NOVEMBER 2018 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

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JOHN & CERITA

METCALF Executive Agents of the Month

Inside Features: Christine Brantingham Reliance Real Estate Services

Joel Fahres loanDepot®

A DYNAMIC LENDER MAKES FOR A HAPPY BORROWER The user experience is a key factor when applying for a mortgage. Reducing the time it takes to complete the loan process and enhancing the overall experience is what differentiates one lender over another. That’s why loanDepot developed mello™ – an easy-to-use web app that allows our customers to take control of their mortgage journey.

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FEATURES

Communicate with an easy-to-use web application

Instant credit score review

Fill out your own application and choose a loan program

Securely upload and digitally sign documents

Receive real loan approval with our automated underwriting engine

Check loan status at any time

FOCUS ON THE USER EXPERIENCE IS ONE OF THE DRIVERS WE CONTINUALLY KEEP IN MIND AS WE CREATE NEW FEATURES IN OUR TECHNOLOGY SOLUTIONS. Ontario Branch

Riverside Branch

Ontario, CA 91761

Riverside, CA 92505

Temecula Branch

San Juan Capistrano Branch

Richard Hedrick FOCUS ON THE USER EXPERIENCE IS ONE OF THE DRIVERS WE CONTINUALLY KEEP MIND AS WE CREATE NEW (909) 912-7810 (909)IN 912-7835 NMLS#1059650 FEATURES IN OUR TECHNOLOGY SOLUTIONS. 3281 E Guasti Rd, Suite 550 11801 Pierce Street, Suite 200 Branch Manager (909) 912-7835 office (714) 400-2753 cell 21804 Cactus Ave, Suite 102 Riverside, CA 92518 rhedrick@loanDepot.com www.loanDepot.com/rhedrick

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675

loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (082218 118995)

EXECUTIVE AGENTS OF THE MONTH

John & Cerita Metcalf Help-U-Sell

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Inside Features

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4

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Christine Brantingham

Joel Fahres

Reliance Real Estate Services

loanDepot® ExecutiveAgent Magazine

INLAND EMPIRE - NOVEMBER, 2018

Editorials

E XECUTIVE AGENT

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MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 FArrias45@gmail.com www.ExecutiveAgentMag.com

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Becoming More Persuasive -Tony Alessandra

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ADVERTISERS’ INDEX - IE

Ways To Increase Motivation -Peter Field

City of Hope..........................................................34 Finance of America Mortgage..................................36 iPhotography Studio...............................................23 Kinecta Federal Credit Union...................................29

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loanDepot®..............................................................2

Putting Balance In Your Life -Peggy Morrow

NAHREP...........................................................................14 PWAOR.............................................................................28

The Termite Guy......................................................3 VAREP.....................................................................15 WCR........................................................................24

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Speaking For Success -Terri Murphy

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener, Mark Victor Hansen, Brian Tracy, Denis Waitley © Copyright 2018 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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Change Begins With Choice -Jim Rohn

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

JOEL FAHRES

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efore Joel Fahres became a mortgage loan consultant, he was a successful entrepreneur in the cookie distribution business. According to Joel, the two enterprises have much in common. “I had a great first career, and when the opportunity came to sell my business, I did. I initially made my living in route sales calling on grocers. I learned that no matter what your product is, sales is about service. It means making commitments to your customers and living up to them. I also learned a lot about self-motivation and personal responsibility. Moving

from cookie distribution to mortgage loans wasn’t a tough transition in that respect.”

It has been more than 20 years since Joel decided to turn his considerable business savvy from distributing sweet treats to the task of helping his neighbors attain the American Dream. He has since developed a comprehensive expertise in mortgage lending, with a focus on helping area home builders and their clients navigate a seamless transaction.

ExecutiveAgent Magazine

Perfecting the Art of Mortgage Lending Last year, Joel moved his busy lending practice to loanDepot, where he is better equipped to meet his clients’ needs with a wide range of progressive loan products and the service to back them up. “What attracted me to make the transition is that loanDepot is willing to expand guidelines to meet current market conditions. That’s something large banks are hesitant to do. Not only do we have the kinds of loan products that people are looking for, we also have phenomenally smooth and common sense practices for getting loans closed. We deliver precise and concise information quickly so clients can make timely decisions that are appropriate for their circumstances.”

In addition to caring for his established Realtor® relationships, Joel is providing loan solutions to home buyers in the new Southern California communities currently underway by builders Warmington Residential and Watt Communities. His work takes him all over the region, but Joel has a different view of SoCal traffic than most — and it’s a window into his glass-half-full perspective on life. “If I’m sitting in traffic, it means lots of people are working and can afford to buy homes. So I’m glad I’m sitting in traffic,” he laughs.

Working in the new builder niche is a perfect fit for Joel for more reasons than his love of the smell of sawdust.

With his thoughtful approach to mortgage lending, he has created streamlined processes for builders and contract-toclose service for buyers.

He is known for his extensive loan knowledge and trusted for his honesty and integrity. “My job is to provide clients with sufficient and abundant information so they can decide which way they want to go. I don’t believe in pushing anybody through the process. I can provide options and give my recommendations about what I think will benefit them, but in the end, I always say, ‘This is your money.

You decide.’”

With longterm loan locks and an array of innovative programs that includes a 5 percent down jumbo loan with with no mortgage insurance and qualifying FICOs in the low 700s, as well as bank statement loans and financing

for foreign nationals, loanDepot is stepping up to meet consumer buying needs and proving its confidence in the home market. “It’s exciting to be able to help people who may not be able to buy a home without these programs.

Shelter is one of the main things everyone needs in life. I get a kick out of being a problem solver and someone who helps people achieve their dreams.”

Joel applauds loanDepot’s stance on developing leadingedge technology and analytics designed to anticipate buyer needs, while continuing to emphasize person-to-person contact. “The way we acquire customers will continue to change with technology, but the need for a real person who will listen to people’s needs, give them sound, practical advice and help them develop appropriate solutions will not change. Not everybody is the same. loanDepot still recognizes the value that loan originators bring along with their knowledge base.”

Joel and his wife, Chris, have been married for over 40 years. They have four children and 10 grandchildren, all of whom live within a 15-mile radius of the family homestead that has housed the Fahreses for the past 35 years — and where there is always a party going on.

Warm, friendly and always happy to help, Joel is using his expertise in the finer points of home lending to help his clients design new lives. “The world divides into arts and sciences, and my job is no different. While the numbers are important, there is an artistic component to home loans, too. You need to be able to look at someone’s overall situation and be an artful communicator to be successful in this industry.”

Joel Fahres loanDepot® 3281 E. Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 909.732.3234 – 909.912.7858 Email: JFahres@loandepot.com Web: http://www.loandepot.com/jfahres NMLS ID 450334

Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

ExecutiveAgent Magazine

BECOMING MORE PERSUASIVE

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hy are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never been less true. For a variety of reasons.

For starters, people everywhere have become more savvy, skeptical, even cynical. We’ve all become more jaded about advertising, more suspicious of political claims, and less trusting of those who bring us a message, any message--even one that may be in our best interest.

Second, and most important, many people just aren’t skilled at the art of persuading. No matter how brilliant your idea, no matter how technically advanced or economically sound it may be, it’ll go nowhere unless you get others to go along with it. And the only way you do that is by persuading them, by communicating clearly why they really should want to do what you really need done.

Learning to improve our persuasiveness is both easier and harder than it used to be. Easier because we’ve now got E-mail and voice mail, CD-roms and cellular phones, satellites and skywriting, and a vast array of other tools for communicating. But it’s also more difficult in that the deluge of messages and ill-equipped messengers cheapens them all. So nowadays, it’s more crucial than ever to hone the skills that heighten our power of persuasion.

Here are some ideas, big and small, for making yourself more persuasive: 1. Ask yourself: What do I really want? Sure, we all want security, happiness, health, love, and fulfilling work.

Digging a little deeper, we might find further shared values, such as recognition, power, freedom, and serving others. But what’s unique to you? What do you think about alone at three in the morning? What really resonates within your soul? What would you, in a perfect world and freed of family, fiscal, or geographic constraints, most like to be doing? Think about these questions as a means of searching for your great “because-- the difference between your current situation and your desired situation.”

2. Shift your focus to others. There’s an old story of a young lady who was taken to dinner one evening by William Gladstone and then the following evening by Benjamin Disraeli, both eminent British statesmen in the late nineteenth century. “When I left the dining room after sitting next to Mr. Gladstone, I thought he was the cleverest man in England,” she said. “But after sitting next to Mr. Disraeli, I thought I was the cleverest woman in England.” If you practice attentiveness to others, you’ll find it does wonders for both of you. They’ll enjoy it; so will you. And together you’ll accomplish much more.

3. Train yourself to remember other people’s names. The sweetest sound, it’s said, is that of your own name being spoken. And calling others by name is an important first step toward building rapport and, thus, persuasion. Roger Dawson, in his book 13 Secrets of Power Persuasion, gives numerous techniques for overcoming this problem. One of the best: When you shake hands with a new person, note the color of his or her eyes. That forces you to make eye contact and, after a while, will also send a signal to your brain to store that person’s name in your short-term memory. Use the name soon afterwards, and you’ll have a lock on it. Try it!

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Written By Tony Alessandra 4. Empower others. Skillful persuaders send out the message, spoken or unspoken, that they appreciate others’ abilities. For example, Minnesota Mining & Manufacturing (3M), the $15-billion-a-year firm famed for its innovation, leaders still utter--and follow--the maxims of William McKnight, its legendary leader for half a century: “Listen to anybody with an idea.”... “Encourage experimental doodling.”...and “If you put fences around people, you get sheep; give people the room they need.”

5. Hone your sense of humor. While being wheeled into the operating room after being shot by a would-be assassin, the ever-persuasive President Ronald Reagan got a chuckle when he wisecracked, “I hope the doctor is a Republican.” We may not all be so cool in a crisis, but we can all profit by not taking ourselves too seriously.

Tony Alessandra, Ph.D, is a marketing strategist and applied behavioral scientist, Dr. Tony Alessandra is a leading authority on bottom-line marketing tactics and on building business relationships for life. Copyright© 1998, Tony Alessandra. All right reserved. For information on how to bring Tony to your group, please contact us at 800-704-FROG (3764) or susie@frogpondgroup.com.

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Christine Brantingham

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hristine Brantingham was inspired to become a RealtorÂŽ after a negative experience taught her the importance of a knowledgable and caring advocate. Her first home buying experience was a disappointing one. She and her husband were newly married,

and after moving into their condo, a wave of horror hit.

It was dirty and in need of repair, and they felt overwhelmed when they learned there was a lawsuit pending with the homeowner’s association. This was hardly the homecoming they had imagined.

ExecutiveAgent Magazine

While buying their next home, Christine decided that she wanted to make her career in real estate. The mother of two small children, she went to work as a broker’s assistant and applied herself to observing other agents and learning the nuances of the business. She went out on her own as a licensed agent a short time later, and she quickly succeeded because of her genuine, peoplecentered approach to real estate. “I’ve learned that if you put clients first, the money will come,” she says.

“I believe in building relationships and taking care of people. When someone is making the biggest purchase of their lives, they need to know the person representing them is someone they can trust. My own bad experience as a home buyer gave me perspective on what I needed to do to be successful, and that lesson is part of the core values I take with me to this day.”

Christine built her successful career around her family, grateful for the flexibility real estate allowed so she could be present for her two children while giving uncompromising service to her clients. “I was always blessed to have the best of both worlds. When they were little and went to bed, that was my time to get the work done. There were times I lived on very little sleep and a lot of caffeine.

As they got older, I could be the soccer mom and work my appointments around my kids’ activities. I’m proud to say I hardly ever missed a game, while most of the time holding my spot as a top 10 agent!”

During the down market of the late 2000s, Christine continued to thrive by leading with professionalism and empathy. She sold numerous foreclosures and short sales, helping distressed sellers move on to their next chapter by navigating complex banking processes quickly and efficiently. She also took on property management for select clients, which she continues today.

“I think all that made me better at what I do today. I learned there is plenty of business to go around, and there is no need to be cutthroat with your peers. It’s important to share what you know and teach others, and build relationships not just with clients, but with other agents.”

After 17 prosperous years, Christine decided to up her game and join Reliance Real Estate Services, a boutique agency committed to highly experienced, hyper-local real estate representation tailored to the needs of individual clients. This model fit perfectly with Christine’s philosophy. “I had been a top producer at Century 21 for eight years, and I felt I was getting stagnant and was ready for a change. I called Tom Tennant, the broker at Reliance.

I had worked with him before and knew he was a sharp, out-of-the-box thinker who could make the deal happen and cared about his client. He invited me to hang my license, and I started working at the Corona office. I love the people here.”

With a referral-based business focused in Rancho Cucamonga and Fontana, Christine is bringing renewed vitality to her business with fresh marketing and increased value for clients. She continues to hone her professional skills by taking classes, reading books and surrounding herself with successful people who challenge her to achieve more.

Christine’s core approach to real estate has remained strong over the years, with an emphasis on communication, honesty and, above all, her fiduciary duty to clients.

“Listening is just as important as speaking. This is their home, and I want people to get as many items on their wants and needs list as possible. I am here for my clients from the beginning to beyond closing day. My job is to keep clear, open communication and advise them while protecting their interests. I love what I do, and I can’t imagine doing anything else!”

Christine Brantingham Reliance Real Estate Services, Inc. 1325 Corona Pointe Court, Suite 102 Corona, CA 92879 Tel: 951.533.2606 Email: christinebrant2@msn.com Web: www.relianceres.com CalBRE #01374248

ExecutiveAgent Magazine

Speaking For Success

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t’s been said that many of us would rather die than get up in front of a group and have to speak with any level of comfort.

Too often the childhood scenario of being in front of the classroom ruminates in our brain and in a second, we are back to being that timid kid at the front of the class stammering, and hoping the recess bell rings to save us.

The truth is whether you are offering a toast at a wedding, introducing business colleagues to each other, or actually presenting at a meeting, powerful presentation skills are a terrific asset and immediately communicate your level of personal power.

In our consulting practice, we find with a heightened awareness, most people can improve their communication skills to in many areas of their personal and professional life, even if they are not professional speakers. Here are a few things to remember when presenting: 1. TEST the sound equipment BEFORE the event or meeting. Nothing is worse than annoying feedback or a microphone that cuts out or isn’t working. Get there early and check out the equipment with the Audio Visual department. The biggest mistake made is testing the microphone close to your mouth, and then presenting with the microphone a foot or more away.

2. Learn to use a MICROPHONE effectively. So many presenters frustrate their audience because they turn away from the microphone as they speak, have it too low to make it effective or worse, mumble their words. Others may speak too loudly, which is equally annoying. Practice, practice, practice.

3. DRESS for success. Neat, clean, professional dress is key, unless you are an entertainer or a celebrity. The rest of us need to look the part.

4. Basic EYE CONTACT is essential to make the connection with authentic and personal connectivity to one or a hundred people. Be sure to make eye contact with those you are passing as you walk to the front of the room. This initiates a more personal and real experience for those about to hear your presentation.

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5. Be conscious of your BODY LANGUAGE. Your confidence or self esteem will be easily read by your audience if you are unsure of yourself. Any communication you deliver is more about the message, than you. Being prepared will help you communicate in a more relaxed, but powerful way.

6. OUTLINE your presentation in short bullet points on a card or sheet of paper to help prompt you during your presentation and to keep you organized. Don’t freelance it or read it word for word. Trying to remember everything you wanted to say and backing up to add it later will impact your credibility.

7. If you are using VISUAL AIDS or power point in your presentation, don’t rely on it so heavily you are not relevant to the program. Go to black between slides, keep the words LARGE and avoid the impulse to put too much on each slide. If they are reading the screen, it detracts from you as the presenter.

8. STICK to your allotted time. Don’t go beyond the time allowed or you may wreak havoc on the rest of the program timing.

You don’t have to be a professional to deliver a report, a toast at a wedding or honor a high achievement by an employee. Delivering the best you is the best policy for any communication opportunity that allows for your special leadership and expertise to shine.

Terri Murphy is one of the industry’s leading consultants on the integration of traditional marketing and communication with today’s Web and Internet tools. Her expertise is developing and growing customer relations to create a more profitable business model for Fortune 500 corporations and real estate companies nationwide. She has 24+ year career in the real estate industry and holds the GRI, CRS, LTG & CREC designations. She is the CIO for U.S. Learning, Inc. and a frequent spokesperson for sales industries nationwide. Copyright© 2005, Terri Murphy. All right reserved. For information about Terri’s presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.FrogPond.com.

Written By Terri Murphy ExecutiveAgent Magazine

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HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

EXECUTIVEAGENT MAGAZINE

Nomination Form Nominate a fellow REALTORÂŽ 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: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

JOHN & CERITA

METCALF Executive Agents of the Month

ExecutiveAgent Magazine

JOHN & CERITA

METCALF Written by Haley Freeman - Ian Wiant Photographer

M

eet John and Cerita Metcalf, managing owners of Help-U-Sell Inland Valley Real Estate. Since 2001, this award-winning, husband-and-wife duo has built a reputation for service excellence in Riverside County and beyond. In this community they call home, they have long made it their business to treat neighbors like family.

The Metcalfs met in high school and celebrated 35 years of marriage in 2018. They are serial entrepreneurs who originated several successful businesses together, including a large alarm security company they eventually sold to an investor. With that transaction, both John and Cerita found themselves at a professional crossroads. Cerita was first to obtain her real estate license, and with her many com-

munity contacts, she flourished as a solo agent. John joined Cerita three years later, and together they formed one of the first real estate teams in the area, Team Metcalf.

Team Metcalf prospered for many years at Century 21, but these enterprising professionals were in tune with the changes occurring in consumer behavior and expectations across the industry. “We had a client we had done business with for many years,” Cerita explains, “and he had referred us many of his friends and family members. When his brother wanted to upgrade, I couldn’t find a way to get him into his next home because I couldn’t drop my commission enough to make the deal work. I made the comment to John that if we owned our own company, we would have been able to make the transaction happen.”

ExecutiveAgent Magazine

That scenario set John on a quest to find a new approach to selling real estate. “We felt the industry starting to change for a while,” he says. “So many clients were excited when we first listed their house, but then, we would see the look on their faces when they got the settlement statement at the end and saw what they paid in commissions — especially in a market where homes were selling very quickly. I think many people have begun to question whether what they’re paying is worth it. And now, most people are shopping for homes online, and we’ve seen a trend starting where clients who used to be loyal will work with someone else if they can get a better deal. With the recent entry of online and discount brokers into the real estate market who do mass marketing on radio & TV, people’s perception of service and value is changing. We wanted to find a way to still provide full service, but give clients choices about the services they want to pay for. We feel the Help-U-Sell business model is the perfect balance.”

With so many alternative real estate companies arriving on the scene, Help-U-Sell Real Estate is far from a new

contender. Established in 1976, Help-U-Sell pioneered the fee-for-service real estate model and is now the largest franchise of its kind, with more than 100 offices serving 26 states and the District of Columbia. Help-U-Sell provides full-service, set-fee representation to buyers and sellers, allowing them to select from a menu of choices that can save them thousands of dollars when compared to traditional brokerage fees.

John continues, “There are several ways for a client to sell. Our clients can list their home for a flat fee of $5,950.

They show the home exclusively, and we do the marketing and send buyers to the client. Or, we can handle the buyers, and the seller can pay a selling commission. Sometimes, people have a situation where they have to move quickly and they don’t have the equity to cover real estate commissions. The flat fee is not based on what their home is worth, but what it costs to market their home with professional and drone photography, and still pay us a margin for our expertise in negotiating the transaction.”

JOHN & CERITA ExecutiveAgent Magazine

Pricing may be streamlined, but the quality service John and Cerita bring to their clients has not diminished. To prove it, clients are raving about the change. One said: “John and Cerita provided us with an amazing home buying and selling experience. We are now buying our third home through them! They had great referral for lending and were able to help us get qualified and know our price range. They have always made themselves available at any time of day, and weekends, to help us with our needs. The best thing about Help-U-Sell Inland Valley is they saved us a ton of money on commission fees! Selling homes is an expensive process! We received full-service agents at a fraction of the cost!”

Another client who recently bought and sold a home with the Metcalfs said this: “What a wonderful home selling experience. John and Cerita made this the easiest on us. Our house was listed, and an offer was accepted in 36 hours. The escrow process was a breeze, and John and Cerita always kept us in the loop. I highly recommend using the Metcalf team to help you buy or sell a home!”

As producing owner/managers, John and Cerita bring a balanced set of skills to their real estate practice. “John is incredible with sales and marketing,” Cerita says. “He is also a great negotiator. He knows how to close the deal.”

ExecutiveAgent Magazine

“Cerita has wonderful people skills,” John adds. “She is patient and listens to people’s issues and concerns. She also has great organizational skills that keep the office on track and our escrows clean. She’s been an agent more years than I, and she has a lot of past clients that come back and refer business. She focuses more on taking care of the past clients, and I focus on generating new leads.”

John and Cerita operate with a team of two buyers’ agents, and their vision is to remain a small, boutique agency so they can remain hands-on with clients. “We don’t believe in putting somebody into escrow and then handing them off to a transaction coordinator,” Cerita says. “Clients can call us anytime and talk to us directly.”

The newest addition to the team is a 9-month-old Pembroke Welsh Corgi named Fsbo — the acronym for For Sale By Owner. John says, “She loves kids and greets everyone who comes in the office with licks and kisses. Many of our

clients drop by on a regular basis just to visit her.”

Two of the Metcalf’s four children are also in real estate, their daughter, Crystal, with her husband in Texas and their son, Chris, who has assumed the Team Metcalf brand at Century 21. Their two remaining daughters are teachers. “They’ve all worked for us at some point, whether farming or answering phones,” Cerita says. “We’re proud of all of them and the contributions they are making in their careers.”

Regardless of the brand or business model, the Metcalf’s motivations have remained the same. John explains, “Our key objective is to make sure our clients have a great experience when it comes to buying or selling a home.

This should be one of the most exciting experiences of someone’s life. We want to take the stress away, so they can enjoy the journey.”

JOHN & CERITA ExecutiveAgent Magazine

JOHN & CERITA METCALF

Help-U-Sell Inland Valley 16746 Lakeshore Dr., #B, Lake Elsinore, CA 92530 Tel: 951-678-1028 - Email: john@helpusell-iv.com - cerita@helpusell-iv.com Web: www.helpusell-iv.com - CalDRE #01014401 & 01294525 ExecutiveAgent Magazine

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Putting Balance In Your Life

C

an you really “have it all?” Is it possible to have a full time job and children plus still have some fun and time to pursue your own interests? And I’m not just talking about women, either. Men have just as much problems trying to keep balance in their life..

Unfortunately, you really can’t have it all. You must make some choices. But too many people are out of balance because they make all their choices in one or two areas. They put all most all of their emphasis on their families, or become workaholics because they are so dedicated to their job. Their life is out of balance.

One of the most important and under-girding elements of high-energy living seems to be balance. Learning to live in balance, allowing time for both work and a rewarding personal life will bring synergy, joy, enthusiasm and creativity to your life.

How do you think you are doing? Take this quiz to find out. This is from a great book called Time Management for Unmanageable People by Ann McGee Cooper. It has lots of good ideas on managing time, plus putting balance in your life.

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The following list of questions will help you asses the level of balance you have created in your life. If you can say “yes” to them, you are developing attitudes and habits that will create the balance you need in your life.

Do I typically look forward to my day at work? Am I eager to get up and get in to the job, and do I feel fulfilled at the end of most workdays?

Do I have an equal enthusiasm for days away from my job? Have I created an equally exciting and interesting life away from my job?

Do I have an equal passion for a variety of interests other than work, such as golf, painting, backpacking or gardening?

Do I have five or six close friends I spend time with at least six times a year who are not connected to my work?

Do I put a priority on quality time with my spouse and children, planning shared activities that we can all enjoy anticipating, doing and then remembering?

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Am I good at creating several brief moments of fun throughout my day? Do I wear my professionalism lightly and encourage others to have fun along with me?

So how did you score? Well, I don’t know about you, but I didn’t do so well. I proved that I needed much more balance in my life.

One of the areas I needed to improve was the one where you should put more fun in your day. I’m often guilty of starting on a project and keeping at it until I am finished.

No stopping or fun allowed. No matter how long it takes.

There is a thing where you can be too disciplined, you know. I was guilty of that. Now I promise myself a “joy” break every hour. I decide how long it can be depending on how much work I have to do.

It can be something as simple as getting a soft drink or a cup of coffee. Or it could be a twenty minute break to read a book or my favorite magazine. Or ten minutes to play on the Internet.

Sometimes I take a long break and go somewhere like a museum or shopping for something frivolous. Think about things you could do to lift your spirits. Go on - it will put more balance in your life.

Peggy Morrow, CSP, is President of Peggy Morrow & Associates, a full service speaking and training firm based in Houston, Texas. For over 18 years Peggy has moved her audiences to fun and action and receives over 75 percent of her business from referrals and repeat business. She is the author of “Customer Service: The Key To Your Competitive Edge” and “Celebrate Customer Service” as well as writing a weekly newspaper column.

Copyright© 2000, Peggy Morrow. All rights reserved.

For information about Peggy’s programs, please call the Frog Pond Group at 800-FROG(3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com. l 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

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PWR PROVIDES OUR MEMBERS WITH HIGHER QUALITY SERVICES, A WIDER ARRAY OF RESOURCES, & THE BEST VALUE FOR THE MONEY

We know that you can choose to join any association. PWR goes beyond the basics of providing MLS access and Supra Key support – we provide our members with ONE-OF-A-KIND services that help them become better REALTORS®.

FLEXIBLE WAYS TO PAY SOME OF THE LOWEST DUES AROUND Monthly & quarterly installments plans through ezPay (PWR’s online bill pay)

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SERVICES MORE REALTORS® THAN ANY OTHER LOCAL ASSOCIATION IN THE STATE OF CALIFORNIA NEW FOR PWR BROKERS: YOUR OWN BROKER RELATIONS REPRESENTATIVE Your personal liaison to help you better leverage PWR’s benefits

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PACIFIC WEST ASSOCIATION OF REALTORS® Serving Orange County & Los Angeles County ORANGE COUNTY: 1601 East Orangewood Avenue, Anaheim LA COUNTY: 5000 East Spring St., Suite #110, Long Beach (714) 245-5500 • WWW.PWR.NET

If you need

to close, we’re close by.

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Local banking for 80 years. *Kinecta is a participating lender in HomeReady® by Fannie Mae. Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this advertisement is intended for Real Estate and 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. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations.

21315-08/18

Ways To Increase Motivation K

nowing what motivates us and then acting on this knowledge is key to accomplishment in life. In this informative article, a leading UK therapist talks about motivation and how to get more of it.

What pulls you, drives you, pushes you?

It might seem like the people around us are very polarized -- some people want to make a difference to the environment, while others want to retire at 50 -- but research shows that humans are actually much more complex and multifaceted than this.

It isn’t just one thing that motivates and allows us to make that motivation breakthrough, but many things all at once.

Researchers have narrowed down the many motivators to a few distinct categories. If you want to get to that motivation place within, then here are a few pointers that will aid in your self help motivation.

Foundation in 2011, there are four basic drives that determine human motivation: acquiring, comprehending, bonding and defending.

Acquiring is about the tangible benefits we can gain e.g. money, skills, training, promotions, respect, etc.

Comprehending has to do with doing something we feel is meaningful, such as working with complex ideas, creativity, or participating in a job that makes a difference to the world.

Bonding all about friendship, camaraderie, and social connection.

Defending takes into account issues around fairness and justice -- we are more motivated to work with and for people who treat us (and others) well, than those who treat us (and others) unfairly.

Goal Setting Setting goals can improve motivation and get you moving.

But when setting goals make sure they feel achievable, realistic, and that they really do motivate you. Improving your average sale at work may not push your buttons, though it looks good on a resume -- so what does push your buttons?

Saving up for a holiday to Fiji? Taking art classes at night?

While some people may feel they lean more towards one drive than another, the studies show humans actually need a balance of all four areas. Failing in one area can negatively impact how we feel about all other areas. When you achieve a holistic balance of all four drives, you naturally access that motivation place within, make that motivation breakthrough, and become highly motivated.

These sorts of goals might inspire you to push your average sale up, for example, more than just focusing on improving your work performance.

Teaming Up Setting goals, chanting affirmations, working on projects -- it all helps, but sometimes you just need a bit more external support.

Goals should feel exciting. They are tied in with your dreams you have for your future. If, however, you find that your goal setting is too daunting or feels to difficult, you may have overreached what you feel is capable and achievable.

Instead of writing a novel, maybe just start with a short story.

Then work your way up to 5 stories. Once you have completed 10 stories, even if it takes a whole year, writing a novel may not freak you out. It will probably feel more achievable by then.

Understanding Your Drives According to a study published by the Incentive Research

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Some of us thrive from working alone, the triumph is all the more great once you reach the finish line all by yourself. But some of us are team players. Support, camaraderie, creative collaboration -- working with others brings a lot to our lives and the things we are trying so desperately to achieve.

If you are not sure what you prefer, just try it. Invite someone to collaborate on a project, partner up with some like-minded colleagues, or join a group. Not only does this sort of networking provide you wish fresh perspectives and ideas, it also provides accountability. Tell people about your goals and projects.

ExecutiveAgent Magazine

It can really motivate you to know that someone supports your dreams, and is cheering you on.

a break even from your career or job, just for a little while, if it is possible.

Conserving Energy Increasing motivation is hard when you are tired. Often people are hard-working and dedicated to their goals. But dedication can lead to fatigue, if you don’t pace yourself and self-manage your energy output. Even when you love what you do, even when you feel happy and excited, the mind and body need to rest.

People who care about you always want to help out. Ask those around you to share the load, so you can get away for a while. Ask yourself how long -- you know the answer. One weekend? A week? A month?

Being “on” all the time, or worse, experiencing chronic stress, can lead to fatigue and exhaustion that feels as if it leeches into every part of life. At this point, you need to be realistic. It is hard to be motivated if you have pushed your system too hard.

Peter Field is a leading UK therapist. Please visit his hypnotherapy Birmingham website for more information. His ‘Motivate Yourself Now’ self hypnosis MP3 download and CD are now available.

Soon as you get the rest you need , being motivated and enthusiastic about your goals becomes a whole lot easier.

To increase your motivation, the best thing you can do is take time out and re-fuel. Take a break from your goals, take

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ny day we wish; we can discipline ourselves to change it all. Any day we wish; we can open the book that will open our mind to new knowledge.

Any day we wish; we can start a new activity. Any day we wish; we can start the process of life change. We can do it immediately, or next week, or next month, or next year.

A

We cannot allow our errors in judgment, repeated every day, to lead us down the wrong path. We must keep coming back to those basics that make the biggest difference in how our life works out. And then we must make the very choices that will bring life, happiness and joy into our daily lives.

We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, “The fault is not in the stars, but in ourselves.” We created our circumstances by our past choices.

And if I may be so bold to offer my last piece of advice for someone seeking and needing to make changes in their life - If you don’t like how things are, change it! You’re not a tree. You have the ability to totally transform every area in your life - and it all begins with your very own power of choice.

We have both the ability and the responsibility to make better choices beginning today. Those who are in search of the good life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.

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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. © 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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33

Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

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