SEPTEMBER 2015 SAN DIEGO

EXECUTIVEAGENT MAGAZINE

Billy Colestock & Yesenia Nogales Executive Agents of the Month

Inside Features: Cindy Ellison R.B. Haley Fine Homes Kathleen Nguyen Lifetime Real Estate Jeremy Patterson imortgage

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

September, 2015

San Diego

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 Email: Info@eamag.net Web: www.EAMag.net

ADVERTISERS’ INDEX City of Hope..................................35

08 - Jim Rohn:

Love The Opportunity...

imortgage....................................2 i Photography Studio.................21 - 31

10 - Chris Widener: Life Rewards Action

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Veterans United ..............................36

Executive Agents of the Month

04 Cindy Ellison

25 Executive Banker of the Month

PWAOR..........................................24 The Termite Guy................................7

Billy Colestock & Yesenia Nogales

Jeremy Patterson

Kinecta Federal Credit Union.............11

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 © 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.

12 Kathleen Nguyen

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E XECUTIVE AGENT

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MAGAZINE

Cindy Ellison Written by Steven McReynolds

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Instead, Cindy attended the University of Southern California and obtained her Certified Legal Assistant designation. She worked for 13 years as a paralegal for a top trial team.

“It didn’t seem like the career I wanted to be in; I wanted something with more balance,” she says.

Even though Cindy enjoyed working for a law firm, she was provided the opportunity to obtain her real estate license and work for her parents at RE/MAX when her husband was transferred to San Diego.

rowing up, the last career Cindy Ellison saw herself in was real estate. The daughter of brokerowners who ran a RE/MAX franchise in San Diego, Cindy says she remembers her parents seemed like they worked 24/7, and she wanted no part of that.

“My mom, who was still a broker-owner of the RE/MAX franchise, said come work for me and I will provide the flexibility you need with your kids. She knew with my extensive real estate law background, the transition would be easy.” And that started a 17-year career selling real estate that had once seemed so unlikely.

Today, after 14 years selling at RE/MAX, Cindy is now a top-producing agent with the boutique agency R.B. Haley Fine Homes & Estates in San Diego.

She says a combination of knowledge she gained from her parents, now retired, and skills in diplomacy and contracts learned in the legal industry have helped turn Cindy into a highly sought-after Realtor® in the San Diego area.

Oddly enough, one of the most important things she learned from her mom was how NOT to let a real estate career take all of your time while raising kids. “My mom was an agent for 30 years and she passed on a wealth of information on how to be a top-producing agent without working seven days a week, the things she eventually learned,” Cindy shares. “I found time to balance raising my three kids whom played competitive sports. I was able to attend their events while still being a successful agent, and now they’ve all graduated from college.”

With a laugh, she adds: “NOW I’m working 24-7!” Outside of work Cindy finds time to volunteer with Voices for Children, which advocates for foster children. “Once my kids graduated I decided it was time to give back, and with my law background I feel that being an advocate for foster children in the court system is a good fit for me.”

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She also loves spending time with her husband of 31 years, Gary, who works in nuclear medicine at Scripps Hospital in San Diego. “We love to walk the beaches of San Diego in our free time and anytime our children are in town, you can find us hiking with them.”

Experience and Diligence Cindy’s clients quickly learn that she makes protecting their best interests a priority. This stems from her legal days, where she learned how to diligently rework contracts. She has also worked for 13 years with the same full-time transaction coordinator, Karen Pritchard, so every facet of the transaction gets thoroughly scrutinized and our clients’ best interest protected. We are a great team.

And with nearly 20 years of real estate experience in San Diego, Cindy knows about the local market and the finer points about neighborhoods and schools -- details that help her clients make the most informed decisions possible. “It is important to me that my clients buy the right house. I am the first person to point out if I think the house may not be a good fit or if I have concerns about future resale.”

Cindy makes good use of technology to help clients buy and sell homes, the results she gets from building relationships are still the most important part of her job.

“I understand that technology is the forefront of marketing yourself as an agent but I have been very successful with establishing relationships with my clients and those past clients referring me.” she says. “I am focused on the results and the personal touch really seems to work for me.”

“I spend a lot of time with my clients to make sure they’re happy with their purchase and I take pride when the transaction goes smoothly,” she says, adding: “If they’re not happy they’re not going to refer me.”

Cindy says she really enjoys working at R.B. Haley Fine Homes & Estates. While she learned a lot from her time at RE/MAX, she decided it was time to make a change. She chose R.B. Haley Fine Homes & Estates because she had personally connected with the broker, Libby Rogers, and felt they had the same work ethic and values.

That personal connection has always been at the center of her success.

Cindy Ellison R.B. Haley Fine Homes & Estates 12396 World Trade Drive, Suite 306 San Diego, CA 92128 Tel: 858-967-4171 Cindy.EllisonSD@gmail.com www.CindyEllisonSellsHomes.com CalBRE # 01249232

“I am a premier agent on Zillow and I take pride in the reviews that are posted on my site,” she says. And while

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Love the Opportunity...

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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

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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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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

By Chris Widener 10

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

Contact me today!

Erik Jenner

Mgr. Mortgage Loan Sales NMLS# 38025 direct: 949.253.5337 | fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

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.

18169-06/15

E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Kathleen Nguyen

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ourage, hard work and determination. These are qualities Kathleen Nguyen has in abundance, and they are also the qualities that make her an outstanding Realtor®. As the broker/owner of Lifetime Real

Estate, Kathleen is intent on helping families build lasting wealth and a lifetime of happy memories in the place they call home.

After Kathleen earned her degree in psychology, she worked for a non-profit organization called The International Rescue Committee (IRC), where she helped immigrants settle in the U.S. This was a trust near to Kathleen’s heart, as she and her family made their own harrowing escape from Vietnam in the late 1970s. Her father was forced to leave her mother behind, boarding a small 50ft. fishing boat with Kathleen and her brother. They spent nine days at sea, during three of which they had no food or water, before being rescued by a carrier and eventually sponsored to the U.S. “That’s why I started working for IRC,” Kathleen explains. “I’m very proud to be an American. We have the freedom to say what we please without repercussions. Based on our efforts, we have the choice to be successful.

We have such a good life here in America.”

Kathleen next worked with Lockheed Martin to pioneer a successful Welfare-to-Work program, helping single parents get off welfare by obtaining job training and gainful employment. Both committed and tenacious, she quickly moved up from counselor to regional manager.

Ready for new challenges, Kathleen obtained her MBA and then her real estate broker’s license. Always an ambitious selfstarter, she opened her own brokerage a short time later in 2004.

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Creating Positive Outcomes If there is a theme to Kathleen’s career, it is helping people to better themselves. And her extraordinary compassion and dedication have inspired her to continually better herself in order to be of service to others. “I like to hang out with positive people and do positive things,” she says. “I love real estate because helping buyers get into a new home is exciting, and they are so happy when we close the transaction.”

Kathleen is able to make good use of her counseling background, both in calming clients during difficult transactions, and in guiding and educating them in their home buying decisions.

According to Kathleen, “Closing a deal has to do with two competent agents being able to work together to get it done. I’m very focused and try not to do too many deals at once. I spend a lot of time with each of my clients, and I’m available and ready to jump in to make quick decisions.”

Kathleen describes herself as “wiser and more careful” since the market crash, and she places a high value on mutual trust, respect and honesty with clients. “Back then, everyone was buying based on appreciation. I counsel my clients, especially investors, to be very careful about purchasing homes that don’t cash flow well. I’m not a pushy agent, but I give them the data they need to make a good decision. If the numbers don’t make sense, my advice is ‘don’t buy.’”

market value, and the buyer who can’t obtain a conventional loan can work out a payment plan with the seller.

In cases where the seller wants to get cash out, I can bring in investors who will do financing.”

Of course, the greatest challenge is in identifying sellers interested in owner financing. “When I find buyers who want a home in a certain community, I go find a seller who is willing to do it. Buyers may not have a lot to choose from, and a lot of sellers are not familiar with how it works. But I’m not afraid of challenges – it’s an idea that’s been around for a long time. There is still a lot of education and hand-holding involved and it is not mainstream financing.”

Happily, Kathleen’s personal story also has a joyful ending. At 18, she went back to Vietnam and was reunited with her mother. She was eventually able to help her mother immigrate to the U.S., and now she lives with Kathleen and her husband, helping to care for their two children. “Life is complete for me, and I feel very fortunate and happy. I’m always improving my business and finding ways to invest in real estate. When I’m set to do something, I am determined to get it done. Although my childhood was not a normal one, who’s is anyways? I don’t create too many excuses in life. Life is too short, I plan to live my life fully, make as much money as I canto freely give back to those in need, and enjoy more time with family.”

Kathleen has developed a unique real estate niche.

In the aftermath of the recession, there are still many buyers who have not fully recovered and have difficulty qualifying for financing. “My focus is on helping them find homes that are seller financed. I love this area right now, because it is a win-win for all parties. Sellers who have equity in their homes are able to sell at higher than

ExecutiveAgent Magazine

Kathleen Nguyen Lifetime Real Estate 13446 Poway Rd., #219 Poway, CA 92064 Tel: 858-775-5423 Email: Kathleen@Lifetime-RE.com Web: www.Lifetime-RE.com CalBRE # 01260889

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

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Cover Story

Billy Colestock & Yesenia Nogales Executive Agents of the Month

ExecutiveAgent Magazine

BILLY COLESTOCK & YESENIA NOGALES “Building A Legacy In Real Estate�

Written by Haley Freeman - Ian Wiant Photographer

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absolute favorite thing is the joy she gets to see on her clients face when she hands them over the keys to their new home. It is a very special moment for all involved and she relishes such moments more and more every time.

Yesenia Nogales was born and raised in Guadalajara, Jalisco, Mexico. She is a natural-born entrepreneur, always searching for the best way to serve her clients.

Yesenia has always enjoyed investing in the real estate market; she likes everything about the industry, the homes, the architecture, the risks, and the value of investing, the freedom, and endless possible opportunities. However, her

Billy was born and raised in South Carolina where he attended Winthrop University and earned his degree in European History and Political Science. After graduating he moved to Washington D.C. and worked with the U.S. Department of State. Life then took him to sunny San Diego where he learned of the great opportunities the real estate industry had to offer. He devoted all his time and energy to the industry and in 2007 received his Real Estate License. He discovered his passion and talent for the industry, similarly to Yesenia, traded his government career for the real estate industry.

nited by their common values, shared vision and mutual respect, husband and wife real estate duo Billy Colestock and Yesenia Nogales are building an award-winning Keller Williams Team where clients come first, and great results follow. Billy & Yesenia believe their clients deserve the highest level of care and representation. They will do whatever it takes to meet and exceed their expectations and needs.

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Billy and Yesenia’s passion for the real estate industry brought them together. After six months of working together they saw in each other the perfect partner for life and business. After researching a few Real Estate Companies they decided to join Keller Williams (KW) because they offered the opportunity to grow their business, and shared their values and beliefs.

A Culture of Excellence Billy and Yesenia place a high value in ongoing education, training and self-improvement. In Keller Williams, they found a company with higher-minded training programs for all agents. They attribute some of their success to the systems, models, and training provided by Keller Williams. Billy and Yesenia participate in the top producers mastermind group at KW. They network with top agents in the country and learn best practices to better their systems.

Billy and Yesenia are also committed to upholding their high persona values, always seeking for a win-win for everyone. “We always think of our clients’ needs first.

Billy has such a strong work ethic. He is willing to work all day and night to make sure all of our clients’ needs are met,” Yesenia says. They are firm believers in educating their clients and serving as a resource for all their questions and concerns. They don’t just sell homes, they provide the information their clients need so they can make the best informed decision possible that fits their lifestyle. Billy and Yesenia are using all they have learned to build a team of professionals like themselves, who are committed to the highest standards of integrity and service excellence.

Nicole raised in Tijuana, B.C, Mexico and San Diego, California graduated from San Francisco State University with a B.A. in Communication Studies. She worked as a translator around the U.S for a few years and then decided to go back to San Diego to be closer to her family. Growing up with a father in the mortgage business, Nicole felt at home in real estate. Nicole has been the team’s executive assistant and transaction coordinator for two years. She is bilingual and an excellent communicator who understands the team’s systems. According to Yesenia, “She is patient and works closely with our clients. She’s great at taking care of the details.”

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Mitch is the lead buyer specialist on the team. Originally from Los Angeles, Mitchell is a licensed associate and has found great success in supporting some of the Top Producing Teams throughout San Diego County. His grasp of real estate systems and processes help him provide clients an efficient and enjoyable real estate experience.

“Mitch is very caring. He takes the time to sit down with clients, understand their goals and connect with them at a very high level. He’s very creative and loves to help people,” Yesenia says.

Kristine and Kyle are young agents in training who are enthusiastic about learning the business and love working with people. They both come from real estate families and are eagerly honing their skills as apprentices under Billy, Yesenia’s and Mitch’s tutelage.

Together with their team, Billy and Yesenia are striving toward their goal of becoming the number one team in Southern California for both volume and units in Keller

Williams. According to Yesenia, she and Billy also place high importance on making sure that everyone on the team is achieving their individual goals. “It will take the whole team to take us to that level, and we believe if we help our team reach their goals, we will also achieve ours.”

Wisdom from Experience Billy and Yesenia identify four qualities that have helped each of them achieve success in real estate: Integrity, education, adaptability and hard work.

They together have over 18 years of real estate experience. “In 2007 we had to adjust our business and focus on having a positive and strong mindset. This is an industry that is always changing and evolving where you must always seek to educate, learn and understand the market. I tell my story that my first day in real estate, IndyMac went out of business.” Billy says.

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Entering the market at such a challenging time required that he perfected his expertise right away. He invested in education and training where he was taught “the only way to get through the market was to acquire better skills, to learn and understand the current market trends so that he could better educate his clients.” As a result, his commitment and devotion has translated successfully to his company resulting in year over year growth.

Yesenia says, “Maintaining a positive attitude and having a creative mind-set is vital to achieving your goals.” She further states, “it is not how the market is doing, it’s how you react to the market. There are always opportunities for growth in any market. I always look for creative solutions and I don’t take no for an answer, I believe everything is possible.”

Billy and Yesenia are not just Realtors® they are also experienced real estate investors whose clients rely on them for their professional advice. “Being investors ourselves helps us to always have the pulse of the market,” Billy Explains. “We know values, we understand the real estate market, every week we sit down and review the

market. Over the years our focus has been in negotiating top dollar for our client’s properties.”

“We work with local and foreign investors especially from Mexico. Yesenia understands the culture and she speaks Spanish fluently. Whether the investor is looking for a second home, a cash flowing income property, vacation home, multifamily units or distress properties we have all the resources to help them with any of their real estate need and goals.”

Their “Big Why” Billy and Yesenia’s big why is to have a business worth owning, a career worth having and a life worth living. One of the many things Billy and Yesenia have in common: Building a legacy for their family in real estate and being able give back to their community.

ExecutiveAgent Magazine

Billy Colestock & Yesenia Nogales Keller Williams, SoCal Lifestyle Realty 7817 Ivanhoe Ave., #101 La Jolla, CA 92037 Office: 858-875-8301 Email: socalclientcare@gmail.com Web: www.Socallifestylerealty.com CalBRE # 01771188 - 01487510 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

Jeremy Patterson Executive Banker of the Month

ExecutiveAgent Magazine

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JEREMY PATTERSON

Solid Growth Even In Challenging Times Written by Shannon Hartsoe - Ian Wiant Photographer

S

elf-help books and articles frequently offer tips for turning bad experiences into a better you – more wisdom, more character and a bolder personality able to handle future hardships with a healthier perspective. Reading about it is one thing. Experiencing it first

hand? That’s quite another. Jeremy Patterson is one person who has risen above some of life’s most difficult experiences and learned how to turn tragedy into a deep well of wisdom.

Losing two young daughters to a neurological disorder called Niemann-Pick Disease could radically change anyone’s life. No one could blame him had he fallen into a spiral of depression and despair, but that’s not what he did. Rather, Jeremy has gained valuable life lessons he now incorporates in his personal and professional life as a lender with imortgage in La Mesa.

“Watching them go from normal preschoolers to not being able to function had a huge impact on my life,” Jeremy says. “That experience helps me to be the man I am today and a uniquely genuine person. I went through things most people would never be able to understand, but that loss and grief pushed me to be a better person.”

Jeremy devoted three years exclusively to the care of his daughters. “I didn’t really work. I would read to them and talk to them and hold them and tried to do all the things I could never do again. I could always make money again, but I would never be able to spend time with them.”

Today, Jeremy honors their memory by handling his professional and personal dealings with honesty and dedication. Jeremy’s perspective is clear. Nothing is more important than people,” he says. “No sale, no amount of money.

Nothing.”

Path To A Lending Career Though nowhere near the tragedy of losing his daughters, it was an unprofessional experience when buying his first home that convinced Jeremy to become a loan consultant who provides people with authentic, professional representation.

“I was buying my first home, and it was a horrible experience,” he recalls. “The biggest issue was that my representative lacked integrity, and I didn’t trust him. I wasn’t sure if he was doing what was best for me, or what was best for him. Since I was a first-time homebuyer, I didn’t know how things were supposed to go.”

ExecutiveAgent Magazine

The Patterson Team The memory of that experience has stayed with Jeremy throughout his lending career, strengthening his resolve to give families unparalleled lending representation. As a result, he has worked tirelessly to improve himself and his expertise, constantly upping his game with fresh training and ideas, working with top professionals to devise better strategies for delivering loan services and tending to the overall financial well-being of his clients.

about all of their finances at one time.”

Going The Extra Mile … Or Two Jeremy’s understanding that a mortgage is often the biggest financial decision a person will ever make means potential clients receive a trustworthy and transparent analysis of their financial situation and goals at their first consultation. “Not many people build wealth without making a home a part of their portfolio,” Jeremy says.

Jeremy also uses this opportunity to develop quality relationships with the other professionals he contacts.

When Jeremy meets with potential referral partners, he works through a Gap Analysis that is designed to help them analyze their strengths and weaknesses. His first goal is to learn how he can help them, not how they can help him.

“Our initial consultation is the most important hour we will spend in a transaction. It is an opportunity to talk about financial diversity and how their home mortgage will fit within their financial goals and dreams. This is one of the only times in someone’s life when they will talk

“I can’t help someone else grow their business if I don’t understand what they’re strong and weak on. I want to understand how they’re doing with things like time management, dream setting, goal setting and marketing. If I’m a loan officer trying to add value, can I?”

Going the extra mile he’s become known for, Jeremy also contacts his clients’ other financial advisors so they can coordinate the best possible transaction. “If my client has a CPA or financial advisor, I have no problem calling them before we go into escrow to make sure that what we are planning is in their best interests.”

ExecutiveAgent Magazine

We have a loan for every home... simple as that.® Jeremy’s goal is to work with 10 to 15 top professionals whose values match his own, people with whom he can work to have a real and positive impact on the lives of others.

A Team Approach Jeremy is looking for ways to expand his industry knowledge and hone his lending skills. One way he does this is through his participation in an elite coaching program of 22 of the nation’s top originators led by Todd Duncan. “He is a rock star at understanding people and building high trust,” Jeremy says. “We meet four times a year and talk about the market, what tools we’re using and what we’re doing to help agents in our area to grow.”

Delivering service at such a high level requires a whole team of dedicated, like-minded professionals. That team now includes five others who work diligently with Jeremy to ensure that every client and every referral partner receive sterling service.

David Long is the team’s transaction specialist. Both tenacious and reliable, he oversees each transaction from contract to close, “ensuring that loans close flawlessly and on time.”

New family specialist, Vianca Peterson, is an experienced loan processor who is bilingual and is the key contact for client communication, collection of documentation and preapprovals.

Troy Rogers is an experienced loan specialist responsible for developing new partner relationships as well as managing client retention.

Emily McPharlin is a skilled processor who works persistently with underwriters to get loans approved and docs drawn on time.

Marketing Specialist, Alisha Cruzan, works with Realtors®, clients and referral partners to identify beneficial growth opportunities.

ExecutiveAgent Magazine

Jeremy & Courtney “I want to continue to develop our team to be the best origination platform in California. I am surrounding myself with the best people, and in the future, I would like to engage in the mentorship and coaching of other professionals,” Jeremy notes.

Jeremy’s goal is to work with his team to fund $100 million per year and work a 40-hour week. “I want to build a team that is so effective, we can achieve these goals and have a good time doing it.”

An Unexpected Gift Jeremy never thought he could give his heart to someone again after all he went through with the loss of his daughters, but life has a way of gifting the unexpected to those who are deserving.

Jeremy and Courtney are united in building a better world. She works for the American Cancer Society, and they spend time together supporting that organization and others.

His desire to help improve the lives of others is also obvious to his coworkers, who describe him as a caring friend and coworker, well-known for his “Jeremy bear hug.”

“I think every day about how I am going to keep my promise to my daughters and continue to be a better human being and better father, even though they’re not here. I want to be a better friend, and a better leader. If I could live 100 percent to the fullest, what would that look like? I want to have an impact on as many lives as I can, and I want that impact to be extraordinary.”

In a bigger-than-life display of his devotion, Jeremy recently proposed to Courtney on the field at the Padres’ stadium. “She is the most caring, loving, understanding person I know. Life is going to change over the next couple of years. At the end of my daughters’ lives, I promised them I would never go back to throwing myself into work. Once you miss the boat on how important family is, you can’t take the time back.”

ExecutiveAgent Magazine

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

Jeremy Patterson imortgage 7777 Alvarado Rd., Ste. 701 La Mesa, CA 91942 Tel: 858-602-6608 Jeremy.Patterson@imortgage.com www.imortgage.com/jeremy.patterson NMLS ID 262395 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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ExecutiveAgent Magazine

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Written By Bob Corcoran ExecutiveAgent Magazine

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11/25/13 6:02 PM

WE KNOW

the VA home loan.

WE CARE

about helping veterans make informed decisions.

WE’RE LOCAL and dedicated to education.

Your active duty and veteran clients may qualify for a VA home loan – one of the most powerful lending programs on the market.

Learn how powerful it can be for your clients by attending a

FREE VA Home Loan Seminar.

Bring your veteran clients too!

Space is limited! Reserve your seat today at SanDiegoVU.com/events or (855) 232-6852.

It is my passion to help educate veterans, as well as agents about this entitlement. And it is very rewarding to help people who have defended our country own a piece of it.”

–Tony Dias, Executive Director of Business Development & Education, USMC Veteran, NMLS 222836

(619) 296-LOAN (5626) | SanDiegoVU.com Veterans United Home Loans of San Diego is a VA approved lender; Not endorsed or sponsored by the Dept. of Veterans Affairs or any government agency. NMLS# 1907. Licensed by the Department of Business Oversight under the Residential Mortgage Lending Act. All Rights Reserved. 8885 Rio San Diego Drive Suite 135, San Diego, CA 92108