DECEMBER 2018 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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LORIE FELLING Executive Agent of the Month

INSIDE FEATURES: Lori Chairez Seven Gables Real Estate Jacqueline Kurth Village Real Estate Adam Middaugh Nationwide R E Executives

NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

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John J. Reed Branch Manager NMLS-869516

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Senior Mortgage Advisor

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Lynn Nelson

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Jim Thiel

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(949) 394-4624

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(949) 677-1001

Senior Mortgage Advisor

(858) 220-9103

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.

EXECUTIVE AGENT OF THE MONTH

Lorie Felling RE/MAX Realty Centre

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17

Inside Features

12

4

26

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Lori Chairez

Jacqueline Kurth

Adam Middaugh

Seven Gables Real Estate

Village Real Estate

Nationwide Real Estate Executives

ExecutiveAgent Magazine

N. ORANGE COUNTY, 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 Fred@eamag.net www.ExecutiveAgentMagazine.com

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ADVERTISERS’ INDEX

Burn Your Boat -John Boe

Successful Realtor® Profile -Linda Brakeall

City of Hope....................................................34 Finance of America Mortgage..................2 & 35 iPhotography Studio...............................................23 Kinecta Federal Credit Union...............................11 NAHREP..................................................................30

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Seven Steps To Achieving Your Dream -Chris Widener

PWAOR.............................................................................10

The Termite Guy......................................................3 Ticor Title Company...................................................36 VAREP............................................................................31

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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 © 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

ExecutiveAgent Magazine

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E XECUTIVE AGENT

Written by Haley Freeman

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MAGAZINE

An Advocate of Empowered Home Ownership

Adam Middaugh

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dam Middaugh chose a career in real estate because he believes in the American Dream. “I see home ownership as a stabilizing factor for families and something that is attainable for most people.

I’m in this business because I want to empower people to achieve their end goals.”

After growing up in Orange County, Adam earned his degree in economics from Northern Arizona University.

He returned home to his first career as a technology consultant. During Adam’s days of managing technical support and enterprise software implementation, he helped to solve problems for clients from individuals to corporate entities. No matter what was at stake for his client, whether it was recovering lost family photos on a damaged hard drive or finding the right solutions to streamline business processes, Adam came to each customer with the same calm confidence and a determination to solve their problem.

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Adam developed an interest in real estate when his father began investing in fix-and-flip properties. “When he passed away, I decided that becoming an agent would be a good way for me to continue providing the level of customer service I had honed over a couple of decades in tech, while gaining personal knowledge of how the industry works and ultimately building my own portfolio.”

Adam and his wife recently relocated from Orange County to Murrieta, where more affordable home prices are driving a booming real estate market. With his intimate knowledge of communities throughout the region, Adam is helping families find the right neighborhoods and homes to fit both budget and lifestyle. He brings further value by networking with successful agents throughout the country and implementing strategies that complement the California market.

With his consultative approach to real estate, Adam is focused on helping people identify their options and giving them the tools to make empowered decisions. In addition to traditional real estate services, he brings a unique resource to his clients through his affiliation with Home Partners of America, a lease with right-to-purchase program that allows clients to rent a home with the possibility of purchasing over a period of three to five years at a predetermined price.

“This program is great for people who are relocating and not sure about what neighborhood they want to live in, or people with credit or qualifying issues who need some time to commit to a purchase. In the meantime, they get the benefit of living in a home they like with the possibility of purchasing it over the next five years at a price that is capped at a 5 percent increase year over year. If I identify them as a good candidate, I do the paperwork and help them get approved for a certain rental amount. Then we preview properties that fall into that budget. Home Partners purchases the property and leases it back to the client, who can then notify the company they are ready to purchase at any time during the lease period. In the meantime, they know exactly what their rent will be, so they can predict their budget and get comfortable with the responsibility of home ownership.”

Adam recently helped a military veteran move from an apartment into a four-bedroom home in Temecula. “He had been speaking with other agents and lenders and getting declined. Now they’re living in a house where they’re more comfortable, and they are on their path to home ownership. For me, that’s very fulfilling.”

With his background as a tech professional, you might expect that Adam conducts a highly digitized real estate practice. However, all his years in customer service have taught him that while computers can provide convenience and efficiency, they cannot provide reassurance when people are faced with tough decisions. “I really take a minimalist approach as far as all the apps and services that are out there, and I add them as I see their value. I still believe in picking up the phone and speaking with a client, especially when something is complicated. I always start the relationship by verifying their preferred method of communication and understanding what they need from me. I want to understand their background and what makes them feel comfortable, and I realize it may not be worthwhile to teach them to manage some new technology they may never use again. A voice on the other end of the phone is always a lot warmer than text on a screen.”

As an advocate of empowered home ownership, Adam helps his clients make educated real estate decisions.

“I feel home ownership is a great benefit to just about everyone. I want to find a way to get people into homes they want to live in, and in a way that they feel in control of their decisions. At the end of the day, it’s not about how much money I can make, it’s about how many people I can help.”

Adam Middaugh Nationwide Real Estate Executives 9170 Irvine Center Drive, Ste. 100 Irvine, CA 92618 Tel: 949-933-0770 Email: Adam@AdamMiddaugh.com Web: www.AdamSellsSoCal.com CalBRE # 02050845

ExecutiveAgent Magazine

Successful RealtorÂŽ Profile

Written By Linda Brakeall 8

ExecutiveAgent Magazine

I

’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.

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PWR PROVIDES OUR MEMBERS WITH HIGHER QUALITY SERVICES, A WIDER ARRAY OF RESOURCES, & THE BEST VALUE FOR THE MONEY

We know that you can choose to join any association. PWR goes beyond the basics of providing MLS access and Supra Key support – we provide our members with ONE-OF-A-KIND services that help them become better REALTORS®.

FLEXIBLE WAYS TO PAY SOME OF THE LOWEST DUES AROUND Monthly & quarterly installments plans through ezPay (PWR’s online bill pay)

INNOVATIVE PROFESSIONAL STANDARDS PROGRAMS

FREE ON-SITE TECHNOLOGY & PROFESSIONAL STANDARDS TRAINING

Training at the convenience of your Broker’s office

PWRSTORE

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

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

THE MOST EFFECTIVE ADVOCATE FOR PROPERTY RIGHTS

FREE PWR MOBILE APP & TECHNOLOGY TOOLS

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 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.

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E XECUTIVE AGENT

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MAGAZINE

Lori Chairez Written by Haley Freeman

first home, and she knew she had found her calling. Her passion for her profession has never diminished since. “I love the constant movement in this business,” she says. “Nothing is ever stale. It’s exciting to always be seeing new homes and meeting new people. Here I am 39 years later, and I still enjoy what I do!”

Lori previously worked with OC boutique Star Real Estate, which was acquired

by Seven Gables Real Estate in 2018 to form a powerhouse brand with nine offices and a local sales volume of approximately $1.6 billion. Lori is delighted about the new technology resources the merger has brought to her real estate practice, including numerous tools that enhance her ability to accurately pinpoint buyer profiles and connect those buyers with ideal properties.

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ew Realtors® can lay claim to nearly 40 years of experience in Orange County’s distinctive marketplace. Through years of boom and bust, Lori Chairez has served her clients with steadfast professionalism, guiding generations through some of life’s greatest milestones with the utmost knowledge and care.

During her first week in real estate, Lori sold her

Lori and her husband have lived in Huntington Beach for 25 years, and they raised their two sons in local schools and sports programs. From her vantage point as a home and business owner in the heart of Orange County, she has witnessed the transformation of the area’s many enclaves, and she knows the nuances that make each one a unique place to live. “I’ve been around long enough that I remember when Mission Viejo and Irvine were just developing, and when Fountain Valley and Westminster were just bean and strawberry fields. A lot of growth has taken place since I’ve been in the business, and I’ve made it a point to learn about the neighborhoods, schools and other things potential homeowners value in the communities where they choose to live.

I’m a very versatile OC agent, and I can work effectively with clients all over the area.”

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Putting clients first is a hallmark of Lori’s service.

“I don’t think about getting a commission. My focus is on getting the job done well and protecting my clients, making sure they are moving forward in the right manner. That’s what matters.”

Due to her selfless service, Lori has earned her clients’ trust. More than 80 percent of her business comes from repeat and referral clients, which she says makes her work all the more fun, since she gets to spend her days working with friends.

Two of Lori’s clients expressed the reasons they keep coming back to her for their real estate needs.

One said: “Lori is amazing! My parents first used her in 1998, and she’s been the family Realtor® ever since. My husband and I have used her twice.

She’s so personable, knowledgeable and helpful in all aspects. You will not be disappointed with her as your agent.”

Another commented: “Lori is fantastic! We have used her several times, and each time she is efficient and knowledgeable, not to mention personable as well. She knows the area very well, in addition to the process of buying and selling homes. She is quick to return phone calls and process any paperwork that might be needed. We feel fortunate to have found her.”

World travel affords Lori the opportunity to spend time with family and friends while enjoying new cultural experiences. “There are things that are unique to each place, but I think the greatest thing about travel is that element of realizing there are other things going on in the world outside your own microcosm.”

Lori is a career real estate professional who brings an unparalleled level of industry expertise and local market knowledge to families who are buying or selling a home anywhere in Orange County. She is an advocate who walks beside her clients through every step on the journey, with hands-on representation and transparent communication. “My focus is bringing value through good advice and service to my clients.”

Lori Chairez Seven Gables Real Estate 19440 Goldenwest Street Huntington Beach, CA 92648 Tel: 714-743-0805 Loric@sevengables.com www.sevengables.com/agents/Lori-Chairez CalBRE # 00783379

Lori gives back to her community through causes that are close to her heart. “I have lost friends to breast cancer, so I’m active in the Susan G. Komen Foundation and the American Cancer Society. I also support NAMI, the National Association on Mental Illness.”

The Value of Experience

ExecutiveAgent Magazine

Written By John Boe 14

ExecutiveAgent Magazine

Burn Your Boat

I

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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EXECUTIVEAGENT MAGAZINE

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

LORIE FELLING Executive Agent of the Month

ExecutiveAgent Magazine

LORIE FELLING RE/MAX Realty Centre Written by Haley Freeman - Photography by Michelle Fairless

A

fter a successful first career as a customer service manager in the heating and air industry, Lorie Felling was ready for a change. She was looking for a profession where her genuine care for people and her tireless work ethic would make a greater difference. That’s when her aunt suggested real estate. Lorie accepted the challenge with courage, entering the market during the troubled days of the recession. By working nights and weekends, she achieved her first sale in only 90 days. A decade later, Lorie has a strong presence in North Orange County and beyond, with a reputation for client-focused real estate representation seasoned with

knowledge and kindness.

Lorie brings many notable credentials to her real estate practice. She holds a degree in accounting and has been a licensed notary public for more than 20 years. Since obtaining her real estate license, she has acquired several certifications, including Accredited Buyer Representative (ABR); Certified Distressed Property Expert (CDPE); and Senior Real Estate Specialist (SRES). She has received the 100% Achievement Award from RE/MAX for the past eight consecutive years, and in 2017, she was honored with a Hall of Fame Award.

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In her first career, Lorie was accustomed to being available to her customers around the clock, ready to respond to their urgent need for air conditioning service in Southern California’s warm climate. She brings that same responsiveness to her real estate practice, where she can be counted on to answer her phone day or night. “I believe that customer service is the backbone of any profession, and you get the return of what you put into it,” Lorie says.

“I pride myself on being a people person. I always found it rewarding to solve problems for my customers before, however, my relationship with them was limited to the phone. Real estate is so rewarding because I get to spend time with my clients and really get to know them. I meet people from all walks of life and learn about their cultures and their families. I feel I truly build a relationship for life.”

With her clients’ best interests always at the forefront, Lorie continues to draw upon her many years in the residential/commercial building arena to advise her clients

about various concerns in the homes they are considering for purchase. “I became very astute in construction in my former profession. When I show a house, I go the extra mile to point out things that other Realtors® may not know to look for, like the hot water heater not being strapped down or other deficiencies. I can go through all the things that are redlined on a home inspection and explain which items are health and safety issues. Then, if they need repairs made, I have the resources to complete them. I won’t use just anyone. I pride myself on building a great team of contractors I have used at my own home. I have a great guy that I use all the time at my house, and I absolutely recommend him. I’m also savvy on what things should cost, so I won’t let my clients just try their luck on the internet. Somebody needed a tub reglazed, and they were quoted $750. My guy did it for $350. When people become homeowners, so many of these decisions are new to them. They never had to hire contractors before, and having someone they trust to give them advice and recommendations is something they really appreciate.”

ExecutiveAgent Magazine

Call Lorie and Start Packing Lorie’s tagline, “Call Lorie and Start Packing,” is a testament to her enthusiasm for real estate and her determination to help every client find the perfect home. But her approach always begins with educating her client about the process and choices available to them, rather than rushing them into a unwise decision.

limit. Lorie suggested they wait for a home that would be a better fit for their family in the long run. She was eventually able to find them a single family home in a great neighborhood where their little boy could start kindergarten. It even has a pool! Lorie successfully negotiated their offer, and now they are proud homeowners.

A California native, Lorie grew up in Westminster and has lived for many years in North Orange County. Her familiarity with the region and its many enclaves is yet another asset she brings to her clients.

“I went to the house warming, and they are so in love with it,” Lorie says. “They spend so much time in the pool. It turned out to be the perfect house for them. This is a good example of how when people take advice from an agent who is not familiar with an area, or they just go online and search for properties themselves, they don’t always know what they’re looking at. People really need to consult with a qualified agent about what they are buying, someone who is committed to doing what’s best for them. I spend a lot of time educating my clients, giving them the pros and cons of the situation, and then letting them make their own decision.”

Recently, Lorie met a young couple who wanted a home in Huntington Beach, but the area was outside their budget. They began shopping in Corona, where they found a condo. However, the property had been a flip, and the bank would not appraise it at full value. Further, the home inspector found multiple concerns, and the HOA dues drove the monthly payment to the couple’s affordable

ExecutiveAgent Magazine

Lorie and her husband, Jon, have been happily married for 25 years, and she describes him as the love of her life.

They have lots of outside hobbies, including maintaining a vegetable garden, boating and riding RZRs in the desert.

No matter where life takes them, their 6-year-old black Lab, Teddy, is their constant companion. “All you have to say is ‘Home Depot,’ and he’s ready to go. As soon as we get there, he gets so excited! We do a lot of projects around the house, so Home Depot is a place he knows well.”

Lorie holds tremendous gratitude for her aunt, Margit Schatzlein, who mentored her in real estate so many years ago. “She was such a big part of me getting into the business and learning how to do it right. She’s an experienced agent in the South Bay area, and she spent countless hours on the phone with me, reviewing my contracts and going to open houses with me. I wouldn’t be where I am today without her help.”

Lorie’s clients return to her again and again with absolute confidence that she is someone they can trust to guide them home. “I’m not just here for the transaction,” she says. “I’m here to stand beside you and walk with you through the journey. It’s all about doing what is right for my client.”

A comment from a recent buyer demonstrates how great an impact Lorie’s caring service makes on the families she serves. He said, “Lorie has become more than just a Realtor® to us, she has become a family friend. Her vast knowledge and expertise made my buying experience so much easier. She has truly changed our lives forever, helping us get a beautiful turnkey home in a beautiful, quiet neighborhood where we can raise a family. For that we are eternally grateful.”

ExecutiveAgent Magazine

LORIE FELLING RE/MAX Realty Centre 20459 Yorba Linda Blvd., Yorba Linda, CA 92886 Tel: Cell: 714-883-1093 — 714-777-5112 Email: LorieFelling@sbcglobal.net - Web: http://www.loriefelling.com CalBRE # 01851256 ExecutiveAgent Magazine

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

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E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

Jacqueline Kurth

R

ealtor® Jacqueline Kurth is a licensed broker with more than 20 years of real estate experience. She has achieved high-profile status as one of the nation’s top 10 agents and as the leading salesperson in Orange County’s elite retirement community of Laguna Woods Village. Her credentials as a Certified Residential Specialist (CRS) and Senior Real Estate Specialist (SRES) qualify her to deliver the highest caliber of service to diverse clients throughout Southern California.

This California native and longtime resident of Orange County recently returned to her former home in the vibrant community of Palm Desert, a place for which she has a special fondness. “I lived here in my 20s,” she explains, “and my grandparents lived here from the late ‘60s all the way until they passed away.

It’s changed a lot since then — the area has really grown. It used to be more of a seasonal community, but now people stay around all year. So many people from LA and Orange County have second homes here and spend their weekends relaxing and playing golf. I still have family in the area, and I love it. I’m here for the long run!”

The region’s 123 golf courses and year-round sunshine attract golfers from around the world, and Jacqueline is delighted to help golf enthusiasts find their ideal place to live and play in the desert. She enjoys a robust marketing partnership with Desert Willow Golf Resort in Palm Desert. “I’m proud to be affiliated with the course and their patrons, and I’m excited to meet and work with them!”

ExecutiveAgent Magazine

At Home in the Desert

Although Jacqueline is not yet a champion golfer, she is an avid tennis player, and she enjoys the friendly competition in her home community of Desert Falls. “This area is also a big draw for tennis players, and Indian Wells hosts one of the largest professional tennis tournaments in the world, the BNP Paribas Open.”

Jacqueline also loves that real estate allows her the flexibility to give time to worthy community organizations. Since her return to the desert, she has begun volunteering at McCallum Theatre and Carol’s Kitchen.

While Jacqueline has a special gift for helping seniors navigate the real estate process, she is well-equipped to help people buy or sell a home at every stage of life. From military families, to move-up buyers, to right-sizing seniors, Jacqueline is ready with the professional knowledge and compassion to move every transaction forward to a seamless close of escrow.

Honesty, reliability and personal care are all hallmarks of Jacqueline’s service, as many of her clients have expressed in their heartfelt five-star Zillow reviews. A recent homebuyer said this about Jacqueline: “Jackie is an intelligent and sensitive person who would be a wise choice for anyone wishing to purchase or sell a property. She listens to one’s desires and concerns and addresses them

individually and completely. She is knowledgeable and very thorough as it relates to the details connected to each property sale.”

Another commented: “Buying a home is always stressful on so many levels, but working with Jackie makes it so much easier and worry free.

She is always very patient, kind, cheerful, and understanding. Jackie is very knowledgeable and answered all our questions. We are very grateful to Jackie and we will recommend her to everyone.”

An experienced and knowledgable professional, Jacqueline is known best for her caring approach to real estate and her gift for listening to what people really want and need. “I love working with people,” she says, “and I give 105 percent or more on every deal — period.”

Jacqueline Kurth Real Estate Broker CalBRE #01202711 Village Real Estate DRE #01232928 230 Desert Falls Drive East Palm Desert, CA 92211 Tel: 949-702-0496 Email: jackie4realestate@twc.com Web: www.DesertHomes.Info

ExecutiveAgent Magazine

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

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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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