OCTOBER 2018 INLAND EMPIRE

EXECUTIVEAGENT MAGAZINE

D AV E COREY Executive Agent of the Month

Inside Features: Vicky Macias

Realty ONE Group

Chris Orellana

loanDepot®

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

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FEATURES

Communicate with an easy-to-use web application

Instant credit score review

Fill out your own application and choose a loan program

Securely upload and digitally sign documents

Receive real loan approval with our automated underwriting engine

Check loan status at any time

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

Riverside Branch

Ontario, CA 91761

Riverside, CA 92505

Temecula Branch

San Juan Capistrano Branch

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

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

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

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

EXECUTIVE AGENT OF THE MONTH

Dave Corey Perrie Mundy Realty Group

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Inside Features

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06

Vicky Macias

Realty ONE Group Champions 4

ExecutiveAgent Magazine

Chris Orellana

loanDepot®

Inland Empire - October, 2018 Editorials

E XECUTIVE AGENT

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MAGAZINE

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How Business Women Who Are Positive Thinkers Win -Roxanne Batson

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

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ADVERTISERS’ INDEX

Become A Speciaist -Linda Brakeall

City of Hope..........................................................34 Finance of America Mortgage..................................36 iPhotography Studio.......................................8 & 23 Kinecta Federal Credit Union...............................13

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

How to Trample High Turnover and Turn More Profits -Carla Cross

PWAOR.............................................................................12

The Termite Guy......................................................3 VAREP.......................................................................9 WCR........................................................................28

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

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The Genious of Teamwork -Patricia Fripp

© Copyright 2018 Executive Agent Magazine.

All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Once In A Lifetime -Chris Widener

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Chris Orellana grew up in North Orange County and enjoyed a successful first career at Disney Parks & Resorts, where he worked as an operations trainer. As an insider to one of the world’s greatest hospitality companies, Chris both learned and taught the gold standard of customer care. “Service starts and ends with the customer and what they’d like to achieve,” he explains. “We learned to be completely customer-centered, and we referred to people as our guests, rather than our customers. Our goal was to provide them with the best possible experience and make it memorable for them, so they would want to come back again.”

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Delivering the Gold Standard of Customer Care Chris was later introduced to the mortgage lending industry by his brother, and he saw an opportunity to serve people in a profound way by helping them achieve the American Dream of home ownership.

He studied finance at California State University, Fullerton, and began his lending career at Chase Bank.

Another benefit that loanDepot is offering to both clients and Realtors® is access to mello Home, a groundbreaking online platform that is streamlining all aspects of consumer lending and home ownership. mello has three primary functions: a consumer portal; a mobile point-of-sale system; and a digital mortgage loan application.

Today, Chris is a loan specialist at loanDepot in Ontario, and he sums up his reason for choosing the company with a single word: culture. “loanDepot simply feels personal, like a family. Loans are more than just transactions here. We get to know people with the goal of not just getting them into a home, but helping them in their life in some way. Maybe they want to get their kids closer to school, or they’re ready to retire and downsize to a smaller home. We see this as an intimate process, and everyone I work with is happy to be here and always willing to lend a hand. That’s a real plus.”

The system connects pre-approved homebuyers with verified real estate agents in their local market, as well as with home improvement and other professionals in their area. “We can refer qualified buyers who don’t yet have an agent to a Realtor® we’re working with who has already been screened and vetted.”

Chris’s previous customer service training blends harmoniously with loanDepot’s people-centric culture, and he continues to deliver the highest standard of client service to everyone from military families to luxury buyers. “When you’re doing a loan for someone, the focus needs to be 100 percent on their goals. It’s not about what you want. I like to spend time with people up front so I can fully understand their goals, and go from there. It makes the rest of the process so much easier.”

Once Chris establishes trust with his clients, his diligent and transparent communication throughout the loan process helps to ensure that home buyers and their agents enjoy a worry-free close of escrow.

“I’m very up front about what I can and can’t do, and I provide clear explanations for my recommendations. I’m with them through the entire transaction, and I always provide updates along the way. When I got my home, it wasn’t like that. There was no relationship with my lender, and that was a turnoff for me. I never want my clients to feel they’re alone in their transaction or don’t know what’s going on.”

From a family with a proud legacy of military service, Chris enjoys giving back to veterans by helping them and their families use their VA loan benefits. loanDepot exclusively offers the VA renovation loan, which allows VA-qualified individuals to purchase or refinance a home and take out additional funds for upgrades and repairs.

Chris also gives back to his community through volunteer service to the We Give Thanks Organization and other homeless assistance programs.

Driven by a genuine desire to serve others, Chris says he continues to draw inspiration from being a part of someone’s journey to home ownership. “Helping a family get their first home is one of the most satisfying things I do. Seeing their excitement when they get their keys is, and always will be, priceless.”

Chris Orellana loanDepot® 3281 E Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 714-614-1549 Email: corellana@loandepot.com Web: https://www.loanDepot.com/corellana NMLS ID 1419854

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

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HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

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

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

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

66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP

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

WE WANT YOU!

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

https://varep.net/eventsfront/advocacy

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

The Genius of Teamwork

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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.

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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.

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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.

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

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

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

INNOVATIVE PROFESSIONAL STANDARDS PROGRAMS

FREE ON-SITE TECHNOLOGY & PROFESSIONAL STANDARDS TRAINING

Training at the convenience of your Broker’s office

PWRSTORE

RED (Rapid Ethics Delivery) for fast & easy conflict resolution (exclusively at PWR)

The largest REALTOR® store in the area for all your real estate needs

THE MOST EFFECTIVE ADVOCATE FOR PROPERTY RIGHTS

FREE PWR MOBILE APP & TECHNOLOGY TOOLS

The area’s only Triple Crown & President’s Cup Award Recipient presented by the National Association of REALTORS®

THE BIGGEST SELECTION OF FREE REAL ESTATE CLASSES

Learn to be more productive, professional, & profitable! Classes at our Anaheim & Long Beach locations

NETWORKING EVENTS THAT GIVE BACK TO THE HOMEBUYING COMMUNITY

The only association in the area with its own Mobile App

“SINGLE SIGN-ON” ACCESS

Direct access to REALTOR® Tools (Matrix MLS, RPR, & PWReports)

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

Proceeds from the Golf and Wine Tasting events fund our PWR Charity Foundation grants for First Time Homebuyers & Military Personnel (YOUR clients!)

DEDICATED MEMBER SERVICE

PWR is the only association with an in-house Call Center to provide prompt, individualized service

PACIFIC WEST ASSOCIATION OF REALTORS® Serving Orange County & Los Angeles County

ORANGE COUNTY: 1601 East Orangewood Avenue, Anaheim LA COUNTY: 5000 East Spring St., Suite #110, Long Beach (714) 245-5500 • WWW.PWR.NET

Oh My, Jumbo Loans up to 50% DTI? Portfolio Lending – Hey, we’re flexible.

Expect the Unexpected when you partner with Kinecta. What better way to deliver on that promise than with our Portfolio Mortgage Program? It gives you the flexibility to close more deals by allowing for a debt ratio of up to 50%.

With fluctuating rates and property values, you need all of the help you can get to boost your clients’ buying power. You can do just that with our expanded debt ratio program: • No adjustments to the rate – That’s right no rate adjustment!

• Most big banks hard stop at 43% DTI – Our 50% DTI program can mean the difference between your clients being approved for their dream homes or being forced to settle for lesser homes.

• Avoid qualifying surprises – Such as discovering one day before loan contingency removal that your client has a debt ratio income issue – uh oh.

Contact me!

George Deekrich

Sr. Mortgage Loan Consultant NMLS #194556 Dir. 949.293.7359 Cell 714.955.9191 gdeekrich@kinecta.org www.kinecta.org/gdeekrich

Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this flyer is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations.

19748-05/18

E XECUTIVE AGENT

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icky Macias is more than an award-winning Realtor® at Realty ONE Group Champions. She is also a proud mom, an animal lover and a community advocate. A real estate entrepreneur for more than a decade, Vicky brings value to her clients by going beyond what others are willing to do and creating superior results.

During her first career in law enforcement, Vicky had a dream of someday entering real estate and opening her own brokerage. While pregnant with her first child, she decided to begin making that dream a reality. She obtained her real estate license and began honing her craft with an emphasis on unparalleled client service. These many years later, Vicky has built a well-deserved reputation for real estate representation delivered with honesty, courtesy and professionalism. She has extensive knowledge of the markets surrounding her home community of Norco and beyond, and she has successfully guided numerous families through the process of buying or selling a home. As a horse owner herself, she is also an expert in area horse properties.

Today, Vicky is joined in her commitment to exceptional service by her partner, Mike King. In addition to being a Realtor®, Mike is also a creative professional and licensed pilot. Their concierge approach to real estate includes professional photography and videography, as well as drone images, produced with cutting-edge equipment. Vicky explains, “We do everything in-house, so we don’t have to rely on someone else to schedule the photo sessions or

Written by Haley Freeman

produce the work to our standards. Mike is so creative, and he has all the professional equipment and lighting for both still photos and video. He is a perfectionist who makes sure every detail is just right to show the home to its best advantage. Our videos are not just a series of still pictures. We actually walk through the home and show it, so potential buyers can see the layout and experience the home.”

Once Vicky and Mike have captured striking images of a home, they make extensive use of digital and other media to ensure they’re seen by the correct audience. “Marketing is one of the most overlooked aspects of real estate. We start by branding the house to a specific buyer demographic so they will see the home. Then we showcase it on our website and create nice ads on social media. Recently, a home we sold in Riverside had over 25,000 views both here and internationally. We have those international buyers coming into our market now, so it’s important for them to be able to see video and not just still pictures.”

Vicky and Mike offer their sellers another value add, home warranty protection against repairs during the listing period, which begins the day following the listing and for up to 180 days. After the sale, the policy extends errors and omissions coverage up to $25,000 for 180 days after the close of escrow. “There is no additional cost to our clients for this benefit or our photography services. We want our clients to have the best possible representation and the peace of mind that goes with it.”

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Adding Value for Superior Results Buyers receive the same standard of care, with an emphasis on providing a personalized real estate experience designed to meet their needs while protecting their best interests. “We really listen to what they want and need, so we don’t waste their time with something they’re not looking for. With my law enforcement background, I tend to look at properties in terms of safety. I’m always advising clients, especially if they have children, about safety hazards like a back alleyway or no fencing around a property. People appreciate my honesty, because often they don’t even think about those things. Then when we see a home and I tell them, ‘I think this is a great home for you,’ they trust my advice. I want to make sure they are getting the home that fits their whole family.”

Family figures prominently in the lives of Vicky and Mike, and Vicky says that everything they do is for their two children, Tristan and Selena. “They are my world,” she says. “They’re both honor roll students and such self motivators. My goal is to be able to take them around the world so they can experience other cultures and the way other people live.”

Looking for further opportunities to add value as a professional, Vicky is still working toward her original goal of obtaining her broker’s license. She expresses great appreciation for her broker, John Schulte, who is a tremendous role model and industry leader.

A client summed up the many benefits of working with Vicky: “Vicky was amazing! I have worked with many Realtors® before and this was the best experience. She is knowledgable, patient and goes out of her way. She always responded promptly and she made sure we were happy with our house. She will be the Realtor® for family and friends from now on!”

Vicky Macias, Realty ONE Group Champions 19322 Jesse Ln. Riverside, CA 92508 Tel: 951-255-9475 Email: vmacias@listsellhomes.com Web: www.ListSellHomes.com CalBRE # 01828592

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EXECUTIVEAGENT MAGAZINE

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

D AV E COREY Executive Agent of the Month

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DAVE COREY “A Builder of Opportunity”

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Written by Haley Freeman - Ian Wiant Photographer

eet Dave Corey, Co-owner and Broker of the rapidly expanding Perrie Mundy Realty Group at Berkshire Hathaway HomeServices in the Inland Empire. Dave describes himself as a builder — a builder of relationships, of opportunities, of futures — who from his vantage point in real estate is helping people create success as homeowners and as industry professionals.

Dave obtained his real estate license soon after graduating with his business degree from the University of Redlands. He made a good start in the industry as a young 20-something, before his entrepreneurial ambition led him to a lucrative opportunity in the emerging field of lenticular printing. He built a successful company from the ground up, whose primary clients were ad agencies and movie studios. He later sold the company to a large Minnesota corporation and remained there as an executive for eight more years.

When he met real estate powerhouse Perrie Mundy, Dave recognized a kindred spirit, and the two soon became partners. Bonded by their shared passion for strategic business growth and integrous service, they eventually opted to migrate their organization to Berkshire Hathaway HomeServices. “It was really about the heritage of the Berkshire brand and its association with Warren Buffett. At the corporate level, Berkshire Hathaway HomeServices has been amazing for us in terms of leadership. CEO and President, Gino Blefari, and one of his lieutenants, Chris Stuart, bring important skills that have a trickle-down effect on the rest of the company. Everything they have focused most on in 2018 has been tech-related, and they are in the process of reinventing all the tools we have, making them smarter and more intuitive. It’s like the MLS meets big data — giving us consumer insights about buyers and sellers that haven’t existed before.”

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In this innovative climate, Dave has helped propel the team from 11 agents producing $30 million annually, to 70 agents in three locations, including Redlands, Moreno Valley and Riverside, who are producing more than $150 million. And the organization shows no signs of slowing, as they are opening their fourth office in Beaumont, Ca., and ultimately doubling in size.

This robust outlook is great news for agents looking for a place to grow, whether they are new to the industry or seasoned agents who could use a fresh start. In addition to directing business and marketing operations, Dave says he is focused on providing mentorship and leadership to both managers and agents. He remains a producing broker, which helps him to remain in touch with real-world challenges agents face daily.

Vigorous training around technology is a central focus in

the office. “The attention of consumers has moved almost universally to their cell phones,” Dave explains. “If agents are ignoring that, they will be struggling in the next market change and going forward. I’ve made it my focus to prepare our agents for the changes that are coming. We have an in-depth lunch-and-learn series called ‘Tech Tuesday’ every other Tuesday, where we talk about tech-based marketing tools. It’s a lot of Facebook and Instagram.”

But what about those agents of the old school who may not feel confident working with the latest platforms and gadgets? The organization’s commitment to learning has also opened the door to a cultural exchange among its team members. From its multi-generational group of Realtors®, younger, more tech-savvy agents are stepping up to help their older colleagues acquire new skills. Meanwhile, more seasoned agents are reciprocating by sharing their business experience with newcomers to the industry.

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“The millennials we have working with us right now are all givers,” Dave says. “They volunteer their time to participate in this exchange to help others. It’s really been phenomenal. We’re seeing some great collaboration going on in our organization. Real estate is incredibly complex, and no transaction is like another. With the mileage that our more seasoned agents have on their odometers, they are very effective teachers of all things real estate. They understand people and consumer behavior. It’s wonderful to see everyone exchanging information based on their skillsets and life experiences.”

At their 6,000 square foot office location in Riverside, the Perrie Mundy Realty Group hosts a state-of-the-art media room, filled with cutting-edge audio/video equipment and green screens at the ready for agents to record everything from videos to podcasts. “According to Mark Zuckerberg, there won’t be any more still photos on platforms after 2019. We want our agents to have everything they need to succeed.”

Berkshire Hathaway HomeServices has engaged VaynerMedia as its primary advertising agency. This company is run by social media marketing guru Gary Vaynerchuk (GaryVee), who is the go-to for Fortune 500 companies who want to lead the digital marketplace. “As agents, we now have access to a ton of assets that are custom-made for each platform based on the buyer and seller insights that have been collected.”

Dave continues, “The great thing about social media is that you can test the effectiveness of your marketing at such a fast pace now. Instead of making a commercial, airing it, and waiting to see if you get results, social media ads can be tested on the fly. If it doesn’t work, swap it out and try again. We’re committed to providing agents with the ongoing education, as well as the individual coaching and mentoring, to understand how to build a social media audience around a particular house they are selling or the buyer they are seeking.”

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This dynamic organization is continuing to welcome new agents who fit its progressive, collegial culture, and Dave has a clear vision of the people he is looking for to fill the ranks. “When we interview, we’re looking for people who have a reverence for the Berkshire Hathaway brand and for Warren Buffett. We want people who are willing to work hard, but we also respect the idea of work/life balance and how the two interrelate. We’re willing to say no to folks if the work ethic or character piece is missing, even if they are a top producer. Playing nice with others is a big deal for us. On the other hand, even if someone is not performing at the levels they’re capable of, if they’re willing to put in the work, we’re willing to help them achieve those goals. We want lifetime learners here. When our agents are ready to talk about strategy, I’m here to sit down with them and set goals, and hold them accountable.”

and provide a high level of service consistently. Selling someone’s most expensive asset is something we take very seriously.”

Dave is a builder — and this quality shows up in every aspect of his life. A married father of two, he and his wife recently celebrated their 25th anniversary and renewed their vows in front of family in Bermuda. In business, being a builder means helping others prosper. “I love providing jobs and opportunities for people. It’s always been a cool thing for me. I hope to build this company into something that matters to a lot of people. For anyone who wants to be a part of that, whether they are a consumer or an agent, I’d love the opportunity to have a cup of coffee and the chance to tell our story face-to-face.”

According to Dave, the ultimate goal is total customer centricity. “That means having a team that is really well trained and has the structures in place to avoid pitfalls ExecutiveAgent Magazine

DAVE COREY

Berkshire Hathaway HomeServices Perrie Mundy Realty Group & California Realty 214 E Olive Ave., Redlands, CA 92373 Tel: 213-505-2098 - Email: DaveCorey1@gmail.com Web: www.berkshirehathawayhs.com - CalBRE # 01053566 ExecutiveAgent Magazine

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 Thinkers Club for those who want to their horizons and join the ranks of thinkers around the country.Check it out 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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Positive expand positive at www.

ExecutiveAgent Magazine

Written By Roxanne Batson

ExecutiveAgent Magazine

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Once In A Lifetime

A

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

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

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

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

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

The opportunity to take that business risk.

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

Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference.

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

Chris Widener is the President of Made For Success.

He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com; http:// www.FrogPond.com

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

The opportunity to love your spouse.

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As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity!

ExecutiveAgent Magazine

Written By Chris Widener

ExecutiveAgent Magazine

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How to Trample High Turnover and Turn More Profits

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hat’s your agent turnover? In some companies, it’s 100% a year! Just think of the lost income, lost time, and lost opportunities! (See the handout this month to figure out just how much it costs you when an agent fails—you’ll be stunned!)

1. Culturize

Were you surprised? Yet, many brokers tell me it costs them nothing when an agent leaves (at the same time, the broker wonders why she can’t recruit winners). Many times, we don’t see the connection between recruiting and retaining.

After you do this worksheet, though, I think you’ll get the connection strong and clear!

4. Create support

A simple yet uncommon solution to high agent turnover: An awesome onboarding process.

Why Onboarding is So Important.

Imagine you’re a new agent (or new to your office). What are you doing that first day? The first week? The first month?

60 days? 90 days? Write down exactly how your office guides that agent through these time periods. Be sure to list managerial/coaching interactions with the agent, too (when you review the agent’s progress). Is your paper pretty blank?

If so, you’re missing the opportunity to create loyalty in the new hire with these four actions:

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2. Familiarize 3. Form relationships

How People Feel with a Weak Onboarding Process I just read a wonderful study from Baudville.com (the recognition products company). They talked with and studied onboarding procedures in companies and found: 1. Companies that leave onboarding to chance experience a 50% higher failure to retain rates.

2. 89% of new hires say they do not have the optimum level of knowledge and tools necessary to do their job.

3. 61% of hires say they’ve found aspects of a new job different than expectations set during the interview process.

4. On day one of a new job, 67% of Millennials are already thinking about looking for another job.

ExecutiveAgent Magazine

5. New hires are 69% more likely to stay more than three years if they’ve experienced a well-structured onboarding program. 6. 86% of new hires decide to stay or leave within the first six months.

First Steps to Take 1. Review your onboarding process as asked in this article.

The Operations You Need in Place 1. Support: First day checklist with a check-in between manager and new hire.

3. Ask those who’ve joined you in the past 6 months to review and analyze their onboarding process and make suggestions.

2. Familiarize: Thorough operational checklists for the first 1-4 weeks—with a place for the administrator AND the new hire to check off to assure work has been completed; check-in weekly for support.

4. Create deadlines for portions of your onboarding process to be finished.

3. Culturize: A company workshop with all company leaders to explain the culture, the training, the materials/ support (technology, opportunities) the company provides.

4. Form relationships: a mentor program.

Higher Retention Rates with Mentors Do you have a mentor program? Retention rates for hires who are mentored are 72% higher than those who aren’t.

A caveat: Your mentor program must have clear focus, guidelines, and training for your mentors. Someone must manage the mentors. Otherwise, both mentor and new hire will be let down.

2. Get a task force together to review your process.

Taking Away the Fear of the Unknown is a Great Recruiting Tool. So often, the fear of change stops a good agent (or even a prospective agent), from joining a company. Having a thorough, friendly, supportive, culturizing onboarding process and showing it to your potential recruits will go a long way in alleviating their anxiety and helping them make the decision to join you.

Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management.

Her Leadership Mastery Coaching program is unique in the industry. A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425392-6914 or http://www.carlacross.com.

ExecutiveAgent Magazine

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BECOME A SPECIALIST! I

n this age of finely tuned niche marketing, I find surprisingly few Realtors® who position themselves as specialists.

you have to give him or her something to work with! If you do like the financing angle, that may be an area for you to focus on.

Most other professionals position themselves as specialists. Doctors do it. Lawyers do it. Dentists do it. Even chefs, landscapers, decorators and CPA’s specialize in one segment of the market that they know inside out. They become a knowledgeable resource and the ultimate expert in their field. And everyone likes to work with an expert.

How about working with people with damaged credit?

That certainly takes some skill and finesse. I’ve got friends in lending who just adore putting the pieces of the puzzle together till it looks like a viable loan!

You are a professional. I’m sure there is something that you do better than most other Realtors®. What is it? And how do you get the word out?

Let’s start with “what is it?” Which customers do you like to work with best? When and where are you most effective? Is there a particular area, buyer or price range that you could sell and talk about all day long?

Examples: If you are bi-lingual, you might position yourself as the lender who specializes in the .....(ethnic) community. Home-buying is tough enough to understand in your native language! If English was not my first language, I’d really appreciate having someone explain things to me in my mother tongue! You might consider compiling a glossary in that language as a resource for your clients.

Do you love working with first time home-buyers?

Does that bring out the nurturer, the teacher, the counselor in you? Position yourself as the First Time Home Buyer Specialist! Do you remember getting your first home? I do! And it was tough. No one wanted to take the time to explain all the details to me. There are wonderful booklets available free or close to free from the government’s printing office in Pueblo, Colorado.

Keep some on hand to enhance your image, and offer helpful information.

Are you really good at government loans or creative financing? That takes a certain amount of experience and expertise that not everyone has. We’ve all seen perfectly good loans rejected because an amateur didn’t know the ropes. And while a lender can back you up 32

We work together to make it happen. Again, make sure that clients and potential clients understand that what you do is not easy. We’re not talking whining but perhaps you’ve compiled “a 54 item check list to assist your clients in the process of repairing credit and getting a loan.” ¾ so that they can actually buy a house.

If nothing comes immediately to mind, you might track your last 50 buyers and see if more than 20% of them had anything in common. It might be a product, it might be a personality type or an occupation. For example, if you find that accountants really enjoy working with you and you serve their needs well, that might be a specialty that you could pursue.

Once you figure out what your specialty is then add that catchy phrase to your business card, write a couple of press releases and start giving talks at civic, social and service clubs to let people know what you do and how good you are.

Now isn’t that special?

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. Copyright© 2001, Linda Brakeall. All rights reserved.For info about Linda, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

You Are A Professional. I’m Sure There Is Something That You Do Better Than Most Other Realtors®

ExecutiveAgent Magazine

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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

11/25/13 6:02 PM

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