MAY 2016 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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Maggie Heshmati Executive Agent of the Month

Inside Features: Gina Miramontes Keller Williams Realty Liana Norman RE/MAX Coastal Homes Patrick Parry

Watts Team Real Estate Jeff Shortley Finance of America Mortgage Andy & Lynn-Z Woodfill Keller Williams Realty

NEWPORT BEACH

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BUILD A PARTNERSHIP WITH A DIRECT LENDER THAT OFFERS EXCEPTIONAL SERVICE.

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(949) 398-3655

(949) 633-8089

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Senior Mortgage Originator NMLS-653005

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(949) 394-1757

(714) 566-5400

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MARK MARTINEZ

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(949) 735-4009

(714) 863-8470

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JEFF SHORTLEY

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(949) 291-9273

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WE OFFER IN-HOUSE AGENT MARKETING SUPPORT PROVIDING THE FOLLOWING SERVICES: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2016 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

Executive Agent of the Month

21 19 Maggie Heshmati HomeSmart Evergreen Realty

Professional Profiles

6 Gina Miramontes Keller Williams Realty

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30 Liana Norman RE/MAX Coastal Homes

34 Patrick Parry Watts Team Real Estate

ExecutiveAgent Magazine

26 Jeff Shortley Finance of America Mortgage

14 Andy & Lynn-Z Woodfill Keller Williams Realty

May, 2016 - N. Orange County Editorials

E XECUTIVE AGENT

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

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Ways To Minimize Distractions -Tony Alessandra

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Are Limiting Beliefs Stopping You? -Anne Bachrach

ADVERTISERS’ INDEX Finance of America Mortgage...........................2 Guaranteed Rate...................................................9

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i Photography Studio.............................................25

More Important Than Your Business Plan -Rich Levin

Kinecta Federal Credit Union...............................13 PWAOR...................................................................12 The Termite Guy......................................................3

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Ticor Title Company...................................................40

Building A Successful

VAREP....................................................................38

Team -Jim Rohn

Wells Fargo Home Loans.............................................39

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

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Daily Deposits In Yourself -Dirk Zeller

© Copyright 2016 Executive Agent Magazine. All rights reserved.

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

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Affection, Acceptance and Approval -Zig Ziglar

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Gina Miramontes

G

ina Miramontes’ personal mantra, “Work hard and stay humble.” She is a spirited and savvy buyers’ agent with Fred Stepanian’s award-winning team at Keller Williams, whose hard work is inspired by her passion for real estate and her keen desire to help people find the home of their dreams.

Gina is a first-generation American who grew up in Orange County. Her parents courageously came to this country and built a prosperous life for themselves and their four children. “My father worked in construction his whole life to take care of his family,” Gina says. “He made sure all of his kids could get a proper education.”

ExecutiveAgent Magazine

“He had funds in the bank ready for us to go to college.

The main reason I strive to be successful is because of the sacrifices my parents made for us.”

Gina has made the most of the opportunities her parents helped to create for her. While earning her degree in geology from California State University Fullerton, she became a licensed notary and began facilitating mortgage loan closings. Eventually, an agent approached her with an opportunity to work as her assistant processing short sales.

That hands-on experience motivated Gina to get her real estate license and become an independent Realtor®.

Gina joined Keller Williams and met Fred Stepanian during a transaction where she was representing the buyer, and he was representing the seller. “He liked the way I handled the transaction, and afterward he reached out to me and asked if I’d like to join his team as a buyers’ agent. At that time I wanted to build my own team, but he’s one of the top agents in Keller Williams Irvine. I thought, ‘Why give up this opportunity to learn? He’s obviously doing something right.’”

That was two years ago, and today Gina is flourishing as part of the Stepanian Group. “Our team tries to stay on top of trends. We’re always changing our models and getting together to discuss new ways we can improve our service.

One of the things I’ve learned from Fred, my partner and mentor, is how to be organized and identify the needs of each client. It’s important to understand if buyers are ready to buy today or six months from today. I continue to grow as a Realtor® and learn from all of his past experiences.”

Gina brings her youthful enthusiasm and progressive grasp of technology to the team and their clients. “I understand the importance of internet-based search engines and all of the tools out there the younger generation is leaning towards. Nowadays, agents are doing virtual reality tours of listings. Today you can purchase a home without even walking through it. Technology is just changing the way business is done, but I think there will always be a need for a qualified Realtor® to represent the interests of the buyer and seller.”

Gina’s patience and skill at listening to her clients help her to truly understand their requirements and find the home that meets all of their needs. “It’s important to me to put them at ease so they can feel happy and enjoy the entire process. I want to make it as stress-free as possible.”

presence is especially prominent in the cities of Irvine and Tustin. “The Stepanian name is well known in these cities since we facilitate most of our transactions in these areas.

We also have a reputable presence with other Realtor® agents here, since we conduct our business with the utmost professionalism. When it comes to accepting offers, agents advise their sellers to make a decision not only on the offer details, but on the agent who they’re going to be working with. Our reputation is another reason why our buyers’ offers are more desirable to sellers and their listing agents.”

Gina is an energetic young professional whose seven years of solid industry experience are bolstered by the proficiency of one of the most reputable real estate teams in the business. Her positive outlook and focus on serving others help her to always “work hard and stay humble.”

“I give my clients 110 percent,” she says. “I take my profession seriously and provide my clients with exceptional service and results. My personal life morals and work ethics are rooted in honesty, respect and dignity. I know that positive things will come when your focus remains on helping people.”

Gina Miramontes Stepanian Group, Keller Williams Realty 4010 Barranca Parkway, Suite 100 Irvine, CA 92604 Tel: 714-474-9967 Email: Gina.Miramontes@gmail.com Web: www.realestategina.com CalBRE # 01925788

The Stepanian Group has built a fine reputation for service excellence throughout Orange County, and their ExecutiveAgent Magazine

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Ways to Minimize Distractions here are lots of potential distractions. If you can’t avoid them, minimize them. You do that by focusing totally on the speaker and paying attention. Here are four specific techniques that will help you concentrate while listening:

T

Here’s a third reason why we don’t listen well: We think we already know what someone is going to say. We assume that we have a full understanding right from the start, so we jump in and interrupt. We don’t take the time required to hear people out.

1. Take a deep breath. This will prevent you from interrupting, and will provide your brain with invigorating oxygen. Try it now, and as you’re doing it, try to speak. It doesn’t work very well, does it?

The fourth reason has to do with the speed gap-the difference between how fast we talk and how fast we listen. The average person speaks at about 135 to 175 words a minute, but comprehends at 400 to 500 words a minute. For the person who’s not listening well, that’s plenty of time to jump to conclusions, daydream, plan a reply, or mentally argue with the speaker. At least that’s how poor listeners spend the time.

2. Consciously decide to listen. No matter who’s speaking, pay attention and listen for information that’s particularly interesting or useful. You never know what you might learn. As show-biz wit Wilson Mizner once said, “A good listener is not only popular everywhere, but after a while he knows something.”

3. Mentally paraphrase what the speaker is saying. This will prevent you from daydreaming about irrelevant and superfluous topics. You’ll concentrate on the speaker instead of yourself.

4. Maintain eye contact. Where your eyes focus, your ears follow. You’re most likely to listen to what you are looking at.

So, if you can’t eliminate a distraction, use one or more of these techniques-breathe deeply, decide to listen, paraphrase, or maintain eye contact. They’ll help you handle the distractions.

There are five basic reasons we fail to listen well. First, listening takes effort. As I said, it’s more than just keeping quiet. It means really concentrating on the other person.

An active listener registers increased blood pressure, a higher pulse rate, and more perspiration. Because it takes so much effort, a lot of people just don’t listen.

Second, there’s now enormous competition for our attention from radio, TV, movies, computers, books and magazines, and much more. With all these incoming stimuli, we’ve learned to screen out information we deem irrelevant. Unfortunately, we also screen out things that are important.

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And the fifth reason we don’t listen well is because we don’t know how. We do more listening than speaking, reading, or writing. But I bet you’ve never had a course in listening, have you?

I think listening is the most neglected and least understood of all the aspects of communication. And, largely, this weak link springs from bad habits. In short, we haven’t been trained to listen.

An untrained listener is likely to understand and retain only 50 percent of a conversation moments after it’s finished. This retention rate drops to an even less impressive 25 percent just 48 hours later. So an untrained listener’s recall of a conversation that took place more than a couple of days ago will always be incomplete and usually inaccurate. No wonder people seldom agree about what’s been discussed!

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976.

Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra.

All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.

FROG(3764) or email susie@frogpond.com; http://www. frogpond.com.

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"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

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Are Limiting Beliefs Stopping You? Written By Anne M. Bachrach

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nherently speaking, there is nothing that you are not capable of accomplishing. The truth is there is no such thing as can’t - you only think you can’t. Success is not a special privilege handed out to a selected few; success comes to applying success-oriented beliefs. Transform limiting beliefs into success beliefs and you can achieve anything.

That’s where life coaching can and does make a big difference for many people. It helps you transform limiting beliefs into success-oriented beliefs that get you from where they are to where they want to be. It’s no coincidence that when clients call me for life coaching services, they come to me because they feel stuck or blocked.

They feel stuck because they don’t realize their limiting beliefs have created an obstacle that is stopping them from achieving their goals.

Here’s a perfect example. During one of my coaching sessions with a client, I asked him about his success with obtaining referrals (which is a key to any business). He told me that he typically will receive two referrals per client. When I asked him why he thought he didn’t receive more, he replied, I just can’t imagine obtaining more than two referrals per client because that is what I typically receive. Then I asked him if he expected and believed he would receive more than two referrals (something like 5, 8, 12 or 25), did he think he might actually receive more referrals? He hesitated for a minute and in an “a-ha” moment, said yes. He realized at that moment his limiting belief was holding him back from something more. As soon as he changed his limiting belief, he began experiencing a higher number of referrals from his clients. How are limiting beliefs affecting your success?

Like I said, success is not a privilege handed out to a selected few; success is available to anyone who applies success-oriented beliefs to their life. Limiting beliefs create obstacles, while success-oriented beliefs tear them down. Although limiting beliefs are only thoughts, they create obstacles - literally. When you let go of limiting beliefs, you gain the power to not only get around obstacles, but prevent your mind from creating them in the future. Success beliefs help you realize that you can do anything and any obstacles you face are only imaginary blocks created by your limiting beliefs.

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Success Belief #1 Everything begins and ends with you.

Blaming others for anything, including your reality, is nothing but a limiting belief. It never matters what other people say or do, it only matters what you say or do.

Everything, good and bad, can always be traced back to an action (or reaction) you made. Taking responsibility for everything in your life isn’t accepting personal blame; it’s understanding that you are the creator of your life and you have the power to make successful choices. The power of choice takes you from being a passive acceptor to an active creator.

Success Belief #2 Yes you can.

Self-defeating talk is disempowering - give it up. It literally takes away all of your creation power. The truth is - there is no such thing as can’t. For example, you can be a professional athlete if you chose to. It’s unlikely you would become a professional athlete without training or experience, but you can be a professional athlete with training and persistence. Notice I said, unlikely? I didn’t say can’t because, really, anything is possible. There is no can’t about it - you can if you choose. See the difference?

Get back in the driver’s seat and speak empowering words like, I am, I will, and I have. Granted, you have to be willing to do the work because saying I am will not magically transform you into someone else.

Success Belief #3 Commit to your goals.

If you want it, but aren’t willing to do the work in order to get there, there’s not much point. You have to really want it to commit to it. Choosing to do something because someone else wants you to do it only makes it easier to quit. Achieving your goals isn’t always hard, but it does take focus, commitment, and hard work. Commitment is much easier to deliver when you have the desire for the end result.

Success Belief #4 You have got to believe in yourself.

From now on, you believe you can do anything because you realize that success just comes down to applying the right belief system. Those who believe, create the impossible every day all over the world. They dissolve disbelief

ExecutiveAgent Magazine

EA There is creation power in your belief system; so use success-oriented beliefs to create a success driven life

in others by defying the odds and accomplishing what was said to be “the impossible.” How did they do it? Because they believed they could do it, and committed to doing what needed to be done to get there. If they can do it - so can you.

Success Belief #5 Ignore the negative talk around you.

Many times you don’t even realize people are holding you back. They may not even realize they’re doing it, but it’s natural for those close to you to want you to remain at their level. It’s human nature to want to keep close relationships and without even realizing it, they are holding you back, and you are allowing it. If you want something more than you currently have, and realize that means having to loosen the ties with those who are holding you back; you are entitled to excel to your next level. You don’t have to necessarily leave them completely behind, but realize you are not obligated to remain in a limited level in life. You have the freedom to reach the next level, even if your current friends and family choose to not rise with you.

The people around you may mean well, but they don’t always say the right things (this includes friends and family). They give us advice because they think they’re helping us, but sometimes cause more harm than good.

If people around you are telling you that you can’t do something - don’t listen to them. Be grateful, thank them for their input and politely state that you believe you can. Remember, there is a difference between can’t and unlikely. Becoming a professional football player at age 45 is unlikely, but becoming a professional athlete in hundreds of other ways is absolutely possible.

Success Belief #7 Take financial responsibility.

If you want success, you have to learn to handle your money well. If you are in debt, do what you can to reduce or completely eliminate it. If you’re on a budget, don’t buy new clothes if you need to pay bills. Success comes to those who make financial decisions that support their longterm goals and success. Buying a new pair of shoes is great when you have the money, but if you have $100 dollars in the bank, it’s just not a decision that supports your success.

Buying new clothes is a great way to feel and look better, but it should never compromise your financial success.

There is creation power in your belief system; so use success-oriented beliefs to create a success driven life.

Whether you think you can or can’t - either way, you are right.

HENRY FORD Founder of Ford Motor Company Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, and to take advantage of at least 9 FREE life quality resources, visit www.AccountabilityCoach.com or click this link (http://AccountabilityCoach.com/signupa). ©2008 Anne Bachrach. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Success Belief #6 State it in the positive.

Remember, your belief system shapes your reality, so say what you want and state it in the positive. For example, “I want a job that unleashes my potential.” instead of, “I don’t want another mindless job.” Here’s another, “I want to own my own business.” instead of, “I don’t want to be stuck in this job forever.” Think about what you want, not what you don’t want. Do you think Bill Gates spent all his time thinking about being a college dropout? No - he was too busy being focused on building his multi-billion dollar business.

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JUNE 27, 2016 | OLD RANCH COUNTRY CLUB ALREADY IN OUR SIXTH YEAR, THE PWR CHARITY FOUNDATION’S PWR GOLF CLASSIC HAS BECOME A HIGHLY ANTICIPATED EVENT FOR PWR MEMBERS AND THEIR FRIENDS & FAMILY, AS WELL AS OUR AFFILIATES AND SPONSORS. GREEN FEE, CART FEE, RANGE BALLS, LUNCH, CLOSEST TO THE PIN CONTEST, LONGEST DRIVE CONTEST, AFTER PARTY

Surpassing the status quo.

At Kinecta, we do it impeccably well.

Commitment? We’ve got loads of it.

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

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

Value? Now we’re talking.

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

Service? Nothing less than top notch!

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

Curious? Allow me to share more – Contact me.

Erik Jenner, NMLS# 38025 Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

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

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

10726-02/16

†

E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

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ndy and Lynn-Z Woodfill are successful partners in life and real estate. Their synergistic relationship is the heartbeat of their team at Keller Williams, where their combined expertise makes everything they touch turn to SOLD! Lynn-Z is a second generation Orange County Realtor® who learned the business from her successful mother. “I will never forget that one day while I was in college, I went to visit my mom at her office. The in-house escrow company had just lost their receptionist, and they asked me if I wanted the job. It was perfect timing. Two weeks later I was promoted. I’m happy to say I worked my way up in the industry from the bottom, and I’m still working to the top.”

Lynn-Z spent the first seven years of her career in escrow, where she had the opportunity to participate in a high volume of transactions and learn from the mistakes she saw other agents make. As a result, she says she can

“definitely answer more questions than the average agent, which has been invaluable not only for my growth, but for my clients, as well. It lends itself to my expertise in the process going on behind the scenes.”

Lynn-Z transitioned to real estate sales with her characteristic tenacity and enthusiasm, making Rookie of the Year in 2008. Since, she has earned numerous honors, including the Chairman’s Circle Gold Award, Top Listing Agent and Top Producing Agent, and she currently ranks among the top two percent of agents nationwide.

Andy joined Lynn-Z at Keller Williams in 2014, and together they are a dynamic force. “Andy is so good at customer service and amazing at connecting with people,” Lynn-Z says. “Those skills can’t be taught. He’s always positive, happy and attentive, and he has a strong work ethic and great skills he brings from his education and previous jobs in management.”

Andy & Lynn-Z Woodfill ExecutiveAgent Magazine

“Our clients love Lynn-Z. She brings to the table not only her expertise and life lessons, but she also brings all of her ability to focus and her organization skills – the things I don’t really enjoy doing. We’re like each other’s yin and yang. The things she excels at I can do well because she taught me, but I provide more of a support role when I’m needed. I also have the ability to provide a strong customer service role. If it’s 9:00 at night and somebody wants to see a property one more time, I enjoy that. One of the greatest joys to me is seeing that look on a client’s face when they realize, this is the one. This is our home.”

with the same high ethical standards and customer service focus Lynn-Z learned from her mother since childhood.

“To this day, I still call my mom and ask for her advice.

She has always taught me to do everything ethically and to always do what’s right for the client. I like taking new agents under my wing and teaching them what I know and how to practice real estate at the highest standard. Our team members are ranging in all different expertise, and that broadens our ability to help our clients. We want everyone who works with our team to have a Nordstrom-quality real estate experience.”

Working as a team ensures that Andy and Lynn-Z are able to give clients more personal attention and more detailed service. In this competitive market where inventories are limited, their efficiency can be the tipping point in securing a property. “When Andy is out showing a house, he can call me to say they loved it and are ready to put in an offer.

He gives me the details, and by the time the client gets to a computer, they have everything they need to get their offer submitted right away. Sometimes there are multiple offers coming in, and we’re ahead of the game.”

Both natives of Orange County, Andy and Lynn-Z love selling the extraordinary lifestyle in the California paradise they call home. They excel in this people business, making their valued clients lifelong friends, and making everything they touch turn to SOLD!

This duo serves clients throughout Orange County and beyond. “When we get referrals from someone who doesn’t want to drive out to North Orange County or Riverside, I like to take those clients,” Andy says.

Andy and Lynn-Z are carrying on a family tradition of real estate excellence by nurturing a team of professionals

Andy & Lynn-Z Woodfill Keller Williams Realty 27101 Puerta Real, Ste. 150 Mission Viejo, CA 92691 Lynn-Z (949) 241-6913 Andy (949) 292-6227 SoldByLynnZ@gmail.com Andy.Woodfill@yahoo.com Web: www.Lynn-ZWoodfill.com CalBRE # 01820716 - 01954140

ExecutiveAgent Magazine

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Daily Deposits In Yourself...

W

hat is the most important asset you own? Is it that wonderful home you own? Is it the beautiful car that you drive to and from those listing appointments? Is it your investment account of stocks that in the last twelve months has taken a beating?

We spend so much time investing in the tangible things or money that we are trying to acquire in life we fail to recognize the most important asset we own.

Your most important asset is not your money…it is you.

How much time and money are you investing in you?

Do you have a set time every day to invest in you? Are you making daily deposits in you?

There are a couple of key areas to make deposits daily in your life. Each of these areas is essential for you to build a better you.

1) Physical: We need to move physically daily to be at peak performance. There have been quite a few studies showing that our American society is more over weight than ever in our history as a society. We ultimately eat too much and move too little.

How do you rate yourself physically? Are you on track or off track? What do you need to do to get back where you need to be? What do you need to cut out?

What do you need to add to your diet and exercise routine? Make a decision and a commitment right now to begin. Write down right now when and what you are going to do to change your physical attributes.

2) Relational: This asset of being able to interact with other people is truly a blessing. We often fail to invest the necessary time, energy and love to create growth and abundance. Even the plants in our yard need attention to bring forth the explosive blooms we enjoy. We can pay more attention to our plants than we do to our children, spouse or significant relationships in our lives.

3) Spiritual: I truly believe we are spiritual beings.

Our spirituality can be the first part of our life to become neglected. The reason is we do not have someone saying pay attention to me. Your body will often tell you when your clothes do not fit. Your spouse or children often speak up when they are neglected.

Many times spiritual beliefs will just let us stray. They do not cry out, “Pay attention to me!” When we wake up later dramatically off the track in our spiritual life, we will say, “How did I get here?”

4) Mental: The asset of our mind is incredible. We have been blessed with incredible capacity. Most of us are just using a small percentage of our capacity. I truly believe the goal for each of us is to play the game of life to the level of potential that we possess. We have all been gifted with vast untapped resources. What are you doing to mine those resources regularly?

The barrier for all of us to achieve the abundance in all accounts of our life is lack of commitment. That lack of commitment is what stops each of us from achieving our goals and the life we desire. We have to be prepared to pay the price to achieve what we want in each of these categories: physical, relational, spiritual and mental. We must be prepared to make that absolute stand and commitment that nothing is going to stop us from achieving our goals and dreams in life. Are you ready to start today?

Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers.

Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2007, Dirk Zeller. All right reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com.

My question is, are you on the mark with your relationships? Is there someone who needs more water and fertilizer in your life? What are you going to do about it? When?

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The barrier for all of us to achieve the abundance in all accounts of our life is lack of commitment. That lack of commitment is what stops each of us from achieving our goals and the life we desire.

Written By Dirk Zeller

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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_______________________________

Cover Story

Maggie Heshmati Executive Agent of the Month

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Maggie Heshmati Written by Haley Freeman - Ian Wiant Photographer

S

pend just a few moments talking with Maggie Heshmati, and you will know you have met a person of great integrity. She radiates professional competence and authentic concern for others, inspiring the confidence of clients and colleagues alike. That is because Maggie’s focus is not on self-promotion or earning the next commission. Her purpose is to always put the best interests of her clients first, and build relationships that last for a lifetime.

Maggie was inspired to pursue her career in real estate by one of her college professors. “He was an attorney teaching business and real estate law,” she explains. “He was my first mentor and the one who introduced me to this industry. I loved him because he was always emphasizing the importance of ethics, honesty and integrity. It

was very exciting to me how he demonstrated taking care of clients. I decided to give real estate a try, and it has been so phenomenal. I’ve never thought of doing anything else. Working with people and helping them with one of the most important decisions of their lifetime is very satisfying. I’m lucky to be doing what I love.”

Maggie’s enthusiasm for real estate continues to gain momentum in this, her 28th year in the industry. She is a real estate dynamo, ranked among the top one percent of agents, and she has achieved top honors from some of the world’s leading companies. But Maggie says that “every successful closing is the greatest reward. People don’t care about how many awards you’ve won. They want your service; they want to know what you can do for them and that you care about them.”

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Her referral-driven business is proof that her formula works. She is a solutions-oriented professional with the experience to foresee and overcome difficulties that would paralyze her competition. “I personally never give up. I am constantly looking for a way to make the deal go in the client’s interests. Any problem has a solution, and often it’s right there. As agents, we have to believe in ourselves.

My 28 years gives me the confidence that there is never a problem I can’t solve. It takes tremendous care and effort to recognize obstacles up front and then find the best solution. My job is to take care of all of that and make their experience easier, more fun and more profitable.”

Maggie isn’t afraid to be creative. In one instance, she received a referral for an expired listing. The way the staircase was situated made the property difficult to sell.

“I immediately contacted my staircase contractor. By looking at the floorplan, he saw potential for changing the direction of the staircase. The seller didn’t want to pay for the remodel, so I ordered the blueprints for the new design along with the cost sheet. By disclosing the possibility, the home ended up selling in only eight days.”

Maggie works hard at cultivating positive relationships with other industry professionals, knowing that it takes more than one to close a transaction. “I am blessed with the amount of referrals I receive. It puts more responsibility on my shoulders to give my best every day. I always work as a team with other agents, lenders, title, escrow and inspectors. By having a close relationship and respecting them and their contribution, it always comes back in favor of my clients’ best interests.”

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Building Relationships for a Lifetime Maggie also has the support of the conscientious team of professionals at Evergreen Realty, which has been named a Top Workplace by the Orange County Register for the last seven consecutive years. “We have such a friendly environment and we work as a family. That’s what drew me here. Our staff is very professional and are all experts in their field. The managers are friendly and supportive, and their doors are always open. We also have risk management on site, so someone is always available to answer questions regarding legal issues.”

Maggie has tried and true strategies for maximizing the best interests of both buyers and sellers. For sellers, Maggie spends significant time and resources up front, bringing in stagers and necessary contractors to present the property in its best light. “I can provide great service on any budget. That first impression of the home is so important.” She is always available to promptly answer

her phone and email so that no opportunity for a sale is ever missed.

For buyers, Maggie begins by taking special care to educate clients about the process and prepare them for what to expect. After considering their preferences and financial qualifications, she creates a profile of their ideal home and then previews all of the properties she has selected before presenting them to her client. When it comes time to place an offer, this is when the respect she has earned from other Realtors® really comes into play. “When I’m presenting an offer, that agent knows I’ve done my homework. I am in full control, because I know what my client wants and that they are qualified to purchase. Other agents respect that and they put our offer ahead of others, even when they have a cash buyer and I’m representing a financed buyer.

It’s because they are confident that if they work with my buyer, the transaction will close.”

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Maggie is well-versed in the customs and needs of Orange County’s diverse cultural population. She skillfully assists buyers coming in from outside California, both domestic and international, and she has access to unique funding options to accommodate foreign nationals and other buyers who don’t meet Fannie/Freddie guidelines.

“Irvine is an exceptional city,” she says.

“Our diversity, our schools and the many types of homes we have available make it appealing to so many people. I love taking my clients on tours to show them the town and all of their options.”

Among Irvine’s unique offerings is a large inventory of newly built homes.

Maggie works cooperatively with builders to assist buyers interested in new construction. “Rather than sending a client alone to be overwhelmed with hundreds of choices, we structure options based on their financial abilities and need. We give them all of the information and then introduce them to the builders. When a development is in high demand, we make sure they get on the list right away.”

Maggie and her family are well-established residents in the Irvine community. They have participated together in the same congregation for over 20 years. She and her husband make it a priority to contribute to causes both local and global. “I enjoy volunteer work. It increases my own happiness and well-being.” They also have three “wonderful children,” Marjon, who is a dermatologist, Mojgon, an illustrator, and Sadegh, who is still a freshman at Northwood High.

Maggie takes great pride in the many friendships she has established during her nearly 30 years in real estate, and she is always just a phone call away whenever she is needed. “I love it when I hear from someone long after a closing, and they call to tell me their joys or share news with me. Orange County is full of hard-working, deserving people I’m proud to call friends.”

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Maggie Heshmati HomeSmart Evergreen Realty 9901 Irvine Center Dr. Irvine, CA 92618 Tel: 949-275-6666 Email: ochomes4sale@gmail.com Web: www.maggieheshmati.com CalBRE #00986917

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Written by Haley Freeman

JEFF SHORTLEY

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eff Shortley is more than a loan consultant. He is a trusted advisor to people who are making one of the most important financial decisions of their lifetime.

He is also a qualified affiliate to real estate professionals

who are intent on providing flawless customer service.

Jeff says he learned from his father never to compromise his integrity.

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“My dad was an LAPD officer, and he’s one of those guys who has the greatest morals I’ve ever seen in my life.

He always taught me to be honest, and to treat other people how I would want to be treated. He’s definitely the biggest influence in my life, and I always try to live up to what my dad would do in a situation.”

Jeff has long had a passion for understanding financial markets and using diversified financial vehicles to create long-term wealth. His own post-college investment plan included the purchase of real estate, so Jeff chose to work in real estate financing, where he could help others reach their financial goals while gaining valuable strategies for his own investment plan. However, as the market collapsed under the weight of artificially inflated property values, Jeff felt compelled to leave the industry. “I always want to believe in the product that I am selling and with the housing market declining so quickly I didn’t feel comfortable financing people for homes that were likely to keep declining in value. I decided to get into trading futures.”

Jeff recently returned to mortgage lending and enthusiastically joined his trusted associate James Theel (NMLS-891331) at Finance of America Mortgage. In this revitalized market with its increased regulation and improved lending guidelines, Jeff is once again helping people choose the financing that fits their financial goals.

He is a well-informed advisor who educates clients about the complex factors that influence rate trends and market fluctuations. That knowledge, bolstered by the comprehensive and creative programs and talented support team at Finance of America Mortgage, Jeff is doing what he loves and feeling great about it.

“I feel like I’m studied up on what affects the financial markets,” Jeff says. “I always want to know the details, because if my clients want to know, I want to be able to give them the answer. I want them to be as educated as they want to be. Some don’t really care; they just want to get the transaction done. But if they’re looking for that knowledge, I want to be able to give it to them. I want anyone who refers clients to me to feel confident that I will help take care of their needs.”

Jeff and James share an efficient in-house processing team at their Newport Beach office, and underwriting is

done just minutes away in Irvine. Their dedicated marketing coordinator helps bring co-marketing campaigns with real estate partners to life. “We can help create whatever they are envisioning in their mind. We have drone technology to come out and film homes. We also do 360degree virtual tours, which is something not a lot of people in the industry are doing right now. We’re cutting edge on technology, and our videos show up on the search engines a lot – often on the front page. We want to help Realtors® stand out when they’re competing for listings.”

This young, high-energy professional is a great asset to any Realtor® looking to build their business. Jeff loves a challenge, and he won’t quit until the job is done to the client’s satisfaction. He believes in building lasting client relationships based upon uncompromising integrity and professionalism, and is always available and responsive because he cares about creating extraordinary results.

“Now I love the industry,” Jeff says, “and I’m proud to be a part of turning this industry into a respected, professional industry again. I want to be known as a trusted mortgage originator who is well-trained, not just an order taker. My job is to be informed so that I can give people options and make recommendations. Then it’s up to them which way they want to go, and being educated empowers them to make a knowledgeable decision.”

JEFF SHORTLEY NMLS ID 1441083 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200, South Tower Newport Beach, CA 92660 Tel: 949.398.3642 - 949.291.9273 Email: jeff.shortley@financeofamerica.com Web: www.FinanceofAmerica.com/jshortley

©2016 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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More Important Than Your Business Plan

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uestion: What could be more important than your business plan? Answer: Your habits. An Agent’s daily and weekly habits are more important than the quality of their business plan. Both, plan and habits are best. But of the two, habits rule.

Consider these two Agents. Which would you rather be?

Amy Agent has a great plan and lousy habits. She is really excited about her plan. But… her lack of habits means that she does not consistently take action. Her lead generation and follow up are mediocre. Her marketing is random.

Her service and communication with her Clients is hit or miss. It is easy to imagine how these lousy habits limit Amy’s success and add to her frustration.

Pending Clients 6. Think and Strategize 7. Improve Your Presentations (as necessary) 8. Learn Inventory by Previewing Property (as necessary) Presentations, handling pending transactions, showing, offers, negotiating, etc are also priorities but they are dependent on other people’s schedules. Therefore they are difficult to build as habits. Turning the above eight priorities into habits guarantee the presentations, showings, offers, etc that result in your success.

Habits Work. Consistency Works. Consistency Wins. It’s universal.

Four Critical Keys to Turning the Eight Priorities into Habits 1. Schedule the priorities, for 30 minutes (at the beginning); first thing in the morning as soon as you sit down at your desk. That’s not the real key. This is; complete the priorities for that day before you open your e-mail!

2. Schedule each priority on the same day of the week, at the same time, in the same place, and get started in the same way.

3. Start with one priority at a time. Once you experience the value of having one habit. You will be motivated to add the next.

4. Start with 30 minutes or less. This feels less burdensome.

It motivates efficiency. And the fact is that you can accomplish a lot when you are really focused for 30 minutes on one priority.

Habits ensure success in every endeavor. The athlete and the team with the better habits win. The marriage with the better habits thrives.

In all of my workshops, on every topic, I teach Agents to create habits. I teach Agents to implement the topic of the workshop through better habits.

It’s Not Time Management. It is Priority Management.

Time management seldom works. Priority management always works.

Let me be clear. Business planning is very important. In fact planning is a main focus of my coaching and teaching.

But I know that your habits, not your plan, dictate your success. And it is your habits that will guarantee the implementation of your plan and the success of your business and your life.

In contrast Annie Agent actually has no formal plan but she has great habits. She always feels like a better plan would help her. But… on the same days of the week, at the same times, in the same place, in the same way she consistently follows up her leads; sends direct mail, e-mail blasts, and blogs. She communicates with her Clients on schedule. It is easy to imagine how Annie’s habits feed her success, create personal satisfaction and a better quality of life.

In his book, The 7 Habits of Highly Effective People, Stephen R. Covey wrote, “The key is not to prioritize what’s on your schedule, but to schedule your priorities.”

There are eight priorities that guarantee success in a Real Estate career. Scheduling them is remarkably easy.

Developing the tiniest bit of discipline around them, one at a time, turns them into habits.

The Priorities of a Successful Real Estate Career Are: 1. Look at and Update Your Measurable Results Daily 2. Make Appointments with new Clients 3. Conduct Your Technology Marketing 4. Implement Your Traditional Marketing 5. Provide Quality Service to Your Listed Sellers and 28

Master Coach and Agent Productivity Expert Rich Levin will be presenting “14 Proven Systems to Keep Your Transaction Intact Until They Close” and “Dynamite Real Estate Presentations” at the Texas State Convention in Galveston on September 15th. He is President of Rich Levin’s Success Corps Inc. (www.RichLevin.com). ©2010, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Written by Rich Levin

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Written by Haley Freeman

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iana Norman is a Southern California native and second generation Realtor®. Her roots run deep in Orange County sand and soil, where her parents and grandparents established a beautiful life and

legacy for her to build upon. Liana’s real estate career really began when she was still a child, when she happily assisted her mother Lana Facinelli, who began her career in 1976 with marketing and preparing listings for sale.

It is no surprise that as soon as Liana graduated from high school, she went to work as an assistant to prominent San Clemente Realtor® Mike Vanni. By 1989, she was fully licensed and successfully developing her own business. “Mike and I became more like partners than boss/employee. I learned a lot from Mike. Our business was primarily multi-family residences, but we definitely did our fair share of single family homes. While working at this local firm, I was involved in loans and property management, as well.”

Today, Liana is a licensed Broker Associate and the dynamic leader of Liana Norman and Associates at RE/MAX Coastal Homes in San Clemente, where she is widely recognized for her market expertise. She has earned multiple designations, including Graduate, Realtor® Institute (GRI); Certified Residential Specialist (CRS); Certified Negotiation Expert (CNE); Certified Distressed Property Expert (CDPE); and is Quality Service Certified Platinum (QSC), the highest level of service achievement in the industry. Among her many awards, Liana is a Top 300 Orange County Realtor® and is the recipient of the RE/MAX Lifetime Achievement Award.

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‘Going Above & Beyond’ Liana is a consummate professional. But what truly sets her apart from her competition is her uncompromising dedication to customer service. She defines her promise to her clients: “I am dedicated to ‘Going Above and Beyond.’ The philosophy is simple: it’s all about the client, and what the client needs from us. Identify the client’s needs, figure out the best way to service those needs, and then do the best job we can to perform that service and develop our relationship.”

That dedication is evidenced in the sincere expressions of appreciation from her clients and their eagerness to refer her to their friends and family. Liana is a 5-Star Premier Agent on Zillow, where one client recently shared: “We have used Liana to sell and buy homes a number of times in the past 15 years. Selling your home is always stressful, but working with Liana is always wonderfully reassuring.

She is knowledgeable and always positive during the listing and sales process. Her communications with us were prompt and encouraging. We appreciated Liana’s high personal and professional standards. It’s not often you find a real estate agent that you would like as a friend.

We would not hesitate to use her again and highly recommend her to anyone. Thank you, Liana!”

In order to ensure that her clients are taken care of at every moment, Liana has built a team of select professionals, including several buyers’ agents and a full-time assistant. She stands behind her word, and offers every client a Quality Service Guarantee. She specializes in a full range of residential resale homes, both large and small, and she also provides expert assistance in residential leasing.

Liana and her husband, Steve, have been married for more than 25 years, and their proudest accomplishment is their three wonderful children. Liana is an active person, who takes full advantage of the fabulous weather and lifestyle in South Orange County to run, stand-up paddle, body surf and hike. She is also a marathon finisher! In her quiet time she also enjoys drawing and reading.

Liana has dedicated her entire career to excellence in real estate. She is fully committed to making every client’s experience a seamless and positive one, with regular communication and tireless attention to detail. “I promise to go Above and Beyond for each and every one of my valued clients.”

Liana’s trusted knowledge and professional ethics have also earned her the respect of her colleagues. They know that when Liana is on the job, the transaction will not only get done, but get done right. In a market where inventories are shrinking, Liana’s positive relationships with other agents help her to secure home buying opportunities for her clients that might otherwise be lost. “There are many great agents out there and I am blessed to have a good report with many of them. Though our clients’ needs are most important, it helps to have a good reputation with my colleagues so I can help those needs get fulfilled. There are a handful of excellent Realtors® that I meet with on a regular basis to help mentor me. I am never too old to learn from others.”

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Liana Norman RE/MAX Coastal Homes 1644 N. El Camino Real San Clemente, CA 92672 Tel: 949-690-6906 Email: Liana@liananorman.com Web: www.liananorman.com CalBRE # 01054256

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Affection, Acceptance and Approval

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n article that appeared in The Dallas Morning News was particularly fascinating because the author was writing about Vitamin A (for affection) which is advocated by Inez Bloomingdale who is the owner and director of Miss Bloomingdale’s Academy, a child care center in Las Colinas. Miss Bloomingdale pointed out that she doesn’t merely operate a business, but that she wants to make sure children have all they need to help them grow. She received the Paul Harris Award from the Dallas Rotary Club which is given to recognize a lifetime commitment to education.

Miss Bloomingdale is “right on.” Research indicates that all of us have a need for affection and everybody wants to be accepted and to gain approval. We also want to be right and to be understood. Unfortunately, we all cannot always be right but all of us can listen attentively to a person, whether child or adult. If we cannot agree with their position, we can give them personal approval for the originality of their ideas. With children and, for that matter, with adults affection is important. We all have a “skin hunger” that can only be satisfied with genuine affection from an unselfishly caring person.

The parent or teacher of any kind who demands certain performances before they give acceptance causes the recipient to wonder if they have performed well enough to “deserve” that acceptance.

Approval comes in many forms. A simple “good job” or “congratulations” or “my, I like the way you shined your shoes (or brushed your hair) this morning” is sometimes all a struggling child needs to hear to feel they are worthwhile.

Combine what Ms. Bloomingdale is teaching with the fact that over 60% of a child’s working vocabulary is acquired by age three and 80% of their character is formed by age five, as well as 90% of their personality by age seven, and you can understand why Ms. Bloomingdale receives such high accolades. Follow her approach to dealing with your children and I’ll SEE YOU - and the kids - AT THE TOP! Zig Ziglar is known as America’s Motivator. He authored 33 books and produced numerous training programs. He will be remembered as a man who lived out his faith daily.

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E XECUTIVE AGENT

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“Real estate is the most dynamic form of investment there is. It makes dreams come true and I feel humbled to be part of the process.”

That’s why Patrick Parry set his sights on a career in real estate. When clients choose this dynamic young Realtor® at Watts Team Real Estate, they are choosing a professional who is fully committed, and one who is well-equipped with the knowledge and expertise to give them profitable advice.

A native of Orange County, Patrick grew up watching new communities emerge from the hills and sand. He participated in that growth, working on job sites with his father, a general contractor. “That part of it never really grabbed me,” he says, “but the economy and finance always interested me.” He graduated with his bachelor’s degree in business finance with an emphasis in real estate from California State University Fullerton, and went on to work as an investment counselor, advising investors who were purchasing residential and commercial properties in markets across the U.S. Patrick entered the industry during the turbulent recession years. He gained much wisdom early on that he passes along to his clients today. “I saw the market going crazy with appreciation. As soon as I graduated, it turned down, and I saw the greed that came out of it. It was a reality check early in my career. Getting into the industry was difficult. It gave me grit, so I don’t readily give up. It also gave me a better understanding of the factors that drive the market and how fast they can change.”

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A Positive Local Outlook Written by Haley Freeman

At Watts Team Real Estate, Patrick helps clients make informed decisions about real estate and to think practically about why they’re in the market for a home. “Whether or not the market will increase over the next 10 or 20 years may not be a reason to buy, just a benefit. What matters is whether the purchase is something they want and makes sense right now. People always need a place to live regardless of what the market is doing. It is my job to make it happen.”

Patrick remains an avid student of economics, who stays on top of new reports and projections. He works closely with manager Keith Watts, analyzing local trends in order to give clients informed guidance when either listing or purchasing a home. They save clients substantial time and money by giving them accurate information and adjusting unrealistic expectations.

“Analyzing the market is important,” Patrick continues. “Real estate is hyper-local, so what they say about location is true. For instance, you have to look at each city and see how many of a particular floorplan are on the market at one time, and what is the demand for that floorplan. Many local factors have an effect on price. Pricing properties is as much a science as an art, and it is a huge part of listing a home. We’re constantly examining these factors because they’re always changing. Every time we get a new listing or are making an offer, we sit down to discuss it to determine the best strategy for the client. There’s no room for yes men in this industry.

Our job is to relay what is reality and point people on the right path.”

“Each client and transaction needs its own specific approach. Here, I get more specified training and support, and I can work directly with the owners to do what is best for my client. I have a lot more control.

And as an agency, we are hyper-local. We sell all over the county, but we specialize in the local area and are leaders in this market.”

Technology also plays a big role in Patrick’s strategy. He is vigilant about leveraging social media and finding new advertising tools that will give his clients an edge. But he believes there is no substitute for genuine customer service.

“I am a person who cares. What gets me out of bed every day is knowing I’m going to make new friends, and the bonus is that I get to make a living doing it. What better way to spend your life than helping people find one of the most important necessities of life, helping them start a home and family or end that chapter of their life? You go through a lot with people on this journey, and to me there’s nothing better.”

Patrick says that working for a local, boutique company allows him to give more to his clients.

ExecutiveAgent Magazine

Patrick Parry Watts Team Real Estate 85 Argonaut, Ste. 202 Aliso Viejo, CA 92656 Tel: 949-235-8614 Email: Pat@patparryhomes.com Web: www.PatParryHomes.com CalBRE # 01829479

EA

Building a Successful Team

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nce you’ve set a goal for yourself as a leader whether it is to create your own enterprise, energize your organization, build a church, excel in sports, etc. - the challenge is to find good people to help you accomplish that goal. Gathering a successful team of people is not only helpful, it’s necessary.

So to guide you in this daunting task of picking the right people, I’m going to share with you a four-part checklist.

Number One: Check each candidate’s history.

Seek out available information regarding the individual’s qualifications to do the job. That’s the most obvious step.

Number Two: Check the person’s interest level.

If they are interested, they are probably a good prospect. Sometimes people can fake their interest, but if you’ve been a leader for a while, you will be a capable judge of whether somebody is merely pretending. Arrange face-to-face conversation, and try to gauge his or her sincerity to the best of your ability. You won’t hit the bull’s-eye every time, but you can get pretty good at spotting what I call true interest.

Number Three: Check the prospect’s responses.

A response tells you a lot about someone’s integrity, character, and skills. Listen for responses like these: “You want me to get there that early?” “You want me to stay that late?” “The break is only ten minutes?” “I’ll have to work two evenings a week and Saturdays?” You can’t ignore these clues. A person’s responses are a good indication of his or her character and of how hard he or she will work.

Our attitudes reflect our inner selves, so even if we can fool others for a while, eventually, our true selves will emerge.

And Number Four: Check results. The name of the game is results. How else can we effectively judge an individual’s performance? The final judge must be results.

of an individual’s productivity. Sometimes we don’t ask for this type of result right away, but it’s pretty easy to check activity. If you work for a sales organization and you’ve asked your new salesman, John, to make ten calls in the first week, it’s simple to check his results on Friday. You say, “John, how many calls did you make?” John says, “Well . . .” and starts telling a story, making an excuse. You respond, “John, I just need a number from one to ten.” If his results that first week are not good, it is a definite sign. You might try another week, but if that lack of precise activity continues, you’ll soon realize that John isn’t capable of becoming a member of your team.

The second area you need to monitor is productivity. The ultimate test of a quality team is measurable progress in a reasonable amount of time. And here’s one of the skills of leadership: be up front with your team as to what you expect them to produce. Don’t let the surprises come later.

When you’re following this four-part checklist, your instincts obviously play a major role. And your instincts will improve every time you go through the process. Remember, building a good team will be one of your most challenging tasks as a leader.

It will reap you multiple rewards for a long time to come.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine.

Copyright© 2006, Jim Rohn. All right reserved.

For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com http:// FrogPond.com

There are two types of results to look for. The first is activity results. Specific results are a reflection

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Written By Jim Rohn

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Your clients’ homebuying goals deserve attention Let’s start the conversation today.

Julie A. Piccione Branch Manager 714-934-2061 NMLSR ID 409747

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Information is for real estate professionals and is not intended for consumers.

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

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2016 Wells Fargo Bank, N.A. All rights reserved.

NMLSR ID 399801. AS1723581 Expires 1/2017