DECEMBER 2018 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

Perrie Mundy Executive Agent of the Month

Inside Features: Judy Downey-Fortson loanDepot®

Regina Heller Century 21 Experience

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A DYNAMIC LENDER MAKES FOR A HAPPY BORROWER The user experience is a key factor when applying for a mortgage. Reducing the time it takes to complete the loan process and enhancing the overall experience is what differentiates one lender over another. That’s why loanDepot developed mello™ – an easy-to-use web app that allows our customers to take control of their mortgage journey.

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FEATURES

Communicate with an easy-to-use web application

Instant credit score review

Fill out your own application and choose a loan program

Securely upload and digitally sign documents

Receive real loan approval with our automated underwriting engine

Check loan status at any time

FOCUS ON THE USER EXPERIENCE IS ONE OF THE DRIVERS WE CONTINUALLY KEEP IN MIND AS WE CREATE NEW FEATURES IN OUR TECHNOLOGY SOLUTIONS. Ontario Branch

Riverside Branch

Ontario, CA 91761

Riverside, CA 92505

Temecula Branch

San Juan Capistrano Branch

Richard Hedrick FOCUS ON THE USER EXPERIENCE IS ONE OF THE DRIVERS WE CONTINUALLY KEEP MIND AS WE CREATE NEW (909) 912-7810 (909)IN 912-7835 NMLS#1059650 FEATURES IN OUR TECHNOLOGY SOLUTIONS. 3281 E Guasti Rd, Suite 550 11801 Pierce Street, Suite 200 Branch Manager (909) 912-7835 office (714) 400-2753 cell 21804 Cactus Ave, Suite 102 Riverside, CA 92518 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

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

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

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (082218 118995)

EXECUTIVE AGENT OF THE MONTH

Perrie Mundy Perrie Mundy Realty Group

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Inside Features

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4

06

Regina Heller

Judy Downey-Fortson

Century 21 Experience

loanDepot® ExecutiveAgent Magazine

INLAND EMPIRE - DECEMBER, 2018

Editorials

E XECUTIVE AGENT

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MAGAZINE

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 FArrias45@gmail.com www.ExecutiveAgentMagazine.com

Burn Your Boat -John Boe

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ADVERTISERS’ INDEX

Successful Realtor® Profile -Linda Brakeall

City of Hope..........................................................34 Finance of America Mortgage..................................36 iPhotography Studio...............................................23 Kinecta Federal Credit Union...................................29

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loanDepot®..............................................................2

Seven Steps To Achieving Your Dream -Chris Widener

NAHREP...........................................................................14 PWAOR.............................................................................28

The Termite Guy......................................................3 VAREP.....................................................................15 WCR........................................................................24

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Why Do They Do It? -Dirk Zeller

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener, Mark Victor Hansen, Brian Tracy, Denis Waitley © Copyright 2018 Executive Agent Magazine. All rights reserved.

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

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Recognizing Potential -Zig Ziglar

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Judy Downey-Fortson

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eet Judy Downey Fortson, a loan consultant in the builder division at loanDepot, Ontario.

Since entering the mortgage industry in 1986, Judy has honed her skills working with entities from small brokerages to large banking institutions. She joined loanDepot in January 2018, eager to be part of a

company that shares her convictions about make-sense lending policies and people-centric service. “I love our can-do outlook on loans,” she says. “We’re not afraid to lend. Many of my former colleagues transitioned to loanDepot as well. I love our team, and I’ve never been happier anywhere during my career.”

ExecutiveAgent Magazine

Lending With a Can-Do Attitude Judy grew up in Claremont and ultimately married her high school sweetheart, Khris. They have two grown daughters whom they also raised in their home town. “One of my favorite jobs in life is being a mom. I always loved that being in the mortgage industry gave me the flexibility to be there for my girls when they were growing up.”

Her own emphasis on family aligns perfectly with her work of helping other families achieve the security and stability that comes with home ownership. “It’s important to me that borrowers know I have their best interests at heart. I do that deep dive to determine their needs to be able to provide the best loan options for their long term homeownership goals.”

Judy’s speciality has always been working with new home builders throughout Southern California. She’s currently servicing builder communities with Watt, Warmington and Landsea.

“Another thing that attracted me to loanDepot is our diverse and deep menu of loan products. Our new 95 percent jumbo with no PMI is proving a great success, allowing borrowers to purchase with limited capital. loanDepot also offers a Builder Express program which delivers a firm loan commitment to our borrowers in a 24-hour turn time. This allows our buyers/builders to move forward with great confidence as their home is being built.”

After 30-plus years in the business, Judy says she still loves what she does every day because no two deals are ever the same. She especially enjoys working with first-time buyers and military veterans. “It’s important to educate borrowers about the process, even if they have bought a home before. There are always new changes in lending which can intimidate buyers. I think it’s important to not only explain the ‘what,’ but also add the ‘why’ in

what we do. I really do enjoy walking through that process with them. I also work with a lot of veterans. I feel it’s the highest honor to assist our veterans with their long-term financial needs, as they are making the greatest sacrifice for our country.”

Judy is also a military mom. Her youngest daughter, Sydney, is a junior at the Naval Academy in Annapolis, and she also has three nephews in military service.

Inspired by their service, Judy’s long term desire is to work in the non-profit arena placing service animals with veterans in need. Her oldest daughter, Taylor, is completing her gap year in an immunology lab at Columbia University and preparing to enter medical school next fall.

Judy’s coworkers tease that she is always fighting for the underdog — an outstanding quality in a loan officer.

Judy cares enough to learn about her clients and then advocate for their best interests. She is a loan officer with an upbeat, can-do attitude who puts her heart into every loan.

Judy Downey-Fortson loanDepot® 3281 E. Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 951.453.7332 - 909.912.7845 Email: JDowneyFortson@loandepot.com Web: loandepot.com/jdowneyfortson NMLS ID 457883

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

ExecutiveAgent Magazine

Successful RealtorÂŽ Profile

Written By Linda Brakeall 8

ExecutiveAgent Magazine

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’ve been involved in a number of studies that tried to figure out why top agents are top agents.

Do they have a common educational background? No. Good ones have high school diplomas, masters and doctorates. No correlation.

Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful.

Common interests? No. Other than eating, (which we Realtor®-types seem to do exceptional well) the interests are widely diverse.

After 13 years in real estate sales and management, I’ve only found a few constants.

1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget.

They understand that you have to spend money to make money. They know how many sales they need to make

the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan.

2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”)

3. They have fun and enjoy selling real estate but know that it won’t be forever.

4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success. . . . And people like to do business with successful people so they do more business!

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall.

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

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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Regina Heller

f you ask Regina Heller about her “Why” in real estate, she’ll tell you it’s all about family — not just her family, but those of her clients, as well.

Regina grew up in Southern California and started her

Written by Haley Freeman

career working in retail. In time, she felt dissatisfied with never having control over either her schedule or her earning potential. She began to realize that real estate offered the perfect opportunity for her to care for her own family while helping other families achieve the American Dream.

ExecutiveAgent Magazine

Treating You Like Family Riding along with Regina to look at homes is a special experience for her clients, who find the day is filled with laughter and the thrill of new discoveries. “I enjoy being part of a family and a life-changing experience for them.

I don’t just focus on the mom and dad, I work with the kids to pick out their bedrooms and look for places for the family pets. Finding a home should be a joyful experience they will never forget. It’s my job to lay awake at night and think about the details.”

responsive, knowledgeable real estate professional, I would highly recommend Gina.”

Over the last 15 years, Regina has built a thriving and varied real estate practice that originates in her home community of Alta Loma and extends throughout Southern California. She delivers the highest quality real estate representation with the support of the expert team at CENTURY 21 Experience, colleagues she has worked with since the inception of her career. “I have an amazing team behind me, and I completely trust them to do what’s in the best interests of my clients.”

Regina’s own family consists of her husband, their four children, five grandchildren and two dogs. With so much activity at home, she attends Orange Theory Fitness and practices yoga as well to help maintain her positive, balanced outlook. She is also a passionate supporter of Brain Balance, a learning center for children with challenges from autism to processing disorders. “I have a son with a processing disorder, and because insurance doesn’t cover his treatment, I had to get creative to put him into the program. This is one of the only places I’ve found with the help my son needs, and now I’m working on a plan to raise scholarship money for families who need help but can’t afford it. This is my heart.”

Regina is passionate about helping her clients retire well by making their real estate assets a key part of their investment portfolio. While her practice is centered primarily on residential real estate, she is also astute at assisting investors with multiple income properties, 1031 exchanges and commercial acquisitions.

Clients from first-time buyers to experienced homeowners have the highest praise for Regina. One commented: “I am a first-time homebuyer, and in a few short months Regina was able to help me find a home. Not only is she kind with a great attitude, she is diligent, patient and was very flexible when working with my schedule. She was especially helpful through the closing process when any questions arose, and she went above and beyond to ensure that I was completely comfortable and confident with my transaction prior to moving in. She also had great recommendations when it came to finding home inspectors and a handyman. If you are looking for a home, Regina is the agent for you!”

Known for her reliability and communication during a transaction, Regina maintains personal contact with her clients forever after the sale. Handwritten notes are a hallmark of her genuine care. “Emails are nice, but I think knowing I sat down and wrote a card or picked up the phone to call feels so much more personal.”

Regina found her calling in real estate, a profession that speaks to her entrepreneurial spirit and her profound commitment to community. She delivers service with the utmost professionalism, while treating everyone like family!

Another shared: “Gina has helped me with three different real estate transactions starting back in 2005. Each one of those went smoothly and on time. She knows the area well and has good contacts if you need any household services for your buying or selling needs. If you are looking for a ExecutiveAgent Magazine

Regina (Gina) Heller CENTURY 21 Experience 7168 Archibald Alta Loma, CA 91701 Tel: 909.456.9658 regina.heller@century21.com Blsdmom04@gmail.com www.reginaheller.c21.com CalBRE # 01404697

Written By John Boe 12

ExecutiveAgent Magazine

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.

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.

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

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Perrie Mundy Executive Agent of the Month

ExecutiveAgent Magazine

Perrie Mundy At Home in the Inland Empire

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errie Mundy took her first job at only 13 years old.

Not because she had to, she says, but because it was simply what she wanted to do. Her determination and work ethic have defined Perrie throughout her lifetime, and nowhere are these qualities more in evidence than her outstanding real estate career. After distinguishing herself as a number-one producer in Hawaii and California, Perrie is now a broker-owner of four Berkshire Hathaway HomeServices franchises in the Inland Empire, where the Perrie Mundy Realty Group is a household name. She and business partner Dave Corey are bringing world-class service to clients in the market for everything from first homes to legacy estates, while creating exciting new career opportunities for motivated agents.

Her enthusiasm extends to the Berkshire Hathaway brand — which was recognized in the 2018 Harris Poll EquiTrend Study as “Real Estate Agency Brand of the Year” and “Most Trusted Real Estate Brand” — and its founder, Warren Buffett. “Berkshire Hathaway is the only brand whose franchise I would even consider buying because of the books I’ve read about Warren Buffett. His energy, passion and work ethic are incomparable. That’s exactly the kind of organization we strive to be.”

Written by Haley Freeman - Ian Wiant Photographer

There is no disputing that Perrie’s real estate know-how and skill as a negotiator are unparalleled in the industry,

but she says her passion for the business has nothing to do with real estate. “It has everything to do with the people.

For me, it’s like being surrounded by a huge family. My people are wonderful, from those who work with me to the buyers and sellers I’ve worked with through the years and now their children and grandchildren. My passion is for my clientele.”

ExecutiveAgent Magazine

In October 2018, Perrie and her team opened a fourth office in Beaumont. In the capable hands of manager Janice Greene, the office is expected to prosper in this rapidly growing marketplace. “I met Janice 30 years ago when she bought her first house from my company. She’s a dynamic professional, and I love her enthusiasm. When we started to see what’s happening in Beaumont, with permits for several thousand new homes coming and the lack of inventory elsewhere, it seemed logical for us to have a presence in the area. I have several clients who have settled out there and love it. It’s a wonderful place to be, and we’re excited about being a part of the community’s growth.”

The Beaumont office is innovative in every detail, with a sleek, open-plan workspace appointed with tech tools for use by agents and clients alike. Clients can experience virtual home tours on big-screen monitors while enjoying a beverage from the refreshment bar. “Dave is a fantastic business person and always on the cutting edge of technology. The new office concept is his vision, and I know it will be highly successful.”

In contrast, the company’s flagship office in Redlands is located in a charming Victorian house built in 1892, six years before the city was incorporated. Today, Perrie and

her personal production team Jeff Sutton and Nick Fonzi occupy the top floor along with her property management company. The office is a well-loved area landmark in this city known for its historic homes. “Dave came in and remodeled the whole downstairs and made it a beautiful place for people to work. I don’t get attached to places easily, but after 15 years, this old home has wrapped its way around my heart.”

Herself a specialist in Redlands’ distinctive estate properties, it is no surprise that she is friend and Realtor® to Brett Waterman, historic home preservationist and host of the DIY Network show “Restored.” “I first met Brett 11 years ago, when he and his parents were thinking of buying in the Redlands area. I had about five huge estate homes listed at the time, and we spent two days touring homes and giggling together. He decided to buy in LA at that time, but we recently reconnected. I had previously driven him by an old estate that was falling in on itself, and he had never gotten it out of his head. I tracked down the owner, Brett wrote a letter, and we made an offer.

He purchased this incredible 10,000 square foot home on five acres bordering Caroline Park. In addition to restoring his own home, I have also introduced him to some of my clients whose homes he has featured on his show.”

ExecutiveAgent Magazine

Perrie has two more thriving real estate offices, one in Moreno Valley and one in Riverside, and she is constantly seeking conscientious professionals who are looking for a place to grow. “We want dedicated, hard-working people.

This is a business that takes a lot of energy, so it’s a great one for young people who have the drive and want to be successful.”

The company offers regular skills training in the areas of real estate and technology. “Dave hosts a Tech Tuesday every Tuesday at the Riverside office. Agents are welcome to come from any real estate office in the area. He’s fabulous at teaching people how to use tech tools. I have coffee with Dave on Thursday mornings. We talk about real estate from A to Z, everything from welcoming clients to how to keep them. We want to make sure people come first. Our agents also get the benefits of working with the

Berkshire Hathaway brand. It’s especially important to our luxury clientele. We were the first company to have an online platform in China.”

With her lifetime career invested in real estate and her name on her company, Perrie is also an industry champion who is rallying agents to organize against what she calls the “highjacking” of the profession by Zillow and other online entities. She takes a strong stance against real estate trade associations that are selling proprietary MLS data to internet platforms for profit, effectively stealing work product from hard-working Realtors® who have spent their own resources to procure and market listings. She believes these practices are devaluing the profession, and licensed agents should take back what is theirs. “It’s time for us to speak up and stop paying somebody else for our work. It makes no sense!”

ExecutiveAgent Magazine

Perrie is a newlywed of only four years, and she and her husband live in Redlands with their fur baby, a retired police dog. Anyone who knows Perrie knows she has a big heart and that she enjoys sharing her blessings with her community. She works closely with the Inland Empire Salvation Army in support of individuals who are struggling with homelessness and addiction. Perrie is also a cancer survivor and compassionate advocate for others

who are living with a cancer diagnosis. “I get it now when I hear other survivors tell their story.”

Perrie Mundy embodies all the best that real estate has to offer, and she continues to welcome vibrant, hard-working professionals to her organization. “We have a lot to give,” she says.

ExecutiveAgent Magazine

Perrie Mundy Realty Group

Berkshire Hathaway HomeServices 214 East Olive Ave., Redlands, CA 92373 Tel: 951-830-9900 - Email: perriemundy@redlandsrealestate.com Web: http://www.redlandsrealestate.com - CalBRE #00356248 ExecutiveAgent Magazine

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Seven Steps To Achieving Your Dream “Vision is the spectacular that inspires us to carry out the mundane.”

C

an achievement be broken down into steps? Well, it is not always that clean and easy, but I do know that those who achieve great things usually go through much of the same process, with many of the items listed below as part of that process. So if you have been struggling with achievement, look through the following and internalize the thoughts presented.

Then begin to apply them. You will be on the road to achieving your dream!

1) Dream it Everything begins in the heart and mind. Every great achievement began in the mind of one person. They dared to dream, to believe that it was possible. Take some time to allow yourself to ask “What if?” Think big.

Do not let negative thinking discourage you. You want to be a “dreamer.” Dream of the possibilities for yourself, your family, and for others. If you had a dream that you let grow cold, re-ignite the dream! Fan the flames. Life is too short to let it go. (Also, check out my article “Dare to Dream Again,” Which has been read by close to a million people in the last 4 months alone. You can see it at the website.)

2) Believe it Yes, your dream needs to be big. It needs to be something that is seemingly beyond your capabilities.

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But it also must be believable. You must be able to say that if certain things take place, if others help, if you work hard enough, though it is a big dream, it can still be done. Good example: A person with no college education can dream that he will build a 50 milliondollar a year company. That is big, but believable. Bad example: That a 90 year-old woman with arthritis will someday run a marathon in under 3 hours. It is big alright, but also impossible. She should instead focus on building a 50 million-dollar a year business! And she better get a move on!

3) See it The great achievers have a habit. They “see” things.

They picture themselves walking around their CEO office in their new 25 million-dollar corporate headquarters, even while they are sitting on a folding chair in their garage “headquarters.” Great free-throw shooters in the NBA picture the ball going through the basket. PGA golfers picture the ball going straight down the fairway.

World-class speakers picture themselves speaking with energy and emotion. All of this grooms the mind to control the body to carry out the dream.

4) Tell it One reason many dreams never go anywhere is because the dreamer keeps it all to himself. It is a quiet

ExecutiveAgent Magazine

Written By Chris Widener

dream that only lives inside of his mind. The one who wants to achieve their dream must tell that dream to many people. One reason: As we continually say it, we begin to believe it more and more. If we are talking about it then it must be possible. Another reason: It holds us accountable. When we have told others, it spurs us on to actually do it so we do not look foolish.

5) Plan it Every dream must take the form of a plan. The old saying that you “get what you plan for” is so true. Your dream will not just happen. You need to sit down, on a regular basis, and plan out your strategy for achieving the dream. Think through all of the details. Break the whole plan down into small, workable parts. Then set a time frame for accomplishing each task on your “dream plan.”

6) Work it Boy, wouldn’t life be grand if we could quit before this one! Unfortunately the successful are usually the hardest workers. While the rest of the world is sitting on their couch watching re-runs of Gilligan’s Island, achievers are working on their goal - achieving their dream. I have an equation that I work with: Your short-term tasks, multiplied by time, equal your long-term accomplishments.

If you work on it each day, eventually you will achieve

your dream. War and Peace was written, in longhand, page by page.

7) Enjoy it When you have reached your goal and you are living your dream, be sure to enjoy it. In fact, enjoy the trip too. Give yourself some rewards along the way. Give yourself a huge reward when you get there. Help others enjoy it. Be gracious and generous. Use your dream to better others. Then go back to number 1. And dream a little bigger this time!

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

ExecutiveAgent Magazine

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Training at the convenience of your Broker’s office

INNOVATIVE PROFESSIONAL STANDARDS PROGRAMS

PWRSTORE

RED (Rapid Ethics Delivery) for fast & easy conflict resolution (exclusively at PWR)

THE MOST EFFECTIVE ADVOCATE FOR PROPERTY RIGHTS

The area’s only Triple Crown & President’s Cup Award Recipient presented by the National Association of REALTORS®

THE BIGGEST SELECTION OF FREE REAL ESTATE CLASSES

Learn to be more productive, professional, & profitable! Classes at our Anaheim & Long Beach locations

NETWORKING EVENTS THAT GIVE BACK TO THE HOMEBUYING COMMUNITY

The largest REALTOR® store in the area for all your real estate needs

FREE PWR MOBILE APP & TECHNOLOGY TOOLS

The only association in the area with its own Mobile App

“SINGLE SIGN-ON” ACCESS

Direct access to REALTOR® Tools (Matrix MLS, RPR, & PWReports)

SERVICES MORE REALTORS® THAN ANY OTHER LOCAL ASSOCIATION IN THE STATE OF CALIFORNIA NEW FOR PWR BROKERS: YOUR OWN BROKER RELATIONS REPRESENTATIVE Your personal liaison to help you better leverage PWR’s benefits

Proceeds from the Golf and Wine Tasting events fund our PWR Charity Foundation grants for First Time Homebuyers & Military Personnel (YOUR clients!)

DEDICATED MEMBER SERVICE

PWR is the only association with an in-house Call Center to provide prompt, individualized service

PACIFIC WEST ASSOCIATION OF REALTORS® Serving Orange County & Los Angeles County ORANGE COUNTY: 1601 East Orangewood Avenue, Anaheim LA COUNTY: 5000 East Spring St., Suite #110, Long Beach (714) 245-5500 • WWW.PWR.NET

Local Banking for 80 Years

If you need

to close, we’re close by.

You need partners that you can count on to help you close. As a local direct lender, Kinecta knows what it takes to close a home purchase in Southern California – we have the mortgage solutions to prove it: New! Portfolio Investment Property Program

Jumbo Loans

• Now up to $4 million • Up to 50% DTI • As low as 5% down

Government Programs

• Approved FHA Lender • New! VA Loans • HomeKinect – As low as 3% down*

• 30 year amortization, due in 15 years • $871,450 max. loan amount, as low as 620 FICO • 1-4 unit properties • Customized and competitive pricing without Fannie Mae standard loan level pricing adjustments!

Let’s close the deal – Contact me.

Andy DeLuca, Sr. Mortgage Loan Consultant cell: 949.291.7189 NMLS# 440903 adeluca2@kinecta.org www.kinecta.org/adeluca

*Kinecta is a participating lender in HomeReady® by Fannie Mae. Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this advertisement is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations.

21555-10/18

Recognizing Potential

A

New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils from the cup. Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to sell and it’s fairly priced.” Then he caught the next train.

At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a businessman.”

A wise man said, “A lot of people have gone further than they thought they could because someone else thought they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them, but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human being. Just as the first step to success is knowing your own potential, the second step is knowing the potential of others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we can help them discover it for themselves.

Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com.

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ExecutiveAgent Magazine

Written By Zig Ziglar ExecutiveAgent Magazine

31

Why Do They Do It?

T

here are many things that agents do regularly that puzzle me. In this article, we are going to look at two practices, standard for many agents, that don’t make sense. My hope is that if you recognize yourself, you can change your practices now and improve your business in the process Why do agents take listings for less time than six months?

We see agents regularly taking 30, 60 and 90 day listings. They take these listings when the average time on the market in their area is, for example, 107 days. Do these agents truly believe that they can beat the market? Beating the real estate market is like beating the “house” in Las Vegas. What are the odds of beating the house in Vegas?

There is a reason why the casinos are so big and opulent -- the casinos regularly win. Taking a listing for less time than your market average is like going to Las Vegas and thinking that you are going to win big. The odds of even a highly skilled agent regularly beating the market are very low. Don’t let your desire to take the listing interfere with your desire to turn a profit.

Set a standard, based on your market, for length of listings, and stick to it. Tell the seller that a shorter time frame won’t work for you. Walk away from the listing if necessary. It’s better to do it now than 90 days from now, when the listing expires. In 90 days you will have invested time, money and emotion for 90 days. Cut your losses now, at the listing appointment.

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ExecutiveAgent Magazine

Your other option is to have the seller give you a 90-day price. A 90-day price, to me, is a price that would guarantee a sale within 45 days even if swarms of locusts took over your town, or if the region were hit with an earthquake, flood, fire, famine or other Biblical disaster. In other words, the chance is 100% that the home would sell fast, no matter what. My philosophy was always 90-day listing/90-day price. Give the seller the option to choose one. Don’t allow them to have the 6-month price with the 60-day listing.

Why do we spend two hours on a listing presentation?

Think about it: what are we saying in all that time? Do you think the client is really interested in spending two hours listening to us? Shouldn’t we be more prepared and get to the point going in? My belief was always the less said, the better. The longer my presentation went, the weaker it became. I think that most people would rather be spending time with their families than talking with a Realtor®.

Here are the four things to focus on in a presentation. Share them; ask for the order; and get out.

Find out the client’s desires and expectations.

Convey the value of the home.

Show the client the value and benefit of working with you.

Ask for the order.

There is truly no reason to be there the amount of time that we are. If we spent even 15 minutes on each section which is too long we would be out in an hour. I can’t tell you how often I was thanked by the seller for being in and out in 30 minutes or less. I had people who listed with me because of my respect for their time. A week rarely went by in which I did not hear “The last guy was here for two hours. I appreciate your respect for our time.” Most sellers are not interested in the fluff and hype. Leave that for the other, less skilled agents. Find out their desired and motivation. Tell them the truth on the price of their homes. Tell them what you are going to do. Ask for the business.

It truly is that simple. Condense your presentation, and stay on track.

These are just two practices that have puzzled me for a while. If you see yourself, I urge you to change. For the sake of your clients and your time, commit to changing today. You will get more listings sold if you have a longer listing period. You can take more listings if you spend less time making the presentation for each one.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. 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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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

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CLAREMONT BRANCH

101 N. Indian Hill Blvd., Suite C-1 207, Claremont, CA 91711 Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

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Ryan Prisco

Adrian Andrade

NMLS-987736

NMLS-1382391

(626) 818-1919

(949) 454-4402

Sales Manager

Emmett Colon

Senior Mortgage Advisor

Jennifer Milliken

Senior Mortgage Advisor

Senior Mortgage Advisor

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(951) 743-4199

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2018 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender