MAY 2017 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

Executive Agents of the Month

INSIDE FEATURES: Alexis Balner Keller Williams Realty Jason Cazarez Watts Team Real Estate Deborah Kantor Kantor Sales Training

TM

Executive Agents of the Month

Team Tackney GMT Real Estate

23 19 Professional Profiles

6

10

4

14

Alexis Balner

Jason Cazarez

Deborah Kantor

Keller Williams Realty

Watts Team Real Estate

Kantor Sales Training

ExecutiveAgent Magazine

May, 2017 - California Edition

Editorials 32

Getting Angry Doesn’t Benefit Anyone -Anne Bachrach

26

The Service Boomerang -Sheila Murray Bethel

E XECUTIVE AGENT

TM

MAGAZINE

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

ADVERTISERS’ INDEX Benchmark Mortgage...................................2 & 18

30

Create Your Own Support Team!

-Linda Brakeall

City of Hope........................................................39 Finance of America Mortgage...........................29 iPhotography Studio...............................................25

16

Kinecta Federal Credit Union...............................40

The “Secret” Site -Patti Brotherton

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3

36

8

12

Ticor Title Company....................................................34

Boost Your Business -Become an Advisor -Bob Corcoran

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Tony Alessandra, Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Wendy Weiss, Chris Widener, Dirk Zeller, Zig Ziglar

Once In A Lifetime -Chris Widener

© Copyright 2017 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.

Laughter -Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Jason Cazarez Opening the Door to the American Dream

Written by Haley Freeman

J

ason Cazarez’ special passion for the American Dream emerged early in his life. He was raised by his mom in Palm Springs, surrounded by cousins who possessed all the trappings of the nuclear family.

“They had the mom, the dad and the dog – that white picket fence upbringing we all strive for. I was fascinated by what goes on behind those doors, and as I grew up, I thought a lot about the idea of home ownership and what goes into the American Dream.”

“It was my first time living on my own, and I did a lot of learning about myself and life in general. I fell in love with the architecture ‘across the pond.’

There’s so much meaning and symbolism behind it. I also came to understand that in the European countries, the priority of owning a home is not as important as it is here. In fact, property rights in general are a whole lot different.”

Armed with a new perspective and a general business education, Jason returned to the U.S. to begin his professional journey. In time, he met Keith Watts, broker/owner of Watts Team Real Estate in Aliso Viejo, and reignited his passion for the American Dream. He began working as an office assistant, and with Keith’s mentoring, Jason has flourished to become a skilled and knowledgeable real estate professional in his own right.

That analysis was stretched further when Jason studied abroad at the Regent’s American College in London.

“I was lucky to meet Keith and have the opportunity to pursue a career in real estate and do something I’m really passionate about. Helping people find a home is about so much more than just buying property. A home is the place where values are instilled in your children, and where a family begins to build wealth. It’s so gratifying when someone trusts you to help them with the biggest investment of their lifetime.”

ExecutiveAgent Magazine

Watts Team Real Estate is a local boutique agency focused on the exchange of homes in Aliso Viejo.

Everyone on the Watts Team lives in the area and has an insider’s perspective on the community’s neighborhoods, schools and unique assets. They are the resident experts in this distinctive enclave that mixes a sunny SoCal vibe with that of small town Americana. “Being small and local are our biggest advantages over the competition,” Jason explains. “Instead of being tied down by office policies and quotas, we have the flexibility to solve challenges and help our clients in ways that larger companies would never consider. When a problem arises, we inherit that problem and get in front of it to minimize the stress for the client. We consider ourselves our clients’ biggest advocate.”

First-time buyers are Jason’s favorite to work with, because it allows him to “really experience the highs and lows of a transaction. First-time buyers are 100 percent emotionally invested, and I feel blessed to be a part of something so significant to a young family.”

Jason’s compassion, integrity and conscientious representation are greatly appreciated by his clients, who describe him with expressions like: “Thorough and professional from start to finish, easy going but responsive and quick to problem solve.”

ical conditioning, it’s also about creating a system and holding yourself accountable for it. It translates directly to real estate and every other aspect of life.”

Having lived an ocean away, Jason has great appreciation for the extraordinary opportunity we have as Americans to acquire our own little corner of the American Dream.

“We’re so fortunate to live here where the weather is beautiful and we have access to so many different landscapes. I can’t think of anything more fulfilling than opening the door to this life-changing experience.”

Another stated: “Jason Cazarez went above and beyond any service we have ever received in all of our years of real estate dealings. I highly recommend him for his ability to handle every detail of a real estate transaction.

His attention to the requests and needs of a buyer or seller allow me to give him five stars in every aspect of his work. Do not hesitate to sign with this young gentleman.”

Jason and his wife make the most of life in Aliso Viejo, enjoying everything from the local hiking trails to beach sunsets. In his free time, Jason also volunteers teaching Jiu-jitsu to kids. “I get joy out of helping to instill confidence, coordination and self-discipline through martial arts. I’ve been training for 10 years. It’s more than phys-

ExecutiveAgent Magazine

Jason Cazarez Watts Team Real Estate 22912 Pacific Park Dr., Suite 200 Aliso Viejo, CA 92656 Tel: 949-813-1686 Email: jc@wattsteamhomes.com Web: www.wattsteamhomes.com CalBRE # 01887153

EA

Once In A Lifetime

A

subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.

“Isn’t every moment of our lives, once in a lifetime?” he asked.

Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment.

What happens though is that we figure we will be able to live another moment in the same way we are passing on right now. Time becomes a commodity that we trade… and the riskiest commodity of all – futures! We pass on this moment for the option to live it in the future.

The problem is that there is no guarantee of the future…

Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day: The opportunity to play with your children or grandchildren.

The opportunity to take that dream trip you have thought of for years.

Live for today my friends. Make today the best day that you can. Be aware of every moment and how it is the last time you will be able to make the decision on how to spend it.

Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference. As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity!

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

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

The opportunity to love your spouse.

The opportunity to take that business risk.

8

ExecutiveAgent Magazine

EA

Written by Chris Widener ExecutiveAgent Magazine

9

E XECUTIVE AGENT

TM

MAGAZINE

Service Beyond The Ordinary Written by Haley Freeman

“Mediocrity and monotony are my biggest fears in life.

I want to make an impact on the world.”

These words sum up the extraordinary pluck and purpose of award-winning Realtor® Alexis Balner at Keller Williams Realty in El Segundo. She has made her mark as an industry leader in the South Bay, whose commitment to service beyond the ordinary is changing lives for the better.

Alexis grew up in New Jersey, graduated from Arizona State University and moved to California to continue her education in fashion design. “I started out wanting to be a therapist, but after getting my degree, I wasn’t sure it was for me. I went to fashion school looking for something I could do every single day for the rest of my life and love. I ended up working freelance in the fashion world for a while and learned a lot.

Then I worked my way up managing restaurants and nightclubs, before I realized I was running other people’s businesses and earning them a lot of money. I decided it was time for me to do that for myself.”

Following the example of her father, a lifelong entrepreneur, Alexis garnered her considerable savvy and strength, got her real estate license, and began building her real estate enterprise, choosing Keller Williams for its outstanding business systems and unparalleled global reach. During her first year in the industry, she bought her own home and dedicated herself to perfecting her craft, and her efforts paid off big. “In real estate, there is a 100 percent correlation between the amount of work you put in and the amount of income you receive. When I decided to do this, I had no choice but to succeed. I was first in the office and last to leave, working seven days a week. I did everything I was told to do, and it took six months to get my first transaction.”

Alexis Balner ExecutiveAgent Magazine

“Because of all that hard work I put in at the beginning, I’ve never been without an open escrow since.”

After her first year, Alexis was inducted into the Agent Leadership Council, a privilege extended only to the top 20 percent of Keller Williams’ agents. This year, Alexis has been recognized by Keller Williams International as among the top 10 percent of agents. She has also just recently passed her Broker’s test.

To attain these achievements, Alexis knew she would have to work twice as hard as her established colleagues, many of whom had years of experience and long-term ties to the community that she lacked. She also worked smart, launching a targeted marketing campaign in her home community of Wiseburn in unincorporated Hawthorne. “Our school system is top-rated, and we’re more affordable than the surrounding areas, with a central location close to the freeway and only a mile from the beach. Many homes have been rehabbed since the crash and are quickly gaining equity. It’s amazing to get into a single-family home in this area for such an affordable price.”

After closing 30-plus transactions last year, Alexis decided it was time to begin building a team. Now she is supported by a transaction coordinator and a marketing specialist, allowing her to strategically leverage her time to help more people. “My next reward to myself will be to hire a coach, an accountability partner who will help take me to the next level.”

also works in the industry, and the two share many interests outside their profession, as well. “We started cycling together, and we’ve since formed a club that’s grown to about 15 people. We also love travelling, and we just went to Japan and Taiwan. Ben is Taiwanese and speaks the language. When we left, I said I could live there. To me it’s like New York City in Asia.”

Alexis continues to make an impact on her corner of the world by showing up every day as a real estate professional who goes beyond the ordinary, and she says that the opportunity to form meaningful connections with people makes her work endlessly gratifying. In turn, she has received many glowing reviews from clients who describe what it means to them to receive service that exceeds expectations.

One summed up: “Alexis was chosen over five other agents. None of them had her knowledge of our area and the high number of homes sold in the last two years. She was on top of everything, knew how to counter our buyer’s agent’s requests and requirements of current real estate protocols. She was thorough, attentive to detail and extremely professional at all times. Highly recommended to all, and my eternal thanks for all your hard work, Alexis.”

Life for Alexis continues to be anything but mediocre or monotonous, as she recently met the love of her life, and they are planning their wedding for October, 2017. Ben

ExecutiveAgent Magazine

Alexis Balner Balner & Co., Keller Williams Realty 830 S. Sepulveda Blvd.

El Segundo, CA 90245 Tel: 310-409-6000 Email: alexis@balnerandco.com Web: www.balnerandco.com CalBRE # 01932765

EA

Laughter

L

aughter is a great stress reducer. If you have never read Norman Cousins’s account of his experience of self-healing as described in Anatomy of an Illness, I encourage you to do so. When diagnosed with an incurable illness, he brought a movie projector into his hospital room and watched reel after reel of old classic comedy movies, laughing himself into hysterics. He found he could relieve his otherwise significant pain on a consistent basis through laughter. That practice, along with some other novel therapies, resulted in his healing.

He left his prestigious journalistic career and taught on the faculty of a major medical school about the power of the mind and emotions in healing the body of disease.

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

gious—once it starts little can be done to stop it. Laughter never felt bad, committed a crime, started a war or broke up a relationship. Laughter is shared by the giver and the receiver. Laughter costs nothing and its non-taxable.

Laughter is a trend-setter. If we can find ways to laugh first thing in the morning, it may in fact set the trend for the rest of the day.

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

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

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

Laughter is truly God’s gift to humankind. You can get high on laughter but never overdose. Laughter is conta-

12

ExecutiveAgent Magazine

EA

Written by Zig Ziglar ExecutiveAgent Magazine

13

E XECUTIVE AGENT

TM

MAGAZINE

Written By Haley Freeman Lisa Renee Photography, Inc.

Deborah Kantor

I

f you’re a new real estate professional looking to build your business on the right foundation, or a seasoned agent looking for fresh motivation, Deborah

Kantor is ready to share her methods that have repeatedly opened the doors to sales success.

ExecutiveAgent Magazine

Opening Doors to Your Success Deborah came by her talent for sales honestly. Raised in New England by a father who made his living selling siding and roofing, she grew up observing his well-designed business systems, self-discipline and flair for connecting with people. At 13 years old, she asked to begin babysitting, and he suggested that she go to work for him getting leads instead. He offered her a 10 percent commission on any contract she landed. That was big money for a young teenager.

She adopted the pseudonym Debbie Bright and began fearlessly cold-calling homeowners – and with lucrative results. To this day, she can still recite the sales script she used. “At 13, I learned everything I needed to know about closing a deal on the first phone call. I got him a tremendous amount of leads, and I was making all kinds of money.”

Deborah’s first official career was in staffing, and from that company’s principal she learned more sales wisdom.

“My first professional mentor’s method was simple. He didn’t advertise. He never did mailings. We didn’t have email or the other technologies that people today get lazy and rely upon. I’ve learned it’s the ABC basics that make people successful in real estate or any other kind of sales; calls to connect, client visits and getting eye-to-eye with everyone.”

Deborah eventually parlayed those early lessons into a series of successful business experiences, including a triumphant stint in real estate. “We moved a great deal for my husband’s career while raising two daughters. We had eight homes in 20-plus years, and I was never happy about the service we received from our Realtors®. We finally relocated to Cape Cod, Massachusetts, where I decided to get my real estate license. I started out with a big brand and did seven buyer transactions my first year with no training and no listing opportunities. I realized I loved the business, but I needed to go someplace where I could learn to do it well. I joined the largest, local, non-franchised, regional firm in Cape Cod and spent the rest of my career there.”

By her third year, Deborah was the top individual performer among the company’s 100 agents, and steadily in the top 10 percent of the 2,500 licensed agents on Cape Cod. Many wanted to know how she had achieved such a feat. She went to the owner of the company and suggested creating a sales training program, not just for new agents, but for everyone. She told him, “This is a sales organization. Industrywide, Realtors® don’t realize they’re in sales, and there is an enormous functional deficit when someone doesn’t understand that from the first moment of

contact, by voice or by handshake, there is a closing process that has begun.”

Convinced, he gave Deborah a sizeable budget and the authority to put a training program in motion. At the end of two years, the result was that the average agent had increased sales by a staggering 108 percent. The highest increase was 240 percent by two agents with 15 years of industry experience. “I also worked with managers,” she says. “Most companies don’t provide training for their managers, which is another big mistake. Their customers are on the floor generating sales. They need to fully understand how to hire the right talent and then give them what they need to succeed so they’ll keep producing.”

Today, Deborah is providing individual real estate professionals, sales managers and teams with training designed to help them master the fundamentals of sales, resulting in higher closing ratios and client retention that go hand-in-hand with white glove service. By focusing on the Four Rs: Rapport, Retention, Referrals and Reviews, Deborah can help turn an average agent into a sales superstar.

While many of the industry’s training organizations offer a one-size-fits-all solution dispensed by coaches who may not have walked the talk, Deborah offers something different. “I make every client a customized project. I look at what’s working and what isn’t, whether it’s an individual or a group, and then help them tweak what they do well, come up with fresh ideas and work better within their space. I look at how people interact, how their time is used and how they can offer more to the customer.”

From 13-year-old sales Phenom to seasoned sales guru, Deborah has proven that she can open doors to success.

“I’m a girl with sales in my DNA. I’ve learned that it’s so important to build a rapport with people, to understand why they’re talking to you in the first place, and what they’re looking to achieve. Sales is not a bad word. If you’re the right person to satisfy and accommodate those needs with integrity, then you’re providing a necessary service. Paying it forward is my passion. I find so much joy in seeing people succeed.”

Deborah Kantor Real Estate Sales Trainer Kantor Sales Training Tel: 844-526-8671 Email: KantorSalesTraining@gmail.com Web: www.KantorSalesTraining.com Toll Free: 844-KANTOR1 (844-526-8671)

ExecutiveAgent Magazine

EA

The “Secret” Site

W

onder why you haven’t had any inquiries on your new web site? You are not alone. Many agents feel that having a web site is a waste of time because they have felt and seen no value in it yet.

The reason for this is that they haven’t done their job in promoting it-they have a “secret” web site!

A Realtor® asked my audience at one of my recent seminars if anyone in the audience has had a good response to their web site. Before I would let anyone respond I asked the Realtor® a few questions and that was all I needed to do to make the entire room see that having a web site on the Internet is just the first step. The rest is up to you.

Just like any good marketing program, you must advertise. Most of your inquiries will come from your local area, but if you don’t tell them about it, your money for the site is wasted. Make sure that you list your web site in every advertisement that has your name; that includes the company ads. This is your chance to not only sell one listing, but also others.

Advertise your web site on your business cards. Do you know that the general public expects you to have a web site? When you hand your card to someone, they immediately have the impression that you are “up with technology” just by the fact that you have a web site. A psychological plus!

Advertise your web site on your voice mail. When people are leaving you a message and they hear that they can see all your latest listings on www.yourname.com, they just might go there to see what is new; this includes other real estate agents.

if they drive by a home that appeals to them. And, just think there may be another on your site that they want to see as well.

Advertise on all your marketing pieces-property brochures and flyers, postcards, open house invitations, etc. Everywhere that you put your name, put your web address. The more people that see it, the more will log on.

Remember to put your web address on every single advertisement; that includes the Chamber listing, your stationery (both letterhead and envelopes), magazine ads, organization directories, etc. From this point on your web address is part of your name and telephone number.

Register your site with as many search engines on the Web as possible. There are several companies who will do this for you.

Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life.

Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. Copyright© 2000, Patti Brotherton. All rights reserved. For additional information about Patti’s presentations and company services, please call the Frog Pond Group at 800.704.FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup. com.

Advertise your web site on your for sale sign. We all know that the public wants to have as much information about a property as possible. They will log on to your site

16

ExecutiveAgent Magazine

EA

Written By Patti Brotherton ExecutiveAgent Magazine

17

Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Photography by Ian Wiant

G

eoffrey and Jennifer Tackney believe that in real estate, who you work with matters. That’s why they opened boutique GMT Real Estate in Garden Grove and put their own name behind a commitment to service that goes well beyond industry norms.

Both Southern California natives, Geoffrey and Jennifer share a passion for real estate and decades of industry experience that spans mortgage lending, construction, high-volume investing, and real estate sales.

Jennifer began her career as a loan officer who went on to acquire her real estate license. Impressed by the success Jennifer was having in the industry, Geoffrey left his position as a food broker, obtained his real estate license and joined an investment team that was buying and flipping houses. “I walked in my first week with eight listings,” Geoffrey recalls. “It was exciting and scary at the same

time, and I learned a lot of lessons early on that have stayed with me to this day.”

After running rehabs on numerous investment properties, Geoffrey saw another industry opportunity. He became a licensed general contractor and spent the next few years working exclusively in construction. “I was fortunate to do a couple hundred jobs in that time, from full kitchen and bath remodels, to room additions, to ground-up construction and commercial tenant improvements.”

As the market took a downturn, the investors Geoffrey had previously worked with again made contact.

Leveraging the combined strength of their real estate and construction companies, they began buying, renovating and selling a high volume of houses. In time, Jennifer also joined the team.

ExecutiveAgent Magazine

When the investment frenzy slowed, Geoffrey and Jennifer looked around the industry and saw that it was lacking agents with high integrity and excellent service standards. “We felt that agents weren’t providing the type of service we thought the community deserved,” Jennifer says. “So, we started to do a geo-farm in the West Garden Grove area where we live. We began marketing to 3,200 homes, which eventually grew to over 5,000 homes. Our approach is that we go out every day to be of service to our community, and by doing so, we believe business will follow. Now our brand dominates the geo-farm.”

From the beginning, Team Tackney has made community connection the mainstay of their business. In their first year, they hosted dozens of community garage sales, a tradition they continue 16 times per year. “We advertise, put up signs, and show up early on Saturday morning to make sure everyone is taken care of. We even bring donuts!”

Garage sales are just one of the ways they show up for the community. In addition, Team Tackney supports numerous events and causes throughout the year, among them the Christmas carnival in the park, Neighborhood Watch, local elementary schools, PTA, Boy Scouts, Girl Scouts, Boys & Girls Clubs, and a local pageant for special needs girls.

“A portion of the dollars we earn every month is set aside for the community,” Geoffrey explains. “We choose a different community project or school each month who will receive the funds. It’s been really rewarding and goes well past being a local business owner. It’s nice to be thought of and appreciated as a supporting member and leader in the community. We take it as an honor and a responsibility to be contributors, and we pride ourselves on long-term, big-picture thinking. Our business is not built on transactions; it’s built on relationships.”

ExecutiveAgent Magazine

A Brand Built on Relationships It’s clear from the numerous glowing reviews of their service that the team is fulfilling on that declaration. A recent seller described Geoffrey and Jennifer as “the most professional and helpful real estate agents we have ever met.

Geoff’s contracting background and Jen’s keen eyes for color and style, as well as her sharp sense of what the buyers want, were extremely helpful. They also suggested a professional stager that turned our old and humble property into House Beautiful! We got two offers before the open house, and we got 13 offers within one week. Their suggestions were respectful and extremely helpful during the negotiation process. We were very grateful to have their help.”

The success of Team Tackney’s approach has led to the rapid growth of their brand, and with it, an expanding team of like-minded professionals. Geoffrey explains, “I’m the broker, and Jen and I share the role of team lead. We run the brokerage with a team atmosphere, rather than a collective group of lone wolves. It’s advantageous for us and for our clients. No matter what, there’s always someone on the team to provide the level of service we require for our clients.”

Jenni Jensen is an enthusiastic buyers’ specialist who also heads up the team’s marketing department. She receives marketing support from Caroline, a sharp young intern from Cal State, Long Beach. Shelley Rocha and Lizz Sarty are buyers’ specialists who are also outstanding listing agents.

Kelly Cooper is the most recent addition to the team. She is a longtime industry professional who is contributing her notable talents as the team’s office manager and transaction coordinator. Geoffrey adds, “As we grow, it’s important to us that our service does not diminish. Everyone who works with us is an asset to our team and to our community.”

A satisfied buyer had this to say about his experience with the team: “When my wife and I decided to move our family to West Garden Grove, we met Team Tackney through one of their listings. We had already spoken with a couple Realtors® in the area, but decided to work with Team Tackney because they weren’t overbearing or pushy. They listened to us and found us exactly what we were looking for. Their knowledge of the area is second to none, and they made us feel like we were their only clients.”

ExecutiveAgent Magazine

As residents, homeowners, and business owners in the area, the Tackneys are also community stakeholders. When it was time to move into a new office to accommodate their expanding team, they chose a location where their presence would add value to the surrounding neighborhood.

“We’re moving our office into a store front across from the high school where there used to be a smoke shop and a lot of illegal activity,” Jennifer explains. “We saw that the space was empty and it hadn’t hit the market yet. It was an opportunity to put a good business into the space and improve the experience of the students attending school in the area.”

Geoffrey and Jennifer live in the mindset that if you’re not growing, you’re decaying. In keeping with their commitment to constant improvement, they invest in regular business coaching. They also bring the team together for a book of the month club focused on business and personal development. “It gives us an opportunity to share different perspectives,” Geoffrey says. “It also helps to keep

the team in alignment and all on the same track moving forward.”

Jennifer says that in this serious business, “you can’t take yourself too seriously. We try to have fun. We’re very down-to-earth and always have our clients’ best interests at heart. We are humbled by the trust our clients have in us, and we really try to come to our business from a place of gratitude.”

Honoring their fiduciary duty to both buyers and sellers is of the utmost importance to these dedicated professionals. Geoffrey concludes, “Especially in this tight-knit community, reputation is everything. We work hard to maintain our reputation as the most honest and forthright real estate professionals in the area. We want people to know that we are highly-trained, experienced professionals who take their fiduciary duty to our clients as the pinnacle of our business. We believe that who you work with matters.”

ExecutiveAgent Magazine

Geoffrey and Jennifer Tackney – Team Tackney GMT Real Estate 12062 Valley View Street, Suite 127 A Garden Grove, CA 92845 - Tel: 714-801-9882 Email: jen@gmtrealestate.com - Web: www.gmtrealestate.com CalBRE # 01390210 / 01373608 ExecutiveAgent Magazine

EA

The Service Boomerang

R

emember the expression, “People don’t care how much you know until they know how much you care.” They want to know if you are willing to give of yourself, to serve their needs and wants.

They’re not interested in your title, your college degrees, or how much money you have. First, they want to know if you care about them as a person, if you care about helping them solve their problems. Then your knowledge and experience become important.

When you are considering the idea and process of giving “good service”, ask yourself, “What would I want if I were dealing with me?” That really brings it home.

When you think of service in personal terms you feel the accountability involved. It becomes a personal responsibility, not just a nice idea or phrase.

That kind of thinking turns into a philosophy about the service concept. And, that is where you find the real benefit, in both receiving and giving excellent service.

26

We have intelligence quotients and personality quotients. If there were a service quotient, an SQ, how would you score? How would your organization score?

It is a very powerful concept to build a life, a career or an organization on the knowledge that good service always boomerangs.

Sheila Murray Bethel is a best selling author, television personality and globally acclaimed professional speaker. Sheila’s expertise is Change, Leadership, and Personal Excellence. She is the author of the bestselling book, Making A Difference: 12 Qualities That Make You a Leader, host of the new Public Television Specials, “Making A Difference”, and business woman.

Copyright© 2003, Sheila Murray Bethel. All rights reserved. For information about Sheila’s Leadership Seminars and Workshops, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine

EA

Written By Sheila Murray Bethel

ExecutiveAgent Magazine

27

NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Alan Cipolletti

Anthony Colacion

Jill Coss

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-653005

NMLS-329651

NMLS-286726

(949) 394-1757

(949) 689-3597

(949) 791-7901

Therese Franklin

Brandon Garcia

Mark Martinez

NMLS-1151840

NMLS-950014

(949) 375-5566

NMLS-302745

(949) 394-4624

Jeffrey Scott

Argie Nastasi

Lynn Nelson

NMLS-255094

NMLS-1467005

NMLS-653022

(949) 677-1001

(714) 878-9934

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

(714) 863-8470

Senior Mortgage Advisor

(714) 412-8608

Jim Thiel

Senior Mortgage Advisor NMLS-907893

(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2016 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

EA

Create Your Own Support Team!

We Realtors® are inclined to use lots of different loan officers and lots of different attorneys. That, of course, is always an option, but is it the best use of your time?

Rookies and low producing Realtors® probably have time to deal with lots of different people, styles and personalities.

They have time to check up on the process every step of the way and play Russian Roulette with their transactions.

The mid to high producers know that you get the best service from people who have a vested interest in your success.

They also know that it is far simpler to deal with people you know and trust. They know that you get preferential treatment from people who get more of your business. They also know that they can sell more if they are sure that the sales in process are being handled correctly.

(Think of your own business. If you have a customer who buys a house from you every year for investment, don’t you handle him just a bit differently from the “Looky-Lou” who bopped into your open house?)

How do you choose your three or four loan officers and attorneys? Make a list of everyone you’ve worked with in the last year or so. Beside their name make columns labeled: • Closed on time • Easy to work with • Kept promises • Communicated well • Met deadlines • Enjoyed working together 30

•

......and whatever else is important to you.

Hopefully three or four of the loan officers and attorneys you’ve worked with will just float to the top of this list. In which case, you will have your support team. If not, ask for recommendations from people you respect who do the same sort of business you do.

Here’s the final piece of the puzzle. Call each one of the finalists and say this to them: “I’ve decided to send the bulk of my business to only three or four loan officers (or attorneys). My thought is that together we can provide better service for the customer. If you’d like to be on my team and be one of the 3 or 4 I usually refer, I will require the following from you: ....”

And tell them what you need to make you happy: A weekly report, unvarnished honesty, their presence at closing. Whatever it will take to make you more productive which will, in turn, give them more business. Don’t you deserve your own support team?

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall.

All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

31

EA

Getting Angry Doesn’t Benefit Anyone

E

verybody gets angry sometimes, and as an old green friend once said, “You wouldn’t like me when I’m angry.” Most people are not “likable” when they are upset, because anger is a strong and defensive emotion, one that is defined as “an aroused state toward someone or something perceived to be the source of an aversive event.”

When we sense that someone else is angry this immediately creates uneasy feelings, since we do not wish to be the source of that agitation. Of course, anger is not merely directed towards other people; often times, places, things, situations and other intangible properties can be a source of great anger. Some people are angry with their government or the politics that permeate their office of work. Some people are angry with lawmakers, while others are angry at how the criminal element appears to prosper at times.

There are plenty of things in this world that can make us angry at any given moment in time.

who are known to be constantly angry are also the ones that have problems with their heart or with high blood pressure.

Why is anger linked to heart disease? It has been observed that anger actually reduces the capacity of the heart to pump blood. Over an extended period of time, this can wear down the heart muscles and cause medical problems.

A 1976 film entitled Network had a famous scene that involved a newscaster telling his audience that it was okay to “get mad.” In fact, he encouraged his viewers to get mad and to yell their frustrations outside the living room window. This illustrates a good point. When you are angry, it’s never a good idea to bottle up that strong emotion inside. This could lead to festering resentment over a period of time, and in the end, could cause an ordinarily calm person to become filled with rage. On the other hand, you don’t really want to take your anger out on others as that typically doesn’t produce the result you want.

If you feel that someone or something is becoming distressing or even injurious to you, the first reaction is to get angry. As stated, do not deny yourself the right to become angry. You have the right to become angry with a person that has done you wrong, especially if he or she has shown no remorse over their actions. What is important though is that you are able to make peace with that person, to forgive them and to forgive yourself. Why should you forgive someone that has offended you?

The Harmful Effects of Being Angry Allowing yourself to become angry doesn’t necessarily solve problems. In fact, it’s no coincidence that people 32

While it is best to express your anger, constantly becoming agitated can be very unhealthy. Recurring anger has also been linked to chest pains, headaches, migraines, stroke, kidney failure, obesity, skin wrinkles and ulcers.

Sometimes we can avoid these negative and unhealthy reactions if we choose not to let some things anger us anymore.

We can choose to not get angry or we can choose to get angry. Which is really better for you?

There are many reasons to forgive, on a moral basis, as well as on a personal level. You must be willing to forgive others and yourself for your own actions, because this will make your life more enjoyable. Life is too short to become obsessed with vengeance and deep-rooted animosity.

ExecutiveAgent Magazine

EA

You could liken the idea of “never forgiving” to letting someone repeatedly stab you in the back with a knife.

It hurts when someone betrays your confidence, like a sharp stab. However, when you cling to those painful memories every day, you are just reinserting the knife into that sensitive wound. Whether or not you choose to resume the relationship with the offender is up to you; but it is imperative that you forgive that person at least in the sense of letting go of that heavy ball of negativity that is slowly developing in your heart.

Anger Management in Your Personal and Professional Life Not only must you learn to control your anger in view of your own health, you will also be expected to exercise proper anger management appropriately by your friends and professional colleagues. This can be tricky, because if you are prone to temper tantrums or impulsive behavior, you will be perceived as an unstable personality. If you are known for having a bad temper at work, don’t expect to get a lot of opportunities for advancement. The more responsibility you are given the more maturity you are expected to show. On the other hand, if you handle anger so well that you don’t even express your feelings, you may be perceived as a bit of a push over.

Basically, you have to give people what they want to see. If you are interested in appearing assertive and responsible, then try not to let others slight you without a discussion. This doesn’t require that you be “mad”, but you can certainly share your opinion on the matter.

perceive you is all a part of learning anger management.

If you want to control your anger in healthy ways and progress in your career, then begin today to choose to react differently to situations that normally would have made you angry. Make different choices and keep yourself as healthy as possible. Learn to control your anger and choose to handle situations in a new and more positive manner.

Anne M. Bachrach is known as The Accountability Coach™. She 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. Anne is the author of the book, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives. Go to www.AccountabilityCoach.com and get the FREE special report on Keys to Working Less, Making More Money, and Having a More Balanced Life.

Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (http://www.accountabilitycoach. com/coaching-store/inner-circle-store/). © 2012, Anne Bachrach. All rights reserved. For more information about this article or author, contact Susie@FrogPond.com. For the most current local Housing Trends, go to http://www.

HousingTrendseNewsletter.com.

Balancing your anger, as well understanding how others ExecutiveAgent Magazine

33

The South Bay Association of REALTORS® SAYS YES to supporting and helping you grow a successful real estate business.

FREE Online License Renewal Low Cost Mediation for Your Clients 13 Staff to Help Our Members Two Convenient Locations

Political Advocacy to Protect Your Rights Tips and Guidance with City Selling issues FREE Meetings & Events

FREE Market Stats

FREE Mediation for Commission Disputes

Tons of Free Education

Personalized Service

Onsite Training

Courses, Panel Events and Networking Opportunities for Residential, Commercial and Global Real Estate

REALTOR® Store

For More Information About Joining SBAOR please Contact Nikki@SouthBayAOR.com

EA

Boost Your Business -- Become an Advisor

36

ExecutiveAgent Magazine

EA

T

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

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

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

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

Knowing the truth can really shake things up! True in life and especially true in today’s real estate industry.

And knowing your facts now has never been more important for brokers and agents because buyers and sellers come armed with loads of information. The days of showering sellers with stacks of information have gone the way of the dinosaur.

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

In short, you need to become an advisor.

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

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

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

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

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

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

Advisors are inquisitive because they know they must understand where potential clients are in the process.

When you understand that along with understanding their motivation, you’re on your way to being a great advisor.

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

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

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

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

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

Best of luck to you!

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

ExecutiveAgent Magazine

37

EXECUTIVEAGENT MAGAZINE

SEARCHING FOR OUR NEXT

DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: info@eamag.net Tel: 949.366.3349

TM

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

11/25/13 6:02 PM

Getting just a mortgage is so last year.

That’s why we’re gifting your clients a fabulous perk when they finance their home purchase with Kinecta.

We’ve partnered with Househappy to offer traxplus.

Traxplus is a convenient web app that puts your clients’ home information at their fingertips and makes maintenance easy:

Includes an in-person initial data collection by a home data collection specialist Automated service reminders A dedicated home services concierge & more!

Free traxplus1 for your clients! $99 value

Once they’ve funded their Kinecta mortgage we’ll gift them the traxplus1 service.

Let’s elevate your clients’ home buying experience.

Jason Redmond, NMLS# 1234810 Manager Mortgage Loan Sales cell: 310.871.1673 | tel: 310.643.4667 Jason.Redmond@kinecta.org www.kinecta.org/jredmond Visit www.kinecta.org/househappy to learn more.

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

Househappytrax and Househappytraxplus home services are made available through a partnership with Househappy. Househappy is not affiliated with Kinecta or its affiliates. All costs and fees associated with the services offered through Househappy are the responsibility of the user. Kinecta reserves the right to modify or cancel these offers at any time.

1 Kinecta will cover the cost of the traxplus service (valued at $99.00) for Kinecta members who finance their home purchase with a Kinecta mortgage in the state of California. Eligible mortgage applications must be submitted on or after 1/1/2017. If eligible and upon consent, qualified borrowers will be enrolled in traxplus upon completion of a home purchase transaction. Additional costs and fees, such as renewal fees, are the responsibility of the user.

15721-02/17