JUNE 2016 CALIFORNIA EDITION

EXECUTIVEAGENT MAGAZINE

Ines Negrete Pamela Pedego Michelle Pease

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Inside Features: Lorraine Murray Keller Williams Realty Heine Selzer American Beachside Brokers Joseph Powers Terranova Benchmark Mortgage

Executive Agents of the Month

21 19 Ines Negrete, Pamela Pedego, Michelle Pease

Regency Real Estate Brokers

Professional Profiles

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Lorraine Murray

Heine Selzer

Joseph Powers Terranova

Keller Williams Realty

American Beachside Brokers

Benchmark Mortgage

ExecutiveAgent Magazine

June, 2016 - California Edition Editorials

E XECUTIVE AGENT

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

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The Best Things In Life Aren’t Things -Tony Alessandra

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Boost Your Business Become An Advisor -Bob Corcoran

ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

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Go Google Yourself! How Are You Known In The Marketplace?

-Graig Harrison

Finance of America Mortgage...........................29 i Photography Studio.............................................25 Kinecta Federal Credit Union...............................40 PWAOR...................................................................28

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Quit Being A Salesperson...

-Mark Hunter

SBAOR....................................................................39 The Termite Guy......................................................3 Ticor Title Company....................................................38

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Executive Briefing -Richard Weylman

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown

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Finding The Right Way To Motivate Your Employees -Chris Widener

© Copyright 2016 Executive Agent Magazine. All rights reserved.

Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Planning!!

-Zig Ziglar

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Written by Haley Freeman

Joseph Powers Terranova ExecutiveAgent Magazine

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he Orange County Division of Benchmark Mortgage, is setting a new standard for the way mortgage services are delivered to home owners. That standard is based on a deliberately crafted array of Core Values designed to bring out the very best in people on all sides of a transaction: Success; Relationship; Dynamic; Excellence; Positive Attitude.

Joseph Terranova is a longtime financial services professional who recently joined The Ryan Grant Team of Benchmark Mortgage because he was inspired by the company’s top-down, relationship-focused business culture.

“Benchmark Mortgage lays a roadmap for establishing longterm relationships and maximizing the client experience in a way that is positively impactful,” Joseph says. “We are committed to minimizing the stress associated with the mortgage process, especially in the current lending environment. We don’t process loan files here. We help families.”

Taking on an advisory role with clients means crafting financial solutions that reach beyond a single transaction.

“We think of managing a client’s mortgage debt in the same way a financial advisor manages a portfolio of assets; we proactively manage their mortgage. We endeavor to stay in touch not only throughout the transaction, but at milestones afterwards, at the six-month mark and then annually. As things change, we may be able to save them money by lowering their rate or recapturing equity to do debt consolidation. We can help further by referring clients to a trusted professional who can help them build a retirement fund, grow their real estate portfolio, or protect the home and estate they’ve built for the future.”

Each Benchmark Mortgage advisor seeks to build a family of experts -- Realtors®, attorneys, insurance professionals, financial planners – who manifest Benchmark Mortgage’s Core Values and commitment to cultivating long-term relationships. “These professionals are hand-picked, and we see them as an extension of our mortgage practice. Someone I’d choose to partner with would share the same values with the people who work here in my office.”

In addition to an alignment of core values, Joseph looks for partnerships to be synergistic and mutually beneficial.

“I’m not just waiting for the next deal from a referral partner. I’m more concerned with their overall success and how to help their business grow.”

To that end, Benchmark Mortgage provides a full range of effective resources to its advisors, and by extension, to its professional partners. The company invests in education, and makes its experts available to provide lending-related coaching and seminars. Benchmark Mortgage also lever-

ages the latest technology to assist with industry-compliant print and digital marketing. The internal relationships at Benchmark Mortgage also ensure that borrowers receive optimal service. Communication channels are open between management, underwriting and advisors, so that problems are resolved quickly and loans close on time.

Joseph’s easy going, affable nature makes him highly relatable to all kinds of people. He puts them at ease, understanding that the complex and invasive process of applying for a loan can cause a lot of anxiety. His years of experience through markets good and bad give him the insight to provide sound advice in any financial climate. “I see the big picture, which is helping families. It’s not just about choosing the best product, but one that fits with their shortand long-term financial goals, and takes into consideration what they are trying to accomplish. This understanding is essential to building trust and motivating people to make decisions. I work hard to remain communicative with both clients and business partners during a transaction, telling them what’s going on, and then making sure I do it. If someone has to reach out to me to ask what’s happening, I haven’t done my job.”

Joseph recently returned from his honeymoon in Cabo San Lucas with his new bride, Amy. They are excited about establishing their new home together in beautiful Orange County. Originally from the Midwest, Joseph loves the weather, the beach and the extraordinary Southern California lifestyle.

“I enjoy connecting with the families we help, and being a part of the excitement they feel when they first identify a property, right down to the day they finally move in. I enjoy staying in touch and hearing about how their family is growing, or what their plans are for retirement. In this profession, I feel like I can make a real difference in someone’s life.”

Joseph Powers Terranova Benchmark Mortgage Mortgage Advisor 100 Spectrum Center Dr., #250 Irvine, CA 92618 Tel: 949-527-6507 Cell: 714-676-8900 Email: Joseph.Terranova@benchmark.us Web: www.josephterranova.benchmark.us NMLS #210130 Ark-La-Tex Financial Services, LLC d/b/a Benchmark Mortgage 5160 Tennyson Pkwy STE 2000W, Plano, TX 75024. NMLS ID #2143 (www.benchmark.us) 972-398-7676. This advertisement is for general information purposes only.

Some products may not be available in all licensed locations. Information, rates, and pricing are subject to change without prior notice at the sole discretion of Ark-La-Tex Financial Services, LLC. All loan programs subject to borrowers meeting appropriate underwriting conditions. This is not a commitment to lend. Other restrictions may apply.

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Planning!!

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f I were to ask the question, Would you like to improve your productivity dramatically without working any longer or any harder? Chances are pretty good that you would say, “That would be nice! I’d be more effective and I’d probably get a raise! I might even have more fun in the process.”

Question: How many of you, on the night before the day you were going on vacation, sat down and wrote out a list of the things you wanted to be certain to do before you left work the next day? Chances are extremely good that most of you would say you had done that. And most of you would also admit that you managed to complete more than twice the number of tasks you complete on a normal day.

Now think about this for a moment: If planning your job on the day before you go on vacation increases your productivity, doesn’t it make sense that if you were to spend a few minutes every day before you start your work day contemplating what is really important and what you really need to accomplish, that you would have the same great results? And the chances are excellent – definitely better than good – that this process will attract favorable attention, probably leading to more job security, perhaps a raise, and maybe even a significant promotion.

The reality is, productivity has a direct bearing on profitability, and all businesses are interested – very much so – in profits. Profitability comes from loyalty, productivity, and having a character base from which to work. So as you ponder this question, I hope you will seriously consider not only planning your schedule as you prepare to go on vacation, but that every day you will spend a few minutes before you go to work planning how you can be more effective that day It doesn’t take long to plan; it does take a lot of time not to plan, because without a plan of action, people will impose on your time with idle chatter and requests that take you away from the task at hand. Not only will you be less effective, but the effectiveness of the people, who take your time for casual

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chatter, or in some cases gossip, will be greatly reduced and everybody, including management and leadership, will be very unhappy about that.

Chances are good, regardless of the job market, the most productive people with the right attitude are the ones who really have more job security, and in most cases a better income. When you feel good about yourself and your productivity, you probably will also be performing better at home. When there is no job related stress you are more aware of your mate and children, if you are a parent. You will spend more time being better organized so you can spend more time having that balanced life that all of us are really interested in.

Planning for a balanced life will enable you to deal with the physical, the mental, and the spiritual aspects of your life. It will also enable you to develop more friendships, and stronger, better, more lasting relationships. There are many benefits that go with making the plan a daily part of your life. Time well spent results in more money to spend, more money to save, and more time to vacation. It will allow you to attend more of your children’s ball games or school functions as well.

A plan is always successful if the plan is good. And if you’ve been on the job for any length of time, you can develop a better plan of action so that everyone benefits from it. I’m talking about planning today for tomorrow’s future.

Think about it. I promise you’ll be more productive, happier, healthier, and have a much better chance for increased income when you are secure in who you are, where you are, and what you’re doing. I sincerely hope you’ll take action immediately to get that plan into your daily life.

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

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

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Written By Zig Ziglar ExecutiveAgent Magazine

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E XECUTIVE AGENT

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Lorraine Murray “My husband and I met Lorraine at an open house when we were first looking at what kind of properties we could afford, and right away I liked her because she took the time to educate us on the process and didn’t overlook us because we are young. Lorraine was good at helping us understand what to expect about the process of purchasing a property,

was very responsive, worked well with the selling agents and did not rush us in making the decision that we needed to make. She’s also very relatable, which made spending so much time with her an easy thing. My husband and I both highly recommend her.”

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Empowering Clients Through Education Written by Haley Freeman

These words sum up all that is unique and wonderful about working with Realtor® Lorraine Murray. She is a genuine, friendly professional who puts people at ease and empowers them with the knowledge they need to make a beneficial decision about one of the most important transactions of their lifetime.

Lorraine grew up on the East Coast and pursued her love of math all the way through to a master’s degree in computer science. She began her career programming satellites for NASA at the Goddard Space Flight Center just outside of Washington D.C., before moving on to Bell Labs, where she met her husband. They eventually relocated to Irvine, which they recognized as an up-andcoming tech hub. It has proven an ideal place to raise their children and welcome their grandchildren, and since 2009, Lorraine has been helping others to discover a place to call home in beautiful Orange County.

Consistent with her analytical nature, Lorraine calculated that the market downturn was a good time for her to enter real estate. “A lot of agents had fled the market, so I figured it was a good time for me to learn my trade and start to fill this vacuum. I really wasn’t in it for the money.

I just wanted to help people.”

She was fortunate early on to meet Fred and Esther Stepanian, two seasoned and reputable Realtors® who saw her potential and offered her a place on their team.

“I joined the Stepanian Group at Keller Williams as a buyers’ agent, and it has been a great opportunity to learn from two people with a lot of experience and integrity.

They do such an excellent job of marketing a property, making every home a showroom and then putting so many pictures online that you feel like you’ve actually walked through the front door. And on those occasions when they’re representing a seller and I’m representing a buyer of the same property, I love it that we can both represent with integrity and to the best of our ability – and even fight over things – and still respect one another and the job we’re doing.”

Lorraine actively listens to her clients in order to understand their questions and goals, so she may give them the correct information to allay their concerns and inform their expectations. “I want to protect them and give them the benefit of my expertise and the things I’ve learned over time. I try to nurture people, so I especially enjoy working with first-time homebuyers. I always sit down and go through the contracts in detail. One buyer told me she had worked with a lot of other agents and signed a lot of contracts, but they all just said, ‘Sign here.’ I think people appreciate it when you’re thorough, even if they’re not new to the process.”

Lorraine delights in the growth and progress she has witnessed over the years in her home community of Irvine. She has been an active volunteer on many fronts, including neighborhood schools, Girl Scouts and a local chapter of the National Charity League. Today she also enjoys the special thrill of spending time with her two baby granddaughters.

Lorraine’s grasp of technology is a beneficial skill in this rapidly digitizing profession. But she says what she loves most of all is spending her day with people. “When I worked in computer science, I felt like I was just in a hole by myself. It’s rewarding to be working with such honorable people, helping others with the biggest purchase they’ll ever make. I educate my clients to make the best decision for their family, and I am always thrilled when they come back to me for their next home.”

Lorraine Murray Keller Williams Realty – Stepanian Group 4010 Barranca Parkway, Suite 100 Irvine, CA 92604 Tel: 949-400-8613 Email: lwmurray@cox.net Web: www.FredAndEsther.com CalBRE # 01860007

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The Best Things In Life Aren’t Things

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t’s been said that success is getting what you want, but happiness is wanting what you get. Or to put it another way: perspective, next to money, is the easiest thing to lose.

So, by all means, seek to increase your charisma. Try to become the most effective person you can be. Work at making a good first impression and projecting a positive image-but also try to retain self-awareness.

Look around you; think how you appear to others; be alert to the impression you’re creating, or trying to create.

If you try too hard to impress, or make a big to-do of the grand gesture, or come on too strong or too insensitively, you’ll often end up creating a negative impression.

The best impression and the surest way to charisma often just means putting others first. It’s been reported that one New York cab driver, for example, makes $30,000 more a year in tips alone than other cabbies.

Why? Because he offers passengers a choice of several newspapers, cold drinks, or fresh fruit. He asks them what kind of music they’d prefer, and otherwise does his best to make his customers comfortable. In hectic, brusque Manhattan, his small acts of decency make him stand out.

Thus, folks with the most effective images often are those who are the least obtrusive about it. In fact, sometimes it’s a simple act or gesture of courtesy-like announcing your

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first and last name when you see someone who may possibly have forgotten them-that burnishes your image, that really sets you pleasantly apart. Or maybe it’s a short note of thanks for some favor. Or saying something nice and genuine about someone in front of his or her boss.

If never made, these gestures probably wouldn’t be missed; that’s why they’re so obvious when you make them. In other words, being a genuinely good person, who cares about others and who does things because they are the right things to do, may be the ultimate key to increasing your personal magnetism, or charisma.

Always do right because, as Mark Twain said, that will gratify some people and astonish the rest.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com

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Always do right because, as Mark Twain said, that will gratify some people and astonish the rest.

Written By Tony Alessandra

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E XECUTIVE AGENT

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Written by Haley Freeman

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he office of American Beachside Brokers is conveniently situated on PCH in Sunset Beach. Inside that office works a welcoming group of community

Realtors® who have earned a fine reputation for their local expertise and personal service. Heine Selzer is one of those Realtors®, and he is committed to exceeding client expectations and building lifelong relationships in real estate.

Heine formerly designed software applications for the apparel industry with a focus on business and money management, and he brings his exceptional technical expertise and attention to detail with him to his real estate practice. Heine has found great fulfillment in real estate, a career that allows him to work closely with people to help them design the lifestyle of their dreams in beautiful Long Beach and beyond.

Heine has worked for a premier developer of new homes, as well as a big box real estate company, but he says he prefers working with this upright, boutique firm that shares his approach to customer service. “Through time I’ve learned that in this age the brand on your sign or your business card isn’t what’s important. When people hire a Realtor®, they’re hiring you, so when people meet and work with you, they need to be blown away with the service level they’re provided. My business is based on referral, so what is important is being able to brand myself and to choose the quality of the people I work with. We’re a small company, but we go out of our way for customer service.”

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Surpassing Expectations Heine has spent many years getting to know other industry professionals and observing their quality of service in order to surround himself with experts who are as conscientious and reliable as he is. As a result, he is able to deliver seamless service, insulating his clients from the numerous frustrations and setbacks that can occur during a transaction. “The client isn’t supposed to see the problems,” he says. “They hire me to make sure they achieve their goal of moving into a home, and they don’t need to see what’s going on behind the scenes. A good example is my termite company. They do extra special things for me when I need it. I can email and say I need to have something right away, and I know they will get it done. I know I can trust my business partners, and the client never has to worry.”

That reputation for reliability is a great advantage when competing for limited inventory. “Sometimes an agent has to make a choice about which offer to accept, and when they know they’ve closed deals with you before without any excuses, it may make the difference in getting your offer accepted.”

The iron-clad preapprovals Heine receives from his triedand-true lending partners further bolster his reputation for dependability. “I work with lenders who are known to other agents. I don’t want to risk a sale on a mortgage company with no reputation for closing deals. When they get Larry’s preapproval letter, they know him, and they know they can count on the deal closing.”

Heine is also affiliated with American Beachside Brokers’ property management company, enabling him to assist clients with the management of their investment portfolios.

“We are connected with cleaners, painters, plumbers, electricians and all of the services needed to manage rental properties. We currently manage small, multi-units up to 16-unit apartment buildings.”

While Heine specializes in Sunset Beach and the surrounding communities, he is always willing to do the legwork necessary to assist clients in other areas.

“Sometimes I meet people locally who don’t want to buy here. I will take the extra steps to do more research and find out that they need to know. I don’t fear where I lack knowledge, since I can always find out what I need to.”

The surpassing quality of Heine’s service is reflected in this observation by a client in Palm Springs: “Heine is nothing short of AMAZING! I found a condo I wanted to buy, and the listing agent wouldn’t call me back. When I searched online, Heine’s picture and contact information came up, and I called him. It was 10:00 at night, and he answered the phone, immediately wrote up an offer, and I purchased the condo! Since my experience with him, I have referred many friends, and his service has been above and beyond!”

Heine is a patient problem solver with the expertise to help his clients reach their goals. “It takes time to work with people to succeed,” he says. “I don’t push. I’ve always said the home selects you. When you find the house that’s meant for you, you’ll know it.”

Heine Selzer American Beachside Brokers 16360 Pacific Coast Hwy., Ste. 208 Huntington Beach, CA 92649 Tel: 562-743-8517 Email: HSelzer@me.com Web: www.WelcomeToLongBeachCa.com CalBRE # 01702407

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Finding The Right Way To Motivate Your Employees

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ig Ziglar says that there are three main ways to motivate people in general and employees specifically.

They are fear, incentives and growth. Let’s take a look at each one.

Fear. This is not good. Number one, it is not right, and number two, it does not work well in the long run and is not good for the overall health of the organization. Yet, still there are people who use it. They make blatant or veiled threats in order to get people to work. There is a better way.

Incentives. John Maxwell says that “What gets rewarded, gets done.” This is the technique that says, “If you do this, then you will get this.” The problem Ziglar sees, and I concur, is that people will be led this way for a while, and it will surely be profitable and productive. Yet eventually, most people come to the end of being driven by incentive.

This is because most people are innately driven by something even deeper.

• Days off to pursue personal development opportunities.

Invest in your employee’s personal growth and they will reward you with high motivation!

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

Growth. Personal growth. Do you ever wonder how the personal growth industry has gotten so huge? It is because it scratches an itch that lies within each person. Every person has within them, a desire to get better.

Now, obviously, some are more in tune with that desire than others, but each person has it, and it can be a great motivating factor.

First, here is how it does not work. You do not say “If you do this, then I will give you a personal growth opportunity.” That is still incentive.

Here is how it does work: You simply make it a core value of your business or organization that management will give regular opportunity for personal and professional growth to all members of the staff.

I say both personal and professional growth very purposely. There will always be the opportunity and need for professional growth, and the employees expect that. They may or may not appreciate it though.

However, personal growth opportunities, given with no strings attached, will be appreciated, and rewarded with ultra-motivated employees. Here are some simple ideas: • A “Family Library” stocked with books and tapes that help them in their family life.

• A Financial Resources section.

• Any kind of Development Seminar that will benefit the employee.

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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: FArrias45@gmail.com Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

Ines Negrete Pamela Pedego Michelle Pease ExecutiveAgent Magazine

PAMELA PEDEGO, MICHELLE PEASE, INES NEGRETE

Bound by a Higher Standard Written by Haley Freeman - Ian Wiant Photographer

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roker/Realtor® Pamela Pedego is a founding member of the extraordinary group of shareholders who make up Regency Real Estate Brokers. She has had a hand in developing and continuing a culture that “provides a unique social environment in which the most successful and respected Realtors® work together sharing ideas to help one another continuously provide a level of service to our clientele that is unmatched in the real estate industry.”

Pamela was inspired to pursue a career in real estate when a friend presented it to her as an opportunity with singular benefits: to never be fired; never be chained to a desk; never be discriminated against as a woman; and never have a ceiling on her income. A recently single mother and English teacher who was challenged to find a job suitable to support her two young children, Pamela embraced real estate and says that through it, she rescued herself from trying circumstances. When she began, she could never have imagined that by 2001, she would be voted Orange County Realtor® of the Year. “I felt it was grace that got

me there. Being a teacher taught me how to present myself in front of people, so talking to clients came naturally to me. In 1995 I became a Regency broker/owner, where our mission is to strive for a higher level of service. We have a family environment here, and we are all good friends who respect one another.”

Recently, Pamela joined with two of her colleagues at Regency, Michelle Pease and Ines Negrete, to form an intergenerational team of phenomenal women. Together they are leading a team committed to the highest caliber of service in the industry, distinguished by matchless integrity and compassion.

Michelle is a Southern California Native, who grew up in the South Bay and received her Bachelor of Arts degree in speech communication from Long Beach State University with an emphasis in interpersonal and organizational communication. She began her professional journey as a successful marketing director and public relations professional in diverse industries with international clientele.

Ines Negrete

Michelle Pease

Pamela Pedego ExecutiveAgent Magazine

“A Team Who Collaborates To Bring The Best Service To Each Client!”

When Michelle and her husband moved to South Orange County 18 years ago, she no longer wanted to travel as much and desired to be a devoted mother to her two daughters. She always shared a passion for design with her architect father, and after years of buying, remodeling and selling homes, Michelle decided to obtain her real estate license, “mostly for fun. That was 13 years ago, and I love it so much that I’ve done it full time ever since.” Michelle brings her vibrant creativity to transactions with buyers and sellers, and she is a reliable expert in marketing homes for sale, relocation, short sales, bank owned properties, leasing and working with investors. She is currently in the process of obtaining her broker’s license.

Perhaps it was inevitable that Ines Negrete would one day become a highly successful and highly regarded Realtor®. Her gregarious nature and love for gadgetry opened doors of another sort. During her first career working in the IT department of a major HMO company, she was offered a sales position at a large well-known Telecommunications company that provided technology to Fortune 500 companies. Not surprisingly, Ines excelled in her new role, quickly earning awards and recognition for her work. Eventually, Ines found a way to combine the two things she loved most: technology and homes. Ines

decided she had had enough of the high-pressure corporate world, and she announced that she was ready to give her full attention to real estate.

Many who knew her questioned her judgment for entering the industry at such a volatile time. But the optimistic and indomitable Ines assured them that she was determined to succeed. “I walk by faith every day of my life,” she says. “I remember praying for guidance, because I felt this was the direction I was being led. I was prepared to make the change in a market where real estate was a hard sell. But I kept my energy up and kept a positive attitude. I told myself, ‘I’m going to make it.’ I have, and I haven’t stopped since.”

While these ladies all come from different backgrounds, they are bound by their shared values and purpose.

Michelle explains, “We all take real estate seriously, and it is our true, full-time career. The thing we care about most is the people we work with. This is more than just a job. What bonds us is caring for people the way we would want our own families to be cared for, with professionalism and integrity. We are a collaborative team, and while we all work in our own areas of specialty, we all support each other to do the best job possible.”

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Three more individuals of like character and purpose are also integral members of the team. Cindy Wright is a long-time resident of South Orange County and has been a licensed agent since 1998. She has a firm grasp of real estate finance, as she began her career in banking, where she served in many capacities before running a private mortgage company. She joined Regency in 2002 and has since worked with Pamela as an assistant, transaction coordinator and Realtor®. She is also a Certified Negotiations Expert.

Gary Nelson has loved living in Orange County since 1979. He holds a bachelor’s degree in business administration and a master’s degree in marketing and management.

He spent the first 30 years of his career in marketing in the computer industry. He obtained his real estate license in 2008 and holds several professional designations: Senior Real Estate Specialist; Real Estate Negotiation Specialist; and Short Sales Specialist.

Susan Lindstrom has been a full time Realtor® since 1979. She is also a Relocation Specialist who loves

helping families find the perfect home in beautiful South Orange County, where she has lived since 1968.

As the most experienced leader of her team, Pamela is a constant source of inspiration to her colleagues and a splendid example of servant leadership. She is highly credentialed and holds a number of diverse real estate certifications, among them a Senior Real Estate Specialist.

Her extraordinary compassion for the elderly was heightened when her own parents were affected by Alzheimer’s and Dementia, prompting her to move them to a care facility in Orange County in 2010. “I can recognize when somebody doesn’t have the capacity to sign a contract and they need family assistance. That’s when I get on the phone with the kids and say, ‘We need to talk about mom and dad.’ I’m also sensitive to the fact that older people may not be comfortable with technology. Many seniors don’t have computers or cell phones. I want them to feel comfortable with the process, so I adapt to give them more personal service. I love working with them, and people really appreciate the extra attention.”

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In 2008, Pamela earned her master’s degree in theology, training she believes has made her a better Realtor®. Today she is both an ombudsman and teacher of ethics for the California Association of Realtors®. “Our code of ethics, written in 1913, refers to the profession as a calling. It’s different from a job; it is something people are drawn to out of a sense of purpose. Somebody referred to me once as a ‘called and ordained Realtor®,’” she laughs. “I think that describes me pretty well. People come to us with serious challenges, and we are here to help them through it.

It’s all about kindness; we are called to have courage and be kind.”

Michelle adds, “Many of the things we do are not in our job description, but as far as we’re all concerned, everything in is in our job description. We embrace that and love what all of our clients bring into our lives. Our diversity helps us to come together and meet whatever needs our clients may have.”

“It’s wonderful for us when we can all get together and talk about work, life and family. We share our experience to make all of our jobs a little easier.”

Another value that bonds this extraordinary group is their commitment to giving back. They all work tirelessly within their neighborhoods and communities and often find creative ways to combine their marketing efforts with the causes they are most passionate about.

This team aspires to a higher standard, one that goes beyond the letter of regulation and law. They bring to their clients the wisdom of their experience, the assurance of their character and the peace of mind that comes from their genuine care. Pamela explains, “The last line of our Realtor® code of ethics is the Golden Rule, taken right out of the Bible. It is a timeless concept that we hold in the highest regard, and we submit to this ancient wisdom for visionary leadership.”

“We take the stress from people so they can successfully navigate what can be a difficult time in life,” Ines says.

ExecutiveAgent Magazine

Ines Negrete, Pamela Pedego, Michelle Pease Regency Real Estate Brokers 25950 Acero, Suite 100, Mission Viejo, CA 92691 Ines: 949.554.5786 - Pamela: 949.707.4452 - Michelle: 949.378.9826 Email: Ines@inesnegrete.com - PamPedego@cox.net - Michelle.Pease@cox.net Web: www.inesnegrete.com - www.callpampedego.com - www.michellepease.com CalBRE # 01784762 - 00664734 - 01430057 ExecutiveAgent Magazine

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Boost Your Business

T

he joke goes like this: A friend at school tells little Johnny all adults are hiding at least one dark secret and to blackmail them just say, “I know the whole truth.”

So Johnny goes home and tells his mother, “I know the whole truth.” His mother hands him $20 and says, “Just don’t tell your father.”

Pleased, little Johnny greets his dad coming home from work with, “I know the whole truth.” The father gives him $40 and says, “Please don’t tell your mother.”

The next day on the way to school he tries it on the mailman, “I know the whole truth.” The mailman drops the mail, opens his arms and says, “Then come give your daddy a great big hug!”

Knowing the truth can really shake things up!

True in life and especially true in today’s real estate industry.

And knowing your facts now has never been more important for brokers and agents because buyers and sellers come armed with loads of information. The

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days of showering sellers with stacks of information have gone the way of the dinosaur.

That means if you want to make a good living in real estate, you must kick it up a notch and know more facts than you’ve ever known before.

In short, you need to become an advisor.

The dictionary defines advisor simply as “an expert who gives advice.”

And that’s exactly what buyers and sellers need today -- an agent who can interpret information for them and guide them through the buying and selling process. They need an agent who’s confident and who expects success, and eagerly tells the truth like it is.

So what is the difference between an agent and an advisor?

Agents just want to list a home and hope it sells.

Advisors help their clients lead the market, not follow the market. They do that by knowing their market inside and out.

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Become An Advisor

Written By Bob Corcoran Advisors also put a premium on understanding the motivation of their clients. One of the questions we pose on what we call our Seller Information Sheet (feel free to visit our site for a copy of this at http://www.corcorancoaching.com/BrokerAgent.php) is why are you selling? When you learn the answer to that question, realize what you have is the client’s hot button and react accordingly.

Advisors are inquisitive because they know they must understand where potential clients are in the process. When you understand that along with understanding their motivation, you’re on your way to being a great advisor.

And please take a minute to read an article that gets more in depth at the job of an advisor titled “Tough Listing Is Tough Love”. The article covers some of the key traits of advisors: confident, optimistic, visionary, motivated, informed and many more.

To me, it all comes down to a mindset. You must adopt the mindset that you are an expert and make a commitment to work hard every day to make yourself better at your job.

Know your facts. Or, like Johnny, know the whole truth!

Best of luck to you!

And start promoting yourself as an advisor.

Consumers aren’t stupid, they know the real estate game has changed just like you do; they know they need advising when they reach the right point in buying or selling.

So look over your marketing materials – your brand – and determine if you’re coming across as an advisor and as someone who stands out from the crowd. As an expert.

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2008, Bob Corcoran. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com; http://www.FrogPond.com.

ExecutiveAgent Magazine

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Written By Richard Weylman

Acquisition—Growing Your Business With The Affluent and Wealthy Sales Keep You in Business--Only Marketing Can Keep You in Sales

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ExecutiveAgent Magazine

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EXECUTIVE BRIEFING

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dvisors are typically investing more time running their business than growing their business, i.e., becoming well known and trusted in the markets in which they desire to work. Part of the challenge is that many advisors are unsure just how to position and promote themselves to the affluent and wealthy market. The result is that their positioning and promotion is replete with mixed messages and weak value propositions that diminish their access and acceptance. Once the advisor has identified the market in which they intend to focus their efforts, they need to be clear about the value they can bring to these targeted groups and promote themselves appropriately. Unfortunately, few advisors understand the difference between selling and marketing. The confusion is largely due to the fact that most advisors believe their success path lies in their ability to make a sale. However, contrary to this belief, the fact is that the affluent and wealthy will only conduct business with advisors with whom they have developed a relationship and they feel they can trust. What are your advisors doing to become known and trusted in the markets in which they want to work?

Merchandisers Focus on Products-- Marketers Focus on People Much communication in the industry supports the concept that affluent and wealthy individuals buy solutions to their problems. For this reason, many advisors typically focus on promoting products and services to penetrate this market. However, successful market access requires more than targeting individuals with a product approach just because they have money in motion or have substantial assets. What significantly increases the advisors opportunity for success is their ability to focus on the “people side” of the business—getting to know and understand them and discovering what they are most passionate about.

Effective advisors act as marketers by identifying how their best clients and prospects network and communicate with one another based upon where and what they do for enterprise and/or recreation and what their special interest involvements are such as cultural and charitable. Thus, advisors gain favored access into their targeted markets by: (1) demonstrating a passion for their clients and prospects as individuals, (2) getting involved and becoming visible in their network, and (3) being authentically curious, interested, and engaged about their goals, dreams, lifestyle, and business activities. This approach establishes and cultivates the relationship. Further, the client or prospect gains confidence in the fact that the advisor has the desire

to partner with them to address their particular issues rather than solely to sell a product or service. Are your advisors focused on marketing to the people or on merchandising the products?

Stop, Look, and Listen The affluent and wealthy buy people before they buy products and services. By scheduling a meeting, they have already acknowledged that the advisor has the capabilities and credentials and the brand represented has value. That portion of the “sale” has been made. Therefore, instead of the advisor spending time at the meeting presenting a lengthy review of their credentials and experience, they should attend with a mindset to engage the client or prospect, observe, listen, and learn—listen intently to what they value and prefer, ask questions that reveal issues, and be open to discussion. With the insight gained, the advisor is more attuned to the particular needs and issues of their clients and prospects. This new awareness will enable the advisor to present an entire platform of specialized services and products available through them instead of pushing singular concepts or products. The end result is a positive presentation of informed solutions that differentiate.

When meeting with prospects and clients, are your advisors focused on themselves or gaining insight into issues?

C. Richard Weylman is an expert in helping financial services professionals and their organizations grow their business with the affluent and wealthy. To discover the many resources available to you call 800-535-4332 or visit www.richardweylman.com. CopyrightC 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 help people move to the next level of 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

ExecutiveAgent Magazine

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EA

Go Google Yourself! How Are You Known In The Marketplace?

H

ow does the world see you? It may not be the way you see yourself. Either way, it’s time you find out!

Recently I typed my own name into a series of search engines to see how well known I was. Surprise surprise!

I learned in England I am a soccer star with adoring fan clubs and celebrity status; in New Zealand I’m a playwright, author and editor. Stateside I am either a Gastroenterologist in Kalispell, Montana or a gospel singer with 4 CDs to my name in Ohio. Who knew!

My point? We need to know how our customers regard us. Is there market clarity or market confusion? Are customers as clear about who we are and what we can do for them as we are? If not, it’s our responsibility to send a clear and consistent message about who we are and what’s special about us.

Be the Best At What You Do Best In our quest for customers there’s a tendency to try to be all things to all people. In our desire to be serviceoriented when a customer says “jump” we naturally say “how high?” Yet you should operate from a position of strength. Signal to others what it is that you do best. Let it flow off your tongue in your elevator speech, sparkle in your web banner ads and be reinforced throughout your collateral material. Whether it is your product line, company or the services you provide you must tell the world in a consistent fashion what it is that you excel in.

TAG — It’s You! Does your, or your product or service’s tag line tell a tale that’s embraceable? Many company names leave customers pondering what your core business is. If your name does not say it all, make sure your tag line tells the tale. Focus on the benefits, not the features. Emphasize the results of the work, not the process. The clearer you are on the results that accrue to your customers, the better they will be able to determine how best to hire you or buy your products.

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ExecutiveAgent Magazine

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Written by Craig Harrison It’s Your Defining Moment If you do not define yourself and your business effectively your marketplace will do it for you. In terms of positioning, you want to be the focal point. There was once a database company whose brilliant engineering was undermined by weak marketing. Despite superior products, they lacked name recognition. They were resigned to introducing their company name, then having to say “Have you heard of Oracle? We’re a competitor of theirs.” As you can imagine, they no longer exist.

Carve your own niche, stake claim to your own territories and position yourself appropriately. Be known for your strength. When you come from that place of strength, competitors will be left to carve out what’s left.

Once you Google yourself successfully you will leave the rest of the Yahoos in the dust!

Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com.

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ExecutiveAgent Magazine

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Written By Mark Hunter 36

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Quit Being A Salesperson...

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any sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can overwhelm the customer, causing them to become confused, ultimately losing any sale.

For the salesperson, it all begins when Marketing comes out with what they perceive as the greatest new product or service to hit the market. Marketing will proclaim that their latest creation will solve all of the problems any customer has or could possible ever have. They continue to lay it on with an assortment of product characteristics all matched to whatever issues the customer has.

Meanwhile, attentive salespeople absorb this information and subconsciously begin to look for ways to apply everything Marketing has proclaimed. It is only natural for sales professionals to believe the information and to assume that it applies to everyone. Once they adapt this mindset, one of the biggest “quiet mistakes” in Sales occurs. It is not an error made in front of a customer such as misquoting a price or missing a key date. Rather, it is a “quiet mistake” because it happens long before a sales call, and, therefore, becomes hard to see how it could result in a lost sale.

Anytime a salesperson is dealing with a customer, patience must be exhibited to not only find out what their needs are, but also to discover which particular need best matches what is being offered.

Unfortunately, salespeople often do not take the time to validate the needs they hear. Instead, they treat all of the needs as being equal, remember what Marketing has told them, and begin to think they have come across the perfect customer for their product/service.

This is where many sales are lost because the salesperson does not narrow their focus. Therefore, it is critical for sales professionals to think “sale”, not “sales.”

Top performing salespeople are confident of their skills and their ability to close a sale. They focus on helping the customer fulfill their primary need. Average salespeople, on the other hand, attempt to satisfy numerous needs and in so doing, end up losing the sales by overwhelming the customer.

The key to being a successful salesperson is to focus on selling to the primary need of the customer, not on multiple needs. This will result in a higher closing percentage and, in the long-run, allow you the opportunity to continue the relationship by helping the customer solve the other issues they have identified.

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http://www.TheSalesHunter.com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@ FrogPOnd.com; http://www.FrogPond.com

ExecutiveAgent Magazine

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tech evolution Technology is undoubtedly one of the most important aspects in today's real estate market. It is ever changing and it is imperative that you stay up to date with the most current technology tools and trends. Join us for a FREE morning of essential technology tools and tips to help you take your business into the future.

WEDNESDAY, JUNE 29th 9:00AM - 12:30PM SBAOR 22833 Arlington Aveune, Torrance FREE EVENT (for SBAOR Members Only)

Gina Schreck President, SocialKNX

Rob Morel - REALTOR ® Coldwell Banker Residential

Danny Fredericks - REALTOR ® Tamara Suminski, REALTOR ® Beach Real Estate Group The Real Estate Group

Exploring Your Marketing Universe: The Evolution of Content Marketing - Gina Schreck Nothing has changed sales as much as search, and with the rise of mobile devices, today’s consumers call the shots and set the pace in the sales process. They have already done the research on homes and know all about you and your real estate services before they ever make contact with you, thanks to Google search. Your job is to have enough great content on your sites to attract, inform, and establish social proof to win at the content-marketing game.

Google Hacks You Can’t Live Without - Rob Morel Since it debuted in 1998, Google has quickly risen to be one of the most popular web companies in the world. But that doesn't mean you can't make it better. There are many extensions and programs that innovative developers have built to make using Google more productive and efficient. With them, you can do things you didn't even know were possible.

Retargeting Your Sphere: Staying Connected! - Danny Fredericks Have you considered using Social Media to reach your existing customers or those who visit your website? We all belong to Facebook, LinkedIn, Twitter and Instagram... Why not leverage that network to your benefit! We'll show you simple techniques to create your lists, which you can use to build a bigger audience.

Register at www.SouthBayAOR.com/calendar

Surpassing the status quo.

At Kinecta, we do it impeccably well.

Commitment? We’ve got loads of it.

• Ground-level marketing and sales support – For your clients who are selling their home, 7 days a week.

• Local direct lender means personal attention – We’re within reach and your clients are our top priority.

Value? Now we’re talking.

• First-time buyers – As low as 3% down payment, FHA loans, discounted credit union MI. • Jumbo Loans – To 90% LTV, up to $3 million.

Service? Nothing less than top notch!

• Your clients will be more than customers, they’ll be members. Member satisfaction score of over 85% in 2015!† • Free education & resources – Homebuyer and seller workshops, and homebuyer kit.

Curious? Allow us to share more – Contact us.

Jason Redmond, NMLS# 1234810 Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org www.kinecta.org/jredmond

Duane Reddington, NMLS# 410579 Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org www.kinecta.org/dreddington

Member satisfaction score derived from Net Promoter Score, which measures how likely someone would be to recommend Kinecta.

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

10726-02/16

†