DECEMBER 2015 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Inside Features: Sonia Brown Alpine Mortgage Planning Kelly Crowther imortgage

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CALL ME

909.912.7835

WELCOME A B OA R D !

Watch your highflying career take off at imortgage!

ABOUT IMORTGAGE

ABOUT YOU

• In 2013, imortgage and loanDepot created a partnership that ranks them among the top– five private mortgage banking institutions in the United States*. Our servicing portfolio exceeds $15 billion.

• Competitive compensation plan for loan originators and operations employees.

• Dedicated processing and underwriting teams for each branch office.

• imortgage is a direct lender for conventional, FHA, VA and USDA and actively participates in hundreds of state and local government programs.

• In–house marketing support, graphic–design services, co–branded marketing, personal websites and comprehensive customer– relationship management (CRM) solution powered by Salesforce.

• We’re a fully approved seller–servicer for Fannie Mae, Freddie Mac and Ginnie Mae.

• Company–paid life insurance and disability.

• imortgage is one of the highest–rated lenders in the U.S. based on Eliant** customer surveys.

• 401K Plan and more.

The sky’s the limit with imortgage!

Call today!

• Medical and dental insurance available.

RICHARD HEDRICK Branch Manager 8686 Haven Ave. Suite 150 Rancho Cucamonga, CA 91730 Direct: .909.912.7835 Cell: 714.400.2753 NMLS ID: 1059650 richard.hedrick@imortgage.com

*Source: Mortgage Executive Magazine 2014 loanDepot.com LLC dba imortgage. **Eliant is an independent third party that measures, ranks and reports customer experiences for the homebuilding industry.

Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10262015.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

December, 2015

Inland Empire

Editorials

Cover Story

14 - John Boe:

Would You Like Fries With That?

26 - Linda Brakeall: Become A Specialist!

10 - Carla Cross:

ADVERTISERS’ INDEX

How to Trample High Turnover and Turn More Profits

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

One Brand...One Rule

i Photography Studio................23 - 31

28 - Jim Rohn:

PWAOR.........................................30

Love The Opportunity

New Haven Sales Representatives

Executive Agents of the Month

The Termite Guy................................9

24 - Joe Searle:

How To Create Successful Habits

Once In A Lifetime

Sonia Brown

Alpine Mortgage Planning

TIGAR...................................35

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

32 - Chris Widener:

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Alpine Mortgage Planning............36 City of Hope..................................34

06 - Scott Gross:

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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

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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.

Kelly Crowther

imortgage

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E XECUTIVE AGENT

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MAGAZINE

Kelly Crowther Written by Haley Freeman

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or Kelly Crowther, producing sales manager at imortgage in Rancho Cucamonga, being a lending professional is about more than providing home financing. It’s about working with other professionals to build enduring neighborhoods where people sustain balanced, happy lives.

Kelly grew up in the lending industry, helping her mom during weekends and summers. After perfecting her skills as a loan processor, she transitioned to sales. Kelly followed her mother’s example, developing her professional niche working primarily with new home builders. “It’s been really fun for me to be able to start with a community where it was just dirt and work with it for a couple of years. At the end, there is a whole new neighborhood.

I worked with one community in Anaheim for almost five years. There are 650 homes there now, and when I drive through it today, it is very gratifying to know that I was a big part of helping families to build lives there.”

For the last seven years, Kelly has been partnered with one of Southern California’s premier builders of masterplanned communities, Brookfield Residential. With their commitment to building “landmark communities,” Brookfield has developed dozens of award-winning neighborhoods throughout Southern California, with an emphasis on innovative design, quality and livability.

Kelly initially worked with Brookfield when she was a loan officer at a large bank, and because of her excellent customer service, she was able to continue the relationship when she moved to imortgage. Today she is a preferred lender for Brookfield’s master-planned development in Ontario Ranch called New Haven, where a total of 1000 units are being built in three communities.

“One of the reasons I came to imortgage was to have the support to build a team that could accommodate this level of business. There were things I just couldn’t do in a big banking environment. I like the fact that imortgage is very entrepreneurial. When you have a vision for how you want to structure a team and do business, you find the support, the leniency and the freedom here to get it done.”

We have a loan for every home... simple as that.® ExecutiveAgent Magazine

Kelly’s powerhouse team includes an assistant, two dedicated processors and a licensed loan specialist who assists her in going out to meet new home buyers at the New Haven communities. “I’ve been able to spread myself further, do more business and give better customer service than I could before. At the same time, I find I’m also able to maintain better balance in my overall life.”

Her well-refined processes ensure that no detail is left unattended, and everyone understands their individual role in getting loans across the finish line. “I have a clear vision of what I want my customer experience to be, and I make sure my team is well-trained and can see that vision, too. I appreciate them so much. I couldn’t do this without them.”

Kelly is a President’s Club member and one of the top loan officers in the company. She has done an extraordinarily high volume of purchase transactions during her career and manages a large pipeline while remaining calm and confident. “Over the years I’ve been exposed to so many different loan scenarios,” she says. “It’s very rare that a loan comes across my desk where I haven’t seen the situation before. imortgage has a broad selection of products and the kind of make-sense underwriting that make what I do for clients that much easier.”

Kelly especially loves to assist first-time homebuyers.

“That’s where my heart is. They’re so nervous about the process, and I love that moment when I tell them, ‘You’re pre-approved. Now it’s time to pick out your house!’ It never stops being fun for me.”

tionships with clients during this lengthy process. Kelly excels because of her innate ability to connect personally with people and gain their trust. “I’m big on face-to-face communication,” Kelly says. “I want to make sure every customer feels comfortable right from the beginning and they see my team members and I as real people who are here to help. There is a lot of time for people to change their minds and shop around with other lenders. But if they have a relationship with you and feel connected to you, they’re not likely to do that.”

Kelly and her husband are highly visible in the local community where their three children play youth sports.

Between softball, volleyball and soccer, two of which her husband also coaches, the family is always on the go.

Kelly is grateful for a career that allows her to balance weekends between client and family demands.

This savvy professional continues to grow her team of like-minded professionals, all of whom are committed to building communities that deliver on the American Dream.

Kelly Crowther imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Tel: 909-225-6481 Email: Kelly.Crowther@imortgage.com Web: www.imortgage.com NMLS ID 657299

Working with buyers of new homes is unique in that escrows commonly last four-to-six months. It takes a special kind of loan officer to sustain such long-term relaExecutiveAgent Magazine

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

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One Brand.

One Rule...

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ou’ve got a great brand. Plenty of equity. Why not spend a little? Why not? Well, go ahead and spend but only so long as you don’t violate the first and only rule of brand extension: honor the values.

On the far edge of my desk, just close enough to reach in a moment of emergency daydreaming is the Craftsman tool circular from Sears. Page 63 is dog-eared, a sign that I am waiting for an excuse to call for the 336 piece Mechanics Tool Set plus 6 FREE fully polished wrenches. What’s the brand? Craftsman 336 times over.

What’s a Craftsman? Incredibly durable shop tools backed by a lifetime guaranty. One brand, 336 mechanics tools.

So long as you don’t step on the brand values, extend all you like.

Could Craftsman build a vacuum cleaner? Yes, and they have. But they’ve built shop vacs, see page 32. Could you use a Craftsman shop vac on carpet? Yes, but perish the thought! Could Craftsman build a carpet vacuum. Yes, but it would violate the values that are Craftsman. Show me a Craftsman carpet vacuum and suddenly my turbo-charged shop vac would look a little wimpy.

Then there was Coke. Actually, Coke wasn’t the problem, it was New Coke that violated the values. After decades of telling us that ‘Coke is it’ and ‘Coke is the real thing’ someone failed to notice that the value of Coke lies in a unique taste, that “I can’t get this anywhere else” feeling that defines every true brand experience.

Want to extend the line? Diet Coke makes sense. Cherry Coke is alright. Even caffeine free Coke works. Why? Because each is true to the one value that makes Coke Coke… it tastes like Coke.

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And what is it that makes Krispy Kreme a brand worthy of protection? Fresh, hot, and sweet are three values that come to mind. So what would you say to Krispy Kreme dinner rolls? Probably not. Krispy Kreme gravy mix?

Definitely not! Just remember, honor the values and you’ll be fine.

Ford F-150 brings to mind three key values: authentic, tough, pick-up truck. So long as you honor the values you can do what you want. Ford has. You can order an F-150 in a thousand permutations but you can’t get an F-150 lawn mower or an F-150 station wagon. If you could I’d be looking to trade my old gray ranch truck for something a tad more manly.

When you have a strong brand the best move is not to do anything that would undermine its strength. On the other hand, if a brand has an attribute that is negative don’t wait until it is too late to take action. As I was heading to the office this morning the local news anchor ended the half-hour saying, “When we come back, a former Dallas Cowboy is arrested on drug charges. And it isn’t Michael Irvin.

Brands are powerful. Be careful.

T. Scott Gross is more than the creator of MicroBranding… he lives it! His best known MicroBrand, Positively Outrageous Service, puts him in front of nearly 100 business audiences each year. Read his books, try his ideas, and you’ll become a MicroBrander too! Copyright© 2002, T. Scott Gross. All rights reserved. For information about his keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www. frogpond.com

Written By Scott Gross

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How to Trample High Turnover and Turn More Profits

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hat’s your agent turnover? In some companies, it’s 100% a year! Just think of the lost income, lost time, and lost opportunities! (See the handout this month to figure out just how much it costs you when an agent fails—you’ll be stunned!)

1. Culturize

Were you surprised? Yet, many brokers tell me it costs them nothing when an agent leaves (at the same time, the broker wonders why she can’t recruit winners). Many times, we don’t see the connection between recruiting and retaining.

After you do this worksheet, though, I think you’ll get the connection strong and clear!

4. Create support

A simple yet uncommon solution to high agent turnover: An awesome onboarding process.

Why Onboarding is So Important.

Imagine you’re a new agent (or new to your office). What are you doing that first day? The first week? The first month?

60 days? 90 days? Write down exactly how your office guides that agent through these time periods. Be sure to list managerial/coaching interactions with the agent, too (when you review the agent’s progress). Is your paper pretty blank?

If so, you’re missing the opportunity to create loyalty in the new hire with these four actions:

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2. Familiarize 3. Form relationships

How People Feel with a Weak Onboarding Process I just read a wonderful study from Baudville.com (the recognition products company). They talked with and studied onboarding procedures in companies and found: 1. Companies that leave onboarding to chance experience a 50% higher failure to retain rates.

2. 89% of new hires say they do not have the optimum level of knowledge and tools necessary to do their job.

3. 61% of hires say they’ve found aspects of a new job different than expectations set during the interview process.

4. On day one of a new job, 67% of Millennials are already thinking about looking for another job.

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5. New hires are 69% more likely to stay more than three years if they’ve experienced a well-structured onboarding program. 6. 86% of new hires decide to stay or leave within the first six months.

First Steps to Take 1. Review your onboarding process as asked in this article.

The Operations You Need in Place 1. Support: First day checklist with a check-in between manager and new hire.

3. Ask those who’ve joined you in the past 6 months to review and analyze their onboarding process and make suggestions.

2. Familiarize: Thorough operational checklists for the first 1-4 weeks—with a place for the administrator AND the new hire to check off to assure work has been completed; check-in weekly for support.

4. Create deadlines for portions of your onboarding process to be finished.

3. Culturize: A company workshop with all company leaders to explain the culture, the training, the materials/ support (technology, opportunities) the company provides.

4. Form relationships: a mentor program.

Higher Retention Rates with Mentors Do you have a mentor program? Retention rates for hires who are mentored are 72% higher than those who aren’t.

A caveat: Your mentor program must have clear focus, guidelines, and training for your mentors. Someone must manage the mentors. Otherwise, both mentor and new hire will be let down.

2. Get a task force together to review your process.

Taking Away the Fear of the Unknown is a Great Recruiting Tool. So often, the fear of change stops a good agent (or even a prospective agent), from joining a company. Having a thorough, friendly, supportive, culturizing onboarding process and showing it to your potential recruits will go a long way in alleviating their anxiety and helping them make the decision to join you.

Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry. A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or http://www. carlacross.com.

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Sonia Brown

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onia Brown, mortgage advisor at Alpine Mortgage Planning, comes to work every day with a spirit of giving. “I want to do the best I possibly can for people,” she says. “I want to serve.”

Sonia is well known for her patience, perseverance and care when working with borrowers others might turn away, and she is passionate about helping families to

achieve the American Dream. “I love the interaction with people. Nothing is more exciting than helping a family who has been renting for 22 years buy their own home and realize they don’t have to rent for the rest of their life.

It’s so rewarding to help someone become a proud homeowner, to have stability in their neighborhood, make their lawn look pretty, and give their children guidance for their future to become homeowners someday.”

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Helping to Build a Strong Community Sonia is the wife of Olympic gold medalist and NFL superstar Ron Brown. They share five children, and Sonia spent many years working alongside her husband in his company geared toward creating opportunities for retired NFL players. “The goal of the company is to help NFL players stay relevant – to know there is life after football.

I did a lot of functions and got to know a lot of people. I learned so much from that experience that I still use today.

My job is still about getting to know people and helping them satisfy a need.”

During the market downturn, Sonia and Ron’s company felt the effects. As a result, Sonia went to work with First Mortgage Corporation. “Ron knew the owner, and he agreed to teach me the business. It turned out to be a great fit for me. I love it.”

When Sonia began in the industry, she had been a homeowner for 17 years, but knew little about the process.

“When I bought my home, I had no idea what I was signing.

The terminology of title and escrow were all foreign to me.

I relate to that experience, and how borrowers are struggling with insecurity and the unknown. I can interact with people who are not knowledgeable about the process and guide them through what may be their first and last time buying a home.”

Sonia joined AMP this year. She was determined to work with a direct lender, sensitive to the cost overlays that are a detriment to borrowers at other institutions. She did her homework, researching her options and interviewing with several companies. When she met co-managers Marlene Hoover and Brett Reichel at AMP, “It was like coming home. I can’t tell you all the rave reviews I had gotten about them. They have a wealth of background and information between them. When we met, we connected so well. I feel like I’m a sponge here absorbing all of their knowledge and experience that I can pass on to my clients.”

First-time homebuyers are Sonia’s niche. “Certain types of borrowers need more TLC,” she says. “I’m an optimist.

I feel anything can be done. If not today, we can move toward getting it done in the future. Realtors® who work

with me know I’m going to get the job done. I’m going to assist the borrower and get them ready to buy as soon as possible.”

Sonia takes a simple approach to educating buyers through what can be an intimidating process. “I try to get them comfortable. All I’m here to do is educate them, and I simplify the process right from the beginning. I ask my borrowers to submit just six items. From there, I give them expectations right up front. I want them to feel like part of the team, like we’re working together to reach their goals. I prepare them for the fact that as we go forward I’m going to need a lot of documents, and they will need to start looking around for them. But to start out, I just need six pieces of information to know if we can move forward right now or in the future. It takes the fear out of it.”

Sonia’s strict moral upbringing is reflected in her uncompromising ethical standards. “My grandparents had a great influence on my life and in giving me a moral compass that I have carried with me through my entire life. I strive to be the optimum person I can be, regardless of what other people are doing. My faith has helped me through even the darkest moments in my life.” She has passed on these same values to her children, and now to her grandchildren.

“I have three granddaughters. They are the loves of my life who help bring me balance and light.”

Sonia sums up, “I do my job with integrity and pride. My purpose is to help people become proud homeowners and make our community stronger.”

Sonia Brown MLO 255109 Alpine Mortgage Planning 3990 Concours, Suite 350 Ontario, CA 91764 Tel: 626.523.8065 Email: soniabrown1@yahoo.com Web: www.alpinemc.com/ontarioca © 2015 A division of Pinnacle Capital Mortgage | Equal Housing Lender NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado. .

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Would You Like Fries With That?

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hile you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling.

Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries.

Shortsighted salespeople are often quick to suggest that customers get irritated by attempts to cross-sell products and perceive cross-selling as an aggressive sales technique.

Interestingly enough, consumer research indicates that the reverse is true. The majority of consumers surveyed actually preferred a full range of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach. Top producing sales reps and progressive companies understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth.

What is cross-selling? Cross-selling is nothing more than a proactive, ongoing sales process designed to provide your customers with a full spectrum of your company’s products and services. Not surprisingly, two of the key elements that drive effective cross-selling and up selling are trust and convenience. Your customers’ trust in your company can be converted into additional sales that are not directly related to their existing products. The good news about the cross-selling and up selling process is that it’s one of the most profitable and least risky endeavors a sales rep can undertake. It pays to cross-sell and up sell, because when you go the extra mile and provide information about additional products to your customers, you are financially rewarded for helping them make a more informed buying decision.

The first exposure I had to cross-selling and up selling was as a teenager in high school working part-time at McDonalds during my summer vacation. Looking back on my brief tenure at the restaurant, I can still hear my manager’s daily refrain; be polite, keep the counter clean, and always ask the customers if they would like some fries with their meal.

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A couple of years later while attending college, I took a part-time job selling shoes at the mall. I was paid an hourly wage to sell the shoes, but I received a commission whenever I sold any accessory items such as shoe polish, socks, or purses. This was my first taste of commissionbased sales and I took to cross-selling and up selling like a duck to water. After I had sold a woman a pair of new shoes, I would routinely hand her a bottle of leather cleaner and a purse to match the shoes. As a college student, the extra money I was able to make from cross-selling and up selling additional products was like manna from heaven.

The best place to introduce your customer to the concept of cross-selling and up selling is during your initial needs analysis meeting. Unfortunately, many salespeople fail to take the time to conduct a thorough needs analysis and as a result, do not uncover potential products and services that would be of benefit to their customers. The key to effective cross-selling and up selling is all about guided self-discovery. Through a series of thought provoking, open-ended questions, successful sales reps help their customers identify the products and services that they require.

Developing a systematic approach to cross-selling and up selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort. As you prepare for your next sales appointment, I challenge you to look for cross-selling and up selling opportunities that you can incorporate into your presentation. Sales reps who fail to effectively cross-sell and up sell products actually do a disservice to their customers and leave the back door open to their competitors!

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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Written By John Boe 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

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

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rookfield Residential is a visionary developer and builder of new home communities, with award-winning projects in key markets across the United States and Canada. The company began operations in Southern California in 1996, adding its signature to master-planned communities in four counties, with properties spanning condominiums, townhomes, singlefamily residences and luxury homes.

New home sales are now underway at New Haven, Ontario Ranch’s newest master-planned community developed by Brookfield Residential. Ontario Ranch, located in Ontario, Calif. spans over 8,000 acres and 13 square miles, with new master-planned communities offering beautiful neighborhoods, plus family-friendly recreation that present an endless invitation for adventure, leisure and connection.

Upon completion, Ontario Ranch will include more than

46,000 homes. Its design is based on four pillars: Gigabit Community Southern California’s first gigabit community, all of Ontario Ranch will be hard-wired with fiber optic cable, providing each home with high-speed Internet access, streaming at about 1 gigabit per second. That means a family can download a movie in about six seconds – long before the microwave popcorn is ready! According to a recent article in Los Angeles Times, “there are only about 10 new-home communities nation-wide that have built-in, gigabit services.”

Water Independence Brookfield Residential Director of Sales, Caitlyn LaiValenti, says, “the community of New Haven will be using all reclaimed water for common area landscaping.”

New Haven Sales Representatives (from left to right): Rita Burns, Karen Lauener, Jan Pipas, Donna Martinson, Cydne Vacio and Jeffrey Pitzer ExecutiveAgent Magazine

Education Plans are underway to build eight new schools to serve community residents.

Parks and Trail System The future Chaffey Park will be the centerpiece of Ontario Ranch, a sprawling open space with parks and trails for playing, walking and exploring the outdoors.

New Haven in Ontario Ranch features hundreds of homes in three neighborhoods, Holiday, Waverly and Summerset, each showcasing the style, quality and originality that are synonymous with the Brookfield name.

New Haven offers residents beautiful homes, picturesque common areas, inviting recreational features, cuttingedge infrastructure and convenient access to freeways and surrounding communities. Designed as not only a bedroom community, but a vibrant destination for recreation and leisure, New Haven offers a 6-acre common area with a clubhouse and picnic park. Amenities include: a 3,250 sq. ft. clubhouse; 2,800 sq. ft. community room; family pool with beach entry; adult lap pool; kids splash zone; indoor/outdoor bar; super playground with zip line; BBQ pavilion; fire pit; performance stage; and multiple picnic areas and benches.

Most of all, New Haven is a community built for real people, a place where families and neighbors can connect in an atmosphere that celebrates their shared values and experiences. The sales representatives who work at New Haven reflect that same warmth and spirit of community, as they say “welcome home” to new residents.

Holiday Jan Pipas, the hospitable and friendly Sales Manager at Holiday, has been in the new home industry since 1984, and selling for Brookfield Residential for the past 14 years. Jan’s unrivaled expertise manifests in her meticulous attention to detail and abundant industry knowledge.

Her customers immediately sense they are in expert hands, as evidenced by her consistent 95-plus percent Eliant Survey scores for customer satisfaction.

Holiday features an array of two-story townhomes, with six designs in Spanish or Monterey-inspired architecture.

The floorplans range from one to three bedrooms with one and one-half to three baths and plenty of space to entertain. Features include one or two-car garages, great rooms, modern kitchens and decks or patios.

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Building Landmark Communities Realtor® referrals are generously rewarded at Holiday.

Jan says, “At the Holiday collection of townhomes, we are currently offering a referral fee in the amount of $9,000 for those brokers who bring their customers to us on their first visit to our neighborhood and register them.

The beauty of referring to a new home community is the ease of their transaction. We do all the work. There are no inspections to schedule, no paperwork to prepare – we do it all!”

Jan is excited about representing New Haven. “My favorite aspect of New Haven is the sense of community.

With the various collections of homes and townhomes being offered, there is something for everyone. There is nothing in the area like our resort situated on a six-acre park. With no pun intended, we knocked it out of the ballpark on this one!”

Waverly Cydne Vacio is the enthusiastic Sales Manager at Waverly. She also has nearly 30 years of experience in new home sales and marketing and is “honored to have

represented nearly all of the large public homebuilders in both Northern and Southern California. Brookfield has one of the highest referral rates in the home building industry, all due to our concierge approach from the moment a homebuyer signs their paperwork, up until the weeks and days prior to receiving their keys.”

Waverly presents three two-story, single- family detached home designs with four to five bedrooms, three baths and two-car garages. All designs feature a great room as the focal point for the home’s activity. Generous walk-in closets and second-floor laundry facilities figure among the homes’ many desirable amenities.

“The homes at Waverly are a way of looking into the future of homebuilding and neighborhood design,” Cydne explains. “Our neighborhoods are individual, intimate ‘villages’ of just six homes, all of which feature a shared neighborhood entrance, and each home has a private driveway. The layout of our neighborhoods maximize an owner’s private space while simultaneously providing ideal indoor/outdoor entertaining spaces.”

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Waverly offers a $14,000 referral fee to referring agents.

“Resale agents recognize and understand that we’re on the same side and our only goals is a satisfied customer. To that end, we tag-team any and all obstacles through the process.”

to five bedrooms, three to four and one-half baths, and two or three-car garages with super storage. Each stylish home centers on a great room and includes extra amenities like upstairs bonus rooms, optional outdoor rooms and optional trellises in rear yards.

What does Cydne love most about what she does?

“Exploring possibilities! One of the most gratifying aspects of what I do is empowering individuals by instructing them on the processes so that they are not intimidated by them. If a homebuyer owns the process early on, they’re far less likely to disengage.”

Jeffrey describes the benefits to agents when they refer a buyer to New Haven, “I can save them so much time, handle all the details and get them off to their next deal. I will handle the contract (no paperwork for the agent), the financing, the closing and they don’t have to worry about fix it lists, appraisals and they have minimized future liability due to all the warranties a new home offers. This is the ultimate time leverage for an agent … a new home sale allows the agent to focus on the relationship with the customer and frees up time to work on the next deal. I will also promote the agent as a valued counselor and keep them in the loop so they know what is happening through the construction process.” Summerset offers a referral fee of $17,000 to referring agents.

Summerset Summerset Sales Manager, Jeffrey Pitzer, has been in the new home business for 30 years and has personally closed more than 1,000 sales. He is a passionate believer in lifestyle at Summerset. “Brookfield has put tremendous awareness into the future homebuyer experience and has created a community that will have an unbelievable sense of community. We have an onsite lifestyle director whose purpose is to promote a deep sense of community via movie nights, community picnics, events and the use of a private state of the art clubhouse that makes for a lifestyle that is above and beyond.”

Summerset offers a selection of three, two-story, singlefamily detached home designs that range from 3,133 – 3,627 square feet. The spacious floorplans feature four

Jeffrey sums up the unique customer experience at New Haven, “We get to be nice to a lot of really cool peopleshow them really beautiful homes and then help them change their lives for the better. We really are the catalyst for change; we help buyers clarify their needs and wants and then help facilitate them into a new home that will provide enjoyment for years to come.”

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Brookfield Residential – New Haven at Ontario Ranch Email: Summersetsales@brookfieldrp.com - Web: www.newhavenlife.com Tel: 800.507.6871 - CalBRE # 00991326 ExecutiveAgent Magazine

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How To Create Successful Habits

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ind out how forming the right habits can literally make you or break you. You will find out the reason why bad habits are so destructive to your own personal development, business development and how you can form positive ones to serve you. I have also included some of my personal habits that I have developed over the years to help me along the way.

Learning how to create successful habits is imperative if you are going to succeed in the long run, in business or in life.

Everyone has habits that over the years they have formed, which essentially set the groundwork for the person you will become. Now these habits are not always positive habits that push you in the direction of what you want to achieve. Some are completely destructive and can prevent youfrom living a successful and prosperous life, others may not really make much of a difference, and then others are very positive and allow you to keep on improving as a person.

Now it is not a quick thing to do, forming a positive habit, they are formed through consciously making the effort to do something every single day for many weeks, months and sometimes even years, until you begin to start doing them without thinking about it. Your subconscious mind takes control and this is when you know that you have successfully made it a habit.

You can also break bad habits too and one of the best ways to do this is changing the person you believe yourself to be.

You consciously make an effort to change your self-image by no longer seeing yourself as the person who smokes or the person who drinks or the person who is lazy and never exercises. You begin to think every day about the person you have decided to be and get that clear in your mind. You begin to hold yourself as that person and if you ever speak about yourself, you always refer to yourself as that new person with better habits.

So you know that habits form the person you become, I now want to take some time to go through 4 habits that I have applied in my life to great effect and I feel have benefitted

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me massively in improving my self-image, self-confidence, health and given me personal power to go after all of the my goals.

Run Every Day This is such a simple practice that you can initiate immediately in your daily routine and if you can form a habit of doing this every day, then you are well on the way to becoming far more healthy in the long term, lowering the risks of common diseases and also giving you far more energy during the day.

This will make you much more effective in your life, your business, whatever it is you choose to put your efforts into. It’s just a bonus that you will also look very aesthetically pleasing if that get into this, I mean come on, how bad does that sound?

Healthy Home Cooked Meals Now I am not doing to go deep into detail about this one as there is a lot to cover when it comes down to it, but what I want to say with this is that healthy eating can be made far easier with preparation, so cooking your meals the day before and having them ready to go the next day is a great way to ensure you know what it is going into your food and leading a far more healthy lifestyle with far less processed foods.

Visualise The Person You Want To Be Put yourself in the shoes of the person that you want to become. See yourself as the person who reaches all their goals, has the life you want and do it in vivid detail. You need to train your own mind to believe that you are already this person , then your subconscious mind will always be looking at ways to make it happen.So there are some great habits to form on a daily basis. Eventually you will realize the amazing potential in creating some simple habits on a daily basis and learning how to create successful habits isn’t that hard after all.

My name is Joe and I am a digital marketing professional, helping many reach their income goals and give them more freedom. If you would like to know more please visit: http:// joeptsearle.yourmarketingsystem.net/

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Written by Joe Searle ExecutiveAgent Magazine

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BECOME A SPECIALIST! I

n this age of finely tuned niche marketing, I find surprisingly few Realtors® who position themselves as specialists.

you have to give him or her something to work with! If you do like the financing angle, that may be an area for you to focus on.

Most other professionals position themselves as specialists. Doctors do it. Lawyers do it. Dentists do it. Even chefs, landscapers, decorators and CPA’s specialize in one segment of the market that they know inside out. They become a knowledgeable resource and the ultimate expert in their field. And everyone likes to work with an expert.

How about working with people with damaged credit?

That certainly takes some skill and finesse. I’ve got friends in lending who just adore putting the pieces of the puzzle together till it looks like a viable loan!

You are a professional. I’m sure there is something that you do better than most other Realtors®. What is it? And how do you get the word out?

Let’s start with “what is it?” Which customers do you like to work with best? When and where are you most effective? Is there a particular area, buyer or price range that you could sell and talk about all day long?

Examples: If you are bi-lingual, you might position yourself as the lender who specializes in the .....(ethnic) community. Home-buying is tough enough to understand in your native language! If English was not my first language, I’d really appreciate having someone explain things to me in my mother tongue! You might consider compiling a glossary in that language as a resource for your clients.

Do you love working with first time home-buyers?

Does that bring out the nurturer, the teacher, the counselor in you? Position yourself as the First Time Home Buyer Specialist! Do you remember getting your first home? I do! And it was tough. No one wanted to take the time to explain all the details to me. There are wonderful booklets available free or close to free from the government’s printing office in Pueblo, Colorado.

Keep some on hand to enhance your image, and offer helpful information.

Are you really good at government loans or creative financing? That takes a certain amount of experience and expertise that not everyone has. We’ve all seen perfectly good loans rejected because an amateur didn’t know the ropes. And while a lender can back you up 26

We work together to make it happen. Again, make sure that clients and potential clients understand that what you do is not easy. We’re not talking whining but perhaps you’ve compiled “a 54 item check list to assist your clients in the process of repairing credit and getting a loan.” ¾ so that they can actually buy a house.

If nothing comes immediately to mind, you might track your last 50 buyers and see if more than 20% of them had anything in common. It might be a product, it might be a personality type or an occupation. For example, if you find that accountants really enjoy working with you and you serve their needs well, that might be a specialty that you could pursue.

Once you figure out what your specialty is then add that catchy phrase to your business card, write a couple of press releases and start giving talks at civic, social and service clubs to let people know what you do and how good you are.

Now isn’t that special?

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. Copyright© 2001, Linda Brakeall. All rights reserved.For info about Linda, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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You are a professional. I’m sure there is something that you do better than most other RealtorsŽ

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EA

Love The Opportunity

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ExecutiveAgent Magazine

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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 selfconfidence starts 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. © 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

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Once In A Lifetime

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subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.

The opportunity to take that dream trip you have thought of for years.

“Isn’t every moment of our lives, once in a lifetime?” he asked.

Live for today my friends. Make today the best day that you can. Be aware of every moment and how it is the last time you will be able to make the decision on how to spend it.

Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment.

What happens though is that we figure we will be able to live another moment in the same way we are passing on right now. Time becomes a commodity that we trade… and the riskiest commodity of all – futures!

We pass on this moment for the option to live it in the future.

The problem is that there is no guarantee of the future…

Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day: The opportunity to play with your children or grandchildren.

Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference.

As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity!

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© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com; http:// www.FrogPond.com

The opportunity to love your spouse.

The opportunity to take that business risk.

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ExecutiveAgent Magazine

Written By Chris Widener

ExecutiveAgent Magazine

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Tony had it all.

A beautiful wife, a great son.

And prostate cancer.

He was only 44 and scared. He went online to find out who the experts were and everything pointed to City of Hope. We have the largest program for prostate cancer in California.

And our surgeons have performed thousands of robotic urologic procedures using the advanced da Vinci robotic system. This surgery was part of the personalized treatment plan we created for Tony that saved his life.

“I’m healthy now, and everything is working normally. I’m one lucky man.”

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

800-826-HOPE

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

11/25/13 5:55 PM

Comprehensive Education

CRMLS Award Winning MLS Provider

Weekly Breakfast Networking Connections

TIGAR Political Connections

through our Government Affairs Director

The Inland Gateway Association of REALTORS® Successful Recreational Events

Technology Connections

via Facebook, Twitter, Live Streamed Meetings & More!

Your REALTOR® membership in The Inland Gateway Association of REALTORS® Connects You with exclusive products, programs and services as well as becoming a member of the California Association of REALTORS® (C.A.R.) and National Association of REALTORS® (N.A.R.), benefiting from the strength of 1.3 million REALTORS® across the country all committed to creating a strong and viable real estate marketplace. We make sure you are always connected using the latest technolgies such as Facebook, Twitter, and Email Newsletters to keep you informed with all the Real Estate news that affects your business. We pride ourselves as the member friendly Association of REALTORS®. Our customer service team strives to make your experience with us the best part of your day.

(951) 735-5121 The Inland Gateway Association of REALTORS® 321 E. Sixth St. Corona, CA 92879

www.tigar.org

TIGAR The Inland Gateway Association of REALTORS®

COME JOIN OUR TEAM! Your Dreams. Our Expertise.

ALPINE MORTGAGE PLANNING IN ONTARIO 3990 CONCOURS, SUITE 350 | ONTARIO, CA 91761 • Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Ontario. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! MARLENE HOOVER

BRETT REICHEL

MLO-828390

MLO-210215

Cell 562.884.9541 Fax 855.714.8399 mhoover@alpinemc.com

Cell 503.784.0482 Office 909.657.5101 breichel@alpinemc.com

Area Manager

Area Manager - Inland Empire

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