SEPTEMBER 2015 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

TM

DANIELLE GLEW Executive Agent of the Month

Inside Features: Ryan Grant Benchmark Mortgage James Zappulla Keller Williams Realty

Purchase Financing:

Compare our stats to the industry.

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

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

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

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

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

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

But stats are only part of the story.

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

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

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

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

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

September, 2015

South Bay

Cover Story

Editorials

22 - John Boe: Burn Your Boat

32 - Bob Corcoran:

Why Some Agents Sell More Than You

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

ADVERTISERS’ INDEX American Realty...............................35

08 - Jim Rohn:

Love The Opportunity...

City of Hope.....................................34 Evergreen Home Loans......................2

13 - Jim Rohn:

i Photography Studio.................21 - 31

Doing the Remarkable

Kinecta Federal Credit Union..........36

15

PWAOR.............................................24

10 - Chris Widener: Life Rewards Action

SBAOR........................................12

Danielle Glew

The Termite Guy................................7

Executive Agent of the Month

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

25 Ryan Grant Executive Banker of the Month

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© Copyright 2015 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

James Zappulla

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

James Jim Zappulla Zappulla ExecutiveAgent Magazine

Written by Haley Freeman

EA

Crafting Superior Results

J

ames Zappulla is an industry icon in the Rancho Palos Verdes real estate community, where he has spent his 36-year career guiding buyers and sellers through countless, profitable real estate transactions. Now the CEO of the Superior Estates Team at Keller Williams Palos Verdes Realty, James is building a core of powerhouse agents who are making the American Dream come true for homeowners throughout the South Bay. James grew up in rural Connecticut, where as a young man he learned to fly airplanes, transporting potential land buyers to private acreage for sale in the Adirondacks. He also spent winters building modular homes in an indoor workshop. From these experiences, James developed a passion for homes and real estate that followed him all the way to California, where his mother was one of the first Realtors® in Palos Verdes.

Filled with youthful enthusiasm and awe for the beauty of the PV peninsula, James eagerly obtained his real estate license and joined the brokerage where his mom worked. In a short time, he became the top salesman in the office, surpassing even his mother, and was soon promoted to manager. With a stern, but friendly, warning from his mother not to try to manage her, James continued to break records and soon found his way to RE/MAX. There, he became a top 100 Realtor® and won every corporate award for 27 years, including the Lifetime Achievement Award. He then assisted in opening Keller Williams Palos Verdes Realty, where today he leads the Superior Estates Team with his talented young business partner, Rocio Ortegon.

A New Outlook on Life and Real Estate James suffered a severe car accident in 2009, and as a result he had to undergo a liver transplant. After a successful surgery at UCLA, James spent a long period of time recovering his health. He says it took a whole team of people to take care of him, and both his sister and Rocio obtained training at UCLA in order to help do the job.

This devastating and life-changing experience gave James a new perspective on life. After receiving the gift of life from an organ donor, James says, “Life is very precious. You have a whole different outlook on life when you know you’re going to die and then somebody saves your life. I really respect life, and I think more now about how I treat my body.”

After having literally been given his life back, James and Rocio set out to leverage his experience to build a

real estate legacy. “I’m coming back strong in every part of my life; I got my success back, too. Rocio re-sparked my business, and now we have seven really good people working for us.”

“Nobody reaches success by themselves,” James says. “It always takes a team. Rocio manages the whole team, and I try to teach them everything I know. Keller Williams is a big help, because the training here is second to none.”

Some of his best advice to the agents he trains? “Never sell something you wouldn’t buy yourself. Always protect the client at all times. I am trusted by many people here because of my long-term experience, and because they know they can always trust my advice. Not one of my clients has ever lost money in a transaction with me – no matter what the market.”

According to James, you can never know it all, no matter how long you’ve been in the business. “Even the most advanced Realtor® needs to be brought up to speed. Everything changes every year in real estate.”

With an office centrally located in Torrance, James remains focused on the Palos Verdes market, while Rocio and the rest of the team are busy in the beach cities and elsewhere, reaching as far as Perris, Calif. James has worked with many high-profile clients over the years who trust him with their real estate decisions, and he is well-versed in many complex areas of real estate, including 1031 exchanges and probate transactions.

He is now involved in redevelopment of the Rolling Hills Country Club, where 114 new homes are being constructed in the next three years.

James says that he fell in love with the Palos Verdes area the first time he saw it. “I looked at PV from the top of the mountain and saw a view of the entire LA basin that took my breath away. Our 75 miles of horse trails makes this community like a farm in the middle of the city. The lifestyle here is like no other, and it fuels my passion to sell homes and change people’s lives.”

James Zappulla Keller Williams, Superior Estates Investment, Inc. 23670 Hawthorne Blvd., Ste. 100 Torrance, CA 90505 Phone: 310-487-8866 Email: JamesZapp@aol.com Website: www.SuperiorEstates.net CalBRE # 00693638

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Love the Opportunity...

S

omebody said you have to love what you do, but that’s not necessarily true. What is true is that you have to love the opportunity. The opportunity to build life, future, health, success and fortune. Knocking on someone’s door may not be something you love to do, but you love the opportunity of what might be behind that door.

For example, a guy says, “I’m digging ditches. Should I love digging ditches?” The answer is, “No, you don’t have to love digging ditches, but if it is your first entry onto the ladder of success, you say, ‘I’m glad somebody gave me the opportunity to dig ditches and I’m going to do it so well, I won’t be here long.’”

You can be inspired by having found something; even though you are making mistakes in the beginning and even though it is a little distasteful taking on a new discipline that you haven’t learned before. You don’t have to love it, you just have to learn to appreciate America, appreciate opportunity and appreciate the person who brought you the good news; that found you.

Appreciate the person who believed in you before you believed in yourself, appreciate the person who said, “Hey, if I can do it, you can do it.”

If you will embrace the disciplines associated with the new opportunity you will soon find that your self-confidence starts

8

to grow, that you go from being a skeptic to being a believer.

And soon when you go out person to person, talking to people, you will find it to be the most thrilling opportunity in the world. Every person you meet - what could it be? Unlimited!

Maybe a friend for life. The next person could be an open door to retiring. The next person could be a colleague for years to come. It’s big time stuff. And sometimes in the beginning when we are just getting started we don’t always see how big it is.

So, before you are tempted to give up or get discouraged, remember all success is based on long term commitment, faith, discipline, attitude and a few stepping stones along the way. You might not like the stone you are on right now, but it’s sure to be one of the stones that lead to great opportunities in the future.

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

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Written By Jim Rohn

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Life Rewards Action

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ExecutiveAgent Magazine

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By Chris Widener

T

hinking is good, yes it is. I strongly encourage thinking. In fact, thinking plays a terrific role in success. It helps you strategize. It helps you get motivated. It tunes you into success. I am all for thinking and I do it regularly!

That being said, just thinking, no matter how good of a thinker you are, will never catapult you to success. The difference between the thinker who succeeds and the thinker who doesn’t is that the thinker who succeeds also ACTS! Life does not reward thinking. Life rewards action. Let me clarify: Life rewards thoughtful action.

thought into a physical reality?

There is only one thing: ACTION. Will you succeed? Will you achieve your dreams? Will you live the life that you want? Only you can make that decision because only you can decide whether or not you will act.

My friends, life rewards action. Your actions do not need to be perfect. They just need to be. And then they get rewarded with success. With achievement.

Accomplishment.

You have the power within you to lead YOUR life as you see it. There is only one question you must answer for yourself:

Think first, by all means… But then ACT! Do you want to gain wealth? Then save your money ACT! Do you want to lose weight? Then hit the treadmill ACT! Do you want a new job? Then quit your current one ACT! Do you want to write a book? Then begin to write - ACT! Do you want a new friend? Then introduce yourself ACT! Anything you want to accomplish will only be done by bold and decisive action.

Wishing won’t bring it about. Neither will dreaming. Nor will hoping.

Will I act?

Because Life Rewards Action.

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2002, Made For Success. Used by permission. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@frogpondgroup.com; http://www. frogpondgroup.com.

Nope, you must ACT. What is it you want from life? Tell me. Be specific. Be clear. Think about it. Strategize. Roll it around inside that noggin of yours. Got it? Good. Now what? What will you DO to turn that non-physical electrical impulse we call a

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HAVE YOU EVER THOUGHT ABOUT WHAT $150 CAN GET YOU NOWADAYS? Last year alone, the SBAOR brought our members many fabulous classes and events for FREE or at incredibly reduced prices.

• Tom Ferry - Supercharge Your Business • Business Planning Classes • Got Nancy - Assistant Training • Senior Real Estate Specialist • Certiiied Condo Specialist • Probate Specialist • All day Tech Workshop • Online license renewal • Extensive Commercial Education Series • Courses, panel events and networking

opportunities for residential, commercial and global real estate • Member Appreciation Week - Free classes, food and prizes

We also provide many other resources and services for our members.

• Local advocacy for the protection of your rights • Tips and guidance with city selling issues • A fully stocked REALTOR® store • Full service staff to assist our members

Call us for more information and competitive pricing!

310-326-3010

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Doing the Remarkable

By Jim Rohn

W

hen it comes to meeting and conquering the negativity in your life, here is a key question: what can you do, starting today, that will make a difference? What can you do during economic chaos? What can you do when everything has gone wrong? What can you do when you’ve run out of money, when you don’t feel well and it’s all gone sour? What can you do?

Let me give you the broad answer first. You can do the most remarkable things, no matter what happens. People can do incredible things, unbelievable things, despite the most impossible or disastrous circumstances.

Here is why humans can do remarkable things: because they are remarkable. Humans are different than any other creation. When a dog starts with weeds, he winds up with weeds. And the reason is because he’s a dog. But that’s not true with human beings. Humans can turn weeds into gardens.

Humans can turn nothing into something, pennies into fortune, and disaster into success. And the reason they can do such remarkable things is because they are remarkable. Try reaching down inside of yourself; you’ll come up with some more of those remarkable human gifts. They’re there, waiting to be discovered and employed.

With those gifts, you can change anything for yourself that you wish to change. And I challenge you to do that because you can change. If you don’t like how something is going for you, change it. If something isn’t enough, change it. If something doesn’t suit you; change it. If something doesn’t please you, change it. You don’t ever have to be the same after today. If you don’t like your present address change it — you’re not a tree!

If there ability to to get a success.

is one thing to get excited about, it’s your make yourself do the necessary things, desired result, to turn the negative into That’s true excitement.

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 .

Remarkable ExecutiveAgent Magazine

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

DANIELLE GLEW Executive Agent of the Month

ExecutiveAgent Magazine

DANIELLE GLEW Written by Haley Freeman - Ian Wiant Photographer

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listing specialist for the award-winning Hoffman Murphy Team in the South Bay, Danielle Glew is a young real estate professional who knows her business and knows where she’s going. She is ambitious, focused and enthusiastic about crafting a successful career around helping people find their place in the South Bay community she calls home.

Danielle’s story begins with her experience growing up with parents who were broker/owners of two successful Real Estate franchises in Northern California.

After earning her degree in communication from USC, an adventurous Danielle moved to Australia. Shortly after her return to the U.S., the market crashed, and she went to work with her mom, a top producing real estate broker, with a high volume of 100+ transactions a year.

“That was my first experience working hands-on in the business. I realized I was a lot further ahead in the game than most people because of my background. I saw that real estate would allow me to have what was most important to me: freedom. There is no ceiling on my achievement and

no limit to what I can accomplish. The only one responsible for my future is me.”

Eventually Danielle and her husband relocated back to Southern California, where she continued working in residential real estate, as well as consulting with a real estate staffing firm affiliated with Keller Williams Realty. It was through that channel she met powerhouse real estate duo Marie Hoffman and Sue Murphy of The Hoffman Murphy Team. An instant connection with both owners compelled Danielle to join HMT, where she has worked as the Lead Buyer Specialist and now recently moved to the listing team.

Building on a Foundation of Excellence Danielle’s zest and professionalism spill over when she talks about her passion for the industry and the outstanding people she works with. “I fell in love with Sue and Marie right away. I resonated with them and their business philosophy, and I saw a huge opportunity to be a part of the top team in the South Bay. I have a strong desire to be surrounded by the best and emulate their success.”

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Her desire to surround herself with successful people was fostered by her parents, who exposed her to coaching when she still a teenager. “My parents were very committed to the Mike Ferry Organization, and they took me to my first Mike Ferry seminar in high school. They brought me along to show me the endless possibilities available to me, help me learn the entrepreneurial mindset and most importantly – the power of setting goals. I started writing down my goals at 16, and watched how that personal commitment made things happen for me. After being raised by two entrepreneurs, I knew early on that I never wanted to work for anyone in a traditional 9-5 capacity. It’s not in my makeup.”

With the Hoffman Murphy Team and Keller Williams, Danielle found a culture where she could build on the training she had begun early in her life and have the support of people she admired who would help her reach her highest potential. “I think about what I can learn from these women who have created a thriving business.

They are incredible mentors for me personally and share

continuous growth opportunities within our company, encouraging everyone on our team to think big. We’re like a family here, always working to be our best. We all know each other’s ‘Big Why’ and work together to achieve it.”

Danielle’s “Why” goes back to freedom. “I work for freedom, which can be interpreted in a lot of different senses of the word. I want freedom to achieve anything and go anywhere, to be who I intend to be. I want the financial freedom to give my children every opportunity.

I want the freedom of time to explore and travel the world.

There is no limitation. I am the guardian of my own destiny and want to live life to the fullest.”

Her “Why” also includes the impact her actions have on others. “It’s extremely satisfying to me to see the benefits real estate creates for families or investors. It is a great responsibility to help people with the greatest financial decision of their life.”

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Influenced by Success Creating Raving Fans According to Danielle, the Hoffman-Murphy Team exemplifies the very best of Keller Williams’ culture, which is “all about personal growth and endless potential.

Sue and Marie have taught me how to provide a customer service experience unlike anything people expect from a real estate agent. They make it a seamless experience and create raving fans that keep coming back.”

Danielle describes how the team of 10 possesses “stratified expertise so that everyone is focusing on one specific function. We have both buyers and listings agents, and the support staff makes us shine.”

From the moment a client calls in to the office, a whole system is engaged to ensure they receive white glove treatment. Phone calls are always answered. Within four hours, a package is delivered right to a client’s door, containing all of the information they need to prepare for their appointment. When they arrive at the office, they

find a parking spot is reserved for them with their name on it. They are welcomed, offered something to drink and introduced to members of the team.

That’s when the real magic begins. Once a home is listed, everything possible is done to make sure it is more appealing than anything else on the market. If needed, homes are cleaned, painted, carpeted and staged. Then they are priced to sell quickly and at maximum value.

Buyers and sellers are thoroughly educated about the process. Communication is constant as clients are updated daily on the status of their listing or escrow. The average listing time for a home marketed by the Hoffman Murphy Team is 15 days, with an average sale price of 101 percent of listing. The service doesn’t stop there. Clients are friends for life, receiving anniversary cards and regular market updates, as well as invitations to semi-annual client appreciation parties.

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“Our market is hyper-local,” Danielle says. “People who live here want to do business with other people who live here. It feels like a small town. I like it because I feel passionate about where I live, and it makes it easy to sell.

I feel that having children has enhanced my ability to connect with families instantly. It opens up a whole new world of activities and is a great way to connect clients to the community. It’s one way to maintain value with the internet educated consumer. There is local knowledge you can only have from experiencing it first-hand.”

Pursuing her Passion Danielle and her husband are the parents of two small children. Danielle is a committed, full-time professional, but also a devoted mom who reserves the 6:00 to 8:00 p.m. timeslot to prepare her children for bed every night.

She says that juggling a family and her demanding career requires that “I make good use of time every second I’m away from home. This is my career, and I’m investing in

myself in a big way. I want to be something special for my kids and provide them with the life and experiences that were given to me.”

Danielle has a vision of sharing her passion and experience not only with her own children, but with a greater audience of young people. “One passion I’ve found is teaching. I get a lot of satisfaction out of seeing other people achieve things. I’ll never forget the way I felt when I was 16, seeing Mike and other successful multimillionaire agents who live a big life. Learning those skills at a young age help me so much as an adult. I’d like to do something like that for other young professionals. I want to achieve big things and inspire other young people to have really big lives. I feel proud to be a real estate agent. I want to influence people the way I’ve been influenced by success.”

ExecutiveAgent Magazine

Danielle Glew Keller Williams Beach Cities 1500 Pacific Coast Hwy. Hermosa Beach, CA 90254 Phone: 310-418-1634 Danielle@hoffmanmurphy.com www.HoffmanMurphy.com CalBRE # 01861240 ExecutiveAgent Magazine

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Burn Your Boat

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believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.”

Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping commitments? Do you allow the negative influences of fear, anxiety, self-doubt and worry to dominate your thinking and sabotage your results?

Sadly, most people fail to achieve their goals, not because they are lazy or lack self-motivation, but because they were never “fully committed” to succeed! I cannot think of a single great achievement that has ever been attained without first a plan of action and then an unshakable commitment to its accomplishment.

Walt Disney was arguably one of the most creative dreamers and determined men of the twentieth century.

Walt understood the power of commitment and would frequently tell those around him, “When you believe in a thing, believe in it all the way, implicitly and unquestionably.”

The ancient Greek warriors were both feared and respected by their enemies. In battle, the Greeks established a well-deserved reputation for their unsurpassed bravery and unshakable commitment to victory. The key to their overwhelming success on the battlefield had far more to do with how the Greek commanders motivated the warriors, than it did with issues of tactics or training.

The Greeks were master motivators who understood how to use a “dramatic demonstration” to infuse a spirit of commitment into the heart of every warrior. Once the warriors had been offloaded from their boats onto their enemy’s shore, the Greek commanders would shout out their first order…”burn the boats!” The sight of burning boats removed any notion of retreat from their hearts and any thoughts of surrender from their heads.

In your sales career your battles are not fought with weapons on foreign shores, but within the confines of your own mind. A truly committed salesperson does not have the luxury or the time for the self-indulgence of negative thinking.

The true underlying motivation for all success is a deep and unwavering commitment to the task at hand. The sales profession is a demanding and challenging career, but it is also personally rewarding and financially lucrative for those who are fully committed to becoming successful.

If you are being pushed around mentally by thoughts of fear, anxiety, self-doubt and worry, it is time to “burn your boat” and become fully committed to your sales career!

“Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative and creation, there is one elementary truth the ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, and then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents, meetings and material assistance which no man could have dreamed would have come his way. Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now.”

- Johann Wolfgang von Goethe John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International.

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

Imagine the tremendous psychological impact on the soldiers as they watched their boats being set to the torch.

As the boats turned to ash and slipped quietly out of sight into the water, each man understood there was no turning back and the only way home was through victory.

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Written by John Boe ExecutiveAgent Magazine

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BANKER E X E C UTIVE

Ryan Grant Executive Banker of the Month

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ecognized by Scotsman Guide as one of the “Top 50” loan originators in the nation in 2014, Ryan Grant is both highly decorated and widely respected among his clients and peers for his outstanding customer service, integrity and servant leadership. After more than 12 years in the industry, he has excelled as an originator, manager and business owner. Today he is a producing branch manager for Benchmark Mortgage, where he has the distinction of opening the company’s first branch office in Orange County.

Early in his life, Ryan pursued his goal of becoming an attorney. He earned his bachelor’s degree in law and society from UC Santa Barbara and was accepted to law school. He then decided to take a year off to save money to pay for school and followed his brother-in-law to an opportunity in mortgage lending. “I loved it and realized I was good at it. I enjoyed helping people with a combination of being a consultant, working with numbers and having an immediate impact on peoples’ lives.”

Ryan’s passion and aptitude for the industry quickly opened doors to greater and greater opportunities, and he eventually accepted a position as regional manager for a brokerage firm in Orange County.

Written by Haley Freeman - Ian Wiant Photographer

Master Of His Own Destiny When the market crisis was about to hit in 2007, Ryan did something that many would find shocking – he started his own company. He reasoned that an aggressive, proactive approach was the only way to deal with what was coming. “I knew it would be tough for the company to stay afloat, but I needed to be able to steer my own ship.”

That strategy worked, and two years later, he merged with a San Francisco-based company. “I helped them start their retail division and became the director of retail operations. In 2010 when interest rates moved up, I really wanted to get back into the relationship-based side of finance and focus on purchases rather than refinances.”

Ryan reinvented himself once again and moved his team to imortgage, where they excelled for 4 1/2 years. Ryan describes this period as the beginning of his second career in the industry, during which his shift from management to origination required that he build a client base from the ground up. “I didn’t have a big client list and had done hardly any purchase loans up to that point. I had to get out and make a name for my team and impress people with the way we helped our clients.”

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The Ryan Grant Team: Amit Singh, Aaron Hanson, Darlene Cathey, Ryan Grant, Jeanette Lee, Angilla Wang, Cindy Rangel, Darcy Gonzalez Over time, Ryan’s strategy for success moved from generating volume through high saturation of the market, to a more focused, consultative approach. “Once I started taking coaching classes and understanding the business to a deeper degree, I stopped trying to be everything to everyone, and instead began focusing on being the right things to the right people.”

success. When we achieve success, we achieve it together.

If anything goes wrong, it’s not anyone’s fault – we just fix it and make sure the client remains the number one focus. When clients see us work as a team, it’s a powerful thing. They realize they’re working with professionals who are on the same wavelength, so they know what to expect.”

Ryan’s concentration is now trained on cultivating the highest quality relationships with an exclusive community of strategic partners, including Realtors®, real estate and estate planning attorneys, CPAs and financial advisors, all of whom are committed to working together to guide customers through a continuum of financial choices and outcomes.

Ryan has built a business that is firmly based on customer service, using lending as a financial tool to help clients do more than simply meet their objective of buying a particular house. “All of our systems are geared to helping people build wealth in the short term and long term. We believe in financial planning through real estate. When moving from one home to another, we help clients see if it’s possible to accumulate real estate rather than sell. We know our clients’ goals, financial plans and family plans because we talk not just to them, but to their other financial advisors.”

“We’ve gotten very specific about who we are working with and why. We all have a mutual level of respect and

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Armed with a complete understanding of his clients’ financial goals, Ryan follows up every year with an annual review. “On the anniversary of their loan, we talk about whether they are still comfortable or if there have been changes in their life that are causing them to think about moving up or down. I also monitor their mortgages throughout the term of their loan and proactively manage it the same way a financial advisor would manage their assets, making sure they don’t miss an opportunity to save money or leverage equity to consolidate.”

Something Bigger Than Themselves Ryan describes his team as “a core of elite people who know their jobs and are the best at what they do.” He has developed a highly systematized, replicable and consistent system for every process. And if it is ever discovered that there are holes or duplications, steps are taken to redefine

roles and hire help where it is needed. Ryan is an effective delegator, who trusts and respects his team, all of whom are working toward the same goal: having a client for life.

Ryan’s team includes seven dedicated individuals in addition to himself. Angilla Wang and Aaron Hanson are both talented and experienced loan consultants who share Ryan’s consultative lending approach.

Darlene Cathey and Darcy Gonzalez are the “ladies who quarterback clients’ docs. They are both phenomenal at keeping clients informed, updated and working with the processing team on files.”

Amit Singh is the team’s pipeline manager, and he is “brilliant and integral to the business. He ensures that transactions are priced right and moving through the system appropriately.”

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Cindy Rangel is the team’s marketing coordinator.

“Anytime you see our team, it’s because of her. She works with our vendors to develop flyer creation, co-branded marketing, event production and open houses, and she is integral in working with our real estate partners. She’s almost as much a part of their team as mine.”

Ryan recently began a new and enriching phase in his personal life when he and his wife, Brianne, welcomed their first child. Their 8-month-old baby daughter, Kyla, is a new source of light and inspiration to her parents.

Ryan is also a long-time athlete who still makes time to play basketball and golf.

Loan processor, Jeanette Lee, is new to the team, but worked with Ryan back in 2006. “She is one of the best loan processors in Orange County. She’s phenomenal.”

“I have always been a proponent of leading by example,” Ryan says. “I get into the office early and stay late.

Working with quality people drives me to work hard. I may not be the smartest guy in the room, but I think I care the most, and I have an amazing team. There’s no way I could have done this by myself.”

Ryan takes his responsibility as a leader very seriously, because he believes “the number one inhibitor of business growth is its leader. You hear in coaching that you can’t do it all by yourself. More than anything, I want everyone to know they are part of something bigger than themselves. We’re all working toward the same goal of customer service excellence. But it’s not about the money – that’s just a byproduct of what we do. Our real ‘why’ is making an impact on people’s lives.”

Benchmarks disclaimer: Ark-La-Tex Financial Services, LLC d/b/a Benchmark Mortgage 5160 Tennyson Pkwy STE 2000W, Plano, TX 75024. NMLS ID #2143 (www.benchmark.us) 972-398-7676. This advertisement is for general information purposes only. Some products may not be available in all licensed locations. Information, rates, and pricing are subject to change without prior notice at the sole discretion of Ark-La-Tex Financial Services, LLC. All loan programs subject to borrowers meeting appropriate underwriting conditions.

This is not a commitment to lend. Other restrictions may apply.

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The Ryan Grant Team Benchmark Mortgage 65 Enterprise, Ste. 355-B Aliso Viejo, CA 92656 Tel: 949-651-6300 - 949-767-7111 Email: Ryan.Grant@benchmark.us Web: www.ryangrant.benchmark.us NMLS ID 118767 ExecutiveAgent Magazine

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Why Some Agents Sell More Than You

W

ith all due respect to Abraham Lincoln, all real estate agents are not created equal.

see when they see you up close and in person? What do they see when they see one of your ads in the newspaper?

Now before you get mad at me, hear me out. I’m not saying it’s a bad thing that agents are unequal. It’s just the way I see it. For example, if you judge agents by how many houses they sell, they are clearly not equal. Not every agent sells 100 houses a year.

What impressions are your marketing materials leaving with the public? And, even more importantly, what impressions are you leaving with people you meet face to face?

So what I am saying is that each agent brings his or her own unique gifts to the office. And the key is to understand your own special gifts, and then put them to work in a way that not only makes you more successful, but also makes you stand out from all the other agents in your market.

When I work with clients to help them develop their professional identities, I like to use the SWOT analysis – Strengths, Weaknesses, Opportunities and Threats. For purposes of this article, focus primarily on the first two: your strengths and weakness. Then later you can look at the other two as they relate to your particular market.

And I honestly believe one reason some agents outsell some of their peers is precisely because they’ve taken time to – in the words of Ms. Abzug – establish their “professional identity.”

Assess both your strengths and weaknesses carefully.

And recruit others for this exercise. Find out what your friends, family and coworkers see. Many times others see things you miss.

Consider for a minute what you think – what you really think – when you hear about an agent that’s outselling you in your market. Be honest. Probably a little bit of jealousy, sprinkled with a little resentment.

Then develop specific ways to put your strengths to work in your business life. And look at the weaknesses you believe you can change. Work on them to slowly turn them into strengths. When you add your strengths to your services, you begin to shine through in all that you do for your clients and prospects, and before you know it, you’ve created your very own professional identity.

Well, the way I see it, you have a couple of choices. You can feel that jealousy (and there’s nothing wrong with that – you’re only human). But if you leave it at that, you don’t improve. You sit there with your sour grapes.

The other choice is to stop and take a little time to learn from those successful competitors. When you do that, you’re heading up the on-ramp to a speedy interstate of faster sales.

And if you do examine top producers, you’ll soon realize they all have something in common: yes, that strong professional identity. They’re easy to spot, they have a consistent way about them and they exude professionalism.

Best of luck to you!

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2009, Bob Corcoran. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

So, have you taken time to consider your professional identity? Have you thought about the impression you’re making out there in the trenches? What do potential clients

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Written By Bob Corcoran ExecutiveAgent Magazine

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

Turn to Kinecta – Let’s build solid financial futures together.

With a vast array of mortgage products, Kinecta has an option that will fit your client’s financial situation and provide homeownership longevity.

For example, our non-warrantable condo loan program: • Projects with 21 or more attached units • < 20% of the units may be owned by a single entity, such as the builder • At least 35% of the total units in the project must be under contract for primary residence and second homes • Minimum 10% of the total units in the project must be closed and funded

• 50% of units and common areas must be complete • Located in Los Angeles or Orange County • Purchase & Rate/term refinance • Jumbo 5/1 and Jumbo 7/1 Adjustable Rate Mortgages

As your local lender, Kinecta understands the market in which you work and your clients live.

Contact us today!

Duane Reddington

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

Jason Redmond

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

Visit the Kinecta booth at: OCAR Expo, November 2, at UC Irvine and NAR Expo, November 13-16 at the San Diego Convention Center

Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use.

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