OCTOBER 2015 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

TM

JOCELYN & MICHAEL

BACKES Executive Agents of the Month

Inside Features: Cory DePass Benchmark Mortgage Veerman & Veerman Berkshire Hathaway HS

Purchase Financing:

Compare our stats to the industry.

At Evergreen, we’ve never lost sight of the fact that serving real estate industry professionals and their clients is the cornerstone of our success, yesterday, today and tomorrow.

As evidence of our focus on the home purchase market, we invite you to review our purchase loan percentage compared to the industry: Purchase Business Percentages

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

** Source: Mortgage Bankers Association (MBA) Percentages reflect portion of total volume that were purchase transactions.

That’s why we’ve developed an infrastructure with systems and procedures that allow us to quickly process loans so that we close On Time and as Promised®.

In fact, our entire platform is engineered to close purchase transactions in 14 days*.

But stats are only part of the story.

It’s the care and compassion of every Evergreen associate that makes a difference and is felt by the customers we serve. As a lender with strong convictions and a proven track record serving the purchase market, we invite you to become a business partner with Evergreen.

Michelle Coolidge-Tondu Sr. Loan Officer & VP / Corporate Relationships NMLS 176580

tel 310-818-1011 fax 855-296-8279 mcoolidge@evergreenhomeloans.com www.michelletondu.com 21250 Hawthorne Blvd Ste 500 Torrance, CA 90503 Branch NMLS 1127143

*The 14-day close does not imply a guarantee of any kind and only references the historical service level provided by Evergreen on standard FHA, VA, and conforming conventional loans. Assumes expeditious and complete cooperation by all parties to the transaction. Not all applications are eligible for a 14-day close, including but not limited to jumbo loans, renovation loans, loans brokered to other lenders, or properties requiring repairs. Not all applicants will qualify; certain restrictions apply. © 2014 Evergreen Home Loans is a registered trade name of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: Arizona Mortgage Banker License 0910074; California-DBO Residential Mortgage Lending Act License 4130291; Hawaii Mortgage Loan Originator Company License HI-3182; Idaho Mortgage Broker/Lender License MBL-3134; Nevada Mortgage Banker License 3130; Oregon Mortgage Lending License ML-3213; Washington Consumer Loan Company License CL-3182. 1/14

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

October, 2015

South Bay

Cover Story

Editorials

10 - Tony Alessandra:

Exercise Emotional Control...

12 - Anne Bachrach: Values Based Selling:

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

22 - Roxanne Batson:

How Business Women Who Are Positive Thinkers Win

Alpine Mortgage Planning...............13 City of Hope.....................................34 Evergreen Home Loans......................2

08 - Patricia Fripp:

The Genius of Teamwork

i Photography Studio.................21 - 31 Kinecta Federal Credit Union..........36

15 Jocelyn & Michael Backes

Executive Agents of the Month

PWAOR.............................................24

32 - Chris Widener:

Being An Extraordinary Leader Through Tough And Challinging Times

SBAOR........................................35 The Termite Guy................................7

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

25 Cory DePass Executive Banker of the Month

04

© Copyright 2015 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.

Veerman & Veerman

ExecutiveAgent Magazine

3

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

David Veerman Jim Zappulla & David E. Veerman ExecutiveAgent Magazine

Continuing a Legacy of Integrity

A

conversation with David Veerman and his son, David E. Veerman, reveals a family spirit that is both genuine and caring. During the elder David’s 18 years as a Realtor® in the South Bay and greater Los Angeles markets, the Veerman name has become synonymous with integrity, honesty and service. Today, his son echoes those same values as the latest member of the family to obtain his real estate license.

The younger David expresses deep gratitude and respect for the legacy built by his father. “Through his hard work and the reputation he has built in our community, my dad has given me a foothold in life that he didn’t have when he was coming into the market. I’m beginning at a certain stage in real estate just because of him. Now I need to take the elevator to the next floor and continue to grow the business the way my dad always has, by helping people.”

From Their Family to Yours The Veerman family has always been highly visible in the North Torrance community where they live and work.

They are trusted friends and neighbors, known for extending themselves to others. For nearly two decades, the elder David has brought his neighbors together by sponsoring biannual community garage sales and delivering donuts with a smile.

Along with his business partner, Bert McMillen, he has also earned a reputation for his peerless industry knowledge and his ability to garner exceptional strategic exposure for the homes he markets and sells. “We price properly, showcase each home’s unique appeal, and utilize comprehensive advertising and marketing opportunities,” he explains. “Not only are we promoting our listings with other agents, we are actively marketing among our consumer databases, as well as within neighborhoods.”

“My dad truly cares for clients,” the younger David relates. “It’s not just a one-time deal. He has taught me to do the best and most ethical job you can do. He has developed relationships with people and kept them because he actually cares and becomes their friend.”

Lights, Camera, Action!

Now it is the younger David’s turn to take his place in the spotlight. As a recent graduate of the prestigious Santa Clara University, with a degree in English emphasizing creative and business writing and a minor in film, the team is excited about leveraging his education and youthful perspective to the advantage of their clients.

listings and invite people to open houses. “We are taking a more holistic approach by creating catchy advertising and reaching a broader audience,” he explains.

The new marketing is already generating measurable results. “It’s something we are really excited about,” the elder David relates. “I had 50 people at one of my open houses at one time because of our social media marketing.

In addition, we put up 25-30 signs and have a huge email list that includes potential buyers and other agents in the area we work, but social media has added a new twist.”

“Our online marketing is targeted,” the younger David explains. “We track the hits and know what’s generating results. We are also able to utilize technology to figure out different formulas for finding houses on MLS and better organize data.”

While the younger David brings the latest technology and high energy to the team, like his father, he is also a man of integrity. “One thing everyone knows about him is that he is very loyal,” his father says. “In the words of his friends and younger brother, he ‘always has their back.’”

David’s younger brother, Michael, is also a valued member of the team who contributes his professional skills as a photographer and videographer.

The Veermans are proud to align their family name with that of Berkshire Hathaway, the number one real estate brand in the world. Their broker, Bruce Short, is a man of like values who has also taken the younger David under his wing as a mentor, imparting the knowledge he has acquired during several decades in the industry.

“From my perspective,” the younger David shares, “I have always seen my dad work really hard. He’s always been the belly-to-belly guy, handing out information and getting to know people. He has taught me to always treat others the way I would want to be treated and to look out for their best interests. I want to live up to what he’s built and uphold it for the future.”

David Veerman & David E. Veerman Berkshire Hathaway HomeServices 23530 Hawthorne Blvd., Ste. 100 Torrance, CA 90504 Phone: (310) 344-5958 Email: David.Veerman@yahoo.com Website: www.southbayhomeservices.com CalBRE # 01230220

He has developed an innovative social media marketing strategy that incorporates short film clips to promote ExecutiveAgent Magazine

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The Genius of Teamwork

T

rue teamwork is the rarest, most exhilarating, and most productive human activity possible. Every business wants to harness this incredible energy, but achieving such a level of motivation and esprit is not always easy.

A team is not just a group of individuals who work at the same location or have the same logo on their business card. A real team is made up of people who may be unequal in experience, talent, or education, but who are equal in their commitment to working together to achieve the goals and good of the organization, each other and their customers.

If we are going to be successful, we can no longer look at our organizations as departments, divisions, or branch offices. We must look at the bigger picture and resolve to work together in ways we may never have done before.

We may even need to cooperate with the competition.

Think of all the mergers and acquisitions in the past few years. Your number one competitor today could be your partner tomorrow.

8

Futurist Bob Treadway CSP, from Littleton, Colorado often gives the Mensa IQ Test to participants in his seminars. He has found that many “average” people, when working as a team, test at “genius” level or higher.

Participants contribute in different ways. Some brainstorm. Some work alone and then report back to the group. Treadway finds that a team “becomes a genius when everyone works together.”

Treadway also noticed that when a team is working at optimal performance, it is hard to know who the leader is.

In other words, the team runs the team.

Such teamwork doesn’t happen by accident. It requires commitment and effort, a willingness to accept the uniqueness of others, and an appreciation of diversity. We build teams in our companies the same way we build relationships with our friends and coworkers. High-functioning teams establish us and our companies as reliable, internally and externally. We then project this image to our customers, vendors, competitors, and communities.

ExecutiveAgent Magazine

With downsizing and restructuring, many managers today are responsible for as many as 250 people. More than ever, these managers need to build responsible and committed team members if they want the best performance from them. But how do they go about it?

A very dynamic, productive example was the team led

by Mike Powell, when a senior scientist at Genentech.

Because of its past successes, his ten-person team was given the most important assignments. I asked Mike how he managed to keep his people highly motivated in an environment with long hours and a great deal of frustration.

“I keep them happy,” he said. Now, every manager wants to do this, so I pressed Mike for details. “Ten years ago,” he continued, “I told team members only what I thought each needed to know. Now I tell everyone everything. It may slow them down a bit while they are filtering through all the information, but they get the big picture.

Then they can then decide what it is they need to know and do.”

He added, “I also gave them lots of positive feedback via email and voice mail. One group at Genentech lost their leader, but they stayed incredibly productive. I left a

voice-mail message for one of them, saying ‘Everyone in the company is talking about how well you all are doing.’

They were really effective as a team and appreciated knowing it.”

Building a real team gets real results, but it can’t be done with slogans and directives. Ed Stair, Senior Vice President at Gap talks about ‘Gap Heroes,’ everyone who uses innovation to find ideas to save money or improve productivity. Start by respecting each person’s individual contribution, showing appreciation, exciting them about their possibilities for achievement, and sharing with them that their group effort has the potential for real genius.

Good luck!

Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. For information about Patricia’s Keynote presentations, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup. com.

ExecutiveAgent Magazine

9

EA

Exercise Emotional Control...

W

hat causes an emotional overreaction? It’s generally prompted by the speaker himself or by something he or she says. For instance, going to an elegant party dressed like a bum might influence the hosts negatively. On the other hand, wearing a high-powered, Wall Street-like suit might put a rural businessperson on the defensive against a supposedly notto-be- trusted city slicker.

Severe emotional overreaction can also be caused by loaded topics, such as ethnic, racial, religious, or political references.

Differences in values, beliefs, attitudes, education, speed of delivery, image, and a host of other factors can cause a disruption in communication.

So, as listeners, we tend to tune out when we see or hear something we don’t like. As a result, we often miss the true substance of what’s being said.

When your emotional reaction begins, you’ll have an almost irresistible tendency to interrupt, to butt in, and to argue.

You may feel your pulse speed up, your breathing become more rapid, or your face become flushed. You may lose your train of thought. Once you recognize this negative emotional reaction, you can redirect it with the following techniques:

10

First, pause to delay your response or reaction. It’s the triedand-true approach of counting to ten, or taking in some long, deep breaths. These can really work to calm you down.

A second calming technique: Think about what you have in common with the speaker, rather than focusing on your differences. Maybe you don’t disagree with the person’s motivations-such as raising more money for the school. You just don’t agree with her solutions.

And third, imagine yourself calm and relaxed. Think of a time in your past when you were laid-back, on top of the world, and feeling incredibly great. Visualize that experience as vividly as you can When you exercise emotional control, you’ll find that active listening is no longer a struggle.

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© 2004, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http:// www.frogpond.com.

ExecutiveAgent Magazine

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Written by Tony Alessandra ExecutiveAgent Magazine

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EA

Values-Based Selling: What It Really Takes To Influence Human Behavior...

T

he purpose of this article is to stimulate your thinking about what really influences human behavior and, if it’s not working, to get you to think beyond your current approach to building long-term business relationships.

There are three ways to influence human behavior. The most common and least powerful way is by addressing needs. More, but not the most, powerful are wants. And, by far, the most effective way to influence human behavior is through core values. Values-Based Selling is the key to deliberately getting people emotionally involved and creating trust. Don’t confuse “values-based” selling with “value-added” marketing.

I am not suggesting that you ignore needs; however, we no longer live in a needs-oriented society. Why are needs the least powerful way to influence human behavior?

Needs are tied to “shoulds”. For instance, take statements like “I should save money”; “I should make more investments”; “I should make better decisions”; “I should get a financial plan”; or “I should have more discipline”. The key to guiding people toward smart choices is to get them to want to.

Tangible wants are a step in the right direction. Tangible wants, such as early retirement, vacation homes, good schools for the kids, new car, estate protection, travel, and other goals are incentives to seek advice. But, in truth, even wants don’t have the emotional pull that values do. Values are intangible feelings. Intangible, pure, undiluted feelings like love, pride, security, freedom, making a difference, independence, accomplishment, self worth, and so forth are key factors in influencing behavior. Values illuminate people’s emotional motives so clearly, they must take action ... for their own reasons. Needs have the power to illuminate emotional motives as much as the penlight on your key ring, while wants work like your average flashlight.

Values, however, illuminate emotional motives like a row of halogen high-beams on the front of a Mercedes on the Autobahn. Your prospects and clients are most likely to take action on your ideas when they feel a strong emotional connection to them. Your job is to illuminate their emotions so they fully understand the relationship between smart decisions and fulfilling their life values.

Your job isn’t to be a traditional sales person and sell the “old school” way.

Everyone has a unique “values hierarchy”. Just like 12

fingerprints, no two values hierarchies are alike. When you stimulate a conversation with current and prospective clients about their values (what is truly important to them), they will become emotionally involved, you can touch on their ranking of values, understand them at a deeper level, and you can dramatically shorten the time it takes to gain their trust. Emotional involvement and trust are two critical elements in creating profitable client relationships.

Without realizing it, you project your own values when you promote yourself. How do you feel when people project their values on you? Do you like it? Are you anxious to do business with people who project their values on you? You can’t get people emotionally motivated when discussing your values. You do it by talking about their values. The first logical question to ask yourself is, “How do I get people to talk about what is important to them (their values)?”

Then, ask yourself, “How do I use that information in a positive way? How does this create trust?” Listen for words and phrases like freedom, control, satisfaction, making a difference, independence, feel really good, pride, achievement, contribution, oneness with God, etc. These are indicators that you are on the right track, because they represent values. And values are emotional and they create positive emotional feelings in the person you are speaking with. The thing to remember is that when needs-oriented planning leaves your client flat, try focusing on your clients values instead. Needs simply don’t have the emotional punch to influence human behavior.

Remember, the least effective approach is to try to satisfy client needs. A better approach is to help clients get what they want and desire. The most effective sales professionals help clients fulfill their values in life. Differentiate yourself! Don’t be a traditional salesperson, become a Trusted Sales Professional.

Anne M. Bachrach is President of A.M. Enterprises.

Copyright© 1999, Anne M. Bachrach. All rights reserved.

Anne has 16 years of experience training and coaching.

Her main focus is training entrepreneurs and salespeople how to build high-trust relationships, on purpose (ValuesBased Selling™). The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For information on about Anne M. Bachrach, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com;

ExecutiveAgent Magazine

Newport Beach 3501 JAMBOREE, SOUTH TOWER SUITE 200 NEWPORT BEACH, CA 92660

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jreed@alpinemc.com alpinemc.com/JohnReed

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Cover Story

JOCELYN & MICHAEL

BACKES Executive Agents of the Month

ExecutiveAgent Magazine

JOCELYN AND MICHAEL BACKES “Love Where you Live” Written by Haley Freeman - Ian Wiant Photographer

M

eet the founders of the team “Beach City Backes,” Jocelyn and Michael Backes, two young, energetic Realtors® at Beach City Brokers in Redondo Beach. This duo personifies their motto, Love Where you Live, as locals who live work and play in the beautiful South Bay. Jocelyn and Michael first met in Hermosa Beach and have since married, had two children and set down permanent roots in the Redondo Beach community. After purchasing their first home together, they saw an opportunity to help other families navigate the myriad dizzying decisions about neighborhoods, schools and lifestyle that accompany every real estate transaction. Both came from professional backgrounds that have contributed greatly to their success as a real estate team.

Jocelyn went to graduate school at UCLA to fulfill her lifelong dream of “helping others and making a difference. I spent 10 years working in the inner city teaching

Kindergarten as a social justice educator. My intentions were to foster a love of learning at a young age and to inspire the minds of children. My values of trust, passion, patience and integrity are transferable, as I believe my real estate clients benefit from them as well.”

Michael agrees, adding, “Jocelyn is funny, kind, generous and empathetic and is always thinking about others.

She was very kind and patient as a teacher. Clients like to know you’re in it together with them when you’re going through this kind of process. She’s a good listener and great with clients who need to take their time.”

Michael’s outgoing nature and personal drive made him a successful medical sales professional, and these same qualities help him connect with people and ask thought-provoking questions that get right to the heart of what clients want and need in a home. Jocelyn describes Michael as “the most hard-working, ethical and amiable real estate agent I know.”

ExecutiveAgent Magazine

A Community of Happy Clients Five years into their real estate career, the Beach City Backes team have become an established name in Redondo Beach, one that is synonymous with integrity, professionalism and the highest standard of client care. They have carved out a niche market where they bring real value, helping young families like theirs find the right home and neighborhood so they will truly love where they live.

By keeping their attention hyper focused on Redondo, Hermosa and Manhattan, the Backes team are true local experts who are intimately familiar with every street and every neighborhood, with the knowledge to guide families to the right schools and community resources for their children. “We know every house coming on the market or recently sold in Redondo,” Michael says.

They also cultivate and maintain good relationships with other local agents, who give them access to off-market listings, so their clients have an edge on the competition in a marketplace where inventory is at a premium. Due to their fine reputation among their peers, their carefully crafted purchase offers are well-received. “Now that there are so many deals with multiple offers, it’s pretty cool when we see other Realtors® pulling for us and our clients,” Michael says.

As Jocelyn and Michael have established themselves in the local area, they have also developed a growing community of appreciative clients who are eager to share their experience with others. With 27 Five Star reviews on Zillow, the word about the Backes’ attentive, professional representation is getting out.

ExecutiveAgent Magazine

One client said, “As first time home buyers, we needed a lot of ‘hand holding,’ in addition to having lots of questions every step of the way. Michael and Jocelyn were very patient with us and went out of their way to make sure we were comfortable. They were knowledgeable about the housing market and were able to make the process of purchasing a home in the very competitive South Bay market a breeze. We closed on our first home thanks to Michael and Jocelyn Backes. They are a truly exceptional team that goes above and beyond for their clients.”

Another shared, “They were always our advocate, patiently walking us through every step of the process, and coaching us to navigate home-buying in a very competitive market. They had a warm and calm approach throughout the buying process that made us feel comfortable from the start. They made sure we understood everything in order to put us at ease whenever we had concerns. The Backes were

also very well-liked by the other party’s agent, due to their ability to connect, and genuine nature. Their relationship skills helped us beat out other buyers and secure the home of our dreams.”

While their business has become almost exclusively based on referrals and past clients, the Backeses are in demand throughout the South Bay, giving rise to a new opportunity – building a bigger team.

“We pride ourselves on taking excellent care of our clients,” Michael says. “When stuff falls through the cracks, people lose confidence in what you’re doing for them.”

As a result, Jocelyn and Michael prefer to maintain a smaller number of clients at any given time, to ensure they are on top of every detail and transactions move through escrow swiftly and reliably.

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Instead of trying to do every transaction themselves and stepping outside their prime target area, the Backeses are now developing three new agents, sharing leads and helping to mentor them through their transactions. “We are trying to maintain balance as we go,” Michael says, “and we want to keep our business fun. As we become busier agents, we need to build a team if we want to take on more clients and still have special time with our kids.”

Another important component of their expanded team is the professional partners who help get transactions to closing, like Eric Formiller, branch manager at New American Funding in Manhattan Beach. Michael explains, “He is an excellent communicator. Whether it’s good or bad news, it’s still news. When there’s no news, people get anxious and upset. He is hard-working and does a great job educating our clients throughout the loan process and his follow through is excellent. We also work with Diana Woods at e-Escrows. She has been willing to help us out when others maybe wouldn’t. I like that the people we have chosen to partner with are responsive in the same way we are with our clients.”

The Family Next Door As they maintain their balance of fun and family, Jocelyn and Michael are building meaningful relation-

ships that integrate every area of their lives. “As we meet more families,” Michael says, “we become friends with other families who have kids of similar ages, which keeps us growing in terms of referrals and friendships.”

For the Backeses, that is generally the same thing “When we first started,” Jocelyn says, “we focused on marketing and revving up our business, whereas now, we are fortunate enough to spend our time nourishing our current transactions and relationships.”

With preschoolers who are only 14 months apart, Jocelyn and Michael live busy lives. They love the South Bay lifestyle, which according to Jocelyn includes “working out, cooking, entertaining, hosting parties, creating arts/crafts, traveling, spending time with family and friends – and going to the beach, of course!” They take pride in their community by donating to local causes and supporting local businesses, eating and shopping locally.

Jocelyn sums up the team’s feelings about the work they do, “I love looking at houses and envisioning making the house a home. I love helping others in their journey to home ownership, as it’s a process that takes time, patience and perseverance.”

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Jocelyn and Michael Backes Beach City Brokers 200 S. PCH & 1716 Catalina Ave. Redondo Beach, CA 90277 Phone: 310.489.1805 - 310.363.5560 Jocelyn@BeachCityBackes.com Michael@BeachCityBackes.com www.BeachCityBackes.com www.BeachCityBackesHomeSearch.com CalBRE # 01939501 - 01902680 ExecutiveAgent Magazine

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How Business Women Who Are Positive Thinkers Win

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hink back. Who inspired you on your path to leadership? We are all inspired by someone, somewhere, along the way in our career. It could have been a parent, grandparent, boss, friend or someone we just read about.

Regardless, they did or said something that motivated us to attempt to achieve more and dream bigger. Aren’t you thankful?

When you look at the source of your inspiration, I believe you’ll find someone who was positive at heart.

Someone who never talked about how hard life was and how difficult the journey would be, but instead they were the kind of person who demonstrated positive thinking.

How do I know?

It is because dull, ordinary thinking never inspires us. Neither does thinking that drags us through the mud of all that go wrong and all that is bad in the world inspire us. As you lead people, whether it be children or employees or managers, remember that what you think is what you get. If you are to inspire people to greatness, you must think greatly yourself. This can only be done through positive thinking.

As Ann Moore, Chairman and CEO of Time, Inc said in a recent speech at the 7th annual Wharton Women In Business Conference, “All behavior emanates from the top and reverberates down the organization to the lowest level.”

Positive thinkers win!

So, if you realize that positive thinking inspires and you realize that inspiration is what leads to achieving success, then how do you keep negative thinking from invading your space?

Mark Victor Hanson, a great motivational speaker, once said “If you hear that negative voice trying to stop you, just visualize putting a big red X through it.”

Before you go to work, or on your way, take a few minutes to meditate on what you want to accomplish during the day. How will you do it? What is the best end result in your mind?

Then see it. Feel it. Do it.

You’ll feel the positive momentum the rest of the day.

It does make a difference.

By the way, there is a new World Positive Thinkers Club for those who want to expand their horizons and join the ranks of positive thinkers around the country.

Check it out at www.worldpositivethinkersclub.com.

Ken Bossone took 10 years of research and discovered the three word motto all Positive Thinkers have imbedded in their hearts, minds and souls that leads to constant winning and happiness. There are now over 500 members of the club in the professional sports and business world.”

All Ken’s research resulted in this book ‘Why Do Positive Thinkers Win’. It is being considered right now for the shelves of libraries around the country.

And remember, that it is you and your thinking that will help you achieve whatever it is that you are looking for in life. I hope you see a future full of lots of positive outcomes!

Roxanne Batson is Managing Partner of WSN Sales 75 LLC, a global marketing company and Co-Founder, WomenCorp, an international women’s leadership training company. She is a speaker, author and sales trainer with 25 years of experience in business development for companies such as Southern Living, Merrill Lynch and TurnerBatson Architects. Copyright© Roxanne Batson. All rights reserved. For information about Roxanne’s presentations, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPond.com; http://www.FrogPond.com

My own belief is that we should start the day visualizing positive events.

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ExecutiveAgent Magazine

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Written By Roxanne Batson

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匀䄀嘀䔀 吀䠀䔀 䐀䄀吀䔀 䄀一䐀 倀刀伀唀䐀䰀夀 倀刀䔀匀䔀一吀匀

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刀䔀䜀䤀匀吀䔀刀 䘀伀刀 䔀䄀刀䰀夀 䈀䤀刀䐀 倀刀䤀䌀䤀一䜀 一伀圀 圀圀圀⸀䔀倀刀伀一䄀刀⸀䌀伀䴀⼀一䄀刀ⴀ吀䔀䌀䠀ⴀ䔀䐀䜀䔀⼀䄀一䄀䠀䔀䤀䴀

BANKER E X E C UTIVE

Cory DePass Executive Banker of the Month

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Written by Haley Freeman - Ian Wiant Photographer

oubling production year-over-year for five consecutive years is not something that happens by accident. Nor is a 100 percent referral-based business. As a branch manager at Benchmark Mortgage, Cory DePass has crafted a team and systems designed to guide clients to their financial goals in a seamless and transparent way, ensuring the success of both home buyers and real estate partners with detail-minded precision.

property and the transaction along with the client. There is a lot of satisfaction in helping them achieve the American Dream. When I meet a family, I hope I’ll be doing loans for their kids one day. I’m creating a relationship with my client I hope will last for the next 30 years.”

When Cory and his team made the move to Benchmark this year, it was to “maximize the experience that clients and business partners have while doing business with us. We wanted to work with a company where clients weren’t just another number. Because my team is 100 percent referral-based, we need to be able to perform and control every aspect of the customer experience.” A direct lender with big bank service capacity and a small company feel, Benchmark provides Cory with the perfect blend of mobility, speed and autonomy he needs to organize the ideal mortgage team. Cory’s team includes a loan processor, two production assistants and an underwriter, all of whom are in-house and dedicated exclusively to his production.

“At a lot of other companies, loan officers have to share a processor and underwriter with 10 other originators.

That’s why it takes so long to close an escrow. It’s about overloaded capacity and waiting in line behind whoever submitted their loan first.” Cory has the authority not only to prioritize his pipeline and push loans that are time-critical, but is also part of a corporate structure at Benchmark that allows him access to high-level decision makers when needed. “We’re small enough to have control of the relationships. When I need something, I can call the underwriting manager or the owner of the company directly. You don’t get that kind of human touch on a loan in a lot of other places.”

“I love taking somebody on the journey from point to point, helping them through the process of buying a home,” Cory says. “The journey you take with each client is totally individual. I’m a people person, and it’s exciting to me to see the properties and the OC market through each client’s perspective.”

Cory’s core business focus is on purchase transactions.

“I chose to work in the purchase market because this is my career for the long term. I get emotionally invested in the

18 Degrees of Separation Cory has identified at least 18 different people who are involved in any real estate transaction. And with that many people in the mix, the odds increase that miscommunications and mistakes will happen. This fact underscores the vital need for efficient and nimble lending operations.

“Our agility makes all the difference in the world,” Cory explains. “It doesn’t take a week of going back and forth to solve a problem, so we’re not putting our clients’ earnest money at risk or causing them to be charged late fees.”

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With a reliable and consistent system in place, Cory is free to give his clients the individual attention they deserve and take the time to listen to their goals and concerns. “A lot of people don’t do that – they just write the preapproval letter and wait for the property to go into escrow. I like to meet with my clients face-to-face and go over their options with them, showing them what their payment is and why, and what their tax benefit is. I also do a market analysis to show them what interest rates have been doing over the past six months, 60 days, 30 days, and the last week, so they can

see how rates have fluctuated. I ask some tough questions, so I have an idea of who they are and can put them in the right loan for them.”

Once a client starts looking for property, Cory continues to communicate with them via email updates that are cobranded with the Realtor®, keeping the client informed about what the market is doing and where rates are heading. “This helps to solidify relationships with everybody involved,” he says.

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Leading From the Front When you ask Cory what makes a good leader, he will tell you it is “leading from the front. A lot of leaders out there in my position are not as involved in the transaction as I am. They’ll take one phone call from the client and never talk to them again.”

In contrast, Cory is involved in every transaction from beginning to end, rolling up his sleeves and jumping in to support his team and his business partners. He is committed to growing business along with agents, both by giving their buyers referral-worthy service, and by adding value long after the transaction has closed.

“The majority of agents I work with say the one area they can improve in is follow-up. We have a co-branded, post-closing program that touches clients five times per year for five years. The Realtor® doesn’t have to do anything; it’s automatic. We send birthday and holiday cards and emails once a quarter that keep clients up-to-date on

market changes and the houses that have recently sold in their area.”

Cory says it’s not uncommon for an agent to do a great job, but then see a property listed with somebody else two years later because they haven’t talked to the client since they sold their home. “We’re trying to help eliminate that problem for our Realtors®. It helps the client too, since they stay in the know about the market.”

Cory’s post-closing service goes even further, as he takes responsibility for helping his clients manage their mortgage debt over the life of their loan. “I don’t like giving them debt and then not helping them manage it. Things change throughout people’s lives, and what made sense when they purchased may not make sense today.” He is ever vigilant about helping clients adjust to new circumstances and informing them about rate and program changes that could save them money.

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Cory’s clients recognize and appreciate his extraordinary service, as demonstrated by the Eliant gold certification he received last year. Eliant is an independent survey company that measures customer satisfaction with a series of questions evaluating the service, communication and integrity exhibited by the loan officer. Cory also achieved President’s Club status with his previous company and ranked consistently every year in the top five out of 1000 originators.

“I’m very big on giving back,” he says. “I believe in order to keep it, you have to give it away. I do purchase business because I care about the client and feel like I’m helping someone. I’m willing to do whatever it takes to help a family qualify for a home. I get a lot of business from transactions that have fallen out of escrow because somebody heard I’m the guy who can get the loan done.

This doesn’t feel like a job to me – it’s more like a shared journey.”

With more than a decade in the industry, Cory is still a young professional, with the energy and enthusiasm to continue learning and growing with his business partners.

He is also generous with his time and resources in the community, where he serves on the board of directors for California Youth Services, a non-profit organization that provides programs and services for at-risk teens in Orange County.

Benchmarks disclaimer: Ark-La-Tex Financial Services, LLC d/b/a Benchmark Mortgage 5160 Tennyson Pkwy STE 2000W, Plano, TX 75024. NMLS ID #2143 (www.benchmark.us) 972-398-7676. This advertisement is for general information purposes only. Some products may not be available in all licensed locations. Information, rates, and pricing are subject to change without prior notice at the sole discretion of Ark-La-Tex Financial Services, LLC. All loan programs subject to borrowers meeting appropriate underwriting conditions.

This is not a commitment to lend. Other restrictions may apply.

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Cory DePass - Branch Manager Benchmark Mortgage 65 Enterprise #355B Aliso Viejo, CA 92656 Cell: 949-929-3789 Office: 949-330-6242 Email: Cory.DePass@benchmark.us Web: www.CoryDePass.benchmark.us NMLS ID 388271 ExecutiveAgent Magazine

Being An Extraordinary Leader Through Tough And Challenging Times

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ough and challenging times will surely come. That is a given. The question is what kind of leadership we will demonstrate during those time. Those who are weak leaders will see lasting damage done, if not see the organization fall apart completely. With Extraordinary Leaders at the helm, however, an organization can actually become stronger and thrive in spite of the tough and challenging times. That should be our goal so here are some idea on how to be an Extraordinary Leader in tough and challenging times!

1. Keep Your Eye on the Big Picture. When things get tough, everybody’s temptation is to become acutely focused on the problem. The Extraordinary Leader, however, will keep his or her eye on the big picture. This doesn’t mean that we don’t address the problem. In fact, we have to address the problem. But what separates a leader from a follower is that the leader doesn’t get caught up in the problem. The leader sees the big picture and keeps moving toward the vision. The further they take their followers toward the vision, the further away from the problem they get.

2. Don’t Get Caught in the War or the Friendly Fire.

When it gets tough even the most loyal team members can

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be tempted to start shooting and, unfortunately, they sometimes shoot each other! Rather than focusing on the enemy on the outside, they begin to question each other and find many faults with one another that they normally would not have seen. The Extraordinary Leader is the one who can keep from being drug into the fray. They keep their eye on the big picture and act rationally and objectively. They understand that people are heated and are saying things they don’t really mean. The people are firing because they are angry or scared. The Extraordinary Leader understands this and rises above it. This way, they take fewer arrows and they set the example for their followers.

3. Be First to Sacrifice. When it gets tough, like when there has to be cuts in salaries etc, the leader should do just that - lead. They need to not only be the one who is rewarded the greatest when all is well, but they need to be the first to sacrifice. The Extraordinary leader says, “I know many of you are concerned with the salary cuts. I am too. In the long run we will be healthy again but for the mean time, this is necessary. Understanding this, I want you to know that I am taking a 20% pay reduction myself. I want you to know that we are in this together.” The Extraordinary Leader is the first to sacrifice and will be rewarded with the loyalty of his or her followers.

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4. Remain Calm. Panic is one of the basest of human emotions and no one is immune to it. The Extraordinary Leader, however, takes time out regularly to think the issues through so they can remain calm.

They remind themselves that all is not lost and there will be another day. They remind themselves that being calm will enable them to make the best decisions - for themselves and for their followers. Panic only leads to disaster, while calm leads to victory.

5. Motivate. In tough and challenging times, people are naturally down. They tend to be pessimistic. They can’t see how it is all going to work out. Thus, they have a hard time getting going. The Extraordinary Leader knows this and will focus in on being the optimistic motivator. He or she will come to the office knowing that for the time being, the mood of the group will be carried and buoyed by them and their attitude. Above all else, they seek to show how the end result will be good - and with this they motivate their followers to continue on, braving the current storms, and on to their shared destiny.

6. Create Small Wins. One of the ways to motivate is to create small wins. The Extraordinary Leader knows that in tough times his or her people think that all is lost. They wonder if they can win. So the Extraordinary Leader creates opportunities for the team to win, even if they are small. They set smaller, more achievable goals and remind and reward the team members when

they hit those goals. With each small win, the leader is building the esteem and attitude of his followers, digging them out of their self-created hole of fear.

7. Keep a Sense of Humor. Look, hardly anything in life can’t be laughed at. The Extraordinary Leader knows that even if the whole company goes down the drain, we still go home to our families and live a life of love with them. The Extraordinary Leader keeps perspective and knows that we humans act irrationally when we get scared and fail, and sometimes that is humorous. Don’t ever laugh at someone’s expense in this situation, because that will be perceived at cold and heartless, regardless of what you meant by it, but do keep the ability to laugh at yourself and the situations that present themselves.

By doing this you will keep yourself and your team in an attitude that will eventually beat the tough times.

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

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2006, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com.

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

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HAVE YOU EVER THOUGHT ABOUT WHAT $150 CAN GET YOU NOWADAYS? Last year alone, the SBAOR brought our members many fabulous classes and events for FREE or at incredibly reduced prices.

• Tom Ferry - Supercharge Your Business • Business Planning Classes • Got Nancy - Assistant Training • Senior Real Estate Specialist • Certiiied Condo Specialist • Probate Specialist • All day Tech Workshop • Online license renewal • Extensive Commercial Education Series • Courses, panel events and networking

opportunities for residential, commercial and global real estate • Member Appreciation Week - Free classes, food and prizes

We also provide many other resources and services for our members.

• Local advocacy for the protection of your rights • Tips and guidance with city selling issues • A fully stocked REALTOR® store • Full service staff to assist our members

Call us for more information and competitive pricing!

310-326-3010

Turn to Kinecta – Let’s build solid financial futures together.

With a vast array of mortgage products, Kinecta has an option that will fit your client’s financial situation and provide homeownership longevity.

For example, our non-warrantable condo loan program: • Projects with 21 or more attached units • < 20% of the units may be owned by a single entity, such as the builder • At least 35% of the total units in the project must be under contract for primary residence and second homes • Minimum 10% of the total units in the project must be closed and funded

• 50% of units and common areas must be complete • Located in Los Angeles or Orange County • Purchase & Rate/term refinance • Jumbo 5/1 and Jumbo 7/1 Adjustable Rate Mortgages

As your local lender, Kinecta understands the market in which you work and your clients live.

Contact us today!

Duane Reddington

Mgr. Mortgage Loan Sales NMLS# 410579 cell: 310.292.7527 | tel: 310.643.2238 Duane.Reddington@kinecta.org www.kinecta.org/dreddington

Jason Redmond

Mgr. Mortgage Loan Sales NMLS# 1234810 cell: 310.871.1673 | tel: 310.643.4667 Jason.Redmond@kinecta.org www.kinecta.org/jredmond

Visit the Kinecta booth at: OCAR Expo, November 2, at UC Irvine and NAR Expo, November 13-16 at the San Diego Convention Center

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.

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