EXECUTIVE AGENT MAGAZINE - JULY 2019 LOS ANGELES

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INSIDE FEATURES: Richard Diaz Kinecta Federal Credit Union

Tony Duran loanDepot®

Claudette Milan Realty ONE Group

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banking done different

We Open the Door to Your Clients’ Success As one of Southern California’s leading direct lenders, Kinecta streamlines the purchase process, and our competitive line of products is designed to meet the needs of your buyers.

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Eric Kari Mortgage Loan Consultant cell: 310.418.5641 | tel: 310.529.5981 NMLS# 1010087 eric.kari@kinecta.org kinecta.org/ekari

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.

1 Minimum credit line is $20,000. Maximum credit line is $500,000. 10-year draw period followed by a 20-year repayment period. Homeowner’s property insurance is required. Flood insurance may be required. Credit line together with any other mortgage(s) cannot exceed 85% of the property value on 1-unit owner-occupied properties. Non-owner occupied properties are not eligible. Line of credit requests over $250,000 require appraisal. Applicable appraisal fees may vary and range between $450-$650. Consult your tax advisor regarding deductibility of interest and charges. Terms and conditions are subject to change without notice. All loans are subject to credit approval.

23023SB-04/19

EXECUTIVE AGENT OF THE MONTH

Marti Jordan Keller Williams Realty

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Inside Features

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Richard Diaz

Tony Duran

Claudette Milan

Kinecta Federal Credit Union

loanDepotÂŽ

Realty ONE Group

ExecutiveAgent Magazine

LOS ANGELES COUNTY - JULY, 2019

Editorials

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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.................................2 loanDepot®...............................................................11

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

NAHREP..................................................................30 SRAR.................................................................................10

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The Termite Guy......................................................3 VAREP............................................................................31

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

-Walter Sanford

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Successful Practice -Dirk Zeller

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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.

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Richard J. Diaz Written by H. K. Wilson

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eet Richard J. Diaz, loan consultant at Kinecta Federal Credit Union.

Born and raised in the San Gabriel Valley, Richard began his industry career when he was recruited by a major bank during a college career day. He quickly moved up from the role of operations officer to management, and at only 24 years old, he oversaw a large team. Eventually, Richard saw an opportunity to move into mortgage lending, and due to his personal drive and ability to connect with people, he soon became a top-producing loan officer. Over the years, Richard has excelled in leadership at some of the nation’s largest banking and mortgage lending institutions, even helping to develop builder divisions for them.

Kinecta, which holds more than $4.5 billion in assets and serves more than 255,000 member-owners across the nation, is constantly expanding to innovate new programs and services designed to meet the changing needs of its members. Richard was recruited to Kinecta for his diverse industry expertise and is responsible for serving the mortgage needs of Kinecta members, the real estate community and major home builders.

Richard says he welcomed the opportunity to work with an organization that lives up to its motto of “banking done different.” He says, “Kinecta has a strong sense of responsibility to its members

because the members own the credit union. Kinecta is always looking out for the best interests of individual members, and its employees give members that personal touch. “We don’t try to hard sell anyone a particular product. We offer our members services they truly need versus trying to make a quota,” says Richard.

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As a portfolio lender, Kinecta has greater flexibility in making loan decisions than many of its competitors. “We all work with the goal of finding ways of making a loan work rather than turning the client down.”

helping the sales staff on site with prequalifying potential buyers so they can make a sale. Sometimes it means counseling and helping someone get prepared to buy because they need help with credit or they need to save more money.”

Richard is enthusiastic about Kinecta’s one-time close, construction-to-permanent loan program. “We make just one loan with one appraisal based upon the value of the completed project. Once the house is built, the loan converts to a permanent loan. It’s a great tool for Realtors® and Builders to know about, since it opens up a lot of options for potential buyers who may be having trouble finding the exact house they want in the neighborhood they want to live in.

They can purchase a lot and build ground up or buy an existing home and turn it into the home of their dreams.”

Richard has found his ideal professional home at Kinecta. Like Kinecta, he believes in always putting the best interests of clients first. “When people deal with me, I can promise them a fair and honest transaction. I want them to be informed throughout the process and have a true understanding of what they’re purchasing and how a loan works. I will always give someone my best advice and consider all of their circumstances. That’s how trust is built.

For me, there is satisfaction in sharing the American Dream of buying a home with people, and Kinecta makes it a great experience.”

With so many years of experience working with builders from small, local companies to large, publicly held corporations, Richard is adept at anticipating and managing the nuances of a new home transaction with each of the parties involved. “When working with builders, it’s especially important to make sure the purchaser is qualified and can afford the house so that once the contract is written, the builder has assurance that it will close. They don’t want to tie up the home for months, only to find out at the end that the buyer doesn’t qualify. When they can trust their lender, it gives the builder a sense of control over their sales. On the borrower side, you have to be able to keep them engaged throughout the process — which can be lengthy — and continually update them on the progress of the home. I’m also used to

Richard J. Diaz NMLS ID 360718 Kinecta 1440 Rosecrans Ave. Manhattan Beach, CA 90266 Tel: 310-413-6677 Email: richard.diaz@kinecta.org Web: kinecta.org

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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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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Southland Regional Association of REALTORSÂŽ

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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) 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)

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

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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.”

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

ExecutiveAgent Magazine

Written by H. K. Wilson - Ian Wiant Photographer

W

hile shopping for her first home, Marti Jordan says she became an open house junky. “I would plan my weekends around going out and looking at houses, and in the process, I met a lot of Realtors®. After awhile, I decided I would just get my own real estate license and sell myself a home.”

During the process, Marti got to know all the existing inventory in Whittier, selected the perfect neighborhood, and finally, closed her own transaction. “I loved it. I

ended up feeling like I had a responsibility to help other people have a great experience around buying or selling their biggest investment.”

Marti began selling real estate part time while maintaining her corporate career. But when her very first client resulted in five closed transactions, Marti realized real estate was her true calling. “I felt God guided me into this amazing business.”

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More than 30 years later, Marti is an award-winning Realtor® and leader of “The Marti Jordan Team” at Keller Williams Whittier. This caring, upbeat professional has built her preeminent reputation and large community of repeat and referral business on her practice of delivering service with character, commitment and competence.

“Real estate is what I believe in. It is the main investment in peoples lives, and I want to be a part of that. I’ve always believed with all my heart that purchasing a home has to be a win-win situation. It can’t be one-sided. The ultimate success is when both parties feel good about it without any question in their minds.”

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Character, Commitment and Competence Although she has lived and worked in the Whittier community for decades, Marti still takes time to go out into local neighborhoods, knock on doors, and get to know her neighbors. Over the years, clients have become treasured friends, and Marti looks forward to bringing them all together at her client appreciation events. “I’ve met so many amazing people, and they refer me to so many wonderful people who put their trust in me. It is my chance to pay back a little bit. I host many dinners and have an annual customer appreciation party. It’s phenomenal. We have a fabulous live band and delicious, gourmet catered food. I host it in my back yard, and there are always at least 200 people. It’s a joy to see everyone and introduce them to each other.”

Communication is the cornerstone of Marti’s service.

“I’m always there to pick up the phone. I try not to let it go to voicemail. If I have time, I take the call, or I pick up

and let my client know I’m in a meeting and will call back at a certain time. Then I do it. Follow through is so important. I also keep people informed on everything — bad or good. They always know exactly where their transaction is, and it helps me sleep at night knowing they have full disclosure.”

Marti has increased her impact on the Whittier community and beyond by assembling a team of like-minded professionals who share her values and dedication to service with integrity. Their reputation for excellence among clients and peers alike is unsurpassed in the industry. Her most important team member is her husband, Bill Jordan, who is a licensed broker and owner of a local roofing company. “He’s a sweetheart of a man and through the grace of God was sent to me. He does our payroll and helps me out on weekends. He’s very involved in the community and a wonderful asset to our team.”

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Ana Brown and Nelya Zhovnerchuk are both licensed Realtors®, and Debbie Kalpakoff is the team’s administrator. “They all like helping people have a smooth transaction. I have a young team with a lot of great experience with very current ways of doing business. They are great with technology and provide the highest quality and most exceptional service possible to bring the best results and make people feel good about choosing ‘The Marti Jordan Team.’ We all have a passion for this job, and we see ourselves as faithful, dedicated public servants to our clients.”

About her ongoing promise to serve clients with the utmost character, commitment and competence, Marti says, “I want people to know that I have their back and every single intention to do the very best for them. I believe I can only do that through honesty and integrity in my job. I am as excited about this business as I was on the very first day.

I can’t ever imagine doing anything else.”

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Marti Jordan

Keller Williams Whittier 16310 E. Whittier Blvd., Whittier, CA 90603 Tel: 562.857.2148 Email: homesbymartij@gmail.com Web: www.martijordan.com - DRE # 01000627 ExecutiveAgent Magazine

Pit-Stop Of Success: The Mid-Year Review

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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 24

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.

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ExecutiveAgent Magazine

25

EXECUTIVEAGENT MAGAZINE

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Written by H. K. Wilson

Tony Duran

A

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.

ExecutiveAgent Magazine

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.

ExecutiveAgent Magazine

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

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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.

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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

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11/25/13 6:02 PM

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