AUGUST 2018 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Christian Fuentes Executive Agent of the Month

Inside Features: Aaron Hanson loanDepot®

Ryan Prisco Finance of America Mortgage

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LOOKING FOR A WAY TO PREAPPROVE YOUR BUYERS THAT IS QUICKER, SIMPLER, MORE SECURE, AND REQUIRES LESS PAPERWORK?

LOOK NO FURTHER!

Introducing loanDepot’s HERE’S HOW TO APPLY

Digital Mortgage Application

HERE’S WHAT MAKES OUR PROCESS BETTER

1. Clients can begin the online application

Borrowers can complete the application at their pace. They can start, pause, exit

process at their convenience by visiting

and revisit their application at any time… without losing all of their information!

www.loanDepot.com/rhedrick and clicking the “Apply Now” button.

2. They will be prompted to register their account and answer a few simple questions.

3. Once complete, the borrower will get a confirmation email including login credentials to access our Consumer Portal.

4. At the same time, the dedicated loanDepot Loan Consultant will get a notification to get started on next steps!

Borrowers that participate in online banking can immediately import a 60-day account history.

Borrowers can pull credit themselves and see their scores instantly.

Disclosures and other documentation are provided electronically, offering the ability to e-Sign and e-Consent. loanDepot’s mello™ Consumer Portal allows for clients to upload their documents online, retrieve their disclosures, and receive real-time notifications on pertinent loan process milestones and any conditions that may be required from them along the way.

Day 1 Certainty: While applying through the mello™ application, salaried borrowers from participating employers may be eligible and qualify for Day 1 Certainty*— an automated validation service that electronically validates income, assets and employment. This eliminates the need for bank statements, W2’s and paystubs and allows us to close loans faster while delivering an optimal borrower experience.

The mello™ Digital Mortgage Application puts your clients in control of their mortgage. CONTACT ME TO LEARN MORE! Richard Hedrick

NMLS#1059650 Branch Manager (909) 912-7835 office (714) 400-2753 cell 21804 Cactus Ave, Suite 102 Riverside, CA 92518 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

Ontario Branch

Riverside Branch

Temecula Branch

San Juan Capistrano Branch

(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591

(909) 912-7835 11801 Pierce Street, Suite 200 Riverside, CA 92505

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

*Day 1 Certainty (“D1C”) is Fannie Mae’s automated DU® validation service. “D1C” may be available for conventional buyers with a 680 credit score or higher.

This information is not intended to be an indication of loan qualification, loan approval or commitment to lend. Loans are subject to credit and property approval. Other limitations may apply. Rates, terms and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (062218 100601)

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EXECUTIVE AGENT OF THE MONTH

Christian Fuentes RE/MAX Top Producers

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Inside Features

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Aaron Hanson

Ryan Prisco

loanDepot®

Finance of America Mortgage ExecutiveAgent Magazine

Inland Empire - August, 2018 Editorials

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.ExecutiveAgentMag.com

Empowering Your Agents: Negotiation -Rich Casto

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Why You Shouldn’t Be Afraid of Making Mistakes -Craig Impelman

ADVERTISERS’ INDEX - IE City of Hope..........................................................34 Finance of America Mortgage..................................36

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Did You Know You Can Create Miracles?

-Steve Rizzo

iPhotography Studio...............................................23 loanDepot®..............................................................2 NAHREP.................................................................30 PWAOR...................................................................27

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The Termite Guy......................................................3

How to Solve Any Problem That Gets in Your Way -Jim Rohn

VAREP.....................................................................31 WCR........................................................................26

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener, Mark Victor Hansen, Brian Tracy, Denis Waitley

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Choose to Enjoy Life!

-RVM

© Copyright 2018 Executive Agent Magazine. All rights reserved.

Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Is Technology On The Web Just Another Poorly Planned Open House?

-Walter Sanford

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E XECUTIVE AGENT

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MAGAZINE

Aaron Hanson Written by Haley Freeman

“One of the things I love most about what I do is when a family comes to me with a preconceived notion about what the mortgage experience and financing should look like, and I can show them a new way of structuring their mortgage so they can afford their dream home, reduce debt or accelerate retirement. That’s something special to be a part of.”

Aaron has always had a passion for improving others’ quality of life.

After a first career focused in the healthcare field, Aaron transferred his passion to the gratifying task of helping families achieve the American Dream. He describes his first mentor in the mortgage industry as a “very morally sound human being” who taught him to do business the right way, with a focus on people rather than profits.

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aron Hanson, Loan Consultant at loanDepot in Ontario, wakes up each morning with one focus in mind: to make sure the families he serves have an exceptional experience obtaining a home loan.

While observing the financial crisis of the late 2000s from his intimate vantage point, Aaron came away with a new insight. “I realized that many families didn’t have a trusted person in life they could discuss mortgage strategies with or how to insulate themselves from a downturn in the economy using their mortgage as a tool. I shifted my focus to become a partner they could rely on.”

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Creating an Exceptional Lending Experience Aaron’s consultative approach to mortgage lending involves taking a look at longterm goals. “Almost every buyer sits with me for an hour or more, and we go over their entire financial portfolio. I try to educate them about what is happening in the market and give them the tools they need to make the right financial decisions for their family. It’s not so much about a specific loan program, it’s about what they’re trying to achieve, and then tailoring financing specifically to who they are. I can teach them a different way to look at how a mortgage can help them create wealth and security, which allows them more choices in life. That just makes more sense to me.”

The better informed people are, the more confident they feel as homebuyers. That confidence translates into a greater overall satisfaction with their buying experience - a benefit for real estate partners, as well.

Effective communication at every stage of a transaction is essential to Aaron’s service delivery. loanDepot’s groundbreaking industry technology provides a framework for unprecedented efficiency, which enhances Aaron’s personal interaction with clients, rather than eclipsing it. “My cell number is on my e-signature and my business card so people can use it. You can call me or any person on my team. We never want someone to worry over a question we could easily answer and put them at ease.”

Aaron also gives due credit to his production team, which takes care of the details with expert precision, freeing him to spend one-on-one time with clients. This personal standard of care continues long after the transaction closes, as Aaron continues to monitor changing life circumstances that may also prompt a change in someone’s mortgage needs.

receive are clear evidence of the meaningful impact they are having on the lives of their neighbors. One homebuyer wrote: “Best loan experience ever! Aaron was very knowledgeable and provided us with the best loan options and financial advice! The process was quick, efficient and smooth. Absolutely zero hiccups along the way. Aaron was available anytime we needed him, even while he was expecting his firstborn child! I can’t say enough about how pleased we are with Aaron and his team.”

Married to his wife, Kelly, for two years, life has taken on new luster as they have become parents to their daughter, Monroe. Aaron says, “I find myself getting home as soon as I can to engage in the excitement of every single minute of her new adventure.”

Aaron and his team at loanDepot provide far more than the generic, impersonal experience driven by the static technology and high-volume service models that have become the industry norm. Their commitment to their clients’ comfort today and prosperity tomorrow add up to a lending experience that is truly extraordinary!

Aaron Hanson NMLS ID 382768 loanDepot® 3281 E. Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 619-618-5066 Email: AaHanson@loandepot.com Web: www.loandepot.com/loan-officers/aahanson

The glowing service reviews Aaron and his team

Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

ExecutiveAgent Magazine

IS TECHNOLOGY ON THE WEB JUST ANOTHER POORLY PLANNED OPEN HOUSE?

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ell you guys, It’s happening again. We’ve got a new spider web for real estate buyers and sellers.

You know, one more to add to our long list of up-time, open houses, non-solicited personal referrals and walk-ins. There will be many that will argue with me that all of the above mentioned lead generations have been profitable one time or another, but one thing is true with all of the above and that is they require a decision of the client to interact with you and not visa versa. These are all methods called passive prospecting or passive lead generation.

Basically you build your web and you wait for your client.

In fact, the new vernacular is to make your web site sticky!

For 25 years I have tried to add value to every client-agent relationship. Whether the lead was pro-actively obtained or passively obtained. I have found that the dividing line between top producers and low producing real estate agent is usually that the low producers depend on a passive form of lead generation without good interaction skills and have no pro-active methods to obtain leads. I am worried that the web will become just another poorly planned open house.

I believe it is the brokers’ and managers’ responsibility to hold their real estate agents at a much higher competence level. They must make sure that there is a business plan in place to effect the client’s lives for the better not just order takers. Remember there are web sites much bigger than any of us will hope to be that are going to be professional order takers.

What we must learn as we have in the past, is we must turn our passive lead generation activities into client pleasing activities and supplement the business with more pro-active activities.

We have taken the open house and shaken it up over the last few years. My students have learned how to:

• We have added additional advertising sponsored by affiliated lenders so that more people will be able to find the open houses.

• We have had multiple open houses in the usual time of 12:00-3:00 so that each open house is shorter but more people will be able to see different homes.

• Lastly, we have implemented follow-up campaigns including thank-you notes and search systems supplied to the potential buyers.

This takes the usual passive open house and turns it into a pro-active prospecting client pleasing and helpful activity.

We are doing the same with the Internet. No longer should a real estate agent be encouraged to have a web site that does not pro-actively change the client’s life. It’s no longer good enough to build your web site, have pretty pictures and have your listings on there and hope that someone will contact you. It is time that we built complete business plans around our web sites.

For instance, maybe have a section on absentee owners.

The real estate agent would call and write to absentee owners and direct them to the web site for copies of rental applications and other services supplied to people who own real estate in the real estate agent’s town but do not live there. Or maybe a section on alternative agent compensation programs that will educate the clientele on different ways that they can pay for a real estate agent’s services.

The bottom line is the days of waiting for an incoming phone call from an ad, a walk-in, or someone at an open house is over. The Internet and a real estate agent’s personal web site should not be just more of the same. Let’s build ancillary services around these contact points and fill them with value.

• Notify all of the clients surrounding the open house, including the agent’s database so they will all be excited about the open house.

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E XECUTIVE AGENT

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MAGAZINE

Ryan Prisco Written by Haley Freeman

Ryan has provided us with spoton advice, open communication and, ultimately, a firm foundation of trustworthiness. He’s helped us with purchases and refinances over the years, and there have been absolutely no regrets. Ryan made the process easy to understand and streamlined, even through industry changes. Most importantly, however, he’s exceeded expectations on results at every turn. For me, peace of mind is invaluable, but that is what I feel Ryan provides, and so it’s difficult to convey that in a star ranking alone. I hope these words reach him as a small token of our gratitude.”

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orth every star.” That’s how a client described his experience of obtaining a home mortgage with Ryan Prisco. In his five-star Zillow review, he went on to explain why: “For me and my wife,

Ryan says he started out in life with a desire to change the world.

After earning his degree in behavioral science at California State Polytechnic University, Pomona, he entered law enforcement. But after a second life-threatening encounter with a shooter, Ryan began to question whether he would be around long enough to make a difference.

A friend introduced him to the mortgage lending industry, and Ryan decided to dedicate his career to helping people in his community achieve the American Dream. That was nearly 20 years ago, and in the years since, he has made a lasting difference in the lives of hundreds of families like the one quoted above.

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Ryan’s mortgage industry experience spans decade-long ownership of his own residential and commercial brokerage, followed by a branch manager position with a national lending company.

Today, he is a producing sales manager at Finance of America Mortgage, where he has both the support and resources to deliver innovative home loan solutions with high-touch client service. “Having the right personnel and technology in place allows me to remain in communication and available to my clients and their agents. Regardless of how advanced technology becomes, a hands-on and experienced Loan Consultant will always get the job done. There is no substitute for the human touch when someone is making one of the biggest decisions of their lives.”

With his depth of industry knowledge, Ryan is adept at handling complex loan transactions, whether a borrower is self-employed, has multiple sources of income, multiple properties or complicated tax returns. His 100 percent funding ratio is proof that clients and Realtors® can trust him to deliver what he promises.

Ryan believes every client deserves a five-star service experience, and it’s the standard he strives for from the moment he first speaks with a borrower, to long after the close of escrow. And because he recognizes that the right loan today may not be the most beneficial for someone’s circumstances tomorrow, he engages his clients with a biannual loan analysis to ensure that they are always leveraging their greatest asset to maximum advantage.

support of my spouse. Our daughter just graduated from high school and is going on to the same college I graduated from. We enjoy going on hikes together, traveling together and spending time with each other on weekends and evenings. That’s how I disconnect and keep perspective on what’s most important.”

Ryan is also passionate in his belief that no human being should go hungry, and he is a regular contributor to local food banks.

This genuine, down-to-earth professional continues to demonstrate that he is worth every star his clients bestow upon him. He says, “My passion is to instill trust and transparency in this industry. I want people to know that reliable Loan Consultants do exist.”

Another client who gave Ryan five stars said: “Ryan made purchasing our first home as smooth and uncomplicated as possible. From the first meeting to final closing, Ryan has become a trusted guide on our journey.”

Ryan Prisco – Sales Manager NMLS ID 987736 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200, South Tower Newport Beach, CA 92660 Tel: 626-818-1919 Email: ryan.prisco@financeofamerica.com Web: www.yourlenderRP.com

Married to his wife, Michelle, Ryan says their tightknit family and the home they share with daughter, Alexia, are the greatest gifts in his life. “My estate is the strong family unit I have behind me and the ©2018 Finance of America Mortgage LLC is licensed nationwide | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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Why You Shouldn’t Be Afraid of Making Mistakes

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n the book How to Be Like Coach Wooden by Pat Williams, Coach Wooden described why he was occasionally bothered if his players didn’t make enough mistakes in practice: “I wanted my players to be active, I wanted them doing things and initiating. I didn’t want them worrying about mistakes. Mistakes made while expanding boundaries are what I wanted. If we weren’t making mistakes, we weren’t far enough out on the edge. If we weren’t pushing against the walls of our capabilities, we weren’t practicing properly. The time to cut down on turnovers is during games, not during practice.”

In his book Wooden on Leadership with Steve Jamison, Coach described how this attitude applies to leadership and business: “A basketball team that won’t risk mistakes will not outscore opponents. The same is true for any organization.

Fouls, errors and mistakes are part of the competitive process in sports, business and elsewhere. Don’t live in fear of making a mistake.

“In sports, action often must be taken instantaneously to capitalize on an opportunity. In every organization, time is of the essence when opportunity knocks.

“Hesitancy, indecisiveness, vacillation and fear of failure are not characteristics I associate with good leadership.

“A leader must have Initiative—the courage to make decisions, to act, and the willingness and strength to risk failure and take a stand even when it goes against the opinion of others.”

“Mistakes come from doing, but so does success.”

–Coach John Wooden *** Coach Wooden believed that the person who is afraid to risk failure seldom has to face success, and that the only real failure is the failure to act when action is required.

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In Wooden On Leadership, Coach described this basic principle: “I told our team many times: ‘Be quick, but don’t hurry.’ By that, I meant to make a decision, take action, decide what you’re going to do and do it.

“Failure to act is often the biggest failure of all. Initiate quickly but not carelessly or in a hurried manner that makes a miscue more likely. I applied this same advice to my own actions. Do not be afraid of mistakes, even of failure.”

In his book Wooden: A Lifetime of Observations On and Off The Court with Steve Jamison, Coach described his approach when decisions didn’t work out: “You can always look back and see where you might have done something differently, changed this or that. If you can learn something, fine, but never second-guess yourself. It’s wasted effort. If I put a substitution in during a game at UCLA and he immediately makes a mistake, was my decision wrong? Absolutely not.

“It just didn’t work out. That was the decision I made based on past experience and without emotionalism. I made it with reason, but it just didn’t work out. Things don’t always work out. It’s also true in life. Does worrying about it, complaining about it, change it? Nope, it just wastes your time.”

Focus on preparation; take action and no selfrecrimination when the results aren’t to your satisfaction.

“If we allow the fear of failure to keep us from acting, we will never reach our full potential.” –Coach John Wooden As Coach Wooden’s grandson-in-law, Craig Impelman had the opportunity to learn Coach’s teachings firsthand and wrote about those lessons for his site, www. woodenswisdom.com. He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.

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“If you’re not making mistakes, then you’re not doing anything.

I’m positive that a doer makes mistakes.” –Coach John Wooden ExecutiveAgent Magazine

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Choose to Enjoy Life!

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e have a choice to make our life interesting and exciting, or we have a choice to get into the mundane of life. When we get into the mundane of life, life escapes us, to be gone… never to return. Very few of us actually take it up as a challenge to enjoy life and to make it exciting.

Most of us just slip through life. We drive through life as if we are driving on a highway without choosing to go left or right. We just keep going where the road is going, and at the end, we arrive at a destination that we may not have decided to reach. But because we did choose to go where we want to go, we have reached and arrived somewhere else.

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Stop! Don’t just drive through the highway of life, but think who are you? What do you want? Where you want to go? If you keep going where you are going, will you get to where you actually want to go? When you get to where you were going, will you be happy? These questions must always be on the top of our minds , and they must decide the direction and where we are going.

RVM is a ‘Positivelife’ philosopher, an Author, Speaker, Poet, Singer, Philanthropist and Motivator.

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EXECUTIVEAGENT MAGAZINE

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Christian Fuentes Executive Agent of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

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ward-winning Realtor® and co-owner of RE/MAX Top Producers in Diamond Bar, Christian Fuentes, has this message about prospering in life and real estate: “Success is Contagious.”

sell an average of 140 homes a year. Our concept was to share everything I do and help agents create a system to build their businesses, and then build teams so they could do even more business.”

His own journey to real estate success began at age 21.

He was working in retail and going to school, when his father signed him up for a real estate appraisal course.

That introduction to the industry sparked his interest, and he went on to work as an assistant to a successful husband and wife real estate team. “I started at the bottom and learned from good people. I was fortunate to have two mentors who taught me the best way to run a real estate business. Once I got my license, I became a buyer’s agent. As I learned about coaching, I started doing a higher volume of business and began building a team.”

When agents join the company, they don’t have to reinvent the wheel. Christian focuses on skill-building, taking time to sit down with each individual and mastermind results around their goals, the things they are already doing and the things that are missing. He provides them with a blueprint for success in the form of proven business systems they can easily realize for themselves.

After eight years of hard work and perseverance, Christian met his wife, partner and inspiration, Jeannette. He moved his team to RE/MAX and ultimately founded his own franchise, RE/MAX Top Producers. He began the franchise seven years ago with four agents, and with Jeannette’s help, it has grown to nearly 170 agents across three offices.

Christian also provides ongoing support to help agents implement his systems and remain motivated. His mantra, “Success is Contagious,” is emblazoned on the office wall. “Ever since we opened, it’s been one of my hashtags.

I believe we will be an average of the five people we surround ourselves with most, so I make it a point to surround myself with other successful, top-producing agents. Other offices have a lot of negativity and drama, but we don’t allow that here. We want to maintain great energy and a team environment where we can all grow together.”

From the outset, Christian and Jeannette set out to create a culture of positivity and growth. “When we opened up, our mission was to open an office where I could help mentor agents, and we could all share with each other.

Jeannette and I lead by example. It’s rare to see an office owner who does a lot of production, but my team and I

With Christian’s help, agents are consistently increasing their production, doubling and even tripling the size of their businesses. “When people see other agents doing well, they think, ‘If that guy is doing it, why can’t I? What are they doing that I need to do?’ That’s how positive thinking rubs off.”

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His personal production team, the Christian Fuentes Dream Team, is made up of three assistants and seven other agents. Christian’s own business centers primarily on seller representation, while his team assists buyers. He and Jeannette are also investors, and together, they have purchased and flipped more than 300 homes. “My role is to pretty much help clients sell and get the highest market value possible by making sure the home is prepared to show at its best. Because of my background in rehabbing and flipping, I can help sellers prepare their homes for market. I have design experience, do staging, and have contractors who can do work at competitive prices.

Whether they are doing a complete remodel or just looking for inexpensive ways to make the home look better, I can give them the advice and the tools they need to get it

done. Then I provide professional photography and video, so when potential buyers see the property, they fall in love with it.”

Generating buzz around a property means generating multiple offers. The natural result is that Christian consistently sells homes at record prices.

Several years ago, Christian and Jeannette began creating videos about how to flip homes successfully, and they have built a substantial YouTube video library. After being featured in an “LA Times” article, they were approached about creating a television show. They are currently in production on a house flipping show, FEARLESS FIX that will air on HGTV a major television network.

ExecutiveAgent Magazine

“Success is Contagious”

Overall, Christian says that success isn’t magical; it’s a matter of being good at the basics. “I’ve seen the industry change a lot over the years, with technology offering us ways to do things faster and more efficiently. But the basics never change: meeting people, getting on the phone, giving great customer service, looking after your clients’ best interests, and doing an amazing job so they refer more people. People are the reason we do this job. That’s where the business comes from.”

Christian has also learned the importance of placing life’s priorities in the right order: God, family, health, business. He keeps a disciplined personal routine that

gives attention to each of these concerns. “I wake up early each morning and take time to pray, think and meditate before heading to the gym. Then I check in with work and email, and Jeannette and I spend time having breakfast with the kids before I drop them off at school. After that, I go to the office where I am completely focused on what needs to be done for the day. By building the right habits and routines, I get more done and can work a half day on Friday. People always put work first and then try to fit their personal life around their business. That’s the wrong way of doing it. When you’re happier, you’re more productive. You have to put your family in your schedule, and don’t compromise.”

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Changing Lives For The Better Giving back is another priority in Christian’s life. He is a member of the national board of the National Association of Hispanic Real Estate Professionals (NAHREP). “Our mission is to sustain Hispanic home ownership, and we are big on empowering and educating real estate professionals.” Together, Christian and his office generate tens of thousands of dollars each year for charitable causes, and they have been repeatedly recognized with the Children’s Miracle Network Award for Top Fundraiser Event of the Year. They also provide an annual scholarship to Chino Hills High School.

breathe real estate, and I look forward to doing it again each day. I’m so fortunate to have found the right partner and to have Jeannette with me through the journey. Everything took off when I got married and we began building something for our children, Alexa and Liam. We started at the bottom, and by learning every day and surrounding ourselves with the right people, we have built something we can share with others. I want people to know that it’s possible to change your life through real estate.”

If Christian’s success is contagious, it is also incurable, as he continues to grow his community of flourishing agents and prospering clients. “I love what I do. I eat, sleep and

ExecutiveAgent Magazine

CHRISTIAN FUENTES RE/MAX Top Producers 618 N. Diamond Bar Blvd., Diamond Bar, CA 91765 Tel: 626-625-9037 - Email: Christian@christianFuentes.com Web: www.christianfuentes.com - CalBRE # 01262973 ExecutiveAgent Magazine

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ExecutiveAgent Magazine

How to Solve Any Problem That Gets in Your Way

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ou know the importance of applying discipline and effort to overcome any problem that stands in your way. But some problems call for more than steely determination—they require you to step back and apply some mental power.

If you’re faced with a roadblock like this, put it all down on paper. When you write a problem down on paper, you take the emotion out of it. With the emotion gone, you can look at the roadblock objectively. You can figure out what you did right. You can figure out what you did wrong.

You can figure out how to change it.

Here’s what you do: Pick a problem out of your head and pull out a piece of paper. Draw a line down the middle of the paper. On the left-hand side, jot down the problem in detail.

We’ve got so much going on in our heads that it may just be difficult to isolate this particular problem. Just state it the best you can.

On the other side of this paper, you’re going to write some solutions. There are three questions to ask yourself to generate those solutions, to solve almost any problem.

The first question you need to consider is this: What can I do? You don’t want to go any further than that if you can solve the problem yourself. Start jotting down any options that come to mind. Lay out the alternatives. Then begin analyzing them. “Let’s see, number three… no, that one would take too long. I haven’t got that much time. OK. Number two? Not sure. OK. Let’s look at number one.

Maybe the one I thought of first is my best one.”

If that doesn’t seem to work, here’s the second problemsolving question: What could I read? Maybe there’s a book on your problem. Somebody may have spent a lifetime trying to figure out this problem. You could receive

the instant benefit of this person’s advice if you take the time to look. Maybe it’s concisely written somewhere.

You don’t need to reinvent the wheel. If you do your homework, you just may find the solution.

Start taking notes on what you’re reading. Book number one: This guy’s crazy. Book number two: This guy’s too shallow. Book number three: This guy’s got some interesting things to say about this problem.

If that still doesn’t work, then ask question number three: Who could I ask?

What should you have ready when you ask somebody to help you? You’ve got your notes to show them. You say, “You know, I’ve tried my best to figure it out myself, and it has left me short. Here are some of the books I’ve read.

Here are my notes. I’ve researched this material, and I’m still confused. Could you possibly help me?”

You can’t believe how willing people will be to help you if they know that you’re willing to help yourself.

I promise you, if you try these ideas and ask these questions when you’ve got a problem, you’ll be able to solve just about anything that gets in your way.

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

ExecutiveAgent Magazine

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Southwest Riverside County Women’s Council Of Realtors has done it again !!

My name is Nancy Marshall and I am President for Women’s Council of Realtors Southwest Riverside County.

Every year Women’s Council has their Biggest event this year we had a Masquerade Ball Charity Lunch / Fashion Show.

Part of the proceeds for this will go to Women’s Council what will make more leaders in our industry, I also wanted to give part of the proceeds to Our Nicholas Foundation, which supports Autism awareness and supports families with kids that have Autism.

The reason why I picked Our Nicholas Foundation is because my son is on the autism spectrum.

So as a mom, Realtor and President for women’s council I had the opportunity to give back to another great nonprofit organization.

Women’s Council has allowed me to do this so I am really grateful for this opportunity.

I wanted to make a difference and give back to our community.

We were excited to present Mark from Our Nicholas Foundation a check for $1500.

Of course as president you can’t do this all by yourself.

I am so grateful to my Board, Don Sharp, Coni Davidson, all our sponsors, models and volunteers for working very hard in making our Masquerade Ball Charity Lunch / Fashion Show the Greatest Show.

Sincerely, Nancy Marshall / Real Estate Places REALTOR® / NAR 2018 Women's Council of Realtors - President Certified Distressed Property Expert (CDPE) Because You Deserve The Best!!

BRE # 01896743 (909)-631-1672

8TH ANNUAL CHARITY GOLF TOURNAMENT

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ANAHEIM HILLS GOLF COURSE 6501 East Nohl Ranch Rd, Anaheim, CA 92807

SHOTGUN START AT 9 AM

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• Green Fee • Cart Fee • Range Balls

• Lunch • Longest Drive Contest • Awards Mixer

• Putting Contest • 2 Mulligans • Straight Drive Contest • Raffle Prizes

• Scratcher Game • Closest to the Pin Contest – Winner Receives a TESLA for 24 Hours

SIGN UP AT WWW.PWR.NET/GOLF TAX ID: 03-0511249

Empowering Your Agents:

Negotiation

G

reat recruiters are great coaches. They have a great sense of the business and pass that knowledge to their agents. This will be the first of a series of articles that address critical areas that agents need coaching in. It is called The Empowerment Series.

One of the most crucial skills sellers’ want from their agent is the ability to negotiate. Most agents have no strategy. No strategy means it is not addressed in the listing presentation. This makes the agent vulnerable to discounting agents.

also commend them for making the offer on (my sellers’) home.

“I want to enroll the other agent. We want to make this a win-win situation. Most agents negotiate win-lose or they have no negotiating strategy at all. Did the other agents explain their specific negotiating strategy? Wouldn’t you agree that this is the most important part of getting you the highest price?”

“Ok, back to this offer. I will let the agent know that we will get back to them promptly.”

Below is actual dialogue that is based on principle: “Mr. and Mrs. Seller, the most critical piece in the process of getting your home sold is the negotiation. Let me specifically detail how I will negotiate an offer on your home.”

“When we receive an offer I will immediately call the buyer’s agent and thank them for their hard work.

Commend them for a job well done, recognizing the fact that it takes a lot of hard work to find the right home for buyers and also to go through the contract process. I will 28

“No matter what the offer looks like, even if it is way too low of a price, we do not have to get upset. The reason? We don’t have to sell it for that price!”

“At that point, I will show you a snapshot of the market, both houses sold and those currently in competition with you. Then we will come up with a counter offer price.

At that time, I will gather all the evidence possible that proves that your counter offer makes your house the best house at that price in the entire area. I will attach this evidence (comparables) to the counter offer.”

ExecutiveAgent Magazine

“I will put a cover letter on the counter offer, covering a few items: 1. Thanking the buyers for their offer.

2. Letting them know their agent is working hard for them and has earned my respect.

3. Letting them know that our counter offer, based on the evidence attached, makes the property the best house in the area for this price. And to please review the offer with their agent.

4. Telling them that the sellers (you guys) are very thankful for the offer and want to insure that all parties are pleased with the contract and want to create a win-win.”

value you should bring to your agents. Provide that kind of value and you will stop recruiting, and start attracting.

Rich Casto is Founder of Rich Casto & Company, The Real Estate Coaches, The Leading Management and Recruiting Solutions Experts. © 2008, Rich Casto. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

“Mr. and Mrs. Seller, wouldn’t you agree this is by far the best way to get the highest price for your home? Did the other agents demonstrate their skill and understanding in negotiation? Would you agree the ability to negotiate could get you 2, 3, 4 or 5% more for your home? So, you may be getting a listing fee discount of 1%, but it may cost you much more on what you actually receive from selling your home.”

If you want your agents to have more value in the listing presentation coach them to be more skillful. That is the ExecutiveAgent Magazine

29

Introducing: L'ATTITUDE !

NAHREP is partnering with L’ATTITUDE, a new event concept that highlights the powerhouse of Latino buying power, political capital and technological innovation that is propelling the American economy forward. Engaging entrepreneurs, business leaders, artists, politicians and industry influencers, NAHREP at L’ATTITUDE is more than an event, it is a movement.

at

L'ATTITUDE SEPTEMBER 8 - 11, 2018 MANCHESTER GRAND HYATT HOTEL, SAN DIEGO

Four days of content focusing on:

MEDIA, ARTS & ENTERTAINMENT POLITICS & CULTURE BUSINESS & ENTREPRENEURSHIP TECHNOLOGY & THE FUTURE OF EVERYTHING

Register at nahrep.org/convention

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Los Angeles chapter Veteran Charity Fundraiser - Golf Tournament

66 HOUSING SUMMITS

Friday • August 24, 2018 Rio Hondo Golf Club 10627 Old River School Rd • Downey, CA 90241

TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy VAREP SOUTHERN CALIFORNIA CHAPTERS

Coachella Valley Riverside San Bernardino

San Diego Los Angeles Orange County

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

Did You Know You Can Create Miracles?

D

id you know that you can create miracles? Yes, that’s right. You can create miracles. In fact, our main purpose on this planet is to create miracles.

Keep in mind that sometimes a miracle is nothing more than a shift in perception. It’s looking at something where at one point seems absolutely impossible to achieve, then with a shift in the way that you’re thinking, that impossibility suddenly becomes very possible.

All miracles start with a single thought… and idea. Stay with me here and allow me to make my point.

Besides being dead, what do Thomas Edison, Alexander Graham Bell and the Wright Brothers have in common?

All three were inventors. Well, there was a moment in time where the light bulb, the telephone and a flying machine were just seed possibilities in the minds of the inventors.

But the more attention and intention they gave to those thoughts, the more similar thoughts—or “likethoughts”—came into play. And the more like-thoughts that came in to play, the stronger their vibration to the Law of Attraction was, and so on and so on.

Eventually, those small insignificant thoughts multiplied and evolved into powerful beliefs. And those beliefs eventually led to taking action, which played out into their experience and the Universal Law delivered wonderful circumstances, conditions and people to work in their favor, and their desires began to manifest.

Were they confronted with challenges and doubts along the way? Absolutely! But they kept forging ahead. Until one day, behold, on all three accounts, a miracle took place. What once seemed impossible, even ridiculed and laughed at by the great majority, became a miraculous

32

happening for all to witness and praise. And all three, like all other inventions, discoveries, works of art, business endeavors and dreams that come true, theirs started with one simple thought—a simple shift in perception. A seed possibility. That, my friend, is how miracles happen.

Here’s my point. Thoughts are the first step for all things to be. If you believe it hard enough and work hard enough, it will become reality.

Not only does the above statement rhyme, but it is also a fact. Our greatest gift is the power of thought. And I don’t mean just the ability to decide between a salad and a sandwich for lunch. I’m talking about the ability to change your environment with your mind! It is the foundation of free will. Thoughts are pure energy that can take you to the highest of highs, or the lowest of lows.

Each and every one of us has the power to shift our way of thinking to transform our lives from failure to success, from unhappiness to fulfillment and from lack to abundance. You didn’t think you were that powerful, did you? Well, you are! We all are! It’s just that most of us don’t know it. People are more in control of their lives than they think.

Steve Rizzo is a personal development expert, comedian and author known as the Attitude Adjuster. Steve worked as a comedian, sharing the stage with Jerry Seinfeld, Rodney Dangerfield and Ellen DeGeneres, among many others, before becoming a motivational speaker and author. He has been inducted into the National Speakers Association’s Speakers Hall of Fame. Visit his website at SteveRizzo.com.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

33

Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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TM

Meet the ONTARIO BRANCH 3990 Concours St., Suite 350, Ontario, CA 91764

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