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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ÂŠ2019 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 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.
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Sales Tip – The Correct Enthusiasm -Bob Burgtiating Like a Pro -Steve Cook
PRESIDENT & CEO EXECUTIVE PUBLISHER
The Value of Intuitive Insights -John Harricharanotiating Like a Pro -Steve Cook
Teaming With Success -Craig Harrisonegotiating Like a Pro -Steve Cook
How to Stand Out From the Competition -Richard JanesNegotiating Like a Pro -Steve Cook
The Importance of Having a Sense of Purpose -Mehmet Oz-Michael Roizen egotiating Like a Pro -Steve Cook
Living The Dream -Walter Sanfordgotiating Like a Pro -Steve Cook
Can You Afford to Take a Break? -Dirk ZellerNegotiating Like a Pro -Steve Cook
VICE PRESIDENT GRAPHIC DESIGN Garon Arrias
EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson
CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen
PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography
EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com
© Copyright 2020 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.
Al Talavera Executive Agent of the Month Southern California native and RealtorÂŽ Al Talavera has been a full-time resident of Lake Arrowhead for more than 20 years. With many precious memories of vacationing in the area with his family when he was a kid.
Barbara Vlach My Home Group / Laughton Team Barbara grew up in Southern California, a time she remembered as being nothing short of magical. The Tustin of her childhood was one of fragrant orange groves and avocado fields.
Lyndi DeLisio Young ServiceLink If youâ&#x20AC;&#x2122;re looking for time-proven, financially stable industry partner who can offer an array of services and technology, ServiceLink is it. Part of the Fidelity National Financial family of companies, ServiceLink delivers integrated technology, data and analytics to mortgage lenders and servicers.
15 Mike Timoschuk LANDMARK Capital Mortgage In 2018, Mike Timoschuk and his partners had a vision for a new kind of mortgage company. They founded Landmark Capital Mortgage (LMC) as an organization defined by CARE: Caring, Achievement, Results and Excellence.
32 Ian Wiant iPhotography Studio For a portrait photographer, getting the perfect shot is a bit like panning for gold. From lighting and shadows to hair and makeup, everything must come together in a moment of perfect harmony to tell the desired story.
38 ExecutiveAgent Magazine
How to Stand Out From the Competition
ow do you stand out from the competition?
There are 7.6 billion people on the planet, and there’s one thing that brings us all together: the fact that we’re all totally and utterly unique. We just have to embrace our uniqueness. No matter what you do, if you want to stand out from the competition, the key is to look back on your past, because your past is the key to your differentiator. Look at what has happened in your past and your story, so that you can get to your soul and you can get to your own journey, because no one else has ever walked in your shoes. Once you can get clarity on that, a little light bulb will go off where you can see how that links to what you do. Once you see how that links to what you do, you can start introducing that to your career. You may initially look at it and say, “But I love family and yet I’m in real estate”—so start talking about family
within real estate. Or you might say, “I’m a dentist and I love jazz”—so start talking about jazz within your dentistry, because there are people who will connect with that. We don’t connect with brands, we connect with other people: their heart, their soul, what makes them unique, and their life story. So get clarity on your life story. Embrace it; successes, failures, the hurts and all, because all of this is what makes you human. If you want to stand out from the crowd, if you want to differentiate yourself from the competition, then get clarity on what makes you unique, no matter what that is, and start putting that out there. Once you do this, I bet you’ll start seeing some results. -Written by Richard Janes
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Laughton Team-My Home Group Written by H. K. Wilson
Finding Your Place of Happiness
arbara grew up in Southern California, a time she remembered as being nothing short of magical. The Tustin of her childhood was one of fragrant orange groves and avocado fields. On long summer days, she and her siblings could disappear on horseback without a worry. Barbara’s father was an ad executive and her mother, a worldclass painter. With artists as parents, her sense of color, texture and light were cultivated from an early age. Through her parents, Barbara also learned an appreciation of home ownership, allowing one to beautify and personalize their intimate space. It is no wonder that Barbara grew up to pursue a career that integrated her love of nature and art. “My mother’s art encompassed everything — architecture, art and interior design — and I think that’s where my interest in real estate began. Nutrition and interior design became my two greatest loves. I ended up owning and operating a health food store in San Clemente for 10 years. As a business owner in the natural health industry, I found a passion for working one-on-one with customers and clients to support their health through homeopathic remedies and nutrition. When I eventually closed my store, I still wanted to help people. I grew up loving homes. My parents both said there is nothing greater than owning your own home. Real estate seemed like a great way to help people and express my love of design.” Barbara’s practice is founded on the belief that everyone should have the opportunity to live the American Dream. “I’m so excited to help people do that, especially young people. It drives me nuts to see them renting, and with interest rates so low right now, it makes owning a home more attainable. I bought my first home at 29 and kept flipping to bigger homes. I
want to help a lot of young people do the same.” Barbara joined My Home Group two years ago. With the outstanding team culture and ongoing training, she said she would not dream of working with any other brokerage. “We’re like a big family, and everyone on the team helps each other. We have one team leader for every 15 agents, which means we all get the support we need. I can call anybody, at anytime, with a question, and they’re happy to give me their time.”
With Janisse Dale at the local helm as broker of record and Vice President of Sales, Barbara says the organization is thriving. “I followed Janisse here from another agency because of her amazing work ethic and leadership. She has also established wonderful affiliates that are willing to give their time to clients and go out of their way to help and serve them. Jim Thiel at Finance of America is one of those great affiliates! He recently helped me close my sister’s home. She was buying for the first time since her husband passed away. We also had the challenges of COVID-19 and fluctuating VA interest rates but with his calm guidance and the help of my team, it all came together perfectly.” Barbara’s real estate practice is based in San Clemente, where she has lived for the past 32 years. “I know it so well, and it’s wonderful to be able to find
the right thing for people. I enjoy taking the time to find the perfect home. It’s a magical moment when it all comes together.” With her extraordinary eye for design, Barbara offers complementary home staging as part of her listing service. After arranging a seller’s own furnishings to the greatest aesthetic presentation, Barbara brings in design elements from her personal inventory that make a home look fresh and inviting. “My mother and I used to stage homes together, and she had all these wonderful paintings I could grab. When she passed away, my brother, sister and I inherited hundreds of her paintings. I still use them to stage homes. I’m also an avid gardener, so I love doing things to make the entry look prettier and helping with the gardening to give the home a greater curb appeal.”
Known for her prompt attention and light-hearted manner, Barbara’s clients frequently return to her for their real estate needs and refer their family and friends. A recent client said this: “I have consulted with Barbara numerous times regarding prospective real estate transactions in the San Clemente area. She is extremely professional, knowledgeable and passionate about her work. Her energy is boundless, and she is always there for you!” Barbara brings her lifelong experiences of local real estate knowledge, creative expression and love of helping people to her real estate practice. “I think about the way I was raised and how important it is to have your own home so you can paint the walls
and add on to create a space that is truly your own, amongst the many other advantages of home ownership. I think everybody should have that experience if they want it, and it’s important to me to help them through the process of finding a place of happiness.” Barbara Vlach Laughton Team-My Home Group 200 Sandpointe Ave., Ste. 650 Santa Ana, CA 92707 Tel: 949-282-9491 Email: BarbaraV@laughtonteam.com Web:http://laughtonteam.com/agents/barbara-vlach DRE #02069593
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©2020 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 3555626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Equal Opportunity Employer
Youâ&#x20AC;&#x2122;re accountable for improving the customer experience. We help ease the pressure. ServiceLink delivers the expertise and tech-enabled services you need to continually improve business outcomes and exceed customer expectations. With expanding opportunities and competitive pressures, you need strategic partnership that moves at your pace, national coverage, bank-level information security, and the ability to scale during high-demand cycles. This is what our clients value most, thanks to 50 years of client-focused innovation. Our EXOS platform connects best-in-class real estate lending services and industry-leading technology. The end result is a breakthrough consumer digital experience and improved operational efficiency.
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Lyndi DeLisio Young Serv i c e L i n k Written by H. K. Wilson
YOUR PARTNER IN A SEAMLESS CLOSING
f youâ&#x20AC;&#x2122;re looking for time-proven, financially stable industry partner who can offer an array of services and technology, ServiceLink is it. Part of the Fidelity National Financial family of companies, ServiceLink delivers integrated technology, data and analytics to mortgage lenders and servicers. Loan originators look to ServiceLink for seamless valuation, title and closing, and flood services applications that streamline the closing process and help them deliver a superior client experience. Lyndi DeLisio Young is a ServiceLink national sales executive based in Irvine. A native of Pennsylvania where ServiceLink is headquartered, Lyndi was no stranger to the real estate sector when she began working for the company in 2014. Equipped with an MBA in marketing, Lyndi was previously the director of marketing for both a construction management firm and a mortgage company, as well as a loan originator. With these multiple perspectives, she understood the complexities of the closing process and the foremost
concerns of industry professionals and their clients. Lyndi relocated to Southern California shortly after joining ServiceLink, and from here, she enjoys traveling around the country and meeting with clients to help them optimize ServiceLinkâ&#x20AC;&#x2122;s suite of services.
“My job is to sell title and settlement services along with appraisal management services on a nationwide scale by primarily partnering with big, centralized mortgage lenders as well as working with their brick and mortar retail branches. For example, at loanDepot I work in their call center and in their retail spaces so their branches are afforded the same benefits of what a big, centralized operation can offer. Our direct integration with loanDepot makes it so easy to place orders and get fees from us. ServiceLink is able to underwrite for the Fidelity National Financial family of underwriters, but primarily writes on National Title Insurance of New York. We offer competitive pricing with quick turn times and technology that a local shop can’t provide.” ServiceLink is truly a one-stop shop, with technology that grants lenders the ease of digitally managing many key transactional processes — from pulling title, to ordering appraisal, all the way through
to the signing table. Lyndi explains, “We get about 75% of our loans through the expedited digital title path. The rest may have to go the standard path if they are more complicated. Our system gives loan officers an upfront look at title before it’s even completed. When loan officers place an order, it shoots back a decision in seconds and alerts them whether title will be expedited or standard. You’ll know if it will take less than eight or three to five days for the title to clear. Then your loan underwriter can swim lane those loans and for expedited processing in the pipeline.” Online closings have long been available through the ServiceLink platform, and the recent pandemic has greatly increased the feature’s popularity. “We offer all sorts of hybrid options. I don’t think this will fade away once we’re back to normal. People are taking a look at preparing for the future and moving toward what future generations want.”
SERVICE. SAVVY. STABILITY. Loan officers and borrowers can instantly click and schedule closings through ServiceLink’s digital scheduling app, which works much like ride-sharing or restaurant reservation apps. While ServiceLink takes pride in leading the digitization of the mortgage settlement process, it leaves no loan officer or borrower behind. “If somebody doesn’t feel comfortable using the technology, that’s fine. They can always do the standard title path. That’s not ever going away. But they now have a digital option. The benefit of working with ServiceLink is that the technology is an enhancement that is included as part of our product offering. As a result of these processes, we have the ability to offer centralized rate structures and pricing that can’t typically be offered by local market providers.” And you don’t have to be an industry giant to get the benefits. “Smaller companies may not have the
same direct integration, but we have many customized options for them, and they can still use our technology and benefit from our pricing structure.” In her free time, Lyndi says that yoga helps her to balance mind, body and spirt with the demands of work and travel. She and her husband, Ryan, love the SoCal lifestyle and enjoy cycling and boating. A lifelong animal lover and activist, Lyndi is pet mom to her “dog child, Malibu,” a miniature, red-haired poodle. ServiceLink’s technology is unrivaled in the industry, and Lyndi makes it even more accessible by working as a persistent and knowledgeable client advocate. “I am there as a partner in any state or county nationwide. I will be your biggest voice and always a direct point of contact for any who wants to partner with us.”
Lyndi DeLisio Young ServiceLink 250 Commerce Irvine, CA 92602 Tel: 412-520-5212 Lyndi.email@example.com https://www.svclnk.com ExecutiveAgent Magazine
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Can You Afford to Take a Break?
ummer days may be giving you the temptation to squeeze in more half days, longer breaks, and lengthy vacations. But how about your work? Here’s how to stay focused.
You might think that one more day won’t hurt, but that’s exactly why you are where you are currently. The most important moment is now; the moment to change the outcome is now.
As the summer heats up, vacations become more frequent for clients, prospects, and you. It becomes easy to fall into a complacent attitude toward work.
You can’t afford to add to the problem so, sorry, you can’t afford the day off. Accept that a day off to recharge is sometimes needed. We all need time off, and we all deserve time off. As real estate pros, we tend to make ourselves available to our clients and prospects 24-7. But we can burn out quickly if we don’t take time off regularly. Sometimes we need to let ourselves take that day off. But make it count. When was the last time you took a whole day off where you shut off your cell phone and didn’t answer it? When were you not “on call” or interrupted when you were with your family?
But when you feel the pull of the beach or the golf course on a day you know you should work, here are a few ways to get back on track. Review your goals for the year. If you’ve noticed that you’ve been making days off too much of a habit lately, you might need to evaluate how in step you’ve been with your sales goals lately. Can you really afford to take the day off today? In other words, have you earned the right by your previous actions up until today through disciplined effort to take the day off? Have you reached your goal for the year? Are you tracking toward your goal? Have you taken the number of listings you need for the year? Do you have the number of transactions pending and closed that you need? When I am coaching a client, I’m most concerned about the number of listings compared to the goal, as well as the quality of the listing in terms of pricing and the pipeline of pendings the client has currently. If the client is a little behind in production but the pending pipeline is strong, as well as the pipeline of inventory, I’m confident they will catch up to their goal. So ask yourself: Where are you at right now? Consider how consistent you’ve been in your prospecting, lead followup, and lead generation calls in the last 30 days. If you’ve been consistent in hitting the phones and making face-to-face appointments in the last 30 days, you won’t be slowed in your momentum or break your established habit with one day away. However, if you’ve been erratic in these efforts, you might want to rethink that day off. One day off may only add to the problem that already exists: inconsistent effort and results. 20
Maybe today needs to be that day. For most real estate professionals, we have too many of what I call “half days.” These are days where we are half in and half out of the game. We are half at work and half at home. I think we kid ourselves when we do this, and actually spend most of the time in the land of neither. The secret to success is to be all in at all times. If you decide to be at work, be all there. If you decide to take the day off, be all there as well. So if the beach is calling and you’ve earned it, go enjoy what you earned without guilt! Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system thattakes “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
Lyndi DeLisio Young The Value of Intuitive Insights
t was not too long ago that all we knew of successful business persons was that they worked hard, were very bright and efficient. Hardly did anyone use the words “intuition” and “business” in the same conversation. Gut feelings and marketing seemed to be worlds apart with the divine injunction that “never the twain shall meet.” Yet, most recent studies are showing that perhaps we’ve been missing something. Some of the most successful persons of all times have relied extensively on the intuitive nature of their being. Conrad Hilton, the founder of the Hilton chain of hotels claimed that he used his intuition to decide where and when to buy or build a hotel. Thomas Alva Edison, one of the greatest inventors of all times, would listen to his inner voice and produce more and better inventions. Today, there is an explosion of interest in the “mystical” area where everyone seems to be looking for ways and means to sharpen his or her intuition. Even with our economy booming, many are seeking to gain more control over their financial future. And yet, within all of us is the ability to stand aside from the mundane, everyday grind and to look at things in a different light. It is important to realize that your job or business is a true reflection of your internal condition— an indication of where your mind is. To change things in your workplace, you must first start by changing things within yourself. Simple as this may appear, however, it is still a very difficult thing to do. It is not easy to break away from the hypnotic trance of everyday things and to make yourself stand aside for a short while. But if you were to practice this art of standing aside and “standing still” for a short time each day, you would find new insights into the way the world works. This will then make it easy for you to adjust and influence the outcome of business situations. Many years ago, I knew a young, insurance salesman. He worked hard but was always enthusiastic. Few things seemed to depress him, yet, I was sure that he had his share of rejections in his business. One day, I asked him what kept him going when things seemed bleak. He looked at me and with a twinkling in his eyes replied, “John, I use my failures as learning experiences. I have
a vision– a goal, if you will. I will one day be a wealthy man. There is a spirit within me that shows me the way to my goal. To hear its voice, all I have to do is spend some time with myself. In quietness I find my strength and my answers.” Today, that insurance man is a multi-millionaire and the owner of several extremely successful businesses. He credits his success to the art of listening to his inner voice. This inner voice is within all of us and it whispers ever so gently. When we are surrounded by the noise of everyday problems, we tend not to hear the voice. Within us are all the answers to our problems. The questions are what we have not yet figured. Business success increases dramatically when we still the inner nature of our being. It is then that we hear more clearly the directions being given us. Our intuition becomes sharpened and our feeling nature, if we trust it, would lead us in the paths of peace and gain. Intuition is a “gift of the gods,” so to say. We all were born with it. It is a means of receiving information and guidance through other than the physical senses. Logic and the intellect should work hand in hand and not against each other. To develop and use this faculty successfully, one should practice and trust the inner feelings. “Intuition in business,” is the wave of the future. Many businesses, both large and small, have started using intuitive consultants to assist them in achieving success. Combine your intuitive nature with your logical thinking. Like everything else, it will take practice. Keep practicing and trust yourself and soon you will notice a whole new world of success opening up to you. John Harricharan is an award-winning author, speaker and the creator of the ground-breaking “PowerPause” system for success. He has shared the lecture platform with such well-known speakers as Deepak Chopra, Elisabeth Kubler-Ross, Og Mandino, Eric Butterworth, C. Everett Koop and others. To learn more about the “PowerPause” and see why critics are raving about it click here.
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Al Talavera Executive Agent of the Month
Al Talavera Written by H. K. Wilson - Photography by Ian Wiant
outhern California native and Realtor® Al Talavera has been a full-time resident of Lake Arrowhead for more than 20 years. He is a top producer in the RE/MAX Lakeside office and member of the RE/MAX Hall of Fame. With many precious memories of vacationing in the area with his family when he was a kid, he still delights in its breathtaking mountain vistas, endless outdoor adventures and small-town atmosphere. For those seeking a home and lifestyle in the great outdoors, whether year-
round or as a weekend getaway, Al is the perfect trail guide from Crestline to Big Bear Lake. Al’s passion is finding the right home for his clients. “People are coming here to make memories, and in a lot of cases, families are moving up with young kids. For those who grew up enjoying this area, they want their kids to have the same experiences they did. I’m here to represent them, and I’ll do my utmost to listen and meet all their needs.”
As a longtime resident as well as a seasoned Realtor®, Al’s real estate advice comes with lots of first-hand knowledge of the nuances of mountain living. “I’m very honest and tell people everything I know about the area and specific neighborhoods. It can be challenging up here because it’s a different lifestyle. A level entry is more sought after than a home with a lot of stairs, since going up and down can be an issue for a lot of people. Or I may know that in a particular area the road stays shady and will be slick in the winter. I don’t want someone coming
back later and saying, ‘Al didn’t tell me this or that.’ I want to make sure they’re happy and getting what they want with no surprises.” The area offers an array of unique homes at varying price points, so if your dream is a 1925 vintage charmer, a Mid-Century, chalet-style A-frame, or a modern timber lodge with 25-foot ceilings, there is a home for you. “I love previewing all of the beautiful houses in the area. The eclectic architecture is one of its highlights.”
At Home in the Great Outdoors
Since vacation rentals are allowed, this is a great place to cashflow a second home or investment property. “Right now, our demographic is about 60/40 vacation or investment property to primary residences. When buyers aren’t using their property, they can easily offset costs with rental.” During recent shelter-in-place orders, more people have found that they can work from home, making the mountaintop a viable living choice. And with housing prices that are far more affordable than those in urban LA, OC and San Diego, along with historically low interest rates, mountain living is becoming increasingly attractive to many. “We have a good internet connection up here, and we’re only two hours from
San Diego, Orange County, Palm Springs, the South Bay and Westside LA. There are no stop lights in Lake Arrowhead, and we’re a tight-knit community. I always run into friends and clients when I’m out.” Known for his attention to detail and prompt communication, Al is an intent listener who strives to discern and deliver on his clients’ needs. “Sometimes you want to jump in, but I’ve learned how important it is to just listen to a client. I always tell them when we look at houses that if we don’t find the right house today, I’m going to listen to your comments and will find it by taking what you’re expressing and looking for the perfect fit.”
Much of Al’s business comes from referrals and clients that he has served in the past. A client who was referred to Al and purchased a vacation home in Crestline said this: “Al handled everything. He knew how to best handle the dual-lots on the property. He recommended and even arranged for multiple professional services (inspection, assessments, repairs, escrow) not to mention managing a seller’s agent who was very ‘green’ and didn’t really know how to manage negotiations. … Al is a no-nonsense guy who cares about his clients and is highly dedicated to the integrity of his work. Through the entire process, he was always available to answer questions and give guidance. He was reachable (even when he traveled out of town) and willing to assist with any issue that arose — no matter how small. As I’m sure many others can attest, this kind of thorough communication is invaluable in a real estate professional.”
is such a pleasure to work with and really looked out for us throughout the process. His follow through and communication are the best we’ve ever experienced with a Realtor®. He knows the area well and provided us with countless tips and information that made it easier for us and saved us money as well. We feel that we really lucked out in finding Al and would highly recommend him to anyone.” Al is a member of the Lake Arrowhead Country Club, and in addition to hiking and water sports, he has become an avid golfer. Check out his Instagram for photos of the area’s many offerings and stunning homes: @alsellslakearrowhead. Real estate and working for my clients is my passion,” he says. “If they’re happy, I’m happy.”
Another recent buyer in Lake Arrowhead stated: “Al ExecutiveAgent Magazine
AL TALAVERA - RE/MAX Lakeside 28200 Highway 189, Suite C-205, Lake Arrowhead, CA 92352 Tel: 909-228-6668 - Email: Albert_Talavera@yahoo.com Web: www.remax.com/real-estate-agents/albert-talavera-lake-arrowhead-ca/100037119 DRE #01476263 ExecutiveAgent Magazine
E XECUTIVE AGENT
Mike Timoschuk Helping You Make the Investment of a Lifetime Written by H. K. Wilson
n 2018, Mike Timoschuk and his partners had a vision for a new kind of mortgage company. They founded Landmark Capital Mortgage (LMC) as an organization defined by CARE: Caring, Achievement, Results and Excellence. These core values were to drive a mission of building beneficial and meaningful relationships with customers by identifying their goals and providing the best experience possible. Two years later, this broker/ banker is growing rapidly and forging its legacy as a
group of high-powered, educated lending professionals who want to help people become homeowners. A Huntington Beach native, Mike began his career in the healthcare industry, working his way up from the mail room to a leadership position in an HMO in less than a decade. A friend introduced him to the mortgage business, and it proved the perfect career for an ambitious young professional intent on helping others.
“I’ve always had an affection for helping people,” says Mike, “and I’ve found throughout my career that if you persist and keep doing the right thing, you can help a lot of people. Loans are what I do, who I am, and what I enjoy. It brings me fulfillment helping those who might otherwise not be helped, given as good a deal or be taken advantage of.” Founding LMC was an opportunity for Mike to put his more than 20 years of real estate, lending and management experience to work on a progressive business
model. “It was an opportunity really for me to create a company in my mold, the way I wanted to do it, from an originator’s perspective. I have great partners, one who is super techy, and the other who is a great motivator. Along the way, we became really good at helping people who have had a hard time getting a loan because of a higher LTV or credit issues. It’s always been a passion for me to help the people who are not getting helped. So we created a team who believed in the vision, and we’ve grown into the company we are today. It’s not about money, but about how we can help another human being.”
When it comes to bringing on new team members, Mike says he looks for “people first. Are you a good person, an ethical loan officer and a hard worker? To work here, you need to be able to communicate in an intelligent manner about the market and what programs are out there. We do a lot of training and one-on-one work with our staff. We have 32 people on staff now, and we’re working with some of the top wholesale lenders in the country. To be doing that, it’s not just about volume, but about the quality of the loans we’re doing.” According to Mike, technology is playing a huge role, not only in what the company is today, but what it will become
in the future. Since the start of the pandemic, LMC has responded to the changing needs of borrowers by accepting loan applications via cell phone, outfitting loan offers to work remotely, and facilitating electronic closings. “We’ll take tech as far as we can without sacrificing the quality of our product and service,” Mike says. He believes that more loan officers will be working remotely in the future, and with the right protocols in place, he is eager to use this trend to the company’s advantage. “I think it’s an opportunity for us to expand quicker outside of Orange County and reach some powerful people that we didn’t have access to before.”
Mike’s down-to-earth, upbeat spirit helps to define his company and its leadership. After his father passed away in 2014, he spent a year training for his first Ironman competition. Since, he has competed in two more Ironman triathlons. Along the way, he says he has learned not to set limits on his own capabilities. In turn, he is able to help others reach their greatest potential. “‘Anything is possible.’ That’s the mantra of Ironman. When I talk to younger loan officers, I ask them, Where do you want to be? Where do you see yourself? If you don’t have that vision, you won’t get anywhere. At a first interview, I ask everyone what their personal and professional goals are, and I tell them, I’m gonna help you get there. That’s what we do as a team — we help each other.”
decide what we want in life, whether it’s to own a home or to be a top agent or loan officer, the only limitation is ourselves. No matter what the challenge is, we can overcome it to achieve anything we want. Right now, my eyes are wide open, and I’m really looking forward to the future.” Mike Timoschuk – President Landmark Mortgage Capital 695 Town Center Dr. #650 Costa Mesa, CA 92626 Tel: 714-425-3756 Email: Mike@landmarkmcap.com Web: https://landmarkmortgagecapital.com NMLS 270794
Mike says his desire to serve as many people as possible is what drives him to succeed. “I believe that once we ExecutiveAgent Magazine
Sales Tip – The Correct
huge mistake many salespeople make (I’ve caught myself doing this many times), is attempting to persuade our prospect to buy what “we” like without considering what “they” like. Have you ever done that? After all, because ‘I’ think this style looks best, obviously the prospect must, too.” Or, “‘I’ like this financial growth plan better than any of the others.” Maybe even, “Take a look at this widget; it’s got 107 ways that you can blah blah blah, blah blah blah. Isn’t it magnificent!?” Now, please don’t get me wrong. Genuine enthusiasm is very important. It’s a key to successful selling. Sales superstar and bestselling author, Zig Ziglar, even teaches that “The last four letters of ‘enthusiasm’, which are I – A – S – M, stand for ‘I Am Sold Myself’” (you’ll have to imagine his classic accent on your own). Yes, enthusiasm (gentle enthusiasm) is a key to success in sales.
Still, we need to discover what enthuses our prospect even more than what enthuses us. Author, political speechwriter and master persuader Michael Cloud says, “When I go fishing I put worms on the fishhook. I don’t like to eat worms; fish do. So I put on the hook what the fish like instead of what I like.” Great point. So, yes, by all means, be enthusiastic. But first, find out what enthuses your prospect, then simply become enthusiastic about helping your prospect own what he or she wants. Bob Burg speaks on “Endless Referrals” and “Positive Persuasion.” He is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: The Art of Positive Persuasion”, “The Go-Giver“, and “Go-Givers Sell More.” Visit Bob Burg at www.burg.com.
“If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.”
E XECUTIVE AGENT
or a portrait photographer, getting the perfect shot is a bit like panning for gold. From lighting and shadows to hair and makeup, everything must come together in a moment of perfect harmony to tell the desired story. Ian Wiant lives for these moments
Born into an artistic family, Ian has been chasing the perfect shot seemingly all his life. But in 1998, after starting work at the Walt Disney Co., he met his wife Mary – also a photographer. “It was then I got serious about my work,” he says. “In our spare time we would work on our passion for photography, sharpening our technique and learning new skills.” They expanded their style to include weddings, events and architecture. In 2004, they decided to take the leap and open their own photography studio. Building an impressive portfolio of professional headshots and family portraits, the business became quite lucrative – so lucrative that the two were able to open a second, larger location in 2013.
By Shannon Hartsoe - Ian Wiant Photographer
“Though the perfect shot is subjective to a point, there are times when we reach the ‘that’s it’ moment from the client, we know that we have given them what they want,” he says. “Many times, you will look through the lens and know that a shot will be awesome, you can see the expressions on a face, the lighting on the hair, when everything in the frame just clicks and you know you’ve done it.”
And Ian should know
Ian Wiant ExecutiveAgent Magazine
The Artistic Side of Business Today, iPhotography Studio is a leading Southern California portrait studio, focusing on corporate and personal portraiture as well as architectural photography. The couple’s newest state-of-the-art studio is larger, and allows them to photograph bigger groups and a wider variety of portrait, group and product photography. But in photography, what you offer isn’t nearly as important as how you offer it. And at iPhotography Studio, the difference is in the experience. With excellent customer service built on strong communication, Ian and Mary are able to help guide their clients to the end goal – that perfect “that’s it moment.” Because they’ve worked with such a wide variety of clients – from personal to professional – the duo is able to assist clients through the process by asking the right questions. “We’ve become quite good at reading people and
understanding what they are looking for,” says Ian. “It’s more than lighting, technique and equipment; it’s also personality and taste, too. Everyone is different so every shot will be different and should reflect the uniqueness of the person or the property.” And there’s nothing Ian won’t do to find the perfect shot. “One time I was hired to photograph a surprise wedding proposal. I was hired to take photos of a young man as he was going to propose to his girlfriend on the beach,” he says. “I had to be unnoticeable to the couple, it would have been too obvious if I was to follow them around. So, I brought my family down to the beach and pretended to be a photographer taking a family portrait on the beach. As my family posed for various photos, I was actually shooting past them at the couple on the beach. We were able to capture an amazingly romantic and meaningful moment.”
The Wiant Family
That’s the kind of customer service his clients have come to expect and one of the reasons iPhotography Studio continues to be one of the most sought after photography studios in the area. Ian and Mary have worked with some of the biggest names in Orange County, including the Orange County Philharmonic, Home and Living Magazine, Arica Design as well as an impressive list of real estate agents and lenders such as Century 21, Wells Fargo, Prudential California Realty, First Team Real Estate and many more. For Ian, passion for great photography just comes naturally, and he says he’s continually inspired by the subjects he photographs.
will turn to us for advice on how to make the shot a better shot – from clothing choices to location choices – and that’s the kind of thing that doesn’t just happen. Our experience enables us to make those kinds of recommendations. I love it when people tell me how easy the process was and how at ease we can make them feel.” Ian Wiant I Photography Studio 2440-G N. Glassell Street Orange, California 92865 Tel: 714-721-5610 Email: Ian@iphotographystudio.com Web: iphotographystudio.com
“I love working with people,” he says. “And I love getting to know them and their style. A lot of times people
The Importance of Having a Sense of Purpose Other research has shown exercising with a buddy makes you more likely to lose weight than if you were to go at it alone. Another study showed people who received a daily hug were 32 percent less likely to get sick. If that’s not a reason to go hug your loved ones right now, we don’t know what is! Although it’s important to keep our brains young through work and intellectual stimulation, it’s just as important to have fulfilling relationships and a sense of purpose. Ask yourself about the quality of your relationships, career path and connections. Do you have a purpose? Do you love? Are you loved in return? Assess where you are and what you need to do in order to make improvements. These issues can be deep and complicated, and certainly aren’t easy to solve with one tip or trick. But we do believe you can take small steps to both find your purpose (say by exploring a side passion) and foster connections (like joining a meetup group in your area). Another thing you can do is practice mindfulness— the skill of being present and engaged. It takes work, but it’s worth it. Schedule time into your life to nurture your connections and do the things you love. Whether this means weekly FaceTime calls with your best friend or visiting the local art museum once a month, make sure you schedule time to stop and smell the roses.
n this day and age, we work hard. Really hard. We all hustle in order to make a living. But research has shown stopping to smell the roses—by focusing on our side passions, practicing self-care, and spending time with loved ones—is a crucial element of living a long life. There’s significant research indicating that these so-called “soft” sciences have an effect on our body and behavior. For example, research has shown those who are optimistic and have good overall mental health are less likely to smoke and more likely to both exercise and eat a healthy diet.
When we think about longevity, it can be tempting to ponder things like bionic body parts and hearts that beat with infinite power. But it’s also important to realize that one of the best ways to ensure we live long, fulfilling lives is to have a sense of purpose and surround ourselves with those we love. -Written by Mehmet Oz, Michael Roizen
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Teaming With Success
e are surrounded by examples of great, and not-so-great, teamwork. Recently I flew to Los Angeles, visited relatives, took in a parade with floats, bands and street performers, saw a football game and attended an opera. Countless teams made it all possible, whether on stage or back stage, seen or unseen. You too are a part of a variety of teams. How well you work together tells me how successful you are. Are you teaming with success? True teamwork takes time and a willingness to contribute to the greater good of the team, as opposed to only looking out for number one. It begins with a desire to work on behalf of the group. Examine your motives. In successful teams, when the teams win their teammates too reap the rewards. Ineffective teams are often betrayed by selfish team members whose individual goals supersede their team’s goals. Among the hallmarks of effective teams, whether in sales or service environments: • A shared vision of the mission of the team and its goals • Willingness to meld one’s individual talents for the betterment of the team • Clear communication in both directions: between team leader and team members, and amongst members themselves • Ample appreciation of individual differences within one’s team • Recognition and reward of team members for their efforts I have chaired boards of directors, coached basketball teams domestically and internationally, and managed talented and not so talented groups within and beyond high-tech. I know from experience that lines of authority alone do not guarantee dedication, loyalty and a shared sense of team play. Similarly, I have been a member of functional and dysfunctional teams and have seen first-hand that talent alone doesn’t guarantee success. Successful teams are about a coming together of talent, a melding of minds and mindsets, and an ability to focus on the big picture. Team members seek the following: • To be heard • To feel important • To be valued, appreciated and recognized • An opportunity to express individuality
These can all occur on well-led teams, without sacrificing the team spirit. It’s a mistake to believe that the best team leaders treat everyone the same way. Realistically, not everyone wants nor needs to be treated the same way. Whether in sales or service situations, many team members are self-motivated. They are self-starters who want the keys to the car and then ask that you step away from the curb. Other team members want and need reassurance, support and a little hand-holding. Neither is right nor wrong. But each excels when treated the way they most want to be treated. Team leaders should strive to achieve the following: • A clear vision of the team’s goals and objectives that they consistently articulate • Appreciation of who each team member is and how to relate to them: personality, temperament, strengths and weaknesses and style • Cohesion through regular communication • Support for each team member • Recognition for members’ accomplishments and group milestones Teamwork is developed over time. Day by day your team can strengthen itself through experience and the natural relationships that occur over time. With time and attention to these tips, soon your group will be teaming with success! - Read about Craig’s popular interactive presentation Teaming with Success: http://www. expressionsofexcellence.com/teamingwithsuccess. html - Download a small PDF file describing Craig’s Teaming with Success presentation: http:// www.expressionsofexcellence.com/onesheets/ Teambuilding_1Sheet.pdf Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com.
Living The Dream
our trainer and your training dollars need to go to mentors who have been or are currently where you want to be! There are numerous incarnations of “living the dream.” Be sure to check out your mentor or trainer before you follow their training to live the dream. These are some of my goals, which have been based on my thirty-five years of top production and being mentored by some of the best in this business. These are my ideas on “living the dream” – 1. Consistent and profitable business, no matter what the market. This means cutting edge, lead generation which is time-blocked every week. Buyers are questioned for motivation, prior to a time investment. All systems lead to a larger net profit! 2. Having goals that are congruent with your values. I have coaching clients who value long, uninterrupted vacations but have goals of 30% increases in net income. The stress on both of us (yes, I’m an involved coach!) is insurmountable! If your values dictate family and volunteerism, then let’s plan a profitable real estate business, which fits into 30 hours rather than 60! 3. Living for the glory of God. Understand how to have a personal relationship with others and how to share the good news with others. Allow the Holy Spirit to guide your actions and consider what Christ would do in your daily activities. I have heard rumors of success and living your dreams without God, but it has never worked for me. I don’t believe true success can come without it. 4. Hanging out with people who are where you want to be or have done what you want to do. The individuals you socialize with and learn from can change you. Get a better group of mentors, check their credentials. Those who don’t make the grade can be helped or avoided. 5. Spending less than you make and investing the rest. This strategy will lead to a day when your money works for you, rather than you working for your money. Does your mentor have the ability to live this strategy?
6. Developing systems that facilitate your goals and your client’s goals. My checklists included the items that helped my client and my bottom line! I would evaluate my checklists frequently to ensure efficiency. 7. Knowing where you are weak. Understanding your weaknesses then creating a program to strengthen those areas. For me, right now – it’s my weight. I know the answers and I have begun to implement a plan. 8. Living the golden rule. Hard to do, but necessary for your integrity! When you have a plan and an outline for your life, you can choose the mentor who has “been there, done that.” The days of listening to speakers and trainers who are “big hat and no cattle” are over! Dream, plan, and seek mentors who are already living the dream you desire! An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22. Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health. Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America. He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world. 1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions. Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology. He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future. Systems are his passion.
SEPTEMBER 16, 2020 TUSTIN TUSTIN RANCH RANCH GOLF GOLF CLUB CLUB
10TH ANNUAL CHARITY GOLF TOURNAMENT
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• Longest Drive Contest • Awards Mixer
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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
119 HOUSING SUMMITS 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!
OUR FIVE POINT PLAN 1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities. 2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services. 3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families. 4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program. 5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.
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
IS RANKED AS ONE OF THE
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