EXEXECUTIVE BANKER MAGAZINE - ORANGE COUNTY

BANKER EXECUTIVE - FOR THE REAL ESTATE PROFESSIONAL

MAGAZINE

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HOME LOAN SAVINGS

ARE THEY LOOKING TO BUY NOW?

You can find them the right home, but they need the right mortgage, too!

Kinecta Federal Credit Union, one of the nation’s largest credit unions, offers a wide range of mortgage programs and pricing incentives just for home buyers. Below are just a few. Visit us online or call us today to learn more!  Combo Loan • Get 89.9% financing with no Mortgage Insurance (MI) payment required • Put 10.1% down, then take out a 1st mortgage and smaller 2nd mortgage • Loans up to $1,000,000 (Combining the 1st and 2nd mortgages)

 Smart Move purchase program1 • Save time house hunting with a Purchase Ready PreApproval • $500 off closing costs and a 21-Day Closing Guarantee • Free Kinecta VIP Gold Club Membership for 1 year

 More Purchase Incentives • Save up to $3,127 (0.75 discount on points) on a Conforming loan2 • 0.125% rate discount on Jumbo loans: For Jumbo purchase loans up to $2,000,000

We’re here to help you close the deal on that home your borrower always dreamed about. So, contact us today!

Erik Jenner, Manager, Mortgage Sales direct: 949.253.5337 • fax: 949.293.1237 ejenner@kinecta.org • NMLS# 38025 www.kinecta.org/ejenner NMLS # 407870. All loans are subject to credit approval. Rates, terms and conditions are subject to change without notice. Membership requirements apply. 1.) Certain restrictions apply.

Visit www. kinecta.org/Smart_Move for full details. 2.) Applicable to home purchase transactions only. 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock. Valid on home purchase loans locked on or after 1/28/2014. Certain discount offer restrictions apply for investment properties or second homes. Offer subject to change without notice and may be cancelled at any time.

About Kinecta Federal Credit Union Not-for-profit | Member-owned | Over 250,000 members | Est. 1940 www.kinecta.org 14573-05/14

YOU CAN DEPEND ON

TEAM DUARTE! We believe in building quality partnerships with our clients, so together we can achieve more.

YOUR

SUCCESS IS OUR

Felix Duarte and his team, including his brother, Tomas Duarte, possess over 25 years of combined title experience and are recognized as one of the most successful title professional groups in Southern California.

They are driven by the belief that great service, professionalism, and highly personalized relationships are the key to helping their extensive base of clients reach higher levels of success. Team Duarte and Ticor Title are committed to providing you with the best in industry title resources to help you grow your business.

GOAL!

Felix Duarte Vice President 714.392.1400

felix.duarte@ticortitle.com

Tomas Duarte Vice President 714.272.9552

tomas.duarte@ticortitle.com

You can depend on Team Duarte!

WWW.TEAMDUARTE.NET

Ticor Title Company 18302 Irvine Blvd., Suite 100 • Tustin, California 92780

- Contents Cover Story

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18 Matt De La Cruz

Derek Graham

25 Erik Jenner & Jason Sasena Kinecta Federal Credit Union

42 Ian Wiant

Scott Arnott

45 Lisa Dunn

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40 Lily Pham

Jim Brophy

Executive Banker Magazine

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46 Wayne Smith

Summer Issue - Orange County

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The Five Minute Rule -Rory Aplanalp

B ANKE R EXECUTIVE

- FOR THE REAL ESTATE PROFESSIONAL

MAGAZINE

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The Truth About Lying -John Boe

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Teaming With Succes -Craig Harrison

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Mortgage Fraud; An Identity Thief’s Dream Scheme -Robert Siciliano

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The Service Boomerang -Sheila Murray Bethel

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What Is It That You Do -Richard Weylman

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Being An Extraordinary Leader Through Tough And Challenging Times -Chris Widener

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The Talent You Already Possess -Zig Ziglar

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 291-8376 Fax: (949) 266-8757 Farrias45@gmail.com www.ExecutiveBanker.net

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ADVERTISERS’ INDEX City of Hope...................................................... 54 CAMP................................................................51 Evergreen Realty................................................17 i Photography Studio......................................... 31 Kinecta Federal Credit Union........................... 02 Mike Ferry......................................................... 22 PWAOR.............................................................13 Realty ONE Group............................................ 09 SBAOR..............................................................16 The Termite Guy............................................... 12 Ticor Tile Company.............................................

03 Title365.........................................................

50 Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown © Copyright 2014 Executive Banker 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 Banker Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Being An Extraordinary Leader Through Tough And Challenging Times

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ough and challenging times will surely come. That is a given. The question is what kind of leadership we will demonstrate during those time. Those who are weak leaders will see lasting damage done, if not see the organization fall apart completely. With Extraordinary Leaders at the helm, however, an organization can actually become stronger and thrive in spite of the tough and challenging times. That should be our goal so here are some idea on how to be an Extraordinary Leader in tough and challenging times!

1. Keep Your Eye on the Big Picture. When things get tough, everybody’s temptation is to become acutely focused on the problem. The Extraordinary Leader, however, will keep his or her eye on the big picture. This doesn’t mean that we don’t address the problem. In fact, we have to address the problem. But what separates a leader from a follower is that the leader doesn’t get caught up in the problem. The leader sees the big picture and keeps moving toward the vision. The further they take their followers toward the vision, the further away from the problem they get.

2. Don’t Get Caught in the War or the Friendly Fire.

When it gets tough even the most loyal team members can

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be tempted to start shooting and, unfortunately, they sometimes shoot each other! Rather than focusing on the enemy on the outside, they begin to question each other and find many faults with one another that they normally would not have seen. The Extraordinary Leader is the one who can keep from being drug into the fray. They keep their eye on the big picture and act rationally and objectively. They understand that people are heated and are saying things they don’t really mean. The people are firing because they are angry or scared. The Extraordinary Leader understands this and rises above it. This way, they take fewer arrows and they set the example for their followers.

3. Be First to Sacrifice. When it gets tough, like when there has to be cuts in salaries etc, the leader should do just that - lead. They need to not only be the one who is rewarded the greatest when all is well, but they need to be the first to sacrifice. The Extraordinary leader says, “I know many of you are concerned with the salary cuts. I am too. In the long run we will be healthy again but for the mean time, this is necessary. Understanding this, I want you to know that I am taking a 20% pay reduction myself. I want you to know that we are in this together.” The Extraordinary Leader is the first to sacrifice and will be rewarded with the loyalty of his or her followers.

Executive Banker Magazine

4. Remain Calm. Panic is one of the basest of human emotions and no one is immune to it. The Extraordinary Leader, however, takes time out regularly to think the issues through so they can remain calm.

They remind themselves that all is not lost and there will be another day. They remind themselves that being calm will enable them to make the best decisions - for themselves and for their followers. Panic only leads to disaster, while calm leads to victory.

5. Motivate. In tough and challenging times, people are naturally down. They tend to be pessimistic. They can’t see how it is all going to work out. Thus, they have a hard time getting going. The Extraordinary Leader knows this and will focus in on being the optimistic motivator. He or she will come to the office knowing that for the time being, the mood of the group will be carried and buoyed by them and their attitude. Above all else, they seek to show how the end result will be good - and with this they motivate their followers to continue on, braving the current storms, and on to their shared destiny.

6. Create Small Wins. One of the ways to motivate is to create small wins. The Extraordinary Leader knows that in tough times his or her people think that all is lost. They wonder if they can win. So the Extraordinary Leader creates opportunities for the team to win, even if they are small. They set smaller, more achievable goals and remind and reward the team members when

they hit those goals. With each small win, the leader is building the esteem and attitude of his followers, digging them out of their self-created hole of fear.

7. Keep a Sense of Humor. Look, hardly anything in life can’t be laughed at. The Extraordinary Leader knows that even if the whole company goes down the drain, we still go home to our families and live a life of love with them. The Extraordinary Leader keeps perspective and knows that we humans act irrationally when we get scared and fail, and sometimes that is humorous. Don’t ever laugh at someone’s expense in this situation, because that will be perceived at cold and heartless, regardless of what you meant by it, but do keep the ability to laugh at yourself and the situations that present themselves.

By doing this you will keep yourself and your team in an attitude that will eventually beat the tough times.

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© 2006, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com.

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The Service Boomerang

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emember the expression, “People don’t care how much you know until they know how much you care.”

They want to know if you are willing to give of yourself, to serve their needs and wants.

They’re not interested in your title, your college degrees, or how much money you have. First, they want to know if you care about them as a person, if you care about helping them solve their problems. Then your knowledge and experience become important.

When you are considering the idea and process of giving “good service”, ask yourself, “What would I want if I were dealing with me?” That really brings it home. When you think of service in personal terms you feel the accountability involved. It becomes a personal responsibility, not just a nice idea or phrase.

That kind of thinking turns into a philosophy about the service concept. And, that is where you find the real benefit, in both receiving and giving excellent service.

We have intelligence quotients and personality quotients. If there were a service quotient, an SQ, how would you score? How would your organization score?

It is a very powerful concept to build a life, a career or an organization on the knowledge that good service always boomerangs.

Sheila Murray Bethel is a best selling author, television personality and globally acclaimed professional speaker. Sheila’s expertise is Change, Leadership, and Personal Excellence. She is the author of the best-selling book, Making A Difference: 12 Qualities That Make You a Leader, host of the new Public Television Specials, “Making A Difference”, and business woman. Copyright© 2003, Sheila Murray Bethel. All rights reserved. For information about Sheila’s Leadership Seminars and Workshops, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Written by Sheila Murray Bethel 8

Executive Banker Magazine

Teaming With Success

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Executive Banker Magazine

Written By Craig Harrison

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e are surrounded by examples of great, and not-so-great, teamwork. Recently I flew to Los Angeles, visited relatives, took in a parade with floats, bands and street performers, saw a football game and attended an opera. Countless teams made it all possible, whether on stage or back stage, seen or unseen.

You too are a part of a variety of teams. How well you work together tells me how successful you are. Are you teaming with success?

True teamwork takes time and a willingness to contribute to the greater good of the team, as opposed to only looking out for number one. It begins with a desire to work on behalf of the group. Examine your motives.

In successful teams, when the teams win their teammates too reap the rewards. Ineffective teams are often betrayed by selfish team members whose individual goals supersede their team’s goals.

Among the hallmarks of effective teams, whether in sales or service environments: • A shared vision of the mission of the team and its goals • Willingness to meld one’s individual talents for the betterment of the team • Clear communication in both directions: between team leader and team members, and amongst members themselves • Ample appreciation of individual differences within one’s team • Recognition and reward of team members for their efforts I have chaired boards of directors, coached basketball teams domestically and internationally, and managed talented and not so talented groups within and beyond high-tech. I know from experience that lines of authority alone do not guarantee dedication, loyalty and a shared sense of team play.

Similarly, I have been a member of functional and dysfunctional teams and have seen first-hand that talent alone doesn’t guarantee success. Successful teams are about a coming together of talent, a melding of minds and mindsets, and an ability to focus on the big picture.

Team members seek the following: • To be heard • To feel important • To be valued, appreciated and recognized • An opportunity to express individuality

These can all occur on well-led teams, without sacrificing the team spirit. It’s a mistake to believe that the best team leaders treat everyone the same way.

Realistically, not everyone wants nor needs to be treated the same way. Whether in sales or service situations, many team members are self-motivated. They are selfstarters who want the keys to the car and then ask that you step away from the curb. Other team members want and need reassurance, support and a little hand-holding.

Neither is right nor wrong. But each excels when treated the way they most want to be treated.

Team leaders should strive to achieve the following: • A clear vision of the team’s goals and objectives that they consistently articulate • Appreciation of who each team member is and how to relate to them: personality, temperament, strengths and weaknesses and style • Cohesion through regular communication • Support for each team member • Recognition for members’ accomplishments and group milestones Teamwork is developed over time. Day by day your team can strengthen itself through experience and the natural relationships that occur over time. With time and attention to these tips, soon your group will be teaming with success!

- Read about Craig’s popular interactive presentation Teaming with Success: http://www.expressionsofexcellence.com/teamingwithsuccess.html - Download a small PDF file describing Craig’s Teaming with Success presentation: http://www.expressionsofexcellence.com/onesheets/ Teambuilding_1Sheet.pdf Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com.

Executive Banker Magazine

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KEY

KEY EXHIBITION HOME GAME AWAY GAME ALL STAR BREAK

HOME GAME AWAY GAME AWAY GAME (AUSTRALIA SERIES) MLB ALL STAR GAME

COMING SOON

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Pacific West Association of REALTORS® | www.pwr.net

Mortgage Fraud; An Identity Thief’s Dream Scheme

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he speed of technology in the 21st century has created a slew of opportunity for criminals. High tech crimes can consists of hacking into major networks or simply applying new technology to old tried and true criminal acts. The crime of Identity Theft can be described as using parts of someone’s identity to open new accounts or liquidates existing accounts under someone else’s identity. Identity theft can also occur when someone poses as you and lives life as you and conducts every and all transaction legal or not, under your identity.

Mortgage fraud generally occurs when someone manipulates the facts to work in their behalf or purposefully defrauds both lenders and buyers for financial gain.

Identity theft and mortgage fraud together is the perfect crime. Identity Theft and Mortgage Fraud are like peanut butter and chocolate. They go great together.

There are a few types of identity theft when it comes to mortgage fraud.

• A buyer poses as someone else to obtain a home to live in • An identity thief poses as a buyer to flip a property and keep the proceeds • An identity thief poses as a seller to sell a property and keep the proceeds • An identity thief poses and an owner and refinances a home and keeps the proceeds • An identity thief poses as a mortgage professional, appraiser, real estate agent, attorney or any other professional involved in a real estate transaction using their professional credentials specifically to defraud someone out of their money and do it undetected.

In each of these scenarios someone along the line suffers a financial loss whether directly or indirectly when their good name and reputation is smeared as a result of an identity thief. Often, due to a fundamentally flawed system of identification, the thief isn’t caught.

Identity theft will continue to fuel mortgage fraud for 4 reasons: 1. The social security number has become our national financial identifier available in thousands of places. Anyone who access those none numbers can commit mortgage fraud under your name.

2. Our system of identification provide little to no security due to advances in technology. Anyone with a PC, scanner, printer or just an internet connection and credit

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card can become anyone at any time by creating or buying a fake ID. 3. Till this day, we still have not properly identified who’s who. Until biometric technologies are incorporated into the system of identification, which is at least 10 years away, anyone who decides to become someone else can, simply by adopting that persons identity through forged paper work and a little social engineering.

4. Credit, and the way the system is set up, is wide open.

Our credit is open to anyone who obtains our social security number. Once they have our SSN, then they simply access and open accounts using our credit with little resistance. Due to wide open credit, the SSN as a primary identifier and IDs having no authenticating value, there is zero accountability when it comes to identity theft in the mortgage transaction.

The solutions to eliminate identity theft as a contributing factor to mortgage fraud is to; 1. Support and fully implement the Real ID Act. Congress passed legislation to properly identify citizens requiring multiple forms of authentication when applying for an ID. The critical components of the RealID Act involves the citizen submitting to a biometric scan of a fingerprint that is then recorded and properly identifies the person from then on. This technology once available needs to be implemented into the Mortgage transaction every step of the way. No document or transaction should be valid without properly identifying and authenticating the buyer, seller or professional responsible for that next step. Here, accountability will mean something.

2. Support legislation requiring credit freezes across the board. While many in the mortgage and banking industries oppose credit freezes because it will “gum up the system”, a credit freeze is absolutely essential due to our wide open system of credit. Unfortunately, anyone can access credit any time with little resistance. Credit and your financial well being, should be under lock and key and not wide open for anyone at anytime to access effect your credit.

Robert Siciliano is a nationally televised and quoted authority on the security industry. He is the author of “The Safety Minute: 01” and has appeared on CNBC, FOX News, CNN, and MSNBC, and in newspapers such as The New York Times and The Boston Globe. President and founder of SafetyMinute Seminars, he provides consumer education solutions to Fortune 500 companies and their clients. © 2008, Robert Siciliano. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Executive Banker Magazine

Written By Robert Siciliano

Executive Banker Magazine

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South Bay Association of REALTORS® Presents

WESTERN ROUND-UP

MEMBER APPRECIATION WEEK JULY 28 - AUGUST 1, 2014

This is a week dedicated to our SBAOR members, full of FREE classes, raffles, discounts in our REALTOR® store, free food including a BBQ lunch in our parking lot each day and of course, lots of fun!

Call us for more information and competitive pricing! 310-326-3010 Join the SBAOR TODAY to take advantage of ALL of the FREE member benefits!

What is your main thing?

-Matt De La Cruz

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ur days are built, we create them, our lives are built in the ways we handle them. We work so hard every day trying to do the best we can for our careers, our families and our futures but we need to ask ourselves: what is it all for?

What are we working towards?

Are we searching for happiness, success or maybe wealth?

When all is said and done and you are no longer here on this spinning planet what would you say is your main thing in life? In Stephen Coveys book, The 7 Habits of Highly Effective People, habit 2 suggests that we should begin with the end in mind. Mental visualization is extremely important. Covey

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says that all things are created twice, first the mental conceptualization and visualization; second the physical and actual creation. Becoming your own creator means to plan and visualize what you are setting out to do as well as your plan to accomplish it and then going out and creating it. Identify your personal mission statement and your principles will help.

To begin with the end in mind is to me making sure that every day I am working towards my main objective in life. I strive to fulfill my personal mission statement and my purpose in life. Life is too short for: should have, could have, and would haves. It reminds me of Dr. Gerald Bell, a retired business professor at the University of North Carolina. Bell had conducted a study of 4,000 retired executives with the average age of 70. He asked just one question, “If you could live your life over again, what would you do differently?�

Executive Banker Magazine

The number one answer by a wide margin was: “I should have taken charge of my life and set my goals earlier. Life isn’t practice, it’s the real thing.”

To summarize they regretted letting life unfold without creating a plan. They regretted the randomness of lives shaped by external stimuli rather than internal goals and focus.

Here are the answers in order of rank: 2. I would have taken better care of my health.

3. I would have managed my money better.

4. I would have spent more time with my family.

5. I would have spent more time on personal development.

6. I would have had more fun.

7. I would have planned my career better.

8. I would have given more back.

Study the list of responses. Chances are you are making some of the same mistakes as the respondents made. Don’t wait until it’s too late to decide your purpose in life. Life is now, it is not a practice. This is the only shot you get in life; make the most of it now so you have no regrets when it’s over!

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Executive Banker Magazine

The Talent You Already Possess...

By Zig Ziglar

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any people do not realize that Nat “King” Cole started his musical career as a piano player. It was while he was on a trip to California, performing in a night club, that his singing career got a jump start.

The singer who was to have performed that evening was taken ill. When Cole showed up the club owner asked about the singer. When he learned the singer was sick, the club owner responded, “No singer, no check.” That’s the night Nat “King” Cole launched his career. Actually, he had always been a singer but had never recognized and used that talent. Those of us who remember him as a person and as a talent consider him one of the true greats in all of entertainment. His music was spell-binding, soft, melodious and heart-warming. Unforgettable titles are “Unforgettable,” “Ramblin’ Rose,” “The Very Thought of

You,” “L.O.V.E.,” “Straighten Up and Fly Right,” “Mona Lisa,” “When I Fall In Love,” “Too Young,” “Sweet Lorraine,” “Nature Boy,” “Love Letters,” “For All We Know,” “The Very Thought of You.” I tell this story because you might be like me, unable to carry a tune. I certainly can’t, but I’m convinced that you have a song to sing, and here’s hoping you will take a different view of what you can do with the talent you already possess.

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

Executive Banker Magazine

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LAS VEGAS, NV JULY 29 - AUGUST 1, 2014

Plus Bonus Day! Monday, July 28 – 1:00pm to 4:00pm BECOMING A SUPERSTAR LISTING AGENT Learn How To: Price listings so they sell NOW Dramatically increase your personal listing power Make an enthusiastic, powerful listing presentation Get a seller to choose you versus the competition Maintain a large inventory whether the market increases or decreases To purchase tickets to this event please visit us at:

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©2014 The Mike Ferry Organization | Management reserves all rights | www.MikeFerry.com | 800-448-0647

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The Mike Ferry Organization Monthly Report

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s my great group of connections has grown dramatically, I’ve discovered that 80% of my 20,000+ connections are Real Estate salespeople or Real Estate brokers and 20% are a wide variety of businesspeople from various professions. The good news is, when I write these monthly reports to my great connections, I get a variety of responses because 20% are not really sure why I’m talking about topics like “prequalifying” or “how to be a more effective listing agent”.

So, if you’re reading the report this month, I’m going to take a different approach with all of you ... hopefully one that you can appreciate, learn from, and share.

I was very fortunate throughout my career to have 3 great mentors in my business and personal life. Many of you will recognize these names, and they may be new for some of you.

My first mentor was Earl Nightingale, who was a profound writer and a very successful radio commentator, as well as a man that recorded some very important motivational messages for people to live their lives by. Earl became famous for one particular and very important statement that he made, which was ... “You become what you think about most of the time.” There have been hundreds of articles and recordings done about this particular thought, but if we apply it to our own lives and businesses ... we can see the importance of such a simple statement.

Earl’s belief was that if we have a goal, objective, or something we’re passionate about ... something we want to accomplish or do with our business or life... and we spend the major portion of our time focusing on that, our subconscious mind will take us in that direction and move us to the reality of accomplishing that goal or objective.

So, what is it you are trying to accomplish, and are you giving it the thought, the time, and the action required to make that happen?

they’re competing with tremendous numbers of people for the same objective. Gunther’s thought was, find out what everybody else is doing and do the opposite. If you are a Real Estate agent, as an example, and everybody is contacting the For Sale By Owners in your area ... you contact the Expireds.

My third mentor was Michael Vance, who worked with Walt Disney for many, many years before setting up his own creative thinking consulting company. Michael always talked about the same thing ... “We have to learn to think outside the box if we want to be creative and move our business and lives forward.” The more outside the box we think, the better chance we have. Most people are too concerned about making sure that what they do fits exactly into the same thought process as everyone else. Mike’s thought was if you want to become highly creative, you have to do something a little bit different.

So here’s a thought for all of us ... do any of these three thought processes apply to any of us today? If the answer is yes, look at how they apply and what you want to do to put the ideas to work.

Look forward to sharing more ideas with you next month.

Mike Ferry - CEO The Mike Ferry Organization 7220 S. Cimarron Road, Suite 300 Las Vegas, NV 89113 800-448-0647 702-430-4406 (Fax) www.MikeFerry.com

My second mentor was Dr. Gunther Klaus. He said to me time and time again, “Always remember the 180 degree theory.” He was referring to the fact that whatever you said you wanted to do, in most cases, if you do exactly the opposite, you’re going to succeed at a much higher level because the competition simply doesn’t exist.

Most people do exactly the same thing all the time and Executive Banker Magazine

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B A N K E R EXECUTIVEAGENT EXECUTIVE - FOR THE REAL ESTATEForm PROFESSIONAL Nomination

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MAGAZINE

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Nominate a fellow colleague to be featured in one of our feature stories; on the cover as Executive Banker, or as a special inside feature story. All candidates must be nominated by Nominate a fellow REALTORÂŽ to be featured one of our feature stories; coverand as an industry professional and are evaluated basedinupon professionalism, lengthonofthe service Executive Agent of the Month, or as as well a special featureand story.

All candidates must be nominated uniqueness of story, as industry community involvement. 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.

BANKER EXECUTIVE - FOR THE REAL ESTATE PROFESSIONAL

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Michelle

Coolidge-Tondu

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By:

Fax/Email nomination to: Fax/Email to: Executive nomination Banker Magazine Executive Agent Magazine PO Box 73384 PO Box 73384 San Clemente, CA 92673 San Clemente, CA 92673 Fax: 949-266-8757 Fax:Farrias45@gmail.com 949.266.8757 Email: Email: Info@eamag.net Ph: 949-366-3349 Tel: 949.366.3349

Name:___________________________________ Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Executive Banker Magazine

Written by Shannon Hartsoe - Ian Wiant Photographer

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n 1940, Hughes Aircraft employees had a dilemma.

With no smartphones, no online banking and no direct deposit, many were forced to spend their lunch hours tending to their banking needs. Then Lou Mirandi, chief tool designer for Hughes had an idea. What if they could open a bank right on the premises? Then employees wouldn’t be inconvenienced by the drive to the bank, and could spend their lunch hours actually taking a welldeserved break.

Howard Hughes approved of the idea, but was adamant that they adhere to the strictest standards of conduct and ethics. By September of that same year, a government charter was issued to establish an onsite credit union.

With total assets of merely $60 and only 12 members,

Hughes Aircraft Employees Federal Credit Union was born.

Nearly 75 years later, operating as Kinecta Federal Credit Union, the organization remains committed to the same principles that concerned Howard Hughes – fair, ethical business practices, a member-centric business model and competitive loan rates. Those principles have established Kinecta as a leader in the world of financial services. But a lot has changed, too. Today, Kinecta has a presence in 39 states and more than 250,000 members nationwide, a far cry from the little office tucked into the back of Hughes Aircraft. In 2013 the company closed more than $2.5 billion in home loans – at amounts far above the original $200 limit.

Erik Jenner & Jason Sasena Executive Banker Magazine

The company also offers much more than savings and loans. Today, the company has an extensive list of member services including investment tools, mobile banking, commercial banking products and insurance. As a nonprofit institution, Kinecta is often able to provide loans for its clients at rates more competitive than the credit union’s traditional banking counterparts – a plus for both homebuyers and sellers.

And Jason should know. Under his leadership, the retail loan department grew its purchase lending to an impressive 37 percent of total loans closed in 2013 – even in a challenging market. “The secret is really being responsive,” he says. “We provide a tremendous amount of support and education for our clients. We don’t simply open a loan and wait for it to close. We’re with them every step of the way during the transaction and beyond.”

“We are truly a full-service financial institution,” says Jason Sasena, Director of Retail Loan Production. “But we believe in doing things differently. Because we’re member owned and not shareholder-run, we can be more fluid and responsive to the needs of our members, putting their needs far above shareholder earnings and performance.

Once a client chooses Kinecta to fund their mortgage loan, they’re part of the Kinecta family and a world of options opens up for them.”

The Kinecta approach includes a 21-day guaranteed close with a money-back guarantee. “We provided this long before it became popular to do so,” says Erik Jenner, Manager of Mortgage Loan Sales in Newport Beach. “We also communicate fully with both the Realtors® and the client, finding out the goals of each individual at the outset so that we can provide a fully informed set of solutions and options for them.”

Executive Banker Magazine

Solid Growth Even In Challenging Times That kind of seamless communication ensures a smooth transaction from start to finish. Along with a wide array of products, in-house underwriting, fulfillment and processing are all done locally, further streamlining the process and ensuring that homebuyers are fully qualified and approved before they even start house-hunting – often within 24 hours of the initial application.

“Most companies discourage communication between originators and underwriters and that’s a mistake,” says Jason. “We actually encourage a collaborative approach so we can work quickly if a change in circumstances arises.”

But the consultative approach extends far beyond the

purchaser – it includes the Realtor® and Kinecta team members as well.

In a competitive marketplace, Kinecta is a trusted advisor and knowledgeable partner in lead generation. By offering things like first-time homebuyer seminars and a weekly “Home of the Week” feature on its Facebook page, Kinecta is able to match prospective buyers and sellers with real estate partners in new and creative ways.

“Once real estate agents begin working with Kinecta, it’s not hard to appreciate the difference,” says Jason. “We hear all the time how we’ve been able to make a difference in the lives of our real estate partners, and that’s only one rewarding aspect of what we do,” he says.

Executive Banker Magazine

Howard Hughes & The Spruce Goose “We may be in the mortgage business,” says Jason, “but we choose to do it a little bit kinder and a little bit gentler. We take our jobs seriously, but at the end of the day, we’re in the people business, not the mortgage business and we’re all in this together – whether it’s our members, our employees, our communities, our Realtors® or our affiliate partners.”

“Our foundation is built on service to others … people helping people. Ultimately, we are all measured by a common yardstick: Did we enrich the lives of those around us?”

At Kinecta, the answer is a resounding “yes!”

Another successful Kinecta trait is its commitment to its loan officers, team members and community. “We’ve been a part of the Southern California area for nearly 75 years now,” says Erik, “and not a day goes by that we don’t hear a story of how someone feels a connection to our credit union because maybe a family member worked for Hughes or had a positive experience with us as an employee. Now that we’re all over the country, that connection hasn’t changed, only our reach has changed. We’re still very much a ‘hometown’ business. But to give our members the best starts with building the best team. And to do that, we offer a company culture that is unmatched by the big banks. Like our website says, stuffed suits may be fine for banks, but we want our employees relaxed and comfortable so that they can focus on our clients.”

The connection to the community includes employee-led initiatives and fundraising efforts for a wide variety of causes such as the Children’s Miracle Network Hospitals, American Red Cross, animal rescue groups, homeless shelters and more.

The company offers eight hours of paid time off a year to encourage employees to take a more active role in community engagement.

Executive Banker Magazine

Operations Group Kinecta Federal Credit Union 4041 MacArthur Blvd., Ste. 100 Newport Beach, CA 92660 Telephone: 866.479.5600 www.Kinecta.org NMLS # 407870 Executive Banker Magazine

BANKER EXECUTIVE - FOR THE REAL ESTATE PROFESSIONAL

MAGAZINE

Michelle

Coolidge-Tondu

TM

What Is It That You Do?

By Richard Weylman

O

ne great frustration in the prospecting process is becoming comfortable with letting people you meet know what you do for a living. Over the years, as I’ve spoken at company and industry events, many financial services professionals have expressed their confusion and concern about how to approach people and what to say to them. Some feel they shouldn’t bring it up until they’re asked; others feel that if they bring it up, they will be seen as pushy. The apparent reason for this ongoing debate is a lack of rapport-building skills and self-confidence about your chosen occupation and its value to others.

Use these strategies to gain the confidence and skills to let the people you meet in a business or social setting know what you do for a living: 1. Make a list of all the reasons why financial planning is so important. The purpose of this list is to get you focused on the benefits and to give you some internal motivation.

2. Ask the centers of influence (the presidents, executive directors, clients, etc.) in the markets that you have chosen to suggest how you could best approach individuals about what you do for a living. Ask for specific direction here, even down to the phrases that they would use.

3. Schedule some time with your manager and ask him to tell you specifically the words he uses to tell others what he does for a living. Be sure your manager gives you the specific words that he uses. Write those words down so you can adapt them to your own use.

4. Role-play with your manager and colleagues so that you hone and sharpen your skill at bringing up what you do in a non-threatening way. It’s important to create

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an environment as close as possible to a real situation.

Perhaps you could sit down at the conference room table and have four or five of your colleagues sit with you as if you were having a meal at a function that your target market is putting on. Turn to the person on your left and the person on your right and simply say, “I’ve certainly enjoyed talking with you again. We’ve seen each other over the last several months at these meetings, and I would be delighted to have an opportunity to get together with you sometime during the next month and hear more about your business and to tell you more about some of the things that I’m doing to help people in the industry achieve financial well-being.” Then ask for the appointment, “Is there a particular day of the month that would work for you?” Then quietly listen to what the individual has to say. In most cases, they’ll respond favorably. As you role-play this, have your day planner ready just as you would at the function. Use your day planner as you would in real life so you actually practice the process.

5. Work on your rapport-building skills. Often you find yourself in a situation where you’re not sitting next to someone at a meeting and, therefore, you don’t have the ability to establish a sense of elationship over a meal or during the meeting. Many times you may be standing in a crowd at the hors d’oeuvre table or the registration desk where you’re unsure of how to proceed. George Walther, a good friend of mine and the author of Phone Power says, “Stand shoulder to shoulder with someone as you watch an event or before a meeting begins. Lean in and make a comment on the program or ask a question about the other individual, then introduce yourself.” Undoubtedly, one of the best ways to mingle and to establish rapport is to ask a question and make a positive comment. This interaction almost always leads to introductions which present you with a golden opportunity to not only tell people what you do, but to make it interesting.

Executive Banker Magazine

As you develop the words that you will use and the way that you will approach prospects, keep in mind these three things: 1. Let prospects know your intent while making it clear you enjoy working with people like them. It’s not necessary to blatantly say, “I’m here to sell you.” But do let them know you’re a resource.

2. Avoid being coy and thereby harming trust and credibility. Be forthright and forthcoming so that you avoid getting the reputation that you are simply using the group.

3. Let them know you’re there because you have an affinity to the organization and that they are the type of people you choose to do business with and wish to serve. By having a well-though-out brief commercial about what you do and how it will help the prospect, any skepticism about your intent will be overcome by your professionalism.

C. Richard Weylman is an expert in marketing, selling and communicating to affluent and high net worth people. He is the author of “Opening Closed Doors, Keys To Reaching Hard-to-Reach People,” as

well as numerous sales, relationship and marketing and management audio and video education programs. To discover the many resources he has to offer you and your organization, including his speaking topics, free weekly marketing tips (emailed to you), free articles and much more, go to www.richardweylman.com or call 1-800-535-4332 to schedule Richard to speak at your next event.

CopyrightC 2002, Richard Weylman. All right reserved. Richard Weylman, CSP, serves as President of The Achievement Group, Inc., an Florida-based consulting firm dedicated to professionally and ethically help people move to the next level o f productivity and fulfillment. He is the author of “Opening Closed Doors, Keys to Reaching Hard-to-Reach People” and numerous other sales, relationship marketing and management audio and video programs. To receive more ideas and insight on how to market to high net worth people, recruit quality people, or practice management issues, schedule Richard to speak at your next meeting, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com

Executive Banker Magazine

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F

or a portrait photographer, getting the perfect shot is a bit like panning for gold. From lighting and shadows to hair and makeup, everything must come together in a moment of perfect harmony to tell the desired story.

Ian Wiant lives for these moments

Born into an artistic family, Ian has been chasing the perfect shot seemingly all his life. But in 1998, after starting work at the Walt Disney Co., he met his wife Mary – also a photographer. “It was then I got serious about my work,” he says.

“In our spare time we would work on our passion for photography, sharpening our technique and learning new skills.”

They expanded their style to include weddings, events and architecture. In 2004, they decided to take the leap and open their own photography studio. Building an impressive portfolio of professional headshots and family portraits, the business became quite lucrative – so lucrative that the two were able to open a second, larger location in 2013.

By Shannon Hartsoe - Ian Wiant Photographer

“Though the perfect shot is subjective to a point, there are times when we reach the ‘that’s it’ moment from the client, we know that we have given them what they want,” he says. “Many times, you will look through the lens and know that a shot will be awesome, you can see the expressions on a face, the lighting on the hair, when everything in the frame just clicks and you know you’ve done it.”

And Ian should know

Executive Banker Magazine

Ian Wiant Executive Banker Magazine

The Artistic Side of Business Today, iPhotography Studio is a leading Southern California portrait studio, focusing on corporate and personal portraiture as well as architectural photography.

The couple’s newest state-of-the-art studio is larger, and allows them to photograph bigger groups and a wider variety of portrait, group and product photography.

But in photography, what you offer isn’t nearly as important as how you offer it. And at iPhotography Studio, the difference is in the experience. With excellent customer service built on strong communication, Ian and Mary are able to help guide their clients to the end goal – that perfect “that’s it moment.”

Because they’ve worked with such a wide variety of clients – from personal to professional – the duo is able to assist clients through the process by asking the right questions. “We’ve become quite good at reading people and

understanding what they are looking for,” says Ian. “It’s more than lighting, technique and equipment; it’s also personality and taste, too. Everyone is different so every shot will be different and should reflect the uniqueness of the person or the property.”

And there’s nothing Ian won’t do to find the perfect shot. “One time I was hired to photograph a surprise wedding proposal. I was hired to take photos of a young man as he was going to propose to his girlfriend on the beach,” he says. “I had to be unnoticeable to the couple, it would have been too obvious if I was to follow them around. So, I brought my family down to the beach and pretended to be a photographer taking a family portrait on the beach.

As my family posed for various photos, I was actually shooting past them at the couple on the beach. We were able to capture an amazingly romantic and meaningful moment.”

The Wiant Family

Executive Banker Magazine

That’s the kind of customer service his clients have come to expect and one of the reasons iPhotography Studio continues to be one of the most sought after photography studios in the area. Ian and Mary have worked with some of the biggest names in Orange County, including the Orange County Philharmonic, Home and Living Magazine, Arica Design as well as an impressive list of real estate agents and lenders such as Century 21, Wells Fargo, Prudential California Realty, First Team Real Estate and many more.

For Ian, passion for great photography just comes naturally, and he says he’s continually inspired by the subjects he photographs.

will turn to us for advice on how to make the shot a better shot – from clothing choices to location choices – and that’s the kind of thing that doesn’t just happen. Our experience enables us to make those kinds of recommendations. I love it when people tell me how easy the process was and how at ease we can make them feel.”

Ian Wiant I Photography Studio 2440-G N. Glassell Street Orange, California 92865 Tel: 714-721-5610 Email: Ian@iphotographystudio.com Web: iphotographystudio.com

“I love working with people,” he says. “And I love getting to know them and their style. A lot of times people

Executive Banker Magazine

The Five Minute Rule

S

ixteen years ago, I was flying home from a speaking engagement reading the results to a survey about how much time the average father spends each week with his children. There were two criterias: It had to be one-on-one conversations and those conversations had to be done in a normal tone of voice. The national average? Seven minutes a week. That’s not seven minutes a day; that’s seven minutes a week!

This same survey also tracked the amount of time a husband spends talking to his wife-again, one-on-one and in a normal tone of voice. Twenty-seven minutesfor the week!

Sixteen years ago I only had two children. So, I decided to keep track of how much time I was spending with my children and my wife, one on one, quality time.

When I tallied up the minutes, I was blown away. I was very close to the national average. I decided in that moment to do something about it. I created The FiveMinute Rule.

The Five-Minute Rule in a nutshell is this: Take five minutes every single day to be alone with a loved one and tell them why you are grateful to have them in your life. Five minutes. Very, very simple. Very, very easy.

And very, very important. More important than eating supper, picking up email messages, talking on the phone or watching the news.

The first time I practiced The Five-Minute Rule with my son Brandon he was 10 years old. He was skateboarding with his friends across the street and I called him over. “Son, have I ever told you it was my generation who invented skateboards?” He said, “What do you mean, dad?” “Well, they didn’t cost $197 like yours. We took our old steel roller skates apart and nailed them on the bottom of a two-by-four board.” “Dad, how come you’ve never told me this before?” “Oh, I’m sure I have son, you probably weren’t listening.” “No, dad.

I would’ve remembered. I love skateboards.” So, I told my son about the games we played with our skateboards.

How we pretended we were in the Olympics. How we created a course and timed each other with a stopwatch.

Whom ever had the best time out of two runs got to keep the trophy in their bedroom window for a whole weekuntil the next Saturday. “What a great idea, Dad. Do you have anymore stories?” Brandon and I sat on the curb

and talked for another 20 minutes. Then I told him to go back and play with his friends. But before he left, I told him about The Five-Minute Rule and how it was going to become part of our lives.

I watched my son pick up his skateboard and cross the street. A lump formed in my throat. I was standing in the middle of my driveway, tears streaming down my face and my boy turned around, saw me wiping tears away, ran back across the street and gave me a hug.

That’s when the power of The Five-Minute Rule hit me full force. I knew I had to repeat it right then and there with my daughter Natalie. So, I knocked on the door to her room and said, “Natalie, lets go for a walk.”

I knew I had to get her away from the telephone and her homework. “I want to talk to you. “ “What’s the matter, dad?” “Nothing’s the matter. I’m just very happy about what’s going to happen.”

We started out around the block. It took us about fifteen minutes and when we got back to the front door she said to me, “Dad, did mom talk to you?” “No, princess.” “Then Dad, I need to talk to you about something.” Natalie and I walked around the block three more times. I learned more about my daughter in those 45 minutes than I had in the last 45 days.

It’s called The Five-Minute Rule. Take five minutes each day with each of the people that are important in your life. At home. At work. On the telephone. Fives minutes to tell someone you love how much you appreciate them and how important they are to your life.

Rory Aplanalp has impacted the lives of more than one million people across the globe. He then founded his own company, Human Resource Development, a leader in the sales training field. For more than fourteen years, Rory was affiliated with Franklin Quest/Franklin Covey and was distinguished as their top seminar and keynote speaker.

Copyright© 2001, Rory Aplanalp. All rights reserved.

For information about Rory’s speaking and training programs, please contact the Frog Pond Group at 800704-FROG (3764) or Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

Written by Rory Aplanalp 38

Executive Banker Magazine

“Take five minutes each day with each of the people that are important in your life.�

Executive Banker Magazine

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Executive Banker Magazine

Executive Banker Magazine

22841 Tindaya, Lake Mission Viejo, California. Offered at $3,450,000 or Lease $9,500 Per Mo. Absolutely gorgeous lakefront estate on the south Tindaya Point with nearly 6000 square feet of beautifully finished living space! An incredible location in a small cul-de-sac with east beach across the street, excellent lakefront exposure, and sweeping 180 degree lakefront views! The owners have just completed a beautiful 700k remodel to compliment a prior 1m plus remodel with the finest quality finishes inside & outside include huge kitchen facing the lake with granite counters, custom cabinetry, double built-in refrigerator, quality stainless appliances, walk-in pantry, lakeside breakfast nook and more!

Scott Arnott - First Team Real Estate - Direct (949) 375-1265 - ScottArnott@firstteam.com CalBRE# 01217842

Executive Banker Magazine

28072 Tefir, Lake Mission Viejo, California. Offered at $2,599,900 Welcome to this lovely waterfront estate situated on Lake Mission Viejo! You will experience gorgeous European architecture, dramatic ceilings and true character in this 3,651 square foot custom built home! Well positioned on the lakefront, much of the indoor and outdoor living space enjoys excellent big water views! This warm and inviting home has good functional utility with four bedrooms (one bedroom downstairs), along with an office retreat and den. The great room includes a spacious family room with a wet bar, custom built-ins and fireplace and adjoins a light an open kitchen with center island, breakfast nook, slabs of granite, quality appliances along with a newer, built-in SubZero refrigerator and more!

Scott Arnott - First Team Real Estate - (949) 375-1265 ScottArnott@firstteam.com CalBRE# 01217842 Executive Banker Magazine

25491 Gallup Circle, Laguna Hills Luxurious custom estate in the prestigious equestrian community of Nellie Gail Ranch with spectacular view of Saddleback Mountain. Totally private pool and spa (all new decking) with panoramic views....on over one quarter acre of lush, mature landscaping! Exquisitely remodeled with all new marble and hardwood flooring. All new windows/doors/garage doors(3)/ plumbing/recessed lighting/Ethernet/Wi-Fi network throughout. New stainless steel appliances and granite counter tops in kitchen. 6 rooms w/fireplaces (2-double).

Jim Brophy, Star Real Estate South County, 25350 Marguerite Pkwy., Mission Viejo, CA 92692 - Tel: (949) 494-4333 - Email: JimBrophy1@cox.net - Website: www.JimBrophy.com CalBRE # 402293

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1685 Del Mar Avenue, Laguna Beach Stunning 3 Bedroom and 3.5 bathrooms. Modern architecture by award winning designer Alesio Lopez. An entertainers dream with seamless transition from indoors to out. Spectacular Ocean, Canyon, San Clemente and Catalina Island Sunsets from all upper level rooms. Museum like entry hall, with indoor-outdoor water feature, 35’ skylight and art walls. Complete privacy for multi-generational living with luxurious Master Suite separated from 2nd Master, 3rd bedroom & great room by mid floor living areas. Lowest level rooms open to salt-water pool, spa, Zen garden. Home has 5 fireplaces & 2 indoor spa tubs. Massive island in kitchen.

6 burner Viking cook top, double ovens, microwave, warming drawer, trash compactor & 72� refrigerator/freezer & and walk-in pantry . Elevator services all floors from garage to pool level. Maple cabinetry, granite counters, slate floors, limestone walls throughout.

Lisa Dunn - Casa Bella Realty Group - Tel: 949 233 8603 - Email: LisaD4RE@aol.com Website: www.LisaDunn.net - CalBRE # 01161749 Executive Banker Magazine

Where Style meets Sophistication‌ Directly located within the Heart of the Village in Corona del Mar. Carefully crafted, designed and masterfully build in Late 2011 this home boast well over 3400 sq ft on a full lot without any adjoining walls. 4 very spacious bedrooms, 4 bathrooms, Gourmet Kitchen with large Island and a 8 burner Wolf Range, subzero, custom cabinetry, 3 fireplaces, a master bathroom fit for a queen designed with an extensive use of imported granite and marble, 6 inch hardwood plank flooring throughout, wains coating throughout, an enormous size roof top deck with views forever just simply there for entertainment and relaxation, a designer living room with a marble fireplace and French doors opening to the front of the home with spacious accommodations for additional entertainment and relaxation. Very seldom does a model perfect home become available of this caliber.

Wayne Smith - Corona Del Mar Properties - Phone: 949-300-2215 Fax: 949-673-6479 wayne@coronadelmarproperties.com - www.coronadelmarproperties.com - CalBRE # 922140 Executive Banker Magazine

Location Location Location!!!

One of the World’s top 10 places to live. On Ocean Blvd. in Corona del Mar with a 180 degree View of the Coast line, Views of both Catalina and San Clemente Island, the Newport Harbor Entrance all nestled among 10 Million dollar Estates plus. This home was originally built in 1948 with approximately 2800 sqft, a separate guest house, and all the original built-ins from yesteryear. Although many people would make this location perfect to build a brand new Custom Estate able to build over 6000 sq ft, many would just leave it in it’s East Coast Nantucket.

Either way this property is the last of its kind along the Coastal Orange Coast Riviera, and can be viewed by going to www.coronadelmar.ws Wayne Smith - Corona Del Mar Properties - Phone: 949-300-2215 Fax: 949-673-6479 wayne@coronadelmarproperties.com - www.coronadelmarproperties.com - CalBRE # 922140 Executive Banker Magazine

BANKER EXECUTIVE

M AGAZINE

Executive Banker Magazine

Derek Graham Integrity, Knowledge, Passion Written by Lalaena Gonzalez-Figueroa

A

proactive entrepreneur with a long-term career in the title industry, Derek Graham has proven his mettle during a highly challenging market cycle.

The adaptability and commitment to meeting his clients’ needs has led him to Title365, a company that is making strides within Southern California’s real estate industry.

Derek offers his agent partners a consistently exceptional level of customer service.

Derek says that Title365’s systematic approach and technological focus is a driving factor in his success. “My business, which includes the operational staff within our company, runs incredibly smoothly,” he observes. “It’s like a set of gears; each element of the process is connected and coordinated for maximum efficiency.” The company is establishing itself as a technological leader, utilizing innovative software and tools to accomplish an unparalleled title experience.

“Title365 gives its clients a distinctive edge with its amazing technology and tools,” asserts Derek. “When I was offered the opportunity to build my business with a company that maximizes the use of technology while maintaining a focus on the personal aspect of the industry, I knew I needed to be a part of it.”

Perhaps what’s most notable in Title365’s technological arsenal is the way that tools are used. While so many title companies continue to adhere to systems that require person-to-person contact, Title365’s systems allow real estate professionals and other clients to independently access pertinent information through its website or via wireless devices including iPhones and iPads. “We actually have apps that push detailed property information to our clients on the fly,” explains Derek. “It’s groundbreaking.”

Also notable is the option for agents to access detailed good faith estimates online, with guaranteed fees included.

“With the ongoing changes that have impacted the lending industry, settlement service fees can vary drastically throughout the course of a transaction,” explains Derek.

“Title365 gives our clients the confidence of providing accurate information to their customers. The system is designed as a nationwide title solution, working for every county of every state throughout the nation.”

agents, REO and short-sale specialists, mortgage officers and attorneys. “It’s unlike anything that exists on the market,” he says. “Once launched, this system will be a great way for new agents to build their businesses, or for established professionals to take their businesses to the next level.”

Transparency is a given with Title365, where clients are kept in the loop throughout the course of any transaction.

“Our automated system maintains ongoing communication as each task is completed,” says Derek. “This drastically reduces time spent on non-urgent matters and issues.” He explains, “We utilize technology as a portal between our team, our company and our clients. I am always available to speak with my clients and meet their ongoing needs.”

Supporting Derek’s efforts is an accomplished group of professionals with ample industry experience. “Our com­pany has just entered it’s 6th year in business, but our staff is established,” Derek states. “Many of our title specialists were working together for ten to twenty years before they joined our office. There’s a great sense of synergy and we have hit the ground running and will continue to sprint to the finish line.”

Derek is enthusiastic about the opportunities that Title365 provides to him, his clients and consumers. “I continue to learn, grow and adapt,” says Derek. “I am fortunate to be in a position to add significant value to my clients’ businesses, and I look forward to continued success.”

Derek Graham Title365 5000 Birch, Suite 300 Newport Beach, CA 92660 Ph: (949) 584-2570 TeamGraham@Title365.com

Title365 is also utilizing technology to recapture future business for its professional partners. Derek notes that the company is refining systems that will facilitate a process of “recycling” business for residential and commercial Executive Banker Magazine

3 EvERyOnE LOvES A GOOD MySTERy...

But that’s hardly the case when you’re in a real estate transaction. With Title365, the mystery behind title insurance and escrow services has been kicked to the curb. You get instant access to status and downloadable documents. Want customized, real-time order information and documents as they happen, 24 x 7 x 365? No problem, OrderTrac™ makes it happen. And, for the The Power Title365 first time, Title365Of is bringing together leading professionals working on your real estate transaction so the process is even more transparent and efficient, thanks to up-to-theEveryone loves a good mystery.

But that’s hardly the case Open & Track Orders minute communication!

You can even retrieve when you’re in a real estate transaction.

With Title365, the Robust and easy to use, contact information for leading professionals mysteryreal behind titleand insurance and escrow services has been Title365 delivers a true online offering estate home-related services kicked theown curb.

You get instant access title and escrow experience. right in to your community and learn moreto status and downloadable documents.

Want customized, real-time order about title insurance, all in one convenient information and solved. documents as they happen, 24 x 7 x 365? place.

Mystery No problem, OrderTrac™ makes it happen. And, for the Find & Research Properties first time, Title365 is bringing together leading professionals Search millions of nationwide SOME OF THE MAny COnvEniEnT FEATuRES working on your real estate transaction so the process is property records instantly. yOu CAn ExPECT FROM TiTLE365: even more transparent and efficient, thanks to up-to-theFast and accurate, at your minute communication! You can even retrieve contact fingertips.

Open & Track Orders information for leading professionals offering real estate Robust and easy to use, Title365 delivers a and home-related services right in your own community and true online title and escrow experience. learn more about title insurance, all in one convenient place.

Get A Quote Mystery solved.

RESPA-compliant Good Find & Research Properties Faith Estimate title and COnTACT ME ofTODAy Search millions of nationwide property records feesMORE. delivered instantly. Fast and accurate, at your fingertips.

TOescrow LEARn instantly online.

Contact me today to Get A Quote DEREK L. GRAHAM learn more.

5000 Birch Street, Suite 300 RESPA-compliant Good Faith Estimate of StayBeach, Connected Newport CA 92660 title and escrow fees delivered instantly online.

Title365 is the platform 949.584.2570 that keeps you in the loop Derek.Graham@Title365.com DEREK L. GRAHAM Stay Connected 5000 Birch Street, with all your business Title365 is the platform that keeps you in the Suite 300 relationships. www.Title365.com loop with all your business relationships.

Newport Beach, CA 92660 Mobile: 949.584.2570 Derek.Graham@Title365.com

...and much more!

MySTERy SOLvED.

© 2012 Title365 Company | 5000 Birch Street, Suite 300, Newport Beach, CA 92660 | Info@Title365.com | Title365.com | 1.877.365.9365 © 2012 Title365...and Company much more!

S

The Truth About Lying

ome people can’t tell a lie, others can’t tell the truth and unfortunately, most people can’t tell the difference. Can you tell when someone is pulling the wool over your eyes? Whether you’re an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.

Fortunately, having the ability to sort fact from fiction is an important communication skill that can be learned.

Aside from con men, compulsive liars and some politicians, most people become uncomfortable when telling a lie and transmit their deceitful behavior through their body language. While they may sound convincing, their gestures speak louder than their words. Consequently, they reveal their deceit nonverbally. While it’s not always easy to spot deceptive behavior, there are many subtle yet discernable clues to the trained eye. Body language is a mixture of movement, posture and tone of voice. Studies show that nonverbal communication has a much greater impact and reliability than the spoken word. Therefore, if a person’s words are incongruent with his or her body language gestures, you would be wise to rely on his or her body language as a more accurate reflection of their true feelings.

During the selling process it is important to remember that body language is not a one-way street. While you’re evaluating your prospect’s body language for signs of honesty and credibility, he or she is subconsciously observing and reacting to your gestures as well.

use half-truths or lies to either stall or disengage from the selling sequence. While their words say “yes,” their body language indicates “no.” By being able to recognize the inconsistency between your prospect’s words and his or her gestures, it is often possible to flush out their concerns, overcome their objections and make the sale.

See No Evil, Hear No Evil, Speak No Evil Eye, nose and mouth movement, along with hand gestures, are the four major nonverbal cues typically associated with lying. The statue of the Three Wise Monkeys accurately depicts the primary hand-to-face gestures associated with deceit. When people are doubtful or lying, they will often use their fingers to block their mouth as if they were filtering their words. This hand-to-mouth gesture is commonly referred to as “speak no evil.” The second hand gesture associated with deceit is called “see no evil,” and it occurs when people rub or touch their eye(s). The third hand gesture, “hear no evil,” is displayed when a people cover their ear(s) or drill their finger into their ear as if they were blocking the conversation.

Some People Can’t Handle The Truth The truth sometimes hurts and few business or personal relationships could survive the harsh reality of total honesty. While honesty is certainly the best policy, the truth is, that in our day-to-day encounters, it’s not always diplomatic or socially acceptable to be completely honest. To spare the feelings of others, we have learned the usefulness of telling half-truths, fibs and white lies.

During the selling process, some people have difficulty saying “no” and will actually tell you that they are interested in order to avoid potential conflict. As the pressure of making a decision builds, prospects will frequently

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Executive Banker Magazine

Written By John Boe

If people use one of these gestures while they are talking, it indicates that they are being deceitful. On the other hand, if they are displaying one of these gestures while someone else is talking it indicates that they doubt the truthfulness of what is being said. These three gestures should be considered red flags. When you encounter one of these gestures during your presentation, it is a good idea to gently probe the subject matter with open-ended questions to encourage your prospect to voice his or her concern.

In addition to the three hand-to-face gestures eye movement is another reliable indication of deceit. It’s normal for a person to look up to the left when thinking about the past and up to the right when thinking about the future. For example, if you ask someone the color of their first car, or some other question from their past, they will look up to their left to access their memory. If instead they look up to their right, they are thinking of the future, which indicates that they are likely making up a response. Law enforcement personnel and customs agents are trained to routinely monitor eye movement during interviews.

Micro Gestures According to Paul Ekman, professor of psychology at the University of California, San Francisco, two of the most common micro gestures that are associated with deceit are the nose wrinkle and the mouth curl. The nose wrinkle is the same gesture that occurs naturally when you smell something offensive. The other facial micro gesture is a slight downward curl of the corners of the mouth. Even liars who make a conscious effort to suppress all of their major body gestures, will still transmit micro gestures.

People sometimes lie, but their body language always tells the truth!

John Boe presents a variety of training and motivational programs for meetings and conventions. John brings over twenty years of experience as an award-winning sales trainer to the platform. CopyrightŠ 2005, John Boe. All rights reserved. For addition information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com.

Executive Banker Magazine

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