Page 1

Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

Spyro Kemble Executive Agent of the Month

INSIDE FEATURES: Autumn & Cassidy MetroCal Properties

Carlton Long Metlife Home Loans

Kinecta Federal Credit Union Company Profile

Shelley Armstrong Coldwell Banker

TM


Friendly, expert service from your local home loan professionals

The professionals at MetLife Home Loans, a division of MetLife Bank, N.A., are committed to helping homeowners and homebuyers find loan options that fit their needs. Whether purchasing a new home or refinancing, we can help find a solution. For more information on how we can assist you, contact a member of our team today! John J. Reed Area Director 949-812-3410 jjreed@metlife.com

Alan Cipolletti Sales Manager 949-812-3500 acipolletti@metlife.com NMLS # 653005

Lynn Nelson Mortgage Consultant 949-812-3415 lnelson1@metlife.com NMLS # 653022

Dong Chau Mortgage Consultant 949-278-3404 dchau@metlife.com NMLS # 653016

Mai Vo Mortgage Consultant 949-278-2756 xvo@metlife.com NMLS # 653017

John W. Wheaton Mortgage Consultant 949-812-3416 jwheaton@metlife.com NMLS # 653018

Janice Eckles Mortgage Consultant 866-530-2386 jeckles@metlife.com NMLS # 653004

Lillian McBee Mortgage Consultant 949-812-3414 lmcbee@metlife.com NMLS # 384875

Carlton Long Mortgage Consultant 714-718-2253 clong1@metlife.com NMLS # 653019

Steven Spriggs Mortgage Consultant 800-463-7656 sspriggs@metlife.com NLMS # 40020

Edna Austin Mortgage Consultant 949-812-3468 eaustin@metlife.com NMLS # 283761

Maridee Bryant Mortgage Consultant 714-470-1881 mmbryant@metlife.com NMLS # 653007

Larry Valencia Mortgage Consultant 562-236-7532 lvalencia@metlife.com NMLS # 254418

Patricia Bauer Mortgage Consultant 949-812-3462 pbauer@metlife.com NMLS # 346185

Anthony Grigis Mortgage Consultant 714-471-0064 agrigis@metlife.com NMLS # 319125

Christina Yang Mortgage Consultant 949-812-3425 ckyang@metlife.com NMLS # 410177

Richard Tak Mortgage Consultant 714-267-4240 rtak@metlife.com NMLS # 653021

Gloria Munoz Mortgage Consultant 949-702-4454 gmunoz@metlife.com NMLS # 632729

Ron Reyner Mortgage Consultant 949-677-0609 rreyner@metlife.com NMLS # 794457

5 PARK PLAZA, SUITE 650 | IRVINE, CA 92614

For business and professional use only. Not for consumer distribution. All loans subject to approval. Certain conditions and fees apply. Mortgage financing provided by MetLife Home Loans, a division of MetLife Bank, N.A. Equal Housing Lender. 1108-2853 Š 2011 METLIFE, INC. L1110141967(exp1211)(All States)(DC) PEANUTS Š 2011 Peanuts Worldwide


ExecutiveAgent

Magazine

contents OCTOBER, 2011

VOL. 3 NO. 10

Cover Story

Editorials

28 - Tony Alessandra: Competition With Others

36 - Carla Cross: Managers: What Do Agents Owe You?

Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com

ADVERTISERS’ INDEX

32 - Rich Levin: Working And Living A Successful Day, Every Day

Advantage Title.................................11 Bank of America................................25

34 - Jim Rohn:

Escrow Leaders..................................24

Four Words That Make Life Worthwhile...

5

Harcourts..................................35 i Photography Studio..........................38

Spyro Kemble

16 - Dirk Zeller:

Executive Agent of the Month

Kinecta Federal Credit Union............19

Just Do It Right The First Time MetLife Home Loans..........................2 NAHREP..................................18 PWAOR................................39 Realty ONE Group.............................40 The Termite Guy................................22

14

26 Autumn Anderson & Cassidy Tutt

Carlton Long

MetroCal Properties

MetLife Home Loans

30

20 Kinecta Federal Credit Union

Shelley Armstrong

Company Profile

Coldwell Banker ExecutiveAgent Magazine

Wells Fargo Home Mortgage.............13 Windermere Real Estate....................12 Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2011 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.

3


EXECUTIVEAGENT MAGAZINE

EXPOSE YOURSELF

Be Featured On The Cover Of

Executive Agent Magazine One of our professional writers and photographers will work with you to craft your story at:

No Cost Nowhere else can you match the benefits of the third-party endorsement of this respected magazine.

Contact us at: 949.366.3349 or email: FArrias45@gmail.com

www.ExecutiveAgentMagazine.com

TM


EA

Cover Story

Spyro Kemble Executive Agent of the Month

ExecutiveAgent Magazine


Spyro Kemble By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

F

or over 20 years, real estate professional Spyro Kemble has cultivated an unparalleled understanding of the intricacies of luxury real estate throughout Newport Beach. With a comprehensive knowledge of the nuances involved in traditional equity, REO and short sales of the region’s most prestigious properties, he has become a soughtafter representative by consumers and asset managers alike. In the high-stakes world of high-end transactions, Spyro has maintained a sense of accountability and integrity, consistently managing business with his clients’ needs at the forefront of his actions. More important than price points, he explains, is that each client is provided with an exceptional experience. An adventurous spirit has served as the foundation for Spyro’s entrepreneurial endeavors. After attending UCLA on a wrestling scholarship and competing on the national team, he graduated from UCLA with a degree

in Finance. A good friend mentored Spyro in the late 1980’s and introduced him to the REO side of the business. In 1989 Spyro earned his broker’s license and opened his own company, Spyro Kemble Realty. Spyro quips, “I became successful in spite of myself, not because of my approach. While I had a strong clientele, I didn’t initially develop an industry-specific focus.” Despite this, he consistently built his business thanks to an unwavering commitment to providing his clients with an impeccable level of customer care. His diligence paid off; Spyro’s hands-on and attentive approach earned him a reputation as one of the area’s most knowledgeable real estate professionals. As a consultant and advocate for his clients’ wants and needs, he gained their trust through open communication and straightforward dialogue. Even as the market faced mounting challenges in one of the most widespread economic crises in recent history, Spyro continued to cultivate business and capitalize on opportunities.

ExecutiveAgent Magazine


Tracy and Spyro Kemble with Apollo and Athena For 18 years, Spyro was of the belief that being a sole proprietor was more advantages than being part of a larger group…by his own admittance, he could not have been more wrong in his assumption. In 1996 when Gary Legrand opened the doors to Surterre® Properties’ Spyro finally realized that this is a company that would allow him to go to the next level. Surterre® Properties’ has become synonymous with luxury real estate in Orange County. Backed by the firm’s incomparable support and comprehensive business and marketing systems, Spyro was free to refocus his own business on cultivating industry relationships and meeting each client’s unique needs. “I enjoy being a hands-on professional,” asserts Spyro, who adds that his extremely savvy clientele requires top-notch representation throughout every transaction and beyond. “From the onset, I establish a partnership,” he explains. “Whether I’m representing a buyer, seller or asset manager, my responsibility is to ensure that my

client has the opportunity to make sound decisions based on my knowledge and recommendations.” Cultivating successful relationships within the luxury real estate market requires a significant skillset, and Spyro measures up to expectations. He approaches his business with a genuine sense of accountability, consistently ensuring that his clients’ needs are at the forefront of his professional actions. “It is imperative to maintain a sense of self, while not taking yourself too seriously” he reflects. “Commissions and ego cannot drive business; each transaction must be driven by a real estate agent’s integrity, competence and a desire to exceed a clients expectations. My goal is to consistently achieve successful transactions, for my clients and for all parties involved.” His approach allows Spyro to maintain a sense of objectivity throughout each transaction. “I’m not focused on selling,” he explains. “Instead, I provide sound information and solid market evidence, backed by the knowledge and insight that stems from years of working within our region.”

ExecutiveAgent Magazine


Luxury Real Estate … Elevated Spyro’s thoughtful representation is enhanced by the wealth of resources that Surterre® Properties provides to its agents and their clientele. The firm has earned a reputation as a standout within Orange County’s substantial luxury real estate market, and continues to set the standard among high-end brokerages. “One of the primary elements to my successful business is the support I receive through Surterre® Properties,” notes Spyro. “The company’s amazing branding has become the foundation of its high-quality marketing and advertising campaigns. As our clientele continues to expand to a worldwide market, we recognize the need to reach out to key regions.” He adds, “Experience has shown that the majority of our buyers continue to hail from nearby areas, but we have pursued international exposure to ensure maximum results.”

A collegial atmosphere pervades the brokerage, says Spyro, who notes that Surterre® Properties facilitates a synergistic ambiance among its accomplished agent base. “We enjoy a significant percentage of in-house business because we aren’t afraid to share information,” he reveals. “It’s an environment that fosters success for real estate professionals and, ultimately, for their clients.” Having been in the business for over 20 years, Spyro understands the value of building great relationships, not only with his clients, but with other top agents. Strong colleague relationships not only in ones own office but especially in other offices too, result in benefits to both sides of the transaction. Since joining Surterre® Properties Spyro has made significant contributions to the professional camaraderie, developing in-house meetings and proprietary marketing systems that have yielded remarkable results.

ExecutiveAgent Magazine


The industry of real estate has changed drastically since the überboom of the early- to mid-2000s. “There was a point when the market made up for any mistake an agent might have made,” states Spyro. “Today, real estate professionals must outperform the market by constantly evolving, staying current, and always ensuring that their clients’ needs are their top priority.” Through strategic thinking, he identified opportunities to better himself and his colleagues, and to keep clients apprised of the prospects available to them. Spearheading specialized programs within his brokerage, Spyro has cultivated productive relationships with agents within Surterre® Properties and throughout the region, who are privy to the market’s most desirable properties. His belief in sharing the proverbial wealth extends well beyond his real estate business. Spyro is an active philanthropist who currently serves as a board member with the Women In Need (WIN) Foundation, a charitable organization founded by his wife (Dr. Tracy Kemble) in 1996, created to assist abused women and

foster self-esteem recovery. “I wholeheartedly embrace the philosophy that to whom much is given, much is expected,” says Spyro. “It works within the parameters of a business and beyond.” By supporting the WIN Foundation, he notes, he has the opportunity to help cultivate the success of countless women. “You can take an individual out of an abusive situation, but until you take the abuse out of the person, the cycle won’t be broken,” he notes. “This foundation redefines womens’ belief systems, teaching them to live with boundaries and make better life choices.” He has readily embraced personal and professional challenges, and Spyro shows no signs of settling into a comfort zone. “Making my clients happy is such a rewarding part of my business,” he enthuses. “It validates my efforts and drives me to continue to succeed.” Measuring production beyond dollar amounts, Spyro alludes to a value that is immeasurable. “I’m not selling homes,” he smiles. “I sell dreams.”

ExecutiveAgent Magazine


Spyro Kemble Surterre速 Properties 1400 Newport Center Drive, Ste. 100 Newport Beach, CA 92660 Tel: 949.717.7248 skemble@surterreproperties.com www.SpyroKemble.com DRE # 01012126 ExecutiveAgent Magazine


W

To learn more about how Windermere can help you increase your business contact Christine Haynes 714.932.4447

No Monthly Fees E&O Per Transaction Option DRE Approved Classes Exceptional Agent Support 135 S. State College Blvd., #110 / Brea, CA 92821 / 714.582.8000 / WindermerePreferred.com


Think BIG!

We have what it takes to finance more expensive homes Our jumbo loan options are big on selling benefits • More selling opportunities – Primary and second/vacation home financing is available • Deeper prospect pool – Foreign national and nonpermanent-resident alien homebuyers are eligible • Flexible financing options – A home equity product can be combined with a conforming first mortgage to create a larger loan amount at a more attractive rate1.

Call us today to find out more about our newly expanded jumbo loan guidelines.

J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462

Tammy Colangelo Home Mortgage Consultant 714-969-1499 NMLSR ID 450306

Steve Silvestri Home Mortgage Consultant 714-476-3000 NMLSR ID 419052

Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078

Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497

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

Richard Carroll Home Mortgage Consultant 714-717-3880 NMLSR ID 459782

Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475

Phillip Nguyen Home Mortgage Consultant 714-809-2394 NMLSR ID 724040

Trevor Hartman Home Mortgage Consultant 310-270--8114 NMLSR ID 260510

Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934

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

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

Jaime Hammill Home Mortgage Consultant 714-593-5049 NMLSR ID 642557

Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888

1. Home equity loans and lines of credit are available through our affiliate Wells Fargo Home Equity Group, a division of Wells Fargo Bank, N.A. This information is for real estate professionals only and is not intended for distribution to consumers.  Information is accurate as of date of printing and subject to change without notice. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2011 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS783280 8/11-11/11


E XECUTIVE AGENT MAGAZINE

TM

Carlton Long By Lalaena Gonzalez-Figueroa

U

nder the most challenging of circumstances within the lending industry, career-minded individuals like Carlton Long have consistently identified solutions to the problems facing their businesses and their clientele. A war veteran with the skills to maintain objectivity and perspective in the most trying of circumstances, Carlton has earned a loyal customer base with his consistency and honest business practices. His forthright approach is tempered by exceptional relationship-building skills; he aims to earn the trust and respect of his clients and to work with them beyond the scope of a single transaction. Carlton’s enlistment in the United States Marine Corps led him to serve in the Gulf War, which was followed by a tour in Somalia. As a supply communications specialist he was responsible for coordinating satellite transmissions with aircraft and other vehicles, which provided an early introduction into the technology that would evolve into the World Wide Web. While attending Humboldt State University for a degree in Business, opportunities in the tech sector lead him back into the work force before transitioning into the Real Estate Title & Escrow industry. “It was the right time to make a change,” he explains. “As opportunities within the technological sector began to dwindle, I sought the opportunity to take on a new challenge.” Through a natural progression Carlton found himself in the financial industry, where he discovered that his technological skills and client-centric approach provided an ideal foundation upon which to build a thriving book of business. Despite tremendous shifts in the real estate market and ongoing changes to available products, he has managed to thrive. It’s a source of pride for Carlton, who still applies the USMC moto of “Adopt and Overcome,” to his business practices today.

ExecutiveAgent Magazine


EA

“I appreciate the family-friendly atmosphere within our office, and the solid support of an established and respected organization.” “I have had the opportunity to work with individuals who were really scarred,” he reflects. “My role has been to find the missing piece, to identify what will work with their unique circumstances and needs, and get them back on track.” It’s a healing process of sorts, and Carlton handles his business with integrity and empathy. As a mortgage consultant focused on long-term growth, Carlton seeks to align himself with like-minded real estate professionals. He builds relationships with his professional partners, providing them with the information and insight they want and need in order to develop their own successful businesses. “I appreciate an agent who is dedicated, who wants to know what is on the horizon in order to better represent his or her clients,” he explains. Accustomed to a high-volume atmosphere, Carlton looks forward to the opportunity to work with producers who keep their clients’ best interests as their primary focuses. He is thoughtful in his professional approach, driven by a desire to facilitate successful transactions and to develop lasting relationships with clients and colleagues alike. That desire, he acknowledges, is what led him to join the team of professionals at MetLife Home Loans in 2009. “I appreciate the family-friendly atmosphere within our office, and the solid support of an established and respected organization,” he explains. “At MetLife Home Loans my clients have access to a competitively-priced range of products with an organization that is poised for continued growth and success.” Strong communication skills ensure that Carlton’s clients- real estate professionals as well as consumers- are kept up-to-date throughout the course of a given transaction. His candor is appreciated by individuals who want realistic and timely options to the challenges facing them today; while refocusing individuals on their short-term opportunities isn’t always pleasant, Carlton believes in the value of the investment of honesty. Don’t over promise but rather over deliver. In the long-term, he explains, allows him the opportunity to maintain the referral partnership along with the chance to have repeat customers because of the positive experience. Carlton continues to maintain an understanding of the current trends and changes impacting real estate consumers today, though he has a clear vision of how business may be run in the future. A candidate for a broker’s license, he foresees an even greater merger of technology and real estate in the years to come. “I’d like to be a part of the changing landscape of our industry,” he asserts. “I believe there are great opportunities ahead and I look forward to leading my clients down their own paths to success.” Carlton Long MetLife Home Loans 5 Park Plaza, Suite 650 Irvine, CA 92614 Telephone: 949.812.3417 Email: clong1@metlife.com Website: www.carltonlong.com

ExecutiveAgent Magazine


EA

Just Do It… Right The First Time By Dirk Zeller

I

have talked with a handful of clients who have dealt with the same issues, and I want to address those issues with all of you. You may not be experiencing these issues right now, but you will at some point in your career. The base issues I want to cover are the market changing to a buyer-controlled or buyer-driven market, multiple offers on properties, and bidding up of the

price. My advice to all of you who are in this situation is from Nike: “Just do it” - Right the first time. In other words, don’t re-earn your commission. Sell them the house the first time. I think we owe it to our clients to educate them as to the realities of the marketplace. They will need to understand that, if they want a house now, they need to step to the plate. I was always amazed in my career when I represented the seller, and we were getting multiple offers and the offers were low. This truly made no sense to me. These buyer’s agents had invested large amounts of time. Their client invested energy and emotion into that home. Then they would write an offer that really had no chance of acceptance against the other offers. They weren’t playing the odds in their client’s favor. Your first step is to educate your client to understand what is going on in your market. Here is an action plan for all of you, even if you are not in a buyer’s market; you need to research your market. Understand what the homes are selling for compared to the asking price in all the price ranges. You need to know the actual percentage of sale price versus asking price. If homes are selling at 97%, 95%, or 105% of the asking price, then it is crucial for you to know that percentage. Move yourself into the trusted advisor role as opposed to the salesperson role. Counsel them on what they need to do to get the house they want. They will start to lose confidence in your ability to get the job done if you are writing multiple offers. You will lose the deal eventually for yourself and your mortgage partner if you struggle to get an offer accepted. You should also look at the situation from your business standpoint. You have spent all this time to show property, write the

16

ExecutiveAgent Magazine


EA

contract, and try to negotiate for them. All that time will be unpaid if you don’t get the home for them. Make sure that you get paid for your time invested in a client. You will also put your mortgage partner through the wringer with you. They will appreciate your conversion of this buyer quickly and efficiently. The quicker you are able to convert the buyer, the less time, if any time at all, your mortgage partner and you will have to ride the interest rate roller coaster. If this begins to happen, as it usually does in the spring and summer months, you will both get motion sickness, and so will your clients. Remember, the longer you have to administrate a buyer or seller, the less profit you make in net dollars. People cost you time and money in the client status. They are a wealth center when they pass onto the past client status. Get them there fast! The longer they stay in client status, the more that can go wrong. You need to move them through the process to escrow as quickly as possible. Clients are not a potential profit center until they get into escrow. Now I want to be very clear. I am not saying slam them indiscriminately into a home for your benefit. I am

also not saying put aside your fiduciary responsibility to the client. If the bidding process gets ridiculous, you owe it to your client to pass on the home. What I am saying is know the market and convey the data to the client, so they know what it takes. Some clients may decide that they want out of the game for now. It is better to know at the buyer interview that they don’t have what it takes to own a home at this time. You will save yourself many unpaid hours of work. Understand the profit ramification for your business and your mortgage partners, as well. And just do it right the first time. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, and over 300 articles in print. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

17


The National Association of Hispanic Real Estate Professionals

L OS A NGELES C HAPTER

Our mission is to increase the rate of sustainable homeownership among Hispanics, increase membership, help educate Hispanics in the home buying process and promote homeownership in the Hispanic Community.

monthly educations events ▪ networking mixers ▪ national events and conferences realtors ▪ loan officers ▪ title/escrow officers ▪ appraisers ▪ inspectors ▪ insurance agents

L EARN

THE STEPS YOU CAN TAKE TODAY TO HELP

PREPARE FOR THE RETIREMENT YOU WANT !


Super Jumbo Mortgages Up to $4 million

Kinecta offers a full range of Jumbo Mortgages that will help you finance your client’s dream home: Jumbo 5/1 ARM § Purchase, refinance, or cash-out** 3.750% Rate § Interest-only available 3.359% APR* § Asset utilization program Rate as of 9/1/11

More mortgage solutions: § Agency loans (non-FHA up to 95% LTV, condo loans) § FHA, HomePath® by FannieMae, Super Conforming

What sets Kinecta apart? § Kinecta works for its member-owners § One of the largest and fiscally sound credit unions in the nation

Realtor Support - Ask me about our Realtor Concierge program.

Jason Sasena

Manager, Mortgage Loan Sales tel: 866.479.5600

ocmortgage@kinecta.org www.kinecta.org/oc

Orange County Mortgage Center - 4041 MacArthur Blvd., Ste. 100 Newport Beach, CA 92660 Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 226.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations. * Rate based on a 5/1 Adjustable Rate Mortgage with a 30-year term. As of 9/1/11, the Annual Percentage Rate (APR) is based on a loan amount of $2,000,000 including 0.375 points origination fee with $4,500 in estimated closing costs. The APR may increase after consummation. The initial fixed rate for the first 60 months is 3.750%; the rate will adjust annually thereafter. Sample transaction is 60 monthly payments estimated at $4.63 per $1,000 borrowed. Quoted rates are for an owner-occupied property for a purchase or rate/term refinance with a loan-to-value ratio of 70% and a borrower with a minimum FICO score of 720. Rates are not guaranteed until locked, and are subject to change without notice. Terms and conditions are subject to change. All loans are subject to credit approval. ** Subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations. Subject to borrower’s credit qualifications. 7420-08/11


E XECUTIVE AGENT MAGAZINE

TM

A Unique Approach to Financial Services By Lalaena Gonzalez-Figueroa

T

hroughout the course of over 70 years, the financial institution now known as Kinecta Federal Credit Union has operated with a commitment to setting standards of excellence through exceptional customer service. Today the organization continues to thrive, expanding its presence in regional markets including Orange County and communities along California’s western coast. In order to meet the ongoing needs of its membership the credit union is broadening its focus, offering exciting products including retail mortgages with an array of loan products and competitive rates. Originally founded as the Hughes Aircraft Employees Federal Credit Union, the organization was renamed

Jason Sasena

Brian Lee

Kinecta Federal Credit Union in 2001. Fresh branding and a revamped structure heralded the credit union’s promise of high-quality customer care, though the founding principles remained intact and stronger than ever. “At Kinecta, we view each client as an individual, not a number,” states Jason Sasena, a seasoned mortgage sales manager who oversees a team of professionals in the credit union’s Newport Beach branch. “Today’s real estate marketplace is a challenging one, and we offer a diverse range of products designed to meet specific consumer needs. We offer local processing and common-sense underwriting that works in today’s unique financial times. And we are poised to continue to make strides in the markets we serve.”

ExecutiveAgent Magazine


EA

“We understand the critical role that lending professionals play within our industry, and we have cultivated an environment that is designed to allow them to thrive.”

Credit unions aren’t typically known as significant players in residential real estate lending, though Kinecta is looking to redefine its relationships with home buyers and real estate professionals. Notes mortgage team leader Brian Lee, “We offer the traditional range of lending options including personal and auto loans as well as credit cards, but we are also proud to offer conventional loans including FHA, jumbo and super jumbo loans. At Kinecta we have the ability to create loan portfolios, we offer a highly qualified and experienced leadership team in our mortgage lending division, and we utilize systematized processing that maximizes efficacy throughout each lending transaction.” Kinecta Federal Credit Union is gaining attention within Orange County for its hands-on approach to mortgage lending and its commitment to building lifelong relationships with its member clients. The organization’s Newport Beach office is a well-appointed space designed to foster business growth while maintaining a personalized atmosphere. “We employ a consultative approach in all of our business, particularly with mortgage lending,” offers Lee. “We aren’t here to sell interest rates; this is about understanding each client’s story and meeting his or her needs.” He adds, “A lending agreement is more than a contract. It’s about the dream of an individual. Kinecta lending professionals talk to their clients about what it takes to obtain a loan, what it means. Through education and outreach, we have found our stride.” Helping to facilitate ongoing success for Kinecta’s member clients is its growing team of lending professionals, a solid group of individuals dedicated to consistently providing exceptional customer care. “Even as other financial institutions are consolidating, our lending division continues to expand,” observes Sasena. “We understand the critical role that lending professionals play within our industry, and we have cultivated an environment that is designed to allow them to thrive.” From integrated technology that facilitates on-the-go business as usual, to cultivating a forum for innovative ideas, Kinecta Federal Credit Union is gaining the attention of the region’s most successful lending professionals.

“Internally, we have placed a significant emphasis on meeting the needs of our mortgage loan consultants,” Sasena reveals. Among the support provided to lending specialists are systems designed to support established or growing teams, solid business services and commercial lending divisions, local processing and underwriting and a community-oriented approach. “We readily support our mortgage lending consultants as they cultivate relationships and build partnerships with real estate professionals, lawyers and other industry-related specialists,” says Sasena. “Ultimately, we are looking for consultants who are dedicated to doing business with the best interests of their consumer clients at the forefront of their actions.” Lee speaks to the nature of an established credit union with a regional appeal. “We are substantial, but still small enough to be nimble in our approach,” he explains. “We offer comparable products to traditional banks, with competitive rates and attentive service. Time and again, the feedback from our clients speaks to that level of personalized care that we offer. It’s not common within our industry, but it’s something we pride ourselves on.” Kinecta Federal Credit Union is connecting with consumers and mortgage loan consultants throughout Orange County and in expanding regions of California. With Kinecta, opportunities abound.

KINECTA FEDERAL CREDIT UNION

ExecutiveAgent Magazine

4041 MacArthur Blvd., Suite 100 Newport Beach, CA 92660 Tel: 949.253.5331 Website: www.kinecta.org/oc


A. INSPECTIONS AND REPORTS: (1) Buyer Seller shall pay for an inspection and report for wood destroying pests and organisms (“Wood Pest Report”) prepared by a registered structural pest control company.

◊ ◊ ROACHES ◊ BEDBUGSAILS ◊ BEETLES ◊ ES ◊ ANTS BIRDS ◊ BE MOTHS ◊ SLUGS ◊ SNDBUGS ◊ ROACHES ◊ S NT DE BE ◊ ◊ RO S ◊ S ◊ TERMITE TERMITES ETS ◊ TICKS ◊ MITE DS ◊ BEES ◊ ANTSS ◊ SNAILS ◊ BEETLE S FLEAS ◊ CR S ◊ RODENTS ◊ BIR ◊ BIR ICK UG ACHE FLEAS ◊ CR RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES ◊ WASPS ◊ TEICKETS ◊ TICKS ◊ MIDS ◊ BEES ◊ ANTS ◊ ◊ BEET KS ◊ ES ◊ AN BEDBUGS ◊ LS TIC RMITES ◊ RO TES ◊ MOTH BE ◊ AI ◊ WASPS ◊ TE S SN DS ◊ ET S ◊ FLEA RO ◊ BIR UGS ACHE S CRICK ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES ◊ WAS S ◊ CRICKETS ◊ TICDENTS ◊ BIRDS ◊ BEES ◊ SLUGS ◊ SNAILS ACHES ◊ PS ◊ TERM ◊ KS ◊ MITE ◊ TICKS ◊ ◊ BIRDS ◊ BEES ◊ ANUGS ◊ SNAILS ◊ BEET WASPS ◊ TE ITES ◊ RODE S ◊ MOTHS ◊ ANTS ◊ BEDBUGS BEETLES ◊ S ET S ◊ HE ICK FL AC EA CR S SL ◊ ROAC ◊ SLUGS ◊ UGS ◊ RO LES ◊ WAS S ◊ CRICKETS ◊ TIC NTS ◊ BIRDS ◊ BE ◊ FLEAS ◊ RMITES ◊ RODENT MITES ◊ MOTHS ◊ DB BE SN ◊ AI LS ◊ BEETLEHES ES ◊ ANTS ET PS ◊ TERM ◊ KS ◊ MITE ◊ ANTS BE ◊ KS ES LS TIC BE ◊ AI S ◊ ◊ WASPS ◊ TE ITE ◊ S S BEDBUGS ◊ MOTH S ◊ RO ◊ BIRDS UGS ◊ SN ACHES ◊ FLEA CRICKET ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES ◊ WAS S ◊ CRICKETS ◊ TICDENTS ◊ BIRDS ◊ BEESS ◊ SLUGS ◊ SNAILS ◊ ROACHES ET PS TE ◊ AN KS ◊ ◊ ◊ BEETLES ◊ ◊ ANTS ◊ BE ◊ TERMITE ◊ MITES ◊ LS ◊ BE BEES ◊ TICKS AI ◊ WASPS S SN DS S ◊ ET S DB MO ◊ ◊ S HE BIR ICK FL UG RO TH ◊ UG AC EA CR S ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES ◊WAS S ◊ CRICKETS ◊ TICDENTS ◊ BIRDS ◊ BEESS ◊ SLUGS ◊ SNAILS ◊ ROACHES PS ◊ TERM KS ◊ MITE ◊ BEETLES ◊ ANTS ◊ TICKS ◊ ◊ BIRDS ◊ BEES ◊ ANUGS ◊ SNAILS ◊ BEET WASPS ◊ TE ◊ ACHES◊ FLEAS ◊ CRICKITES ◊ RODENTS ◊ BIRS ◊ MOTHS ◊ SLUG ◊ BEDBUGS ◊ ROACHE CRICKETS S ◊ SNAILS ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES W ET DS ◊ S ◊ ◊ BE AS TIC ES ◊ ANTS PS ◊ TERM KS ◊ MITE ◊ BEETLES S ◊ BEET KS ◊ ES ◊ AN LS TIC BE ◊ AI ◊ WASPS ◊ TE ITE ◊ S S SN ◊ BE DS ◊ S ◊ ET S DB MOTH ◊ RO UGS ◊ BIR UGS ACHE◊ FLEA CRICK ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LESW◊AS S ◊ CRICKETS ◊ TICDENTS ◊ BIRDS ◊ BEESS ◊ SLUGS ◊ SNAILS ◊ ROACHES PS ◊ TE KS ◊ ◊ BEET ◊ AN ◊ TICKS ◊ ◊ BIRDS ◊ BEES ◊ ANUGS ◊ SNAILS ◊ BEET WASPS ◊ TE ◊ SFLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES ◊ ACHE CRICKETS CRICKETS ACHES ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LES ◊ PS ◊ TICKS ◊ ◊ BIRDS ◊ BEES ◊ ANUGS ◊ SNAILS ◊ BEET ET WAS ◊ ◊ AN BE ◊ ◊ KS TE ES MI TS LS TIC RM LES ◊ BE TE ◊ AI ◊ WASPS ◊ TE ITE ◊ S S BEDB ◊ MO S S EAS ◊ ◊ FL ◊ BIRDS UGS ◊ SN ACHE CRICKET CRICKETS ◊ RODENTS ◊ BIRDS ◊ THS ◊ SLUGS ◊ SN UGS ◊ ROACHES ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LEW ◊ PS S AI ◊ BE AS TIC LS ES ET TE ◊ AN KS ◊ ◊ ◊ BE BEETLES ◊ ◊ ANTS ◊ BE ◊ TERMITE ◊ MITES ◊ LS ◊ BEES ◊ TICKS AI ◊ WASPS S SN DS S ◊ ET S DB MO ◊ ◊ S HE BIR ICK FL UG RO THS ◊ UG AC EAS ◊ CRICK CR S DE ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO LE ETS ◊ TICKSNTS ◊ BIRDS ◊ BEES ◊ SLUGS ◊ SNAILS ◊ ◊ ROACHES WSAS◊PS ◊ TE BEETLES ◊ ◊ ANTS ◊ MITE RM ◊ TICKS ◊ ◊ BIRDS ◊ BEES ◊ ANUGS ◊ SNAILS ◊ BEET WASPS ◊ TE ◊ HE FLS AC EAS ◊ CRICKITES ◊ RODENTS ◊ BIRS ◊ MOTHS ◊ SLUG ◊ BEDBUGS ◊ ROACHE CRICKETS S ◊ SNAILS ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SL TS ◊ BEDBUGS ◊ RO W ET DS ◊ S ◊ S ◊ BE AS LE TIC ES PS ◊ TERM KS ◊ MITE ◊ BEETLES S ◊ ANTS ◊ BE ◊ BEET KS ◊ ES ◊ AN LS TIC BE ◊ AI ◊ WASPS ◊ TE ITE S S SN ◊ DS ◊ ◊ S ◊ ET DB MO ◊HE ◊ RODENTS FLSEAS ◊ CR UGS ◊ ROAC THS ◊ SLUG ◊ BIR UGS CRICK ◊ BIR ICK HE S ◊ FLEAS ◊ RMITES ◊ RODENTS MITES ◊ MOTHS ◊ SLTS ◊ BEDBUGS ◊ ROAC WAS ASPS PS ◊ TERM ETS ◊ TICKS ◊ MITE DS ◊ BEES ◊ ANTS ◊ SNAILS ◊ BEETLES S ◊ TICKS ◊ ◊ BIRDS ◊ BEES ◊ AN SNAILS ◊ BEETLES ◊ W WASPS ◊ TE ITES ◊ RODE ◊ BEDBUGS S ◊ MOTHS S ◊ ET S ◊ EA ICK FL FL EA CR ◊ ◊ S S ◊ CR ◊ ROACHES NTS ◊ BIRDS ◊ SL ◊ FLEAS ◊ RMITES ◊ RODENT S ◊ MOTHS ◊ SLUGS DBUGS ◊ ROACHES W ◊ BEES ◊ ANUGS ◊ SNAILS ◊ BEET PSPS◊ ◊ TE ICKETS ◊ TICKS ◊ MI AS AS TS RM LE KS ◊ MITE BEES ◊ ANTS ◊ BE LS ◊ BEETLES ◊ WFL WASPS ◊ TE EA ◊ EASS ◊◊CRICK ITES ◊ RODENTS ◊ TES ◊ MOTHS ◊ SLUG ◊ BEDBUGS ◊ ROAC S ◊ AI ICKETS ◊ TIC BIRDS ◊ BE HES ETS ◊ TICKS S ◊ SNAILS FLEAS ◊ CRS ◊ RODENTS ◊ BIRDSMOTHS ◊ SLUGS ◊ SN UGS ◊ ROACHES ◊ ◊FL S UG TE SL ES RM ◊ DB ◊ ◊ ◊ ◊ MI ITE ITE BEETLES ◊ BE ANTS ◊ BEDB TES ◊ MOTH WASPS◊ CR UGS S ◊ RODENTS TS ◊ ◊ ◊ MITES ◊ TERM AN S ◊ LE KS ET ES S UG TIC BE ◊ ◊ BE S ◊ RO ◊ SLUG ◊ BIR ◊ ◊ SLICKETS ◊ TIC ◊ CRICKETS◊ RODENTS ◊ BIRDS THS ◊ SLUGS ◊ SNAILS ◊ MITES ◊ MOTHSTE KS ◊ MITES DS ◊ BEES ◊ ANTS S ◊ SNAILS ◊ BEETLE ACHES ◊ ◊ RMTS AN ITE ◊ S KS S ◊ MO S BE ES ◊ ◊ ◊ ITE TIC W MO ◊ S DB BE ◊ AS RM RO ◊ TE S TH UG TE PS DENTS ◊ BIR S ◊ ROACHE S S S◊ ◊ UGET ICK S ◊ BIRDS THS CR ◊ CRICKET ◊ TICKS ◊ MI ◊ SL DS ◊ BEES ◊ SLUGS ◊ SNAILS S ◊ FLEAS TICKS CRICKETS BEETLES ◊ WASPS ◊◊ TERMITES ◊ RODENT ◊ SN MITES ◊ MO AITS AN LS ◊◊ BEETLE ◊ MITES ◊ MOTHS ◊ SL◊ ANTS ◊ BEDBUGS ◊ BEETLES ◊ WASPS ◊ SNAILS ◊ BEETLES ◊ WASPS CRICKETS ◊ TICKS ◊S ◊ BIRDS ◊ BEES◊ ◊SN THSAI◊LS ◊ BEETLE S ◊ WASPS ◊ ◊ CRICKUGS ◊ SNAILS ◊ BEET◊ ROACHES ◊ FLEAS ◊◊ ◊ SNAILS ◊ ROACHES ◊ FLEAS ◊ TERMITES ◊ RODENT KS ◊ MITES ◊ MO LES ◊ WASPS S ◊ WASPS ETS ◊ TICKS BEDBUGS ◊ ◊ ◊ BEDBUGS ◊ ETLES ◊ WASPS ◊ S ◊ CRICKETS ◊ TIC SNAILS ◊ BEROACHES ◊ FLEAS ◊ TERMITES ◊ RODENT ◊ MITES ◊ MOTHS ◊ SLUGS FLEA CRICKETS SL S ET SNAILS ◊ BE ROACHES ◊ ◊ TICKS ◊ MI◊ BIRDS ◊ BEES ◊ AN UGS BEDBUGS ◊ LES ◊ WASPS ◊ TERM BEDBUGS ◊ TS ◊ TES ◊ MOTH ROACHES ◊ ITES ◊ RODE S FLEAS ◊ CR NT ICKETS ◊ TICS ◊ BIRDS ◊ BEES ◊ SLUGS ◊ ◊ AN KS ◊ MITE S ◊ MOTHS TS ◊ ◊


We Promise

To Make Your Life Easier Follow Us. Our team will close your escrow with knowledge, grace and gratitude.

Contact us.

(949) 373-7000

Follow us.

Visit us.

www.escrowleaders.com

31601 Avenida Los Cerritos, Suite 200, San Juan Capistrano, CA 92675

Moving Forward to a Brighter Tomorrow.


Kevin Budde Assistant Vice President NMLS ID: 325450 Platinum Club Member 949.422.2075 Cell 949.325.6249 Direct kevin.budde@bankofamerica.com http://mortgage.bankofamerica.com/kevinbudde

Joelynn Warner Mortgage Loan Officer NMLS ID: 632721 949.325.6279

Katrina Hanshaw Mortgage Loan Officer NMLS ID: 483906 949.325.6251

Christopher Williams Mortgage Loan Officer NMLS ID: 632714 949.325.6248

Lois Jensen Mortgage Loan Officer NMLS ID: 286591 949.325.6288

Jo Mercado Mortgage Loan Coordinator NMLS ID: 632715 949.325.6276

Neal Pilon Mortgage Loan Officer NMLS ID: 632720 949.325.6252

Linda Scott Mortgage Loan Coordinator NMLS ID: 632722 949.325.6280

An exceptional neighborhood deserves exceptional service. When you call Bank of America, you can rest assured that our top priority is providing personal service so you can make well-informed home financing decisions. With our commitment to responsible lending, we help qualified homebuyers become successful homeowners. We offer a variety of mortgage solutions. From the beginning, the Kevin Budde Team with extensive industry experience will work closely with you to make sure the process is as efficient and convenient as possible. To purchase or refinance with confidence, you can experience exceptional service right in the neighborhood. Contact the Kevin Budde Team today. Office: 30221 Golden Lantern • Laguna Niguel, CA 92677

Bank of America, N.A., Member FDIC. Equal Housing Lender Š 2011 Bank of America Corporation. Credit and collateral are subject to approval. Terms and conditions apply. This is not a commitment to lend. Programs, rates, terms and conditions are subject to change without notice. 110307C 03-2011 ARR5F150 (Rev. 08-2011)


E XECUTIVE AGENT MAGAZINE

By Lalaena Gonzalez-Figueroa

S

pend just a few minutes talking to real estate agents Autumn Anderson and Cassidy Tutt and one thing becomes immediately obvious: these women are dedicated professionals. Vivacious, open and engaging, the duo embodies the best of their business. They are relationship builders who understand that selling a home involves significantly more than signing contracts. “Autumn and I truly believe that there should be a good connection between ourselves and our clientele,” says Cassidy. “The right fit can make a notable difference throughout the course of a real estate transaction.” Combined, their unique backgrounds provide a broad foundation upon which the two have built a thriving business. Autumn, an Arizona native who spent over a decade as a licensed scuba diving instructor, traversed

TM

the country and gained invaluable experience in retail and management settings. From the tropical waters of Florida, Mexico and California she transitioned into a position working in floral design, a surprisingly demanding field that offered significant responsibility. “I was involved in wedding design and competitions,” she recalls. “Working with brides to transform their visions into realities was challenging, but a great place to develop strong communications skills and develop professional empathy.” Autumn’s move into real estate came on the heels of a transaction involving her mother and an agent whose inability to meet her needs and expectations yielded a stressful situation. “My mom had so many unanswered questions and didn’t feel supported throughout the process,” Autumn explains. “I had seen this before, and it dawned on me that real estate was something I could do, and do well.”

ExecutiveAgent Magazine


EA “We have discovered that by combining our resources, individual business styles and presence, we are better able to represent and care for our clientele.” Though she arrived via a different path, Cassidy Tutt also recognized opportunity to excel in the field of real estate. After graduating from Texas A&M University with a degree in Environmental Design, she accepted a position as a senior management associate with a commercial printing company in California. The work was stressful, defined by ongoing deadlines. Though she enjoyed the ability to combine technical aptitude with her exceptional communication and people skills, Cassidy soon sought a new professional challenge. She had long been interested in architecture and residential design, and envisioned a future as a property investor. In 2003 market conditions were favorable, and she launched her career as a real estate agent. Autumn and Cassidy became acquainted as new agents; their professional relationship developed over time. “One day something clicked,” recalls Cassidy. After that, the duo found that a team approach made perfect sense. Eight years later, they’re stronger than ever. The key to their success is a partnership built upon a mutual desire to do good business, rather than one of convenience. “We have discovered that by combining our resources, individual business styles and presence, we are better able to represent and care for our clients,” Cassidy notes. Their team approach appeals to fellow agents as well. Autumn and Cassidy enjoy the opportunity to develop strong relationships, readily seeking to connect with other real estate professionals in order to develop business and facilitate smoother transactions for all parties involved. “We like to talk!” enthuses Autumn. “Cassidy and I really like to connect with consumers and agents, to discuss issues impacting our market and to identify solutions to pressing challenges.” Maintaining a sense of the ongoing trends and changes within their marketplace allows Autumn and Cassidy to

better represent their buyers and sellers. The duo is also committed to utilizing technological tools and resources in order to maximize results for their buyers and sellers. They are known to create a sense of excitement a round their business, and Autumn and Cassidy are generating a buzz with clients throughout Long Beach and surrounding regional communities. The team works with equity buyers and sellers as well as short sales, offering hands-on and straightforward representation throughout the course of each transaction. “We wholeheartedly believe in honest and informative business,” says Cassidy. “Autumn and I strive to provide our clients with the information they need to make their own decisions, rather than speak for them.” Their client-centric approach defines the core of their business model. Cassidy reveals that the team maintains a manageable workload at all times in order to provide their customers with highly attentive and individualized care. “We prefer to focus on quality over quantity,” she notes. “It results in a better transaction experience for everyone.” Meticulous and detail-oriented, Autumn and Cassidy pride themselves on going the extra mile for their clients, taking measures to facilitate smooth and successful transactions. From precise, targeted marketing campaigns to relieving concerns with clear communication, the duo is hands-on throughout the path. Today’s real estate mile may traverse a rocky road, but Autumn and Cassidy will ensure that each journey is a pleasant one.

Autumn Anderson and Cassidy Tutt MetroCal Properties 3530 Atlantic Blvd. Ste. 100 Long Beach, CA 90807 Autumn - 562-760-0083 Cassidy - 562-449-7607 autumnandcassidy@gmail.com www.123californiahomes.com

EA

ExecutiveAgent Magazine


Competition With Others By Tony Alessandra

Y

ou might be tempted to say: “What’s wrong with a little competition?” Nothing’s wrong with it. It’s healthy. It’s when your need to compete, and be superior to someone else, gets in the way of the best possible outcome for both of you - that’s when competition becomes a liability. I’m talking about the kind of person who always needs to be “one up” on other people. A person who lives his life in competition with everyone --and we all know someone like that -- might get admired for his achievements, but he doesn’t get the freely given attention and support of others. A person who exudes the message: “I’m smarter, or prettier, or richer, or more committed than you are” doesn’t garner people’s trust. That’s because the message is clearly about “Me first.” A willingness to be flexible means that occasionally

28

you’re not number one. You may need to take a backseat to a colleague who’s trying something innovative. It may mean that you’ll need to compromise in a negotiation. Maybe the fact that you’re the best salesperson of the month every month prevents other people from even trying. Does your level of competitiveness get in the way of relationships? If you play a one-on-one sport such as tennis or racquetball, do you always play to win, to beat the other person? If you play board games or video games with your children, is it more important to win than to have fun? On the one hand it seems as though we’re being pushed to be more competitive. Many of us work for companies that are in fierce marketing battles with

ExecutiveAgent Magazine


global competition. There are fewer tax dollars to go around, fewer jobs in many industries. Yet the paradox is the solutions we’re finding to those problems involve not MORE competition, but MORE collaboration. For years I’ve developed books and other materials for people in one of the most competitive arenas imaginable: selling. I’ve spoken to thousands upon thousands of dedicated salespeople who relish competition. Yet my message has been consistent: learn to approach the potential customer or client as a consultant. True professionals in sales, the ones who are successful in all respects, not just in dollars, are those people who focus more on helping than on selling, who listen more than talk, who problem-solve rather than persuade. These collaborative techniques create many more long-term customers than one-shot sales. I don’t teach 50 ways to close a sale. I teach a step-bystep consultative approach that allows both the customer and the salesperson to feel good about each other. When I discovered that selling didn’t have to be a contest of getting you to buy my product or service, and that it didn’t have to be that I either won or lost, I was relieved. I presented you with choices, helped you think through whether any of them was suitable for you and made sure you were satisfied if you did choose to buy. Whether you bought something or not, I had done my job. I didn’t

need to be the best salesman of the month. I just needed to meet my own goals and go to bed knowing I had done a thorough job of collaboration. I just have one tip for you if you have a streak of competitiveness that gets in the way of your relationships: stop seeing the other person as an opponent. Reframe the relationship as a mentoring one, as a friendship, as a chance to do something together that neither of you could do alone. Look directly into that person’s eyes and see a fellow human being who doesn’t want to be beaten, or made into a loser any more than you do. People who are always out to win may collect a lot of marbles, but they lose a lot of friends. And I’d trade a bag of marbles for a good friend any day. 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. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2002, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond Group at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com

ExecutiveAgent Magazine

29


E XECUTIVE AGENT MAGAZINE

TM

S HELLEY A R MSTR O NG By Lalaena Gonzalez-Figueroa

G

rowing up as the daughter of a careerminded real estate professional, Rochelle “Shelley” Armstrong learned early on the challenges and opportunities associated with the business. Her mother Mimi Foreman was committed to providing honest and sincere service to her clientele, an approach that wasn’t lost on Shelley. A gifted singer who built her organizational and business skills as an assistant administrator at the UCLA Department of Music, she went on to dedicate time to raise and nurture her family before determining that real estate was the ideal venue in which to blend her interpersonal and professional strengths. The challenges she faced at the onset of her career were the very elements that facilitated Shelley’s success. She entered the field after relocating to Irvine from Los Angeles, starting with a sphere of influence that more closely resembled a pinprick. “I knew three people in Irvine, and that did not a career make,” she recalls. Undaunted, Shelley pursued every available opportunity to develop relationships, and not only for professional gain. “I’m very social,” she reveals. “Once I began to get involved in the community, making friends and acquaintances, I was also able to build my business.” She has served in a range of positions including acting as president of a local PTA and current president of her neighborhood HOA. The time spent giving back to her community has allowed Shelley to build a deeper understanding of the nuances within her region, making her better able to represent both buyers and sellers. Highly organized and efficient, Shelley is an individual who believes in the value of preparedness. Building her knowledge of the region has been an ongoing effort; in addition to hosting and attending open houses and broker previews, she regularly attends local civic meetings in order to stay abreast of developments that will have short- and long-term impacts on area residents. Shelley readily shares her knowledge and acquired information, which has earned her the trust and respect of clients and colleagues alike.

ExecutiveAgent Magazine


EA

A N ATU RA L C H O ICE From trends in home values to upcoming changes in the boundaries of local school districts, Shelley enjoys the opportunity to serve as a resource and advocate to those who count upon her experienced service. “One of my primary responsibilities is to educate my clients about the market as it pertains to them,” she reveals. “First comes that foundation of knowledge, then comes the work on finding the right home for my customers’ needs, or marketing and negotiating the sale of a property.” She adds, “I tend to share a lot information-wise, but that’s what has earned my clients’ loyalty, helping me to build repeat and referral business throughout my years in the field.” Shelley’s interest in architecture and design skills is also in high demand with her clientele. After over six major remodeling projects of her own, she is highly adept at helping buyers see the potential in previewed properties. And because she regularly previews open houses and new tracts in Irvine’s steady new construction market, Shelley is also an excellent resource for sellers whose homes must show well in order to compete in a challenging market. High-end marketing campaigns ensure that beautifully-arranged properties achieve maximum visibility to targeted prospective buyers. A magna cum laude graduate of UCLA, and Phi Beta Kappa, Shelley has earned consistent recognition as a top producing real estate agent. Her professional awards are hard-earned honors that reflect the consistent levels of customer care that have defined Shelley’s career. From maximizing efficacy through the use of technology, to cultivating a strong network of industry-related specialists who offer reliable service, she makes concerted efforts to offer an exceptional experience throughout the course of every transaction and beyond. “I operate with integrity, and try to align myself with like-minded individuals,” Shelley notes. “It is so important to me that I earn and maintain the trust of my clients, and that extends into every aspect of my business.” With Shelley, trust is a mutually-based relationship driven by accountability and veracity. Nearly two decades after she launched her real estate career, Shelley continues to find excitement in the challenges and gratification in meeting her clients’ diverse needs. As she contemplates the opportunities that await, she is optimistic and forward-thinking. On the horizon are ongoing prospects to develop her business, to incorporate new technology and tools, and to build relationships with a new generation of highly-satisfied clients.

Shelley Armstrong Coldwell Banker Residential Brokerage 6833 Quail Parkway Irvine, CA 92603 Telephone: 714.423.8983 shelley.armstrong@camoves.com www.Shelley4OCHomes.com

ExecutiveAgent Magazine


EA

Working And Living A Successful Day, Every Day By Rich Levin

he coaches of Rich Levin’s Success Corps are asked this question regularly: “Do you have an outline of a day in the life of a top producing Agent?” This was a challenging question to get answered because it varied so much from one Agent to the next.

T

into a schedule that includes the most common days’ times and time frames of our highest producing clients.

On one hand it is clear that there is no such thing as a universal schedule of a perfect day. Each Agent creates their own best schedule based on personal and professional style and substance.

Communication Checking and corresponding by e-mail – Daily first thing in the morning. Check and correspond to voice mail – including ‘A’ buyers - Daily first thing in the morning. Setting up Showings, inspections, Appraisals, etc. – Scheduled daily as necessary. Returning phone calls – Scheduled time in the morning and afternoon. Service Hour during which you call and report to all listed sellers, all pending clients and high ‘B’ buyers -Scheduled one day each week, Rich chose Thursdays. Success Hours during which you contact leads, referral sources, past clients, and people in your Spheres of Influence – Three or four scheduled days each week.

After all Real Estate Agents are the truest form of independent contractors. We are the most independent group of employed people on earth. When it comes to scheduling, this independence is also a great challenge. After speaking to many Agents we were finally able to distinguish many common elements that will make every day more successful for you. As you create your best daily schedule, enjoy the process. Enjoy your independence and the tremendous opportunity for success that is available to you. Take advantage of your profession’s flexibility and experiment with a daily schedule that works for you. You will know if it works for you by the results you obtain. If your number of appointments, listings, and sales increases while at the same time you are able to carve time for yourself and your loved ones you have found your ideal structure. You may experiences changes – don’t panic. Each change in the market, each change in your family, in your age and health, in your priorities and changes in unlimited other things affect the structure of your day. Those challenges and those changes are wonderfully human and consistent with the freedom and independence of our profession. Work through the changes and adjust your schedule accordingly. What follows are suggestions for your personal schedule to help ensure a productive and successful day. First, there is a comprehensive list of activities broken down into categories. Second, these activities are broken down 32

These suggestions can be valuable tools and information to guide you in creating the schedule for your successful day, and how to make that day every day.

Administrative functions: Paperwork, Processing, and Preparation – Daily Listing admin Sales admin Handling personal finances Personal Marketing Conducting Broker’s Opens Servicing yard signs, brochure boxes and other errands – Planned into daily travel Sales Functions – Daily late afternoon Buyer presentations and rehearsals Show houses Write offers Present offers and Negotiate contracts Attend mortgage appointments Attend closings Listing functions - Daily late afternoon Listing presentations and rehearsals Price reduction presentations Staging listings Attend and negotiate inspections

ExecutiveAgent Magazine


EA

Lead Generating Functions Success Hours and e-mail correspondence as above under communication Conducting Open Houses – Sunday afternoons Network meetings – Lunchtimes Preview property - Daily late afternoon Opportunity time – As scheduled Planning Organize the day – First thing each morning Leadership Hour – Scheduled one day each week, Rich chose Friday morning. Miscellaneous – As scheduled Attend sales meetings and office caravans Conventions and Continuing Education Do research on new tools and services Education time Personal Days off – At least one full each week, Rich chose Saturdays Meals – Three times daily, Recreation – Something daily Exercise – Three to five times weekly Loved one’s time – As often as possible Worship or Meditation - Personal decision Day’s end – Choose a time and honor it

In Summary The same schedule will not work for everyone, but use these suggestions to help you create a successful schedule that works for you. Experiment with your daily schedule. Judge its success by the results you obtain. If your appointments, listings, and sales increase while at the same time you are able to carve time for yourself and your loved ones you have found your ideal structure. Please remember to enjoy the process of discovering your best daily routine. Enjoy the independence of this profession. And look forward to the tremendous opportunity for success that is an inherent benefit of a Real Estate career. You are in a tremendous business at a great time. Please call on us to help you take advantage of it. Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. © 2008, Rich Levin. All rights reserved. For information contact FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com; http://www. FrogPond.com.

ExecutiveAgent Magazine

33


EA

Four Words That Make Life Worthwhile... By Jim Rohn

O

ver the years as I’ve sought out ideas, principles and strategies to life’s challenges, I’ve come across four simple words that can make living worthwhile. First, life is worthwhile if you Learn. What you don’t know WILL hurt you. You have to have learning to exist, let alone succeed. Life is worthwhile if you learn from your own experiences - negative or positive. We learn to do it right by first sometimes doing it wrong. We call that a positive negative. We also learn from other people’s experiences, both positive and negative. I’ve always said that it is too bad failures don’t give seminars. Obviously, we don’t want to pay them so they aren’t usually touring around giving seminars. But that information would be very valuable – we would learn how someone who had it all then messed it up. Learning from other people’s experiences and mistakes is valuable information because we can learn what not to do without the pain of having tried and failed ourselves. We learn by what we see so pay attention. We learn by what we hear so be a good listener. Now I do suggest that you should be a selective listener, don’t just let anybody dump into your mental factory. We learn from what we read so learn from every source; learn from lectures; learn from songs; learn from sermons; learn from conversations with people who care. Always keep learning. Second, life is worthwhile if you Try. You can’t just learn; now you have to try something to see if you can do it. Try to make a difference, try to make some progress, try to learn a new skill, try to learn a new 34

sport. It doesn’t mean you can do everything, but there are a lot of things you can do, if you just try. Try your best. Give it every effort. Why not go all out? Third, life is worthwhile if you Stay. You have to stay from spring until harvest. If you have signed up for the day or for the game or for the project - see it through. Sometimes calamity comes and then it is worth wrapping it up. And that’s the end, but just don’t end in the middle. Maybe on the next project you pass, but on this one, if you signed up, see it through. And lastly, life is worthwhile if you Care. If you care at all you will get some results, if you care enough you can get incredible results. Care enough to make a difference. Care enough to turn somebody around. Care enough to start a new enterprise. Care enough to change it all. Care enough to be the highest producer. Care enough to set some records. Care enough to win. Four powerful little words: learn, try, stay and care. What difference can you make in your life today by putting these words to work? Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://FrogPond.com

ExecutiveAgent Magazine


GLOBAL. NATIONAL. LOCAL. YOU.

There has never been a more important time to ensure your business enjoys leading edge systems and support. No matter whether you are a sales consultant looking to go to a new level of performance or a business owner finding your current environment lacking in imagination you should call Harcourts today. The market is a smorgasbord of opportunities; we can show you how to take advantage while all around you others wait, hope and fail. Currently we have significant opportunities for new franchise owners, If you are an existing real estate business owner looking to take advantage of the world's best training, support, systems and culture you owe it to yourself and your team members to investigate the Harcourts Option. Call us today.

Aaron Hodson E: aaron.hodson@harcourtsusa.com P: 949 282 4288 All approaches will be handled in the strictest of confidence. www.harcourtsusa.com


EA

Managers: What Do Agents Owe You? By Carla Cross

the tables, and ask, what do those agents owe to you? You work hard. If you’re an owner, you’ve also put thousands and thousands of your dollars at risk to start and run your real estate company. It’s my opinion that agents owe you in certain ways. I’m not talking about commissions. I’m talking about actions. If you’re an agent, you need to find out what your managers expects of you, too. Mutual Expectations Exchanged in the Interview The real estate industry is the only industry I know that hires with a “trust me” from both the manager and the agent. No mutual expectations here, just promises! It may have worked in the past, but it won’t work in the future. A challenging market means we’ll have to do things differently. Right now, make a list of what you expect—and have a right to expect—from an agent. Draw up a Mutual Expectations agreement (See Up and Running in 30 Days). Go over that agreement in the interview. Get it signed. Doing it after you’ve hired the agent is way too late!

W

e read article after article about how to attract and keep agents. We learn how to do recruiting presentations that we hope are mesmerizing to our candidates—so mesmerizing that they’ll say yes when we offer them a position in our company. We hone our skills so we’re better managers, trainers, and coaches. We worry about retention, and spend thousands of dollars a year just to attend workshops on retention techniques. We spend thousands of dollars on retention! So, I’m going to turn 36

Consequences of the Mutual Expectations Agreement Worried about retention? This is one of the best retention tools in the world—hiring agents who promise to go to work! Your experienced agents will love the fact that you’re not hiring dead-wood to just get in their way and pull down the reputation of the company. Your new agents will get right to work, because they understand that is the expectation. Will you miss hiring a few people? Sure--the ones that didn’t intend to go to work. Agents: Find out before you start working for that office exactly what is expected of you. Question: If there are no expectations, what quality of team do you think exists there? Doing My Best to Help you Out For the past few weeks, I’ve been working on the third

ExecutiveAgent Magazine


EA

edition of Up and Running in 30 Days, the business start-up plan for the new agent. I’ve added as much management support in it as I possibly can, including a Mutual Expectations agreement that is tied to the Up and Running 4-week business start-up plan. This plan expects a lot from the new agent, but I know, from my surveys, that the new agent expects a lot—fast—from the business! (That’s why it’s such an aggressive ‘get out there and run’ program—perfect for a challenging market, too). I just finished writing a section on how the new agent can get the best from her manager. I thought you’d enjoy it: Ten Commandments to Get the Best from your Manager Do the work. Don’t argue. Don’t make excuses. Don’t tell the manager you’ve been in the business two weeks and you have a better way. Do thank your manager. Do tell other agents that you appreciate your manager’s efforts. Do tell other new agents you meet in other companies that you have a great manager. Don’t bug other people in the office to find another answer because you didn’t like your manager’s answer. Don’t change the program because you don’t like it. Don’t miss a coaching appointment.

Agents and Managers: I’d love to hear what you think of my ‘ten commandments.’ Are there others you think are important? Why not make your own ten commandments and discuss them in your interview process. Then, turn the tables and ask the agent about his expectations of you and the office. Getting agreement on what we both expect before we decide to work together is key to a happy partnership. The only surprises I want you and your agent to have after you start working together are good ones! Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright© 2007, Carla Cross. All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com/

ExecutiveAgent Magazine

EA

37


The Pacific West Association of REALTORS® Charity Foundation will launch, “Opening Doors for the Men & Women in Uniform.” This program will provide any qualified United States Armed Forces veteran with cash for costs not covered by a VA loan in their home buying transaction.

$

140

Per Player til Early Bird Special Un t! 1s r Septembe

$

150

Per Player

Until October 1st

$

160

Per Player

After October 1st

Green Fee Cart Fee Range Balls Box Lunch Dinner All Tournament Amenities

Golf Tournament Details: Best Ball Putting Contest Closest to the Pin Contest Longest Drive Contest 12:00 pm Shotgun Start

4:30 pm Networking

To Sign-Up... Joey Vargas 714.245.5555

6:00 pm Dinner


S.OrangeCounty-October  

S.OrangeCounty-October

Read more
Read more
Similar to
Popular now
Just for you