JULY 2015 SAN DIEGO

EXECUTIVEAGENT MAGAZINE

Charlotte Weber & Brandon Weber Executive Agents of the Month

Inside Features: David Flores Shay Realtors Rachelle Lopez Realty ONE Group Lisa Ruiz Big Block Realty

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

July, 2015

San Diego

Editorials

Cover Story

32 - 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

14 - Judy LaDeur:

Make Your Company # 1 in the Marketplace

City of Hope..................................35 Greenpath Funding.........................11 imortgage....................................2

30 - Chris Widener:

i Photography Studio........................23

Take a Turn at Tenacious!

Kinecta Federal Credit Union............25 PWAOR..........................................10

08 - Dirk Zeller:

The Termite Guy.............................24

Why Do They Do It?

Veterans United ..............................36

17 Charlotte & Brandon Weber Executive Agents of the Month

26 David Flores

06 - Zig Ziglar:

It’s Healthy To Be Happy

04 Rachelle Lopez

12 Lisa Ruiz

ExecutiveAgent Magazine

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Lalaena Gonzalez–Figueroa, 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.

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E XECUTIVE AGENT

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MAGAZINE

Rachelle Lopez

R

achelle Lopez’s path to becoming a Realtor® was underway long before she realized it. As a child she always looked up to her uncle, a title officer, and her cousin, a mortgage lender. So when her husband’s

job took them to the Bay Area, Rachelle decided that she’d follow her uncle’s footsteps and apply for a job with First American Title. She got the position as a customer service representative.

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Just Keep Moving Forward Written by Steven McReynolds

She didn’t know it at the time, but that job would lead her to a full-time career as a top Realtor® in her area.

Along the way she held positions as an escrow officer and worked in title, giving Rachelle a thorough understanding of the real estate industry and her clients a well-educated Realtor® who helps them navigate complex transactions.

cousin Julie Sivak-Garcia, who’s a business accountability partner; and friend and broker Barbara Horan.

“My uncle and cousin being both very successful gave me a push that I needed. They both had faith in me and felt that I was a great fit for the real estate industry,” she says. “I know that real estate is a sales transaction when purchasing a home, but I really don’t see myself as a sales person, even though I am.”

“Rachelle is amazing!,” offers Sophea Tol. “I told her what I wanted in a dream house and she went out and found it for me. She is professional and on top of everything. She made sure this whole process was smooth.”

She adds: “I love people, good conversation and really connecting. I feel that my knowledge and background in the title and escrow industry, and even having my notary public license, has given me an advantage in my sales techniques from beginning to close.”

‘Last Piece to the Puzzle’ In the late 2000s, while working in escrow in Southern California, Rachelle was laid off due to the poor economy.

Again, her cousin’s influence paid off. “We had our second child and I decided to stay home and raise our children. I did notary signings on the side for extra income. My cousin, who is in the mortgage business, told me, ‘Rachelle, why don’t you just get your real estate license?’

“At that point a big question mark in my mind went off: Why not?! So I studied for my license and at this time my children were both in school. On Sept. 13, 2012, my real estate license was issued. It was such a feeling of accomplishment, like adding the last piece to the puzzle.”

Giving Clients the Full Picture In addition to sharing valuable information learned from her successful family members, Rachelle’s diverse background in real estate gives her an advantage.

“I can explain so much to my clients about the whole transaction. I can really tell them the story about the property/transaction and the steps they will have to take along the way,” she says. “I believe that customer service is a dying art. Customer service is the foundation to my business, which has grown tremendously, and referrals are 95 percent of my business thus far.”

Rachelle says most of her clients become good friends.

Ask one of them about their experience working with Rachelle, and you’ll get a similar, glowing testimonial.

A Bright Future Now that Rachelle has worked in title, escrow and sales, her next goal is to get a broker’s license in 2016. She also plans to continue helping groups like Homes for Heroes, through which she offers 25% of her commission towards the hero when you purchase or sell your real estate.

Rachelle is also a dedicated mother who can often be found cheering on her children at their sports and dance events. In her spare time, Rachelle enjoys reading and exercising.

If there’s one thing she’s learned about the real estate industry, it’s that forming relationships is everything -whether you’re working in escrow, title or sales.

“I am professional but very open minded when it comes to building my real estate relationship with them,” she says. “I want my clients to love the real estate they are purchasing, not just like or settle. In the end they will remember the way I made them feel throughout the whole transaction and that is not just a transaction for the month, it’s a customer for life.”

Rachelle Lopez Gemtk Realty, Inc. 27247 Madison, Ste. 200 Temecula, CA 92590 Tel: 951-306-8926 – 619-734-7253 Email: EmpireLopezTeam@gmail.com Web: www.RachelleLopezRealtor.com CalBRE #01920461

Rachelle also credits a number of mentors she’s had: Brian Buffini, from whom she’s learned more about customer service; Jeremy Patterson with imortgage; ExecutiveAgent Magazine

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It’s Healthy To Be Happy

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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

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ExecutiveAgent Magazine

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Written By Zig Ziglar

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Why Do They Do It?

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

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

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

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

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

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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.

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E XECUTIVE AGENT

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MAGAZINE

Lisa Ruiz ExecutiveAgent Magazine

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A Real Estate Life Written by Steven McReynolds

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here was never much uncertainty about what career path Lisa Ruiz would take. She was essentially raised in a real estate office. Her mother got her real estate license the same year Lisa was born. As a result, Lisa’s earliest memories are of playing around her mother’s desk and later doing homework while her mom worked the phones. And weekends? Those were all about open houses.

When she turned 17, Lisa started working as a receptionist in her mom’s Century 21 office. From there she became an escrow assistant and escrow officer before going into sales full time. “And the rest, as they say, is history,” Lisa says. Her mom wasn’t the only family sales person to have a huge influence on Lisa. Her uncles also worked in sales. “My mom and my uncle are both incredible salespeople. It’s not about always being in sales though to me even though I’d say it’s a good gene to have. It’s really a gift to be able to relate to people and talk to people. I consider everyone I meet my friend.” Lisa says.

Today Lisa is a top producer with Big Block Realty in San Diego. The keys to her success include stellar customer service and an extensive knowledge of the area housing market. Being a native San Diegan along with all of her years of her experience gives her an incredible head start.

Then there’s Lisa’s unparalleled negotiating ability, which gives her the tools necessary to help both buyers and sellers land the best deal possible in the highly competitive San Diego market.

“My customer’s happiness is my top priority. It’s always been that way,” she says. “I want my clients to feel like they have been wonderfully taken care of and satisfied when our time together is done.” She continues: “Providing excellent customer service means everything to me.

I believe in treating my customers with honesty and respect while listening to their needs and desires.” Lisa’s background – a lifetime around the real estate industry plus experience on the escrow side also contributes to her status as a highly sought-after Realtor®. “Those years of experience enhance my knowledge and allow me to confidently walk my buyers and sellers through all parts of the transaction. My real estate experience combined with excellent negotiating skills allows me to maintain my place as a top-ranking agent in my office and in East County.”

without even knowing it” and her dad for exemplifying hard work. She also lists bosses and agents she’s worked alongside that showed her how to achieve success – even when the market takes a downward turn. “I come from a long line of diligent and very hard workers,” she says. “I am so blessed.”

She also credits her team.

“My team is the best,” Lisa says. “I am surrounded daily by an incredible group of very knowledgeable people who support me no matter what. There is always someone there to help clients in all capacities. If I am with clients or out of the office you can always call my office and my team will take care of you. I truly believe that having a good working team is the key in real estate.”

Lisa’s primary goal for this year is to become one of the top 10 agents in the region and to be more involved in her community. “It’s really important to me that my team takes time to give back and make an impact in the lives around us.” Lisa is already doing that as a member of the East County Chamber of Commerce, the Lakeside Chamber of Commerce and as a Wish Circle Member for the Make-A-Wish Foundation in San Diego.

Outside of work and serving her community, Lisa enjoys spending time with her family, which includes her three children, Olivia (8), Paige (6) and Garrett (4), and her husband of almost nine years. She also loves to work out and play soccer. For anyone in the San Diego area looking to buy or sell a home, Lisa’s team can handle any real estate need. “We are really good at what we do and I love to help people get what they want,” she says. “There are a lot of years of experience in my office.”

Mentors and Teammates Asked who her mentors were, Lisa instantly credits her mom for “teaching me so much about the business ExecutiveAgent Magazine

Lisa Ruiz Big Block Realty 9340 Fuerte Drive, Ste. 203 Le Mesa, CA 91941 Tel: 619-464-5472 Lisa@lisaruizteam.com www.LisaRuizTeam.com CalBRE # 01846748

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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 14

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.

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#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.

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Cover Story

Charlotte Weber & Brandon Weber Executive Agents of the Month

ExecutiveAgent Magazine

Charlotte Weber & Brandon Weber Written by Haley Freeman - Ian Wiant Photographer

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she was looking for a more flexible vocation to apply her superlative sales skills. Real estate was the perfect match for her personal talents, as well as her genuine enthusiasm for helping people find a place to call home.

Charlotte began her career as a medical researcher, but spending all day sequestered in the lab did not satisfy her outgoing personality. She then became one of the first women in pharmaceutical sales, where she enjoyed a successful, 20-year career. After having her two sons,

Brandon earned his degree in global business/economics and came back home to begin work with a real estate investment group. He oversaw both acquisitions and asset management, ensuring that properties were rehabbed within budget with quality results. When he obtained his broker’s license, Brandon decided to team up with Charlotte at Coldwell Banker. Since 2012, the twosome has leveraged their combined strengths to continue the legacy begun by Charlotte 16 years ago.

his mother-son real estate team provides awardwining service to clients by means of their multi-generational perspective and shared commitment to the highest standards of professional excellence.

As long-time residents of the greater San Diego area, they are passionate about their community and love selling the extraordinary coastal lifestyle that buyers from all over the world come here to experience.

ExecutiveAgent Magazine

R-E-S-P-E-C-T Respect is the cornerstone of their working relationship. They agree to leave personal matters outside the door and treat one another as professionals, sometimes stepping outside their office and into the conference room to converse in a more formal environment. “When we’re working, we’re not family, we’re business partners,” Brandon says. “Charlotte is one of the hardest working people I know, and she’s very honest.”

“We each bring a unique perspective to our business,” Charlotte says. “We respect each other. We don’t always agree, but I respect Brandon’s education and point of view. He has a really creative way of looking at things which brings real value to our clients.”

That respect extends also to other agents, and both are committed to dealing forthrightly with their peers.

Working with two agents means that clients receive twice the service: from two generations and two different vantage points. Together, Charlotte and Brandon can relate to a broad spectrum of people and work in tandem to make the real estate experience not only seamless, but fun!

Charlotte recalls the three days they spent showing properties to a couple from Chicago. “I was in the back seat with the wife, and Brandon was in the front with the husband. We were laughing the whole time. One day, Brandon saw a taco truck and said, ‘Let’s stop for fish tacos.’ These people were from the Midwest and had probably never had a fish taco, let alone from a food truck. We had a blast. We can take people we’ve never met before and, after a day or two, we all feel like family.”

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Having Fun Selling The San Diego Lifestyle Charlotte began her real estate career in 1998 at Coldwell Banker due to the brand’s exceptional reputation, collegial culture and superior training. She and Brandon have remained for those same reasons. Charlotte is a member of the International President’s Circle, a distinction that she and Brandon now share. They were just named among the top 1000 agents nationally, and they are also designated as Previews Property Specialists – certifying them as luxury home experts.

Acting Both Locally & Globally Coldwell Banker’s international presence includes offices in 49 different countries, and their website is translated into multiple languages. The company provides agents with training in international business culture and social etiquette, preparing their agents to meet foreign buyers on their terms. In a market where

there is an increasing volume of foreign buyers and sellers, these tools are invaluable to any agent whose goal is to offer comprehensive service.

As Previews Property Specialists, Charlotte and Brandon represent a number of influential clients, many of them from overseas. All of their listings are marketed internationally and listed on the international MLS. They strive to serve these clients with the utmost respect and sensitivity to their cultural customs. Charlotte, who spent much of her childhood in Europe, speaks German and French, and even went so far as to begin learning Japanese in order to better assist a Japanese buyer. “I took a Rosetta Stone course between their buying trips,” Charlotte recalls, “and the next time they came I greeted them with several phrases in Japanese. They were so thrilled I had taken that effort.”

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The exclusive networking opportunities they enjoy as Previews agents further add to the preeminent service they offer. “Through these networking events, we often encounter offmarket properties for our buyers or are able to sell our own listings before they’ve even hit the market,” Brandon says. This is a tremendous asset for high-profile clients whose privacy is of special concern.

The Next Generation of Homeowners As Millennials are entering the home market, so are new strategies for marketing homes and meeting client expectations. Brandon speaks their language and is at ease with the technological tools that facilitate communication with clients when and how they require it. “The way they look at buying a home is different than the older generation,” he observes. “They like to communicate by text much of the time. I stay in touch with my friends from high school and college on social media, and I like being a resource to them when they have questions about real estate.”

Brandon recently became a homeowner himself. “It helps me relate even more to what my clients are going through and to treat every transaction as if it were my own. It’s so important to go through every detail with them so they know what to expect. There is so much excitement and worry – especially for first-time buyers.”

Charlotte’s years of hard work and the fine reputation she has established have generated a large referral network, and now the children of her past clients are also purchasing homes. “Real estate is a hard market to break into, especially high-end and coastal homes,” Brandon says. “I credit my mom with helping me to build a name and credibility. I love what we do, and I think our genuine care for people comes through.”

Home as a Haven Charlotte was raised in an Air Force family, and she spent her childhood moving from place to place in the U.S. and Europe. “Home is so important to me,” she says, “because when we moved, I had to change schools and

friends so much. But wherever we were, home was where we put our heads down, the place where there was love, family and happiness. I truly love the challenge of helping clients find a sanctuary to raise their children, play with their dogs or enjoy their retired life. We’re helping them not only find a house, but a place that fits their lifestyle.”

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Charlotte Weber and Brandon Weber Coldwell Banker Previews International 930 Prospect St. La Jolla, CA 92037 Tel: 858.967.0805 - 858.518.1851 CWeber@ColdwellBanker.com Brandon.Weber@ColdwellBanker.com www.WeberAndWeberCoastal.com CalBRE # 01267723 - 01919694 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.

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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

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MAGAZINE

Written by Haley Freeman

David Flores well-rounded professional with diverse industry knowledge, David Flores’ family values and community spirit drew him to Shay Realtors®. There, he found a real estate culture committed to crafting a rewarding customer experience and building a better community.

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After his first child was born, David also took on a part-time position as a mortgage loan officer. In addition to learning another aspect of the industry, he earned a substantial second income. Eventually, he applied himself to real estate sales, where he began by working with an investor before joining a residential real estate team.

David was born in Southern California and grew up learning about the housing industry from his father, a building contractor. His family relocated to Anchorage,

Besides sales and property management, “we did a lot of construction rehab for foreclosures, so my expertise came into play reviewing construction bids and the work being done on properties. By my second year, I was the top-producing agent in the company. I loved the business, and I knew I’d found what I wanted to do for the rest of my career.” David was recognized as a Five Star Professional by Seattle Magazine for four consecutive years.

Some speculate that it was the Fairy Godmother who intervened and brought David back to Southern California. A single father of two, he attended his 20th high school reunion in Anchorage where he was reacquainted with “the girl I was always crazy about. She lived here in San Diego. She was also a single parent with two children, twin boys. We dated longdistance, and things fell into place.”

David was delighted to return to California, not only to be near Daynan, but to be close to his sisters and other family who also live nearby.

David relocated to San Diego – DEL SUR last year, to a neighborhood near Daynan and where his daughters, ages 12 and 8, enjoy attending some of the area’s finest schools.

As the stars aligned in his personal life, so they did in his professional sphere. “I met with two other brokers, but after meeting Ray and Theresa, I knew this was where I belonged. Shay is a small company, but a leader in the local market. I love their family first philosophy and their involvement with the community.”

Alaska, where David graduated from high school before moving to Arizona to earn his degree in architecture. He went on to work as a project manager for an architectural firm in Washington state that would become the fifth largest Commercial Architectural firm in the nation with over 500 employees.

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In addition to their exceptional reputation in real estate, the Shays have become known for their innovative Community HUBS®, work spaces available to small business professionals for affordable fees and to non-profit organizations for free. This shared workspace concept bonds the Shay team with the community in a very personal way. “I love the way they approach business,” David says. “They believe in helping people first.

Then, if they need help with a home, we’re here for that also. It falls into place with how I treat people myself.”

David’s creativity further enhances his technical knowledge and people skills. He recently embarked on a marketing campaign that enables him to meet people face-to-face: a donut run in Torrey Highlands every other Wednesday.

He buys 70 donut holes from Donut Touch, places them in individual bags with a napkin and staples his card to them.

Then he sets up camp at the entrance to the community and hands them off to people as they are driving out to take kids to school or head to work. “I call it the most desirable cul-de-sac in San Diego. People have gotten to know me, so now they pull over and tell me how many donuts they need. People can’t help but smile as they’re starting their day. I’m getting to know them by name, and it’s something the kids look forward to. I follow up with a mailer. People

have the perception that agents make a lot of money but don’t work very hard. I want them to know this is how I run my business. I’m out there hustling all day. If they give me their listing, I’m going to find a buyer.”

David’s genuine care and conscientious service have helped him to rapidly build his business in San Diego. He prefers to talk to clients directly, rather than sending texts and emails, in order to ensure quality communication and establish meaningful relationships. “I always want my client to walk away happy. I’m in this business for the long haul, and I take into consideration at all times that this is the biggest purchase of someone’s life.”

David E. Flores Shay Realtors® 10550 Craftsman Way, Suite 184 San Diego, CA 92127 Tel: (206) 861-4800 Email: David@shayrealtors.com Web: www.david.shayrealtors.com CalBRE # 01966701

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Keeping it Simple

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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

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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.

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Take a Turn at Tenacious!

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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!

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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.

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“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.

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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.

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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

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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

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

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

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It is my passion to help educate veterans, as well as agents about this entitlement. And it is very rewarding to help people who have defended our country own a piece of it.

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Veterans United Home Loans of San Diego is a VA approved lender; Not endorsed or sponsored by the Dept. of Veterans Affairs or any government agency. NMLS# 1907. Licensed by the Department of Business Oversight under the Residential Mortgage Lending Act. All Rights Reserved. 8885 Rio San Diego Drive Suite 135, San Diego, CA 92108