JUNE 2015 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

TM

Lars Nordstrom Executive Agent of the Month

Inside Features: Barbara Anderson First Team Real Estate Nita Desai Berkshire Hathaway HS

N

Ray Solly Century 21 Award r e a l

e s t a t e

g r o u p

the name you’ve come to trust

Kristi Wright Villa Real Estate

COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

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

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

June, 2015

N. Orange County

Cover Story

Editorials

26 - Bill Brooks:

The Role of Positive Thinking on Your Sales Career and Life

36 - Steve Cook:

Negotiating Like A Pro

16 - Stacy Holder: Invest In Yourself

34 - Richard Weylman: What Is It That You Do?

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

ADVERTISERS’ INDEX Alpine Mortgage Planning..................

Greenpath Funding..............................9 imortgage....................................31 i Photography Studio..................25-38 Kinecta Federal Credit Union............13

28 - Dirk Zeller: 19 Lars Nordstrom Executive Agent of the Month

Persistence

Mike Ferry.........................................12 PWAOR.........................................8

06 - Zig Ziglar: Laughter

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

32 Barbara Anderson

10 Ray Solly

04 Nita Desai

14

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2015 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Kristi Wright

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3

E XECUTIVE AGENT

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MAGAZINE

Nita Desai Written by Shannon Hartsoe

W

hen Nita Desai went shopping for a home many years ago, the experience could have turned her against the real estate industry. Agents only showed her homes outside her price range and treated her

like a second-class customer because she could only pay 10 percent down. “I was disheartened,” she says.

Finally, a friend referred her to an agent who understood Nita’s home needs and explained everything to her. It only took three days for her new agent to find the perfect home for Nita.

“I decided then, that I will become like this agent,” Nita says.

Today she’s a top Realtor® at Berkshire Hathaway HS California Properties, providing outstanding customer service and top-notch market insights to homebuyers and sellers in Lake Forest, Laguna Hills, Mission Viejo, Irvine, Aliso Viejo, Trabuco Canyon and Rancho Santa Margarita.

But just because she’s successful in sales, don’t think of Nita as a sales person. That has never been her goal and it never will. Think of her as a trusted adviser.

“I did not want to be a sales person,” she says. “I still do not consider myself as a sales person. I help buyers and sellers to make a sound decision on their real estate investment. I am successful because of the trust of my clients in me. I put myself in their place and work with them.”

Clients Sing Her Praises Nita’s clients are the best sources when you want to know what it’s like to work with her. And her website is full of satisfied clients who are happy to share their stories.

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A Trusted Adviser The Patels bought a home through Nita, but due to the subsequent economic crisis their business took a major hit and they could no longer afford the monthly payments.

Today about 90 percent of Nita’s business comes from referrals, which along with testimonials provide some of the best evidence for a Realtor’s® success.

“We called Nita and she came over that evening. She had the knowledge of all options for us. She gave us websites to check and gave us information about the market and short-sale process. We trusted Nita when we bought the house and we knew we could trust her to get us out of the mess.” the Patels say.

Diverse Background Nita was raised in India and attended schools in Canada and the United States, where she was an art major in college. She moved to Orange County in 1982, after living for eight years in Malaysia.

Nita listed their house and negotiated with the banks for the couple’s two loans. She kept them fully informed and guided the Patels throughout the escrow and negotiations with banks.

“Nita knows her work and she is one of the best Realtors® we know. We highly recommend Nita if you are looking for a Realtor® who works for you,” they wrote on her website.

Adds J.C. Coto, whom Nita also helped with a short sale: “If you are looking for a hard-working Realtor® who knows what she is doing, give her a call. Meet with her and you will know.”

Up and Running Nita says it took her only a few months to get some momentum going when she became a Realtor® in 1984 in Orange County. That’s about half the time she gave herself to start seeing some results when she decided to pursue a real estate career.

From the inspiration a Realtor® gave her when she was trying to buy a home, to her education and global perspective, Nita offers a dedication and understanding for her clients that’s hard to beat. “During my 30-plus years working as a full-time real estate professional, I have seen many cities built from the ground up. Just to name a few: Portola Hills, Foothill Ranch, Rancho Santa Margarita, Wagon Wheel, Ladera Ranch, Aliso Viejo and many communities in Irvine and Lake Forest,” she states. But the best part of her job is still when she can help someone buy or sell their home.

“The most rewarding part of my work is when I hand the key of a newly purchased home to the buyers and sell a home for sellers at their price and put a large ‘SOLD’ sign on their home which is also very exciting for the clients.”

“I take my job seriously and work for my clients. We had no computers and had to depend on maps and know all the streets so we could show properties.” But Nita is quick to give credit to those who played a significant role in her success. At the top of that list is Rich Cosner, who gave Nita her start at Merrill Lynch Realty. “He is still my mentor and a wonderful friend.”

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Nita Desai Berkshire Hathaway HomeServices California Properties Tel: 949-589-0744 dnita@aol.com - nitasells@gmail.com Web: www.HomesByNita.com CalBRE # 00854627

EA

Laughter L

aughter is a great stress reducer. If you have never read Norman Cousins’s account of his experience of self-healing as described in Anatomy of an Illness, I encourage you to do so. When diagnosed with an incurable illness, he brought a movie projector into his hospital room and watched reel after reel of old classic comedy movies, laughing himself into hysterics.

He found he could relieve his otherwise significant pain on a consistent basis through laughter. That practice, along with some other novel therapies, resulted in his healing. He left his prestigious journalistic career and taught on the faculty of a major medical school about the power of the mind and emotions in healing the body of disease.

Next to love, laughter has been described as the second-most powerful emotion we can express. It has been said that laughter is like internal jogging—it stimulates the respiratory system, oxygenates the body, relaxes tense muscles, and releases pleasure-producing chemicals in the brain. You cannot laugh and be mad, laugh and be tense, laugh and be stressed. Laughter is low-calorie, caffeine-free, and has no salt, preservatives, or additives. It’s 100 percent natural and one size fits all.

Laughter is truly God’s gift to humankind. You can get high on laughter but never overdose. Laughter is contagious—once it starts little can be done to stop it.

Laughter never felt bad, committed a crime, started a war or broke up a relationship. Laughter is shared by the giver and the receiver. Laughter costs nothing and its non-taxable. Laughter is a trend-setter. If we can find ways to laugh first thing in the morning, it may in fact set the trend for the rest of the day.

Let me close by telling you the most important use of laughter I have ever discovered: The ability to laugh at ourselves. I stopped taking myself too seriously years ago and it was the best decision I ever made. Don’t get me wrong—I’m still serious about what I do. But not so serious that I can’t be the first one to laugh when I mess up (which happens all too often—it’s why I spend so much time laughing!). When you’re the first person to laugh at yourself, you leave little room for others to laugh at you.

Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com 6

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Written by Zig Ziglar

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7

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Sr. Mortgage Consultant 619.733.3697

Mortgage Consultant 949.702.0532

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

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

Ray Solly H

onor, integrity and loyalty are not just words to Ray Solly. His 26 years in the Marine Corps, 33 years of marriage and 16 years in real estate recommend him as a man who sticks to his word and sees things through.

Ray served all over the world during his distinguished military career. He was one of the first three Marines to receive Army Special Forces training and served security

duty at U.S. embassies in Vienna and Calcutta. He met his wife in Calcutta, and shortly after their return to the U.S., they purchased their first home in Oceanside.

Before his military retirement, Ray began his real estate training. He had always enjoyed looking at homes and working with people, so he planned to take up a second career in real estate when he returned to civilian life in 2000.

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“Being a Marine provided me with the building blocks for every other endeavor in my life,” Ray says. “I worked with so many different people on a daily basis. I learned a lot about the politics of working with people, like how to tell them what they were doing wrong, but in a tactful manner. I also learned the value of proper planning. Nothing ever gets done without a clearly defined plan of action.

Basically, those are the things you need to do well to be good at real estate.”

Ray began his real estate career with Century 21 Award, and that is where he remains today. “I saw right away that everybody here works as a team, just like we did in the Corps. Everybody is here to help. That includes my lender, Doc Spaulding. The training I received was awesome. Nobody is trying to one-up you. Instead, they’re all there to get the job done.”

The outstanding technology at Century 21 Award is also of benefit to his clients. “If you want to get listings, you have to be able to create the highest visibility on the internet. Century 21 Award helps me provide the best advertising for my clients, and the agents here get great IT support.”

Market highs and lows are no deterrent to Ray, whose consistency and determination have ensured his success regardless of the trends. “Marines always have a can-do attitude,” Ray says. “When the market turned, you might have had to work a little harder, but the business is always out there if you want it. I can’t say I really went through any tough times. There were still people who wanted to buy – you just had to put your nose down and push hard.”

Even though Ray is direct in telling clients things they may not always want to hear, his candor is an expression of his duty and compassion. “Sugar coating doesn’t put money in the bank. A lot of people say ‘you may not like what Solly tells you, but you know you can take it to the bank.’ Buying a home is a very trying experience and the biggest investment people ever spend their money on.

They need to have confidence that the person they’re dealing with knows what they’re doing and is acting in their best interests.”

Ray and his wife, Karina, have a daughter, Ashleigh, who is graduating from Cal State San Marcos with her degree in Human Development in preparation for nursing school.

“I’m super proud of both of them for sticking with me through my career in the Marine Corps, as well as through real estate. You can’t do the job if you don’t have the support of your family.” Ray is an avid outdoorsman who loves the Southern California weather and lifestyle, where he enjoys hiking, skiing, camping and spending time at the beach. He is also an active supporter of Easter Seals.

“Nothing makes me happier than giving the keys to a new homebuyer, watching him carry his wife over the threshold and seeing the kids finally get their own back yard. I enjoy giving people their American Dream. That’s what the Marine Corps is all about. I served so the American people would have the freedom to do such a thing.”

The high character standards that Ray cultivated in the military have also contributed to his success as a Realtor®. He builds trust by communicating openly and truthfully with clients at every stage of the transaction. “When people do a transaction with me, they know they are being dealt with honestly and fairly. I go over the full contract with them. It can take four hours to go through the whole thing, but when we’re done, they know what they’re signing for.”

ExecutiveAgent Magazine

Ray Solly Century 21 Award 30589 Temecula Parkway Temecula, CA 92592 Tel: 760-525-3875 Email: sollyray@hotmail.com Web: www.usmcrealestate.com CalBRE # 01275223

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INSURANCE SERVICES

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

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

17657-03/15

E XECUTIVE AGENT

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MAGAZINE

Kristi Wright

ExecutiveAgent Magazine

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In Business for a Lifetime Written by Haley Freeman

K

risti Wright is a top Realtor® in the Newport Beach market who loves selling the extraordinary lifestyle in her home community. A Broker Associate at Villa Real Estate, Kristi is passionate about working with one of the most recognized brands in the area to provide her clients with the highest caliber of customer service.

Kristi’s mother was also a Realtor®, and she remembers tagging along with her to work during her childhood.

“Those were always good memories, and my mom taught me how to work hard, be a professional and really care about people.”

Kristi transitioned from her career as a controller to real estate in 2004, when she saw an opportunity to earn a more lucrative living for herself and children. She made her mark right away, earning the title of Rookie of the Year at one of the top real estate firms in Arizona. She went on to work with a luxury real estate team in Newport Beach, before choosing to work as a solo agent.

“When I decided to go out on my own, I chose Villa,” Kristi says. “I liked their branding, and I noticed that they had a big market share with a high volume of listings in the area. I interviewed with them and liked their vibe – very professional, yet down-to-earth. It’s an amazing company and has been a great move for me. They provide me with marketing support on all points – updating my website, helping me with social media and ad design. I’m not sacrificing anything by being on my own. I still have a whole team backing me up so I can focus on my clients.”

As a solo agent who has such a reliable support structure, Kristi feels she is able to give her clients better service than ever before. “I feel I can focus more on my clients and take better care of people individually by working on my own. I have a better understanding of their goals and can give more personalized service tailored to their specific needs.”

The skills Kristi honed as a controller have helped her to create processes that yield consistent results in real estate. “Being a controller helped me with organization. I like to build spreadsheets to keep track of the marketing I’m doing for clients and keep things consistent with each listing. It helps me to look at my business from a broader perspective than just marketing. Everything has a plan – sales don’t just happen. I have put systems in place that get the best results over and over again, from the time I

look for a listing, to the sales and marketing process, to getting it through escrow.”

Kristi takes the long view in building relationships with her clients and community. “I’m building my business for a lifetime. I’m not just looking at any one transaction. I want my clients to look at me as their life-long real estate consultant and I let them know I’m always available.”

Kristi also partners with Kinecta to host regular home buying seminars.

Kristi is also a faithful supporter of Laura’s House, a local shelter for women and children affected by domestic violence. “When I started working with them, I felt like I was a successful single mom who had been able to take care of her kids. I felt I could provide encouragement and show battered women that they don’t have to stay in a bad situation and can make it on their own. I volunteer there every other week, helping the house coordinator, assisting with family night on Wednesdays and just by being there to listen and give good advice.”

Kristi and her partner, Scott, have five children between them ranging in ages from 9 to 22. As a result, they have children in every phase of the local school system and are active in sports and outdoor activities. Kristi is a running and biking enthusiast who also loves food. “I like trying different restaurants in the area and then writing about them in my newsletter. It’s important to me to take care of the people I know and support local businesses.”

“I love real estate because it allows me to be a part of such an exciting time in someone’s life. Knowing that they are relying on me to give the right advice is so rewarding to me.”

Kristi Wright Villa Real Estate 660 Newport Center Drive, Suite 200 Newport Beach, CA 92660 Tel: 949-637-6602 Email: Kristi@WGroupRE.com Web: www.WGroupRE.com CalBRE # 01834110

ExecutiveAgent Magazine

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Invest in Yourself

W

hen you are just getting started, it is natural to want to save your money and do things as inexpensively as possible. That’s how we started this and many other businesses that failed.

We read a lot of books, but missed a few pieces. You see, the authors of books aren’t going to give you all their secrets. Not necessarily because they don’t want to, but because there is too much to put in one book and it can be complicated for new investors.

We found ourselves waking up one day realizing it was time for a change. We took a seminar for $4000 that we borrowed from someone else with no means to pay it back. I don’t know if it was because we were out of options that we came to this point, but nonetheless, we were there! People used to call and ask us if it was worth it to pay for the course. Our answer was always “We made $12,000 that weekend that we wouldn’t have without the course”. But, really what they were asking is “Can I do this?”

The answer to that is a simple “Yes.” Will you do it is another question. And that is where investing in yourself is so important. It is easy to get beat up and knocked down in the beginning, with or without a partner. You need to learn as much as possible from people that are doing it NOW. And more importantly than the theoretical knowledge, you gain motivation and belief. After a three day training event, you leave pumped up and ready to go full speed ahead.

We have, in the last six months, taken 6 weekend seminars including a trip to Los Angeles, purchased several boot camps and training series, attended single day workshops, and several other smaller things.

We have probably attended over $15,000 in training and purchased a few thousand more in materials and software to help us become more efficient and effective. We are getting ready to spend another $20,000 (yes twenty thousand dollars) on a training seminar.

WOW... THAT’S A LOT OF MONEY! You are correct! But we have made more than that back! The experts that teach these courses ALWAYS give you something that you didn’t have before or at the very least remind you to do something you had been forgetting!

More importantly, you leave excited and energized. You don’t feel beat up anymore. You meet new people and get on the right track again.

The more you invest in yourself, the more successful your business will be and the faster you will get there!

Stacy Holder and Heather Seitz began their real estate investing career with absolutely nothing! They learned to leverage other people’s time, money and resources to purchase over $2 Million in real estate in their first 8 months.

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ExecutiveAgent Magazine

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Written By Stacy Holder ExecutiveAgent Magazine

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

EA

Cover Story

Lars Nordstrom Executive Agent of the Month

N

r e a l

e s t a t e

g r o u p

the name you’ve come to trust

ExecutiveAgent Magazine

Lars Nordstrom Written by Haley Freeman - Ian Wiant Photographer

L

ars Nordstrom achieved his success in real estate the old fashioned way – by working hard, taking care of people and refining his craft. With his good sense of humor and down-to-earth manner, Lars proves that for him, no job is too small and no task too humble.

He treats every client like a friend and reaps the rewards of a loyal client base.

Lars is a lifetime athlete honored as an NCAA 3-time All-American in swimming and an academic All-American in water polo, who also earned his degree in Kinesiology.

As a swimmer in San Diego, Lars spent a lot of time at the beach. A friend’s father asked him to look out for any houses for sale with an ocean view. “He told me if he bought it, he’d give me $500,” Lars says. “That sounded like a lot of money to me – I was a broke young guy trying to find coupons to shop at Costco. Then I met a real estate

agent who offered me $1500 for the referral.” Following that, Lars attended a career fair on campus at UCSD. “I was curious about why an agent would offer me $1500 for a name. That’s when I learned how much he could make on the sale. Before you knew it, I was a licensed Realtor®.”

In his real estate class in San Diego, Lars met Chris Speer – an Army veteran wounded in action and beginning his second career. They worked together for a time and became fast friends. Lars then headed off to Orange County and Chris remained in San Diego, where he worked with a high-volume REO team. “I knew that I wouldn’t make the money that I could elsewhere, but I took the job for the experience,” Chris says. “After dealing with that many properties in such a short amount of time, nothing bothers me. I don’t get flustered when something goes wrong. I know what to do.”

ExecutiveAgent Magazine

Building a Five-Star Real Estate Team Simultaneously, Lars worked with an REO team in Orange County and then branched out on his own as the market shifted. “I shopped around, and the more I talked to First Team, I knew I had to go to work with them. My choice was not about me, but about the service I could offer to my clients.”

Beginning his career during the distressed market did not deter Lars. He continues, “I did REOs to learn the market, but at the same time, I knew that I needed to get out and meet people, follow up and work hard to make it in the conventional market. I did open houses and walked neighborhoods. Everybody around me kept complaining that business wasn’t like it was in 2004, but I’d never had the experience of putting out a sign and making $20,000 the next day. I never knew what easy money was. I still don’t know. I just know that you have to work hard for your money. You have to work hard for your client. I learned that from my dad and grandpa growing up. It’s all about

balance. You work as hard as you want to work, to be as successful as you want to be.”

After establishing himself with First Team, Lars began building The Nordstrom Real Estate Group. He has assembled a group of outstanding agents, with like values and varied skills. “We are all very different people, but our ethics are the same and we all have fun together,” Lars says.

Janice Stahler was the first to join Lars. She is a native of Orange County who holds a bachelor’s degree in business administration. She began in real estate working with her parents’ brokerage specializing in the sale of assisted living and healthcare facilities. “What I saw in her was a female version of me,” Lars says. “She’s a hard worker and does whatever she can for her clients. She started out with me as a buyer’s agent, but now I share listing leads with her and she is generating listings of her own.”

The Nordstrom Real Estate Group: Chris Speer, Janice Stahler, Lars Nordstrom and Yolla Elkhoueiry ExecutiveAgent Magazine

Chris and Lars reunited when Chris joined the team in early 2014. “If I could give Chris a title, I think it would be ‘the guy who keeps everything together,’” Lars says.

“He’s way more disciplined than me. I like to have fun, and that’s how I attract people. Chris is very disciplined and keeps everything going. He acts as our business facilitator, is a buyer’s agent and has his own business” Yolla Elkhoueiry is the newest addition to the team.

She grew up as the youngest of seven children in a conflicted region of the Middle East and achieved a successful career as an architect. She speaks Arabic, French and English, and her broad cultural background helps her to authentically connect with a wide range of clients. “Yolla was a past client of mine who had such a positive experience that she wanted to get into real estate herself and provide others with an experience that is equally fun and enjoyable. I feel that is the greatest compliment I

could ever receive as a professional. Yolla is very hardworking, well-connected and has the nicest family. She is a buyer’s agent who also works on her own listings, and we are happy to have her working with us.”

Lars and his team remain diversified and agile to assist clients in any kind of market. Luxury properties and international clientele are an increasingly large percentage of their portfolio. “The only thing we don’t provide is property management, but we have a great referral partnership for that. The phenomenal schools and neighborhoods here are a big draw. Buyers are coming here from overseas looking to have this lifestyle. I knew that I needed to align myself with a company with an international presence if I wanted to provide the service that would attract the best international clientele. First Team is the exclusive affiliate of Christie’s International Real Estate as well as Luxury Portfolio.”

ExecutiveAgent Magazine

“Real Estate Is Very Personal. It’s All About Family And Lifestyle.”

Lars and his team also embrace the millennial market.

“Many agents say millennials are difficult, and they’re afraid of them. But if you want to work with them, you have to give them the information they want. They come to a transaction knowing all the what, but still not knowing the why. The internet can decipher everything except what’s important to us as people. That’s what sets us apart as agents. We advocate and negotiate for people – the internet can’t do that. Until real estate becomes an impersonal business, we still have a job. And real estate is very personal. It’s all about family and lifestyle, and that’s why we’re still employed.”

According to Lars, his goal isn’t to be the number one agent in OC, but to help as many people as he can while maintaining a balanced life. “People ask me about my motivation. It’s not a bigger car or house. It’s my little girl.

Family is number one for me. My church is also important to me. I feel my faith has gotten me where I am today.”

Fifty-five clients have given Lars and his team a 5-Star rating on Zillow. “I openly wear my heart on my sleeve,” Lars says. “What people say online about our service means so much more to me than my paycheck. We’re here to make the real estate process easier and make good friends along the way.”

ExecutiveAgent Magazine

Lars Nordstrom First Team Real Estate Tel: 714-345-8579 NordstromGroupSoCal@gmail.com www.HomesByNordstrom.com CalBRE # 01768982

N

r e a l

e s t a t e

g r o u p

the name you’ve come to trust

ExecutiveAgent Magazine

EA

The Role of Positive Thinking on Your Sales Career and Life

L

ots of salespeople seem to have forgotten, or perhaps have never even learned, the many ways that they can improve not only their sales performance, but their life performance as well. The future of your sales career may very well rest on the frame of mind that you have in your daily life. Here are several tips that may help you to improve this frame of mind and your future.

First of all, you should overcome any past negative impact. You need to forget your failures and mistakes.

These failures and mistakes should be seen only as stepping-stones that you have been fortunate enough to experience and learn from. Salespeople can truly damage their mental state and their sales performance by dwelling on past mistakes. Such practices as continually viewing yourself in a negative light can only serve to put you in a downward spiral.

A tip that reflects the opposite of the previous one is to build upon previous positive experiences. Concentrate primarily on your past successes, and this will help you feel far more important and positive. By concentrating primarily on your successes and the positive aspects of your past, you will surely feel extremely more confident, and confidence will give any salesperson a “leg up” in any sales situation. Furthermore, this confidence can seep

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into all other facets of your life, leading to an all around improvement of the quality of life.

Seeking out “coaches” and “team-members” will only serve to improve your chances for success in and out of the business realm. Coaches can help to build you up, as well as provide you with vital life experience and job experience that you otherwise would not be able to experience yourself. In regard to sales team-members, they can provide you with a support system as well as with a feeling of belonging. Their successes will be your successes, and your successes will be theirs’. Having a coach, as well as being a member of a team can certainly improve your job as well as your home life.

Becoming obsessed with learning is another excellent tip for any salesperson who is aspiring to improve their future sales performance. “Knowledge is power” has become a cliché, but the validity of this statement still stands. Any serious salesperson should always be looking for that “edge,” and knowledge is always there.

You should always be seeking new facts, information, and data, and knowing more of these than your competitor will provide you with so much more success. I can promise you that!

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By constantly improving your thinking processes, you will also sharpen your thinking and analytical skills, and in turn you will enjoy more success in the future.

Improvement of your thinking skills involves the quick and efficient use of knowledge, which is addressed in the previous tip. If you become obsessed with learning and channel this constant flow of new information through quick and useful thought patterns, then once again you will enjoy a “one up� over your competition. Top performing salespeople are always seeking new information, and are always able to use this information in the most effective manner in their pursuit of the sale. Therefore, if you follow the same strategies as these salespeople, then your future is as bright as theirs.

The final tip, and perhaps the most important one, actually is to incorporate yourself mentally. This somewhat difficult tip means that you should never forget your own long-term goals and aspirations. You should certainly remain loyal and honorable to your current employer, but again, never forget your own long-term goals and aspirations! Those individuals who are the most successful are those who never forget their own goals. By striving for your goals long enough and hard enough, you will eventually reach them and become an envied and admired sales professional.

The bottom line? If you are truly seeking to improve your future either professionally, personally, or both, there are certain strategies that have proven to serve those who are seeking these goals very well. By overcoming any negative past impact, building upon any and all positive impact, utilizing coaches and team-members you may have in your life, becoming obsessed with learning, constantly improving your thinking processes, and incorporating yourself mentally, you are surely going to be able to improve any aspect of your sales career and life that you wish to improve. The secret to this plan is to work hard and remain committed. There is, unfortunately, no secret to that!

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. CopyrightŠ 2004, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; www.frogpond.com

ExecutiveAgent Magazine

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EA

Persistence I

was asked recently what the one skill is that a REALTOR® needs in order to be successful. That was a tough question.

The one skill…I thought about it over and over. There are so many skills Agents need to be successful. We have to have good presentation skills, marketing skills, negotiating skills, objection handling skills, technology skills. Then it hit me.

All those skills pale in contrast to this one: Persistence. It is the one skill that will make up for our deficiencies in all the other areas. It will allow us to win in life no matter what obstacles that are placed in front of us.

Calvin Coolidge our 30th president said it very well. “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Geniuses will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”

It truly is a noble skill to have the ability to move forward when everything around you is collapsing, meeting the challenge head on and grinding through the competition. We are all professionals or we aspire to be a professional.

The definition of a professional is someone who does something even when he doesn’t feel like doing it. Many of us know what we need to do; yet we don’t do it. We spend our time looking for the one step that will change our life, rather than using the path of persistence to win. We look around for the magic answer that will solve all our problems.

Do you realize that over 80% of the late night infomercials are centered on “get rich quick or lose weight instantly”?

We live in a liposuction society where we want abundance-yesterday. We don’t want to do the diligent, persistent work to achieve success. My friend Zig Ziglar has a great line. That is: “Life is like a cafeteria. First you pay then you get to eat.” It’s not a restaurant where you sit down, get served and get your fill. When you are full and satisfied, then the bill arrives. You have to pay before you receive the reward.

Persistence is crucial to ultimate success in life. To learn the skill of persistence you must first learn to persist in the little things. The first step for mastery of persistence is the ability to decide, and have the clarity of decision that you will do it or else. Start with persistence in your eating habits or workout habits. You could even just select one thing or task you need to do today. Then make sure you complete it before the end of the day. Don’t ever end your day before you get it done.

We often select too many things or set the bar too high too early. This will cause us to fall short, and the negative self-talk will begin. The journey to run a marathon begins with a walk around the block. Start with the walk around the block, and in a few days go twice around. Then in a week you can do 4 times around. By the end of the month you will be able to walk a mile. The process in business is the same. Start with calling a few past clients or sphere of influence. Call 5 people a day. You don’t need to do 4 hours of prospecting. That’s like running a marathon without training. If you managed to actually do it, which would be rare, you would be so sore and tired and spent. You would be worthless for a week. Build the skill of persistence.

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ExecutiveAgent Magazine

EA

Written By Dirk Zeller

The best technique to learn persistence is to just start. The truth is, it’s the start that stops most people. Just beginning is the biggest barrier for everyone. Getting your sneakers on and stepping on the treadmill or picking up the phone the first time is never as bad as our mind makes it out to be. Once you begin, you pick up momentum and that positive self-talk of accomplishment. My father taught me a saying many years ago. It is a saying about persistence. It’s a saying that exemplifies his life.

Once a task has begun Never leave until it’s done Though the task be great or small Do it well or not at all.

Persistence is by far and away the skill that we need to master. It is the one skill that guarantees success in both your personal and professional life. There is no substitute. Remember it is the start that stops most people.

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

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E XECUTIVE AGENT

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MAGAZINE

Barbara Anderson

ExecutiveAgent Magazine

Written by Haley Freeman

EA

Making Life-Long Friends Along The Way

B

arbara Anderson is well-loved as an agent at First Team Real Estate, where she demonstrates the same high standards that she applies in her personal life, resulting in an award-winning career and over 40 happy years of marriage.

Barbara grew up as one of seven children in a closeknit, Midwestern family. At only 22 years old, she bravely set out on her own from Michigan to establish a new life in the Golden State. She had read an article about Santa Monica, so that is where she went, looking forward to a warmer climate, a coastal lifestyle and fresh opportunities in the California economy.

She began her career in the aerospace industry, where she worked for Hughes Aircraft and McDonald Douglas.

Barbara met her husband at Hughes, and then took a hiatus from work to raise their three children. When they were all settled in school, she went to work for a property management and construction company. “That was my true introduction into the world of real estate,” Barbara says.

“As the office manager, I oversaw everything relating to property management. Then we went into construction, where I had the opportunity to see things being built and coordinate activities on the job sites. I learned so much there that I brought with me into my real estate business.”

Barbara returned to the aerospace industry for a time, working with a parts manufacturer. There, she became a contracts manager for the repairs department, another experience that prepared her well for her ultimate career in real estate. “I always knew I wanted to get back into real estate, and with knowledge of contracts, negotiations, construction and property management, it was a natural transition for me.”

Barbara found her home with First Team in 2006. “I started out with another company, but left to search for a company that had strong ethics and a diverse training program. I found everything I was looking for at First Team. We have great training, and I am part of such a warm office. I feel very close to people here and know I’m working with others who share my values and goals.”

According to Barbara, her goals are very simple. “I’m really a family person much more than I am a business person. My goal is to help people find what they need and have a pleasant experience doing it. It’s never about the money. It’s about holding them up, putting the client first and never doing anything to jeopardize your integrity. It’s a plus that I actually get paid to do what I do.”

Barbara began her real estate career just as the market was beginning its downturn. But the hard work required didn’t scare her away. “I think I came in at a time when I could learn so much, and it has been extremely helpful to me. I didn’t come in on the gravy train, and it has made me stronger. I took classes on short sales and bank-owned properties and got certified, because that’s what people needed. I persisted and learned a lot.”

Her authentic, Midwest values are evident in the way she treats everyone she encounters. “I never short-change anyone on service, whether it is a mobile home or a highend property; everyone deserves the best I have to offer.

No matter how big or small the deal, I believe in treating everyone the same.”

“I love people,” she continues. “Through the years, I’ve come to love so many of my clients. Most are like extended family. The times we are out together looking at property and talking and getting to know one another are just fun. That’s what real estate is all about for me.”

Her flexible schedule allows Barbara to spend time with her grandchildren, who are 3 ½ years and 18 months old.

“I watch them two days a week, and my husband and I love spending time with them. Enjoying our grandchildren together has opened up a whole new transition in our life. We also have 2 grandchildren of nearly the same ages in New York, so we travel there as often as we can. We are proud of all three of our wonderful children who work in diverse careers and have happy lives.”

According to Barbara, her 40-plus-year marriage is a success because she and her husband “still share the same sense of humor. I think that’s what keeps people together; that, along with commitment and sharing the same values.

That’s also what works in business. You have to raise the bar a little bit on the standards you have for yourself, and hopefully you can make life-long friends along the way.”

Barbara Anderson First Team Real Estate Tel: 714-726-1404 Email: BarbaraAnderson@firstteam.com Web: www.firstteam.com CalBRE # 01753322

ExecutiveAgent Magazine

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What Is It That You Do? Written By Richard Weylman

O

ne great frustration in the prospecting process is becoming comfortable with letting people you meet know what you do for a living. Over the years, as I’ve spoken at company and industry events, many financial services professionals have expressed their confusion and concern about how to approach people and what to say to them. Some feel they shouldn’t bring it up until they’re asked; others feel that if they bring it up, they will be seen as pushy.

The apparent reason for this ongoing debate is a lack of rapport-building skills and self-confidence about your chosen occupation and its value to others.

Use these strategies to gain the confidence and skills to let the people you meet in a business or social setting know what you do for a living: 1. Make a list of all the reasons why financial planning is so important. The purpose of this list is to get you focused on the benefits and to give you some internal motivation.

2. Ask the centers of influence (the presidents, executive directors, clients, etc.) in the markets that you have chosen to suggest how you could best approach individuals about what you do for a living. Ask for specific direction here, even down to the phrases that they would use.

3. Schedule some time with your manager and ask him to tell you specifically the words he uses to tell others what he does for a living. Be sure your manager gives you the specific words that he uses. Write those words down so you can adapt them to your own use.

4. Role-play with your manager and colleagues so that you hone and sharpen your skill at bringing up what you do in a non-threatening way. It’s important to create an environment as close as possible to a real situation. Perhaps you could sit down at the conference room table and have four or five of your colleagues sit with you as if you were having a meal at a function that your target market is putting on. Turn to the person on your left and the person on your right and simply say, “I’ve certainly enjoyed talking with you again.

We’ve seen each other over the last several months at these meetings, and I would be delighted to have an opportunity to get together with you sometime during the next month and hear more about your business and to tell you more about some of the things that I’m 34

doing to help people in the industry achieve financial well-being.” Then ask for the appointment, “Is there a particular day of the month that would work for you?”

Then quietly listen to what the individual has to say. In most cases, they’ll respond favorably. As you role-play this, have your day planner ready just as you would at the function. Use your day planner as you would in real life so you actually practice the process.

5. Work on your rapport-building skills. Often you find yourself in a situation where you’re not sitting next to someone at a meeting and, therefore, you don’t have the ability to establish a sense of elationship over a meal or during the meeting. Many times you may be standing in a crowd at the hors d’oeuvre table or the registration desk where you’re unsure of how to proceed. George Walther, a good friend of mine and the author of Phone Power says, “Stand shoulder to shoulder with someone as you watch an event or before a meeting begins. Lean in and make a comment on the program or ask a question about the other individual, then introduce yourself.” Undoubtedly, one of the best ways to mingle and to establish rapport is to ask a question and make a positive comment. This interaction almost always leads to introductions which present you with a golden opportunity to not only tell people what you do, but to make it interesting.

As you develop the words that you will use and the way that you will approach prospects, keep in mind these three things: 1. Let prospects know your intent while making it clear you enjoy working with people like them. It’s not necessary to blatantly say, “I’m here to sell you.” But do let them know you’re a resource.

2. Avoid being coy and thereby harming trust and credibility. Be forthright and forthcoming so that you avoid getting the reputation that you are simply using the group.

3. Let them know you’re there because you have an affinity to the organization and that they are the type of people you choose to do business with and wish to serve. By having a well-though-out brief commercial about what you do and how it will help the prospect, any skepticism about your intent will be overcome by your professionalism.

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C. Richard Weylman is an expert in marketing, selling and communicating to affluent and high net worth people.

He is the author of “Opening Closed Doors, Keys To Reaching Hard-to-Reach People,” as well as numerous sales, relationship and marketing and management audio and video education programs. To discover the many resources he has to offer you and your organization, including his speaking topics, free weekly marketing tips (emailed to you), free articles and much more, go to www.richardweylman.com or call 1-800-535-4332 to schedule Richard to speak at your next event.

help people move to the next level o f productivity and fulfillment. He is the author of “Opening Closed Doors, Keys to Reaching Hard-to-Reach People” and numerous other sales, relationship marketing and management audio and video programs. To receive more ideas and insight on how to market to high net worth people, recruit quality people, or practice management issues, schedule Richard to speak at your next meeting, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com

Copyright C 2002, Richard Weylman. All right reserved.

Richard Weylman, CSP, serves as President of The Achievement Group, Inc., an Florida-based consulting firm dedicated to professionally and ethically

EA

ExecutiveAgent Magazine

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EA

Negotiating Like a Pro

I

know that one of the toughest things for a beginning investor is negotiating deals. We are often our own worst enemy when it comes to this. For the most part, I think that when we envision good negotiators, we see smooth talking individuals with an answer for everything. For many of us, this is a horrifying vision because smooth and slick does not come naturally to us and, if we’re honest, we don’t want to come across that way. So how do we negotiate a good deal when we don’t have the gift of “slick”, and we don’t want to become “slick”?

I do not consider myself to be a smooth and slick negotiator, but believe that I’m pretty good at what I do.

Negotiating didn’t come naturally to me, but came together over time and with practice. There were two things that made me a good negotiator and can help you as well.

First, you must be willing to stop talking and listen. When dealing with someone in this business, whether you are the buyer or the seller, you need to sell yourself. You can not sell yourself without listening to the other party’s needs.

Listen for what is important to the other party and then show them that you can address it. In my negotiating, I keep the other party talking as much as possible. When they run out of things to say, I ask another question in hopes of learning a hot button of theirs. When I hear it, I ask a question that acknowledges I heard their needs. An example would be as follows: Seller: “My house needs a ton of repairs, but I can’t afford to fix them in order to put the house on the market. Plus, we can’t really live here anymore because the water is coming in through the roof.”

Steve: “So basically you need someone like me who is willing to buy your home as it sits right now to help you out. Is that true?”

My question to the seller acknowledges that I heard their need, provided them with the benefits of dealing with me, and got them to acknowledge that dealing with me would be good for them.

You must listen, it’s very important!

The second thing that will make you a good negotiator is knowing, without hesitation, what the deal needs to look like to be a good deal. Other investors often ask me how I get such good deals and I tell them that I’m not willing to pay above a predetermined amount. When dealing with sellers, know what your top dollar amount is. For example, if I walk into someone’s home and know I will only spend $150,000, then I’m firm in my convictions and all of my questions are leading the sellers toward selling me their home for $150,000. I don’t negotiate up because the sellers say that they need more money. Once they acknowledge that I’m the person to help them, we need to come to the price that I’m willing to pay in order to help them. If the sellers tell me that they want $170,000, I don’t give them $170,000 because they say that is what they need. I stick to my guns and tell them the advantages of dealing with me. Price eventually becomes secondary to the seller and dealing with me, the person who is guaranteed to solve their problem, becomes most important.

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ExecutiveAgent Magazine

EA

Written By Steve Cook

Be firm in your conviction of what you need to pay. If you are only hoping to get it for a certain amount, you will pay more every single time. I get good deals because the price that I have in mind is all I’m willing to pay. As long as the number keeps coming in my direction, I will negotiate until it reaches the level where I need it to be.

To be a good negotiator, you need to learn just a couple of things. First, listen to the other party, and second, know what it is you are trying to accomplish before going in. If you don’t know, the other party will get their way. As far as being smooth is concerned, your flow will get better in time. Just focus on getting what you want and listening to the seller in order to lead them where you want them to be.

Since 1998 Steve Cook has flipped many hundreds of houses as an active Baltimore-area real estate investor.

Steve’s unique specialty is the “flipping homes 1-2 punch”, a proven system of real estate investing that powerfully combines wholesaling and rehabbing houses. Also the founder of www.FlippingHomes.com, Steve is dedicated to helping others in this thriving online community succeed through understanding and aggressively applying his timetested, step-by-step approach to flipping real estate.

ExecutiveAgent Magazine

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Get a strong team to pull for you

Joseph John Ballesteros Branch Manager 714-934-7388 NMLSR ID 404462

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

This information is for real estate professionals only and is not intended for distribution to consumers. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. Š 2014 Wells Fargo Bank, N.A. All rights reserved.

NMLSR ID 399801. AS1059215 Expires 3/2016

RICK BASHORE Executive Vice President

(714) 289-3313 rbashore@ticortitle.com

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

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