November inland empire 2013

EXECUTIVEAGENT MAGAZINE

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Jill & Anna Executive Agents of the Month

Inside Features: Jeanne Ball imortgage

Lisa Clark Bear Creek Realty

Janice Konkol First Team Real Estate

Buying a first home just got easier for Teachers!

The Extra Credit Teacher Home Purchase Program (ECTP) offers down payment assistance to eligible teachers, administrators, classified employees and staff members working in county/continuation schools or high priority schools in California. ● Designed for the first-time homebuyer or someone who hasn’t owned a principal residence for three years. ● Home must be owner-occupied. ● ECTP can be used in combination with other FHA-approved subordinate loans and grants. ● Borrowers must meet credit, income and CalHFA loan requirements.

Special conditions may apply. ● For single-family homes and one-unit residences including condos/PUDs. ● Home sales price must be within CalHFA’s sale-price limits for the specific county.

Working with buyers who are teachers?

Call to see if they qualify for ECTP! Judy Marburger

Branch Manager Direct (951) 893-6300 Mobile (909) 821-7741 NMLS ID 150951 judy.marburger@imortgage.com

imortgage 1250 Corona Pointe Court, Suite 101, Corona, CA 92879. Not all borrowers will qualify for ECTP. Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10012013.

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

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NOVEMBER, 2013

INLAND EMPIRE Editorials

Cover Story

16 - Tony Alessandra:

What Do “Experts” Know Anyway?

26 - Patti Brotherton:

An Office Plan Made Simple

32 - Tim Connor:

Ever Faced A Financial Crisis?

28 - Mark Victor Hansen: Focus On Your Primary Aim

22 - Don Hutson: 5 Jill Ross & Anna Pisani

Executive Agents of the Month

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

ADVERTISERS’ INDEX Eagle Home Mortgage......................35 Evergreen Realty...............................25

Productivity Through Motivation

12 - Verl Workman:

imortgage.............................................2 i Photography Studio.................11 & 21

Becoming The Best Of The Best

Prominent Escrow...........................24 Realty ONE Group............................36 The Termite Guy...............................20 TIGAR....................................34

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18 Jeanne Ball imortgage

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Julie Brown © Copyright 2013 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.

Lisa Clark Bear Creek Realty

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30 Janice Konkol

First Team Real Estate ExecutiveAgent Magazine

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Nomination Form

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

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Cover Story

Jill & Anna Executive Agents of the Month

ExecutiveAgent Magazine

Jill Ross & Anna Pisani Business is Personal

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

A

duo of polished professionals, Jill Ross and Anna Pisani have established accomplished real estate careers built on a foundation of knowledge and integrity. At the heart of the business is their unwavering commitment to their clients: “We never lose sight of their goals,” remarks Anna. “Jill and I are motivated by the personal relationships that we establish with each individual, and by the desire to assist them in realizing their dreams.”

Though they chartered their own paths to real estate, Jill and Anna share a deep-seeded belief in the value of business done right. Teaming up with their clients, they work tirelessly to ensure that every transaction runs as smoothly and efficiently as possible. Explains Jill, “We look at each client like a quarterback; they make the decisions, while

Anna and I are doing the work necessary to complete the transaction. There is ongoing communication throughout the process, and we are always there to keep things on track.”

Before she earned her license, Jill cultivated a thriving management career in apparel sales for a large corporation.

Traveling throughout the West, she honed her relationshipbuilding skills and salesmanship while developing a keen eye for identifying and understanding market trends and patterns. But when Jill decided it was time to focus on her family, she sought an opportunity to utilize her skills closer to home. “Growing up, my family was in real estate,” she recalls. “It made sense for me. And though I’ve worked harder than ever in this business, it has been wonderful to put my head on my own pillow every night, to be with my husband and daughter.”

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Anna’s transition into real estate came after she left a position with the Orange County District Attorney’s office in the Consumer Protection and Major Fraud unit.

“I gained an interesting perspective on what it means to protect the consumer,” she reveals. “I also learned so much about how to work with a diverse group of individuals.” Like Jill, Anna had been exposed to the business of real estate at a young age. “My mother and uncle were brokers,” she says. “I loved the opportunity to continue to make a difference in the lives of others in such a personal way.”

Jill and Anna combined forces early in their respective careers. They were friends, with a deep-seeded sense of respect and trust for one another. Partnering professionally, they say, made sense. “We would each be successful on our own in this business,” states Anna. “Jill and I are both incredibly passionate about what we do, and believe in the value of honesty and hard work. Why not join forces, then, and be more amazing?” The two complement each other well; their easy dynamic results in an elevated experience for their clients.

They specialize in selling homes throughout South Corona, and Jill and Anna dedicate themselves to facilitating a successful process for every client. Their enthusiasm is palpable; there’s something to appreciate in every property and they connect with those elements from the onset.

“We take on a love of each home when we first sit down with our clients,” Jill says. “We also give them homework, asking them to identify the features that they think are most desirable. This allows us to best market the unique appeal of each property.”

Their marketing is, by all accounts, as comprehensive as it is beautiful. Professional photographs are showcased in strategic print and enhanced online campaigns designed to reach a broad audience of prospective buyers. “Anna and I have pursued continuing education on how to maximize marketing and advertising,” notes Jill. “It’s critical to understand that people process and retain information in different ways; we invest in comprehensive exposure that includes everything from traditional newspaper ads to the innovative use of social media, and we are constantly evaluating and measuring opportunities to increase our reach.”

ExecutiveAgent Magazine

“We want every person who buys or sells with us to feel that we’re taking complete care of their incredibly important financial transaction.”

A systematized process allows Jill and Anna to effectively manage the details involved in listing homes.

“We are committed to being hands-on, from meeting appraisers on site to updating our sellers at least three times a week on the activity and feedback their homes are receiving,” says Anna. “And ongoing communication is crucial; we are proactive in reaching out to others, particularly our clients, to address issues and relay information.”

As buyer’s agents, Jill and Anna employ a consultative approach tailored to each client’s unique needs. “We are relocation-certified, and excel in our abilities to communicate with others,” says Anna. “We develop a thorough understanding of their long and short-term goals, then use that knowledge to analyze the options available to them.” Rather than rely on automated listing announcements, Anna adds, the duo invests the time in discerning whether a given home will meet a client’s wants and

needs. “We appreciate that buyers, especially those who are relocating from other cities or states, are busy,” she says. “Jill and I hone in on the properties that we believe are best suited for them so that they aren’t searching through pages of homes that aren’t the right fit.”

Presenting offers, says Jill, involves significantly more than identifying an asking price. “We write contracts that best position our buyers to have their offers accepted,” she states.

In every aspect of their business, Jill and Anna take to heart their responsibilities to their clients. “We want every person who buys or sells with us to feel that we’re taking complete care of their incredibly important financial transaction,” Jill offers. “They can focus on their own commitments while resting assured that they have a strong team of competent real estate experts in their corner, working tirelessly to accomplish their goals.”

ExecutiveAgent Magazine

“Our clients are always with us, driving our business and impacting our actions,” adds Anna. “Everything we do is crafted to alleviate their stress throughout the purchase or sale of a home.”

For Geza and Kathleen Stefan, the process of buying and selling homes was enhanced by Jill and Anna’s seamless teamwork. “We couldn’t have asked for better or more conscientious agents,” they say. “Not only did they take the time to continually show us houses, but they also assisted us with ideas to make our house more presentable to prospective buyers.” When the time came to purchase, “They researched houses that would meet our needs.” Throughout their transactions, note the Stefans, Jill and Anna “were always just a phone call away, available to us anytime we had questions or concerns.” They add, “We feel very lucky to have found such wonderful agents.”

Their success as a professional partnership may be attributed to their core similarities. Both are avid sports fans, with Jill cheering for her University of Arizona Wildcats

and Anna rooting for the San Francisco’s Giants and 49ers.

Jill enjoys boating, while Anna is in training for half marathons.

It is their true respect for each other that their clients and colleagues notice. The duo share a kinship not often found on a professional plane. “Jill makes people feel special, really important,” reflects Anna. “The minute she meets someone, there’s a connection. She has a way with people and I genuinely appreciate that.”

Anna’s joy, says Jill, is contagious. “There’s a shine in her eyes; she is the most honest and truly sincere person I’ve ever met.” She smiles, “My days are so filled with joy when we are working together. I always look forward to being around her.”

Jill and Anna look forward to sharing future success, and to continuing to make a tangible difference in their clients’ lives.

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Jill Ross & Anna Pisani Prudential California Realty 1181 California Ave., Ste. 175 Corona, CA 92881 Tel: 951-751-3556 - 951-316-2889 Email: Ross_Pisani@yahoo.com Web: www.JillandAnna.com BRE # 01296715 - BRE # 01253002

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Becoming The Best Of The Best

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Written By Verl Workman

B

ecoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

To do that, you need to know more about your market than the average consumer. That’s more of a challenge than it used to be since consumers can easily find market statistics online, quickly and easily preview listings on the web, and access public records without many barriers.

Clearly, becoming an expert requires effort, more now than ever before. Here are a few things you can do to establish yourself as an expert in your area.

Select the area you want to become an expert in.

Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

Track closings and sold prices in your target area so you become familiar with list-to-sell ratios.

Become familiar with vacant land in your target area.

Get active in the community by doing things like attending county meetings where changes in zoning and housing are to be voted on, and offer your input.

Write articles and offer your expertise to newspapers and radio stations on trends and happenings in your area.

Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www. verlworkman.com or www.PQPipeline.com. © 2009. Verl Workman. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Start a community blog where you post information and articles that affect those homeowners.

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13

E XECUTIVE AGENT

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hroughout the course of her professional life, Lisa Clark has readily pursued opportunities to build her knowledge base and expand her repertoire of skills. Her years in the escrow and mortgage industry have allowed her to delve into negotiating and facilitating complex real estate

transactions, with her exceptional customer service and salesmanship driving every move. Today, as broker/owner of Bear Creek Realty, she maintains an exceptional level of client care while serving as a mentor and leader within her tight-knit office.

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Lisa Clark Experience Matters

By Lalaena Gonzalez-Figueroa

Lisa launched her career working in the escrow division of an investor-funded loan company, where she became well-versed in title searches, liens and private money items. She later transitioned to a position with a conventional escrow company, then moved to a mortgage broker where she moved into processing loans. Eventually, her entrepreneurial spirit prevailed and Lisa and her husband opened their own mortgage company.

For nearly two decades they navigated the complex and evolving lending industry, eventually expanding their services to include representation in real estate sales and purchases. But as the lending industry underwent a significant transformation, Lisa determined that the time was right to refocus her professional efforts. Her solid interpersonal skills and ability to establish and cultivate long-term relationships were cornerstones in her success in real estate sales, and her history within Temecula Valley provided her with stellar market knowledge. Lisa thrives in her work with residential buyers and sellers, and loves to facilitate transactions that are as smooth and stress-free as possible.

As a buyer’s agent Lisa offers incomparable insights into the resources and nuances of local communities, as well as a keen numbers sense.

Communication is critical to her process; she delves into each client’s unique wants, needs and expectations to assist them in achieving their goals efficiently and within their financial parameters. As a longtime resident and member of Bear Creek Golf Club, Lisa is well-versed in the Temecula Valley market; she uses her knowledge to provide buyers with the information they need to identify their ideal communities.

is her signature strength. She offers expertise in creative financing including seller carryback options, 1031 exchanges, short sales, investment properties and land contracts. An astute negotiator, she consistently facilitates transactions that run as smoothly and efficiently as possible.

Her market knowledge and experience add value to sellers, who also benefit from Lisa’s solid standing within the regional real estate community. A firm believer in the importance of a collegial approach, she maintains good working relationships with other area agents.

Lisa’s efforts are supported by the stellar group of professionals at Bear Creek Realty. While agents affiliated with the boutique brokerage work independently with their own clientele, they employ a team mentality to ensure that each client’s needs are met.

With a smile, Lisa reflects on the span of her successful career and the opportunities that await. “I’m here for the long term,” she affirms. “I love this business and never fail to appreciate the role I play in helping others realize their goals. I don’t see myself anywhere else.”

Lisa Clark, Broker/Owner Bear Creek Realty Murrieta, CA 92562 Telephone: 951-316-9907 Email: LisaClark50@gmail.com Web: www.BearCreekHomes.com BRE # 00878611

Her investor clients appreciate Lisa’s penchant for numbers and her dedication to negotiating successful deals that maximize investment returns. “I love the process of shopping for the right property, whether it’s for a long or short-term portfolio, or someone’s home,” she reveals. “At the end of the day, I am working to keep my clients happy.”

Lisa’s ability to successfully navigate the challenges of today’s complex real estate transactions

ExecutiveAgent Magazine

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What Do “Experts” Know Anyway?

A

number of the world’s all-time great geniuses were at first thought to be anything but gifted.

Einstein, we know, left school in Germany because of poor grades in history and the language arts. The problem wasn’t Einstein, of course, but the type of learning he was forced to do, which required a lot of rote memorization and very little of the problem solving he was good at.

We find an even better example of unrecognized genius in the case of Emily Dickinson. Dickinson, now considered one of America’s greatest literary geniuses, died an obscure poet at 56. A handful of friends and family recognized her potential, but Dickinson herself longed to be known by the world.

In 1862 she wrote a letter to Thomas Wentworth Higginson, an eminent literary man of this day, and enclosed four poems for his approval and advice.

Higginson was impressed with the raw power of her poetic imagery, but didn’t think her poetry was publishable. When he tried adapting the poems to fit the florid, fancy style popular during the day, Dickinson lost interest in the project and gave up.

As a result, only seven of Dickinson’s poems were ever published in her lifetime - five of them in her local paper.

When a cache of 1,700 poems was discovered in Dickinson’s cabinet after her death, ironically it was Higginson who published the first volume of her poetry. Within a few short years, Dickinson’s poetic genius was being hailed within the most respected literary circles.

You may look at your own experiences in life and find a teacher, a co-worker, a friend, a boss, or a spouse, who - for whatever reason - can’t seem to recognize the unique gifts or talents you possess.

Maybe your gift is hidden below a shy, unassuming exterior. Maybe you’re not in the right environment for it to shine. Or maybe it’s still in the infant stages of what it will become with a little extra work. Or maybe, just maybe, your gifts are so innovative and ahead of their time they can’t be appreciated by those schooled in older, more conservative traditions.

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ExecutiveAgent Magazine

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Written by Tony Alessandra The point is, you shouldn’t let a few people’s “expert” opinions and judgments crush your hopes and dreams and keep you from exploring the full potential of your talents.

A better course of action would be to accept criticism for what it’s worth and continue sharing your talents with the world. Search for trusted mentors and role models who can give you honest, positive feedback to help you strengthen your skills while still being true to your authentic style. Read books and take courses. Whatever you do, don’t lose confidence in your ability to master your skill. With time, your talents can only get stronger. Besides, down the road, you may finally meet someone who will recognize your talents and give you that longawaited opportunity to be noticed.

Sure, you may never be called a genius in your lifetime, but then again, very few geniuses ever are.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2006, Tony Alessandra. All right reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://www.FrogPond.com.

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E XECUTIVE AGENT MAGAZINE

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Jeanne Ball

ExecutiveAgent Magazine

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The Art of Lending

By Julie Brown

J

eanne Ball is an artist. She spent 10 years working as a graphic artist before being recruited to join the mortgage industry. Nearly three decades later, she is a successful loan consultant with imortgage. “Lending is like an art form,” shares Jeanne. “A loan is like a blank canvas and I have to create something to help my clients get what they need.”

In 1987 Jeanne made the switch from artistry to lending.

“I literally went from working on one side of the brain to the other,” jokes Jeanne. The career change was challenging, but wasn’t too far from what Jeanne was used to.

“Real estate is still about working with people and dealing with how they approach your ideas,” she explains. “Trust is the most important element as you’re working with two major ingredents, which is people’s finances and their shelter. They have to trust you and know that you have their best interest at hand.”

Jeanne worked 11 years with a homebuilder before joining imortgage in 2011. “I know there’s no such place as utopia, but imortgage is pretty close,” shares Jeanne. “This is a common-sense company that wants to make home loans successful for people.” She also enjoys the accessibility she has to underwriters which is something that has been unprecedented in her 26-year career.

Having been in the lending industry for so long, Jeanne has witnessed and survived many economic downturns and regulation changes. “During the recession people were still buying and selling homes, so I just had to work harder to find them,” says Jeanne. “Anytime a door is shut in my face I’ll find a window.” Her keys to success is her persistency, staying educated and knowing the lending products and her client base. “The days of easy money are gone as you have to work really hard in this industry,” she adds. “There are no handouts. You also have to enjoy working with people.”

One of the challenges of working in lending is not only keeping up with changing regulations, but educating your clients on them according to Jeanne. “People sometimes find the lending process to be an invasion of privacy,” she

explains. “I remind them that my goal is to get them into their home and these are the regulations that I’m governed by, but that their information is protected and secure.”

Jeanne also works with her clients to consult them on credit challenges. “The American dream is to own property, but that doesn’t mean that if it doesn’t work out you can just turn the keys in,” says Jeanne. “Having good credit and income is not enough anymore as much more is taken into account. People are held accountable for every financial decision they have made up to that point.”

The most rewarding part of being a loan consultant for Jeanne is seeing clients get into their home. “When that loan closes and my client thanks me, then I know I have done my job,” shares Jeanne. She’s also proud of the repeat clients she has had and the referrals that have helped to fuel her business. “In some way I feel like I’m giving back to society by doing this job,” adds Jeanne. “I’m helping people achieve the American dream of home ownership.”

As a single mother of two daughters, Jeanne is most proud of the lifestyle she has been able to provide for them. “I’m self-sufficient and have been able to raise my kids with a stable lifestyle and put them through college,” explains Jeanne. “That’s what this job has done for me.”

Jeanne Ball imortgage 1250 Corona Pointe Court, Suite 101 Corona, CA 92879 Tel: (951) 893-6328 Jeanne.Ball@imortgage.com www.imortgage.com/jeanne.ball NMLS ID 130496

www.imortgage.com/janet.scott NMLS ID 488762

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 12/2013

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THE TERMITE GUY HAS A LOT OF THANKS TO GIVE!

WE THANK YOU FOR YOUR CONTINUED BUSINESS!

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Productivity Through Motivation

H

ave you ever noticed that you never see a mule running in the Kentucky Derby? A stringent task is for a stringent achiever, isnยนt it? What about our level of personal productivity? We need to think about the way we have our minds set on what we want to accomplish in our given period of time on Godยนs green earth. Sometimes we need to erase our barriers and see things in a more positive and vibrant perspective. Whatever we think weยนre going to accomplish is what weยนre usually going to accomplish! Isnยนt that true? Itยนs all a matter of perspective and personal vision.

I happen to believe thereยนs a correlation between the commitment we have to a cause and the achievement we experience; between the motivation that we have and the energy that we enjoy. The greater and deeper our level of commitment, the more expendable energy we will have. It will become internalized for us. Have you ever heard about the kamikaze pilot who flew 188 missions? He was busy, but he wasnยนt committed. There are a lot of people who are busy but are not committed. They are simply going through the motions they have developed the habit of going through.

In training, I have learned that you donยนt directly motivate another person. Motivation is accomplished through an indirect process. If weยนre going to motivate a customer to buy, if weยนre going to motivate a team member--we donยนt do it directly, we do it indirectly. How do we achieve that?

We achieve that by creating an environment and atmosphere around them that will serve as an inducement for them to motivate themselves. All motivation is self-motivation.

Donยนt wait on somebody else to motivate you.

In terms of motivation, weยนve got to accept the fact that itยนs an idea, emotion, or need from within us which incites us to act or not to act. Weยนve got to take responsibility and accept the fact that we are accountable for our own productivity.

Itยนs not an external thing; we canยนt rely on others; itยนs up to us individually. Thatยนs one of the greatest benefits of living in a free society, but itยนs also your responsibility as a member of that free society, is it not?

I would like to suggest to you that today and in the future, you think about the fact that we create and control our own level of motivation. We can be productive to the extent that we arm ourselves with the pertinent skills and motivate ourselves to put forth the effort. If you do that, and do that consistently, I promise you a highly productive future.

Don Hutson is one of Americaยนs foremost professional speakers and business trainers. He delivers solutions to companies by developing high performance salespeople with strong customer alliances, by helping managers achieve managerial excellence, and by inspiring customer service with more creative insight. He is past president of the National Speakers Association and has over 5,000 presentations to his credit. Copyrightยฉ 1999, Don Hutson.

All rights reserved. For information about Donโ s keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com.All rights reserved. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, please contact The Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com.

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Written by Don Hutson

ExecutiveAgent Magazine

www.ProminentEscrow.com

Nancy Feathers Account Executive P: 949.282.9899 nancy@prominentescrow.com

Lance Indes Account Executive P: 714.423.6882 lance@prominentescrow.com

Alissa Hittner Account Executive P: 714.496.1670 alissa@prominentescrow.com

Adrienne Salyer Account Executive P: 949.300.7344 adrienne@prominentescrow.com

DBO #963-2570

Israel Villanueava Account Executive P: 714.686.2967 Israel@prominentescrow.com

RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION

Corporate Office: Irvine Office

9901 Irvine Center Drive Irvine, CA 92618 Phone: 949.753.7888

Dana Point

24501 Del Prado Suite A Dana Point, CA 92629 Phone: 949.463.1200

Brea Office

3040 Saturn Street, Suite 101 Brea, CA 92821 Phone: 714.990.0770

San Clemente Office

1397 Calle Avanzado San Clemente, CA 92673 Phone: 949.492.4868

Upland Office

450 N. Mountain Ave, Suite A Upland, CA 91786 Phone: 909.527.8252

Huntington Beach Office

18682 Beach Blvd, Suite165 Huntington Beach, CA 92648 Phone: 714.465.2000

Mission Viejo Office

27802 Vista Del Lago SuiteE2 Mission Viejo, CA 92692 Phone: 949.365.1888

Have you ever wondered why Evergreen Realty, HomeSmart is growing while so many others are contracting? There are many reasons, but most agents say it’s because only Evergreen Realty, HomeSmart offers so many tools for their success. We invite you to find out what they already know.

Contact Evergreen Realty, HomeSmart Career Services at 949.753.7888 or http://www.joinevergreen.net for complete information. All inquiries are kept confidential.

http://www.joinevergreen.net

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An Office Plan Made Simple

M

anagers ask their agents to have a business plan, but it is amazing to me that managers don’t have really concrete, easy to see plans for their offices. When I started managing an office, I knew what my company expected of me, but I didn’t have anything that was specific in terms of when and what I was going to do. So, I developed an easy plan that worked really well for me. Read on.

Break down your most important duties as a manager by month. That’s it! Simple always works best. Take a sheet of paper and divide it into twelve-month segments.

In each month, write down what you want to accomplish that month.

Start with your sales meetings. What are the topics you are going to cover in that month and how many are you going to have? Are all of your sales meetings going to be at your office or are you going to plan one or two at a nearby restaurant?

Next plan what specific training class or classes you are doing to have during any given month. Some months you might be doing one-on-one’s instead of a general training class.

Next write down what incentives or contests you plan for your office. You might plan to give certificates of commendation each month as well as have a farming contest where each person who actually farms gets so many points based on the number of mailings, door knocking, calling in their farms. The agent with the most points after three months wins something like free mailings for the rest of the year, a computer, etc.

Next write down the number of recruiting calls and appointments you are going to make that month. When it is written down, it is a commitment and you will do it.

Just saying that you are going to make recruiting calls, but not actually having a schedule or a number in mind doesn’t work very well.

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Next write down any special office promotions that you plan to conduct such as an open house extravaganza or a special giveaway. If you know when you are going to do this you will know how to budget for it.

The last item on your calendar would be the sales volume you believe your office should have for the year, month-by-month. All managers know their own market places and when the majority of the sales are made. This also makes budgeting easier.

Having all of this information on one sheet is fantastic!

You can gauge how you are doing all year. After a month is over, write in another color ink what the actual results were. You had so much in sales volume and so many recruiting appointments and so many agents join you. You can keep focused on what is important for your office.

Concentrating on what brings your office revenue is much more important than just showing up each day.

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© 2000-2001, 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. Bailey. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

EA

Written By Patti Brotherton

ExecutiveAgent Magazine

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EA

Focus On Your Primary Aim

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s we go through life we have many goals we wish to accomplish. Sometimes our wants are so numerous they seem to overwhelm us – we don’t know how to do them all at once. The solution? Focus on our goals one at a time until we accomplish them all.

Carry a list of your goals with you everywhere. Individuals will be on your path, who - when you show them your goals - may be able to help you achieve them.

ACTION STEP To see our dreams come true we need to discover the natural talents we were born with. Think about the things that you love to do, things that make you feel like a million bucks, things that you really don’t have to try too hard at to be successful.

For example, when I stand in front of an auditorium filled with thousands of people, and speak to them about fulfilling their dreams, my mind and body are filled with energy – so much that I’m practically buzzing all over.

When I’m speaking to people I’m so excited I can hardly stand still. Speaking and writing are my right livelihood. I love it and it loves me.

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ExecutiveAgent Magazine

EA

Written By Mark Victor Hansen

To discover your strengths, ask yourself a few questions, like: 1.

2.

3.

4.

What are some activities that I excel at without a lot of effort, study or preparation?

What do I do well that most people find difficult?

What skills do I have that makes people make “wow!” comments and compliments?

If I had all the money I could ever spend – meaning money is not a concern – what would I do?

Take this list of activities and on a scale of 1 –10 (10 being what you feel you’re most talented at) rank these activities. Your biggest rewards will come from the activities you’ve ranked 7 and higher.

Once you have your top activities – you should have 5 or fewer – choose the one you love to do the most, because that is your primary aim. Over a lifetime, a well-chosen primary aim tends to extend itself into many possibilities.

“It matters only that you manifest your genius; it doesn’t matter when. It’s never too late or too early.”

- Mark Victor Hansen Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. © 2008, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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E XECUTIVE AGENT MAGAZINE

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ExecutiveAgent Magazine

By Julie Brown

EA

Janice Konkol Goodbye GPA, Hello MLS

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hen Janice Konkol enrolled in a college real estate course as an elective, she never guessed it would lead her to a new career path as a Realtor®. After working more than a decade in accounting and as a police dispatcher, Janice went back to school to finish her degree in business. She captured the attention of her real estate teacher who suggested that she would be a great agent.

Fast forward 30 years later and that teacher was right. As a top producing agent with First Team Real Estate, Janice is proud of the career she has built and excited for what the future holds. “I love my job as it just fits well with my personality,” shares Janice. “I enjoy working with people and it’s very rewarding to be able to help others.”

Janice enjoyed her job as a police dispather and dedicated many years to it before realizing that she had hit a dead end.

“There wasn’t anywhere for me to go or any opportunities for growth,” says Janice. “No matter how hard I worked or how good I was at my job, I would always make the same amount of money as the person sitting next to me.”

Janice earned her real estate license in 1981 and started building her business part time while still attending school and working as a dispatcher. After completing two sales in her first two months, she was able to quit school as well as her job to build her business full time. A few months later she joined Century 21 Real Estate which later became First Team and it has been her home ever since. “First Team is what has kept me going all of these years,” explains Janice.

“They have the technology, tools and education that helps me stay ahead of the market and the industry trends. It gives me that extra boost I need as well as a competitive edge.”

Having survived three market downturns, Janice is used to the ebbs and flows that come with a career in real estate.

This last recession was tougher than previous ones because her farming area and client base is centered on an older community. “They had equity in their homes and weren’t going to move,” says Janice. “I had been through several recessions and knew I would survive this one as well. I just had to find new ways of getting business and really step up my game.”

One area that Janice has always excelled in is working with sellers. Being a good buyers agent helps me make an easy transition to becoming a dominate sellers agent in my Northwood area and for my past clients and SOI. Some of the reasons why I am a successful top agent at First Team is because I know what buyers want, what they expect and what makes them write offers on homes. I can see a home

through a buyers eyes. With this knowledge, I know how to set the “stage” in the home, how to position the home with marketing and how to price the home and by doing so generate higher prices for my sellers. “Each year 75% of my business is listings. Janice also works with buyers and states, “I’m patient and spend time listening to their needs so I can find what they’re looking for.” In 1981 she partnered with another agent Melody Terry which allowed Janice to focus on working with buyers and take her business to the next level. “We leveraged each other’s strengths and kept one another energized and motivated,” shares Janice. The two had such a great repoire with clients they were known as “The Two Honest Women” and worked together for 18 years until Melody passed away in 1999. Janice continues the legacy by putting an emphasis on client service and satisfaction.

In addition to honesty and loyalty, Janice brings other unique skills to her clients. Her background in accounting and personal ownership of several rental properties has helped her to work with investors. She also has great home design skills and even owned a staging company for a few years during the recession until her real estate business picked up. “I’ve always been good at looking at a property and envisioning its potential from a design and investment perspective,” explains Janice. “There is no such thing as the perfect home so you have to be creative in making the space fit your needs.”

When she isn’t working on her real estate business, Janice has a passion for international travel. She has visited 70 countries and plans to make it to Antarctica which is the only continent she hasn’t been to. While she admits that her business occupies most of her time, Janice enjoys working hard. “The end of the transaction is very rewarding, especially when you have your client hug and thank you,” shares Janice. “You put up with a lot in the middle, but knowing that the end will be magical makes it all worth it.”

Janice Konkol First Team Real Estate 4040 Barranca Parkway #100 Irvine, CA 92604 Tel: (714) 624-3052 Janice@janicekonkol.com www.JaniceKonkol.com BRE # 00815860

ExecutiveAgent Magazine

Ever Faced A Financial Crisis?

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could write an entire book about this topic. I have been broke three times in my life, and I can tell you, the view from the bottom of the pile is not very good. Everything in our life is there to help us to learn a valuable lesson.

When we fail to learn this lesson, unfortunately we get another opportunity to learn it. And another, and another… if we persist in failing to pay attention to our life teachers.

Money is a tool – nothing more – that creative people use for any number of reasons – some worthy and some not so worthy. Money, unfortunately, is the primary measuring stick used today by most people to determine their worth as a person. I have known a lot of wealthy jerks, and I have also had the honor to know many hard-working, decent people who were good friends, parents, spouses and sons or daughters, squeaking by financially week after week, year after year.

You are not your money and your money is not you, and I don’t really care what you are doing with it. I have met some very wealthy people who gave a great deal to charity only for the recognition, and I know people who have very little and give a great deal (more than they can afford) to others.

Financial crises are valuable tools. They can teach you humility, tolerance, creativity, a valuable work ethic, caution, and any number of worthwhile lessons.

So, if you are in the middle of a crisis, don’t whine, blame or feel sorry for yourself – get busy. If you are wealthy and want for nothing, don’t get too cocky – you never know. And besides, no one can buy his way into God’s good graces. Trust me, He doesn’t need your cash or your gifts of charity. He is doing very well, thank you, on His own. Remember that money is a measuring stick for your success and worth, but only if that is how you choose to be measured.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and bestselling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the bestselling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. © 2008, Tim Conner. 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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ExecutiveAgent Magazine

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Comprehensive Education

CRMLS Award Winning MLS Provider

Weekly Breakfast Networking Connections

TIGAR Political Connections

through our Government Affairs Director

The Inland Gateway Association of REALTORS® Successful Recreational Events

Technology Connections

via Facebook, Twitter, Live Streamed Meetings & More!

Your REALTOR® membership in The Inland Gateway Association of REALTORS® Connects You with exclusive products, programs and services as well as becoming a member of the California Association of REALTORS® (C.A.R.) and National Association of REALTORS® (N.A.R.), benefiting from the strength of 1.3 million REALTORS® across the country all committed to creating a strong and viable real estate marketplace. We make sure you are always connected using the latest technolgies such as Facebook, Twitter, and Email Newsletters to keep you informed with all the Real Estate news that affects your business. We pride ourselves as the member friendly Association of REALTORS®. Our customer service team strives to make your experience with us the best part of your day.

(951) 735-5121 The Inland Gateway Association of REALTORS® 321 E. Sixth St. Corona, CA 92879

www.tigar.org

TIGAR The Inland Gateway Association of REALTORS®

More Control. More Deals.

At Eagle Home Mortgage, our world revolves around the relationships we’ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process; so as partners, we can make more deals happen.

Four Southern California locations: Torrance

Irvine

Michelle Coolidge

Brett Smith

Branch Manager / Sr. Loan Officer / Certified FHA Underwriter

Branch Manager / Sr. Loan Officer

NMLS #804830

NMLS #176580

Phone: 310.818.1011 mcoolidge@eaglehomemortgage.com www.mcoolidge.com

NMLS #849059

NMLS #483930

Phone: 949.892.2422 bsmith@eaglehomemortgage.com www.eaglehomemortgage.com/brettsmith

San Diego

Riverside

Scott Criss

Karen Virgil

Branch Manager / Sr. Loan Officer

Branch Manager / Sr. Loan Officer

NMLS #839289

NMLS #210975

Phone: 619.929.0102 ScottCriss@eaglehm.com www.eaglehomemortgage.com/scottcriss

NMLS #944511

NMLS #613337

Phone: 951.750.7952 KarenVirgil@eaglehm.com www.eaglehomemortgage.com/karenvirgil

Member of the Lennar Family of Companies

Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.