MAY 2015 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

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Charlie Raine Executive Agent of the Month

Inside Features: Gary Acha imortgage Maryann O’Donnell Keller Williams Hollywood Hills Loretta Pierce Keller Williams Realty

Purchase Financing:

Compare our stats to the industry.

At Evergreen, we’ve never lost sight of the fact that serving real estate industry professionals and their clients is the cornerstone of our success, yesterday, today and tomorrow.

As evidence of our focus on the home purchase market, we invite you to review our purchase loan percentage compared to the industry: Purchase Business Percentages

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

** Source: Mortgage Bankers Association (MBA) Percentages reflect portion of total volume that were purchase transactions.

That’s why we’ve developed an infrastructure with systems and procedures that allow us to quickly process loans so that we close On Time and as Promised®.

In fact, our entire platform is engineered to close purchase transactions in 14 days*.

But stats are only part of the story.

It’s the care and compassion of every Evergreen associate that makes a difference and is felt by the customers we serve. As a lender with strong convictions and a proven track record serving the purchase market, we invite you to become a business partner with Evergreen.

Michelle Coolidge-Tondu Sr. Loan Officer & VP / Corporate Relationships NMLS 176580

tel 310-818-1011 fax 855-296-8279 mcoolidge@evergreenhomeloans.com www.michelletondu.com 21250 Hawthorne Blvd Ste 500 Torrance, CA 90503 Branch NMLS 1127143

*The 14-day close does not imply a guarantee of any kind and only references the historical service level provided by Evergreen on standard FHA, VA, and conforming conventional loans. Assumes expeditious and complete cooperation by all parties to the transaction. Not all applications are eligible for a 14-day close, including but not limited to jumbo loans, renovation loans, loans brokered to other lenders, or properties requiring repairs. Not all applicants will qualify; certain restrictions apply. © 2014 Evergreen Home Loans is a registered trade name of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: Arizona Mortgage Banker License 0910074; California-DBO Residential Mortgage Lending Act License 4130291; Hawaii Mortgage Loan Originator Company License HI-3182; Idaho Mortgage Broker/Lender License MBL-3134; Nevada Mortgage Banker License 3130; Oregon Mortgage Lending License ML-3213; Washington Consumer Loan Company License CL-3182. 1/14

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

May, 2015

South Bay

Cover Story

Editorials

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

32 - John Boe:

The Power of Choice

28 - Matt Bowman: Overcoming Fear

14 - Steve Cook:

ADVERTISERS’ INDEX

Quality Deals

Alpine Mortgage Planning...............11

30 - Adem Hamidovic:

City of Hope.....................................34

A Real Estate Primer

Evergreen Home Loans......................2

08 - Stacy Holder:

imortgage.................................25

Now What?

i Photography Studio........................23

06 - Dirk Zeller:

Kinecta Federal Credit Union..........36

Dog Days of Summer

Mike Ferry.........................................10 SBAOR....................................35

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The Termite Guy...............................24

Charlie Raine

Executive Agent of the Month Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Steven McReynolds

26 Gary Acha

04 Maryann O’Donnell

12 Loretta Pierce

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© Copyright 2015 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

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

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Maryann O’Donnell Written by Haley Freeman

M

aryann O’Donnell is a top-producing agent who shines among her peers at Keller Williams Hollywood Hills. Known for her positive spirit

and dedication to her craft, she ensures that clients are not just happy, but thrilled with their real estate experience.

Maryann has always been an enterprising businesswoman, and during her career she has sold technology products to government entities, formed a production company that shot haute couture fashion in Paris for ABC, all while buying and redesigning homes along the way. She was inspired to integrate her business savvy, creative skills and love for people when she met Valerie Fitzgerald, a topproducing Realtor® and author of the best seller, “Heart and Sold.”

Valerie represented Maryann in four separate real estate transactions, and then invited Maryann to work with her.

“I admired Valerie as a professional,” Maryann says. “What stood out most to me was her skill at guiding clients in a very confident spirit so that buying or selling a home is overall a very happy event. She is confident in her knowledge that she is contributing to the success of peoples’ lives.”

“I believe that I emulate that. My secret little standard is that my clients always love their homes. If it doesn’t have that magic for them, I’ll keep showing them homes until they find the one that does,” says Maryann.

“It’s the same for sellers. I really work to find a buyer who is blown away by their property. The seller is thrilled when somebody who truly loves the home is buying it.”

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After learning the art of her profession from one of the best in the business, Maryann decided to move to Keller Williams, where she felt a kinship with the “very entrepreneurial environment. We have great systems and training – we are ranked as the number one real estate training company and the number two overall training company in the U.S. Agents here are encouraged to live productive, successful lives. Keller Williams Realty is about culture: it teaches a holistic approach to representing, working with and supporting our buyers and sellers. This suited my entrepreneurial spirit and passion for customer service.”

Maryann is also passionate about selling LA, from the beaches to the Westside and parts of the Valley and Downtown. She artfully articulates the reasons why, “There is huge diversity here. This translates into opportunities for international buyers to relocate or purchase a second home.

Our market is stable, along with commerce, and there are opportunities to work here. We have both natural and manmade attractions – fabulous weather, art, theater and some of the most extraordinary homes in the world. I feel so fortunate to be working in this community!”

Maryann is enjoying her new role as a grandmother.

“My son and his wife are both actors, so I cherish the times when they call me at the spur of the moment and ask me to take care of the baby. I also love to play tennis and ski, and sometimes I do these things with clients so I can spend time with them in another environment.” Maryann is also an active supporter of numerous causes, including Artists for Human Rights, animal rights and beach preservation.

Although Maryann ranks among the top-producing Keller Williams agents in the nation, she considers the relationships she has built with clients and peers to be her greatest honor. “I’m proud of the many friends I’ve made with clients and other agents from all different real estate companies. I approach my business with the attitude that agents work together to deliver the best service to clients.

It is joyous for me when another agent says, ‘I so enjoyed working with you.’”

Her familiarity with each unique sector of the city equips her to expertly advise clients about values. “I know the formulas investors need to buy cheaply in an emerging market and turn their investment into the kind of home that will sell immediately.”

Maryann is a French speaker who enjoys the support KW provides for her international real estate practice.

“Keller Williams is a big draw for the international market. We have so many offices now, and our culture is all about helping each other succeed. I work with buyers from many other countries, including Australia, France, Ireland, England, Canada and Korea. The way we do business here is very different than it is in other places, so it is especially important to be able to help international clients understand the process. At Keller Williams, I have the resources to give these clients great service.”

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Maryann O’Donnell Keller Williams Hollywood Hills 9000 W. Sunset Blvd., Fl. 11 West Hollywood, CA 90069 Tel: 310-990-7621 Email: maod@kw.com Web: www.maodproperties.com CalBRE # 01377809

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Dog Days Of Summer

T

he dog days of summer are upon us. I think that expression came from the way dogs can lounge in the summer sun. They relax as if there isn’t a care in the world. It’s easy for us to lounge as well. I often see lounging in two ways:

1. We lounge in our improvement of skill because we are so busy.

2. We lounge in our performance because we don’t work with the focus and intensity we did earlier in the year.

Let’s look at each one of these ways.

We are too busy. We have buyers and sellers coming out of our ears. We are running from morning until night.

We often are out of balance with our family because we work too many hours. We are more focused on the business than we are on them. We also are behind in the improvement and developing of our skills. This focus goes out the window.

Don’t ever forget! The property sale we make today is temporary. The money we earn from it is gone shortly.

The client, because we fail to follow-up long-term after the close, is gone.

Statistics tell us that 80% of consumers don’t go back to their previous Agents for one simple reason. The Agents never called them again after the sale. The sale for most Agents is temporary, but the skill acquired through the follow-up process would be permanent. The ability to replicate business through the long-term connection with past clients is a skill. This skill is often never cultivated because we are too busy. We get in the dog days of summer and forget the fundamentals of sales. We don’t adhere to the details for building a long-term business.

The present pressure squeezes the skill of practicing our scripts and dialogues out of the way. It’s easy to get out of the routine and never get back on track. It’s easy to become indifferent. We tend to be indifferent to qualifying the prospects because there are so many. We also tend to be indifferent to getting price reductions from over-priced sellers. We can be very indifferent to the many steps we need to insure success. (What short cuts are you taking now that you know you shouldn’t?) It’s easy to drift along in life. We just go with the flow of the river, drifting down it because right now the river is fast moving. We can drift along for a while; get out of practice and out of shape to be able to paddle hard. The river will slow down sometime. Are we prepared for the slowdown? Will we have the conditioning to paddle hard, long, and fast when it does? The truth is, we can’t drift our way to the top in peak performance. If we talk to the most successful people they didn’t drift their way to the top!

Work intensely, then take time off. Be intense in the game and out of the game with your down time. I am 100% for time off. I am sure that for years I took more time off than many Agents. The difference was the intensity and focus when I was at work. There was no drifting at work. Are you 100% focused at work? Are you completely in the game with intensity? Think of racecar drivers. Can they drift while in the cockpit? Drifting would cost them their life. Do we have that kind of intensity of focus for a few hours a day? I would submit to

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you if you did, the income you earn and quality of life would radically change. There is a time to drift, but it is not at work. We all must be in the moment. Let me give you a few steps to help you be more in the moment.

• Establish a routine: Show up at the same time to work daily. Do the same activities at the same time. Don’t just allow the day to happen. Plan for the outcome you want. Apply yourself in your routine to create that outcome. Dr. Norman Vincent Peale said, “Plan your work then work your plan.” The routine you set will enable you to achieve success. When I started in real estate, I established that at 7:00 a.m. I would begin work. I still do that today. It is very hard for me not to be in my office at 7:00 a.m. working with intensity. What does your routine need to be? When do you need to be at work? When do you need to practice skills? When do you need family time or workout time? These all need to be in a routine.

• When you are not 100% focused, get there or get out. Too often Agents are half at work and half at home.

We are at work thinking we have shorted our family. We are at work in body only. My advice is go home. Go home and focus 100% on your family. We have all been in this unfocused position. We feel like a piece of saltwater taffy. When they make taffy, they tug and pull it until it gets mixed and smooth. Getting pulled between work and home accomplishes nothing.

I realized many years ago that for me, Friday was a tough day to stay focused. I would have put in four focused days in a row. I truly dreaded Fridays because I was maybe at 70 – 80 % effectiveness. The difference between incredible success and mediocre performance is a couple of percentage points. I was mediocre at best. The choice to get out on Friday changed my mental attitude, my expectations, and the results. The year that I went from a 5 1/2 day workweek to a 4-day workweek, I had my largest increase in commission earned ever! Get focused or get out!

Don’t let the dog days of summer affect the outcome for your year. It’s easy to let off the gas if you got off to a great start. Don’t coast into the finish line. Make sure you are investing in your skills daily.

We all need to be better today than we were yesterday!

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

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EA

Now What?

T

he scariest day in your investing career is undoubtedly the first time that your contract gets accepted.

You spend all that time making calls, talking to Realtors®, knocking on doors, driving through neighborhoods, etc. At night, you are reading and researching all the creative ways to make offers and how to negotiate.

You have a stack of business cards of all the people you have met in the past few weeks. There are title companies, attorneys, Realtors®, mortgage brokers, hard money lenders, and tons more. You are ready. You have this thing figured out.

You aren’t worried because you know how to put out risk free offers with contingencies to protect yourself.

You have nothing to worry about!

You are sending out offers every week and you know that the one that gets accepted is right around the corner.

You know that you negotiated that contract well and it’s absolutely going to be accepted.

Guess what? It is. You just received that phone call telling you that the offer has been accepted or the buyer has said “OK. What do we do next?”

Now what? You are probably filled with panic. What were you thinking? You can’t possibly do this deal? You don’t have money to put down. What if you lose the deposit? What if you can’t find financing? What if you missed some of the problems with the house?

8

That is probably the scariest moment of your entire career. There is no book, tape or video that can prepare you emotionally for that first yes! But use that energy in a positive manner. Don’t forget everything you have learned. You just follow a system that works. If you don’t have one of your own, ask someone that does. Use your mentor or find a mentor.

Our first yes was all backwards. We made so many mistakes, but we got the deal done in the end, which is what is important afterall isn’t it? We did learn quickly though that we needed to have a system in place for our deals so that we didn’t go through that again. We needed a simple step-by-step plan that could repeat over and over again, time and time again.

Now, we go through our checklist. We have several depending on the type of deal. One for wholesales, one for rehabs, one for properties to hold. The key is to simplify it. If you don’t know the answer, just find someone who does and call them. There are tons of people willing to help and tons of products to get you through.

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

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IN

CREASING

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40

PRODUCTIVITY

AGENT

YEARS ATTEND THIS YEAR’S SUPERSTAR RETREAT AND JOIN US AS WE CELEBRATE 40 YEARS OF INCREASING AGENT PRODUCTION!

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Register at www.Mikeferry.com or call us at 800-448-0647 © 2015 The Mike Ferry Organization. All Right Reserved.

COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

• Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

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

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! JOHN J. REED Branch Manager MLO-869516

Cell 714.305.2912 Fax 855.688.2743 jreed@alpinemc.com © 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

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Loretta Pierce ExecutiveAgent Magazine

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Generating the Wow Factor Written by Haley Freeman

istening, learning & laughter – these qualities make Loretta Pierce the kind of Realtor® that clients return to again and again. Loretta is an outgoing person who knew early in her life that she had a passion for connecting with people, prompting her to earn her bachelor’s in communication from UC Berkley. She entered the real estate profession during the down market, but her positive spirit and ability to relate to people led to her rapid success as a Realtor®.

L

By applying her combination of knowledge, determination and responsive communication, Loretta makes a real difference in the lives of real people. “I didn’t grow up luxuriously – I was the youngest of four kids with a single mom. She managed, but we never had a lot of extras. I think that experience taught me to push through boundaries to make things happen, and it is one of the reasons why I am so passionate about being able to help improve the lives of others and provide options for them.”

“It was a difficult time to be learning real estate, but my first impressions of the industry and how it relates to society at large made it an amazing experience,” Loretta recalls. “I remember being out door-knocking and how upset people were when they heard how much their neighbor’s house had sold for. I turned that into more positive energy and started working with a lot of investors, which catapulted me to the clients I work with today. My business has grown to the point where I work with a lot of referrals and buyers of multiple properties.”

To demonstrate the point, Loretta recently talked to a client who was looking for a rental. “My lender asked why he was renting when he had such good credit. Now, with my lender’s help, my client is buying a house instead of renting. He is making a financial investment that will have long-term benefits. That’s the wow factor that puts a smile on my face – telling a client that they can do it! They can own a home!”

Loretta’s genuine compassion for the challenges many were facing during those years helped her to build a foundation of trust with clients. “Everybody seemed to be suffering then – our family had our own financial difficulties. But I think sympathizing with people was a big part of my success. Helping them helped me too, and I had an internal sense of determination to strive for something better for everyone. I continue to learn a lot from my clients by being a good listener.”

In 2013, Loretta joined Keller Williams as part of her ongoing commitment to personal and professional growth.

“Interacting with another Keller Williams agent opened my eyes to the structures and opportunities there. I’m always striving to be better, and I know there is no such thing as knowing everything. I saw the opportunity to expand myself and my business with this international brand. The thing I love about Keller Williams is that even though they are the largest company in the industry, they let me focus on branding myself and helping me to be as successful as I can be as an individual.”

Loretta continues to cultivate her knowledge of the industry by taking advantage of the seminars and training that KW provides. “The classes are very motivational, and the inspiration from other agents is amazing. I feel energized and even overwhelmed by it sometimes. As the industry changes, you need those nuggets of knowledge to move you forward, and sometimes you need reminders of things you’ve learned and forgotten.”

Loretta has been a resident of South County for over 20 years and loves the community where she lives and works. She and her husband, Randy, have three daughters, and they spend time together enjoying the extraordinary weather and beautiful Pacific sunsets.

“My husband is the person I most admire,” Loretta says.

“He has encouraged me to grow as a woman, mother and businesswoman, and he has never set boundaries. He helps me to see a clearer vision so that I can reach my dreams.

He also helps me to laugh at myself. We all make mistakes – sometimes we have to just brush it off and keep going.”

“The key to making good decisions about anything is being educated about your choices. I provide that education to my clients, whether they are buying, selling or investing.

I want them to have the best information, so they can move forward with confidence when they place an offer or set their listing price.”

Loretta Pierce Keller Williams Realty 27101 Puerta Real Mission Viejo, CA 92691 Tel: 949-689-6464 Email: Loretta@lorettapierce.com Web: www.LorettaPierce.com CalBRE # 01888449

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Quality Deals ’ve been meaning to write this article for quite some time on real estate investing advice, and those who have heard me speak in the last couple of years have already gotten an earful of this. This topic isn’t about a neat investing technique or new idea, but about a mindset.

It’s my mindset and one that I believe will make many other people successful.

I

What are quality deals? They’re real estate deals that contribute to the advancement of your goals. They get you moving in the direction that you want to go. Many investors start buying homes with no idea of what they really want to accomplish with investing. As a result, they buy anything that looks like a deal and, all too often, get pulled in directions they never intended to go.

Back in 1998 when I took my first step into real estate investing, I was given strong real estate investing advice by others around me who believed you had to be a dominant force in your market to make real money. They stressed doing as many deals as possible and beating out the competition. The world around me was saying that the person who does the most wins. More real estate deals lead to more profits which ultimately leads to greater success – all going hand-in-hand.

Your goals should drive your decision making. For example, a person who needs money today and buys a property to keep it as a rental is contradicting or not fulfilling the original goal. Rental properties will not reap quick, fast cash today. Let’s say your goal is to free up your time so that you can do other things important to you. If you only want to work 20 hours a week and are taking on deals that require 40 hours a week, you’re not doing quality deals. You’re focused on quantity.

As a newbie, I took the advice to heart and did over 100 deals in my first two years. I was proud of my real estate investing accomplishments and knew many around me were impressed with my successes. However, when I stopped to look at the big picture, I was doing a lot of deals and making more money than ever before, but I had little control elsewhere. My time wasn’t my own and the deals truly controlled me. In short, I wasn’t living a life that felt fulfilling.

We need to make sacrifices to achieve the success that we desire, but need to be careful not to sacrifice the important things in life. If you are pursuing investing to achieve a better quality of life, focus on quality deals and not quantity.

I’ve talked with many investors across the country and always ask what draws them to real estate investing. The answers vary, but typically can be summed up in one sentence, “I want a better quality of life.” Over my years of investing, I have come to realize that QUANTITY does not lead to QUALITY. My advice, if you want real estate investing to provide you with a good quality of life, you need to pursue good quality deals, not a good quantity of deals.

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

Steve’s unique specialty is the “flipping homes 1-2 punch”, a proven system of real estate investing that powerfully combines wholesaling and rehabbing houses.

Also the founder of www.FlippingHomes.com, Steve is dedicated to helping others in this thriving online community succeed through understanding and aggressively applying his time-tested, step-by-step approach to flipping real estate. Get FREE weekly tips from Steve Cook and other house flipping experts at www.flippinghomes. com

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Written By Steve Cook

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Charlie Raine Executive Agent of the Month

ExecutiveAgent Magazine

Charlie Raine RE/MAX Palos Verdes

By Haley Freeman - Ian Wiant Photographer

S

haped by his extraordinary experiences growing up in Rolling Hills where he attended public schools, played at local beaches and developed lifelong friendships, Charlie Raine is a Realtor® known for his passionate and professional advocacy of his home community in the South Bay. Both of Charlie’s parents were real estate professionals – his father specialized in commercial real estate and his mother in residential. Early in his life, Charlie dreamed of working in the restaurant business, so he majored in restaurant management at Michigan State University and went on to work for a Santa Barbara based chain.

Disillusioned, he returned home some years later and following his parent’s footsteps, found that real estate was his true calling.

Charlie began his career with RE/MAX Palos Verdes nearly 25 years ago and “wouldn’t consider leaving. I have great respect for my broker and for the service provided to me and, through me, to my clients.”

It is often said that the best sales people fervently believe in their product. There is no doubt that Charlie’s heartfelt conviction for the unique lifestyle on the peninsula has contributed to his years of success.

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Charlie Raine & Bill Ruth “There are so many reasons why this is a great community to live in,” Charlie says. “First of all, our school district is phenomenal and is critical in attracting buyers to our area. Geographically, it is very open and rural here.

It’s much quieter than any of the areas surrounding us and parking is never a problem! We have trees, wild canyons, ocean vistas and abundant wildlife. There is privacy here, but you are still extremely close to all of the things that bring people to LA – you can be in downtown LA in 30 minutes. For the same price or less than the beach cities, you can get acreage and an ocean view, and even a barn if you have horses. PV offers so much more for your money.”

Charlie works in tandem with Keller Williams agent Bill Ruth, forming the team of Ruth & Raine, whose promise is to deliver “Unequalled Exposure.” This unorthodox pairing of agents from two different brands is bringing exceptional results to clients. “Bill and I went to high school together and started working together 8 years ago when we teamed up to compete for a big listing. We won the listing, which led to our holding the record for the highest sale in the South Bay (13 million) up until about two years ago. After that, realizing how our similar

business philosophy and personalities combined to make a great experience for us and our clients, we decided to continue working together. We have great synergy and our skills and personalities complement one another very well.”

The benefits to clients are multiplied by two.

“Essentially, our clients are paying the same commission, but they are getting two Realtors® and two different brokerages, which means twice the representation, twice the marketing and twice the coverage. We meet with clients together, and we are both involved in every transaction.

Neither of us has an assistant. We are the ones representing from beginning to end.”

Their service philosophy is also reflected in the way Charlie and Bill do business with one another. “We both do very well in our respective companies,” Charlie explains. “Bill is the top guy in his office and I remain in the top 4% of nearly 800 agents in mine. I think it says a lot about our character that we don’t even have a written agreement between us. We loosely share responsibilities and expenses, and in eight years of business we have never had one disagreement.”

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An Amazing Life in the South Bay While most of the homes they sell are located in their home city of Rolling Hills, Charlie and Bill also represent clients in the surrounding communities. “A lot of what we do is higher end since it comes with the territory, but that does not preclude us from working with all segments of the market. Many of our clients go way back in time, and people are consistently moving either up or down in price range, depending on their changing circumstances.

Almost all of our business comes by referral.”

Clients continue coming back because of the duo’s uncompromising standards of service and ethics. “Time and again I see agents who go for quantity over quality,” Charlie says. “They can’t have enough listings, and their buyers or sellers end up working with assistant number four instead of working with the agent they thought they were hiring. The public’s misconception is that because they

have a lot of listings, they must be good agents. It really means that they are good at marketing themselves. It’s the local agent that knows the most about any given market, I’d rely on that person rather than one who paid for the most prominent position on an online real estate website.”

He cautions consumers “not to be blinded by the glitz.

Make sure you know the quality of the person behind it.

Take the time to interview agents and find out who has the expertise to really get things done.”

In contrast, Charlie stands on personal accountability.

“Everybody in a real estate transaction has so much at stake. At the end of the day, I know if I do the right thing for my clients and they are served properly, I’ll get paid. Giving it less than 100 percent on my part is not an option.”

Charlie and wife Pia ExecutiveAgent Magazine

Charlie is also a visible contributor to his community. He previously served on the Peninsula Education Foundation Board and now works with the local Caballeros “to help protect our open spaces, making sure they remain available for hiking, walking and horse riding. There is a huge swath of land here owned by the Land Conservancy, and we want to ensure that it is accessible for current and future generations.”

Charlie describes his wife, Pia, as “a terrific person”.

They have one daughter who recently began her own career in commercial real estate. “She graduated a year ago from TCU in Fort Worth, and now she is back in the area. It’s a lot of fun having her here, taking an interest in what I do and taking it in a whole different direction.

She’s going to be great at it and will be a real asset to her company.”

going. It helps me to begin each day feeling clear-headed and positive. I know what I need to accomplish that day, and I feel motivated to make it happen. My days are long and fulfilling.”

During the summer, Charlie spends two weeks as a Los Angeles County Ocean Lifeguard, typically in Hermosa or Redondo Beach. “I look forward to it every summer,” he says. “I enjoy interacting and watching over people while lifeguarding at the beach.”

“Everything that is most important to me in my life is centered in this area – my family, the friends I made in school, parents of the kids my daughter went to school with, the work I love and the hobbies I have a passion for. I happened to luck into a place I love to be, and it all works together to form an amazing life.”

Charlie works and plays in the community where he lives, bringing his life and interests into full alignment. A lifetime athlete, he still competes in Master’s Swimming National Championships. He begins his days early each morning with coached workouts five days a week. “By 7:30, I’ve worked out, had my coffee and am ready to get ExecutiveAgent Magazine

Charlie Raine RE/MAX Palos Verdes 450 Silver Spur Rd. Rancho Palos Verdes, CA 90275 Tel: 310-377-4932 Email: Charlie@RuthandRaine.com Web: www.RuthandRaine.com CalBRE # 00982925 ExecutiveAgent Magazine

Welcome Aboard!

Watch your high-flying career take off at imortgage!

It’s the perfect destination and departure point for your breathtaking career.

About imortgage...

About you...

● In 2013, imortgage and loanDepot created a partnership that ranks them among the top–five private mortgage banking institutions in the United States. Their servicing portfolio exceeds $15 billion.

● Competitive compensation plan for loan originators and operations employees.

● imortgage is a direct lender for conventional, FHA, VA and USDA and actively participates in hundreds of state and local government programs.

● In–house marketing support, graphic–design services, co–branded marketing, personal websites and comprehensive customer–relationship management (CRM) solution powered by Salesforce.

● We’re a fully approved seller–servicer for Fannie Mae, Freddie Mac and Ginnie Mae.

● Company–paid life insurance and disability.

● Dedicated processing and underwriting teams for each branch office.

● Medical and dental insurance available. ● imortgage is one of the highest–rated lenders in the U.S. based on Eliant* customer surveys.

● 401K Plan and more.

The sky’s the limit with imortgage! Call today!

John Wellsandt

Branch Manager Direct (714) 657-1220 Mobile (916) 835-8129

714.657.1220

NMLS ID 448553 john.wellsandt@imortgage.com * Eliant is an independent third party that measures, ranks and reports customer experiences for the homebuilding industry.

Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 04012015.

imortgage 7755 Center Ave., Suite 1200 Huntington Beach, CA 92647

E XECUTIVE AGENT

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MAGAZINE

Gary Acha ExecutiveAgent Magazine

Written by Shannon Hartsoe

EA

We have a loan for every home... simple as that.®

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ometimes it’s the simplest things that make the difference. For Gary Acha of imortgage, those are the things that mean success or failure for any given transaction. “I am a firm believer in ‘doing unto others as you want done unto you,’ so I strive to make every transaction a positive, seamless experience for my clients,” he says. “I always try to think about what I would want if I were in their shoes.”

Those closest to Gary know this positive method of customer service is no surprise. After all, he had the best mentors a person could have – his parents. “My parents were both just genuinely nice people who taught me a lot about selflessness and helping others,” he recalls.

“So when I entered the personal banking industry several years ago, it just came naturally.” Gary was also fortunate to begin his career working alongside someone he counts as a close personal friend.

His first branch manager was an intensely driven person, but also felt a deep connection to his clients. “He came from a low-income background, but put himself through school to be a success,” says Gary. “He earned two degrees, travelled to Europe to study international business and then came back and managed several branches of Union Bank. But he did it without sacrificing his commitment to others.”

From his beginnings as a banker with Union Bank, Gary has made lending his calling card. His sacrificial philosophy of customer service combined with an incredible work ethic and attention to detail, Gary has become one of the most successful loan officers in the area.

Approachable, with a positive outlook on life, Gary says it’s important to be flexible as well as knowledgeable.

“The first six months were the hardest,” he says. “But once I started to relax and have fun with it, as well as add to my knowledge base, it got a lot easier. These days, by the end of my initial interview with potential clients, I feel like we’ve been lifelong friends! I believe in always seeing the silver lining even when there are challenges to overcome – there’s always an answer.”

As a result, Gary often receives letters like this one from Franz and Claudia. “We really appreciate your help … in overcoming the hurdles presented in the underwriting process. We appreciate your assistance on the credit that we received through closing as a reimbursement for all of the

stress we endured during the process and we are excited and thankful for the opportunity to finally own a home!

We know that without your hard work and extra effort this may not have become a reality for us.”

Tireless in his efforts, Gary says growing up in the Midwest shaped his outlook on work. “We had a saying in Michigan – work hard or freeze!,” he says with a laugh. “So maybe it’s not that intense as a loan officer in California, but that strong work ethic has stayed with me and working with imortgage offers me the opportunity to work with others who share that commitment. My company and I share the same morals and the same passion to see the job done right.”

If Michigan informed his work ethic, it also inspired his leisure time. “I have a HUGE passion for bowling,” he laughs. “There aren’t a lot of outdoor activities in the winter, so a lot of people take up bowling.” Gary started bowling at 14 and bowled his first perfect game three short years later. Since then, he’s added several perfect games, along with a laundry list of achievement awards.

Professionally, he’s also a member of OCAR and the AIA (Affiliates in Action). “I don’t do anything halfheartedly,” he states. “Anything worth doing is worth doing well and if I can give something back to the industry I love, I’ll help out wherever possible.” He’s also looking forward to adding to his professional achievements, including leading and growing a successful team.

“As my list of repeat and referral sources continues to grow, I want to expand on the imortgage experience,” he says. “I’d like to mentor a new generation of loan officers and eventually become a sales manager. I never want to stop growing and reaching for success – both for my company and for my buyers.”

Gary Acha imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 989-493-9028 – 714-657-1221 Email: Gary.Acha@imortgage.com Web: www.imortgage.com/gary.acha NMLS ID 765513

ExecutiveAgent Magazine

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

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Overcoming Fear Written By Matt Bowman

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was driving down the road the other day with a friend of mine putting up some “WE BUY HOUSES” signs.

I mentioned to my friend that it was kind of funny that I often got e-mail or phone calls from students of mine who are actually afraid to put up these signs. They feel that people will stare at them or they will get into trouble.

I have got into the habit of riding down the road and whenever I find a good spot for a sign, pulling over if I can or simply pulling over as far as I can to one side of the road, putting my flashers on, hopping out and jamming a sign in the ground, then hopping back in my van and continuing on down the road. (Yes, I’m the idiot you had to slow down and change lanes to get around! Don’t hate me! I’m trying to run a business here!) I have even done this with a police officer behind me. As long as you are not violating any laws or local regulations, you have nothing to worry about. (Of course, you need to check with your local code enforcement to check on local regulations regarding the use of these signs, which I already had.)

Now this is easy for me to do now, but when I started out doing real estate deals and using signs, I was nervous about going out and putting up signs, as well as a lot of other things. Why is this? I know that by just putting up a sign, I can make anywhere from $2,000 to $30,000! I have learned that the things that we are most afraid of are the things that we need to take a close look at and find out if the fear is keeping us from something good or something bad.

It had been sitting empty and broken down for years. I did all the “tough” work of inspecting the property, estimating repairs (I went so far as to go to home improvement stores with a list and price every item, then call all the local contractors and ask how much they would charge for each tiny little aspect of the rehab), finding the owner through tax records, figuring out what I could offer, etc.

I then got the phone out, sat down on my bed, got out my notes on the property and stared at the phone. I rehearsed in my mind over and over what I was going to say and how I was going to pitch the deal. And I stared at the phone.

I went back over my numbers and all the research I had done to confirm what my highest offer could be. I knew where I would start as an opening offer. Heck, I even knew some slick negotiating tactics that would get the owner to name a price first. And I stared at the phone.

After 2 and a half hours, I set the phone aside and thought, “OK, I’ll give it a little more thought and call tomorrow.” My mind instantly relaxed and said to me, “Good boy. Now go watch some TV and have some potato chips.” So I did. (Hey, who was I to argue with my brain?)

The next day, against my brain’s advice, I decided to get out my notes and phone again. To make a LONG story short, after about hour and a half of staring at the phone again, I thought to myself, “This is so stupid! What the worst that can happen? The guy says no?”

Fear has its place in our lives. Fear keeps us from doing many things that would harm us. However, it also keeps us stuck in our “safe”, secure little world, never to go out and try something new and unfamiliar that may be far better for us than anything we are currently doing to keep ourselves “safe and secure”.

I picked up the phone and dialed the number. After the first 2 rings my brain said, “Well, I guess he’s not home.

Hurry up and hang up before you annoy him if he really is there!” Just as I was about to set down the phone, someone answered!

When I was getting ready to do my very first deal years ago, I was looking at a house that needed to be rehabbed.

I fumbled around telling the man that I had noticed his vacant property and was wondering if he might be inter-

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ested in selling. He excitedly answered that he would and had been wanting to get rid of it for some time! What the heck had I been afraid of???

If you can overcome your fear of the unknown and simply take some steps towards getting a deal, I can guarantee you it will be a downhill slide once you get over that initial “hump” of fear! The rest of that deal went so easily for me! Even when I had trouble getting the deal to go through, it was fun because it was a learning experience!

The hard part was just talking to the owner!

squash that fear and move beyond it. It will be REALLY uncomfortable the first time, and maybe even the second time. However, if you can make it a habit to push through the fear, the other side is a lot better feeling than the mere “comfort” of inaction!

Matt Bowman, www.reitoolbox.com, is a full time investor who started investing in 1997. After several attempts to get started in creative real estate investing, he found his niche in sandwich lease options.

Fear is good if it is protecting you. However, if it is keeping you from bigger and better things, it is time to ExecutiveAgent Magazine

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EA

A Real Estate Primer

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here are a great many books and web sites devoted to real estate investing out there, but most of them concentrate on one specific area of investing. It’s often hard to find a general description of real estate investing, one that lists the various real estate investing strategies and how to get started. That’s what this article will set out to do.

Before beginning, you must understand that real estate investing is not a get rich quick scheme. Real estate investing can, and will, make you wealthy, but it certainly won’t happen overnight and it will require work. As you perfect your technique and gain experience, the amount of work needed to gain a lot of money will reduce, but it will take effort and persistance to make it there.

If you’re completely new to real estate investing then the only sort of investing strategy you’re likely aware of is rental properties. Landlording has been around since there have been houses and people to rent them to, and it will continue to be a wealth builder. In fact, most of the ‘no money down’ real estate strategies you hear about still include rentals as part of their plan. Still, there are other ways to make money from real estate investing out there.

The next most ‘traditional’ method is to buy a fixerupper, fix it up, and then sell it for a profit. This is commonly referred to as ‘rehabbing’ and is a very good way to make a lot of money in a relatively short period of time. Most rehabbers won’t even look at a property unless they can make at least $20,000 of profit, and this is usually within 3-4 months time. Rehabbers tend to be experienced investors with available money, or have partners who help provide any extra cash required. But if you’re just starting out you likely won’t have access to large amounts of money. One way to get involved in this area of real estate investing without needing any money at all is to ‘flip’ houses to these rehabbers.

What this entails is you going out and finding these fixeruppers, noting all the work required to fix the place up. You then place a low offer in to the owner, taking into account the fix up price and some built in profit.

Once you have the house under contract you then flip it to a rehabber for a small fee. This can result in several thousand dollars for you, without you having to spend a dime. ‘Flipping’ properties can be a great way to start your real estate investing career. Another ‘no money down’ technique that’s popular on the late night infomercials is called ‘lease optioning’. This is basically a rent to own strategy that allows you to control a property without ever taking ownership of it.

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It’s a slightly more complicated strategy that warrents its own article, but it does allow you to make money in several different ways, each without ever having to spend any of your own money. If you’re not put off by longer term investments then lease options are definately worth more research. There are other strategies that involve foreclosures and getting the home owner to sign the deed over to you, but for now I’d suggest learning more about flipping and lease options as entry-level real estate investing strategies.

How do you find properties that would make good real estate investments? Again, an entire article can be devoted to that, but there are basically two ways: you go looking for them, or you get them to come to you. The first way involves reading the newspaper classifieds and scanning the Multiple Listing Service (MLS). This is where having a great real estate agent is a must - they can get you more details on homes than you can view on the mls website, and can often let you know of great deals before they even become available to the general public.

Having home owners contact you means setting up an advertising campaign. This can involve placing ads in the newspaper, placing bandit signs at strategic locations around town, starting a direct mail campaign, etc. There are many ways to let people know that there’s a new real estate investor in town, and it would be in your best interest to try each of them to see which ones work best for you.

Whether you decide to go looking for deals, have them come to you, or both, they key is to be persistant. Real estate investing is a numbers game - most of the time you won’t be able to make the deal work, but every time you do it translates into thousands of dollars for you. The more owners you talk to, the more deals you’ll be able to do, the more money you’ll make.

I hope this article gives you a bit of an idea of what the world of real estate investing is like. There’s a lot to learn out there, and all of it is very interesting. Find the area that interests you the most, then get out there and start talking to home owners. Don’t be discouraged if you’re getting turned down a lot - just remember that when it does pay off, it will pay off big!

About the author: Adem Hamidovic is a part time real estate investor and operator of www.ProfitPiggy.com, a website devoted to new and experienced real estate investors alike.

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EA

The Power of Choice

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n aviation, the word “attitude” is a term that refers to the angle that the plane meets the wind, if the wings are level with the horizon and whether the aircraft is climbing or descending. The pilot who fails to take responsibility for the attitude of his or her aircraft is in serious trouble. And likewise, any leader who fails to control their thoughts and take responsibility for their attitude runs a similar risk with their organization.

As a sales manager, you not only set the pace for your sales team, but you’re responsible for setting the tone as well. For better or worse, the leader’s attitude is contagious and permeates throughout their organization.

Positive, upbeat companies are always led by positive, upbeat managers. While we’re not always able to control our circumstances, we can and must control how we respond to life’s difficulties, setbacks and challenges. We have a choice about how our day is going to be.

How often do you talk to yourself and what do you say? Research in the field of psychology indicates that the average person maintains an ongoing mental dialog, or “self-talk,” of between 150 to 300 words per minute.

Unfortunately, not all of these thoughts are positive.

In fact, it has been estimated that of the thousands of thoughts we have each day, approximately 40 percent of them tend to be negative and self-critical in nature. Most of us are generally unaware of this negative background chatter, let alone its sabotaging effect on our emotional state, performance and well-being.

Watch your thoughts, for they become words. Choose your words, for they become actions. Understand your actions, for they become habits. Study your habits, for

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they will become your character. Develop your character, for it becomes your destiny.

-- Anonymous Earl Nightingale, cofounder of the Nightingale-Conant Corp., concluded that life’s “strangest secret” is that you become what you think about all day long. If you want to know where your predominant thoughts lie and what you believe, look at what you are experiencing in your life.

Your thoughts are creative by nature and express themselves through your emotions, which in turn, drive your actions. Everything you say both positive and negative is in fact an affirmation and reflects your belief. Whatever you think, feel or say about your life today is the scaffolding that builds the events you will experience in the future.

Affirmation And Positive Self-Talk William Shakespeare said, “Nothing is good or bad, but thinking makes it so.” The first step in the process of changing your belief system is to monitor your thoughts and the next step is to control them through the power of choice. Once you become conscious of the critical aspects of your internal dialogue, you can choose to reframe your negative thoughts by substituting affirmative statements.

World-class athletes understand the value of affirmation and recognize the impact of their mental preparation on their physical performance. They use the power of positive affirmation to reduce anxiety and increase their expectation of achievement. To be of maximum benefit an affirmation must be simple, encouraging and stated in the present tense. By repeating an affirmation over and over again it becomes embedded in the subconscious mind.

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POWER Do affirmations really work and can they propel a person to greatness? As a teenager beginning his boxing career in Louisville, Kentucky, Cassius Clay would frequently affirm, “I am the greatest of all time!” While many considered him boastful and few took this eightynine pound, twelve year old seriously, Mohammad Ali used the power of affirmation to become the greatest boxer of all time and arguably the most recognizable sports figure in the world.

Henry Ford was right when he said, “Whether you think you can or think you can’t - you’re right.” Your belief system, like your computer, doesn’t judge what you input; it simply accepts it as the truth. The key to cultivating and maintaining a positive mental attitude is to use your power of choice and take control of your thinking. It’s a challenging task to develop a calm, focused mind, but well worth the effort.

Action Plan: Here are some suggestions to help you have a good day every day.

1. Establish the habit of getting up early.

• You’ll See It When You Believe It, by Dr. Wayne W. Dyer • The Power Of Positive Thinking, by Dr. Norman Vincent Peale • Think and Grow Rich, by Dr. Napoleon Hill • Psycho-Cybernetics, by Dr. Maxwell Maltz 3. Take a few moments to consider the upcoming activities of your day. Visualize events flowing. See people accept your ideas and your day unfolding in a harmonious and productive way. This is a good time to verbalize your affirmations.

4. Take time for some physical exercise.

5. At noon, take a 10-minute mental break to relax and replenish your energy.

John Boe presents a variety of training and motivational programs for meetings and conventions. John brings over twenty years of experience as an award-winning sales trainer to the platform. Copyright© 2005, John Boe. All rights reserved. For addition information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

2. Upon rising, read or listen to something positive and inspirational. Clinical studies indicate that our mind is most receptive to suggestion during the first 15-minutes upon awakening. Here are some books that will help you start your day off on the right foot.

• How I Raised Myself From Failure to Success in Selling, by Frank Bettger • The Magic Of Believing, by Claude M. Bristol

Written By John Boe ExecutiveAgent Magazine

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

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Education and Professional Designations-many at little or no cost to OUR members A wide variety of real estate technology courses and training Extensive commercial education series at no charge to OUR members A vast selection of training courses provided free to OUR members Professional Standards Enforcement and Mediation Services Local Political Advocacy for the direct benefit and protection of OUR members and homeowner rights Tips and guidance with city selling issues SBAOR REALTOR® Store stocked with everything OUR members need Valuable Information sent out to OUR members via email daily Full Service Staff to assist OUR members Courses, panel events and networking for residential, commercial & global real estate Community Involvement - a way for all of OUR members to give back to the community

Why Use California Regional MLS? “Dedicated to making a REAL difference in the day-to-day business of OUR members” • • • •

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Join the SBAOR and CRMLS TODAY to take advantage of ALL of the FREE member benefits!

Call us for more information and competitive pricing!

310-326-3010

INSURANCE SERVICES

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

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Save on premiums with bundled policies Convenient, one-stop shopping Unique discounts for Kinecta members Complimentary insurance reviews

See the savings Bundled home and auto policies, saving member $761.05 annually Increased coverage on homeowners policy and still saved member $100 annually Consolidated auto and renters providers, saving member $100 per month

Demonstrate your commitment to making their overall home- buying experience a memorable one with combined savings on their loans and insurance coverage.

Contact a licensed insurance consultant at 800.905.4466 option 2 or visit www.kinectainsurance.org.

Call 855.444.9823 to speak with a Kinecta mortgage professional.

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

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