DECEMBER 2017 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

ALVIN TONEY Executive Agent of the Month

PROFESSIONAL PROFILES Kathe van Hoften First Team Real Estate

Melonique Jones loanDepot®

Corey Schumacher Kinecta Federal Credit Union

TM

www.loandepot.com/branches/rancho-cucamonga-ca

we’ve moved!

RANCHO CUCAMONGA BRANCH

OUR NEW ADDRESS: 3281 E. GUASTI ROAD, STE 550 ONTARIO, CA 91761 DIRECT OFFICE: 909-912-7810

$100B FUNDED SINCE 2010

#5

FHA 203K & FHA 203K LIMITED

RETAIL LENDER

IN THE US

LARGEST ND 2 NON-BANK

LENDER

CONVENTIONAL HOMESTYLE® RENOVATION

- Standard FHA guidelines apply - Owner occupied, primary residence only

- Purchase or Refinance SFR, PUD, 2-4 unit and condos - Primary, second home or investment properties

- Seller concessions allowed up to 6%

- Seller concessions allowed up to 6%

VA RENOVATION MORTGAGE - Standard VA guidelines apply - Owner occupied, primary residence only - Seller concessions allowed up to 4%

SAME GREAT SERVICE. SAME GREAT PEOPLE! Richard Hedrick NMLS# 1059650 Branch Manager

(909) 912-7835 office (714) 400-2753 cell 3281 E. Guasti Road, Ste 550 Ontario, CA 91761 rhedrick@loandepot.com www.loandepot.com/branches/rancho-cucamonga-ca

Contact us today to discover how you can advance towards your dream home!

CA LIC #4131040

NOTE: Residency restrictions may apply to loan programs. By refinancing the existing loan, the total finance charges may be higher over the life of the loan. 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. (06262017 9949)

Executive Agent of the Month

Alvin Toney BST Realty Inc.

19 17 Professional Profiles

4

10

6

Kathe van Hoften First Team Real Estate

Melonique Jones loanDepotÂŽ ExecutiveAgent Magazine

28 Corey Schumacher Kinecta Federal Credit Union

December, 2017 - Inland Empire

Editorials 30

BECOMING MORE PERSUASIVE -Tony Alessandra

26

Five Ways To Attract (And Keep) Great Staff -Mark Gordon

E XECUTIVE AGENT

TM

MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

ADVERTISERS’ INDEX City of Hope..........................................................34 iPhotography Studio......................................23 & 32 Kinecta Federal Credit Union...............................36 loanDepot®..............................................................2

12

Be A Top Producer Without Sacrificing Home Life -Jesse Loader

PWAOR...................................................................14 SBAOR...................................................................33 The Termite Guy......................................................3

24

8

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Patti Brotherton, Tamara Dorris, T Scott Gross, Rich Levin, Chris Widener, Dirk Zeller, Zig Ziglar

Be Your Own Best Client -Walter Sanford

© Copyright 2017 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.

Problems vs. Opportunities -Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

MELONIQUE JONES

M

elonique Jones, Loan Consultant at loanDepot, is an advocate for diversity and equality in real estate. “So many people have never owned a home before, especially if they are a minority. I want to help educate and inspire, and give people the confidence to do things they thought they couldn’t do.”

Melonique married her high school sweetheart, and they

bought a home together when they were only 23 years old. Their home is the cornerstone of their shared life, a haven for their family and the foundation for their spiritual and physical treasures. Both industry professionals, Melonique and her husband are fulfilled by careers that allow them to advance access to home ownership, while also allowing them the flexibility to be actively engaged in the lives of their three daughters.

ExecutiveAgent Magazine

An Advocate for the American Dream With more than 15 years in the industry, Melonique’s experience spans loan servicing, real estate sales and mortgage lending. “I’ve worn lots of hats over my career,” she says. “I’m glad, because it all contributes to the knowledge and confidence I have when I speak to people now. It makes me a better Loan Consultant.”

She was working in new home sales when she encountered Jeanne Ball, a sales manager with loanDepot. “She was the primary Loan Consultant designated for my new home community. She was so knowledgeable and never let us down. I really trusted her, and when I started thinking about transferring to mortgage lending, she was the first person I called. Jeanne is also a working mom, and I trusted her opinion. She never tried to sway me in my choice of companies to work for, but I knew she’d been at loanDepot for a while, and I asked her if she would mentor me. I’m now her junior, and I help with her established book of business while also working independently. She has taken me under her wing and helped me get established in this part of the industry. I couldn’t have done it without her.”

In a culture focused on delivering an unrivaled customer experience, Melonique has received a warm welcome from her colleagues and the support to wow her clients and real estate partners. “Everyone’s ultimate goal, from management down, is to help people problem-solve and make their lives easier. Every person here is knowledgeable and willing to lend a helping hand. Together, we’ll figure out how to make the best result for the customer.”

During her many years in the housing market, Melonique has developed empathy for her clients. “I realize that while this is my business, it’s personal for them. I ask about their family and lifestyle, and how they will live in the home. I want to understand their needs and expectations around buying a home. I make myself available and always keep them in the loop by phone and text.”

Melonique is compassionate and patient with borrowers who need additional counseling to prepare for home ownership. “I work with a lot of people who are not ready to go right now. But if they can’t buy today, it doesn’t mean they can’t qualify six months or a year from now. These are people who often fall by the wayside. I say, ‘Let’s figure it out.’ It’s a nurturing process, and it takes time, but it’s always worth it to invest in people.”

With her background in real estate sales, Melonique is also a tremendous asset to her real estate partners. “I’m still able to put my real estate hat on and look at a transaction from their perspective, and I remember what I needed from my Loan Consultant. We have great cobranded marketing tools here for our Realtors®, and they can access them for free. They can go into our Total Expert program, select a template and print flyers themselves, or we can print and ship them. I like to go to open houses with care packages for my agents and make myself available to them personally. I can sit with them for awhile, come by and bring refreshments, or be available by phone to prequalify buyers.”

A service-minded professional, Melonique remains a passionate advocate for the American Dream. “I’ve given the keys to hundreds of people over the years, and seeing the joy in someone’s eyes never fails to light up my heart.”

Melonique Jones loanDepot® 3281 E. Guasti Road, Suite 550 Ontario, CA 91761 Tel: 951-834-6800 Email: meljones@loandepot.com Web: www.loandepot.com/meljones NMLS ID 1632981

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

Problems vs.

Opportunities

8

ExecutiveAgent Magazine

B

e grateful for your problems. We all frequently deal with people who complain about the trials and tribulations of their daily lives. Life seems to be one big problem for them. I would like to take a common-sense, realistic approach and address this mindset. If there were no “problems” on your job, then your employer would hire a much less capable person than you to do the routine things that don’t require much thought.

In the business world, those who are able to solve complex problems are the ones who have the most value to the employer.

Many times the problems or challenges we face force us to grow and become more capable. The runner who trains for the mile run in the Olympics by running downhill will have no chance of winning the medal. The runner who trains by running uphill is far more likely to develop the speed, mental toughness and endurance which it takes to win the medal.

enough to be the heavyweight champion. Instead, Tunney decided that he would become a scientific boxer and win the title as a boxer, not a slugger. Boxing historians will tell you that he developed into one of the best boxers who ever fought. They also will tell you that as a puncher, he would not have had a chance against Jack Dempsey, who was considered by many to be the hardest hitter in heavyweight history. Tunney would never have been champion had he not had the problem of his broken hands.

Message: The next time you encounter a difficult climb, obstacle, “problem,” you should smile and say, “Here’s my chance to grow.” Develop that kind of an attitude and I will SEE YOU AT THE TOP! 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.

The best thing that ever happened to boxer Gene Tunney was that he broke both of his hands in the ring.

His manager felt that he could never again punch hard

Written By Zig Ziglar ExecutiveAgent Magazine

9

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

O

ne of Kathe van Hoften’s former clients dubbed her “the Realtor® with a heart” after Kathe spent three days painting her entire kitchen. “They were out of the area and had no resources to do the work after a tenant had beaten it up. I’m always willing to do extra things to help out. I think it’s the little things that set my service apart. Anything I suggest or do for my clients is in their best interests, always.”

Kathe was born on the East Coast and moved to Newport as a teen, but she loves Southern California like a native.

“Being from the East helps me understand where a lot of buyers are coming from, especially if they’re moving in from out of state. It can be upsetting for them to come into the California marketplace and realize what they can afford.

I can help them to gradually understand our lifestyle, and that our weather means you don’t have to be stuck inside all winter. I sell the community when I’m selling homes.

That’s what SoCal is all about. Our yards may be small by comparison, but we have the beaches, parks and mountains all within an hour. You don’t have to be trapped inside or stuck mowing your acre lawn.”

ExecutiveAgent Magazine

The Realtor® With a Heart

Kathe’s relatability comes from more than her bicoastal roots. With her degree in psychology and easygoing nature, Kathe is attuned to the sweep of emotions people experience during a real estate transaction. She is artful at identifying the methods of communication that make them most comfortable and providing the kind of straightforward, professional representation that puts them at ease.

Prior to becoming a licensed Realtor® in 2003, Kathe’s first career was in advertising and marketing. Her passion for interior design and architecture, combined with her talent for creating effective marketing campaigns, are beneficial assets in real estate. She goes beyond the ordinary to prepare homes for sale and attract multiple buyers.

While many agents charge for home staging, Kathe provides this service to every seller, free of charge. “I’m a firm believer in the value of home staging,” she says. “I have a huge arsenal of my own staging items, including furniture and decorative elements, and sometimes I hire a professional stager to work with me. I’m staging for what looks good in a photograph. You have five seconds or less to capture the attention of buyers and agents looking to show properties. If the home doesn’t look spectacular in a photograph, you’re losing an opportunity.”

the sellers and talk about what they appreciate about the home.”

The heart Kathe brings to her real estate practice is also evident in her generous community contributions. With every sale, Kathe donates a portion of her commission to a local charity of her clients’ choice. “If they don’t have one in mind, I will pick one based on top of need. It makes me feel good and makes my clients feel good. I have a long list I’ve donated to on behalf of family and friends who have faced things like breast cancer, autism and leukemia. I try to support them by helping out.”

Kathe encourages potential clients to visit Yelp for an unbiased and uncensored evaluation of her caring, ethical and professional service. Her reviews prove that she is, indeed, a Realtor® with a heart.

Kathe van Hoften First Team Real Estate 27451 Los Altos Mission Viejo, CA 92691 Tel: 949-235-3011 Email: kathevh@hotmail.com Web:http://www.kathehomes.com CalBRE #01389647

Kathe’s compassion helps her connect with people and makes her an effective negotiator. She frequently helps her buyers negotiate better terms or win out over multiple bidders. “It’s the extra touches. I have all my buyers write a personal letter to the sellers, and I write one, as well. Selling a home is also an emotional experience for most sellers. I try to hone in on what’s important to them and help my buyer get chosen by helping them relate to

ExecutiveAgent Magazine

Be A Top Producer Without Sacrificing Home Life

W

ork/life balance…. that phrase holds a lot of power. How you execute this can be the difference between success and failure, between extraordinary and mediocre, or even the difference between a happy marriage and divorce.

We all know how demanding this industry is so I won’t ramble on about specific examples to illustrate that. At some point in your career (if you are aspiring to do more than you currently are), you will run into a problem where your daily schedule simply doesn’t work anymore. The amount of time you are spending at work seems to creep longer and longer as the weeks pass and before you know it, you’ll feel as if you missed a decent chunk of your home life.

We all know or have heard of someone who is successful, but has zero relationship with their children, or has been divorced three times, or is continually chasing that happiness they think is at the end of the next sale, the next project or the next business deal. I truly believe that you can have it all. I do not and refuse to believe that it’s simply one or the other. You can be successful at your craft AND be an amazing, supportive partner and parent.

I have a wife of nine years and two children, ages seven and five. They are my everything. I’m not saying that because that’s what I should be saying. Every decision 12

I make is with those three in mind. When you become a top-producing Realtor®, it becomes difficult to maintain that balance, so here is a few tips to strive to have it all.

1. Shared calendars.

We have amazing technology – make it your friend. I put everything in my calendar that I share with my wife.

I really mean everything. I have a recurring appointment late in the evening labelled, “Uninterrupted wife time”.

No joke. I found that when I had friction in my relationship, it didn’t have anything to do with the fact that I was working, it was that I didn’t communicate it properly.

2. Limit your time for set appointments.

Currently I have Monday, Tuesday and Thursday evenings and one day on the weekend available for showings or listing presentations. That’s it. I am flexible on which days I choose to fill depending on my client’s availability, but not on the amount of days per week. These days also change as my kids’ extra-curricular activities change throughout the year. Kids come first.

3. Teach your clients how to communicate with you.

If you are available at the drop of a hat, you will be taken advantage of. I tell my new buyers which days I am available, and when I am not. So far, not one single person has stood up and walked away because I am not available 24/7.

ExecutiveAgent Magazine

Written By Jesse Loader

4. Wake up early.

By getting up early, it allows me more time in the evenings to spend time with my wife and kids. This point is always controversial because I hear this all the time: “I just work so much better late at night, I can’t do mornings.”

Okay, but I believe that most of the time that is a BS excuse. I do understand that some people work better and are more productive late at night, but I think it’s the minority. Your body has limitations and when it’s taxed all day I can’t imagine it’s running at peak performance at 1 am (but I’m not a doctor). I get more done in the 90 minutes before anyone in my house is awake, than I do the rest of the day in the same amount of time. No phone calls, no texts, no emails, no notifications, just work. You would be absolutely stunned at how much you can accomplish in 90 uninterrupted minutes.

5. Go on vacation.

Seriously, this might be the most underused tactic to becoming more productive. Have you ever noticed how busy you get right before going on vacation? That’s not a coincidence. You have a set deadline that you sure as hell aren’t going to miss, so you become laser focused on the top priorities and you ignore the stuff that can wait.

Either learn to do this daily…or go on a lot of vacations.

I choose the latter.

6. Prioritize with a family-first mentality.

No one will care how many houses you sold, how much money you made, or what awards you won when you’re on your death bed. Family is truly the most important thing in anyone’s life, and although it’s hard not to care about the materialistic things in the moment, try to think about the bigger picture. Plan vacations, hockey, dance, anniversary getaway and other family events first. They take priority in your new shared calendar. If you plan on spending the evening with your kids to just hang out at home this Wednesday, put that in your calendar. When someone calls and asks to see a house Wednesday at 7 pm, your response needs to be, “I’m sorry, I already have an appointment at that time, but how does Thursday at 6 pm sound?”

Work/life balance, time management…these are topics that we all struggle with and I’m definitely no exception.

This topic is an evolution for me always. I hope to share new tips with you in the future. I have found though, that since I made a conscious decision to prioritize my family first, everything improved, including my bottom line.

Jesse Loader is a licensed Realtor® in the greater Edmonton area and also offers real estate mentorship through his group, Reach Your Peak Coaching and Consulting.

ExecutiveAgent Magazine

13

THANK YOU FOR MAKING THIS THE BEST GOLF EVENT TO DATE!

For more information on the PWR Charity Foundation, please visit: www.pwr.net/pwrcharity

Now You Can Get Executive Agent Magazine Online!

We’ve Gone Digital So You Have Access To All Executive Agent Has To Offer-On The Go, Anytime, Anywhere

Link directly to Advertisers

Search for Articles

Interact and Connect

Executive Agent Magazine www.ExecutiveAgentMagazine.com

949.297.8323 949.366.3349

Info@eamag.net

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_______________________________

TM

Cover Story

ALVIN TONEY Executive Agent of the Month

ExecutiveAgent Magazine

ALVIN TONEY Achieving the American Dream Through Persistence and Perseverance Written by Haley Freeman - Ian Wiant Photographer

H

ome ownership changed Alvin Toney’s life. Alvin and his two sisters were raised in Chicago by their hard-working single mother. She held multiple jobs to provide for her family, but as a single, African American woman in the 1970s, she was denied the opportunity to purchase a home on her own. As a result, Alvin and his family lived in poorly maintained apartments in marginal neighborhoods. “My mom was such a strongwilled and courageous woman,” Alvin recalls. “She bought her home in ‘72 with the help of a friend, and our whole life changed instantly. We moved into a great house in what was then a middle class neighborhood. I didn’t have friends at other places because we moved

so often. I developed lifelong friends there and had the opportunity to attend Lane Technical High School, which was considered the best public high school in Chicago. It all started with home ownership.”

During his first career in the United States Navy, Alvin earned his degree in business administration and finance.

He was promoted to Command Financial Specialist and assigned to help his shipmates on the USS Acadia with financial tasks from balancing a checkbook to purchasing a home. He got his real estate license in 1991 and sold real estate part time until he retired from the Navy in 2001. By 2005, Alvin owned his own real estate brokerage.

ExecutiveAgent Magazine

As the broker/owner of BST Realty in Moreno Valley, Alvin has helped hundreds of families elevate their quality of life through home ownership. “I really believe in real estate as one of the few ways for middle Americans to be able to truly build wealth,” he says. “In the minority community especially, saving money is not part of the landscape. But buying a house and holding onto it for 30 years is something people can understand.”

low-income buyers purchase homes, and we have fought against redlining and other unfair practices. We believe it should be an equal playing field for everybody when it comes to buying a home. The process is still not 100 percent fair, and there are still people suffering in silence.

We’re doing all we can to work with leaders in government and business to change that. We also put on seminars for the community about how to save a home or buy a home.”

As a passionate advocate of home ownership, Alvin has dedicated many hours of service to trade associations that advance equal housing laws and make the American Dream available to more people. Alvin currently serves as the president of the Inland Empire chapter of the National Association of Real Estate Brokers (NAREB), an organization that has been promoting democracy in housing for 70 years. “There was a time when African Americans were not allowed to join other real estate associations, so they formed what is now NAREB in 1947. Over the years, we have helped pioneer the FHA program to help

A Navy man by trade, Alvin is also passionate about helping military veterans and their families have the security of a home. Through both NAREB and the Veterans Association of Real Estate Professionals (VAREP), Alvin and his colleagues work tirelessly on behalf of veterans.

“VAREP is now putting a bill before Congress requiring fairness to veterans. We want to require that VA financing is offered to veterans alongside FHA and conventional programs. In most cases, a VA loan is the best financing available for vets, since it offers 100 percent financing and requires that the home be in reasonable condition.”

ExecutiveAgent Magazine

Always of service to those around him, Alvin is also committed to developing the professionals who work at his company, and he has room for more caring, conscientious agents. “I provide leads and help my agents earn money. Nobody ever taught me the real estate business. I made money, but I didn’t know how to build a business.

Now I’m able to pass on what I’ve learned about how to do the right thing and be successful. I really believe in helping everybody build their business, and together, we can actually do some good things in this community. I want to be the neighborhood Realtor® who is an expert at dealing with community issues.”

According to clients, Alvin has achieved his goal. One expressed: “This is the real estate professional you want.

He knows the area extremely well. He can tell you the neighborhood trends too. He’s also acted with my needs in mind at every turn. I found him to have integrity and lots of experience in all the areas associated with buying a house. I also found he has a good reputation with other people in real estate. I was very happy with the services he provided.”

Another stated: “If you want personalized, professional real estate services I would recommend BST Realty.

Alvin Toney knows the San Diego and Riverside County areas and will assist you in locating your dream home. His staff is also courteous and respond timely to assist you however you may need.”

ExecutiveAgent Magazine

Alvin stands behind the integrity of his work with two guarantees. “We have a unique selling proposition. We guarantee to sell your home, or we’ll buy it. That’s how confident we are we’ll get the job done. And if you buy a home with us and don’t like it, we’ll sell it for free. This isn’t a marketing ploy. It’s who we are.”

To this day, Alvin considers it a special triumph when he helps a single mother buy a home. “I just helped a lady get into a house for $155,000. She had been working with other agents for two years. The other agents didn’t believe in her goal since she only qualified for a $155,000 house in a market where the median price is $275,000. I took her out personally and within a few months, she was Blessed with home ownership. When she closed, she literally fell

on her knees and cried. She had the determination to stay with it when people told her she could not do it. For me, there is nothing more joyous than getting a single mom into a house.”

Home ownership opened the door to a better life for Alvin and his family. His mother enjoyed a comfortable retirement with the funds to travel and spoil her grandchildren. “She could never have done all that on her pension alone. I am committed to helping anyone who has the persistence and perseverance to get a home. Whatever your dream, don’t let anybody else tell you it can’t happen.

If you believe in yourself and Almighty God, you will achieve anything.”

ExecutiveAgent Magazine

ALVIN TONEY BST Realty Inc. 23945 Sunnymead Blvd., Moreno Valley, CA 92553 Tel: 951-834-5692 - Email: bstreos4u@yahoo.com Web: www.alvintoneyhomes.com - CalBRE # 01522210 ExecutiveAgent Magazine

Be Your Own Best Client

A

s real estate agents, we work as purveyors of the most profitable, long-term investment opportunities in North America. Every day, we talk with our clients and prospects about the wonders of owning real estate, but we don’t buy enough investment real estate ourselves!

For most of us, no matter how rewarding and fun it is to work with homebuyers and sellers, we really are not planning on working in the real estate business until the day we die. At some point in time, we all want to retire comfortably; living off our real estate investments is a wonderful way to be able to retire comfortably. If you’re looking to effectively retire in ten or fifteen years from now, it’s time to make a decision for financial freedom today by making a commitment to build your own real estate investment portfolio.

The no-hassle, no-time-involvement way to build your portfolio There are several innovative ways to build a real estate portfolio. Remember, we’re the professional selling this commodity every day. In fact, one of the easiest, most secure ways to acquire properties for your own portfolio is something you do everyday, despite the fact that its methods are rarely used! This system is based upon finding listed, free-and-clear properties.

Here’s how to do it: 1. Research all currently listed properties that are or close to being free and clear or properties that have assumable loans. This can be done on a daily basis by looking at each day’s new listings or by surfing the current MLS database for the above parameters. Some MLS systems are easier than others to find the current free and clear listings.

If it is hard for you, then ask your title rep to help you match current listings with old mortgages nearing payoff!

B. Subtract 40% from that gross income; this will allow enough to pay taxes, insurance, vacancy and maintenance factors, utilities, management and all other operating expenses.

C. Take the remaining 60%, by using your calculator of choice or a common amortization chart. Determine how much of a loan this 60% income will service, based on a fully amortized loan of 30 years, at let’s say 7 percent.

D. Once you determine the amount of debt this 60% income covers, divide that by .90 (or 90%); this will give you the sale price or your offering price (it’s divided by .90 because you will be putting up to 10% down).

2. Make an offer on these listings. This is where your computer comes in handy, by keeping a template of your state’s offer form on your computer, you need only fill in a few numbers, addresses, and boxes on each offer. In the offer, ask the seller to carry back 90% financing at 7%, fully amortized over a 30 year-period. Do not put in a “due on sale” clause.

3. Fax your offer to the cooperative agent so that agent can present the offer directly to the seller.

4. If the offer is accepted, do the walk-through and make a final determination as to whether or not you want this property in your portfolio.

5. Keep the property and let the tenant pay it off!

Yes, sometimes it takes thirty offers to obtain the perfect match for your portfolio and meet the seller’s needs. With a fill-in-the-blanks form, email, or a fax machine nearby, you’re not investing a lot of time or effort into these acquisitions. It’s very easy to acquire five or six new properties a year by using these simple methods.

Long-range benefits of these portfolio investments: When you start acquiring property with sell carry-back financing, some wonderful things happen. First, the sellers or mortgage beneficiaries may try to re-negotiate the loan to obtain more cash.

Once you’ve found one such property: A. Determine what gross income can be produced from the property.

24

ExecutiveAgent Magazine

This is to your benefit, since you will be asking for discounts for early payoffs and interest rate re-negotiations for agreeing to make larger payments. Since these are private loans, there are no restrictions on their re-negotiations.

Moving loans to other properties, re-negotiating payment terms, and paying off early for discounts are all accomplished if it is a win-win situation for you and the previous seller! You don’t have to apply to a bank, go through horrendous credit applications, pay points, or explain your intentions to sometimes-stringent bankers. Best of all, you obtained terms that were unavailable in the current marketplace through institutional lenders. The seller has received a much higher than currently available rate of return, which is magnified because it may be an installment sale, so the seller is earning interest on money that may have been paid to the IRS. The safe rate of return, tax benefits, and annuity nature of the loan are part of the seller’s motivation to be the lender rather than be crushed out.

So what’s next?

Now that you’ve acquired the property, what do you do with it? Manage it! In fact, since you are managing for the long term, you should be making improvements to the property, constantly increasing its cash flow, and moving it to higher, positive cash flows.

Why not just sell the property and take the profits? It’s possible, and done regularly by investors. Remember, whenever you sell, you subject yourself to the market and its current price level, taxes, anxious tenants, costs of sale, and take your investment “off line.”

If you choose instead to hold, to manage, to consistently increase the value of the property, and to obtain positive cash flow, you can build the surety of an annuity. Use this positive cash flow to reduce the underlying loans. This quickly moves amortization from thirty years to as low as seven to twelve years. Your cash flow may increase every year, allowing you to make further principal reductions and allowing the loan to be paid off much faster. While you’re still in the middle of your real estate career, you’ll have

your first building paid off free and clear.

Because you’re still earning commissions, why not tackle this philosophy even more aggressively? Take all of the positive cash flow from your now paid off building number one that you own and apply to building number two that you own. You may already be making principal reductions on building number two from your positive cash flow, therefore moving an already reduced amortization down to an amortization of five to seven years.

Very soon, you’ll have that building paid off, allowing the positive cash flow of two free and clear buildings to pay off building number three even more quickly. With all three paid off, you can now start paying off number four and so on! It works like a great, big snowball! In the last years of this formula, you’ll be able to pay off many buildings quickly and effectively.

Start today by making smart cash flow offers. Once you know how many units you want, you’ll know how many units you have to acquire within certain time frames, then you will know how much to serve from your commissions for your 10% down payments. Buy them correctly . . . no balloon payment, no financing problems, and at positive or break-even cash flow. Use the positive cash flow to pay off your underlying loans, and you, too, can easily join the membership of just 3% of American citizens who retire with financial independence.

Walter Sanford was one of the top real estate agents in North America for nearly thirty years, and now, he is one of the most requested speakers, trainers, and coaches.

He has authored twelve systems and books on checklists, pro-active lead generation, affiliate lead generation, plus others mentioned in this article. You can hire Walter or buy his products by visiting his website for more details at www.waltersanford.com, by calling 815-929-9258, or emailing Walter at walter@waltersanford.com.

ExecutiveAgent Magazine

25

Five ways to attract (and keep) great staff

A

ccording to one Gallup poll, 50 per cent of employees leave their job because of their bosses.

Other studies have shown that employees leave for several other reasons such as opportunity, better pay or more responsibility. Regardless, attracting and retaining quality staff is not only good for the bottom line, it’s good for customer service. So here are five ways to best attract and retain great staff.

1. Be a coach, not a dictator.

We all know being a manager or owner is not an elected position. Maybe that’s why so many managers are prone to bark orders and rely on negative reinforcement. Instead, become a coach. Team coaches are still the boss, but understand that like athletes, staff need to be instructed, encouraged, praised, appreciated and when necessary, dis-

ciplined. The key is to prioritize your energy towards the positive tasks first.

2. Be flexible – to a point.

Regardless of what some bosses think, employees do not live to work. They have lives outside of the company. A sick parent, a dentist appointment or a child’s class field trip can all conflict with a pre-set work schedule. Setting policies that give freedom within established boundaries can reduce stress and allow staff to better focus on their jobs when at the office.

3. Understand the job.

Managers often have a hard time understanding what employees go through on a daily basis, especially if it’s a job they’ve never held themselves. Being yelled at by customers, meeting tight deadlines, hard physical labour – these can all impact mood and productivity. Understanding how daily tasks can affect staff well-being will result in more empathetic and thoughtful bosses.

4. Be a problem solver.

Managers need to understand that they and their staff are all on the same team. And anyone who feels part of a team naturally wants to contribute more. Helping staff solve work related problems not only reduces down time, it can present opportunities for ineffective processes and procedures to be updated 5. Empower others.

An employee who is not sure what they are allowed to say will always say no. This can result in angry customers, lost sales or missed opportunities. Staff that are empowered to make decisions within a framework of guidelines will usually make the right ones. Empowerment will also lead to pride and ownership of their positions – two traits that employees will likely not want to give up.

Marc Gordon is a recognized marketing expert, speaker and strategist. His articles appear in over 200 publications worldwide. Visit marcgordon.ca or his online show at marctv.net for more business tips.

26

ExecutiveAgent Magazine

Written By Marc Gordon

ExecutiveAgent Magazine

27

E XECUTIVE AGENT

TM

MAGAZINE

Corey Schumacher Written by Haley Freeman

Kinecta is one of the nation’s leading credit unions, commanding more than $4 billion in assets on behalf of its 285,000-plus member-owners across the country. But Kinecta strikes the perfect balance between big institutional value and small neighborhood service.

“I heard great things about Kinecta, and I was interested in coming here because of the more service-focused environment,” Corey explains.

“I worked for big banks for so many years, and everything was built on volume. I’m more of a relationship Loan Consultant, so moving here was a nice change for me. I can spend more time with my clients and give them the service they deserve.”

Corey has always focused on nurturing long-term relationships, and now, the majority of his business comes from referrals and past clients. People appreciate

M

any years ago, Corey Schumacher interviewed for a restaurant management job.

As he was leaving the interview, a woman sitting in a nearby booth stopped him. “I want you to come work for me at Great Western Bank,” she said. Corey told her he didn’t know anything about banking. “Here’s my card,” she persisted. “Give me a call.”

He did, and it was the beginning of a lifelong and gratifying career.

Today, Corey is a senior mortgage consultant at Kinecta Federal Credit Union in Newport Beach.

both his expertise and the time he willingly invests in their success.

“I don’t mind being on call for people seven days a week. I know most people are working Monday through Friday, and they need someone to be available when they are. I’m always accessible, and they can count on me for honest answers. If it doesn’t make sense to do a loan today, then I’ll be the first to tell them. Trust comes when people know you have both the product knowledge and their overall financial best interests at heart.”

ExecutiveAgent Magazine

Corey prides himself on working with Kinecta as a promoter of home ownership. “Helping people get a home makes me feel like an important person in my community. There is no asset more coveted, and nothing more personal than owning a home.

I still love working with first-time homebuyers.

The fact that I get to promote home ownership to somebody who hasn’t felt that exhilaration before is especially satisfying. I take part in a lot of the events we sponsor, and I do a lot of homebuyer seminars. I have no problem working with somebody for a year to get them ready to make a home purchase.”

As someone who has remained in the industry through many ups and downs, Corey’s motto is, “Its’ never a bad time to buy a house.” He says, “People ask me that question all the time, but I believe it’s always the right time to invest in your family and future.”

A SoCal native who is also a world traveler, Corey brings an international perspective to his mortgage practice. “I’ve visited 28 different countries so far. My wife is from Tokyo, so she has opened up a whole other side of the world for me. Typically, we go there once or twice a year to visit family. I think my years of travel have helped me deal with all types of people from around the world. It’s important to me to connect with people and find some-

thing I have in common with them. A lot of times, it’s that I’ve been to their country and understand their culture.” Italy, Spain and Japan are among Corey’s favorite destinations.

Looking back, Corey is grateful for that woman who flagged him down in a restaurant and offered him the chance at a new career. These many years later, connecting families to the American Dream is more than a job - it’s a calling. “It’s something I truly believe in,” Corey says, “and I think that radiates in the service I provide. I love working in the positive environment at Kinecta, where we truly want to do loans and help people. It’s part of our culture, and it magnifies the quality of our service.”

Corey Schumacher Kinecta Federal Credit Union 4041 MacArthur Blvd., Suite 100 Newport Beach, CA 92660 Tel: 949.306.1304 Email: Corey.Schumacher@kinecta.org Web: https://www.kinecta.org/cschumacher/ NMLS ID 491690

Connecting Families to the American Dream

ExecutiveAgent Magazine

BECOMING MORE

PERSUASIVE W

hy are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never been less true. For a variety of reasons.

For starters, people everywhere have become more savvy, skeptical, even cynical. We’ve all become more jaded about advertising, more suspicious of political claims, and less trusting of those who bring us a message, any message--even one that may be in our best interest.

Second, and most important, many people just aren’t skilled at the art of persuading. No matter how brilliant your idea, no matter how technically advanced or economically sound it may be, it’ll go nowhere unless you get others to go along with it. And the only way you do that is by persuading them, by communicating clearly why they really should want to do what you really need done.

Learning to improve our persuasiveness is both easier and harder than it used to be. Easier because we’ve now got E-mail and voice mail, CD-roms and cellular phones, satellites and skywriting, and a vast array of other tools for communicating. But it’s also more difficult in that the deluge of messages and ill-equipped messengers cheapens them all. So nowadays, it’s more crucial than ever to hone the skills that heighten our power of persuasion.

Here are some ideas, big and small, for making yourself more persuasive: 1. Ask yourself: What do I really want? Sure, we all want security, happiness, health, love, and fulfilling work.

Digging a little deeper, we might find further shared values, such as recognition, power, freedom, and serving others. But what’s unique to you? What do you think about alone at three in the morning? What really resonates within your soul? What would you, in a perfect world and freed of family, fiscal, or geographic constraints, most like to be doing? Think about these questions as a means of searching for your great “because-- the difference between your current situation and your desired situation.”

2. Shift your focus to others. There’s an old story of a young lady who was taken to dinner one evening by William Gladstone and then the following evening by Benjamin Disraeli, both eminent British statesmen in the late nineteenth century. “When I left the dining room after sitting next to Mr. Gladstone, I thought he was the cleverest

30

man in England,” she said. “But after sitting next to Mr. Disraeli, I thought I was the cleverest woman in England.”

If you practice attentiveness to others, you’ll find it does wonders for both of you. They’ll enjoy it; so will you. And together you’ll accomplish much more.

3. Train yourself to remember other people’s names. The sweetest sound, it’s said, is that of your own name being spoken. And calling others by name is an important first step toward building rapport and, thus, persuasion. Roger Dawson, in his book 13 Secrets of Power Persuasion, gives numerous techniques for overcoming this problem. One of the best: When you shake hands with a new person, note the color of his or her eyes. That forces you to make eye contact and, after a while, will also send a signal to your brain to store that person’s name in your short-term memory. Use the name soon afterwards, and you’ll have a lock on it. Try it!

4. Empower others. Skillful persuaders send out the message, spoken or unspoken, that they appreciate others’ abilities. For example, Minnesota Mining & Manufacturing (3M), the $15-billion-a-year firm famed for its innovation, leaders still utter--and follow--the maxims of William McKnight, its legendary leader for half a century: “Listen to anybody with an idea.”...”Encourage experimental doodling.”...and “If you put fences around people, you get sheep; give people the room they need.”

5. Hone your sense of humor. While being wheeled into the operating room after being shot by a would-be assassin, the ever-persuasive President Ronald Reagan got a chuckle when he wisecracked, “I hope the doctor is a Republican.”

We may not all be so cool in a crisis, but we can all profit by not taking ourselves too seriously.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976.

Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.” Copyright© 2004, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine

Written By Dr. Tony Alessandra

ExecutiveAgent Magazine

31

The Installation of Cheryle Ushkow as President and the 2018 Board of Directors Manhattan Beach Marriott 1400 Parkview Avenue Manhattan Beach, CA 90266 Wednesday, January 10th 11am - 12 pm “Magical” Champagne Reception 12pm Comedy Show, Lunch & Program Magic & Entertainment Not To Be Missed!

Tickets are $35 and must be purchased before 1/3/18 www.SouthBayAOR.com or call 310-326-3010

Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

EXECUTIVEAGENT MAGAZINE

SEARCHING FOR OUR NEXT

DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: info@eamag.net Tel: 949.297.8323

TM

We’ve got feet all over the streets of OC. Hello neighbor! Tired of the big banks? Experience the difference of having a trusted credit union in your lending corner. Partner with us and see how your business will benefit.

Pair your clients with one of our experienced team members.

Erik Jenner, NMLS# 38025 Manager Mortgage Loan Sales direct: 949.253.5337 | cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner Andy DeLuca

George Deekrich

Debbie Grant

Jake Kim

Mary Van Dorn

Tracy Williams

Corey Schumacher

Eldin Serrano

NMLS# 440903 Sr. Mortgage Loan Consultant tel: 310.297.4528 | cell: 949.291.7189 Andrew.DeLuca@kinecta.org www.kinecta.org/adeluca

NMLS# 644587 Sr. Mortgage Loan Consultant tel: 949.726.2394 | cell: 949.413.8669 Debra.Grant@kinecta.org www.kinecta.org/dgrant

NMLS# 1034211 Sr. Mortgage Loan Consultant cell: 949.275.8838 Mary.VanDorn@kinecta.org www.kinecta.org/mvandorn

NMLS# 491690 Sr. Mortgage Loan Consultant cell: 949.306.1304 Corey.Schumacher@kinecta.org www.kinecta.org/cschumacher

NMLS# 194556 Sr. Mortgage Loan Consultant tel: 310.643.1353 | cell: 949.293.7359 George.Deekrich@kinecta.org www.kinecta.org/gdeekrich

NMLS# 346847 Sr. Mortgage Loan Consultant cell: 714.679.3710 Chae.Kim@kinecta.org www.kinecta.org/ckim

NMLS# 762891 Sr. Mortgage Loan Consultant tel: 949.253.5350 | cell: 714.333.5932 Tracy.Williams@kinecta.org www.kinecta.org/twilliams

NMLS# 287457 Sr. Mortgage Loan Consultant tel: 424.634.0384 | cell: 714.476.4373 Eldin.Serrano@kinecta.org www.kinecta.org/eserrano

Visit www.kinecta.org/home-loans for info.

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

17361-06/17