DECEMBER 2018 SANTA CLARITA

EXECUTIVEAGENT MAGAZINE

Nicole Stinson Executive Agent of the Month

Inside Features: Judy Downey-Fortson

loanDepot®

Jacqueline Kurt

Village Real Estate

Adam Middaugh

Nationwide Real Estate Executives

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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®.

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Training at the convenience of your Broker’s office

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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

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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

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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

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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

EXECUTIVE AGENT OF THE MONTH

Nicole Stinson ERG Properties

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Inside Features

06 Judy Downey-Fortson

loanDepot®

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10

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Jacqueline Kurth

Adam Middaugh

Village Real Estate

Nationwide Real Estate Executives

ExecutiveAgent Magazine

SANTA CLARITA - 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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Successful Realtor® Profile -Linda Brakeall

ADVERTISERS’ INDEX City of Hope.......................................................34 iPhotography Studio...............................................23 Kinecta Federal Credit Union................................15 NAHREP..................................................................36

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Seven Steps To Achieving Your Dream -Chris Widener

PWAOR...............................................................................2

SRAR..................................................................14 The Termite Guy......................................................3 VAREP..............................................................................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 © 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

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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.”

tant 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.”

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 with people and get to know their personal circumstances so I can provide the kind of loan and service that will help achieve their long term homeownership goals.”

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

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.

“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 impor-

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.

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Jacqueline Kurth

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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

Written By John Boe 12

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

ExecutiveAgent Magazine

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UPCOMING EVENTS & CLASSES FOR MEMBERS • December 5, 2018 Commercial Class: Overview of Commercial R/E Investment Analysis

• December 5, 2018 Duane Gomer 45 Hour Course Continuing Education with Live Review

• December 6, 2018 SRAR Van Nuys Kids Holiday Party

• December 12, 2018 MLS Rules Class “How to Avoid Paying Assessments”

• December 13, 2018 YPN Holiday Mixer @ Hyperion Public

• December 21, 2018 SRAR SCV Division Kids Holiday Party

Visit www.SRAR.com for more information on all events and classes!

Due to the Holiday Season, both the Van Nuys and Santa Clarita Office will be closed on Monday December 24, 2018 and Tuesday December 25, 2018. Both offices will also be closed on Monday December 31, 2018 and Tuesday January 1, 2018 to celebrate the New Year.

SPONSOR A CHILD IN NEED

Contact Kathryn Cooney via email at KathrynC@srar.com for more infomation

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*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

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

Nicole Stinson Executive Agent of the Month

ExecutiveAgent Magazine

Nicole Stinson Living True to Her Passion Written by Haley Freeman

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ealtor® Nicole Stinson prides herself on a lifetime of career choices motivated by enthusiasm rather than dollars. Following her life’s passions has come with many successes, not the least of which has been in real estate. A New York native and mother of two who has called the Santa Clarita Valley home for nearly

30 years, Nicole first discovered her passion for real estate during the heat of the Great Recession.

Nicole recalls, “A friend of mine who is an attorney and real estate broker said, ‘You’d be great in real estate.’ When the market crashed and so many agents were getting out of the business, it seemed like a difficult time to be an agent. But he said, ‘You’ve always had a passion for helping people, and this is when people need help.’”

“That’s when the lightbulb went on for me, that real estate is more than just sales. It’s about helping people navigate what is likely the largest transaction of their lives. At that time, it often meant helping them save their homes by avoiding foreclosure, or getting them the best possible short sale scenario so they would be ready to buy again once they were back on their feet. Some were just walking away from their homes or trying to do modifications and getting scammed. Those first few years in real estate were stressful and a lot of work, but the challenges came with a lot of rewards in terms of helping people through desperate times.”

Two years after joining boutique agency Estate Realty Group (ERG), Nicole became a co-owner of the company. As a broker-owner, she continues to consult with families about their real estate needs through many of life’s most significant events. While she represents clients in traditional real estate transactions, Nicole also assists people with the dissolution of real estate assets related to trusts, probate, death and divorce through referrals she receives from local attorneys. Nicole’s professional knowledge and extraordinary compassion for people make it possible for her to achieve favorable results during trying circumstances.

ExecutiveAgent Magazine

“In cases like these, clients need somebody with patience who is willing to do some handholding. I enjoy helping people in sensitive situations, and I take the time to look at each case individually and evaluate what they need.”

Through her unwavering commitment to putting people ahead of profits, Nicole is ensuring that ERG remains a boutique brand with a reputation for unparalleled representation and unmatched client care. “We’re growing, but we’re being very selective with the agents we hire. We don’t operate as a cookie-cutter agency, since we’re con-

stantly making decisions that are in the best interests of the client. We don’t go into a listing appointment with a pre-made presentation because we realize that the answers are never going to be the same for any two people. Our service is always personalized and based on what they need.

And we don’t give awards here for being the top-producing agent because we don’t want our agents’ decisions being driven by money or rank — we want them to be motivated by helping people. We realize that a boutique agency like ours isn’t for everybody, but that’s okay. We’re interested in attracting agents who have the same philosophy we do.”

ExecutiveAgent Magazine

Nicole says she also doesn’t advertise or engage in traditional client prospecting. Instead, relationships are the currency of her business, and she maintains a strong presence in real estate, business and charitable sectors throughout the San Fernando and Santa Clarita Valleys. In 2018, she was nominated as one of the Top 51 Influential People in the Santa Clarita Valley and as a Rising Star Woman in Business by the “Santa Clarita Valley Business Journal.”

Nicole spends substantial time meeting and masterminding with other Realtors®, as well as serving industry organizations and mentoring agents one-on-one. She is currently serving her third term on the Southland Regional Association of Realtors® Council, her second term as a board member for the Women’s Council of Realtors®, and

she holds leadership positions with several other Southern California organizations.

“To me, networking is all about listening and learning from other agents, no matter how much time they have in the business. I enjoy making relationships and creating trust with my peers. Meeting other agents is probably more important than any ad I could place. If I have the respect and trust of the people who will be getting our offers, I know I can create the best outcome for my clients. I spend about 10 percent of my time mentoring others who are not with my brokerage. I’m always willing to take a phone call from someone and answer a question. If good agents share ideas, we can all help each other be better, and that raises up the whole industry.”

ExecutiveAgent Magazine

Nicole is also passionate about supporting her community. Eight years ago, she was having lunch with a friend, when she sketched out an idea for a charity event on a bar napkin. Six weeks later, she hosted the first SCV Charity Chili Cook-off with a robust attendance of 600 people.

The event has since become an anticipated annual happening with attendance in the thousands. “We were trying to figure out how to help small non-profits — the underdogs who never have a chance to get noticed and get funds because businesses are supporting the bigger charities. Our idea was to raise money for a different charity every year.

We’ve gone from raising $5,000 to $70,000, and this year, our goal is to raise $100,000.” Last year’s proceeds benefited the local school district.

Nicole is now channeling her passion into writing a book, “My Truth,” in which she speaks candidly about things she has learned so far on her journey. “It’s about being your true and authentic self, even if it’s not what everybody else in society expects — being willing to speak up and say what you know is true.”

“My Truth” is scheduled for release in March of 2019.

For more information, visit: https://www.facebook.com/ PerceptionVsReality/?ref=br_rs.

Time and again her clients have voiced their five-star opinions of Nicole and her team. A recent seller commented: “I absolutely believe there isn’t another Realtor® who could have sold our house and got us the money we wanted. I always felt like I was her only client. She thinks outside the box and makes things happen!”

A repeat client said: “I was very happy to work with Nicole Stinson for a second time. She is a professional, knows the market and is very easy to work with. Nicole and her team keep you updated during the entire selling process. I would highly recommend working with Nicole to sell your property! Nicole had a buyer for my home in less than three weeks, and the sale was without issue! I highly recommend Nicole Stinson!”

Nicole’s transparency, professionalism and selfless service create a lasting bond with the people she serves. “I love getting paid for a job well done, but that’s not why I do it,” she says. “When we work with a client, it becomes something more personal. Everyone on the team knows what’s going on with each client and is ready to respond with the help they need. We’re here to make sure every person has the best possible real estate experience.”

ExecutiveAgent Magazine

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

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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

27

E XECUTIVE AGENT

Written by Haley Freeman

TM

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.

ExecutiveAgent Magazine

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

Recognizing Potential

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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?

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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

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