JULY 2015 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

HEATHER & MARK

STEVENSON Executive Agents of the Month

Inside Features: Alfredo Arteaga imortgage

Lisa Hynson Century 21 Award

Lynn Nelson Alpine Mortgage Planning

Josephine Ryan Prudential California Realty

TM

COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

• Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Newport Beach at Bayview Corporate Center. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! JOHN J. REED Branch Manager MLO-869516

Cell 714.305.2912 Fax 855.688.2743 jreed@alpinemc.com © 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

July, 2015

N. Orange County

Cover Story

Editorials

34 - Tony Alessandra: Charisma

28 - Awareness Institute: Keeping It Simple

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Email: Info@eamag.net Web: www.EAMag.net

ADVERTISERS’ INDEX

36 - Judy LaDeur:

Make Your Company # 1 in the Marketplace

16 - Chris Widener:

Take a Turn at Tenacious!

Alpine Mortgage Planning.................2 Greenpath Funding..............................9 Guaranteed Rate..................................7 imortgage....................................31 i Photography Studio..................25-38

26 - Dirk Zeller: 19 Heather & Mark Stevenson Executive Agents of the Month

Why Do They Do It?

Kinecta Federal Credit Union............13 PWAOR.........................................8

06 - Zig Ziglar:

It’s Healthy To Be Happy

The Termite Guy..............................30 Ticor Title Company.........................40 Wells Fargo Home Mortgage...........39

32 Alfredo Arteaga

04 Lynn Nelson

10 Lisa Hynson

14

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2015 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.

Josephine Ryan

ExecutiveAgent Magazine

3

E XECUTIVE AGENT

TM

MAGAZINE

Lynn Nelson Written by Haley Freeman

L

ynn Nelson is a seasoned lending professional who considers herself fortunate to be doing what she loves – helping people achieve the goal of home ownership. For more than 20 years, she has been using

her financial knowledge to create custom home solutions for clients with diverse needs and circumstances, ensuring that they have access to the right loan products for their short and long-term financial success.

After earning her business degree from Pepperdine University, Lynn began working in accounting, but soon found that while she enjoyed working with numbers, she was missing out on working with people. In mortgage lending, the two came together in a meaningful way, allowing her to use her expertise to help others prepare for and meet financial opportunity.

Today, Lynn is a mortgage advisor at Alpine Mortgage Planning, where her commitment to her clients’ exceptional lending experience is enhanced by a corporate culture where the customer’s needs come first. It is a culture that differs from other mortgage companies in that it allows branches to expand services in accordance with local needs – so that processing, and even underwriting, can be done shoulder-to-shoulder between the loan officer and their clients. The company not only offers a competitive selection of products and rates, it is mindful of growing with the needs of each community.

Lynn has cultivated and maintained longterm relationships with many of her industry colleagues, further contributing to her ability to deliver consistent and seamless service to clients. Lynn previously worked with her AMP managers at other companies and was happy to renew her professional relationship with them. She and her assistant, Meri, have worked together for nearly 17 years. Lynn focuses on her expertise of structuring transactions, while Meri makes sure that all documents are in order and on time for closing.

ExecutiveAgent Magazine

EA

Helping one Customer at a Time

“It takes a team to be successful,” Lynn says. “I have found that it is imperative for me to have an assistant.

There is a massive amount of paperwork and issues to resolve. Working as a team ensures that we meet expectations for clients and Realtors®.”

No matter the market, Lynn has ignored the trends, using her tried-and-true knowledge of basic lending principles to ensure that clients have what they need in any market. “I’ve always wanted to tailor loans to the borrower’s specific needs, rather than tailoring the borrower to the latest mortgage products. I really haven’t experienced any highs and lows in my career. I’ve felt the effects of the refi boom because of my past clients, but I never really feel the effects of a downward market. I just continue to do the task at hand, which is helping people purchase a home.”

Today’s lending environment requires greater expertise than it once did, and Lynn is ever vigilant about keeping up with changing guidelines and regulations governing the market. “The industry is different than it was, and it’s not so easy to break into. There’s really no such thing as a rate today, so prequalifying is really important, understanding product guidelines and knowing where a customer fits.

Credit score and down payment have a lot to do with the available rate. I try to educate clients as much as possible so they can understand what their payments are and what potential tax benefits or credits they may qualify for.”

Lynn is also an approved lender for California’s Mortgage Credit Certification.

One of Lynn’s great qualities is her honest communication with both Realtors® and clients. “Communication is integral to the whole process, and my goal is to become a team with the agent. I consider the Realtor® a client just as much as the person buying a home. My goal is to be their loan officer for life.”

Lynn’s greatest contentment comes from enjoying simple activities with her family.

One of the things that Lynn is most proud of in her career is being able to put clients into a home who were otherwise turned down by other lenders. One of her greatest success stories is that of a man who was homeless. He was gainfully employed, but had been living in his car and saving money. She prepared letters of explanation about his situation and was able to get him into a first-time homebuyer program. “However long it takes,” Lynn says, “I will guide a client and help them if they truly want to become a homebuyer. It is wonderful to see the great sense of accomplishment that people feel when they have taken the steps they need to fix their situation and qualify. For me, it’s never about how much the loan amount is, it’s just about helping one customer at a time.”

“After all these years,” Lynn says, “I still love what I do.”

Lynn Nelson MLO 653022 Alpine Mortgage Planning 3501 Jamboree Road, Suite 200 Newport Beach, CA 92660 Tel: 714.412.8608 Email: lynelson@alpinemc.com Web: www.alpinemc.com/lynnnelson

© 2015 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department

Lynn and her husband, Erik, have been married for over 20 years and have two children, Brittany and Christian.

of Business Oversight under the California Residential Mortgage Lending Act Regulated by the Division of Real Estate Colorado.

ExecutiveAgent Magazine

EA

It’s Healthy To Be Happy

T

he dictionary says that happiness is the “agreeable sensations which spring from the enjoyment of good. That state of being in which desires are gratified by the enjoyment of pleasure without pain.” Happiness is “positive pleasure or an excitement of agreeable sensations.” Mark Twain said that most of us are “about as happy as we make up our minds to be.”

Psychologists and physicians have long known that happy, cheerful people enjoy better health. It goes back several thousand years to Solomon, the wisest man who ever lived, who observed that “A merry heart doeth good like a medicine.” There’s no question but that a cheerful spirit does wonders for your health.

The question is, what’s the best way to be happy? For a long time it’s been my conviction that others can give you pleasure, but the only way you’re going to be happy is to do things for other people. Forest Tennant, M.D., says that serotonin, which is the “feel-good” neurotransmitter, normally hits the system full force at about ten o’clock in the morning. However, we can “jump-start” the flow of serotonin by doing something really nice for someone else.

It doesn’t have to be “earth-shattering.” A simple, sincere phone call to someone you know will do wonders for you and them. Just let them know you were thinking of them and wanted them to know how much you appreciate who they are and what they do. Tell them how much their friendship means to you, how you admire them and that you just want them to know how you feel. It’s amazing how good you will feel about yourself when you pay a sincere compliment to encourage someone else.

Think about it and pick up that telephone to encourage someone else with no thought of benefit to yourself and I will SEE YOU AT THE TOP. Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

Written By Zig Ziglar

6

ExecutiveAgent Magazine

Guaranteed Rate is AMERICA’S #1 LENDER. AGENTS: Want to double your real estate sales?

Want your buyers to love working with a Lender for a change?

Why is Guaranteed Rate rated “America’s #1 Lender”? ref: Mortgage Executive Magazine & Scotsman’s Guide.

It starts with Guaranteed Rates industry leading 96% customer satisfaction rating.

Guaranteed Rate has a real estate partnership program where Guaranteed Rate refers its real estate agents business FOR FREE. Guaranteed Rate is America’s fastest growing lender, and is now located in Irvine, Orange County, CA. Ben Anderson, Branch Manager of Guaranteed Rate Irvine, CA, along with Ty Pennington spokesperson and host of “Extreme Home Makeover: Home Edition,” would love to show you how our real estate partners have made Guaranteed Rate the fastest growing mortgage company in America.

Ben Anderson top 20 in America in closed loans 3 consecutive years (2012,2013,2014), has closed over one billion in real estate transactions since 2009, and has helped many local agents double their business in 2015, and set new records for real estate sales by referring them business.

WHAT’S THE DIFFERENCE? · · · · · · · . . . . . .

14 days closings Free marketing & branding Free social media platforms, brand with the best Lowest rates 99% approval to fund ratio Service 7 days a week Programs for every borrower VA/FHA with no fees Jumbo loans to 15 million Stated income 3% down Conventional 5% down Conventional & Jumbo with no mortgage insurance And Many More……….

CALL TODAY!

Now serving Orange County BEN ANDERSON

Office: 949-430-0807 Cell: 949-302-7255 Toll Free: 844-841-loan

-Ty Pennington Guaranteed Rate’s Spokesperson and host of Extreme Makeover Home Edition

CHARITY FOUNDATION PRESENTS

5th Annual

PROCEEDS BENEFITTING THE OPENING DOORS FOR MEN & WOMEN IN UNIFORM AND DOWNPAYMENT ASSISTANCE FOR 1ST TIME HOMEBUYERS (COMING SOON!)

MONDAY, JULY 27, 2015 | YORBA LINDA COUNTRY CLUB | SHOTGUN START 12 NOON

ALREADY IN OUR FIFTH YEAR, THE PWR CHARITY FOUNDATION’S PWR GOLF CLASSIC HAS BECOME A HIGHLY ANTICIPATED EVENT FOR PWR MEMBERS AND THEIR FRIENDS & FAMILY, AS WELL AS OUR AFFILIATES AND SPONSORS.

TO SIGN UP OR SPONSOR VISIT WWW.PWR.NET/PWRCHARITY/GOLF

$170

PER PERSON INCLUDES:

GREEN FEE CART FEE RANGE BALLS

AWARDS DINNER

NOT A GOLFER? Join us for Dinner! Only $40

SUPERTICKET INCLUDES: Putting Contest, Closest to the Pin Contest, Longest Drive Contest TO VOLUNTEER: Call Lalaine Castillo at (714) 245-5530 or lalainec@pwr.net PWR CHARITY FOUNDATION | TAX ID: 03-0511249

OUR CONSULTANTS Brian Fraser

Josh Lander

Doc Spaulding

Area Manager 714.488.2245

Area Manager 619.602.1587

Area Manager 858.750.9110

NMLS ID 653793

NMLS ID 766437

NMLS ID 657535

Dave Gaylord

Manny Cien

Joel Berman

Sr. Mortgage Consultant 949.939.6011

Sr. Mortgage Consultant 619.277.3431

Sr. Mortgage Consultant 619.279.2935

NMLS ID 257383

NMLS ID 664734

NMLS ID 653795

Let’s Change Lending Together It’s a fresh new era in the mortgage industry. And we’re leading the reinvention. We carry out our mission to provide a refreshingly simple and expedient home financing experience with every client.

Greenpath Funding can provide homeowners with what they have always wanted and deserved:

Greg Wickstrand

Tim Fiero

Dreama Brown

Sr. Mortgage Consultant 619.471.1708

Sr. Mortgage Consultant 619.223.4184

Sr. Mortgage Consultant 619.890.3037

NMLS ID 664707

NMLS ID 681631

NMLS ID 512330

Excuse-free transactions closed on time by professionals who understand that a home is more than an investment.

Strong pricing, competitive products and fast closings. We work to find the right loan to fit short & long-term financial goals.

Mark Joplin

J. Horacio Herrera

George Radlick

Sr. Mortgage Consultant 619.368.1294

Sr. Mortgage Consultant 619.646.5800

Sr. Mortgage Consultant 760.579.1998

NMLS ID 653792

NMLS ID 347564

NMLS ID 681674

Ryan Amaro

Chris Young

Mark Schumann

Mortgage Consultant 619.729.1161

Mortgage Consultant 949.340.2622

Sr. Mortgage Consultant 858.688.1617

NMLS ID 1101389

NMLS ID 1221129

Offices in all three major county markets, Orange, Riverside and San Diego for easy access and community knowledge.

NMLS ID 237029

info@greenpathfunding.com | Toll-free: 800.272.LEND

greenpathfunding.com

CORPORATE HEADQUARTERS: 26800 ALISO VIEJO PKWY., NO. 100 | ALISO VIEJO, CA 92656 | 949.831.3000 Armando Formariz

Jenna Tolman

Sr. Mortgage Consultant 619.733.3697

Mortgage Consultant 949.702.0532

NMLS ID 294420

NMLS ID 999566

Greenpath Lending, LLC is an Equal Housing Opportunity Lender. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Mortgage License # 4131010 The Lending Partners, LLC (forced name in CA) Greenpath Lending, LLC. All Rights Reserved. NMLS ID 996608

E XECUTIVE AGENT

TM

MAGAZINE

Written by Steven McReynolds

Lisa Hynson S

elling real estate just makes perfect sense for Lisa Hynson. Growing up she was surrounded by selfemployed family members, from her father to aunts and uncles. She watched as customers became life-long friends -- the fruit of a simple adage to treat people with fairness and transparency at all times.

As a mother of two children who needs a flexible schedule, real estate is a natural fit for this Century 21

Award Realtor®. “I always like challenge and try to do one step better than a year before,” says Lisa, who serves clients out of Century 21 Award’s office in Rancho Santa Margarita. “This may sound silly, but beyond real estate it is my dream to establish a recycling business in Asia to help the environment, local people and our world. But for now, serving my clients and taking care of my family is a full-time job.”

ExecutiveAgent Magazine

EA

Real Estate a Natural Fit And it’s one that Lisa has excelled at for years. Bilingual in English and Indonesian, Lisa has carved out a solid market in the Orange County area. “Most of my clients are from past clients or from my circle of friends, acquaintances and families because they trust me. I take care of my clients.”

At the forefront of her customer service is Lisa’s passion for providing honest opinions regarding the homes clients are considering, though she notes that the final decision is always theirs.

Formative Years Lisa has always been interested in architecture and homes, namely because the latter is where so much of life’s most treasured moments take place, she says. Her keen business sense is the result of learning from her disciplined, hardworking family members.

“My dad started to work when he was 17 and owns a business until now, at age 75. Many of my relatives are also self-employed in the retail and service industries. I learned by watching them servicing their clients and many of them became life-time friends,” Lisa says. “In my case, I love helping people reach their goals, investors and sellers, or helping buyers find their dream home.”

dening, reading and spending time with friends. Lisa also belongs to LBHS PTA, volunteers with Meals-on-Wheels, St. Timothy Parish and is active in the local Indonesian community.

“I love working with children and I am committed to helping to ensure we have strong schools and education.

A good school district also increases the property value so that’s good for the local economy and the community.”

Secrets of Success Along with the lessons she learned from her family, Lisa credits a number of mentors who have helped her become a successful Realtor®. “I have been coached by many people in the real estate industry and I give all of them the credit for my success. Martha Karelius, my previous broker, has had a big impact. She is a successful career woman, mom and a level-headed person,” Lisa shares.

Lisa also succeeds because she’s a very goal-oriented person. “I always push myself to get better every year. It is not necessarily only in financing. It could be in health, lifestyle, spending more time with family, etc. This year, my coach has set a 40 percent increase in the number of sales I make over last year,” she says, adding with a smile: “As a mom with two teenagers, I would be happy with 25 percent more.”

With an associate’s degree in business commerce from Saddleback College and a hotel management degree from a university in Indonesia, Lisa previously worked as a travel agent, administrative assistant and in advertising, which is where she learned to master multi-tasking, a must for today’s Realtor®.

But it was when she had her first child, in 1997, that Lisa knew it was time to do something else. She needed a career that didn’t include 8-5 but gave flexibility. She found just that as a Realtor®, she says.

Now, Lisa can provide excellent service to her clients and still attend her two teenagers’ events. “It is a good combination of my passion and life circumstances,” she says of working in real estate.

A Balanced Life While working as a Realtor® means Lisa always has her smartphone on and a willingness to be available for her clients, it does not stop her from giving back to her community in a variety of ways. She enjoys exercising, gar-

ExecutiveAgent Magazine

Lisa Hynson Century 21 Award 22342 Avenida Empresa, Ste. 150 Rancho Santa Margarita, CA 92688 Tel: 949-510-0411 Email: LisaSoCalHome@gmail.com Web: www.lisasocalhome.com CalBRE # 01267001

BANKER EXECUTIVE

TM

Nomination Form

Nominate a fellow colleague to be featured as Executive Banker of the Month.

All candidates must be nominated by an industry professional and 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/Stae/Zip:____________________________ ________________________________________ Phone:__________________________________ Email:__________________________________ Fax/Email nomination to:

Submitted by:____________________________

Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949-266-8757 Email: Fred@eamag.net Ph: 949-366-3349

Name:__________________________________ Company:_______________________________ Phone:__________________________________ Email:__________________________________ ExecutiveAgent Magazine

INSURANCE SERVICES

More than just a mortgage Help clients protect their assets – and save You know that Kinecta Federal Credit Union offers some of the most competitive rates in today’s mortgage market. But what you may not know is we also offer a full suite of homeowners’ and property insurance products through Kinecta Financial & Insurance Services. By comparing top-rated carriers, we find the right coverage at the most competitive prices to fit your clients’ needs.

• • • •

Save on premiums with bundled policies Convenient, one-stop shopping Unique discounts for Kinecta members Complimentary insurance reviews

See the savings Bundled home and auto policies, saving member $761.05 annually Increased coverage on homeowners policy and still saved member $100 annually Consolidated auto and renters providers, saving member $100 per month

Demonstrate your commitment to making their overall home- buying experience a memorable one with combined savings on their loans and insurance coverage.

Contact a licensed insurance consultant at 800.905.4466 option 2 or visit www.kinectainsurance.org.

Call 855.444.9823 to speak with a Kinecta mortgage professional.

Insurance products offered through Kinecta Financial & Insurance Services, LLC., subsidiary of Kinecta Federal Credit Union. California Insurance License #0E24631. Insurance products: 1) are not NCUSIF insured; 2) are not obligations of or guaranteed by the Credit Union or any affiliated entities; 3) involve investment risk, including possible loss of value. Insurance products not available in all states.

17657-03/15

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

J

osephine Ryan’s lifelong career in the lending and real estate sectors reflects her dedication to professional excellence and superior customer service.

After earning her business degree at Cal State Fullerton, Josephine began her career in home lending, where she was promoted to the position of branch manager at only 22 years of age. As her career progressed, she eventually became a regional manager for Washington Mutual.

During the challenged lending market, however, Josephine decided she was ready for a change. She courageously left the relative security of the banking world and struck out on her own in real estate. She was both excited and a little apprehensive, but also determined to help others fulfill their dreams of home ownership.

She chose to work with Prudential because of its well-established reputation in the marketplace, as well as its exceptional educational support for agents. She joined forces with a successful team of seasoned agents who helped her to hone her real estate skills.

Among the things that Josephine learned from her colleagues was how to stage a home. “I’ve always loved decorating,” she says, “but I learned how to take my eye for décor and work with a client’s budget to create that ‘wow’ factor and maximize their listing potential.”

Today, she is a successful agent at Prudential California Realty, where she continues her legacy of unparalleled client care.

Now Josephine is a successful solo agent, whose years of happy client relationships bring her a steady stream of referrals. But even though she’s working solo, she’s far from alone, as she has assembled a team of top-notch professionals who both support her efforts and offer extended service to her clients. Her team ensures that there is never a gap in customer service.

Josephine Ryan ExecutiveAgent Magazine

EA

A Legacy of Unparalleled Customer Care “I have an excellent transaction coordinator, Pam Fisher. Without her, I couldn’t provide the excellent service that I pride myself in giving my client.”

Another benefit of working as a solo agent is the discretion Josephine has to use her funds to benefit clients, whether that means staging a home, investing in more advertising or assisting with costs.

Josephine’s lending expertise makes it easier for clients to trust her, as they are confident that she understands all aspects of the investment they are making. “I find that clients are more willing to open up to me about their credit and employment history, their goals and their dreams. If they have issues, they are willing to confide in me and trust me to help them figure it out.” Josephine has high standards for the lenders she refers her clients to for preapproval.

their home appraised right away. I have a team of trusted appraisers I have worked with for many years.”

Josephine gives winning advice about decluttering and staging a home to show in its best light. “One client sold their home in a single day for a full-price offer because they listened to what I had to say about putting their home on the market. I was so excited! It’s such an accomplishment to feel you’ve given your client the best advice.”

A strong negotiator with good business sense, Josephine says that her positive attitude and commitment to personal development are things that help her keep her momentum in real estate.

“I’ve always been goal-oriented and committed to working on myself. It’s not about the trophies or the money, it’s about the value you create for the individual who has trusted you with their financial future.”

Warda Kahn at Kinecta Federal Credit Union is one of the few she trusts with her precious clients. “We used to work together at WAMU,” she says. “She is a true professional and works relentless hours. She is one person I always encourage clients to speak with before they begin searching for a home.”

Josephine has never regretted her choice to transition her career from lending to real estate, because being a Realtor® allows her to be more involved in the client’s experience. “I feel like I have more control over the transaction and the value I create for the client. I love actually being a part of the home purchase. A loan is a necessary and important part of the transaction, but closing the home is a different experience. I’m right there with them, seeing their dream become a reality and sharing in the excitement.”

Josephine Ryan Prudential California Realty 22800 Savi Ranch Parkway, Suite 120 Yorba Linda, CA 92887 Tel: 714-943-1883 JosephineRyan@sbcglobal.net www.prudentialcaliforniarealty.com CalBRE # 01365496

One of the first things that Josephine does is provide her clients with a complimentary market evaluation. “This is such an important step in pricing a home properly. I want to set the right expectations from the beginning. In addition to the market evaluation, I suggest that clients get

Knowledge, Experience, Attitude ExecutiveAgent Magazine

EA

Take a Turn at Tenacious!

I

have worked with many successful people; people who have achieved the kinds of lives they have dreamed about. I have also worked with many people who are not anywhere near where they want to be in life. Many times those who are not successful resent those who are and believe that somehow success was handed to those who have achieved much.

What I have found however is that actually the reverse is true. Those who have achieved much have worked much HARDER than those who are not successful. You wouldn’t believe the stories of struggle that I hear from those who now appear to be on “top of the heap.” Yes, they are successful, but no, it wasn’t handed to them! And I find that most of the unsuccessful people who come to me actually haven’t been tenacious at all. I find that with many of the people I speak to who complain about their lack of success simply haven’t persevered and been tenacious. When I ask them questions I usually get excuses. Yes, there are exceptions on both sides, but I find this to be almost universally true.

If you are one who finds yourself dreaming of a better life, or looking at someone who “has it made,” I would ask you to take a long, deep look inward and at your life to find whether or not you have actually been tenacious in pursuit of your dreams. How long have you gone for it?

Many people who achieve much go for YEARS before they achieve what their hearts long for!

16

How hard have you gone for it? Most people who achieve much have given up much. They have sacrificed much. They strive valiantly for what it is that resides deep in their dreams. They just plain ol’ work hard!

So what are the principles of tenacity? What do you need to know in order to take your turn at the tenacious? Here are some thoughts to start your fire and get you going!

Sometimes you just have to outlast the others.

“Success seems to be largely a matter of hanging on after others have let go.” - William Feather I have found that many people start on their dreams but most never finish. Then those who stop resent those who make it. The truth is that most people who become successful have simply mastered the art of keeping on keeping on! I myself can remember early on in my career when I would get discouraged and I literally said to myself, “One more week. Just give it one more week.” Quite frankly, this is what got me through a couple of years of my work early on. I hung on as others let go.

It is easy to get disheartened. Ask those who have achieved success if they ever got disheartened and you will find some of the most amazing stories you have ever heard.

Give it a try: Go to the most successful person you know and ask them if they ever thought about quitting. Ask them how they kept on going. You will be amazed at what you hear.

ExecutiveAgent Magazine

EA

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.

The slogan ‘press on’ has solved and always will solve the problems of the human race.”

- Calvin Coolidge

Sometimes you just have to hold on at the end.

“When you get to the end of your rope, tie a knot and hang on.” - Franklin Roosevelt I wonder how many people have quit just as they would have begun their entrance into success? Sure there are many who quit at the first sign of hard work, but what about those who, after the tenth time of trial then give up, just as fate would have seen them go through one last hurdle and then into the promised land? How many people were on their last hurdle and decided not to jump? How many people had just one more mountain pass to go? Or just one more river to cross?

Of course we will never know, but certainly some of the people who quit are doing so on what would have been their last trial, right?

So what does this mean for you? For me it means I do not quit because I would hate to find out later that all I needed was just one last effort and I would have achieved my goal.

What if it isn’t my last trial? That’s okay because as long as I keep going, eventually I will get to my last trial, I will overcome it, and I will enter the Winner’s Circle.

Sometimes the most beautiful results come from dull things under pressure.

“Diamonds are nothing more than chunks of coal that stuck to their jobs.” - Malcolm Forbes

If coal wasn’t an inanimate object it would certainly scream, “Stop! I want out!” But that coal, when facing incredible pressure, is turned into one of earth’s most precious possessions. Ugly, dirty old coal is transformed into beautiful diamonds.

Instead of looking at pressure and trials as the reason to quit, get tenacious and see them as the very thing that will make your life the beautiful thing that you desire it to be.

See it as your opportunity to learn, to grow, and to be transformed. See these trials as the very things that will enable you to have the life that you dream of!

Trials will surely come. Life will get hard. You will want to quit. Then you will have a choice: Will you give up? Or will you take your turn at tenacious. The choice you make will determine much of the rest of your life.

My advice? Take your turn at tenacious. You will become stronger, and you will end up living the life you dream of!

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© 2003, 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.

ExecutiveAgent Magazine

17

Nomination Form Nominate a fellow REALTOR速 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: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

EA

Cover Story

HEATHER & MARK

STEVENSON Executive Agents of the Month

ExecutiveAgent Magazine

HEATHER & MARK

STEVENSON Written by Haley Freeman - Ian Wiant Photographer

T

ogether, Heather and Mark Stevenson are a force of nature. Their high energy, breadth of industry knowledge and ability to connect authentically with people make them some of the most celebrated professionals in the industry. They bear the one, truly defining mark of successful people – they can suffer setbacks without losing their enthusiasm!

Heather grew up in a real estate family. With a father who is a successful real estate developer, and a mother

who was a Realtor® specializing in the sale of new home developments, as well as an interior designer, it is no surprise that Heather learned the family business and made her own mark as a leader in new home sales with three different home builders. She repeatedly exceeded sales records while finding ways to increase corporate efficiency, finally earning herself a seat in the vice president’s chair.

Mark studied exercise science at Arizona State University and set out to help others be their best selves as fit and healthy individuals. Early in their marriage, however, Heather and Mark experienced the tragic loss of their first child to a genetic disease, epidermolysis bullosa.

They were blessed with two more children, a son and a daughter, but once again, fate handed them an unexpected challenge. Their son, Caleb, was diagnosed with moderate-to-severe autism at the age of 3, so Heather and Mark made the decision for Mark to remain at home as the full-time family caregiver. Mark embraced his calling and put his professional training to an unanticipated use, taking care of Caleb and being present to supervise his ABA therapy.

Eventually, the demands of caring for Caleb lessened, and Mark went back to his profession as a personal trainer.

A genuine people person with a love for helping others reach their goals, Mark also loved real estate. “When I was in new home sales, he’d want to go out on the weekend to look at open houses,” Heather remembers. “She’d joke with me, ‘You know, you can actually get paid to do that,’” Mark says. “Even today, Heather jokes with me because I like looking at the MLS. I’d rather do that than watch TV.” A Championship Team So, Heather and Mark devised a plan to build their own real estate business. While Mark got his real estate license, Heather began building a website and developed a marketing plan. Finally, on November 1st, 2010, Heather executed their plan and left her corporate position to join Mark to build a real estate empire. Their mission was simple, and their success was immediate. The clients’ needs always come first and foremost in their day-to-day operation. In their first year, they closed 25 transactions. “I thought that was terrible, since I was used to new homes where we sold 2000+ homes a year,” Heather says.

ExecutiveAgent Magazine

The duo went on to build an award-winning team, leveraging Heather’s experience and contractor’s licenses (both A and B) along with Mark’s phenomenal people and sales skills. By 2013, they were recognized in the top ½ of one percent of all real estate agents nationwide, closing a staggering 107 homes that year!

A New Challenge Introduces Itself They were on track for another record-breaking year in 2014, when misfortune again disrupted their welllaid plans. Mark had been at an open house all day, but came home believing he had a groin pull. By the next day, Heather was rushing him to the hospital, where they learned that Mark had a life-threatening blood clot.

Always healthy and committed to fitness, this diagnosis was in conflict with both Mark’s personal identity and previous experience, as he had never been seriously ill during his lifetime. After his body betrayed him, Mark spent many months submitting to treatment both in and out of the hospital. But their community of friends, colleagues and clients stood unitedly with them, offering support, encouragement and assistance wherever they could. The couple chose to share their ordeal on Facebook, hoping to be a source of inspiration to others in similar circumstances.

In spite of these challenges, Heather and Mark closed 54 transactions in 2014, more than a house every week! In addition, they consistently received 5-star reviews from their clients, earning them a ranking in the top 1% of agents in the nation by Trulia. The Stevenson Team are a part

of Coldwell Banker Residential Brokerage and won the Coldwell Banker President’s Circle Award in 2014. Their office is in Yorba Linda and led by their branch manager, Brad Pearson.

“I’ve known and respected Heather and Mark Stevenson for several years before they affiliated with Coldwell Banker,” Brad says. “They’re reputation for massive customer satisfaction, professionalism, as well as their consistent ranking as one of the top real estate teams made them a perfect match for the Coldwell Banker brand. As their manager, I have been extremely impressed with their high level of success in our office, and I consistently receive positive reviews from their extremely happy clients!

It is a pleasure working with them on a daily basis, as they epitomize the term excellence when it comes to everything they do in their business practices.”

“Our decision to work at Coldwell Banker is one of the best decisions we have made,” Heather says. “The marketing and support that we receive is unparalleled, and we are honored to be a part of one of the most respected real estate brands in the real estate industry. They truly care about our success and are vested in our future.”

Jamie Duran, Coldwell Banker President for Southern California, stated, “The Stevenson Team is truly a powerhouse of energy, execution and skill. They are masters in digital, online and social media marketing. Heather and Mark honor our brand and company with their association, stellar reputation and professionalism.”

ExecutiveAgent Magazine

“NEVER GIVE UP” Words of Wisdom It is said that you learn who people really are when you meet them during times of adversity. Heather and Mark have consistently not just survived life’s challenges, they have excelled in spite of them. They have stood together when others would have been broken apart, giving testament to their mutual character and commitment to shared values.

Clients are drawn to them for their integrity and shoulder-to-shoulder dedication to customer service. “Mark has amazing people skills,” Heather says. “People meet him and instantly love working with him. His love language is acts of service. He will kill himself to make sure he gets the job done for someone, and he has a great sense of humor.”

“I think Heather’s overall knowledge of real estate and the marketing aspects of the industry are her greatest strengths.”

Mark says. “She’s definitely fearless. I’ve learned that if she feels she can do it, then I’m not going to stand in the way.”

Sometimes, life requires that we take a step back in order to move forward. Over the past year, Heather and Mark have chosen to simplify their business model, scaling back the size of their team to create a more streamlined system.

Their team includes Thelma Morales, who speaks fluent Spanish, and James Mulyadi, who speaks Mandarin. Christina Clark is their full-time assistant, as well as the office manager, making sure everything happens smoothly and their clients have the best experience.

Heather explains, “Instead of a big team, we want to keep it lean and mean and bring people on who fulfill specialized niches. We spend over $10,000 a month on marketing, and we are determined to take what we’ve learned and make 2015 our best year ever. We want to increase our current referral business from 40 percent in 2014 to over 50 percent for 2015 (the industry average is less than 20%). We know that our clients are the reason we get up every morning. We want raving fans, and for them to have the best experience possible.”

ExecutiveAgent Magazine

Raving Fans Indeed The Stevenson Team’s clients are extremely happy and have boasted about their experience in social media and via online reviews. With over 40 reviews online and 1500 people following them in social media, it is clear that they really care about their clients.

for him by his teammates and coach, Jaz Myerly, and described by The Press-Enterprise as “a double tight end set with the 10 biggest and best players in the lineup to block as Stevenson attempted to score.” In addition, Caleb is now considered high-functioning and has excelled due to their focus on his needs in the early years.

A client who used the Stevenson Team to sell their home in 2014 had this to say, “I knew Heather Stevenson from working with her in the new home industry and was excited to see if her talents in that space translated to resale. From the moment I met Heather onsite to review my property, I was extremely impressed. Her energy and passion, coupled with her knowledge of the local area, were second to none. Her professionalism in having a distinct marketing plan already in mind for our home was impressive. Her grasp of local values and tactics to make sure our home sold in a brisk time frame was impressive.”

“Never give up – that’s our motto,” Heather says. “I know it sounds simple, but it is very true. Life can be a struggle, but getting up every day with the right mindset is the key to success and happiness.”

“Our clients’ needs and satisfaction rule what we do each and every day,” says Mark. “If that ever is no longer our focus, then that is when we need to stop selling real estate and go into another career. Do the right thing for the right reason, and everything will work out.”

Another, who purchased in 2014, said, “Our experience was amazing! Heather and Mark were there for us every step of the way, and their team was there for us no matter what happened. I was extremely comfortable and would highly recommend them to my family and friends!”

“You learn not to take the little things for granted,” Heather says. “You realize what is a priority in life – it’s easy to lose sight of that when you’re ambitious about work. You have to stop and smell the roses, enjoy family dinners, and never take for granted every day that you wake up healthy.”

The Lessons Learned Together, Heather and Mark have learned that where you are in life is largely a matter of perspective. When their son, Caleb, was born and then diagnosed with autism, they never dreamed that he would be playing football in a high school of over 4,000 students. Or that he would score a touchdown on a 3-yard run in a play designed especially

According to Mark, “Life’s challenges may change your perspective, but not necessarily change your goals. You may just have to find a different way of achieving them.

I am glad every day I wake up and get to be a real estate agent. It is my dream job. I really believe in the old adage that says if you love what you do you will never work a day in your life.”

ExecutiveAgent Magazine

Heather Stevenson & Mark Stevenson Coldwell Banker Previews International 21580 Yorba Linda Blvd.

Yorba Linda, CA 92887 Tel: 714-749-2179 - 951-496-9340 Heather@thestevensonteam.com Mark@thestevensonteam.com www.TheStevensonTeam.com CalBRE # 01478413 - 01896951 ExecutiveAgent Magazine

EA

Why Do They Do It?

T

here are many things that agents do regularly that puzzle me. In this article, we are going to look at two practices, standard for many agents, that don’t make sense. My hope is that if you recognize yourself, you can change your practices now and improve your business in the process Why do agents take listings for less time than six months?

We see agents regularly taking 30, 60 and 90 day listings. They take these listings when the average time on the market in their area is, for example, 107 days. Do these agents truly believe that they can beat the market? Beating the real estate market is like beating the “house” in Las Vegas. What are the odds of beating the house in Vegas?

There is a reason why the casinos are so big and opulent -- the casinos regularly win. Taking a listing for less time than your market average is like going to Las Vegas and thinking that you are going to win big. The odds of even a highly skilled agent regularly beating the market are very low. Don’t let your desire to take the listing interfere with your desire to turn a profit.

Set a standard, based on your market, for length of listings, and stick to it. Tell the seller that a shorter time frame won’t work for you. Walk away from the listing if necessary. It’s better to do it now than 90 days from now, when the listing expires. In 90 days you will have invested time, money and emotion for 90 days. Cut your losses now, at the listing appointment.

Your other option is to have the seller give you a 90-day price. A 90-day price, to me, is a price that would guarantee a sale within 45 days even if swarms of locusts took over your town, or if the region were hit with an earthquake, flood, fire, famine or other Biblical disaster. In other words, the chance is 100% that the home would sell fast, no matter what. My philosophy was always 90-day listing/90-day price. Give the seller the option to choose one. Don’t allow them to have the 6-month price with the 60-day listing.

Why do we spend two hours on a listing presentation?

Think about it: what are we saying in all that time? Do you think the client is really interested in spending two hours listening to us? Shouldn’t we be more prepared and get to the point going in? My belief was always the less said, the better. The longer my presentation went, the weaker it became. I think that most people would rather be spending time with their families than talking with a Realtor®.

Here are the four things to focus on in a presentation. Share them; ask for the order; and get out.

Find out the client’s desires and expectations.

Convey the value of the home.

Show the client the value and benefit of working with you.

Ask for the order.

There is truly no reason to be there the amount of time that we are. If we spent even 15 minutes on each section which is too long we would be out in an hour. I can’t tell you how often I was thanked by the seller for being in

26

ExecutiveAgent Magazine

EA

and out in 30 minutes or less. I had people who listed with me because of my respect for their time. A week rarely went by in which I did not hear “The last guy was here for two hours. I appreciate your respect for our time.” Most sellers are not interested in the fluff and hype. Leave that for the other, less skilled agents. Find out their desired and motivation. Tell them the truth on the price of their homes. Tell them what you are going to do. Ask for the business.

It truly is that simple. Condense your presentation, and stay on track.

These are just two practices that have puzzled me for a while. If you see yourself, I urge you to change. For the sake of your clients and your time, commit to changing today. You will get more listings sold if you have a longer listing period. You can take more listings if you spend less time making the presentation for each one.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http:// www.FrogPond.com.

ExecutiveAgent Magazine

27

EA

Keeping it Simple

O

ver the past few months, the concepts of stripping back the superfluous, simplifying and pulling apart the true meaning of integrity have been strong personal themes. For many people, there’s a drive to again inspect old patterns that continue to run happily in the background despite years of self-examination.

Perhaps under the direction of a new global energy, there’s a sense of being able to lovingly let go of those things that have served us all well on one level, yet have offered excuses to stay small on another.

I came across Don Miguel Ruiz, The Four Agreements the other day and it strongly resonated with this desire to pare back; to simplify; to become more real as a participant in this world and begin operating in a more authentic way.

With these 4 simple tenets, we could literally change the way we as humans operate in this world. How do they resonate with you? Please feel free to share your thoughts, we’d love to hear from you.

1. Be Impeccable with your Word: Speak with integrity. Say only what you mean. Avoid using the Word to

28

speak against yourself or to gossip about others. Use the power of your Word in the direction of truth and love.

2. Don’t Take Anything Personally: Nothing others do is because of you. What others say and do is a projection of their own reality, their own dream. When you are immune to the opinions and actions of others, you won’t be the victim of needless suffering.

3. Don’t Make Assumptions: Find the courage to ask questions and to express what you really want.

Communicate with others as clearly as you can to avoid misunderstandings, sadness and drama. With just this one agreement, you can completely transform your life.

4. Always Do Your Best: Your best is going to change from moment to moment; it will be different when you are healthy as opposed to sick. Under any circumstance, simply do your best, and you will avoid self-judgment, self-abuse, and regret. ~ Don Miguel Ruiz The Awareness Institute in Australia empowers people to transform their world. For more information go to: www.awarenessinstitute.com.au.

ExecutiveAgent Magazine

EA

xecutiveAgent gent Magazine Magazine Executive

29

imortgage is your Dream–Home, Dream–Loan Team imortgage:

#4 out of

the TOP 100

mortgage companies in America.*

* Mortgage Executive Magazine April 2015 loanDepot.com, LLC dba imortgage

At imortgage, we understand that in today’s market, it helps to have strong team. imortage has a proven track record, financial strength, integrity and a passionate culture. Our unwavering commitment to excellence in these key areas has earned us a reputation as a strong business partner in addition to being one of the most respected companies in the industry.

Founded in 1999, imortgage has grown into a consumer–focused company with an array of mortgage products and efficiency–driven technology, giving our Business Partners a clear advantage.

To learn more about how imortgage can help you build your business, contact Mike Calvert today! 949.297.1412

Mike Calvert

Laguna Hills Branch Manager

949.297.1412 mike.calvert@imortgage.com NMLS ID 174457

imortgage 24422 Avenida de la Carlota Suite 110 Laguna Hills, CA 92653

Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 06012015.

E XECUTIVE AGENT

TM

MAGAZINE

Alfredo Arteaga Written by Shannon Hartsoe

I

f it weren’t for two close friends, who knows what career path Alfredo Arteaga might have taken. While in college, Alfredo thought he wanted to be a physical therapist. Then a friend recruited him to do a summer internship for a publishing company, selling books doorto-door on the East Coast. Alfredo worked 12 hours a day, six days a week -- and loved it.

Fast forward some years later, and while at a “crossroads” in his career, a good friend who worked in the wholesale lending industry suggested lending as a career option for Alfredo. After all, he loved talking on the phone, an important trait for a lender. “I enjoy being on the phone all day. I actually love cold-calling, it’s very natural for me,” Alfredo says. “I’ll call anyone!”

Homebuyers in and around Orange County are glad Alfredo made the switch and became a mortgage lender in 2005. Now at imortgage in Laguna Hills, Alfredo is a

well-educated, customer-service oriented lender helping individuals and families find the best loan product for their specific needs.

For Alfredo, the most important part of his job is upholding a quote he likes to cite from Albert Einstein. “‘Try not to be a man of success, but rather try to become a man of value,’” Alfredo says, quoting the scientist. “I live by this quote. I focus on showing my clients and customers value. I give them more than they expect. I want to blow them away with service and value so that they would not dream of using anyone else,” he says, adding with a grin: “Einstein is pretty smart, we should follow his advice.”

Asked who were his mentors, Alfredo instantly answers, “My parents!” He then shares that his family emigrated from Mexico, and he’s the youngest of nine children.

“They took the biggest risk, coming to a foreign country and creating a better life they envisioned for their kids. All of my brothers and sisters are successful and I learned that anything is possible if you are willing to put in the time and effort. There’s no substitute for hard work.”

“I constantly seek to improve myself and my craft. I feel it’s important to align yourself with professionals who can get you to the next level faster, no need to reinvent the wheel! My career went to the next level once I hired The Core, Inc., they are a mortgage & real estate coaching firm.

My coach Kirk Drowne & The Core have given me and several before me, a simple, structured game plan to take my business to the next level, I highly recommend them!”

Success From the Start Because of Alfredo’s personality and hard work, it did not take long for him to find his way as a new lender. He realizes it can take time to learn a new job, but he found that doesn’t have to be a long period. “People buy from who they like and who they want to do business with,” he says. “It’s not always about who has the best price or product. Being genuine, honest and putting your customers’ needs before yours goes a long way, and people definitely appreciate that.”

Then there’s the personal touches that set Alfredo apart -- birthday cards for clients and their children, handwritten thank you notes, cards and phone calls on anniversaries.

These gestures and his general care for clients’ best interests generate high praise from them.

ExecutiveAgent Magazine

EA

“Trust, responsiveness, and attractiveness of holistic offering were our key priorities when selecting the right mortgage lender for our new home purchase,” says Susi G. “Alfredo Arteaga didn’t just meet these criterias, Alfredo exceeded our high expectations repeatedly. Alfredo clearly raises the bar for how critical and integral a contributor a mortgage lender of Alfredo’s caliber can become in our lives’ potentially largest purchase.”

Life outside of work for Alfredo centers around his wife and two young children, both under age 3, and staying physically fit. He also donates to the Wounded Warrior Project. “I feel that veterans, especially those that are wounded in battle, should be taken care for life by our government. Unfortunately, that’s not the case,” he says. imortgage a Perfect Match In imortgage, Alfredo says he’s found a company that fits perfectly with his own standards and goals. He says there’s a “rare culture” at imortgage, which “really cares and appreciates their employees.”

“I feel they will do whatever is needed to make me successful. When you have that type of backing from your employer, as a salesman it gives you the confidence that you are selling a good product and your customer is going to be given the Red Carpet treatment.” “imortgage understands it’s employees are important but also understands that without our customers, there is no imortgage.”

Alfredo Arteaga imortgage 24422 Avenida de la Carlota, Ste. 110 Laguna Hills, CA 92653 Tel: 858-414-4415 Email: Alfredo.Arteaga@imortgage.com Web: www.imortgage.com/alfredo.arteaga NMLS ID 488383 imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

We have a loan for every home... simple as that.® ExecutiveAgent Magazine

EA

Charisma What Is It? What Will It Do for You? harisma is easy to spot but hard to describe.

Nailing down a definition is like trying to define America. And the effort is made more frustrating because we all tend to overuse the term, lavishing it indiscriminately on insolent athletes, glamorous film stars, and fanatic cultists, as well as on genuinely enchanting and inspirational personalities like, say, John F. Kennedy, Dr. Martin Luther King, Jr. and Princess Diana.

C

are partially filled to varying degrees. Together they constitute our charisma, or at least our potential charisma.

Here’s my definition:

Though the results may not be strictly scientific, I’ve sought to reduce charisma to its bedrock. What I’ve come up with are seven qualities that I’m convinced are at its core.

Charisma is the ability to influence others positively by connecting with them physically, emotionally, and intellectually.

I’m convinced that, popular wisdom to the contrary, charisma is not in your genes-and it’s not beyond your grasp.

You already have charisma, but it’s not configured the same way in you as it is in the person next to you.

Think of it this way: Each of our personalities consists, let’s say, of a series of containers, like cups or glasses.

If all the glasses were filled to the top, you’d be so charismatic people would think you were a god-and you’d probably think so, too. Some really, really gifted people may come close to this ideal. But, for most of us, some of the glasses are nearly empty, some brimming, yet others

Still, I’ve wanted to be able to describe charisma more concretely. So I’ve thought a lot about it, done applied research and formed some opinions. I’ve also studied the literature, going back decades, and compared the conclusions of scholars with my own observations.

Here’s how I see those seven main components of charisma-or, the “glasses,” if you will: • Your silent messages. You make a statement about yourself even before you open your mouth. This is your “silent message.” It’s the way you carry yourself, physically, emotionally, and intellectually.

• Your ability to speak well. You may have a terrific idea, but who will know if you can’t articulate it?

• Your listening skills. Rarely taught and infrequently practiced, listening is nonetheless a key to communicating

Powerful 34

ExecutiveAgent Magazine

EA

and making others feel special in your presence.

• Your persuasiveness. This is your skill at motivating others to follow your lead or adopt your idea. No idea, however great, ever gets anywhere until it’s adopted.

• Your time and territory smarts. How you honor or violate another person’s personal space and time will affect the amount of tension or trust between you.

• Your adaptability. Building bridges to others is impossible without understanding how to treat others the way they would like to be treated.

• Your vision. What do you feel passionately about? What do you care really deeply about? Whatever your objective, you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

doesn’t take power away from others, but gives you and them the power to achieve favorable outcomes.

The potential to be more charismatic is within you. And the payoff for doing so has never been higher.

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. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com.

You can apply these seven elements of charisma to your personal life, your job, or in any setting where the ability to influence others positively is beneficial.

And the wonderful thing about charisma is that it makes you powerful without making others less so. That’s because the kind of power I’m talking about is personal power, rather than position power, the kind of power that

Personal ExecutiveAgent Magazine

35

EA

Make Your Company

C

hange is the only constant in real estate.

Associates are often changing firms for a variety of reasons. For Brokers, knowing how to recruit the best agents, and how to know when they are ready to make a move, can make a dramatic difference in their profitability.

problems associated with low producers will disappear because low producers will make up less and less of your associate base.

Most real estate office managers and Brokers still insist on spending the bulk of their valuable time on problem-solving and production issues. For the past 25 years as a recruiter, coach and consultant to the real estate industry, the one thing that has never changed is this. If you focus on recruiting, you’ll have fewer problems, more profits, and it will be easier to recruit and retain the agents you want. So why don’t Brokers make recruiting the #1 priority? The ones that do have dramatically increased their market presence and profits over the past several years.

You can’t make an associate leave that is happy with their present Broker, but you can make him or her think of your company when he or she is ready to move on.

In fact, the #1 Rule for recruiting experienced agents is this: It is not what you do that makes an agent leave.

It is what their company or Broker does or does not do that makes them leave. It is what you do between now and then that makes them pick up the phone and call you. Recruiting is a contact sport, and contact in any form is the key to your success. Staying active in your local Realtor® board and your community helps to build general awareness of your company’s name, and let’s the agents know you. Plus, you can use specific strategies to reward associates who do business with you and make it more fun for them.

What I have found working as a consultant with companies around the country is that the owner/ managers who improve profitability in quantum leaps actually focus most of their attention, time arid energies on the recruitment and retention of experienced associates. For every production problem you work on you increase your market share by one transaction, but for every associate you recruit away from your competition, you reduce his or her market share and increase yours by the amount of that associates annual production.

Most brokers know that they should be putting more effort into the recruiting process, but the frustration factor deters them pursuing it. Many brokers take the rejection that often occurs with recruiting personally, so they would rather not deal with it. But, consider this: recruit one $2 million producer and you increase your bottom line by $2 million; at the same time you reduce your competitors market share by $2 million and enjoy a net gain of $4 million dollars increased market presence. Recruit ten $2 million producers over the course of a given year, and you can increase your market position by $40 million.

Any company that can become $40 million dollars stronger in the marketplace during the course of a single year is likely to generate more associate excitement and enthusiasm, more signs, more calls, more listings, and more opportunities to increase business and, of course, more profits for its broker/owner. In addition, many 36

Techniques to Stay on Track and to Keep Your Name Out Front

To do this, you need to set up a system to track every associate who co-ops with your company on a transaction. I realize this is a lot of work, but the pay offs are great. Once this system is in place, within 24 hours of signing the contract. Call up the co-op associate to thank them for their business. One to three days later, send a Thank-You note to the associates office. Follow up by delivering personally or by courier, a thank-you gift with your companies name on it. The gift can be as simple as a tin of popcorn or chocolates, but it should be sent to the office so other associates can see it. Of course, this sends the subliminal message that doing business with your company is fun. Just prior to closing, mail another letter to the associate’s office thanking him or her for bringing the transaction to a successful conclusion. Everyone who co-ops with your office should be on this system. Only after the closing should you show preferential treatment to the associate you want to recruit. At that time, send a letter to the associate’s home letting him or her know that they are the type of associate that they would like to have on your team.

Successfully recruiting experienced or new associates takes time and effort. With recruiting systems in place, you can focus your attention on your current associates while recruiting the best people for your company.

ExecutiveAgent Magazine

EA

#1 in the Marketplace Who Should You Recruit?

Are you spending most or your time trying to recruit Top Producers? Why? Most top producers are happy where they are. After all, they are the ones making the money. That does not mean that they won’t move, they just don’t move very often.

Many brokers make the mistake of wanting only the best associates or associates in offices which have a higher market share than theirs.

Top producers are never the easiest to recruit, and brokers have to give so much to get them that you end up losing profits. Focus on associates whose offices are below yours in market share, because these are the ones that are going to be most willing to come to you. Increase your agent base, and in time you will increase your market share. By doing this, the best ones will eventually want to come to you. Look to hire someone whose needs you know you can fulfill, whether it be through your marketing support systems, or perhaps because your offer weekly coaching sessions to increase their business.

To attract experienced associates, you need to establish a relationship with those individuals. Here are several suggestions that small and large companies find useful in building rapport and bring the associates in to your office.

I. Letter Campaign Recruiting associates is just like farming. You target whom you want, then get your name out. Build a list of 50 to I00 associates you would like to target. You should have first year rookies, average producers as well as some of the top producers on your list. Then develop a series of 10 personalized letters, each focusing on one unique aspect of your company. Topics such as market share, administrative support, marketing support and technology are great topics. I suggest sending one out every month and following up with a phone call. I also suggest sending out postcards that promote who you just hired. They should say, Another Associate Joins XYZ Realty. Recruitment letters should be educational and should never blast the competition.

3. Piggyback System Many associates are hired away _when one experienced associate leaves an office. I have found that when this happens the office itself becomes vulnerable to recruitment raids for 10 days after an agent leaves. Think about it. This Logic is along the same lines as when a For Sale” sign goes up in a neighborhood. It offers an excellent opportunity to call other homeowners to see if they want to sell. So, when one associate leaves an office, it opens up the door for others in that office. After all, those associates may get in the mindset of ‘The grass is always greener on the other side.’

4. Cold Calling After sending a Letter, always follow up with a phone call. Here is one idea: First, ask if they received your letter. For this example, we’ll assume the letter was about your companies marketing dept. Ask them if they do a lot of marketing, and if their company has a marketing department. Then go into the benefits of a marketing department. You need to be able to show that by joining your company they could increase their income, or work more efficiently.

In general, you must contact the agents that you want to recruit one time every 30 days in some manner. Phone calls, letters, open houses, co-ops, board functions, or anything else that keeps you in contact with the ones you want.

Judy LaDeur is the President of Forum Recruiting & Management Solutions, Inc. Her company is #1 in North America with results in recruiting quality associates.

Forum Recruiting & Management Solutions are CRB accredited. Judy has proven results to dramatically increase real estate company market position in just one year. For information about Judy’s consulting and training programs, please contact the Frog Pond Group at 800.704.FROG (3764) or email Susie@ frogpondgroup.com. http://www.frogpondgroup.com.

2. Target Fliers Target flyers are just like large postcards. They get a simple, but effective message delivered quickly. I use a lot of quotes, and tie the quote into a message that is directed to the agent that I am trying to recruit.

ExecutiveAgent Magazine

37

Your homeownership goals deserve our attention Contact one of our Wells Fargo Home Mortgage consultants for your free preapproval today.

Steve Silvestri Branch Manager 714-476-3000 NMLSR ID 419052

My Hoang Sales Manager 714-356-8991 NMLSR ID 453285

Nathan Lindsey Home Mortgage Consultant 714-394-0506 NMLSR ID 665133

Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058

Mark W. Bowman Home Mortgage Consultant 866-531-3229 NMLSR ID 450934

Kathy Niemczyk Home Mortage Consultant 714-934-2065 NMLSR ID 433497

Mary C. Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573

Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844

Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697

Robert Michael Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240

Christopher James Preston Home Mortgage Consultant 714-323-8825 NMLSR ID 490895

Brigitte Golay Haberl Home Mortgage Consultant 714-396-5590 NMLSR ID 899374

Kevin Thach Home Mortgage Consultant 714-454-9810 NMLSR ID 455195

Devon Doan Home Mortgage Consultant 714-767-5664 NMLSR ID 754683

Yoona Kim Home Mortgage Consultant 714-886-7484 NMLSR ID 461746

Lorena G Rodriguez Home Mortgage Consultant 714-625-6100 NMLSR ID 419125

Information is accurate as of date of printing and is subject to change without notice.

This information is for real estate professionals only and is not intended for distribution to consumers.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. Š 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1066288 Expires 05/2016

RICK BASHORE Executive Vice President

(714) 289-3313 rbashore@ticortitle.com

Orange County Team Contact us today for your next title and escrow transaction!

ADAM CLEARY (949) 836-3055 adam.cleary@ticortitle.com

CATHERINE CREVIER (949) 266-6543 catherinecrevier@ticortitle.com

DOUG MURPHY (714) 749-0004 doug.murphy@ticortitle.com

JOHN FULLER (949) 375-4188 jfuller@ticortitle.com

ANDREA MITTELSTAEDT (714) 878-8087 andrea.ybarra@ticortitle.com

CATHERINE HOANG (714) 713-4356 choang@ticortitle.com

EVA WYSOCKI (714) 612-5038 ewysocki@ticortitle.com

MARISA BEHNKE (714) 448-8997 mbehnke@ticortitle.com

ANITA COOK (714) 330-2154 anita.cook@ticortitle.com

CHANTELL GWIN (949) 910-0070 chantellgwin@ticortitle.com

FELIX & TOMAS DUARTE (714) 392-1400 felix.duarte@ticortitle.com

MARK MANWARING (562) 417-7150 markm@ticortitle.com

ASTRID ASHWORTH (949) 463-1718 astrid@ticortitle.com

CHRIS & SAL SHANDRA (714) 803-0976 cshandra@ticortitle.com

GRETCHEN FRY (949) 683-6831 gfry@ticortitle.com

NICK ARNOLD (714) 337-9164 narnold@ticortitle.com

BEN BENJAMIN (562) 466-150 BenBenjamin@ticortitle.com

COLLIN FRANGIE (818) 915-1994 collin.frangie@ticortitle.com

HARLEY BROVIAK (949) 433-3303 harley4title@earthlink.net

PATRICK TAYLOR (949) 350-3593 patrick.taylor@ticortitle.com

BRYON BASHORE (714) 975-1773 bryonbashore@ticortitle.com

D.J. BIBB (949) 533-6900 djbibb@ticortitle.com

JEFFREY BOYNES (562) 972-3507 jeff.boynes@ticortitle.com

ROBERT VALDEZ (714) 496-4186 rvaldez@ticortitle.com

18302 Irvine Blvd. Suite 100 • Tustin, CA 92780 Office: (714) 289-3300 • www.TicorOC.com • www.TicorTitleBlog.com © Ticor Title Company