real estate is very similar in that it’s all about sales, marketing and customer service.”

Creating relationships with clients is an instrumental ingredient in her recipe for real estate success and it doesn’t happen over the phone. Vera makes it a priority to sit down and meet with her clients. “You have to establish a level of comfort, ask questions and really listen to what they have to say,” shares Vera. “I also make sure that I have the latest information and am able to put it in terms that my clients can understand.”

a challenge. “It’s especially hard for first time home buyers because they’re already nervous about purchasing a home and have market concerns on top of that,” says Vera. “Knowing the market and keeping a vast network of buyers and sellers is crucial.”

That vast network really paid off when one of her clients was relocating from Canada and needed a home quickly.

She was able to match them with a home owner who had been on the fence about selling their house and create a perfect partnership. “Those kinds of success stories and occurrences are rare, but networking, relationships and timing are everything,” shares Vera. “Seeing a client happy and thankful for their home is so rewarding and is what I love most about my job.”

Meeting the needs of her clients is an area where Vera’s international background has been a distinct advantage in real estate. What people are looking for in a home can really vary among different cultures, according to Vera.

“In the Asian culture details such as the location of the front door or having amenities like a gas stove are highly desirable,” she explains. “Knowing this helps me to eliminate properties that don’t meet these specific needs.”

When she’s not selling or showing homes, Vera enjoys spending time with her two daughters. She volunteers with the Parent Teacher Association and likes outdoor activities including swimming. Her family has traveled to many continents and plans to visit Greece soon.

“I feel so blessed because not many people get to enjoy what they do,” shares Vera who hopes to triple her business in the next few years. “It’s not an easy place to get to and there’s no perfect formula for success. You have to be flexible because things are always changing in this business. The process of change may be difficult, but change is always good.”

Vera Chang RE/MAX® 2000 Realty 1221 S. Hacienda Blvd.

Hacienda Heights, CA 91745 Tel: 714-606-6123 VeraChang@remax2000ca.com www.remax.com DRE # 01880920

With low inventory and great demand in the Orange County market, keeping buyers encouraged and motivated has been ExecutiveAgent Magazine

CHOOSE THE TERMITE GUY

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013

nuary 07, 2

Monday, Ja mith:

Dear Brett S

Happy New

Year!

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Eagle Home Mortgage 8105 Irvine Center Dr., Suite 500 | Irvine, CA 92618 | NMLS #849059 Equal Housing Lender. CA CL# 813i609 Universal American Mortgage Company of CA DBA Eagle Home Mortgage of CA Licensed by the Dept. of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify.