FEBRUARY 2018 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

VANESSA VILLA Executive Agent of the Month

INSIDE FEATURES: Erik Jenner Kinecta Federal Credit Union Mike LaSalla loanDepot® Magnolia & Tirsa Realty ONE Group Jay Rodriguez New American Funding Karen Scott Realty ONE Group

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

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Mark Martinez

Alan Cipolletti

NMLS-302745

NMLS-653005

Anthony Colacion

Senior Mortgage Advisor

Senior Mortgage Advisor

(714) 863-8470

(949) 394-1757

(949) 689-3597

Jill Coss

Valerie Dawson

Therese Franklin

NMLS-286726

NMLS-1552910

NMLS-1151840

(949) 791-7901

(714) 864-8088

(949) 394-4624

Sales Manager

NMLS-329651

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

Jeffrey Scott

Argie Nastasi

NMLS-1030205

NMLS-255094

NMLS-1467005

(949) 306-3268

(949) 677-1001

(714) 878-9934

Ryan Grainer

Senior Mortgage Advisor

Lynn Nelson

Jim Thiel

NMLS-653022

NMLS-907893

Senior Mortgage Advisor

(714) 412-8608

Senior Mortgage Advisor

(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2017 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.

EXECUTIVE AGENT OF THE MONTH

Vanessa Villa Keller Williams Realty

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INSIDE FEATURES

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14 Erik Jenner

Mike LaSalla

28 Jay Rodriguez 4

06 Magnolia & Tirsa

32 Karen Scott

ExecutiveAgent Magazine

FEBRUARY, 2018 EDITORIALS

E XECUTIVE AGENT

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

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ADVERTISERS’ INDEX - NOC

How To Be Street Smart On And Off The Street -Tony Alessandra

The Five Minute Rule -Rory Aplanalp

Eagle Home Mortgage.....................................38 Finance of America Mortgage...........................2 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................13

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loanDepot®..........................................................................9

Do You Have a Plan for Your Life?

-Jim Rohn

NAHREP..................................................................26 New American Funding...................................................27

PWAOR...................................................................39 The Termite Guy......................................................3 Ticor Title Company...................................................40

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“I Endorse My Agent Because . . .”

-Walter Sanford

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller © Copyright 2018 Executive Agent Magazine. All rights reserved.

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

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The Talent You Already Possess -Zig Ziglar

ExecutiveAgent Magazine

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E XECUTIVE AGENT

Written by Haley Freeman

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MAGAZINE

Magnolia & Tirsa

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agnolia Pinson and Tirsa Samiadji know first hand what it means to achieve the American Dream. Both savvy professional women with many years in real estate, they draw upon their collective knowledge and wisdom as wives, mothers and Realtors® to help guide families to the homes of their dreams.

As a child, Magnolia moved with her family from the Philippines to the U.S., and she remembers well what it was like to “start all over. I saw the value of hard work

that my parents brought to the family, and what it means to have honesty and integrity.” Magnolia began her real estate career by helping her husband with the management of his real estate investment firm. As their youngest child started school, he encouraged Magnolia to get her license and pursue real estate full time. “He’s been my inspiration and motivator, in so many ways. Working alongside of him in the industry the past seven years has really ignited in me a passion and love for real estate. I’m excited to share with what I’ve been taught,” she says.

ExecutiveAgent Magazine

Over 19 years, Magnolia and her husband have moved 13 times. “There are so many challenges and stresses that go along with moving,” she continues. “Especially when you have children to consider, finding a great community and a great school is so important. And equally as important is being able to negotiate a great deal for that property that’s the icing on the cake. When I help my clients make these decisions, I think about what advice I would give my family or friends. It inspires me to go above and beyond in the quality of service I provide.”

Tirsa was born and raised in Jakarta, Indonesia, where she earned her degree in industrial engineering before moving to the U.S. to continue her education. After completing a professional certificate program in international trade from a UC Berkeley extension, Tirsa began her career in international shipping. She and her family eventually relocated to Chicago, and later returned to California. As a mother with a growing family, Tirsa decided real estate was the perfect next career choice. She comments, “I’ve moved a lot, and I know how it feels to move to a new area. I know what people are looking for and what they need to think about when they relocate. I enjoy helping people make choices about where they want to live. There are so many areas to choose from in Southern California, and it can be confusing. I can help sort out their priorities in choosing a location.”

Each of these ladies has developed a successful career as an independent agent, and when they met a few years ago, they formed an instant bond. Along with their similar backgrounds and experiences as wives and mothers, they recognized in each other the same faith-base values and dedication to compassionate, professional service. While they each still maintain their own individual clientele, they also work collaboratively in representing clients in the greater Irvine area.

In this multicultural community, Magnolia and Tirsa are well-placed to help families from their home countries and elsewhere to relocate or buy investment properties. Tirsa explains, “I still have many friends and family in Indonesia, and I have helped a lot of foreign investors there to buy houses here. I take pictures and video of every detail of the houses they are interested in and use technology to close a transaction long distance. I can also help explain the dif-

ferences in the process of buying real estate in this country and help put them at ease. Being responsive and reliable is always important, but especially when a buyer is not here or there is a language barrier.”

In like manner, Magnolia speaks fluent Tagalog and is adept at negotiating complex transactions from afar.

Recently, she assisted four Filipino brothers who were purchasing a home together in the U.S. When their mother flew in from the Philippines to oversee the transaction, Magnolia was able to explain the process in their common language and establish rapport. Magnolia explains, “She went back home after we closed with a feeling of trust.

In general, Tirsa and I both love people, and we enjoy working together with people of all different ethnicities.”

The care Magnolia and Tirsa express for people also extends to good works in the community. They regularly lend their support to public schools in the Irvine neighborhoods they work in, as well as to community service projects sponsored by their churches.

Magnolia and Tirsa are dedicated moms who understand the many challenges that go with finding a safe neighborhood, the best schools and the right community for a family to live in. They are also accomplished real estate professionals who are committed to serving people with care and turning their dreams into reality.

Magnolia Pinson & Tirsa Samiadji Realty ONE Group 4010 Barranca Pkwy., #120 Irvine, CA 92604 Tel: Magnolia 760.835.7792 – Tirsa 949.202.7024 Email: magnoliapinson@gmail.com Email: tirsahomes@gmail.com www.realtyonegroup.com/realestateagent/magnolia-pinson-6429255 www.realtyonegroup.com/realestateagent/tirsa-samiadji-5870095

CalBRE # 01953289 / 01949809

ExecutiveAgent Magazine

Do You Have A Plan For Your Life?

W

hen you are a person of character, you know who you are and where you want to go. You’ve already spent a great deal of time thinking about it. You’ve been working on the parts of your personality that will make you better—your attitude, your health, your time-management skills. You’ve been putting it all down on paper. And you’ve developed positive self-direction.

As you talk with yourself every day, how often do you ask, Is what I am doing today getting me closer to where I want to be tomorrow? Because here’s what you don’t want to ever do: kid yourself. Kid your neighbor and kid me and kid the marketplace if you want to, but don’t kid yourself. You can’t wait around with your fingers crossed hoping you’ll arrive at a good destination when you’re not even headed in the right direction. You say, Well maybe the wind will take me. There’s a chance, of course, but it’s about as likely as winning the lottery. You’ve got to take charge.

Ancient scripture says that hope, if it’s delayed long enough, can make the heart sick. You’ve got to ask yourself often, Am I performing the disciplines that are taking me in the direction that I want to go? I don’t want to delude myself and think I’m on the way to financial success when there’s not a prayer. I don’t want to delude myself into thinking there’s someone else who will take care of it. Nobody else is going to take care of it. Nobody else is going to take care of me.

What if all of your negative-thinking relatives turned positive? What would that do for your fortune and your future? Not much. If prices came down a little, what would that do for your sophistication and your culture?

Not much. If the economy gets a little better, what would that do for you? Not much.

they have: not much. Not much hope. Not much promise.

Not much progress. They’re driving what they don’t want to drive, living where they don’t want to live, doing what they don’t want to do.

Forget the thief waiting in the alley to snatch your purse. What about the thief in your mind? He is tempting you to become lazy, not stimulated by thoughts and questions. Don’t become a victim of yourself. Ask yourself these questions: • Is this the direction that I want for my life?

• Is this someone else’s direction?

• Is it a goal that has been ingrained in me since my childhood?

• Is it my parents’, my spouse’s, my boss’s or my children’s?

• Is it mine?

Ask yourself these questions. Get into the debate of your inner mind.

• What am I doing that works?

• What am I doing that doesn’t work?

Debate it all. Work with your mind to figure out the best possible direction for you. This is your self-direction.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com.

If you don’t make plans of your own, you’ll fit into someone else’s plans. And what do you think they have planned for you? Not much. Most people wake up every morning counting on this “not-much” list. And that’s all

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ExecutiveAgent Magazine

E XECUTIVE AGENT

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ike LaSalla grew up in New York, where he spent many hours with his grandfather learning the game of golf. Mike’s early passion for the game influenced his career trajectory, as he earned his degree in sports management from St. John’s University and went on to work for the United States Golf Association, and later, the Southern California Golf Association.

Written by Haley Freeman

In time, however, Mike saw an opportunity to channel his extraordinary people skills and penchant for organization and numbers into a career with greater purpose. He joined loanDepot, where due to the company’s progressive business stance and strong training, Mike was teed up for lasting professional success.

Mike LaSalla ExecutiveAgent Magazine

“Creating Customers for Life” “loanDepot’s program allows people who are new to the industry a starting point from which to learn and grow in the mortgage environment. I decided to give it a try, and I soon realized I really liked it. I have always enjoyed working with people, and I saw an opportunity to connect with people my age who are beginning to buy homes.

Personally, I hate to be sold something, so I try to take a different approach. I like to advise and educate, so people can make the best decision for themselves and feel comfortable with the biggest purchase of their life.”

This client-focused approach has yielded positive results as Mike has become a skilled Loan Consultant who forms lasting connections with clients from first-time buyers to experienced investors. “I think I’m a little bit old school myself in a young body,” he says. “I like to develop relationships with people, and it helps me connect with clients wherever they are in life. It takes time to build actual relationships with people and show them your dedication. My biggest goal is giving unparalleled customer service. I’m willing to put in the work. I’m not just here for the next deal.”

Active listening and proactive communication are fundamental to Mike’s service. He is consistent and reliable in keeping all parties up-to-date throughout the loan process.

“I think a lot of Loan Consultants miss out on the fact that there is usually more than one agent in the deal who deserves the same level of service. I’m keen on making sure everyone gets the same weekly status update, including the listing agent. I also think a lot of Loan Consultants are afraid to give bad news. But it gets worse the longer you wait. I want everyone to know the challenges up front, so we can work together to find solutions and create a smoother process for the borrower.”

Teamwork is another key factor in Mike’s efficiency and follow-through. “It’s great to be able to focus on my client and Realtor® relationships without having to worry about whether my files are getting through. Brenda is a phenomenal manager, and I know I can trust the process I have behind me. My production assistant, Lexie, is my right hand. She has great customer service skills, and she is

pivotal in terms of being able to do what I do.”

A recent client expressed her appreciation for the attentive service provided by Mike and his team: “Mike had amazing communication skills; he called me as often as was needed. Once we worked out our terms and had a plan moving forward, he introduced me to Lexie, who was just as awesome. Together they both continued to communicate every step of the way, and Mike was an important part of the process all the way through. If I had any questions, they were immediately answered, but that was rarely needed since they were so proactive. Mike is not your typical sales person -- he’s very honest and direct, and I never once worried if he was telling me the truth. Anyone can secure a deal and sell you a great loan, but it’s the follow-through that you can never predict. Mike and his team offer fullservice support every step of the way. I can’t recommend him enough.”

These days, Mike uses his time on the golf course to create deeper relationships with his clients and business partners. “It’s an easy way to break down barriers and have people see you as just a person.” Mike has had the privilege of playing some of the nation’s top courses, and his favorite is Cypress Point in Monterey. “It’s right on the ocean, and the scenic golf shots are phenomenal.”

With integrity and a genuine desire to create relationships that last, Mike enjoys working with this visionary lending company that is changing the way home loans are delivered to the public. “What we strive to do here is create a customer for life. We don’t treat them like a number, we treat them like people.”

Mike LaSalla loanDepot® 2855 Michelle Drive, Suite 190 Irvine, CA 92606 Tel: 949.346.3465 Email: MLaSalla@loandepot.com Web: https://www.loandepot.com/mlasalla NMLS ID 1456923

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

“I Endorse My Agent Because . . .”

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s you know, third party endorsements really can be a valuable tool to help you build credibility and value in a competitive real estate market place.

Remember, you have to have lead-generation tools in place, implement them, prepare a CMA, make a presentation and, with all that, if you don’t get the listing you can lose thousands of dollars.

Testimonials are someone else saying you are good at what you do. This becomes the truth. Having endorsements in writing makes this tool even more valuable and, when presented in the pre-listing confirmation package, it provides the necessary impetus to push you over the top.

If you serve your customers well, a few will send you letters every now and then, but you can be pro-active in your sales efforts by learning to ask for letters by saying, “Would you be willing to find a couple of minutes to put what you just said to me in writing and send it to me on your letterhead?”

Seldom, will anyone refuse to write such a letter.

However, getting them to follow through on that agreement is another issue. If you just leave it at that simple request you get a small percent of the letters promised. People don’t mean to break their word, they are just busy. So to keep the process going, send them a note thanking them for their kind words and thanking them “in advance” for the letter they will be sending. This is a subtle reminder to keep their word.

If you haven’t received the letter within a month or so, and the person is an important influence, call him or her on the phone. The client often brings up the letter first and apologizes for not getting it out to you yet.

Say, “That’s OK. I know you are really busy. Here’s an idea. Would it be helpful if I put a few thoughts on paper for you? You can edit or rewrite all you like and then send it to me on your letterhead, OK? People usually agree to this. I have collected dozens of letters this way. You may feel this is a very gutsy question to ask, and perhaps it is, but seldom does anyone refuse.

The letters customers write themselves are usually better than yours, so resort to helping them only when it’s 12

a letter you really want and they are dragging their feet.

Remember, always work off a closing checklist. Mine requires that I receive a testimonial letter before I can put the file away. Let me say that again: You cannot take the file off your desk until you receive a testimonial letter!

There are a few things I like to include in a testimonial letter and these are some of the most important points.

You might want to even give your seller a primer on how to write a testimonial letter. This really may be going the extra mile. It always worked for me. Here is mine: Dear Mr./Mrs. Johnson, Thank you once again for putting your thoughts in writing about our business relationship. In the past, some of the best testimonial letters I have received include some of the following points. One of the greatest favors you could do for me would include some of these points.

Please remember, the most difficult task I have in this business is replacing clients such as yourself. #1. Please outline the nature of the challenge or problem you had prior to your meeting me. #2. How professional and effective were my presentations of options? #3. Could you discuss your satisfaction with me and my team? #4. How easy and pleasant is it for you to work with me and my team members? #5. Do you have any present plans for further or ongoing use of my realty services? #6. Could you please explain either the high value, appropriateness or importance of any insights I might have brought to light at our first meeting?

Thank you so much for your help. I can’t tell you what your endorsement will do for my business?

Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

We’re making a big

Jumbo impression in Orange County.

When it comes to buying a home in the OC, size matters! Kinecta’s local Mortgage Loan Consultants are ready to help you deliver BIG to your clients: WE’RE LOCAL!

• Decades of local real estate experience • Available for on-site open houses

JUMBO FINANCING

• 95% LTV on purchases of almost $895,000 • Credit union discounts on MI

• Well-connected in the community • Not-for-profit, direct lender

• Loans up to $3 mil.

• Asset utilization available

CONTACT ME!

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

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

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E XECUTIVE AGENT

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ERIK JENNER Written by Haley Freeman - Photography by Ian Wiant

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or many years, Erik Jenner was a top-producing loan consultant at a large mortgage bank where he earned numerous awards for production and customer service. Then a respected colleague moved to Kinecta Federal Credit Union and invited Erik to be part of his team. Erik says he had never thought of working for a credit union, but since he made the move six-anda-half years ago, his only regret is that he didn’t do it sooner.

Today, Erik is the Orange County Territory lending manager for Kinecta located in Newport Beach, where he leads a team of seasoned loan consultants. A team that has consistently been the leader in purchase origination for the organization. Why? Because they are committed to making Kinecta your financial institution of choice.

Erik explains, “We’re a not for profit with a full-service financial package, and we go above and beyond to deliver a more personal experience for our membership. We’re not just looking at it as a transaction, but as a relationship.

Our members matter.”

Erik dispels two common misconceptions that many

people have about obtaining their home loan through a credit union. The first is that you already have to be a member to apply for a loan. “Our membership base is not as restricted as some credit unions. You will automatically become a new member through the home loan process which then opens up a number of other financial benefits you receive by belonging to a credit union.”

The next is that credit unions are conservative in their product selection and lending practices. “People think of credit unions as being sleepy - especially in the lending space. But nothing could be further from the truth. We do some great things because we are a large portfolio lender with extensive assets. We not only offer traditional lending products with competitive rates and low fees, we’re also fantastic at working with clients who may have had challenges at other lending institutions. Of course, we can’t win them all, but I can say we have more wins than losses. We portfolio our jumbo loans and can make the judgment call about qualifying borrowers with more complex scenarios. We also benefit from some niche products and a very flat management structure where key decision makers are only a phone call away.”

ExecutiveAgent Magazine

A Place Where People Matter Erik and his team understand that Realtors® are depending upon them to provide their clients with the best service and loan programs available. “Our goal is to make them look good,” Erik says. “The number one thing I hear most often from our real estate partners is that they are looking for communication, whether it’s good news or bad news. We make sure our clients are taken care of throughout the process. For instance, if an appraisal comes in or when we receive loan approval, we like to share that right away with the real estate agent so they can share the news with their client. We want to make sure we’re promoting them and reinforcing their credibility as a professional.”

After every closed purchase transaction, Kinecta provides complimentary enrollment in a program called Househappy. “A representative goes out and does a 250-point interior and exterior inspection of the home to create a digital blueprint that includes everything from

the home’s measurements to air filter part numbers and paint colors. All of this information is put into a program, so when the homeowner has a household need, they can easily go to the portal and find all the information at their fingertips. They can have an air filter drop shipped to their home or reserved for them at Home Depot. They can even arrange for someone who is licensed to come out and install it.”

For real estate partners, it is another way for them to remain relevant with the clients. Homeowners receive 24 email touch points per year all co-branded with their Realtor®, offering useful reminder information about caring for their home and discount offers from reputable local vendors. “The emails have an impressive 54 percent open rate, because people are getting information that is important to them. This is a great way for agents to stay top of mind and keep the relationship going with their clients while Househappy does the heavy lifting.”

ExecutiveAgent Magazine

A full-service financial institution with more than $4.1 billion in assets and serving over 287,000 memberowners, Kinecta offers more than mortgage loans. It also provides consumer loans, auto loans, credit cards, and financial and insurance services, making Kinecta the one-stop financial institution of choice for its members.

But this mighty institution maintains a grass roots feel, keeping the prosperity of its members and their communities as its primary focus.

Kinecta’s member-centric culture begins with a peoplecentric workplace. “As a mortgage team, we spend a lot of time talking about culture. Our organizational goals are based on metrics that include our member service rankings and how we treat each other internally. We’re not just measured by how we perform monetarily, but how we’re treating people. Our accountability for doing the right thing speaks volumes about who we are as a company. Even with our leadership team, they are very involved on the ground level. The CEO and executive team visit and conduct quarterly town hall meetings at

each individual branch location where they sit down and give us the scoop on what is going on in the organization.

You just don’t see that level of engagement and approachability in a big banking institution.”

Erik is a producing manager who maintains his existing book of business, allowing him to remain sharp and in touch with his loan consultants and the real-world challenges they are facing. However, his main focus is the growth and coaching of his team. He leads in the spirit of Zig Ziglar, who said, “You can get everything in life you want if you will just help enough other people get what they want.”

“I think you have to serve in order to lead,” Erik says.

“It’s all about the relationships you generate and nurture with people. I don’t just look at someone as an employee.

I want to get to know them on a personal level and what’s important to them, what motivates them. It’s not always just a paycheck, and I want to help them achieve their highest potential both personally and professionally.”

ExecutiveAgent Magazine

KINECTA FEDERAL CREDIT UNION Erik Jenner, NMLS # 38025 Manager Mortgage Loan Sales 4041 MacArthur Blvd., Suite 100, Newport Beach, CA 92660 Tel: 949.293.1237 - 949.253.5337 Erik.Jenner@kinecta.org - www.kinecta.org/ejenner

Erik is continuing to expand his team. “I am looking for candidates who want a place to hang their hat as a longterm career as opposed to just a job. We have stability as a financially solvent company with multiple revenue streams and solid relationships with our members and select employee groups. Because of our relationships with these well established companies, we are able to go on their campuses and conduct home buying seminars and enroll new members. It’s a great way for our selfgenerating loan consultants to create new business and generate referrals.”

Kinecta also strives to make a difference in the communities where its members and employees live and work. “We do a ton of community outreach, and another

one of our metrics is the number of community hours we provide. We always exceed the annual goal as an organization. It’s a great way for us to connect with our neighbors while creating unity inside our organization.”

In this place where people matter above all else, Erik is able to serve with greater impact than ever before in his career. “Whether you’re a borrower or a Realtor®, having a credit union in your corner can make a real difference.

We are a reputable, trusted lending source that goes above and beyond to serve the needs of our members. If you haven’t been working with us, you’re missing out!

Give my team the opportunity to be your credit union of choice.”

ExecutiveAgent Magazine

EXECUTIVEAGENT MAGAZINE

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

VANESSA VILLA Executive Agent of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Photography by Ian Wiant

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ealtor® Vanessa Villa exhibited a drive to succeed at an early age. After her father was injured in a work-related accident, her mother took on a second job to support the family. At 16 years old, Vanessa began working as a file clerk at a mortgage company to help her parents. As she saw how lucrative

a career in real estate could be, she set a goal to obtain her real estate license when she turned 18. She achieved her goal and then worked part-time as a Realtor®, as she became first in her family to graduate from college, earning her undergraduate degree in criminal justice at California State University, Fullerton, with aspirations of becoming an attorney.

Vanessa discovered, however, that she truly loved helping families find the perfect home. She also learned that her tenacity, follow-through and outstanding communication skills exactly suited her to success in real estate. Vanessa applied herself to real estate full time in 2009, persevering through the distressed real estate market of the day by inventing a niche that helped her hone her professional skills - skills that give her an edge on the competition today. “It was really challenging knowing I didn’t have anything else to fall back on,” she says. “At first, my bread and butter was first-time buyers and short sales. I looked for options of what I could do, and I began negotiating files for other agents in addition to my own sales. I learned how banks were negotiating, and I gathered a list of investor formulas and preferences so I could position each buyer to get the best possible deal from their particular bank. Over time, I got to know the banks’ negotiators, and I was able to successfully close a lot of transactions.”

Earning her way in the business has had a lasting impact on Vanessa’s professional outlook. “I think it taught me discipline.

I learned to work hard and do whatever it takes to go get the business, versus just having it handed to me - for example, door knocking up to 100 doors a day and cold-calling two or three hours each day to generate business. It also taught me to have more structure in my life and save money.”

With her extraordinary work ethic and can-do spirit, it is not surprising that Vanessa was recognized with Century 21’s Centurion Award in both 2015 and 2016.

ExecutiveAgent Magazine

A longtime student of real estate coach Mike Ferry and his proven methods for creating a lasting, referral-based business and creating new business by meeting people by phone and door-to-door, Vanessa made the decision to move her successful practice to Keller Williams. “I felt that Keller Williams’ systems would help me bring greater value to my clients. I’d definitely like to incorporate an assistant and a buyer’s agent in the year ahead so I can help more families achieve their goal of home ownership.”

While she has many years of industry experience for

her relatively young years, she can still relate to first-time buyers who are experiencing the real estate process for the first time. She especially enjoys working with young professionals as they are meeting important career milestones and beginning to build personal wealth. “When I graduated from college, my biggest goals were to buy a house and get out of college debt. I can connect so well with people in my age group and relate to where they are in life. I work with a group of nurses and deputies, and I have sold to many on their team. It’s exciting to see someone succeeding in their career path and achieving the American Dream.”

ExecutiveAgent Magazine

Celebrating Success One first-time buyer had this to say about working with Vanessa: “As a first-time home buyer I was both excited and nervous. Vanessa was phenomenal! Her professionalism, care and promptness in moving from one phase to the next was incredible, creating a manageable and uncomplicated home buying venture. Vanessa was there every step of the way, readily available for any questions or concerns I had, making my home buying experience both positive and very pleasant. Her dedicated work was very appreciated.”

Vanessa’s community of repeat and referral clients continues to grow, and many of her early clients are now

ready to move up into larger homes. As a result, much of Vanessa’s practice today is focused on assisting sellers with a seamless and profitable sale, while also locating their next home. Vanessa’s reliability, strength of purpose and masterful negotiation skills ensure that her listings sell quickly and for highest value. “I don’t just put a property on the market, put it on the MLS and pray for it to get sold. I’m out there letting everybody know it’s on the market. It’s my job to get it sold. I prospect on a daily basis, and my goal is to speak to at least 40 people a day.

I also have a 20-point plan of action, which I send to the seller in the pre-listing packet before I arrive at a listing presentation, so they can review it ahead of time.”

ExecutiveAgent Magazine

Sellers also affirm that Vanessa’s strategies lead to phenomenal results. One stated: “We interviewed four agents when we decided to sell our rental property. Vanessa stood out among all of these agents. A few of the other agents were casual about the interviews - not Vanessa! She called to confirm before the appointment, arrived early so she could push the doorbell at exactly 2:00 p.m. She was very well prepared with a written proposal, including comps and a strategy to get us top dollar. We picked her because she had local knowledge and was a go-getter! Vanessa held an open house on Easter weekend, and before the week was out, brought us five offers! What - five offers?

There was a bidding war that got us way more than we expected. Once we accepted the offer Vanessa was ready to go. We closed in 21 days without a snag.”

their own Instagram handle: @PierreandChanelFrenchies).

Vanessa’s other loves include great food and wine, working out (so she can enjoy great food and wine), music, reading and travel. She and Fernando recently spent a month in Europe touring 12 cities from London to Barcelona.

With her energetic, open-minded spirit, Vanessa makes friends everywhere she goes. She loves helping people, whether she is contributing to a community cause, supporting a colleague or assisting a client with the purchase or sale of a home. “A real estate transaction is such an important process in someone’s life. I’m always looking out for my clients’ best interests, and they can count on me to take care of all the details so they can celebrate the occasion.”

In October of 2015, Vanessa changed her name from Barrera to Villa when she married her husband and best friend, Fernando. Their little family is completed by their two French Bulldogs, Pierre and Chanel. (They even have ExecutiveAgent Magazine

VANESSA VILLA Keller Williams Realty, 3100 Bristol St., # 150, Costa Mesa, CA 92626 Tel: 714.240.4025 - Email: Vanessa@vanessabarrera.com Web: www.VanessaBarrera.com - CalBRE # 01746393 - Brokers BRE # 02024176 ExecutiveAgent Magazine

HISPANIC REAL ESTATE'S MOST

FOCUSED ON THE FUTURE New American Funding is diversified in a variety of markets and is consistently ahead of the trends. Today, with a servicing portfolio of $22 billion, and funding approximately $1 billion per month, we are at the height of our game.

Co-branded Mortgage Statements Statement Date: August 16, 2017

GoGo Partner Mobile App

For Return Service Only P.O. Box 170581 Austin, TX 78717-0031

MORTGAGE STATEMENT Online Information: www.newamericanfunding.com Click "MANAGE MY LOAN"

003939

JOE E. CUSTOMER 123 ANY STREET ANYTOWN, CA 12345

Mon - Fri 7:00 am to 9:00 pm CT Sat 10:00 am to 2:00 pm CT Telephone: 1-800-893-5304 TTY/TDD: 1-844-249-9633 Fax: 800-880-0639 Correspondence PO Box 170581 Austin, TX 78717-0031

Property Address: 123 ANY STREET ANYTOWN, CA 12345

Loan Number: Next Payment Due Date:

000000001 09/01/2017

Total Amount Due:

$3,825.78 $1439.69

$49.86 late fee will be charged if payment is not received in our office by 09/16/2017.

Explanation of Amount Due

Account Information Loan Due Date Outstanding Principal Escrow Balance Interest Rate Prepayment Penalty

09/01/2017 $272,897.11 -$474.85 3.625% No

Transaction Activity (08/05/17 - 08/16/17) Date Paid

Description

$419.16 $423.37 $820.53 $823.10 $200.00 $656.42 $1,439.69 $1,902.89 $0 $20.00 $1,902.89 $0 $3,825.78 $1,439.69

Principal Interest Escrow (Taxes and Insurance) Regular Monthly Payment Total Fees and Charges Past Due Payment(s) Total Amount Due

Principal

Interest

Escrow

Additional Monthly Amount

Charges and Fees

Partial Payment (Unapplied)

Co-branded Closing Cards

Drip Campaigns & Milestone Emails

Total

No transactions have occurred on your loan between the last billing statement and this statement date.

Special Messages If you are experiencing financial difficulty: Additional information about mortgage counseling or assistance can be found on the back of this statement.

ContactImportant With AnyNews Questions

Past Payments Breakdown Paid Last Month Principal Interest Escrow (Taxes and Insurance) Replacement Reserve Additional Monthly Amounts Fees and Charges Partial Payment (Unapplied)* Total Payment

GoGo Partner

$419.16 $0.00 $820.53 $0.00 $200.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $1,439.69 $0.00

Paid Year to Date $2,514.96 $1,184.85 $4,923.18 $2,877.52 $1,200.00 $3,552.85

$0.00 $0.00 $120.00 $0.00 $8,638.14 $7,735.22

* See reverse for information about partial payments

Available for Android & iPhone

PATTY ARVIELO

We enjoyed working with you when you purchased your home and look forward to helping you, your friends and family with all of their real estate needs. Please don’t hesitate to give us a call.

President, NMLS #49166 D: 949.748.4115 O. 888.788.6780 ext 7315 C: 714.401.9711 parvielo@nafinc.com

JANE DOE

Real Estate Agent, LIC #12345 D: 555.555.5555 C: 555.555.5555 first.last@rea.com REARealty.com



Please detach bottom portion and return with your payment.

Total Amount Due

Loan Number 000000001 Borrower JOE E. CUSTOMER Co-Borrower $1,439.69 Total Amount Due $3,825.78 Due By 09/01/2017 $49.86 late fee will be charged if the payment is not received in our office by 09/16/2017

PO Box 650076 Dallas, TX 75265-0076

 

WůĞĂƐĞ ǁƌŝƚĞ LJŽƵƌ ůŽĂŶ ŶƵŵďĞƌ ŽŶ LJŽƵƌ ĐŚĞĐŬ Žƌ ŵŽŶĞLJ ŽƌĚĞƌ͘ LJŽƵƌ ƉƌŝŶĐŝƉĂů Žƌ ĞƐĐƌŽǁ͕ ƉůĞĂƐĞ ŝŶĚŝĐĂƚĞ ƚŚĞ ĂŵŽƵŶƚ;ƐͿ ŝŶ ƚŚĞ ďŽdžĞƐ Ăƚ ƌŝŐŚƚ͘ /Ĩ LJŽƵƌ ĂĚĚƌĞƐƐ͕ ƚĞůĞƉŚŽŶĞ ŶƵŵďĞƌ Žƌ ĞͲŵĂŝů ĂĚĚƌĞƐƐ ŚĂƐ ĐŚĂŶŐĞĚ͕ ƉůĞĂƐĞ ǀŝƐŝƚ ŽƵƌ ǁĞďƐŝƚĞ ůŝƐƚĞĚ ĂďŽǀĞ Žƌ ĐŽŶƚĂĐƚ ƵƐ Ăƚ ϭͲϴϬϬͲϴϵϯͲϱϯϬϰ͘

$3,825.78 $1,439.69

Total Amount Due

Additional Monthly Payment

$

Additional Principal

$

Additional Escrow

$

Total Enclosed

$

. . . .

912409343301902890000038257800100000000000000000000005

Jeff Moore Branch Manager San Clemente

Dusty lloyd Branch Manager Mission Viejo

Tom Briggs Branch Manager Huntington Beach

Brian Keranen Branch Manager Newport Beach

Eli Fairfield SVP Regional Manager LA West and OC

Brenda Dintino Branch Manager Irvine - North

Rob Briggs Branch Manager Huntington Beach

Daniel Perez Branch Manager Anaheim

Christopher Paliska Branch Manager Anaheim

Matthew Moore Sales Manager San Clemente

NMLS #324123

NMLS #247106

NMLS #303474

NMLS #483697

NMLS #411752

NMLS #239946

NMLS #171371

NMLS #255550

NMLS #1076530

NMLS #324114

PARTNER WITH US

W W W. N E W A M E R I C A N P A R T N E R . C O M

ELI.FAIRFIELD@NAFINC.COM

(310) 227-3359

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780.

Phone (800) 450-2010. 11/2017

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

J

ay Rodriguez grew up in Orange County with a passion to serve. Always active in his church, he participated in local service projects and foreign mission trips. With his gregarious nature and desire to help others, it is no wonder that Jay found his professional calling in mortgage lending.

He was working as an IT consultant and attending school, when a family friend and mortgage broker hired him as her personal assistant. Jay quickly learned the business and discovered he had a gift for building relationships and helping people through the arduous process of securing a home loan.

Jay Rodriguez ExecutiveAgent Magazine

Jay joined New American Funding in 2013, where he has since distinguished himself as a top-producing Loan Consultant, ranked 44 among the nation’s Top 250 Latino Mortgage Originators in 2017 by the National Association of Hispanic Real Estate Professionals (NAHREP).

“I worked for four, independent mortgage bankers early in my career, and each lender was good in some areas, but fell short in others, whether it was because of restrictions on guidelines, slow processing or outdated technology. I was able to see what was lacking and what should be done. I heard about New American Funding’s reputation for strong products and quick loan closings, and since I’ve come here, I’ve found it all to be true. We keep and service all our conforming agency and government loans, so we don’t have funding and servicing problems that other lenders experience. I have amazing back office support that allows me to do a high volume of loans while keeping all of the stakeholders in a transaction abreast of what is going on and consistently close on time. We can actually do a 14-day close, something that’s almost unheard of in the industry.”

With a personal production record of more than 600 loans funded totaling over $160 million, Jay has a large number of repeat and referral clients who won’t go anyplace else for a home loan. His gift for fostering relationships and delivering outstanding personal service keeps clients coming back, and the tools provided by New American Funding enhance his ability to communicate effectively during and after the loan process. “From pre-approval through funding, we keep borrowers informed about the status and progress of their transaction. We’re getting big into video updates, too. After closing, we’re also able to keep my face and the face of my real estate partners in front of clients for years through our mortgage statement campaign. We want to be mortgage consultants for life, and we strive for that in every single connection.”

Jay has earned five-star reviews from more than 100 clients through SocialSurvey, an independent reputation management company. One client stated: “As repeated clients of Jay Rodriguez , we are very pleased and thankful to have him taking care of our mortgage’s refinance again. He is very sharp, professional and caring, and his expertise of the trade will get you your desired results.”

Another reported: “Jay was an extreme pleasure to work with. From day one, he communicated with my Realtor® and I to ensure that the loan process would be completed in an efficient manner. We ended up closing earlier than we had expected, with the loan processing time taking less than 30 days! As a first-time homebuyer, Jay and his team worked fantastically for me and what my needs were.

They were patient, worked with me every step of the way, and answered any and all questions I had, even during late hours.”

With his IT background and self-proclaimed inclination to “nerd out,” Jay is a beta tester for New American Funding’s new technologies. “The company is huge about embracing and spearheading technology. I put direct feedback into apps and tools, and it’s exciting to me to have a voice in the trenches. It also empowers me to help clients. I love that even though we are a large company, suggestions and changes are implemented quickly.”

When he is not at work, Jay and his wife, Lauren, enjoy spending time outdoors at the beach or in the mountains, and riding horses. Jay also recently took up mountain biking. “I absolutely love it!,” Jay says. “Going down ridiculous rock faces is exhilarating. I guess I’m kind of an adrenaline junky.”

As a lending professional, Jay has proven time and again that he not only delivers results, he also cares about doing the right thing for his clients. From the very first contact, he is there to educate and inform, so they can choose the best options for their goals and circumstances. He says, “I truly enjoy being a positive influence in the lives of my clients while forging connections that last a lifetime.”

Jay Rodriguez New American Funding 14511 Myford Rd., Ste. 100 Tustin, CA 92780 Tel: 949.606.2410 Email: jay.rodriguez@nafinc.com Web: http://www.newamericanagent.com/jayrodriguez NMLS ID 902610

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act, NMLS #6606. Corporate Office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 2/2018.

ExecutiveAgent Magazine

30

ExecutiveAgent Magazine

The Talent You Already Possess...

By Zig Ziglar

M

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.

ExecutiveAgent Magazine

31

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

“Serving With Integrity”

I

Karen Scott

n the process of helping families through one of the most important journeys of a lifetime, Realtor® Karen Scott has got your back. Karen will make sure the transaction goes in your favor. She looks out for her clients as family making sure it is a win -win transaction but making sure nothing is left on the table.

A hard-working single mother of three daughters, Karen enjoyed a successful first career in sales for Sara Lee Coffee & Tea Food Service. Along the way, people often commented that she would make an excellent Realtor®. Karen finally took the leap, beginning her real estate career working in new home sales before moving to the resale market.

ExecutiveAgent Magazine

With her tireless work ethic and genuine care for people, it is not surprising that Karen excelled in real estate, quickly earning the title of Salesperson of the Year in her office, even surpassing a team of three. “It was just the result of hard work and a lot of prayer,” Karen says.

“I know my help and all good things come from God. I try to treat people the way I would want my family to be treated. I know I answer to a higher power, so I work with integrity and try to make every deal a win-win.”

in our desired area within our budget, we found ourselves with a newfound, genuine friend. Karen is absolutely wonderful!”

At Realty ONE Group, the company’s progressive industry tools and flexible business model allow Karen to be more responsive to her clients’ needs. With the individual authority to make decisions and cover fees, Karen can move a transaction to closing swiftly and seamlessly.

While many of her clients are centered in the Inland Empire from Temecula to Riverside, Karen frequently also represents clients in Orange and LA Counties.

“Karen Scott is a very hard working, honest, energetic agent. She is fair to both client and to the other party.

Very professional, responsive and to the point. I highly recommend her for your next real estate deal. She has become my real estate agent for life.”

With her goals of helping buyers find the perfect home, and helping sellers close quickly and for maximum value, Karen is meticulous about knowing her markets and understanding her clients’ needs. Her positive peer relationships contribute to her ability to negotiate favorable selling terms and get offers accepted.

Karen diligently prepares her listings for sale and invests in high-profile internet exposure. “I post a lot of photos of my listings. I’ve learned that the more photos you have, the more often the home will come up in a search.”

When Karen hosts an open house, she is careful to protect the homeowner’s privacy, advising them to remove personal items from within easy reach and take down all personal photos. “Taking down photos also makes the home more appealing to a buyer. It makes it easier for them to visualize their family living there and how the home will look with their things in it.”

Karen works entirely by referral, and time and again, her clients comment on her integrity, warmth and tireless service:

“Karen is by far one of the greatest people we have ever met, let alone worked with. We were in a bit of a bind to get into a home, and from the day we met Karen, she bent over backwards to accommodate us. She is compassionate, patient, and incredibly honest.”

Karen’s family has grown over the years to include seven grandchildren and a husband with four daughters and three grandchildren of his own. With her big heart, she is the center of the family and always taking care of others. She is also an animal lover, and she frequently takes in rescues and either finds them a home or gives them one herself.

Everything Karen does is motivated by her authentic desire to be of service. “I love people,” Karen says. “I want my life to make a difference while I’m here on earth.

Real estate is a way I can make a difference.”

One client summed up: “Karen did an amazing job through the purchase process - she represented us wonderfully and helped find our family the perfect home! She puts her heart into what she does and truly cares. I highly recommend her to anyone looking to buy.”

Karen Scott Realty ONE Group 1260 Corona Pointe Corona, CA 92879 Tel: 951.609.6908 Email: Karen@KScotthomes.com Web: www.KScottHomes.com CalBRE # 01383402

“Karen is professional and knowledgable, with a touch of class and warmth. In the process of finding us a home ExecutiveAgent Magazine

How To Be Street Smart On And Off The Street

34

ExecutiveAgent Magazine

A

thief looks at two houses on a street -- both are large and well kept, so he is assuming there are great steals in both houses. Both are dark and empty -- all the neighbors are at a block party down at the end of the street. Both houses are exactly the same -- except that the house on the right has an alarm system, and the house on the left does not.

Which house do you think this thief is going to go for?

Same thing for muggers. Do you think a mugger is going to go after someone walking confidently, paying attention to her surroundings, aware of where she is going? Maybe, but he’d more likely go for the person shuffling along; wearing heels so high they’re hard to walk in, let alone run in; distracted on a cell phone; scanning a map worriedly.

Call it awareness; call it survival skills; call it Street Smarts. Whatever you call it -- have it!

Street Smarts is not just for keeping you safe --it is an essential business tool. Street Smarts-borne skepticism will allow you to negotiate will ease and skill.

For example, once I was in negotiations for a project with a publishing company about my royalties. From conversations with colleagues, I knew that 3% was an accepted target, so that is what I went in expecting.

I could tell right away that these guys were people I could joke around with, so my first offer was 50% -which made the publishing guys look at each other, speechless, before they started laughing. So, they countered me at 10%! I guess they thought I was serious. So, I paused, moved my head back, and squinted, really considering their offer. “Hmmmm, is that fair?” I asked. After much deliberation and some hesitation, which made them feel better that they were playing hardball, I accepted their offer. I walked out of that office ecstatic. I got 10% royalties just because I was able to use my Street Smarts to analyze the situation and interpret the best way to approach it.

“In any pursuit in life there is a formal knowledge base and an informal knowledge base. The formal knowledge is what you are told. It is what you get in the manual when you start a job. It is what you get in the course work in college. Informal knowledge is everything they do not bother to tell you. Moreover, usually that is the stuff that makes the most difference. It is the stuff they cannot say and would not say

if they could. That is why we call it tacit knowledge.. It is what you learn from your environment. You might say it’s the unwritten rules of life.”

According to Dr. Robert Sternberg of Yale, this informal knowledge, or Street Smarts, is a far better predictor of managerial success than academic performance. He even said a very high I.Q. could be a detriment to managerial success.

“I don’t think Street Smarts has anything to do with big cities or small cities,” Sternberg said. “It’s no longer a negative term that conjures up images of street gangs or con artists. There is no denying that street smarts has its roots in the impoverished areas of inner cities, places in which people had to develop certain abilities just to survive physically; but just as blues singers are no longer slaves, street smart people are no longer just city-dwellers. They are born, raised, live, and work in all types of environments.

“So how do you learn to be street smart? One of the critical things is just your attitude. You must have an attitude that this is something that matters -- something you can use to your advantage. So a big part of learning is motivational. It is almost a prerequisite for developing it. Then you have to seek out the information from other people, from your environment, and from within yourself. The first is done by observing Street-Smart people and asking questions of mentors.

The second is done by paying attention, both inwardly and outwardly. You have to let the knowledge you already have come out-and we all have more than we might give ourselves credit for.”

Above all, it takes experience, constantly adjusting your attitude to make the most of every situation.

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© 2006, Tony Alessandra. All right reserved. For information about Tony’s keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com ; http://www.FrogPond.com.

ExecutiveAgent Magazine

35

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 minutes- for 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 Five-Minute 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 800-704-FROG (3764) or Susie@frogpondgroup.com; http://www.frogpondgroup.com.

Written by Rory Aplanalp 36

ExecutiveAgent Magazine

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

ExecutiveAgent Magazine

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