EXECUTIVE AGENT MAGAZINE - JULY 2019 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

Crystal Unrue Executive Agent of the Month

Inside Features: Tony Duran loanDepot® Claudette Milan Realty ONE Group

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THE FUTURE OF LENDING meets

THE FUTURE OF REAL ESTATE HOW IT WORKS

loanDepot aggregates digital inquiries, pre-qualifies buyers and works with our sister company, mellohome to match them with local real estate agents!

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BORROWER(S)

LOAN CONSULTANT

CONCIERGE

REAL ESTATE AGENT

Borrower(s) complete an online inquiry and connects with Loan Consultant.

loanDepot Loan Consultant establishes relationship, gathers info, pre-qualifies the client and continues to work with the borrower until they are ready to begin their home search.

Borrower is referred to mellohome concierge team member to be matched with an expert local real estate agent.

Top local real estate agent connects with borrower and begins helping them find the home of their dreams.

Contact me to learn about what mellohome can do for you! loanDepot.com, LLC (NMLS# 174457, www.nmlsconsumeraccess.org) and mellohome (Texas brokerage license #9006745) are sister companies. (021919 178856)

RICHARD HEDRICK

NMLS# 1059650 Branch Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

ONTARIO BRANCH

RIVERSIDE BRANCH

TEMECULA BRANCH

SAN JUAN CAPISTRANO BRANCH

(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

(909) 912-7835 21804 Cactus Avenue, Suite 102 Riverside, CA 92518

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

EXECUTIVE AGENT OF THE MONTH

Crystal Unrue Divergent Realty

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Inside Features

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Tony Duran

Claudette Milan

loanDepot®

Realty ONE Group ExecutiveAgent Magazine

CALIFORNIA - JULY, 2019

Editorials

E XECUTIVE AGENT

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MAGAZINE

4 Signs Stress Is Negatively Affecting Your Well-Being -Karima Mariama-Arthur

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

ADVERTISERS’ INDEX Why a Safe Life Is a Mediocre Life -Christopher Cook

City of Hope..........................................................34 Finance of America Mortgage.................................36

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iPhotography Studio...............................................23 Kinecta Federal Credit Union................................29 loanDepot®....................................................2 & 24

Pit-Stop Of Success: The MidYear Review -Bob Corcoran

NAHREP...........................................................................14

The Termite Guy......................................................3

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Ticor Title Company.......................................................28

VAREP.....................................................................15

Is Technology On The Web Just Another Poorly Planned Open House?

-Walter Sanford

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Photography: iPhotography Studio, Michelle Fairless Photography, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2019 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.

Successful Practice -Dirk Zeller

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EXECUTIVEAGENT MAGAZINE

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Written by H. K. Wilson

Tony Duran

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ccording to Tony Duran, loan consultant at loanDepot in Ontario, his longtime career in mortgage lending is inspired by much more than simply helping people secure home loans. It is about helping them acquire the pure joy that comes

from having a place of their own to call home, a place to build the memories they will treasure for a lifetime. “I like being part of the whole process, because for most people, the end result is such a happy one,� he says.

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During his first career installing computer hardware and software systems for the aerospace industry, Tony attended a Dale Carnegie training seminar, where he was coached by a gentleman who was a mortgage industry professional.

Impressed by Tony’s leadership and people skills, he told Tony that if he was ever interested in a mortgage career, he would help him find a position. When the aerospace industry took a downturn a short time later, Tony gave him a call, and true to his word, he opened the doors that led to Tony’s first job as a loan officer.

Over the years, Tony has earned his reputation as a competent and conscientious lending professional in his dealings with clients and colleagues alike. He developed a niche serving home builders and their clients, and he eventually became a branch manager in the builder sector.

Now at loanDepot, Tony is enthusiastic about working in partnership with a company whose mission is to be the lender of choice among home buyers and industry professionals across the nation by providing exceptional value, ethics and transparency in all aspects of the lending experience. Technology is essential to fulfilling on that mission and meeting rising consumer expectations. Tony explains, “loanDepot is at the forefront of putting together digital resources in marketing, taking a loan application, and throughout the loan process. The level of technology we use is ahead of so many mortgage companies. As the market is moving faster and faster, everyone is looking for ways to make the process easier and reduce mortgage time. We can get a loan closed in as few as 10 to 15 days, consistently.”

Tony particularly enjoys working with first-time buyers and first responders, many of whom are VA buyers. “I’ve always had a heart for first responders. My brother-in-law is a retired CHP officer, and there were many times when he’d bring his co-workers over to my house to do a loan application on their lunch hour in the middle of the night.

I’ve always had a willingness to help them and work around their schedules. I like giving them service and helping them get into a home. It’s a way of saying thank you for their sacrifice.”

With his breadth of industry experience, Tony is a reliable problem solver who is adept at assessing his clients’ options and giving them clear advice about their best lending choices. If a client is not ready to purchase today, he is patient and willing to guide them through the steps that will lead to successful home ownership. He is an excellent communicator who keeps all parties up-to-date at each stage of a transaction, and he is responsive when his clients have questions or concerns. “I believe in giving people the real answer that is something they can take to the bank, rather than finding out later you can’t do what you said you’d do. And I do my best to make sure my clients are prepared to close when they’re supposed to. I don’t want my clients or their Realtors® to worry about anything on the loan side. That’s my job.”

Tony is a longtime resident of the Riverside community who enjoys deep connections with his neighbors. Although he recently lost his high school sweetheart and beloved wife of 36 years, Cindi Duran, Tony is blessed to have his four children and seven grandchildren nearby.

For Tony, guiding families on their journey to the American Dream is a career that brings great rewards.

“More than anything, I want people to enjoy the experience of buying a home. It can be a difficult process, and I don’t want my clients to feel overwhelmed or like they’re going through it by themselves. I want them to feel they have someone with them at every step of the way, so the end result is joy.”

Tony Duran NMLS ID 261171 loanDepot® 3281 E. Guasti Rd. Ste. 550 Ontario, CA 91761 Tel: 951.547.1982 Email: tduran@loandepot.com Web: www.loandepot.com/loan-officers/tduran

Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

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ExecutiveAgent Magazine

Successful Practice

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e all have a fundamental choice when we fall short of our goals and dreams. We can choose to modify our goals and dreams or magnify our skills needed to reach them. These are the only two solutions to this quandary we are in. Which are you going to choose? We must focus on acquiring the skills to create abundance in life. The mastery of the skills will create a life full of rewards. To acquire the skills in sales in order to create abundance, we need to break it down to two components.

The first is we must talk to a lot of people. Great salespeople talk with more people than mediocre salespeople.

By talking to lots of people daily, we insure victory.

Mediocre salespeople let their feelings dictate their success in prospecting. When they don’t feel like prospecting, they don’t. Great salespeople cause their minds to control their actions in a positive manner. George Patton, the famous general, said, “You have to make the mind run the body.

Never let the body tell the mind what to do. The body will always give up. It is always tired—morning, noon and night. The body is never tired if the mind is not tired.

You’ve always got to make the mind take over and keep going.” Which is winning daily in your life? The mind or the body? Resolve to control your body and talk to lots of people daily.

The second solution is practice. Daily practice is as valuable as making the sale. To develop a high level of skill in life we must practice. I spent hours in my youth practicing on the racquetball court my variety of shots. If I had not I would never have won any tournaments. For me to be able to be able to play at the professional level in racquetball, I hit hundreds of thousands of cross-court, backhand shots. This allowed that shot to be automatic under tournament pressure conditions. What do you need to practice on to become a world-class Realtor? Is it your

prospecting, qualifying, listing presentation, lead followup, negotiating? Each one of these areas needs practice.

To achieve mastery of these skills it will take thousands of opportunities to improve your skills. Do you want to make the errors on “live” buyers and sellers or do you want to practice on partners where it is cheaper? Which do you choose?

Let me share another example. Your child is learning to ride a bicycle. Do you send your child out on the busiest street for their first day or do you keep him or her in the back yard? I am sure the answer is obvious. Practice in a controlled environment gives us confidence and the skill to compete. It allows us to create wins in practice before we have to play the game.

Make sure you adopt these philosophies and make a concerted effort to talk to a lot of people. You then need to practice daily so you improve your ability to execute in the moment.

Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry.

He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2000-2001, Dirk Zeller. All rights reserved. To contact Dirk about his availability to speak to your group, please call the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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E XECUTIVE AGENT

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MAGAZINE

Written by H. K. Wilson

“Building Relationships That Last a Lifetime�

Claudette Milan

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hen Claudette Milan made the decision to transition from the garment industry to real estate 14 years ago, she resolved to serve her clients with extraordinary passion and professionalism.

By bringing these traits to her award-winning real estate practice at Realty ONE Group in Mission Viejo, Claudette is creating exceptional results and relationships to last a lifetime.

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A SoCal native and 20-year resident of Laguna Niguel, Claudette’s deep connection to South Orange County enhances her ability to help families find the perfect neighborhood and home in one of the area’s unique enclaves. “I think area knowledge is important in terms of knowing what each neighborhood has to offer to new homeowners coming into the community. Different people are seeking different lifestyles, and I want to give them options. In addition to sharing my own knowledge, I also direct them to resources where they can gather more information and get a broader perspective.”

Claudette’s husband, Alex, recently joined her practice, and together they are creating an elevated client experience. “He is super organized, and he handles all of our operations and marketing. His background is in tech, so he does a great job managing our database and online presence. I totally trust him, which allows me to do the things I’m good at, like meeting people. My role is sales, prospecting, communicating with clients and negotiating the best outcome for them. There’s no better person than him to help me.”

Her diligent communication and strong advocacy create an atmosphere of trust between Claudette and her clients, and they frequently comment on these qualities in their glowing testimonials. “I read my clients’ reviews regularly to remind myself why I do this and what is most important to people. The most important thing to me is building relationships and earning my clients’ trust. I want to do everything I can to reduce stress during a transaction and make the whole process easier. By the end, people are more than clients, they’re friends.”

One seller commented: “Claudette is a fantastic Realtor®! She is experienced, highly knowledgeable and extremely trustworthy. We had what could have been a difficult sale of our home, but with her guidance, the sale went smoothly without any problems. She guided us through the entire deal and educated us on the process which helped relieve any anxiety we might have felt. Her motto is to work hard for her clients, and that is exactly what she did for us. If you are looking for an effective negotiator who has your best interests, Claudette is definitely the person. Highly recommend her for any real estate needs.”

Another client said: “She was fair yet dogged in her commitment to have our experience be as easy as possible throughout an obviously stressful process. She was a friend prior to this working relationship and has solidified herself as a true and lasting member of our family. Thank you, Claudette, for all your help. To any and all who are buying or selling a home, my praise of her could not be higher. Thank you, thank you, thank you!”

Claudette sees every interaction with her neighbors as an opportunity to bring value. Her positive peer and community connections translate to an array of relationship-based resources that make life easier. “We have created a spreadsheet of all my referral partners, from contractors to attorneys, who have made my list because I know they are reputable to work with. This has become an important reference guide for my clients and potential clients.”

Now that Claudette and Alex’s children are approaching adulthood, Claudette is excited about having more time to devote to community and professional causes she is passionate about. She recently began volunteering as a Court Appointed Special Advocate (CASA), a program designed to assist abused and neglected children. Claudette also devotes time to reading and personal development. She recently originated a real estate mastermind group that is bringing professionals together to share knowledge, support and accountability.

For Claudette, real estate is not just a job, it’s an opportunity to build community. “I meet so many amazing people in real estate. At the end of a transaction, I want people to walk away feeling they made a new friend and had a great experience.”

ExecutiveAgent Magazine

Claudette Milan Realty ONE Group 27401 Los Altos, Suite 100 Mission Viejo, CA 92691 Tel: 949.637.3227 Email: Claudette@cmrealtors.com Web: www.CMREALTORS.COM DRE # 01490788

4 Signs Stress Is Negatively Affecting Your Well-Being

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tress is a normal part of everyday life. Our minds and bodies go through a great deal of it just to execute daily tasks, but this kind of stress doesn’t usually negatively impact our mental or physical health.

There are different kinds of stress, some good, some bad.

In fact, there are at least three different types: eustress, acute and chronic: 1. Eustress is our body’s response to excitement and euphoria. It’s normally referred to as “good stress.” Think of your first kiss or getting invited to have dinner with the president.

2. Acute stress is our body’s response to an immediate trigger (positive or negative) and subsides after we address it. Think of walking through a dark alley and hearing fast-paced footsteps behind you.

3. Finally, chronic stress is constant and intense, which makes us feel trapped and overwhelmed. Think of a strained marriage or workplace bullying.

Being able to identify the symptoms of negative stress is critical to your overall well-being. Have you ever experienced the following scenarios?

1. Your stress does not subside.

that’s a red flag. While stress is a natural part of our lives and some types are unavoidable (acute, for example), if you’re consistently bombarded by feelings of doom, overwhelm and anxiety, your health could be in serious jeopardy.

Tips: Take a break from your normal routine. Prioritize self-care and talk to someone about what you are experiencing. Some simple shifts are probably in order and can help to manage your sensory overload.

2. Stress is negatively affecting your livelihood and relationships.

When stress becomes toxic, it can affect your ability to effectively function at work or in your relationships.

Because it impacts your work ethic and your interaction with others, you’ll likely get some unsolicited feedback based on your behavior.

Tips: Watch for signs of decreased or poor performance, and notice if you seem negative or irritable when dealing with others—don’t be defensive if you receive feedback (because you probably will). Increase self-awareness by paying closer attention to triggers during your interpersonal interactions and notice any impact on your verbal and nonverbal communication. Finally, take a moment to view your behavior objectively and be open to positive ways that can help you address it.

If you’re constantly feeling stressed over long periods,

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ExecutiveAgent Magazine

3. You’re not sleeping well.

Sleep is an important part of overall mental health. If you’re not getting enough, your body is probably not producing enough neurochemicals (progesterone, estrogen, serotonin and melatonin, for example) to get you into a healthy sleep zone. This means that your sleep cycles are irregular—you’re likely waking up throughout the night and feeling unusually tired when awake. Without restorative sleep, you’re not prepared to effectively engage the day.

Tips: Create a wind-down routine that helps your mind and body unplug from the outside world. This may include a hot bath or shower, getting into bed earlier, and turning off your cell phone, electronics and other menacing distractions.

4. You’ve stopped engaging in self-care.

When you’re feeling overwhelmed, it can be easy to ignore the daily routines that help you feel good about yourself. This may include hitting the gym, preparing a healthy lunch, getting up early or even engaging in standard hygiene practices. If you discover that these routines have been placed on the back burner because of stress, acknowledge and address it immediately before their absence begins to reverberate into other areas of your life.

Since you’re already overwhelmed, trying to reincorporate all the bells and whistles of your daily routine would end in disaster. Start with the easiest one and build from there, and then reward yourself for reincorporating each one. You’ll feel better immediately, and you’ll also be well on your way to increasing your overall health and wellness.

Hopefully you’re not feeling negative stress. But if it is, don’t be discouraged. Use these tips to help you identify and navigate the symptoms so that you can position yourself for greater success.

As the founder and CEO of WordSmithRapport™, Karima Mariama-Arthur brings more than two decades of comprehensive, blue chip experience in law, business, and academia to the field of professional development. A leading authority in cutting-edge adult education, Karima is distinguished by her commitment to excellence and extraordinary talent for elevating executive brands. As an expert facilitator, executive communications consultant, and strategic leadership advisor, she trains, coaches, and consults individuals and organizations on the dynamics of complex communication and high performance leadership competence.

Tips: Get yourself back on track, one routine at a time.

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PRESENTS

The Real Deal With

MIKE & TOM

FERRY R RY

JULY 25 - 26, 2019

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HELPING MILITARY & VETERAN

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WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

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UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

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

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

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Cover Story

Crystal Unrue Executive Agent of the Month

ExecutiveAgent Magazine

Crystal Unrue Your Local Expert Written by H. K. Wilson - Ian Wiant Photographer

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he Oxford Dictionaries define the term divergent as “tending to be different or develop in different directions.” Real estate boutique Divergent Realty is demonstrating that it is different by bringing uncompromising loyalty, integrity and expertise to the practice of real estate. Realtor® Crystal Unrue is a key member of the Divergent Realty team, where an authentic, relationship-driven approach to real estate is creating clients for life in the Inland Empire and beyond.

“We’re a new brand, building our name by making

people feel appreciated and providing value in ways that bigger companies don’t,” she says. “We’re big on maintaining relationships with our clients, and we do that in many ways. The initial connection is about empowering our clients to homeownership, but after that we connect on a deeper level. We become advisors, friends, and ultimately family. We send out note cards constantly, we check in consistently, and we genuinely care. Our clients are not just another house sold. Its’s the small detailed touches that allow us to maintain those relationships for years to come.”

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Diverging From the Ordinary assistant between them and their clients. I am the point of contact for my clients for the entire transaction, and I want to be present for them. I want everything to be transparent, so they know exactly what’s going on. They can let me handle the stress for them.”

Recently, a disillusioned seller took a chance on Crystal, and she went above and beyond to create results that exceeded expectations. She recalls, “The home had been on the market with another agent for five months with no activity.

We did a huge brokers open and got an offer the next day, before the open house. Then we received multiple offers after the open house. We utilize the most advanced marketing tools that help us attract the most buyers to a home, we don’t just list a home on the MLS. We actually do the work — and that sets us apart. In this case, we worked hard to get what the seller wanted. We exceeded her expectations, which is always the goal. She totally doubted me at first because of her previous real estate experience, but in the end, she was thrilled with the results and has become a part of the Divergent family.”

An atmosphere of positivity and constant self-improvement pervades at Divergent Realty, and Crystal enjoys paying forward the mentoring she has received from Broker Jackie Soto. “Our broker is more involved than many in the industry, and she creates a family vibe in our office where we all have the same passion and support each other. It’s so nice having her here to brainstorm with and share ideas. When I was new in the industry, Jackie was my mentor, and she continues to invest in my professional development. It’s nice to be in a place now where I can give back by helping new agents grow in their careers.”

While Divergent Realty uses the most up-to-date methods to market homes and manage the real estate process, Crystal says she prefers to maintain old-school communication with her clients. “I actually pick up my phone when people call me. To me, that’s huge because real estate has transitioned away from that so much over the last 10 years. You can’t talk to people much anymore. So many Realtors® have an ExecutiveAgent Magazine

In her five-star Zillow review, this seller expressed her absolute satisfaction with Crystal’s representation. She stated: “Let me say Crystal outdid herself. She made promises and followed through on every single one of them. She was there throughout the entire process, was diligent, covered every little nook and cranny. If you don’t use her to represent you, you only have yourself to blame .... A+++.”

anything. In real estate, I wake up every day without a job, and my goal is to go on earning and maintaining my clients’ trust.”

Crystal and her colleagues are diverging from the ordinary by keeping the focus on people and relationships. An authentic approach to client service creates trust during a transaction and long into the future. “I think it’s easier to relate and build a relationship with someone when you can truly be yourself. When you have a passion for something, people notice. People always say, ‘You seem like you really love real estate,’ and I do. I’m not trying to sell anybody ExecutiveAgent Magazine

Crystal Unrue Divergent Realty 14241 Fern Ave. Suite A, Chino, CA 91710 Tel: 909.373.6073 - Email: crystalsellssocal@gmail.com Web: www.crystalunrue.com - DRE #02031370 ExecutiveAgent Magazine

GROW YOUR BUSINESS WITHOUT THE HASSLE There’s a reason why more top originators choose loanDepot over other companies.

We provide originators at all volume levels with ultimate support to grow their business exponentially. By taking advantage of our dedicated support teams and world-class technology, you can say goodbye to grunt work and take charge of your day.

We provide our originators with talented and highly trained operations professionals coupled with a transparent loan process: LOAN SPECIALIST

PRODUCTION ASSISTANT

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BORROWER-FACING PROCESSOR

Licensed and helps with loan setup and marketing.

Non-licensed, collects documents from borrowers

Inside sales assistance.

Verification of documentation and reaching out to borrowers on questions about the file.

One thing is certain. We have the ideal combination of product, people, pricing and process, allowing our originators to grow their purchase business with ease.

Ontario Branch 3281 E Guasti Rd Ste 550 Ontario, CA 91761 Riverside Branch 21804 Cactus Ave Ste 102 Riverside, CA 92518 Temecula Branch 41607 Margarita Rd Ste 101 Temecula, CA 92591 San Juan Capistrano Branch 30448 Rancho Viejo Rd Ste 250 San Juan Capistrano, CA 92675

Richard Hedrick NMLS# 1059650 Branch Manager

3281 E Guasti Road, Suite 550 Ontario, CA 91761

(909) 912-7835 office (714) 400-2753 cell

rhedrick@loanDepot.com www.loanDepot.com/rhedrick

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (040119 189501)

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Pit-Stop Of Success: The Mid-Year Review

I

know you Realtors® do a lot of driving so here’s a driver’s ed question for you: When you’re driving, how often should you check your rear-view mirror? A. Once every three minutes. B. Once every five to seven seconds.

C. Once every 10 minutes. D. Never. You should always watch the road in front of you.

If you said B, congratulations. Now, how often should you check how you’re doing on the road of real estate -your business plan?

If you just said, ‘What plan?’ keep reading. You have some work to do.

Believe it or not, 2019 is officially half over. This halfway mark is a great time to stop and check how you’re doing in your business. Stop and take a look in the proverbial real estate rearview mirror. After all, if you don’t know how far you’ve come, you don’t know how much farther you have to go.

Think of it as a strategic pit stop. And these pit stops are just as important as your end-of-the-year assessments.

Why? Because if you’re veering off track, it’s best to catch it early before you hit a tree or something worse.

But what do you do in a mid-year pit stop? I’ve shared a few tips that might help you make sure you’re still on the road to success for 2019.

1. Check your sales numbers. How are your sales figures looking compared to last year at this time? If they’re less, identify what’s happening to cause that trend. I have a sales tracker I like to use with my clients. Shoot me an e-mail at Article@CorcoranCoaching.com and I’ll send it to you free of charge.

2. Review your profit and loss statements. The profit and loss statement can be a valuable planning and a management tool because it can help you estimate expected monthly and yearly income (based on reasonable predictions of monthly sales, costs, and expenses). Record your estimates on one copy of the profit and loss statement. As actual numbers come in, record them on a second copy of 26

the statement. Then compare the two pages to find discrepancies between the estimated and actual figures and correct problems as needed. I typically ask clients to send us their profit and loss statements every month because they are such a good management device.

3. Track where your business is coming from. Take a few minutes to jot down exactly what parts of your marketing plan are working and which are not. Don’t hesitate to shift funds from a mediocre medium to one that’s working better for you.

4. Commit to be more focused on dollar-productive activities. If you’re not making headway toward your goals, look at how much of your day is spent on what I call the four dollar-productive activities: listing, selling, negotiating and prospecting. If you’re spending time outside of these four tasks, you may not reach your 2019 goals. Adjust your schedule and get help so that you can concentrate on these items. Don’t rule out getting an assistant. It doesn’t have to be a huge expense. Hire a part-time assistant just to give it a test run. You might find, like many of my clients, that you’ll soon want a full-time assistant.

Let me hear from you. Have you spent time with this question of what is success to you? Do you have a clear definition of success that feels right to you? Do you feel you’re making progress toward that definition? Please send any comments or questions you have to Article@ CorcoranCoaching.com or http://www.facebook.com/ CorcoranCoaching.

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2011, Bob Corcoran. All rights reserved. For more information about this article or author, contact Susie@FrogPond.com. For the most current local Housing Trends, go to http://www.

HousingTrendseNewsletter.com.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

27

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

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23023SB-04/19

IS TECHNOLOGY ON THE WEB JUST ANOTHER POORLY PLANNED OPEN HOUSE? Written by Walter Sanford

30

ExecutiveAgent Magazine

W

ell you guys, It’s happening again. We’ve got a new spider web for real estate buyers and sellers.

You know, one more to add to our long list of up-time, open houses, non-solicited personal referrals and walk-ins. There will be many that will argue with me that all of the above mentioned lead generations have been profitable one time or another, but one thing is true with all of the above and that is they require a decision of the client to interact with you and not visa versa. These are all methods called passive prospecting or passive lead generation. Basically you build your web and you wait for your client. In fact, the new vernacular is to make your web site sticky!

For 25 years I have tried to add value to every client-agent relationship. Whether the lead was pro-actively obtained or passively obtained. I have found that the dividing line between top producers and low producing real estate agent is usually that the low producers depend on a passive form of lead generation without good interaction skills and have no pro-active methods to obtain leads. I am worried that the web will become just another poorly planned open house.

I believe it is the brokers’ and managers’ responsibility to hold their real estate agents at a much higher competence level. They must make sure that there is a business plan in place to effect the client’s lives for the better not just order takers. Remember there are web sites much bigger than any of us will hope to be that are going to be professional order takers.

What we must learn as we have in the past, is we must turn our passive lead generation activities into client pleasing activities and supplement the business with more pro-active activities.

We have taken the open house and shaken it up over the last few years. My students have learned how to:

• We have added additional advertising sponsored by affiliated lenders so that more people will be able to find the open houses.

• We have had multiple open houses in the usual time of 12:00-3:00 so that each open house is shorter but more people will be able to see different homes.

• Lastly, we have implemented follow-up campaigns including thank-you notes and search systems supplied to the potential buyers.

This takes the usual passive open house and turns it into a pro-active prospecting client pleasing and helpful activity.

We are doing the same with the Internet. No longer should a real estate agent be encouraged to have a web site that does not pro-actively change the client’s life. It’s no longer good enough to build your web site, have pretty pictures and have your listings on there and hope that someone will contact you. It is time that we built complete business plans around our web sites.

For instance, maybe have a section on absentee owners.

The real estate agent would call and write to absentee owners and direct them to the web site for copies of rental applications and other services supplied to people who own real estate in the real estate agent’s town but do not live there. Or maybe a section on alternative agent compensation programs that will educate the clientele on different ways that they can pay for a real estate agent’s services.

The bottom line is the days of waiting for an incoming phone call from an ad, a walk-in, or someone at an open house is over. The Internet and a real estate agent’s personal web site should not be just more of the same. Let’s build ancillary services around these contact points and fill them with value.

• Notify all of the clients surrounding the open house, including the agent’s database so they will all be excited about the open house.

ExecutiveAgent Magazine

31

Why a Safe Life Is a Mediocre Life Written by Christopher Cook

L

egendary author Steven Pressfield said, “Writing isn’t hard. Sitting down to start is hard.” And so it is with most other areas of life. That’s precisely why you and I must commit to being a finisher; someone who is dedicated to not settle for 80% but one who closes deals and projects and completes personal goals. But what about those of us who just wish we could get going and take the first step?

Maybe you’re eager to finally step out of the boat and walk upon uncharted water, but taking that first step is all too intimidating, so instead of risking failure, you decide to stay safe and settle for mediocrity.

Fear will burn your dreams to the ground.

Fear will jade your relationships.

But most of all…

Fear will keep you from taking the most important step: the first step.

Taking the First Step There’s a lot of risk and mystery in taking the first step. The inherent risk in taking a first step is found in embracing when you’ll fall, not if you’ll fall. And often, the mystery in taking a first step revolves around how long will it take to develop a stride.

Apply this to any area of life: • • • • •

Watch the development of a toddler.

Personal goals Relationship growth Financial freedom Career advancement Parenting skills

Does this sound a lot like your life? Maybe you can relate to this reader’s recent email in which he said, “Chris, I feel uninspired and am lacking courage.

After a series of disappointments, I’m really timid about taking another risk. So, I’ve settled to just wait and see what happens.”

Believe it or not, those emails arrive in my inbox more than you’d suspect. And I believe that the culprit lurking behind this common intimidation is one thing: fear.

Fear will stunt your growth.

Fear will shut down your potential.

32

Can you imagine if a parent was so gripped by the fear of their child falling and getting bruised in the process of normal development that they insisted upon carrying the youngster wherever they needed to go? Needless to say, instead of developing their own stride and building muscle, the toddler would never be able to support his own weight, develop motor skills, and would ultimately atrophy an otherwise healthy muscular system.

And that’s just what the fear of stepping out into the unknown does to our development in life. The fear of embracing the risk and mystery of the unknown will hamper your ability to take steps forward into your future. But unlike a lot of people today, my hope for you is that your uncommon willingness to risk added to uncommon determination will yield an uncommon result.

ExecutiveAgent Magazine

So the question begs an answer: Are you going to live your life safe and stuck in cynicism because of past disappointment? Or will you take the first step even with the risk of failing? Point being, you cannot reach your life’s potential while putting “safety first.”

Step One: Step Out Really, the first step in learning how to step out into the unknown is taking full responsibility for your life.

If you’re sick and tired of living a life that’s dripping in mediocrity because of the safety of familiarity, here’s a step-by-step process to taking… the first step: 1. Take responsibility for your life.

At some point, you will run out of motivation. The initial excitement will wear off. So, know that going in and then commit before the bell rings.

We were never designed to make choices from a place of fear. And trust me, I get why the temptation to do so is enticing. But I’ve recently come to a place in my own life in which I would much rather fall flat on my face than look back to this day with tears of regret clouding my vision.

Taking the first step is often the most difficult, but it is the most necessary.

Do you believe it?

Don’t allow your emotions to control you. Learn to discipline and contain your emotions. Don’t believe what you feel. Allow your emotions to catch up to your right beliefs and corresponding actions.

2. Seize the opportunity.

There will always be a logical reason and a good intention to justify mediocrity. But overcoming this temptation requires embracing risk and mystery.

Christopher Cook is a leadership coach and business consultant to both Fortune 1000 and nonprofit organizations. Additionally, he is the host of “Win Today with Christopher Cook,” a popular weekly podcast, available on Apple Podcasts, Google Play and other outlets. Through his work at WINTODAY. tv and as a contributor for SUCCESS magazine, he serves as a guide to help people design their road map to wholeness from the inside out.

3. Dump the excuses and act.

Don’t wait until all your ducks are in a row before you start. In the same manner, don’t squander your future successes because of past failures. Get up and get going again.

4. Expect to need a recharge.

ExecutiveAgent Magazine

33

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

11/25/13 6:02 PM

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