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Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT Bobby Martins

MAGAZINE

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Executive Agent of the Month

I NSIDE F EATURES: ERIC M. A NDERSON Kinecta Federal Credit Union

M ARTY H AYEK Gateway Funding

BRIANA LAWRENCE Prudential California Realty

MIKE SIEBER Kinecta Federal Credit Union


11682 El Camino Real Suite 250 San Diego, CA 92130

The professionals at Gateway Funding are committed to helping homeowners and homebuyers find loan options that fit their individual and unique mortgage needs. Whether your customers are purchasing a new home or refinancing, we can help you find a solution that best fits their situation.

Call our local branch office now, and see how we can help you get into the home of your dreams!

Kurt Olson Branch Manager - NMLS #378459

619-507-4642 kolson@gatewayfunding.com

Nancy Anderson Senior Loan Officer - NMLS #304942

619-417-0407 nanderson@gatewayfunding.com (Licensed as Nancy Martin)

Matt Redman Senior Loan Officer - NMLS #653015

619-318-5081 mredman@gatewayfunding.com

John Woolson Senior Loan Officer - NMLS #633033

619-742-4297 jwoolson@gatewayfunding.com

Marty Hayek Senior Loan Officer - NMLS #653003

858-519-7606 mhayek@gatewayfunding.com

Scot Zwonitzer Senior Loan Officer - NMLS #421812

www.gatewayfunding.com

619-665-0839 szwonitzer@gatewayfunding.com

“Opening Doors to Home Ownership” Gateway Funding Diversified Mortgage Services, L.P. NMLS #1071; Branch NMLS #892697; CA Finance Lenders Law (License #603E024); CA Residential Mortgage Lending Act (License #4130675). This is not an offer to extend credit to any individual who may be entitled to a more complete disclosure per RESPA, TILA, HOEPA or any other more applicable federal, state or local law or regulation. Rates, Terms, Fees, Products, Programs and Equity requirements are subject to change without notice. For qualified borrowers only. © 2012 Gateway Funding Diversified Mortgage Services, L.P. Equal Housing Lender.


contents ExecutiveAgent

Magazine

JUNE, 2012

VOL. 2 NO. 6

Cover Story

Editorials

16 - Bob Corcoran:

Boost Your Business --- Become An Advisor

32 - Dr. Todd E. Linaman: Do It Because It Is The Right Thing

ADVERTISERS’ INDEX

22 - Chris Widener: Create Your Past

Escrow Leaders.................................24

28 - Verl Workman:

Gateway Funding.................................2

Freaking Sales Animal

i Photography Studio..........................34

14 - Dirk Zeller: 5

Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com

Accomplish Team Training Through Monkey See...Monkey Do

Bobby Martins

Keller Williams Realty......................11 Kinecta Federal Credit Union...........36 Mason - McDuffie Mortgage.............21

Executive Agent of the Month

NAHREP..................................35 PWAOR................................25 Realty ONE Group.............................20

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26 Eric M. Anderson

Kinecta Federal Credit Union

Briana Lawrence

Prudential California Realty

Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2012

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12 Marty Hayek Gateway Funding

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.

Mike Sieber

Kinecta Federal Credit Union ExecutiveAgent Magazine

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Nominate a fellow REALTOR® to be profiled 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 or affiliate. 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. Nomination form I nominate:

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EA

Cover Story

Bobby Martins Executive Agent of the Month

ExecutiveAgent Magazine


Bobby Martins

Real Estate Broker

By Lalaena Gonzalez-Figueroa - Ian Wiant Photography

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highly qualified real estate professional with a penchant for excelling in his business endeavors, Bobby Martins has earned the respect and appreciation of a thriving clientele. His winning approach pairs exceptional industry knowledge with a candid and uncomplicated style. Highly communicative and wellversed in a range of transactions and markets, Bobby offers his clients the knowledgeable representation they require, along with the attentive and personalized care that they desire. Bobby launched his career in 2001 after establishing himself as a leader in a national retail organization. Customer service was an early focus; after reading Ken Blanchard’s Raving Fans, he formulated an insider’s perspective on how innovative businesses succeeded. “I was young when I read that book, but it made a lasting impact,” he recalls. “In my business approach I have consistently strived to think outside the box in creating and implementing strategies for success.”

His professional approach is tempered by a genuine concern for the well-being of his clientele. “I truly appreciate the opportunity to help others in my work,” notes Bobby, who appreciates that in large-scale transactions, the financial ramifications are significant to his clients’ long and short-term financial outlooks. He explains, “In most transactions, we establish important relationships that last well beyond the close of a sale. My objective is to become each client’s real estate advisor for life and to assist individuals in making decisions that will allow them to achieve their goals.” His unwavering professionalism has been paramount to Bobby’s success; as a licensed broker, he upholds the standards of his industry by ensuring that his clients’ best interests are protected, and that he offers advice that is sound and accurate. “It’s surprising, but there is a great deal of information being disseminated that isn’t always helpful to real estate consumers,” he observes. “Our profession has acquired some less-than-flattering stereotypes.” Bobby’s mission is to shatter those misconceptions, and he consistently accomplishes this by

ExecutiveAgent Magazine


“While we may represent distinct clients, the truth

is that all real estate agents are working together toward a common goal.”

offering representation that is straightforward and informed. A highly designated professional, he has invested significantly in assuring that he has the knowledge and skill set necessary to best advocate and position his clientele. The result, he says, is a record of clean transactions. “I try to create win-win situations for all parties involved,” he says. “This allows me to facilitate successful closings with fewer delays or impediments.” Bobby’s success can be attributed to his concise business approach, and to his commitment to preserving his clients’ best interests throughout the course of a given transaction. Clear and up-front communication, he notes, is critical. “There are times when what I have to say isn’t exactly what my clients are hoping to hear,” he acknowledges. “But I’m going to be honest, provide my professional opinion and determine the methods best suited to assisting my clients in accomplishing their desired outcomes.” Closing a single transaction, he explains, isn’t his objective. “In order to establish long-term relationships, I position my clients with the advice that I would want in my own real estate transactions,” says Bobby. “By providing them with this level of service, I have been able to successfully build repeat and referral business, cultivating my own group of ‘raving fans.’” Bobby’s forte is selling high-end and luxury homes, and he has developed a network of systems designed to ensure that the process runs with efficiency.

The complexities of the listing process are managed down to the smallest detail, with an emphasis on exceptional and comprehensive marketing campaigns. High-end photography launches the listing, creating a stunning visual impact for prospective buyers. “The saying ‘a picture speaks a thousand words’ is never more pertinent than in real estate,” notes Bobby. “Photos that are sub-par simply won’t provide the ‘wow’ factor that we provide our sellers. And because our listings receive maximum exposure through placement on hundreds of targeted websites, we want to ensure that each home shows to its fullest potential.” Bobby notes that his listings tend to sell within 30 days, at or near asking price. His buyers appreciate Bobby’s creativity and systematization as well. A comprehensive checklist ensures that the process remains on track and minimizes delays, while his innovative approach to positioning buyers makes a notable impact on sellers. “I have become very successful at getting my clients’ offers accepted,” he states. “When sellers are fielding multiple offers, it becomes imperative that we distinguish theirs. My offers are clean, well-documented and personalized, letting sellers know exactly who wants to buy their homes and why. These details can make the difference for my clients.” A longtime interest in politics has shaped Bobby’s negotiation skills, allowing him to connect effectively with a spectrum of personality types and a range of unique situations.

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From L to R: Bobby Martins, Sheryl Martins, Diane Kranek, David Demangos In an industry that is becoming increasingly driven by technology, Bobby finds balance by adhering to the underlying foundation that defines his profession. His collegial relationships, he says, are imperative to his ability to succeed. “While we may represent distinct clients, the truth is that all real estate agents are working together toward a common goal,” he observes. “My aim is to establish and maintain solid lines of communication among my fellow agents to ensure that we remain focused on our objectives and collaborate in order to achieve successful transactions.” He is also a self-proclaimed tech junkie who utilizes the latest tools and systems to maximize business and streamline the real estate process for himself and his clientele. Supporting Bobby’s efforts is a team of professionals whose individual skills enhance the level and quality of service that he provides. His assistant Diane Kranek boasts over 25 years of industry experience and is invaluable in managing listings, handling administrative duties and managing marketing and advertising campaigns. Buyer’s agent David Demangos is an entrepreneurial-minded professional whose growing collegial network keeps him tapped into the regional market’s trends and changes. And

Bobby’s wife Sheryl Martins acts as the team’s client care manager, maintaining a hand in ensuring that transactions run smoothly and supporting communication efforts with the group’s thriving customer base. His commitment to his clients is matched by his dedication to personal and professional success. Bobby tirelessly pursues ongoing education and has earned significant credentials in order to offer outstanding representation steeped in industry knowledge. In addition to his broker’s license, he has earned every major designation within his profession including: Certified Residential Specialist (CRS), Graduate Realtor® Institute (GRI), Senior Real Estate Specialist (SRES), Internet Advanced Marketing (e-PRO), Resort & Recreation Specialist (RRS) and Certified Distressed Property Expert (CDPE). Bobby offers his clients the experience and knowledge needed to successfully manage a broad range of residential and residential investment transactions. He continues to expand his repertoire through professional business coaching and maintains a focus on his own personal growth through various gurus. “I’m investing in myself as well as in my business,” he reveals. “I’ve established lofty goals and am working daily to accomplish them.”

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Experience the Difference Bobby’s efforts are best measured in the loyalty of his clientele, though the industry has honored his successes as well. He has earned CBS Mojo recognition as “Best Realtor® in San Diego” annually from 2009-2012, a direct result of positive consumer feedback. Bobby was also voted Best in Client Satisfaction Real Estate Agent in San Diego Magazine in 2008, 2009, 2010, 2011 and 2012. His accolades reflect the client-centric approach that drives his business; Bobby’s efforts are driven by the unique needs and circumstances of each client he represents. “Exceptional customer service is the cornerstone of our success,” he asserts. An avid golfer, Bobby spends downtime with his

wife and two children. The family enjoys traveling and partaking in the wealth of activities and amenities that San Diego has to offer. Investing in his business has yielded remarkable results, and Bobby looks forward to ongoing success. “Everything I have been doing for the past eleven years has allowed me to get to this point,” he says. “I’m able to focus on my strengths: working with sellers and buyers and assisting them in establishing and accomplishing their real estate goals. As my business continues to grow, I look forward to the opportunity to continue to cultivate lasting relationships, and to facilitating successful transactions for my clients for decades to come.”

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Bobby Martins Keller Williams Realty 12780 High Bluff Drive, Suite 130 San Diego, CA 92130 Telephone: 858.204.7259 Bobby@moveupsandiego.com www.MoveUpSanDiego.com DRE # 01339628

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Keller Williams Realty Carmel Valley / Del Mar Where Innovation and Cutting Edge Technology Enhance Careers Collaboration is the rule rather than the exception. Contact Lisa Becker, Franchise CEO lbecker@kw.com 858.720.1900


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Marty Hayek ExecutiveAgent Magazine


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Success is Earned By Lalaena Gonzalez-Figueroa

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is affable nature and entrepreneurial spirit have been the bricks and mortar of Marty Hayek’s solid professional career. Driven to succeed, he has cultivated a thriving business as a mortgage professional who tailors exceptional service to meet each client’s unique needs. Before transitioning into the financial sector, Marty honed his interpersonal communication skills as a doorman at San Diego’s prestigious Manchester Grand Hyatt. The experience, he notes, was an ideal proving ground for his subsequent professional endeavors. “It was great; you had thirty seconds to make a connection with a client, to identify their wants and needs and determine how to best serve them.” His consistence and proactive approach didn’t go unnoticed. When Marty was introduced to corporate mogul Joe Stumpf, the nationally-recognized speaker quickly identified his potential for success. “He offered to coach me,” recalls Marty. The timing was serendipitous; he had completed his college degree and was ready for a new challenge. Weekly coaching meetings helped him develop goal-oriented systems steeped in accountability, testing his mettle and reinforcing his desires to succeed. “I’ll never forget those five a.m. meetings,” he muses. “The principles I learned are ingrained in the way I do business today.” Eventually he joined a boutique agency as a real estate agent and mortgage specialist, steadily growing his business through a network of repeat and referral clientele. By 2000 Marty had dedicated himself to the real estate industry, where he excelled in developing relationships and facilitating successful transactions for his customers. In addition to working with consumers at every stage of the real estate process, Marty also built a clientele of builders which offered insight into the specific needs of new home construction business. As his career progressed, Marty refined his professional focus. As a senior mortgage consultant, he offers straightforward and results-driven service for a range of clients. He is direct, providing his clients with the information and knowledge they need to accomplish their goals. The process, he acknowledges, has its challenges. “In today’s market there is no such thing as an easy transaction,” Marty observes. “But rather than worry about the flies in the ointment, I’m focused on identifying strategies to extricate them.”

drive allows him to consistently achieve the big picture. “I enjoy working complex loans,” he reveals. “The challenge of meeting guidelines and identifying loan programs that will work for both the borrower and the lender is a rewarding process.” His detail-oriented approach and exceptional market knowledge make Marty an ideal fit for business professionals and high-net worth individuals, whose unique needs often require creative solutions. He is adept not only at creating solid financial packages for his clients, but also at streamlining the process and eliminating the stressors involved to consumers and their real estate agents. “Whenever possible, I insulate my borrowers from the aggravating factors involved in obtaining a loan,” he explains. “While I focus on maintaining direct and ongoing communication with my clients throughout the process, I try to absorb as much of the stressors associated during the course of the transaction.” In an industry increasingly marked by the use of automation, Marty’s attentive approach has helped facilitate solid long-term relationships with clients and colleagues alike. “Beyond a given transaction, I’m here to serve as a trusted resource,” he explains. “I’m here to provide longterm, comprehensive solutions to my clients’ financial needs.” He is introspective, maintaining a genuine sense of accountability in his professional responsibilities. To that end Marty maintains strong collegial relationships throughout the region. A member of the Solana Beach Chamber of Commerce, he is particularly interested in further developing a local professional network. Outside of his work, Marty is a devoted father of four who finds solace and rejuvenation in international waters. An avid surfer, he has traveled the world in search of pristine locales. Among his favorite journeys have been trips to the Canary Islands, Nicaragua, Indonesia and Costa Rica. Marty looks forward to continuing to meet the needs of his clientele, offering sound solutions to an array of real estate-related needs.

He confronts issues with determination, resolute on determining strategies for success. In the often puzzlelike process of a financial transaction, Marty’s creative ExecutiveAgent Magazine

Marty Hayek Gateway Funding 11682 El Camino Real, Suite 250 San Diego, CA 92130 Telephone: 858.519.7606 mhayek@gatewayfunding.com NMLS # 653003


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Accomplish Team Training Through Monkey See… Monkey Do

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ost of the learning we do in life is from observed behavior. This observed behavior happens in all environments from work to home. A few months ago, my wife, Joan, came to me because of observed behavior that Wesley, my fiveyear-old son, picked up. Joan was driving home from errands with Wesley in the car. She was following slow moving cars in front of her, and Wesley asked her why she was going so slow. Joan told him she couldn’t go any faster because there was a car in front of her. Wesley asked her, “Why don’t you just honk the horn; that’s what Daddy does.” I was busted! In Wesley’s mind, due to observation, he learned that a slow moving car means you should honk the horn. Your staff, especially the sales staff, will learn from you through observed behavior. They will learn how to prospect and how frequently they need to prospect and the duration in terms of time that they must prospect. They will learn how valuable leads are to your team, how to treat leads, and what to do with those leads. They will also learn what the standard of performance and expectation standards are through observed behavior. Your team will be able to observe how closely you are really monitoring them. They will observe if there is consistency in your rhetoric and your actions.

consistently, you will have to set the personal example of consistency in this area. They will need to see you prospecting and making sales that link to your prospecting activities. For them to work the leads, treat them as valuable, and qualify them effectively, they will need to see you doing the same. If you want them to have a sense of urgency with the leads, you will need that sense of urgency in dealing with them, as well. Being a successful leader of your team is only accomplished through monkey see . . . monkey do! 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

Champion Team Rule – People will only do consistently what you expect and inspect. If you are unwilling to set clear expectations and inspect the progress and inspect the results, the outcome for your team will be far less than your goals for the team. If they know what is important to you and your business, and they know that you are watching or monitoring them, your probability of success increases considerably.

By Dirk Zeller

A word of caution, they won’t react favorably to, “Do as I say, not as I do.” If you want them to prospect

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Boost Your Business

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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 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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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 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. 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! 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.

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Become An Advisor

Written By Bob Corcoran

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Mike Sieber By Lalaena Gonzalez-Figueroa

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e is tenacious and goal-oriented; a natural leader who inspires others to achieve their objectives, Mike Sieber is facilitating success for consumers and mortgage professionals alike as a sales manager with Kinecta Federal Credit Union. An experienced professional with unwavering drive, he enjoys the opportunity to make a tangible difference in the lives of others. After studying business and public administration in college, Mike launched a career in commercial real estate sales. With plenty of gumption but minimal experience, he found the business more challenging than rewarding. A pervading interest in real estate led him to transition into residential mortgages, where he discovered he had found his niche. “I was able to utilize the work ethic I had cultivated in commercial real estate, and had an ability to develop a rapport with a range of individuals,” recalls Mike. “The move made sense and the lending industry was a good fit.” Mike went on to build a thriving business; success was achieved through meticulous attention to detail, exceptional customer care and a commitment to providing knowledgeable service. By 2000 he was well-positioned to pursue his entrepreneurial interests and open his own mortgage brokerage. Favorable market conditions and a solid clientele helped facilitate a smooth transition, though Mike acknowledges he’s not one to shy away from any challenge. The one-time Loyola Marymount baseball player recalls transferring to USC, and embarking upon the process of earning a spot on the university’s highly-competitive team. “I was able to garner a tryout as a walk on,” he says. “After countless hours of solitary practice, sprints and drills, I was red-shirted, then made the team as well as the travel team.” His athletic aptitude was only one element to Mike’s success; it was his unwavering vision, intense dedication and perseverance that made the difference. And these very characteristics have allowed Mike to thrive during turbulent times. As the lending and real estate industries continued to reel from financial and legislative blows, Mike discerned that he needed to reposition his business in order to best meet the developing needs of his clientele. He joined Kinecta Federal Credit Union, which boasts 70+ years of successful service. Formerly Hughes Aircraft Employees Federal Credit Union, Kinecta is one of the leading credit unions in the United States. The institution has gained public trust through unique programs as well as competitive rates, and maintains a commitment to providing members with the responsive care they desire.

systematized and on the cutting-edge of technology, but we offer a boutique experience and a positive and productive atmosphere.” Local processing and underwriting, he adds, allow for open communication throughout the course of a given transaction. “We’re nimble and remain poised to meet the ongoing needs of our member borrowers,” Mike remarks. Among Kinecta’s popular programs are the 30-Day Closing Guarantee, a $500 closing credit through Kinecta’s Purchase Power program, and comprehensive loan products geared toward a range of buyers from first-time purchasers to savvy investors. The credit union hasn’t lost sight of its non-member clients, and has created proprietary systems and resources designed to enhance the business of its real estate partners. “Co-branded webinars, continuing education and marketing support systems will allow agents to build their businesses in new and exciting ways,” asserts Mike, who looks forward to contributing to Kinecta’s ongoing success. In November 2011 Mike was tapped to help launch Kinecta’s inaugural San Diego branch. The move was so successful, that Kinecta has since opened a second branch within the city. The mortgage lending division continues to gain market share and name recognition among consumers and real estate professionals. “We are excited to continue with the momentum we have built,” states Mike. “We have identified the need for a smaller lender with a results-oriented focus, and will maintain a commitment to adding value through community-oriented programs and exceptional levels of service.” Mike’s focus is on supporting his sales staff and enabling them to increase productivity. His management style is motivational and goal-oriented, with a healthy dose of perspective. “I’ve been through a lot in my career,” he reveals. “I’ve learned not to sweat the small stuff.” A proud father to three athletic daughters, he has coached his girls on competitive teams and applies his experience to his professional coaching. “I appreciate the opportunity to lead with positivity and focus,” Mike says. “I’m committed to helping others achieve their goals.”

Mike Sieber/Manager, Mortgage Loan Sales 13161-9 Black Mountain Rd. San Diego, CA 92129 Telephone: 858-335-2810 Email: msieber@kinecta.org

“In many ways, banking at Kinecta is like working with a small company,” observes Mike. “We are highly

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Create Your Past...

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By Chris Widener

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oday is the day to create your past! Umm, Chris, don’t you mean today is the day to create your future?” No, I mean exactly what I said. Today is the day to create your past. Let me explain. I did not say today is the day to relive your past. That would mean sitting around thinking about the things that have already happened and things that you can do nothing about. You cannot change them. They are done. They need to be let go. “Okay, I am confused. What do you mean then?” I am talking about creating your past! You see, most people talk about creating their future, and in a way, that is what I am talking about here. You see, Tomorrow is in your future. But two days from now, Tomorrow will be your past. It will be your yesterday. So, every day that we live is both our present, but also what will be our past tomorrow. For example, many people lament their past. They say, “Oh I wish I would had done such and such.” Or “I was such a failure. I did this and that and it was so bad.” What they fail to realize is that they should stop reliving their past - their yesterdays - and start creating the past they will relive tomorrow. So, if you sit around and moan today about your past, then tomorrow you will look back at today and say, “Yesterday was such a waste. I blew another day.” But if, instead, you work your tail off today and accomplish something, then tomorrow you will look back at your immediate past - your literal yesterday - and you will say, “Boy, I really accomplished something!” And if you string enough of those together, pretty soon your past will be looking pretty good. And a pretty good past will propel you to a pretty good present, which will in turn be the platform for a pretty good future. So what can you do to create an incredible “past?” Live for today! Do not relive yesterday. Do everything you can today to make it an incredible day. Whatever you would like to look back on tomorrow and see as your accomplishment, do today. Understand that just as your current past took time to develop, your future past will too. So you have a few years of bad past behind you. Who cares? Do the right thing every day and you will one day look back and see that you have a great past developing.

Some may say I am arguing semantics. I am not. This is one of the mysteries of living in time and space. Our future, given enough time, will actually become our past. So no matter what our past is currently, we can change it because each day we live, we see our past grow. What we do today literally creates our past! That is a powerful concept when we grab a hold of it! So, do you find yourself focusing on your past? If so, take the time today - show the will power and discipline - to create a day that tomorrow you will look back on and be proud of! You can literally create tomorrow’s past and make it everything that you want it to be. Someday you will get to the end of your life and you will have only the past to look at. The beauty of this concept is that if we are proactive, we can do things today that will guarantee that on that day our past is everything that we want it to be! 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

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SUCCESS!

PLAN IT. BUILD IT. GROW IT. We Can Help You!

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We have the technology and the talent to help you! With knowledge, experience, and grace, we will help you achieve your goals and close more escrows.

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Eric M. Anderson By Lalaena Gonzalez-Figueroa

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or nearly 3 decades, mortgage specialist Eric Anderson has facilitated successful loans for clients and assisted other loan officers in building their own businesses. An entrepreneur and natural leader, he has held numerous leadership positions as well as owned and operated his own brokerage. Today, as San Diego Manager of Mortgage Loan Sales for Kinecta Federal Credit Union, Eric continues to lead by example. Eric is a team player with an intense drive to succeed. Highly competitive, he earned a baseball scholarship at the University of San Diego. Though he aspired to continue his career in the major leagues, the realities of life after college graduation prompted him to secure a more reliable professional outlook. Armed with a degree in Business and an unwavering tenacity, he garnered a position as a manager with a regional mortgage finance company, and a career was launched. “I have always been interested in real estate, and the lending field was a great arena for me,” recalls Eric. “I’ve always been good with numbers, and appreciate the fast-pace of the business.” His amiable nature and team approach allowed Eric to connect with a range of individuals including consumers and industry specialists such as real estate agents, builders, developers and financial planners. He has cultivated a thriving professional network which, Eric says, allows him to expand his comprehensive industry knowledge. “When no two days are ever the same, you want to be as prepared as possible to address unexpected challenges,” he explains. Eric knows well the challenges associated with his industry; after 12 years of operating his own mortgage corporation he closed shop and transferred his business to Kinecta. The decision, he says, made sense. “With ongoing changes in the lending field, I felt that my clients would be better served if I had the support and resources of a solid company,” Eric explains. “At Kinecta, I am able to focus my energies on meeting my clients’ needs and assisting other mortgage loan consultants in accomplishing their goals.” Eric extols the values of Kinecta, an organization with over 70 years in service. “In today’s environment, the long-standing success of a company with an established and reputable name is critical,” he says. “Agents and consumers want to feel that they are working with a reliable lender.” Kinecta has earned a reputation as a credit union that provides member clients with a comprehensive variety of lending options at competitive market rates. The organization also has the capacity to expand business beyond state parameters. “As a not-for-profit federal credit union, we can provide our mortgage specialists with the ability to lend outside of California,” Eric says. “This is ideal for investors, second home buyers, or referral business.”

Though he continues to work with his own clientele, Eric notes that his focus is on supporting mortgage specialists in building and refining their businesses. The diligence that propelled him athletically now drives his daily efforts as he adheres to the principle that leaders must meet the very expectations they establish. “In sports, coaches have experience playing the game,” he observes. “If you’re not willing to take a few swings at the plate, how can you inspire someone to do so?” Maintaining his finger on the pulse of the industry requires dedication, and Eric consistently rises to the challenge. “The essence of survival is that you must live your objectives,” he explains. “It doesn’t matter if you’re a lion or a gazelle; when the sun comes up, if you’re not the fastest runner, you’re in trouble.” Eric appreciates Kinecta’s comprehensive loan products and mobility; the organization’s packages, which range from loans for new buyers to super jumbo loans, are designed to meet the ongoing needs of its member clients. “As each transaction changes their goals and outlooks, we are equipped to work with consumers to assist them in achieving their long- and short-term goals,” Eric explains. In addition to a number of conventional loan programs and niche products for investors and distressedproperty purchasers, Kinecta is currently, says Eric, one of the few credit unions to act as a Certified Homepath Lender. Eric thrives in the fast-paced lending environment, and enjoys collaborating with mortgage loan consultants who also enjoy the challenges and opportunities that the industry presents. His office is thriving, on par with Kinecta’s record as the leading credit union in Los Angeles and a top-ranking organization statewide and nationwide. Eric continues to reach out to mortgage loan consultants and real estate professionals through participation in regional community events. A competitive golfer, Eric enjoys downtime on the links or with his family. He looks forward to the opportunity to facilitate continued success for his branch, his colleagues and their clients. “We have launched our office with an amazing team,” he offers. “We aren’t just closing loans; we are building relationships. It’s exciting to see the growth we have achieved, and we are optimistic that this trend will continue.”

Eric M. Anderson/Manager, Mortgage Loan Sales Kinecta Federal Credit Union 2375 Northside Drive, Suite #125 San Diego, CA. 92108 Telephone: 619.654.3995 Email: EAnderson@Kinecta.org

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Freaking Sales Animal! By Verl Workman

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f you ever see me speak you will find out quickly that I love what I do! I love speaking and training and I love the nervous energy that I feel before every event! I am often asked if I mind all the travel and being away from my family and my answer comes quickly. I love what I do and the travel just comes with the territory; it is the means to that end. I don’t think about it; traveling is simply part of the process that creates opportunities for me to influence people and hopefully help them make changes in their lives and businesses that will impact their families in a positive way. Yes, being away from my family is difficult, but I am blessed to be married to an awesome wife who does an amazing job of caring for our six children. Without her, I simply could not do what I do.

struggle with—I call it the “Sales Denial Syndrome.” I recently spoke to a large group of real estate agents and asked the entire group to raise their hands if they think they are in sales and the response was mind boggling! Less than 10% of this group considered themselves to be “sales people”. I was floored—how can you be successful in real estate if you can’t sell?

One of the most important things an agent can do today is take careful self evaluation by simply asking these questions of yourself: “What do you do?” “What is your most important role?” “Where do you find your greatest value?” and “Are you a sales person?”

Too often, when we hear the word “sales person” we conjure up an image of a sleazy, slick talker wearing a plaid jacket—and we sure don’t want to be associated with that image! But I simply ask you: How do you convince people to do business with you if you don’t give a great sales presentation? How do you overcome objections like “I want to think about it” or “I’d like to sleep on it” or “Another agent said they could do it for less”? These are all objections that require great sales skill and dialog in order to overcome them. The better you are at selling yourself and your services, the more likely that you will be successful as a real estate professional.

The first few questions establish your core values and motivating factors that allow you to do the difficult tasks, but interestingly, the last question is the one most agents

Think about it from the perspective of today’s home seller. Knowing what you know about the market and how slow home sales are in most price ranges, who would

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you prefer to hire, the agent that will provide you “great service” or do you want a “Freaking Sales Animal”? The difference is that the Freaking Sales Animal will follow up aggressively with every potential buyer, they will negotiate with confidence on any and all offers, and if they get a live one they will stay with that client until they buy or tell them to die! I came into real estate as a salesman. I attribute my success to the training and experiences I had outside of real estate in competitive sales environments. I love sales, I love the selling process and my clients hire me today because they know I can sell their homes. I agree that exceptional service is critical to long-lasting relationships and repeat business, but you never get to the repeat business part if you can’t close to begin with! Don’t be afraid of the supposed stigma that is sometimes attached to being in sales; embrace it and be confident with who you are! Study sales and sales strategies and get trained by the best sales people you know. When I coach agents today it is with the specific focus on helping them incorporate technology into their business, so they have more sales opportunities.

“Sales” is a 5-letter word not a 4-letter word! Now repeat after me: “I’m a Freaking Sales Animal and I am proud of it! I LOVE what I do!” Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman. com or www.PQPipeline.com or email him at AskVerl@ VerlWorkman.com. ©2010 Pinnacle Quest consulting, Verl Workman. 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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Briana Lawrence On The Move By Lalaena Gonzalez-Figueroa

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proactive professional with a results-oriented approach to real estate, Briana Lawrence utilizes a unique blend of creativity and business acumen to consistently achieve her clients’ goals. Her entrepreneurial nature and significant experience in project management go hand-in-hand with her real estate career; Briana has established herself as a leader whose positive outlook drives her professional endeavors. Her competitive nature has long driven Briana to succeed. Once a member of the Junior Olympic Track & Field Team, the marathon runner understands that races are won through dedication and a long-term vision. This translates well into her role as a real estate professional. “In order to best connect with my clients, I first establish one-on-one relationships with them in order to best understand their wants, needs and motivations,” she explains. “Once we have a sense of where they want to be, we establish a plan and chart an appropriate course of action.” Briana’s focus is on high-end and luxury home sales throughout Newport Beach, Corona Del Mar and the surrounding communities. Her market knowledge and attention to detail are impeccable; her clients appreciate the organization and planning that maintain efficacy throughout the course of each transaction. “I’m very focused on facilitating a process that is as smooth as possible,” Briana offers. “This keeps all parties involved updated and accountable, and allows us to address and resolve issues before they become problems.” Her listings are heavily promoted in print and online marketing campaigns, as well as through the thriving collegial network that Briana has cultivated. An active member of the California Association of REALTORS® (CAR), she has served on several chairs of the Young Professionals Network. Her volunteer efforts allow Briana not only to build ongoing skills and industry knowledge, but to also dialogue with likeminded professionals who seek workable solutions to the challenges facing today’s real estate agents and consumers. Briana’s creative approach has taken her beyond traditional methods in order to accomplish her clients’ goals. “I think outside the box,” she states. “From reaching out to out-of-state real estate boards, to identifying innovative ways to incorporate technology

into my marketing, I enjoy the challenge of creating successful strategies.” When working with buyers, Briana’s empathetic approach guides the process. Her earliest clients were gained by door knocking, and her ability to readily connect with a range of personality types continues to distinguish her quality of care. She reveals, “I didn’t launch my career with a big sphere of influence, but I quickly realized that by simply listening to people’s questions and concerns, then offering them solutions on how to accomplish their objectives, I was able to build a customer base that continues to grow through repeat and referral clientele.” Once interested in pursuing a career in law or politics, Briana utilizes exceptional negotiation skills to her clients’ advantage as she works to position them for maximum success in purchase or sale transactions. She continues to expand her professional repertoire, incorporating best practice methods used by successful agents and industry specialists. “I’m thrilled to learn from others, and to in turn share my knowledge,” Briana states. “Education is imperative in order to stay active and current on trends and changes within our business and the markets we represent.” While she dedicates much of her time to professional endeavors, Briana finds balance outside of work through running. “It’s a great stress reliever,” she smiles. “When I’m running I am able to refresh and renew myself so that I can maintain focus on achieving my clients’ needs.” Briana looks forward to facilitating continued success for her thriving clientele, and to ongoing participation within her professional community.

Briana Lawrence Prudential California Realty 1400 Newport Center Dr., Ste. 200 Newport Beach, CA 92660 Telephone: (949) 382-8485 E-mail:cdmbriana@gmail.com Web: www.BrianaLawrence.net DRE# 01887760

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Do It Because It Is The Right Thing

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ave you ever met someone that you consider to be, or to have been, a really good person? I would imagine that after a few moments of quiet reflection you could probably name at least a few. What character traits do you think describe a good man or a good woman in our society today? Perhaps words such as kind, thoughtful, generous, giving and unselfish top your list. If so, I would agree – these are traits we would all expect a good person to possess, but there’s got to be more to it - and there is. Being generous, kind and thoughtful are certainly wonderful qualities, but I believe a genuinely good man or woman is also defined as someone who knows the difference between right and wrong and chooses to do what is right. Civil Rights activist, Dr. Martin Luther King summed it up well when he said, “Cowardice asks the question - is it safe? Expediency asks the question - is it politic? Vanity asks the question - is it popular? But conscience asks the question - is it right? And there comes a time when one must take a position that is neither safe, nor politic, nor popular; but one must take it because it is right.” Doing the right thing, whether in one’s personal or professional life, is not always the easiest thing to do. In the Old Testament, a ruler named King Hezekiah decided early in life that he was going to lead his people by doing what was right in the eyes of God. Even though he was criticized, laughed at and ridiculed, he did not compromise his conviction and consequently went on to be one of Judah’s most successful and respected kings. A good man or woman does not concern themselves so much with doing the right thing as they do with being the right person. Actions alone do not reflect a person’s intent or motivation so one’s good deeds can actually serve selfish ambitions or desires. Although we can not always accurately perceive a person’s intent or motivation we can get a pretty good idea by looking at the consistency of their attitude.

The attitude of a good person is characterized by several distinct features. 1. Desires to help others achieve their goals in life 2. Is willing to put the needs of others before their own 3. Demonstrates respect for others no matter their position in life 4. Helps others without expecting anything in return 5. Refuses to compromise values for personal or professional gain 6. Possesses a willingness to forgive when harmed 7. Is committed to doing what is right even when it is not popular Being a good person does not mean being perfect – we all blow it at times. It does however, mean that we have the ability to recognize when we blow it and, if necessary and possible, we do what it takes to make it right. The most satisfying and effective relationships between co-workers, supervisors and subordinates, family members and friends are the result of people who choose to develop the attitudes of a good person. Dr. Todd E. Linaman is a licensed psychologist and the President of Relational Advantage, Inc. Dr. Linaman is also a conference speaker, published author and expert in the area of personal, professional and organizational development. RAI provides quality coaching, consulting and training for family owned businesses, executives, managers and other business professionals. Copyright© 2005, Todd Linaman, Ph.D. All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susie@ frogpond.com; http://www.frogpond.com

By Dr. Todd E. Linaman 32

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Mission Valley Eric Anderson, NMLS 381598 Mgr., Mortgage Loan Sales tel. 855.435.9827 eanderson@kinecta.org www.kinecta.org/eanderson

RSVP to Seat day! is lim ing ted.

North San Diego Mike Sieber, NMLS 353500 Mgr., Mortgage Loan Sales tel: 855.902.2693 msieber@kinecta.org www.kinecta.org/msieber

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 226.2 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. *Not an affiliate of Kinecta Federal Credit Union or its subsidiaries. 8318-05/12


June San Diego