EXECUTIVEAGENT E x e c u t i v e
Ag e n t
M a g a z i n e
O r a n g e
C o u n t y
Executive Agent of the Month
E d i t i o n
J u l y,
2 0 2 0
ORANGE COUNTY BRANCH 320 Commerce | Suite 100 | Irvine, CA 92602
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John J. Reed
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Thomas Testerman Senior Mortgage Advisor
Senior Mortgage Advisor
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Jim Thiel NMLS-907893
Anila Whitney NMLS-255596
We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ÂŠ2019 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.
Try Vs. Do -Rory Aplanalpotiating Like a Pro -Steve Cook
E XECUTIVE AGENT
PRESIDENT & CEO EXECUTIVE PUBLISHER
The Service Boomerang -Sheila Murray Bethelegotiating Like a Pro -Steve Cook
Create Your Own Support Team! -Linda BrakeallNegotiating Like a Pro -Steve Cook
Why a Positive Attitude is Best for You -German Calvo egotiating Like a Pro -Steve Cook
The Secret to Winning -Jon Gordongotiating Like a Pro -Steve Cook
Don’t Wait Until Tomorrow -Jim RohnNegotiating Like a Pro -Steve Cook
VICE PRESIDENT GRAPHIC DESIGN Garon Arrias
EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson
CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen
PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography
EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com
Zig Ziglar Quotes -Zig Ziglarotiating Like a Pro -Steve Cook
© Copyright 2020 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.
Executive Agent of the Month According to Janisse Dale, Broker and Vice President of Sales for the Laughton Team at My Home Group, she is “working somewhere awesome where the focus is on people!”.
Sally Roldan Nationwide Real Estate Executives For more than 35 years, Realtor® Sally Roldan has called the city of Tustin home. It is the place where she came of age and then went on to raise her own children.
Rick Bashore Ticor Title Company Two years ago, Rick Bashore, County Manager and Executive Vice President at Ticor Title Orange County, got his team together to define what values govern the way they treat their customers and respect their fellow employees.
19 USA Homeownership Foundation USA Homeownership Foundation’s Housing Counseling Program is a no cost service open to Service Members and Veterans throughout the United States.
06 The Krevoy Team Fairway Mortgage For father/son mortgage team Barry and Shane Krevoy, helping a family buy a home isn’t just business; it’s personal.
40 ExecutiveAgent Magazine
HOUSING COUNSELING HELP DURING THE COVID-19 CRISIS We hope our VAREP family members are healthy and safe during these challenging times! As we all know, COVID-19 is not only a threat to our health, but for most of us and our clients, it is also impacting us financially. We hope you and your family members are healthy and continue to stay well during this unprecedented and challenging times. Recently our Housing Counseling Department put together and hosted an Online Workshop “Housing Counseling Helping Our Communities” for VAREP members to educate on how our housing counseling department can assist you and your clients during these unprecedented times. As a member of VAREP, we all want to be of service and help our communities. We hosted this workshop to remind our members that our HUD Housing Counseling Services are here to assist our Veterans, Active Military Members, patriots and our communities with their credit and housing needs. This includes helping with creating a sticking to a sustainable budget, working out payment plans with creditors, and managing debts. We are also working with our lender partners to get the latest information on the CARES Act and various forbearance plans, loan modification and loan workouts for those who may have experienced income reduction or loss. Many lenders and creditors have announced new programs to suspended payments, foreclosures and evictions. We are here to assist during this unprecedented time and we continue to be available to provide these services throughout the county via phone and internet counseling. We encourage you to help us be the boots on the ground to spread the word that we are here and continue to help by providing the following services: •Budgeting & Financial Management •Credit Improvement & Debt Reduction and Management •Homebuying, Down Payment Programs and First Time Buyer Loans •VA Loans & Certificate of Eligibility •HUD Home Buyer Certificates – Ehome America Online & Individual Counseling •Foreclosure Prevention, Loan Modification, and Forbearance Plans We recorded the Housing Counseling Helping Our Communities webinar, so if you missed it or want to share it with others, please view it here: https://vimeo.com/402609698/fe826bdd17 We encourage you to refer your clients who need help to call us at 888-273-7267, or email Veronica Ramirez, our Administrative Assistant, at firstname.lastname@example.org. You can also visit www.MyHomeownership.org or www.VetHomeOwnership.com for intake forms, more information and success stories. In the next few weeks, we will be launching another new online Workshop, “Mortgage Help During the COVID-19 Crisis” which will offer an opportunity to learn about the mortgage relief programs that are available, how to apply and programs to help during this crisis. We encourage our members to get the facts and help our clients get prepared before speaking to their mortgage lender. Look for this workshop invite coming soon! Stay well and let’s do our best to help and stay healthy during these challenging times.
Our Housing Counseling Department is Here to Help You and Your Clients! USA Homeownership Foundation’s Housing Counseling Program is a no cost service open to Service Members and Veterans throughout the United States. Our HUD Housing Counseling Department is based out of VAREP’s Nation headquarters is in Corona but open to any Veteran, Service Member or Patriot living in the United States. Our Housing Counseling Program currently offers prepurchase, home buyer counseling, financial capability, credit and budget counseling, foreclosure prevention and post purchase counseling. If Veterans or Service Members need help accessing their VA Loan Benefits or Certificate of Eligibility, Thomas Griffin, our HUD Housing Counselor who is also a US Marine Veteran can assist them. We’ve successfully assisted over 500 clients this year alone with credit improvement, budgeting, homeownership and foreclosure prevention. Have a client whose credit needs work before buying a home, send them over to our Housing Counseling Department. Check out a few of our success stories on our website at: https://vethomeownership.com/index.php/successes/video-library
GETTING HELP FOR YOUR CLIENTS IS AS EASY AS 1, 2, 3
1. Contact Contact our Housing Counseling Department by visiting our website at www.VetHomeOwnership.com and download the client intake forms.
2. Call Call our toll free number 888. 273.7267
3. Email Email your request to Veronica Ramirez, Housing Counseling Administrative Assistant, at email@example.com.
Create Your Own Support Team!
e Realtors® are inclined to use lots of different loan officers and lots of different attorneys. That, of course, is always an option, but is it the best use of your time? Rookies and low producing Realtors® probably have time to deal with lots of different people, styles and personalities. They have time to check up on the process every step of the way and play Russian Roulette with their transactions. The mid to high producers know that you get the best service from people who have a vested interest in your success. They also know that it is far simpler to deal with people you know and trust. They know that you get preferential treatment from people who get more of your business. They also know that they can sell more if they are sure that the sales in process are being handled correctly. (Think of your own business. If you have a customer who buys a house from you every year for investment, don’t you handle him just a bit differently from the “Looky-Lou” who bopped into your open house?) How do you choose your three or four loan officers and attorneys? Make a list of everyone you’ve worked with in the last year or so. Beside their name make columns labeled: • • • • • • •
Closed on time Easy to work with Kept promises Communicated well Met deadlines Enjoyed working together ......and whatever else is important to you.
Hopefully three or four of the loan officers and attorneys you’ve worked with will just float to the top of this list. In which case, you will have your support team. If not, ask for recommendations from people you respect who do the same sort of business you do. Here’s the final piece of the puzzle. Call each one of the finalists and say this to them: “I’ve decided to send the bulk of my business to only three or four loan officers (or attorneys). My thought is that together we can provide better service for the customer. If you’d like to be on my team and be one of the 3 or 4 I usually refer, I will require the following from you: ....” And tell them what you need to make you happy: A weekly report, unvarnished honesty, their presence at closing. Whatever it will take to make you more productive which will, in turn, give them more business. Don’t you deserve your own support team? Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com; http://www.FrogPond.com.
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Let’s discuss what FAM could do for you and your business! CONTACT TODAY FOR MORE INFORMATION! Eric Miller
Branch Manager NMLS-391165
o: (562) 799-5784 c: (562) 682-0746 f: (844) 808-7022 email@example.com
John J. Reed
Branch Manager Orange County Area Manager | Southern California
c: (717) 305-2912 o: (949) 398-3655 firstname.lastname@example.org
©2020 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 3555626 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Equal Opportunity Employer
E XECUTIVE AGENT
Sally Roldan Welcoming Families Home
Nationwide Real Estate Group Specializing in Client Satisfaction Written by H. K. Wilson
or more than 35 years, Realtor® Sally Roldan has called the city of Tustin home. It is the place where she came of age and then went on to raise her own children, invest in a home and build her 20-plus-year career in the mortgage and real estate sector. For Sally, her daily life and professional sphere are beautifully intertwined as she welcomes families to her community and helps them find the perfect home. “I’ve been here for most of my life, and I don’t want to go anywhere else,” she says. “I want to help the community by bringing new home buyers here. I can pretty much tell them everything that’s going on. Tustin has such a hometown feel. It’s just the right size, and I love the surrounding areas. The beach is only 15 minutes away without traffic, and in the same day you can drive to the mountains and go skiing. We used to do that in high school. I especially love North Tustin. It’s a hidden gem. The lots are surprisingly huge, and it’s a great family community.”
great. She wants me to succeed and do my best.”
After two decades in the mortgage industry, Sally decided she was ready to move on from the corporate environment and become a real estate entrepreneur. She joined Nationwide Real Estate Executives (NRE), one of the fastest-growing privately owned firms in the U.S., where the collaborative work environment and cutting-edge industry resources have allowed her to thrive as a professional. “What I like is the feeling of teamwork instead of being competitive. The support I’ve gotten from our broker Tara Walker has been
Sally is not only an expert on the local market, she is a friendly and approachable individual. These qualities put her clients at ease as they are making one of life’s greatest financial decisions. Since she also understands the mortgage lending process, she is able to prepare them for each stage of the transaction and ensure a seamless close of escrow. Positive, detail oriented and a great listener, Sally inspires trust and gives her clients the security to invest in a home with confidence.
With such deep roots in the community, Sally has nurtured lasting relationships with her clients, colleagues and neighbors. A client with whom she has worked for over a decade said this: “During that time, we have had many successes, as well as some challenges. Sally is a true professional and remained positive the entire time. She made sure that we recognized our accomplishments and helped motivate me when things didn’t go as planned. Sally was always prepared and very organized. If I ever needed an answer to something, Sally would do the research and keep me updated until she found an answer. Sally is a great communicator. I always felt like I knew what was happening and she made sure I understood the situation, even when it was not the best news. Sally works hard and puts 100% of herself into what she is doing. I highly recommend working with Sally — you will not be disappointed.”
schools, sports and community programs. While their children were attending Mater Dei High School, the whole family participated in the Monarchs for Marines program, in which student athletes volunteered to teach children of military families at Camp Pendleton football and dance skills. Sally and her family are also big animal lovers and are in the process of adopting a Chow to join their Husky-Spaniel and Persian cat. In life and in real estate, Sally’s mantra is “be humble and be kind.” She describes herself as a nurturer who loves conveying warmth and love to others. In real estate, she has found a career that allows her to do just that. “I want people to feel comfortable and confident that I can help them with the purchase of their American Dream.”
Sally and her husband have been married for 22 years, and they have two children. Throughout the years, they have been active supporters of local ExecutiveAgent Magazine
Nationwide Real Estate Executives 530 Technology Dr., Suite 100 Irvine, CA 92618 - Tel: (714) 453.8279 Email: SallyRoldan@NRELiving.com Web: www.SallyRoldan.NRE.Cloud DRE # 02095511
ZIG ZIGLAR W
hen I was in my early twenties, I got depressed and for a year or two after the ‘great depression,’ I felt down more often than I normally should. Although it’s okay to feel a little down once in a while, it’s definitely not okay to stay down. Everyone is different and all of us have different ways of dealing with pain, but we all need a pick-me-up every once in a while. Zig Ziglar has plenty of wisdom to share with the world.
5. “Remember that failure is an event, not a person.” – Zig Ziglar
Next time you’re feeling down, remember one of these quotes from Zig Ziglar:
Don’t go easy on yourself. When you have discipline, you will be able to handle life’s challenges.
1. “Your attitude, not your aptitude, determines your altitude.” – Zig Ziglar
7. “Make failure your teacher, not your undertaker.” – Zig Ziglar
Even if you’re not the best at something, having a good attitude will get you further than you realize.
You should learn from your failures instead of allowing them to defeat you.
2. “Be helpful. When you see a person without a smile, give them yours.” – Zig Ziglar
8. “Don’t let someone who gave up on their dreams talk you out of going after yours.” – Zig Ziglar
Bringing positivity into the world is one of the best ways to make a change in someone’s life.
If you want to achieve something, don’t allow anyone to talk you out of it.
3. “You can make positive deposits in your own economy every day by reading and listening to positive, life-changing content, and by associating with encouraging and hope-building people.” – Zig Ziglar
9. “There is little you can learn from doing nothing.” – Zig Ziglar
Even when things seem bad, you are the master of your own destiny. Positivity is something that you can create and bring into the world.
10. “Look back in forgiveness, forward in hope, down in compassion, and up with gratitude.” – Zig Ziglar
4. “If you can dream it, then you can achieve it.” – Zig Ziglar
You are not defined by your failures. It’s something that happens to you, not who you are. 6. “When you are tough on yourself, life is going to be infinitely easier on you.” – Zig Ziglar
If you don’t try, you’ll never learn.
Forgive those who hurt you, be hopeful of the future, allow compassion in your life, and be grateful to those around you.
You’re capable of achieving anything you set your mind to, as long as you think that you can.
OUR MISSION P W R’S MI SSI ON To remain the preeminent real estate association in UPHOLDING PROFESSIONAL
STANDARDS, PROVIDING VALUABLE EDUCATION, and PROTECTING PROPERTY RIGHTS through political advocacy for our REALTOR® members and the public.
To Learn More About the Pacific West Association of REALTORS®, Please contact Lalaine Castillo at email@example.com.
E XECUTIVE AGENT
Rick Bashore County Manager / Executive Vice President
Written by H. K. Wilson
wo years ago, Rick Bashore, County Manager and Executive Vice President at Ticor Title Orange County, got his team together to redefine what values govern the way they treat their customers and respect their fellow employees. What they come up with is something they call “TicorTRUE,” a credo founded on 12 key principles: Community; Attitude; Respect; Integrity; Accountability; Passionate; Gracious; Coachable; Humility; Diligence and Effort; Leadership; and Charitable. As a result of this effort, Ticor Title was recognized as a Top Workplace by the OC Register in 2019. It was the only title company to receive the honor. The branch also received the prestigious STAR Operation Audit by FNF. If it’s true that every organization resembles its leadership, then this title team is a reflection of Rick Bashore. A native of Huntington Beach, graduate of Edison High School and starting quarterback at UCLA for three seasons under legendary football coach Terry Donahue. Rick has dedicated his professional career to the title insurance industry and is a 20-plusyear veteran of Ticor Title. He brings not just expertise to his management role, but authenticity and inspiration. He is a champion of excellence and a uniter of people. It’s easy for Rick to recall the year he began in the title business, because 1983 is also the year he married his wife Roslyn. Recruited by a headhunter, Rick
was hired by a small company in Tustin, where he was fortunate to learn the business from a manager named Jack Hannigan. Rick describes Hannigan as a “stern disciplinarian” who helped him launch a successful career that he loves to this day. He joined Ticor Title in 1999 and became a manager in 2004. He says that during his tenure, he has been most gratified to work alongside amazing people who are more like family than colleagues. “We don’t have people leave here very often,” he says. “I think it’s a testament to our people that we stay together.” Along the way, Ticor really did become a family business for Rick, as he was joined by his sons Bryon Bashore, a sales executive, and Brett Bashore, director of marketing for the branch. “It wasn’t planned, it just happened that way. They each chose this path for themselves.”
‘Caring is Our Competitive Edge’ Ticor Title is a member of the Fidelity National Financial, Inc. family of companies, whose underwriters collectively issue more title insurance policies than any other title company in the United States. Able to trace its roots back more than 150 years, the company has proven its financial wherewithal during good times and challenging ones. While Rick and his team compete against other Fidelity brands in the same market, he says he and his co-managers maintain a healthy friendship and friendly competition. But the ability to be entrepreneurial within his own brand has allowed Rick to create a unique identity at Ticor Title OC. He has cultivated his team’s warm and personal culture while also diversifying revenue streams to include residential resale and refi on a national platform as well as a national commercial division. In uncertain times, his team offers stability
and continuity. “These diverse sources of revenue carry us through market fluctuations. If refis are down, commercial might be up; or if resale is down, refi is up. Not many operations have that kind of setup.” The team’s OC marketshare in both residential resale and commercial is on the rise. “We’re on a steady upward trend of capturing marketshare from our competition, and we’re proud of that. The bottom line of my organization’s success is the people that work here. From our sales team to our title staff, escrow staff and customer service, our people are what set us apart. The title insurance industry is extremely competitive, and our products and pricing are all relatively the same. But what makes the difference is how you treat people, how responsive you are in problem solving and getting their transactions closed.”
Ticor Title continues to provide leading edge education, fraud prevention and industry resources that ensure the success of its partners. And in the current market, Rick and his team are working hard to deliver services in ways that meet their clients’ changing needs.
Ticor True spirt along with other insider glimpses of team milestones and contributions to the community; Ticor Cares is a listing of all the community organizations the team supports; and Signature Closings offers a look at some of the extraordinary Orange County homes the team has closed.
When you visit the Ticor Title OC website, you’ll find more than a dispassionate listing of title insurance services. Click on the “About Us” tab and you’ll get to know the human side of this positive, caring community of people. The Ticor Family Gallery features candid photos of team members and their families; the TicorTRUE newsletter showcases the Ticor Employee of the Month who exemplifies the
Ticor Title may be part of the biggest title group in the nation, but Rick and his team in OC are committed to keeping it local and keeping it real. “Repeat customers are the lifeblood of our organization,” he says. “We want to know them, and we want them to know us.”
RICK BASHORE County Manager & Executive Vice President Ticor Title Company 1500 Quail St. Fl. 3, Newport Beach, CA 92660 Tel: 714-289-3300 Email: firstname.lastname@example.org - Web: https://ticoroc.com
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Janisse Dale Executive Agent of the Month
Janisse Dale Written by H. K. Wilson Photography by Michelle Fairless
ccording to Janisse Dale, Broker of Record for My Home Group Real Estate, Inc. and V.P. of Sales/Team Lead for the Laughton Team at the My Home Group brokerage, she is “working somewhere awesome where the focus is on people!”. With more than 40 years’ experience as a real estate entrepreneur, Janisse has owned successful companies and earned the industry’s highest accolades, ranking among the top 1% of Realtors® nationwide. Now her savvy, knowledge and upbeat leadership are all dedicated to helping others succeed at one of the fastest growing residential real estate brokerages in the country. “The Laughton Team was started in Arizona by George and Jennifer Laughton 13 years ago,” Janisse says. “They are the number one team at the My Home Group brokerage in Arizona and, last year, were ranked in the top five teams in the U.S. They surround themselves only with committed, top professionals, but they are also loving, caring people. They are down-to-earth owners who are always available to help with anything. The owners of My Home Group, Mark Hutchins, CEO, and Jereme Kleven, are incredible leaders. These are the people we all work for and that cheer us on, and I feel we couldn’t be more fortunate. Both the Laughton Team and My Home Group have amazing support staff. If our agents need anything, they can email or text and one, two or three of many staff will respond to them within minutes.”
My Home Group is built on four core beliefs: complete honesty, excellent service, unwavering care and total competence. The Laughton Team’s focus is on collaboration, integrity, solutions and pursuit of excellence. The brokerage and team recruit driven entrepreneurs who are eager to elevate their skills and grow their personal business. Janisse and the Laughton Team’s newest Team Lead, Tim Hayden, are the ideal persons to lead the California team, since they exemplify all of these qualities. ExecutiveAgent Magazine
Commenting on the origins of her own success, Janisse says, “I believe you can never get enough education. We’re not sales people, we’re educators and service people. I read something every day to stay on top of the industry, and I believe that’s why I’m still in the business today. One of my slogans is, ‘Don’t worry about it — once you think you know everything, someone changes the rules and you get to start all over again.’”
Janisse describes the Laughtons as top professional trainers who have created systems that agents can easily replicate for their own long-term success. They video their live weekly trainings for online access at any time. The ratio of roughly 70 employees to the team’s 200 agents means that Realtors® are free to focus solely on the needs of their clients, rather than being bogged down with minutiae.
Leading a Culture of Opportunity As a non-producing Broker/Team Lead, Janisse is fully committed to identifying quality agents and supporting their professional growth. “We don’t hire just anyone because it’s important to us to continue on with the culture started. We expect everyone’s commitment to continue to be on top of the industry. I tell each person I interview that we’re different from 95% of the traditional brokerages out there. The training here is like nothing I’ve ever seen in my career.” Janisse coaches agents from the perspective that every individual is unique. She dives deep in the interview process in order to understand who they are
and the future they are seeking. With her balance of strength and compassion, Janisse gives agents the ongoing support they need to achieve their goals. “It takes a lot of hand holding in the first several years of a real estate career. Agents have to know you’re there for them. I’ve now earned the title of ‘Mom’ from some. I’m loving but can also be tough when I have to be. I make the time to help anyone in need. I carry two cell phones and always pick up unless I’m on both, and I always return every call the moment I finish another. I’ve spoiled our agents, but I’m okay with that because they know someone is always there for them.”
Janisse’s abiding positivity always carries the day. “When agents are negative or having a bad day, I tell them, ‘Snap out of it! Do it now!’ There’s no room for it.” Although Janisse works seven days a week, she still makes time for fun. A SoCal native and longtime resident of Newport Beach, she loves going to local yacht clubs where they offer live music and dancing. In her daily travels, you are likely to hear loud music coming from her car. She says the thing she’s missed most during the shelter-in-place mandate is the opportunity to have dinner parties with friends at her home.
After many years of entrepreneurial success, Janisse says it is energizing to be a part of this dynamic, people-focused organization. “I love this team and brokerage, and I totally believe this will be my last stop in real estate. I can’t imagine doing anything else, or having the same opportunity to work with the brilliant and caring leaders, as I do now. Even more endless opportunities are coming with the expansion of the Laughton Team in Texas and the State of Washington. My Home Group is already in nine states — there’s no stopping them.”
Janisse Dale, Broker of Record / Team Lead My Home Group / Laughton Team 200 Sandpointe Ave., Ste. 650, Santa Ana, CA 92707 - Tel: 949-835-6700 Email: JanisseD@LaughtonTeam.com – Janisse@myhomegroup.com Web: www.LaughtonTeam.com – www.MyHomeGroup.com - DRE # 00762873 ExecutiveAgent Magazine
George Laughton Team Owner
T H E L A U G H T O N T E A M
Shandice Banks Regional Director of Team Leads
Jennifer Laughton Team Owner
Justin McLellan Trainer and Flex Leader
Justin Baker Managing Partner
Ansel Van Horn
Strategic Sales & Operations
Agent Services Concierge
Assistant Operations Mgr.
Craig Hess HR Manager
Director of Operations
Trainer and Coach
Lance Billingsley Team Lead
Director of Sales
Russell Wolff Team Lead
The Secret to Winning
ne weekend Jacksonville Jaguars Head Coach Jack Del Rio shocked the sports world by announcing that they were releasing Byron Leftwich, their starting quarterback, and replacing him with David Garrard. Coach Del Rio stated that he not only thought Garrard was the better quarterback but that he also brought more positive energy to the position and team—and “positive energy is something we covet.” Del Rio, like all great leaders and coaches knows an important secret. If you want to win, ironically, you don’t focus on winning. You focus on the positive energy and attitude and development of your people and team. John Wooden, the legendary UCLA Basketball Coach ironically never focused on winning. He focused on developing his players. He focused on improving their fundamentals, skills, character and team work. He focused on people instead of outcomes and as a result he won….a lot. Of course all successful people and teams have a goal to win. But winning is just a goal and not the focus. Winning is the byproduct of great effort, leadership, coaching, teamwork and positive energy. And just as you can win in sports you can win at work and life by knowing and living this secret. My friend Skip Tague told me a story about coaching his daughter’s basketball team. In the beginning of the year they were like the bad news bears of basketball. They were blown out each game and the girls were dejected. So instead of having the girls focus on the points on the scoreboard Skip 32
devised a different point system. He gave the girls points every time they took a shot, or made a great pass, or got a rebound or played good defense. The girls grew more and more excited about this and over time focused more on how many points they could generate individually and collectively with the new point system rather than the scoreboard. “And then a funny thing happened,” Skip said. The girls started to dramatically improve because they were focused on improving their skills rather than the scoreboard—and they even won their last game. But the best part is that the following year Skip’s team was the best in the league. Whether its football, basketball, work or life, winning doesn’t happen by focusing on the points on the scoreboard. It happens when we focus on the people, skills, positive energy and teamwork that generate the points. Let us focus on these things, create a new scoring system and winning will come easy. Jon Gordon is a leading authority on developing positive, engaged people, leaders, businesses, schools and teams and the author of the international best seller The Energy Bus: 10 Rules to Fuel your Life, Work and Team with Positive Energy. Jon’s proven solutions are being put to use by thousands of executives and organizations including the PGA Tour and he has been featured in hundreds of television shows, magazines and newspapers around the world including CNN’s American Morning, NBC’s Today Show, Men’s Health, Forbes, and Positive Thinking.
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HELPING MILITARY & VETERAN
FAMILIES REALIZE THE
AMERICAN DREAM! 2,600 + VETERANS
EDUCATED ABOUT HOMEOWNERSHIP
1,500 + FAMILIES
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
750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS
119 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!
OUR FIVE POINT PLAN 1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities. 2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services. 3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families. 4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program. 5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.
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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Construction-toPermanent: An “All-in-One” Loan Kinecta offers Construction-toPermanent loans, which fund a variety of construction scenarios, then convert into the home’s mortgage. Benefits include: • Lending based off the future value of your home post-construction – determined by one full appraisal • Loans up to $4 million
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Contact our construction-to-permanent experts today. Tayt Ianni Sr. Mortgage Loan Consultant cell: 949.689.8639 | efax: 310.727.9119 NMLS# 310914 | email@example.com kinecta.org/tianni
Joe McGreevy Mortgage Loan Consultant cell: 714.396.1619 | efax: 310.536.3621 NMLS# 66072 | firstname.lastname@example.org kinecta.org/jmcgreevy
Brad Martin Construction Lending Manager cell: 949.293.1900 | efax: 310.536.3622 NMLS# 260513 | Bradley.Martin@kinecta.org kinecta.org/bmartin
kinecta.org/construction-to-perm Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Subject to credit and property approval. Rates, program terms, and conditions are subject to change without notice. Not all products are available in all states and for all loan amounts. Other restrictions and limitations may apply. The actual terms of the loan will depend upon the specific characteristics of the loan transaction, the applicant’s credit history, and other financial circumstances that may apply. 23761-07/19
emember the expression, “People don’t care how much you know until they know how much you care.” They want to know if you are willing to give of yourself, to serve their needs and wants. They’re not interested in your title, your college degrees, or how much money you have. First, they want to know if you care about them as a person, if you care about helping them solve their problems. Then your knowledge and experience become important. When you are considering the idea and process of giving “good service”, ask yourself, “What would I want if I were dealing with me?” That really brings it home. When you think of service in personal terms you feel the accountability involved. It becomes a personal responsibility, not just a nice idea or phrase. That kind of thinking turns into a philosophy about the service concept. And, that is where you find the real benefit, in both receiving and giving excellent service.
We have intelligence quotients and personality quotients. If there were a service quotient, an SQ, how would you score? How would your organization score? It is a very powerful concept to build a life, a career or an organization on the knowledge that good service always boomerangs. Sheila Murray Bethel is a best selling author, television personality and globally acclaimed professional speaker. Sheila’s expertise is Change, Leadership, and Personal Excellence. She is the author of the bestselling book, Making A Difference: 12 Qualities That Make You a Leader, host of the new Public Television Specials, “Making A Difference”, and business woman. Copyright© 2003, Sheila Murray Bethel. All rights reserved. For information about Sheila’s Leadership Seminars and Workshops, contact the Frog Pond at 800.704.FROG(3764) or email email@example.com; http://www.frogpond.com.
The Service Boomerang
E XECUTIVE AGENT
Written by H. K. Wilson
BARRY & SHANE KREVOY
Within six months, he was a sales manager overseeing 60 loan officers. As Shane grew up, Barry enthusiastically shared his professional passion with him and sparked a family legacy of service that continues today.
After his distinguished service in the United States Marine Corps, Barry discovered that he could go on making a meaningful contribution to society through a career in mortgage lending. During his second month in the industry, Barry was the top Loan Consultant in his office.
Shane began assisting Barry with marketing and administrative tasks when he was only 15 years old. By the time he graduated from high school, Shane had three years of rigorous training and experience under his belt. But shortly after he entered the mortgage business full time, the market collapsed. He spent the next several years with AT&T, where, imitating his father, he worked his way up the ranks from sales consultant to customer service manager.
or father/son mortgage team Barry and Shane Krevoy, helping a family buy a home isnâ€™t just business; itâ€™s personal. To them, it is a privilege to help someone move into the place where they will raise a family, transition to retirement and build much of their personal wealth. They are a family helping families in a company that takes pride in helping people realize their American Dream.
A Family Helping Families This dynamic duo again joined forces in 2014 to form one of Fairway Mortgage’s top lending teams in Irvine. Together, they offer home buyers and their agents a double-dose of Krevoy service excellence and good humor, along with the insights and relatability of two generations. Barry says, “Shane is a millennial and super tech savvy, in part, because of the work he did at AT&T. I think with the whole slew of young buyers coming in the next several years, it’s important to have someone on the team who can relate to millennials. We are also a super high-tech company - we spent hundreds of millions of dollars on technology in the last three years that we’re just starting to roll out. Where Shane can lean on me for experience, I can lean on him for freshness. Our band width is more as two people, and with the help of our incredible production assistant, Angie Stryker, we’ve been able to more than double our production.” As the preferred lender for two of the top 100 agents in Orange County and a pipeline made up of more than 90 percent purchase business, the Krevoy team is ready for further growth and is expanding into the builder space. “It’s almost impossible these days to become a highproducing Loan Consultant all by yourself,” Barry says. “With the foundation of our team and the support of our branch manager, Ryan Grant, we have the bases covered here.” Military service is a proud part of the Krevoy heritage, and Fairway Mortgage is an industry leader in providing service members and their families with easy access to VA loan products. Barry served as vice president of the Orange County chapter of the Veterans Association of Real Estate Professionals (VAREP), a national organization dedicated to “increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.”
benefits, a hard-earned reward for service. In addition to their tireless work in the housing sector, they also volunteer many hours to supporting various non-profit initiatives that benefit veterans. In 2016, they organized the Orange County Veterans Music & Arts Festival, an event that combined their many shared passions to raise money for area vets. These extraordinarily compassionate, approachable guys understand that for many, the process of buying a home is daunting. They go above and beyond to shoulder the burden so homebuyers and their agents don’t have to. They leverage their individual talents and shared commitment to home ownership to see that everyone has an equal shot at the American Dream. “Our branch at Fairway Mortgage is made up of a lot of families who work together,” Shane says, “and the company as a whole encourages community and camaraderie. It goes hand-in-hand with the idea of working as a family. When we help someone get a home, we feel like we become part of their family. We are a family helping families.” Barry & Shane Krevoy Senior Mortgage Advisors Fairway Mortgage | The Krevoy Team 100 Spectrum Center Dr. #750 | Irvine, CA 92618 Tel: (949) 735-4009 Email: Team@KrevoyTeam.com Web: www.KrevoyTeam.com NMLS ID 923896 | 1295481
Barry and Shane are equally passionate about helping military families understand and access their VA housing Copyright©2020 Fairway Independent Mortgage Corporation. NMLS#2289. 4801 S. Biltmore Lane, Madison, WI 53718, 1-877-699-0353. All rights reserved. Other restrictions and limitations may apply. Equal Housing Lender. Licensed by the Department of Business Oversight under the California Finance Lenders Law. Loans made or arranged pursuant to a California Finance Lenders Law License.
TRY VS. DO
om and Dad were wrong about this one. “If at first you don’t succeed, try, try, again.” Now I know that their motives were good, and the principle, in and of itself had value. They were teaching us to ease into what ever it was that we were struggling with. I know the lesson they were teaching us was pure and sound but when we get to be adults we should get away from the ‘try’ and get into the ‘do.’ There is one very important thing lacking behind the ‘try’ word. Commitment, anytime you use the word ‘try’ it lacks commitment. Here is an example most of us see at least once a week. How many times during the course of the week do you have someone come up to you and say, “Hey, I’m going to ‘try’ and get in touch with you sometime next week.” Whenever I hear that I always reply, “What do you mean, try?” Does that mean if you’re in the mood, or if you remember my number, or if you’re by a phone and have 35 cents?” Do you notice a difference between, “I’m going to ‘try’ to get in touch with you next week” and “Tuesday at 3:00 in the afternoon, I’m going to call you at this number. Are you going to be in?” Do you see the difference? One is committed the other is not. Some people use the ‘try’ word just to get out from under the task at hand or to be polite. Either way, it lacks integrity. Here is another example. How many of you out there have ‘tried’ skydiving?
simply went on a plane ride with a parachute on!” To this day I don’t know if he got the message, but the rest of the class did. Do this, for the next week, stop using the ‘try’ word. If you catch yourself or another person use it, ask yourself or them if that really was what you meant. You see, I have more respect for someone who will say, “I’m not going to do that” and then tell me why, than someone who will say, “I’ll try,” and then not deliver. On the first hand, I know where I stand. I’ve got to do it myself or get someone who will. It’s not hard, simply replace the word ‘try’ with ‘do’ and see if you notice the difference. Here is an important question. Do you want to ‘try’ to be happy? Do you want to ‘try’ to be a good Father or Mother? Do you want to ‘try’ to do a good job at work? It is more than a semantics issue; it ties directly into our level of commitment. Rory Aplanalp has impacted the lives of more than one million people across the globe. He then founded his own company, Human Resource Development, a leader in the sales training field. For more than fourteen years, Rory was affiliated with Franklin Quest/Franklin Covey and was distinguished as their top seminar and keynote speaker. Copyright© 2002, Rory Aplanalp. All rights reserved. For information about Rory’s speaking and training programs, please contact the Frog Pond Group at 800-704-FROG (3764) or Susie@frogpondgroup.com; http://www. frogpondgroup.com.
You know jumping out of a plane with parachutes on. I had one guy in my seminar say, “Well, I have.” I stated that he didn’t ‘try’ he actually ‘did’ the skydiving thing. He countered with, “No, I tried it!” I asked him to explain. He proceeded to tell me how he went up in the plane and strapped the parachute on. When they came to the drop area and opened the door, he looked out and it appeared to be a lot higher than he thought it was going to be, so he asked them to close the door. I said, “You mean you did not jump out?” He said “No, but I tried skydiving.” I countered by saying, “You didn’t ‘try’ skydiving, you
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Why A Positive Attitude Is Best For You -by German Calvo
oing around with a nasty and sarcastic, all “theyowe-me-type-of-thing”, “it is their fault”, “it is the Government’s fault” and continually feeling victimised and negative just about everything, is not really sustainable. So the exercise here is to see whether we can change ourselves to gain a different kind of attitude: “A Positive Attitude”.
Dwelling in the half empty measures, the negative attitudes, the resentments about all things, on blaming everyone else and everything else for your misfortunes is not going to get anything in your life solved. But you already know that, so, trying the other angle, “the positive way” as many people would call it, seems quite a logical thing to do.
Of all things you can adopt for yourself, you would be hard-pressed to find something better than a positive attitude. If you believe you have a realistic approach in life and that is what must prevail above all others, perhaps some thoughts on a positive attitude and the benefits that can bring you, could persuade you to open your mind towards acquiring it.
If being resentful, blame full, uncaring, angry, boastful, impolite and provocative do not get us anything truly worthwhile and make us look negative in so many ways to others, why not make an effort to overcome little by little all those traits to start having a positive attitude and seeing a change in how we are perceived by others.
Sometimes we don’t realize why we go towards things that express frustration, anger, ill feelings about people, situations of family life, the government, the wife, the husband, the environment etc. all of which, if we allow them to persevere in our life, can change our perception of what reality is, simply because we see them from one angle alone. All expressions of this side of seeing things is not a healthy way to be about in life. They can stop us from being resourceful and from seeking solutions to everything we see as problems that upset us. It is not very useful and encouraging for others to see us carrying this kind of attitude. Imagine if instead, we present ourselves with ideas to overcome most things that clutter our judgment and project forward a resourceful way of dealing with things, like talking about other ways to see what is difficult, complex, hurtful, abusive, repulsive or hateful. And what if we persist on smiling, on focusing our thoughts to find solutions, on giving plenty to others without reservation, especially on treating others in a more loveable way without fear of rejection. Do you think if you took this way of behaving would attract a different response from others? I believe this other way of being not only will change your life, your health and your financial position but will also make you a more caring person to everyone around you. Even if you don’t believe it until you make an effort to deviate from taking the pessimistic side of things in life, and go onto the different side of reasoning, that lies in the resourceful state, the creative state, the solution-seeking state, it is extremely difficult to see gains in your life. 46
Looks like by eliminating all those traits, you can begin to make small changes in your attitude, small enough steps to build a muscle of gradual improvement to overcome ingrained negativity. If you persist with this new way of behaving and make it sustainable, you will be, eventually, unstoppable. Nothing can resist your new level of positive attitude that is all conquering, charming and effective in just about any endeavour you care to take. You will always be welcome by everyone and doors will be open to you because it is the new you with the all powerful attitude, “the positive attitude” that you so much wanted since the days of the “half empty glass” and the “partially cloudy skies” and the gloomy statistics of doom that you used to believe. Now you are not sarcastic and nasty and do not have time for sadness, illness, abusive manners and provocation that so much hurt others and got you nothing but rejection. No, you are now totally the opposite, the charming, kind, smiley, courteous, giving, always ready to help kind of person that others love to be with, help and admire. How beautiful is that? To all those that knew you as a negative, stressful-type of person to be with , now they love you and respect you and want to help you because they want to reciprocate your changed positive personality. Great news! If you like this article and want to read others related to Personal Improvement and other subjects of Marketing, you can go here: http://www.GermanCalvo.com/blog where you can also get eBooks downloaded FREE to help you gain ideas of Internet Marketing and off-line marketing.
Don’t Wait Until Tomorrow
he problem with waiting until tomorrow—to do anything—is that when it finally arrives, it is called today. Today is yesterday’s tomorrow, so the question is this: What did we do with its opportunity? All too often, we will waste tomorrow as we wasted yesterday… and as we are wasting today. All that could have been accomplished can easily elude us, despite our intentions, until we inevitably discover that the things that might have been have slipped from our embrace one single, unused day at a time. Each of us must pause frequently to remind ourselves that the clock is ticking. The same clock that began to tick from the moment we drew our first breath will also someday cease. Time is the great equalizer of all humankind. It has taken away the best and the worst of us without regard for either. Time offers opportunity but demands a sense of urgency. When the game of life is finally over, there is no second chance to correct our errors. The clock that is ticking away the moments of our lives does not care about winners and losers. It does not care about who succeeds or who fails. It does not care about excuses, fairness or equality. The only essential issue is how we played the game.
the value of each and every moment of our lives— moments that seem so insignificant that their loss often goes unnoticed. We still have all the time we need. We still have lots of chances, lots of opportunities, lots of years to show what we can do. There will be a tomorrow, a next week, a next month and a next year. But unless we develop a sense of urgency, those brief windows of time will be sadly wasted, as were the weeks and months and years before them. There isn’t an endless supply. So as you think of your dreams and goals of your future “tomorrow,” take those very important first steps to making them all come to life… today. Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com.
Regardless of a person’s age, there is a sense of urgency that should drive them into action now—this very moment. We should be constantly aware of
start living the life of your dreams today not tomorrow ExecutiveAgent Magazine
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Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE
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