OCTOBER 2014 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

BULLOCK JOHN RUSSELL FLO BULLOCK RUSSELL Executive Agents of the Month

Inside Features: Black & Alcaraz

First Team Estates Clara Eisenman

Tarbell, Realtors速 McConville & Butcher

Pacific Coast Realty Group Traci Stier

imortgage Stephanie Walling

Century 21 Award

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

October, 2014

S. Orange County

Cover Story

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

Editorials

06 - Mike Ferry: Monthly Report

36 - Scott Friedman:

Using Humor For A Change

ADVERTISERS’ INDEX Eagle Home Mortgage......................39

16 - Sue Pistone:

Life is Time...Make it Count!

Evergreen Realty HomeSmart...........8 Greenpath Funding..............................9 imortgage.......................................2

26 - Skip Weisman: 19

Is Being A “Mind Reader” Part of Your Organization’s Job Descriptions?

imortgage HB...................................33 i Photography Studio...............12 & 25 Kinecta Federal Credit Union............13

Flo Bullock & John Russell Executive Agents of the Month

PWAOR.........................................32 The Termite Guy...............................29 Ticor Title Company........................40 Wells Fargo Home Mortgage...........28

30

14

04

Clara Eisenman

Max Black & Adam Alcaraz

34 Traci Stier

Jeff McConville & Jeff Butcher

10

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2014 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.

Stephanie Walling

ExecutiveAgent Magazine

3

E XECUTIVE AGENT MAGAZINE

espite coming from very different business backgrounds, Max Black and Adam Alcaraz combine their individual talents to form a dynamic, serviceoriented Realtor® team. Serving all types of real estate needs throughout Orange County and Southern California as part of First Team Estates in Newport Beach, Max and Adam have earned the respect of both their associates and their clients.

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Written by Steven McReynolds

“As a team we have over 25 years of experience and more than a quarter billion dollars in transaction sales, but we don’t quantify our success on these statistics,” Max says. “Our success is reflected in exemplary service, passionate expertise, ultimate discretion & trust-based relationships.” The duo also offer solid negotiating skills, a keen understanding of the luxury brand market and a sophisticated approach to marketing. The result: loyal clients at all stages of homeownership.

ExecutiveAgent Magazine

Max Black - Adam Alcaraz “We know people. We know space. We know luxury. We put all three together…elegantly, fittingly, creatively.”

For Adam, their motivation to provide the best customer experience possible comes down to a simple adage: “I treat everyone as if I were the customer and put myself in their shoes, then I perform the way I would want to see results,” Adam says.

Max adds that their philosophy is also built around connecting sellers with buyers with unique spaces that fit their unique lifestyles.

Different Paths, Same Goals Max spent a decade in advertising and marketing for automobile manufacturers, helping to create national TV and radio ads. But a desire to pursue work that was more entrepreneurial -- and use his marketing skills -- began to stir in him. His parents were both Realtors® and Max had already done some property buying and selling. That was enough to convince him that real estate just might fulfill that desire for a new career.

It Did “I had strong background and knowledge of what it would take to be successful at real estate,” Max shares. “Working at large automotive manufacturers helped develop a high level of business acumen and professionalism. I also developed a keen understanding of how to best market products utilizing many different advertising mediums including television, radio, print, online and direct mail. I knew I could bring this knowledge and expertise to real estate by developing marketing strategies that are tailor made to each specific property.”

Adam’s background centers on business administration and finding solutions to diverse challenges. But unlike Max, real estate was always in his sights as a career. “I’ve always been in the service industry and love to help people.

I feel it is my highest calling,” Adam says. “I started right after graduating from college in 1996 and went right into real estate and never looked back. I have a genuine interest in getting to know someone and learning how I can help them.” One of Adam’s biggest strengths is his ability to put together a deal that is successful for everyone involved.

“We stay in the ‘now’ of what is happening in the market,” he says. “We monitor where the buyers are coming from and know how to maximize a sales value.”

The Power of Teamwork As a real estate sales duo, Max and Adam bring a full spectrum of skills to every client. This includes a shrewd

knowledge of trends, the local housing market and regulations, plus top-notch marketing abilities tailored to the individual and diverse needs of their clients.

“With us they get the benefit of two highly qualified and successful entrepreneurs and agents,” Max says. “First Team Estates is the most successful broker in Southern California, and Orange County, for numerous reasons.”

This includes the company’s selective affiliation with both Luxury Portfolio International and Christie’s International, he notes.

Adds Adam: “We believe in our ability to sell any property at the best value. We do the research. We have the contacts and the negotiation skills to put a deal together.”

Outside of work, both men lead active social lives. For Max, this includes enjoying all that Southern California has to offer with his three children -- swimming, surfing, sports, amusement parks and mini vacations. He cites three men as his mentors -- his Father, Paul George, who is the director of Campus Ministries at the University of Louisiana, and John Eldridge, author of “Wild at Heart.”

“They have all taught me to be a good, honest and moral man in my personal life and in my business,” Max says.

Adam is involved with YMCA, Heels to Heal, CHOC, his Church “and random acts of giving.” And, like Max, raising a family is paramount for Adam. He says many people have mentored him during his 18-year career, teaching him how to put together an honest, successful deal. “Everyone must benefit from the deal or it won’t work at some point,” Adam says.

And for this real estate team, ensuring that everyone benefits -- whether in business or life -- is the name of the game.

Max BLACK & Adam ALCARAZ First Team Estates | Christie’s International 4 Corporate Plaza Drive, Suite 100 Newport Beach, CA 92660 Tel: (855) 629-2522 max@OCcollective.com | adam@OCcollective.com Web: www.OCcollective.com CalBRE # 01863094 | 01225657

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E XECUTIVE AGENT MAGAZINE

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Don’t settle for real estate coach companies that can’t deliver what they promise. Jumpstart your career by enlisting the services of the best real estate success coach in the industry. Register for a coaching or training program from the Mike Ferry Organization and learn how to sell real estate today!

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had a very interesting conversation with a couple of very successful broker/owners that you might have an interest in. I’ll share it with you and hopefully it will give you something to consider.

The conversation revolved around productivity as a Real Estate salesperson and the profitability for a Real Estate salesperson (meaning, after expenses, how much is left?). We then got into a lengthy discussion regarding the production and profit potential of an agent who specializes in listing property versus an agent who specializes in working with buyers. What I said to them became a point of contention, to the degree that a couple of them became very angry and declared they would

never be a customer of The Mike Ferry Organization ... which is fine.

Here’s what I said ...

In selling any type of product or service, there are always going to be basic fundamental skill sets required to create a transaction of any type. It doesn’t matter whether you’re selling Real Estate, vacuums, copiers, or mobile homes. There are certain skill sets and mindsets required to make that happen. I asked the two brokers if they knew what skill sets they believed were required for an agent to list or sell property and they both, of course, agreed immediately. I asked them to identify them, to which there was a lot of hesitation.

Your Success is Our Mission!

ExecutiveAgent Magazine

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Monthly Report I then proceeded to say (which they thought was incredibly controversial) that I believe the skill set of an agent who works with buyers is completely different than the skill set of an agent who works on listings. Yes, they both have fundamental skills that all salespeople need ... the ability to manage your time, the ability to follow up on leads, the ability to prequalify, the ability to present, etc. I then said that the skill set of a listing agent and buyer’s agent are different from that point forward meaning the ability to present in a fashion that causes a buyer or seller to sign a contract. I then went a step further and said I thought for years that when an agent gets their license they should have to actually declare, “I want to work with buyers” or “I want to work with sellers”. The majority of agents do not have the total package of skill sets to do both and, in most cases, aren’t willing to learn them because they are so vast and ... if they chose one and learned it well and practiced it ... they could, then, possibly in the future learn the other one.

You might have thought I was pulling these broker’s finger nails out one at a time in an excruciating manner.

One virtually stated repetitively that he thought I was crazy (most people in Real Estate think I am) but I’ve lasted doing training and coaching for 40 years because I tell people what I believe is right.

I’m not saying or suggesting that you do one or the other, but I’m very clear after working with hundreds of thousands of great Real Estate agents and thousands upon thousands of great brokers that the skill sets of the two activities are different and, unless an agent develops the basic skill sets, they will never succeed at the level they want.

Give these thoughts some consideration and if you’d be interested in developing higher skills in listing property, you may want to contact the Mike Ferry Organization at 800-448-0647 or visit www.MikeFerry.com.

Developing these skills is the responsibility of two people ... the company and the individual agent. If both parties aren’t working together to develop these skills, the agent’s productivity will never reach its potential and the broker’s production as an office will never be complete as it could be.

Mike Ferry - CEO The Mike Ferry Organization 7220 S. Cimarron Road, Suite 300 Las Vegas, NV 89113 800-448-0647 702-430-4406 (Fax) www.MikeFerry.com

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E XECUTIVE AGENT MAGAZINE

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Written by Shannon Hartsoe

Stephanie Walling ExecutiveAgent Magazine

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Service is Priority

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tephanie Walling has always had an interest in “bean counting.” Statistics, data, crunching numbers -- these are jobs that have always excited her. But sales? Never.

Until she tried real estate. Now, as a top-producing Realtor® with Century 21 Award in Rancho Santa Margarita, Stephanie is convinced she made the right decision to start her sales career, earning her real estate license in 1993 then shifting to full-time sales in 2001. “One of my best friends enjoyed a lucrative career in real estate and I always had an interest in buying and selling homes personally,” she recalls.

“A decade after graduating from college, I was transitioning out of the corporate arena and thinking I would prefer something more flexible while my children were young. I earned both my real estate license and insurance license in the same year. I initially used my real estate license only casually.”

Stephanie still doesn’t consider herself a salesperson.

Rather, her focus is two-fold: providing outstanding service and using her analytical skills to both market and find the best deals possible for her clients. “I really enjoy working with buyers, finding the perfect property,” she states. “Real estate is a service business, and my attention to detail and determination are always aimed at finding the best property.”

Stephanie especially appreciates the support Century 21 provides. Stephanie notes that Century 21 is the most widely recognized name in real estate and that Century 21 Award is the company’s No. 1 franchise in the world. “I have spent my entire real estate career with this company and admire and respect the leadership and management,” she says.

“Our company mission statement: Customers First, Award Winning Experiences Always. Our core values are integrity, service, innovation and diversity. I fully embrace both our mission and our values and work really hard for the benefit of my clients.”

Century 21 Award specializes in marketing homes, relocation services, transaction coordination, escrow and mortgage services, she says.

Along with the integrity and breadth of services her company provides, Stephanie’s clients also benefit from her years of high-level corporate experience and education.

She has a bachelor’s degree in operations management with an emphasis in statistics, and for 11 years she managed the business systems at a computer manufacturer and was assistant district manager for Farmers Insurance, recruiting, training and developing new agents for 10 years. “My broad background gives me unique insight in helping clients buy and sell real estate,” Stephanie says. “Additionally I am a Certified Relocation Specialist, a Cartus Certified Specialist

and a USAA Movers Advantage Certified Agent. I also earned my Luxury Home Marketing Designation.”

Stephanie prides herself on having solid negotiating skills, being knowledgeable of the local market and staying on top of relevant trends. And she specializes in residential property sales and exchanges, including fine residences and income properties.

Life isn’t all business, however. Stephanie is involved in a number of community service activities, including serving as a polling place inspector for the Orange County Registrar of Voters in most elections, volunteering with the American Red Cross, hospital auxiliary, the Closings for Kids program and joining with Century 21 Award to support the Easter Seals program. Stephanie and her two daughters often served together when the girls were teenagers.

Now, she is a new grandmother. “It is true what they say -- it’s better than being a parent! Spoil her rotten and then send her home with her parents!” she says. She also loves to read, travel and spend time with family and friends and play golf, a passion she recently picked up.

With so much going on, both professionally and personally, Stephanie often finds herself heeding the words of her business mentor, Martha Karelius. “She is a dear friend and has been my mentor in the real estate industry. Martha has a wealth of knowledge and experience. She is truly an inspiration and I have learned many wonderful life and business lessons from her. Her best lesson is this: Real estate can be all encompassing and you need to remember to ‘live.’”

Thanks to friends like Martha, a supportive family and the benefits of working at Century 21 Award, Stephanie has weathered the recent economic downturn that rocked the real estate industry. “Perseverance, hard work, creativity and keeping an open mind got me through the tough times,” she says. “I think balance is the key to success: balancing a happy family and work life.”

Stephanie Walling Century 21 Award 22342 Avenida Empresa, Ste. 150 Rancho Santa Margarita, CA 92688 Tel: 949-378-2579 Email: StephanieWalling@cox.net Web: www.StephanieWalling.com CalBRE # 01183587

ExecutiveAgent Magazine

Depend on Your Local Mortgage Lender

Serving members in Southern California since 1940, Kinecta Federal Credit Union provides borrowers with a seamless experience from application to funding. Kinecta’s Mortgage Loan Consultants and underwriters understand the marketplace and continuously strive to meet the needs of regional homebuyers.

Working with a local lender means you get the personalized support you expect and your clients get the outstanding service they deserve. It means you have access to competitive pricing and a full suite of mortgage products to fit your clients’ lifestyles, including conventional, government, jumbo, and even niche product offerings. It also means profits stay in the communities Kinecta serves, contributing to economic growth and stability.

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Erik Jenner, Mgr. Mortgage Loan Sales cell: 949.293.1237 • tel: 949.253.5337 Erik.Jenner@kinecta.org • NMLS# 38025 www.kinecta.org/ejenner Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 2) 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock.

15040-08/14

E XECUTIVE AGENT MAGAZINE

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Written by Haley Freeman

Costa Mesa and hired him to sell them for me. When the market changed and I had to rethink what kind of real estate I was going to be involved in, I tracked him down and asked him to partner with me.”

Jeff M. grew up in Long Beach and sold real estate there until 1995, when he relocated to Costa Mesa. He has been in the same office on 17th Street ever since.

“We are located in the area known as the West Bay, surrounded by Newport Beach and Eastside Costa Mesa.

We are a local, boutique office focused on properties in coastal Orange County. In the 90s when the market fluctuated dramatically, many local real estate offices gave up and closed up shop or merged with other companies.

Everybody ended up in Newport Center. We are now the only local office and enjoy that exclusivity. Our clients do too.”

Jeff McConville eff McConville and Jeff Butcher both have deep roots in Southern California. Jeff M. can trace his California ancestry back four generations to a great, great grandfather who also made his living in real estate. Jeff B. grew up on Balboa Island, and his family is also in real estate.

Together, they make up a duo known as Jeff2 Real Estate.

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Working with a partner who has the same first name could be either a marketing challenge or an opportunity. “Jeff is a past client of mine,” Jeff M. says, “and we have been working together for over five years now. During our first week, a friend of his came by our office and said, ‘You are Jeff to the power of two.’” The name stuck, and according to Jeff M., “At least a couple of times a week somebody comes up to us and says, ‘You’re one of the Jeffs.’”

Jeff B. earned his business degree with an emphasis in real property development at USC. Earlier in his career, he worked primarily in development and finance. He also travelled around the country working with low income housing tax credit developers. “About six years ago, we found out my wife was pregnant with twin girls,” Jeff B. remembers.

“When the market was at its low point, I turned to Jeff M. We had already worked together for the better part of 12 years. I purchased homes and small apartments in Eastside ExecutiveAgent Magazine

Jeff Butcher

Both Jeffs live within minutes of their office and have centered their lives on the community they know and love. Jeff M. says, “Our focus and expertise is on a very specific marketplace that we know very well. The neighborhoods by our office are the areas we know best.”

Even though there are bigger players in town, Jeff2 does a large percentage of the business in their area. “We will handle whatever our clients need,” Jeff B. says, “but most of what we do is within 10 minutes of our office. Being stuck in an office on a set schedule is not something that really works for me. Even if I’m not physically in the office, I’m always working. I love the flexibility of what I do and helping people in my community to reach the conclusion of something important in their lives, whether their parents have passed on and they need help closing out the estate, or they got a new job and are moving into the area, or are increasing the size of their family. We are involved in a lot of people’s milestones and their emotional highs and lows. It makes what we do very rewarding.” Jeff B.’s twin girls are now starting kindergarten. He and his wife enjoy exploring local cuisine, as well as spending time on Balboa Island.

all these years,” Jeff M. says. “Being here for so long, it is great to see people who are past clients and receive their referrals. It is an honor to have people put so much faith in you.” Jeff M. has often applied that freedom to surfing and taking local road and camping trips with his wife and two daughters.

“We believe that what our clients really need is somebody who understands the local environment. “We are intimately tied to Costa Mesa and Newport Beach,” Jeff M. says. “And we have the knowledge, the life experience and the professional background to help people make their home here.”

“I love the freedom to create my own destiny. That freedom is the reason I have remained in real estate for ExecutiveAgent Magazine

Jeff S. McConville - Jeff Butcher Pacific Coast Realty Group 234 East 17th Street, Suite 118 Costa Mesa, CA 92627 Tel: 949-422-1108 Email: Jeff@jm4realestate.com Email: Jeff.Butcher@sbcglobal.net Web: www.jeff2realestate.com CalBRE# 00521135 - 01104911

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Life is Time‌ Make it Count!

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ExecutiveAgent Magazine

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ife is time… are you making it count? If your daily activities are taking you in the direction of your dreams then you are making it count. If you are living your life on purpose then you are making it count.

To make your life count, you must live on purpose.

Otherwise, you are living someone else’s dreams and goals.

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Have you thought about what you want out of life and how you will make it happen? Follow this simple and easy process to determine your life’s dreams. Each and every day evaluate what you are doing and how it will help you accomplish what you really want out of life.

There is no dress rehearsal in life; this is the real thing.

Today is the day and now is the time to begin your journey to success.

Begin by taking the time to learn more about yourself.

Set aside approximately four hours to complete the following personal and professional strategic planning guide. One key point to remember is the definition of success is determined by you. Enjoy your journey!

1. Strengths - list at least twenty of your strengths 2. Successes - go back as early as you can in childhood and write down all of the successes you have had in life 3. Learning Experiences - write down all of learning experiences you have had throughout life and why you are better because of them 4. Purpose in: a. life - what is your bottom line reason for living b. career -- what is your bottom line reason for working 5. Mission in: a. life - what is the talk you walk b. career - what is the talk you walk Now relax--close your eyes and go on a mental journey. You are in a movie theater looking at the big white screen. The movie begins and the title is, “The Life of___________________________,” and it’s your name. Yes, this is the movie of your life. It is the last day of your life and you will hear what people say about you as you leave this world. The words you hear will confirm that you did, indeed live your life with your purpose in

mind. You will see all the places you went, things you did, material possessions you had and the person you became.

Remember when viewing the movie of your life you are only limited by your own imagination. Also, only look inside yourself for your dreams, remove all the “ought to’s” and “should have’s” from your mind. This movie it is unusual because it begins on the last day of your life and ends today. The day you are creating your dreams. You see, your experiences up to this day have already happened and can not be changed; however the future is yours to create.

Watch your movie and when you finish write down those accomplishments on your dream list. Break your dream list into the following categories: a. personal dreams - what you do just for you b. family dreams c. career dreams d. financial dreams e. social dreams f. health dreams g. spiritual dreams Now that you have allowed yourself to dream, you have the ideas and thoughts needed to set your goals.

The most important thing to consider at this time is your purpose in life. This will enable you to avoid major conflicts in the different areas within which you work and live.

Before actually setting your goals you need to determine if they are prioritized, realistic, long term, or short term.

The final step in setting your goals is that you must be willing to put your goals in writing -- IN PEN! It makes them a little harder to erase this way. Life is time… and now you too can make it count. Success is determined by you. Follow the steps I have given you and enjoy the success you deserve!

Sue Pistone is expert at eliminating the daily disorganization that often keeps individuals and companies from achieving the success they deserve. For more information regarding Sue Pistone’s speeches, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com Copyright© 2002, Sue Pistone. All right reserved.

Written By Sue Pistone ExecutiveAgent Magazine

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EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

MAGAZINE TM

MAGAZINE

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

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name:___________________________________ Company:________________________________ Phone:___________________________________ Email:___________________________________

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Cover Story

BULLOCK JOHN RUSSELL FLO BULLOCK RUSSELL Executive Agents of the Month

ExecutiveAgent Magazine

BULLOCK RUSSELL JOHN RUSSELL

FLO BULLOCK

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Written by Shannon Hartsoe - Ian Wiant Photographer

everal years ago, few people would have expected Flo Bullock and John Russell to become business partners. But though they were fierce rivals in the Orange County real estate market, Flo and John had a mutual respect for each other’s expertise, dedication to clients and keen market insights.

In October 2011, they decided to join forces and start

working as a team in the Keller Williams’ Mission Viejo office. They haven’t looked back since.

Flo and John are among the most successful Realtors® in the Orange County real estate market. Together and separately they have sold millions in area real estate, representing clients that include sellers, landlords, buyers, tenants and investors.

ExecutiveAgent Magazine

Bullock Russell Team: Flo, John, Dave Hopkins, Erica Reiher, Kelsea Bullock (Not pictured – Kerri Adams)

“We have very different styles but share the same commitment to putting the interest of our clients first,” says John. “We had been competitors, even rivals, but always seemed to enjoy working with each other. So we decided to work together and the results have been very strong.”

As a team, Flo and John rank No. 1 in Keller Williams’ Mission Viejo office, 2nd out of all teams in Keller Williams Worldwide, and in the top 10 out of more than 20,000 Orange County Realtors®.

There are many reasons for their success -- knowledge, discipline, personable approach, negotiating skills -- but using these attributes to give their clients the best possible experience in selling or buying property is at the core of what John and Flo provide.

“We believe that putting the client’s needs above all, our business will naturally prosper, which it has,” Flo states.

“That doesn’t mean we simply tell them what they want to hear, we give them our best advice and counsel so they can make an informed decision.”

A Long Road to Real Estate Flo was born in Balestrate, Italy, and moved with her family to Southern California at age 8. She graduated with honors from high school and says she had every intention to go to college and get a degree in the medical field. But immediately after graduation she decided to get married. A year later, she and her husband welcomed the first of their four children – all boys. “Unfortunately, college had to be put on the back burner,” Flo says.

She took a job in the aerospace industry when the industry was booming. The high-pressure experience and long hours helped prepare Flo for her eventual career in real estate.

ExecutiveAgent Magazine

“It taught me to interact with many different personalities, very demanding executives, meeting almost impossible deadlines and any mistakes were inexcusable,” Flo recalls. “Honestly, that experience has helped me tremendously in real estate. Real Estate is a highpressure job that is not readily recognized by the public.”

Flo also owned a restaurant – yet another demanding experience. She further developed her customer service skills (and patience) when she became a respiratory technician for five years and serviced around 20 patients a day. “Wow, did that take patience! At that time I contemplated going back to school, but now with four sons, my husband and I made a mutual decision that it was more important for him to go back and get his MBA. He later became one of the CFO’s of Boeing and has truly been a wonderful mentor, teacher and supporter in helping me accomplish my dreams.”

In 2002, after her sons were off to college, Flo decided to put all her experience and professional skills into the

real estate industry. She joined a local Century 21 office, where she was mentored by Martha Burgoon (Karelius).

“I always looked at homes and shared what I found interesting with any friends or family that I knew were thinking of moving. It was like a passion that I had but never even thought of doing it as a business until my family thought I would be great at it.”

Wall Street to Main Street John grew up in a family that ran a law practice specializing in real estate. Born in New York with California-born parents, John says he feels a strong connection to the Golden State. Before he became a highly sought after Realtor® in Orange County, John built a very strong academic background. He graduated magna cum laude from State University of New York at Albany, earned a law degree from Fordham University Law School (he’s been a member of the New York State Bar Association since 1989), and also attended the University of Southern California School of Journalism.

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In 2005, after working on Wall Street, John opted to follow his family’s footsteps and begin a career in real estate. It didn’t take John long before he had a steady stream of business. “By pure luck I had my first listing within a few weeks and built upon that. Within two years I had a viable pipeline of clients,” he recalls.

Today he resets his goals monthly and sets long-term goals every five years. John’s strategy is simple: “I try to bring my experience working in the financial markets on Wall Street to main street,” he says. “Simply treat your clients as you would like to be treated or as you would like your own children to be treated. Also, own your mistakes, we all make them and that helps fixing them easier.”

The Team Approach Since forming a team, Flo and John have seen their successes increase. Focusing on areas including Coto De Caza and Dove Canyon, plus the coast and inland, they have closed on about 250 homes with around $200 million in volume during the past 24 months alone.

Flo and John have a full staff dedicated to providing coverage that a solo agent often can’t provide. This allows them to focus on building deep commitments to their clients while their highly skilled staff members handle many of the marketing duties and paper work.

They are quick to praise the Agent Alliance support structure they are aligned with who handle all of their contract writing & risk management, transaction coordination support and their listing and brand marketing.

Clients benefit from their ongoing education and use of diverse methods to spread the word about properties.

These include social media, open houses, postcards, advertisements in the local newspaper and on shopping carts, sponsoring community events, email marketing and more.

Specifically, sellers benefit from the team’s large network of agents that they regularly interact with to expose properties and their attention to every detail. For buyers, John and Flo offer a strong knowledge of the area and inventory.

“When we started our journey to sell our home and look for a new one, we were very fortunate to find a team like John Russell and Flo Bullock,” says Howard Abrahams.

“This is a very difficult process but John and his team made this transaction uncomplicated and they are a pleasure to work with.” Added Jennifer Abrahams: “Their knowledge of the real estate market and attention to detail is incredible.

They are not only professional but also care about what you desire in selling and buying a new home.”

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Flo Bullock & John Russell

Keller Williams Realty 30211 Avenida de las Banderas, Ste. 130 Rancho Santa Margarita, CA 92688 Tel: 949-614-0071 – 949-922-7973 flo@bullockrussell.com john@bullockrussell.com www.bullockrussell.com CalBRE # 01343119 - 01512593

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Is Being A “Mind Reader” Part Of Your Organization’s Job Descriptions?

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he “Law of Specificity States:”

“To the degree that you are not specific in your communication that is the level of guessing or mind-reading the receiver of your message needs to do.”

If people in your organization feel like they have to continually guess what is expected of them, or ‘mind-read’ the individual who just left them directions for a delegated project, performance and results are going to suffer.

The sad fact is that most people are often times not specific enough and don’t even know it. Additionally, often times the individual receiving the communication doesn’t know they weren’t given specific enough information until its too late.

A “lack of specificity” in organizational and leadership communication I believe is a silent, subconscious killer. It operates below the surface like a cancer and people don’t even realize it, many times, until trust has eroded in the environment.

As a leader it is our responsibility to ensure that our communication is not just clear, but specific enough to the situation so that our directions are fulfilled and the meaning and purpose behind our communication is understood so it gains maximum buy-in and commitment.

As I wrote in a December blog post on leadership communication, a leader must believe he/she is responsible for their communication being understood, not the receiver.

Now, granted, there are at least two people responsible in a communicated message being effectively transferred. Except, I believe it is inherent in leadership to take responsibility first and foremost for our communication.

Thus, if the leader is not getting the results initially he/ she needs to be extra careful to ensure the communication is specific enough.

In both business and personal situations a “lack of specificity” can kill relationships. It can cause disappointment, unmet expectations and a loss of trust, leading to the loss of the relationship, if not corrected.

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ExecutiveAgent Magazine

EA

Written By Skip Weisman

In organizations, this is going on all the time. It’s occurring between members on leadership teams, between leaders and their team members, and between team members themselves.

There are 3 reasons for this ‘lack of specificity” that must be addressed...

1. Ignorance - the person communicating with a lack of specificity is doing it out of habit and doesn’t realize it, and/or its impact on others.

2. Enabling - this means that people realize a person or persons communicate this way and accept it, allowing it to perpepuate instead of calling the person’s attention to it and asking for a change in style.

3. Maliciousness - the communicator has an agenda and is purposely withholding information to sabotage the other individual’s efforts.

Whatever the reason, it must be dealt with in a timely, direct and respectful manner.

If not, trust will erode in the workplace between leaders, leaders and their team members or between team members themselves, killing productivity and performanc results.

A “Lack of Specificity” is just one of “The 7 Deadliest Sins of Organizational Leadership Communication”. If you’d like to learn about those 7 leadership communication mistakes that are killing your organization’s morale and motivation, you can download the white paper for free at www.

HowToImproveOrganizationalLeadershipCommunication. com Skip Weisman has over 28 years of experience in leading organizations and/or operating his own successful business. Today Skip works with business leaders and leaders of not-for-profit organizations to improve personnel, productivity and profits by helping them “Create a Champion Organization.” His latest White Paper Report “The 7 Deadliest Sins of Organizational Leadership Communication” is available as a free download at “http://HowToImproveOrganizationalCommunication. com”. ©2011 Skip Weisman. 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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Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

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

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

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

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

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

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

Brigitte Golay Haberl Home Mortgage Consultant 714-396-5590 NMLSR ID 899374

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

Elli Nguyen Home Mortgage Consultant

714-408-8245 NMLSR ID 448027

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

This information is for real estate professionals only and is not intended for distribution to consumers.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1039135 Expires 11/2014

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Written by Shannon Hartsoe

Clara Eisenman ExecutiveAgent Magazine

EA

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Dedication, Knowledge, Passion

f you were to ask Clara Eisenman what separates her from other agents in the Southern California market, you might expect to hear “customer service,” “honesty,” or even “confidence.” And there’s no doubt that all of these things embody the philosophy Clara holds when it comes to helping her clients buy or sell real estate.

But perhaps what truly differentiates her from others is education.

Armed with a BA in finance as well as an MBA, Clara entered the real estate profession just two classes shy of her broker’s license. This year, Clara will join the leadership team at Tarbell as a broker associate and has been tapped to help train new agents in the Santa Ana/Tustin office. In fact, it was this endless quest for knowledge that led her to real estate in the first place.

“It was 2006, and I was watching the real estate market in Southern California with great interest,” she recalls.

“Even with my background in business and finance, I just couldn’t make sense of what was happening. The price of homes was skyrocketing and at the time there seemed to be no end in sight. Realizing that the combination of lending practices and the demand for homes had created an opportunity for Realtors® to help their clients, I decided to take my first real estate course.”

That one course led to two more – each one of more interest to her than the first and she realized she had found her niche. In April of 2010, Clara left the world of finance and accounting (where she had held positions ranging from accountant to controller to CFO) to begin a career in real estate. Her background in finance turned out to be the perfect springboard for her new career.

“In accounting you have to have a meticulous attention to detail and an ‘eye on the prize’ attitude and not get distracted by challenges or ineffective colleagues – just like in real estate,” she says. “Once my client has their goals outlined and is ready to go, I’m here to help them make those dreams come true and I’m unswayed by challenges.”

It’s this attitude and drive for knowledge that really works to her clients’ benefit. Clara is uniquely qualified to assist them through all phases of the real estate transaction no matter how simple or complex – from helping first time homebuyers find the perfect house, or walking investors through 1031 exchanges.

business year over year for the past two years, with no end in sight.

“I always want to assist others wherever I can. I am pretty good at assessing the needs of my clients and responding to those needs,” she says. “Some clients need more attention than others, and that’s what I’m here for.

For example, I have a client for whom I have listed and leased her property two times. Because she does not rely on the computer, I made sure all her docs were printed out and organized in a book with dividers and labels.”

In a time-crunched world, some people might find that kind of assistance too labor intensive to bother with and pass it off on an assistant. Not Clara, she’s dedicated to getting the job done right no matter what it takes. “I sincerely want to help my clients,” she says. “If you’re genuine and sincerely helpful to your clients, the success will follow.” Not surprisingly, Clara chose Tarbell for their Southern California presence and their dedication to continued training and reputation for customer service.

“Tarbell continually offers classes and seminars to their agents to keep them current and ahead of the market,” she notes. “Because I consider myself a full-service agent that’s important to me. I always ask questions and listen to my clients so that I can better serve them. I continually communicate with my clients and keep them up to date and informed throughout their transaction. I have great attention to detail and try to anticipate any issues before they happen.”

Clara is also attuned to the needs of the community, assisting with Girl Scouts, serving on her neighborhood HOA and making time for her friends whenever she is able. And even in her spare time she’s reading. “Taking time to re-focus on my goals, both personal and professional, keeps me heading in the right direction,” she says.

“There’s always something new to learn.”

Clara Eisenman, Broker Associate, MBA Tarbell, Realtors® 1403 N. Tustin Ave., Suite 140 Santa Ana, CA 92705 Tel: 949-795-3417 Email: ceisenman@tarbell.com Web: www.listwithclara.com CalBRE # 01878267

But her dedication to her clients goes far beyond her education and experience. She’s also friendly, approachable and genuine and has a passion for her job. Her personality and positive outlook on life have helped her double her ExecutiveAgent Magazine

Let our Scenario Desk determine if your buyer can qualify for a loan.

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Let’s face it, you could lose days, maybe even weeks chasing a deal with a questionable buyer. Our Scenario Desk is designed to prevent that from happening.

How does the Scenario Desk work? ● Very smoothly, actually. Just call your imortgage loan consultant and give him or her your deal points and buyer profile. Our best and brightest minds at the Scenario Desk will get to work on your sale right away. ● If your buyer can qualify, we’ll tell you ASAP exactly what he/she needs to do next and which of our loan products is the right fit. Start imagining your next commission. ● If your buyer can’t qualify, you’ll know that quickly, too. You just saved yourself a whole lot of wasted time and energy. Use that recaptured time to find a buyer who can qualify and close. Then start imagining that commission.

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John Wellsandt

Branch Manager Office (714) 657-1220 Mobile (916) 835-8129 john.wellsandt@imortgage.com NMLS ID 448583

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

Rates, terms, and availability of programs are subject to change without notice. This is not an advertisement to extend consumer credit as defined by section 1026.2 of Regulation Z. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 09012014.

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Traci Stier ExecutiveAgent Magazine

Written by Shannon Hartsoe

C

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

an an introvert really find success in a customerservice based industry? Traci Stier says yes. In fact, it’s Traci’s analytical and thoughtful personality that has helped propel her to the top of the Huntington Beach lending industry.

“I’ve always been quiet and reserved, but I love to solve problems,” she says. “I pay attention and help my clients through any potential challenges. I take meticulous notes.

If there’s something I need, I can always find it in my notes.” Those traits make her particularly well-suited to her job – helping others find the perfect loan product for their situation.

Traci got her start in lending in 1987, as a loan processor for a well-known mortgage company. Having found early success by learning everything she could, Traci worked her way up through nearly every point of the loan pipeline – manager, underwriter, junior loan officer and now her current position as senior loan officer with imortgage.

Because Traci saw her job as more fun than work, she has been able to create forward momentum in her career.

From the onset, Traci has built a solid foundation as a loan officer who truly understands the process and helps her clients understand it as well. Her extensive knowledge, paired with her passion for problem solving have earned her the trust of her clients and real estate partners alike.

Speaking of her clients, Traci says, “They know that they can depend on me. I deliver on my promises. I make sure they understand the impact of the loan process on their overall financial health, and I always look out for their best interests.”

For Traci, a successful loan transaction goes far beyond the close – it’s a relationship that’s built to last, based on mutual trust and an unwavering commitment to excellence. She continually aspires to provide her clients with representation based on knowledge and service. “We might only see each other once every few years, but when the time comes, I am here for them,” she says. “Each borrower comes to me with unique circumstances and concerns. I need to put myself in their shoes so I can find the right answers and products that best suit their needs.”

Traci’s business and real estate background turned out to be the perfect launching pad for her successful career in lending. With a bachelor’s degree in public relations and marketing from California State University at Long Beach, Traci first tried her hand at real estate, earning her

license shortly after graduation. Initially, Traci had visions of being a real estate developer, and intended to use her experiences in lending as a foundation for her real estate aspirations. But once she got into it, she found that lending was perfect for her skill set and interests. And though she’s had lots of mentors over the years, Traci believes that selfawareness is partly responsible for her continued success.

“I honor who I am and work with my work style rather than against it,” she says. “Being organized is extremely important to me, but I also rely on exercise and meditation to keep me centered.”

Working with imortgage, she says, is beneficial as well.

“The number one benefit to working with imortgage is that there are no company underwriting overlays,” she observes. “That means that we can approve more loans than our competitors. Second, and I know this sounds corny, but our company really does have heart. The company culture is one of sincerity and partnership. It comes from the top -- the two founders of imortgage are hardworking, humble guys that have set the tone for everyone else involved. Our employees and customers benefit.”

Outside of her professional endeavors, Traci is a committed mother and valuable member of the community. Her past volunteer work is indicative of her heart for service and includes Girl Scout leader, Sunday school teacher, bereavement minister and hospice worker. For now, though, Traci is focused on getting her teenage daughter through high school. “Right now my plate is pretty full, but I would love to become more involved again once she’s in college,” she says. “Something magical happens when I give to others.

I think I’m doing it to be of service, but I find that I’m the one who receives the greatest benefit. I feel like I get so much more than I give.” But one thing is for sure, no matter what she does with her future, Traci is sure to be a success.

Traci Stier imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 714-369-4887 Email: Traci.Stier@imortgage.com Web: www.imortgage.com/traci.stier NMLS ID 453506

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imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2014.

EA

Using Humor For A Change

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ith restructurings, takeovers, and layoffs sweeping the corporate world, employee insecurity and fear are at record levels. The definition of an optimist in corporate America today is an employee who brings his lunch to work. Change has become a daily activity with no end in sight. Anxiety reverberates throughout the entire organization. During these times, corporations need some sort of antidote for stress. Many companies see a dose of humor as a remedy to reduce tension and motivate workers.

By coming to our senses of humor, we find truth in the statement that he or she who laughs, lasts.

Does a sense of humor translate into dollars and cents?

While the savings won’t show up on your balance sheet under comic credits or laugh assets, humor does add an intangible but real benefit.

Humor creates bonds in the workplace. It’s the shortest distance between two people. Humor helps establish a feeling of camaraderie and sets the tone for cooperation rather than contention.

would realize that informality and spontaneity foster open communications and stimulate creativity. What setting is more informal and spontaneous than one with good humor, fun, and play?

Humor is a technique that can be learned, practiced, reinforced and internalized just like other skills. Where do you start? First, remember that you don’t need to be a stand-up comic, you just need to add some spirit to the work environment.

The first ten minutes of the morning set the ‘attitude’ for the rest of the day, so start light. Here are some ideas: • Start every morning by greeting everyone in the office with a big smile and a hearty hello. They will wonder what you’re up to.

• Place funny cartoons, appropriate jokes, or postcards on a company bulletin board. Sign your name with a note saying, “I thought you might enjoy this.” Not only are you giving them an opportunity to laugh at this cartoon or joke,

Humor creates bonds in the workplace.

It’s the shortest distance between two people. Humor helps establish a feeling of camaraderie and sets the tone for cooperation rather than contention.

To use humor positively at work, people must take themselves lightly, while taking their jobs seriously. Humor is much more than just telling jokes. Humor is the ability to find something funny in your predicament. A comic vision helps people tolerate change in the workplace and get along better with others.

The health of any organization is in direct proportion to that organization’s ability to laugh at itself. Many companies are just too darn serious. Their structure and formality inhibit open communications and stifle creativity. If organizations would loosen up a little, they

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but people are saying, “I’ll be darned, he’s a real guy. What a surprise, he has a sense of humor just like us!”

• Sprinkle internal communications with humor. Add a cartoon or funny one-liner to memos and you would be surprised how many people start reading those little devils.

• To get meetings off on a productive foot, serve everyone ice cream or suckers at the start of the meeting. Communication is guaranteed to improve.

• Inject humor into meetings. Have a dress-up theme meeting once a quarter. Share fifteen minutes of jokes at the start of every meeting.

ExecutiveAgent Magazine

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Laughter Is The Best Medicine • Have a positive party funded by negative people.

Every time someone in the office is caught being negative, they throw a dollar in a positive pot, and once a quarter the pot buys pizza, happy hour, or humor props for the office.

• Wear amusing buttons. One executive wears one that says, “Save time, see it my way.” Walk into your next meeting with a button that says, “God is watching, give her a good show.” Try “Start each day with ‘PMS’- a Positive Motivating Smile.” Or “If you’re too busy to laugh, you’re just too busy.”

• Give rewards for the worst mistake of the week. This will encourage employees to share and learn from their blunders.

• Spike your environment. Place positive and appropriate humor props around your office. How about Groucho glasses on your ficus or a red clown nose on your fax machine?

• Send out cartoons with your correspondence. Put your clients in a receptive mood before reading proposals.

• Have one “call in well” day a year. Instead of calling in sick, you would call up and say, “I’d really love to come to work today, but I just feel too good. ‘Love ya! Bye!” • Keep it light. If an employee is frustrated with a new computer system and can’t figure out the manual, a boss may sympathize by saying, “How’s that new mystery book you’re reading? Can I help?”

• Use Aikido to defuse tension. As Tom Crum reminds us in his book “The Magic of Conflict” Aikido literally translated means “the way of blending energy.” It’s blending with the aggressor instead of choosing to be aggressive or defensive.

When an irate client asks, “Have you been incompetent your whole life?” your response could be, “Not yet I haven’t.” Or when a customer comes in and says, “Okay who is the idiot in charge here?” say, “I’m head idiot. What can I do for you?” An unexpected non-threatening response absorbs and redirects the anger in a harmless way without putting the other person down. It may be almost impossible to control others, but you can always control yourself.

Anger or bitterness many times comes out as sarcasm or humor with a biting, caustic edge. You do more harm than if you had said nothing at all.

The most effective humor has its roots in kindliness and affection. The highest form of laughter is to laugh at yourself; the lowest is to laugh at someone else. Making fun of yourself creates instant rapport and creates bonds with workers.

One executive was quoted as saying, “There are two ways to develop self-esteem at the office. The first is to share positive humor, and the second is to take all mirrors out of the washrooms.”

A healthy sense of life’s absurdities can help us forget our problems and put a smile on our faces. With humor we can sit back, detach ourselves from the situation, and laugh at ourselves for becoming so reactive at life’s afflictions. And we can ask ourselves, “Why am I taking life so seriously?

It’s not permanent.” No one gets out of it alive anyway. In a hundred years, what difference will it make anyway. So lighten up! So if a tornado blows off your roof, be like the guy who put up a sign saying, “Open House Today.”

“Laughter is contagious --- Why not infect the whole company?”

Scott Friedman is a nationally recognized professional speaker speaking over 100 times each year to companies, associations, and youth. His book, “Using Humor for a Change” is chock-full of great ideas to lighten-up the workload. His improvisational comedy training, quick wit, and thought-provoking material make Scott a master at holding the attention of his audience. Scott customizes all programs to meet the specific needs of each group. He is perfect for kick-offs, closings, lunches and midnight snacks.

For information about scheduling Scott for your next event, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com

A quick warning --- Be careful when using Aikido. There is a fine line between positive and negative humor. The first thing is to ask yourself the question, “Where am I coming from?” If you’re coming from a hostile place, it could very well be reflected in your humor for humor mirrors the truth.

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Exceeding expectations since 1984.

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A Cornerstone of California’s History and its Future...

Title Insurance and Trust Company, often called “TI”, opened for business on January 15, 1894, with about 30 employees.

OUR HISTORY

When TI began operation, the population of the city of Los Angeles was 66,000, and the county population was 122,000.

For more than a century, Ticor has been a premier leader in the title insurance industry providing our customers with an unmatched combination of professional expertise, exemplary customer service, and rock-solid financial security.

today

Today, Ticor Title Company of California continues to be a groundbreaker in the industry for both residential and commercial services. The market share growth for Ticor has been extraordinary.

Ticor Title has increased residential market share in Orange County of nearly 4% in the last four years making it one of the fastest moving companies in the industry.

Jan 2010

5.41%

April 2014

9.11%

Data: Residential resale non-bank closed transactions - Source: TitleMarketShare.com

We would like to take a moment to thank all of our loyal customers who continue to trust their transactions with Ticor Title each and every time.

If you haven’t had the opportunity to work with our team of amazing Sales Executives or Officers, we encourage you to give us the opportunity. We want to earn your business!

Adam Cleary

Vice President National Commercial Services Adam.Cleary@TicorTitle.com 714.289.3341

Rick Bashore

Executive Vice President County Manager Rbashore@TicorTitle.com 714.289.3313

Judy Jimenez

Vice President Escrow Operations Manager JJimenez@TicorTitle.com 714.289.3325

“Caring is our Competitive Edge” 18302 Irvine Blvd, Suite 100 Tustin, California 92780 • 714.289.3300

www.TicorOC.com | www.TicorCommercial.com | www.TicorEnergy.com | www.equityisforlife.com | www.TicorTitleBlog.com