September 2014 SOUTH BAY

EXECUTIVEAGENT MAGAZINE

The

Hoffman Murphy Team

Executive Agents of the Month

Inside Features: Martucci Angiano First Team Real Estate

Raju Chhabria Shorewood Realtors

Stephanie & Jeremy Hart Forecast Realty, Inc.

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Purchase Financing:

Compare our stats to the industry.

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

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

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

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

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

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

But stats are only part of the story.

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

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

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

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

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

September, 2014

Cover Story

South Bay

Editorials

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

32 - Oscar Gonzales:

Beyond Diversity Training

14 - Gene Griessman: The Power of Words

28 - Mark Hansen:

ADVERTISERS’ INDEX

Creating A Positive Attitude To Achieve Positive Results

City of Hope.....................................34 Evergreen Home Loans......................2

24 - Jim Rohn:

The Two Choices We Face

Evergreen Realty HomeSmart...........6 i Photography Studio...............10 & 23

08 - Chris Widener:

The Challenge To Lead

Kinecta Federal Credit Union..........36 PWAOR.......................................31

17

Right Start Mortgage........................11

The Hoffman Murphy Team Executive Agents of the Month

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

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

26 Martucci Angiano

12

04 Raju Chhabria

Stephanie & Jeremy Hart

ExecutiveAgent Magazine

© Copyright 2014 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

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

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E XECUTIVE AGENT MAGAZINE

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Written by Shannon Hartsoe

R

aju Chhabria can boast of some of the most impressive numbers in the South Bay and Los Angeles County real estate industry.

surprise that he’s the No. 1 agent at Shorewood Realtors in Hermosa Beach. But it’s not the numbers that motivate Raju. It’s the people who benefit from his renowned talent who drive Raju to continually find the best deals possible.

“I’m a people person,” he says.

“Nothing satisfies me more than seeing the smile that comes with a successful sale or the purchase of a lifetime.”

Whether it’s commercial property, apartments or houses, Raju has helped transform the local real estate market.

His negotiating skills and extensive knowledge about the South Bay and the Los Angeles County market make him a highly sought-after agent – one who gets results and always sees the glass half full.

“I don’t take no for an answer, and whatever I need to do to get things done, I’ll do it. I try to make my clients happy and they come back to me, so the business grows,” Raju says. “I also have the ability to delegate to my staff, which allows me to do what I do -- make 100 sales every year.”

Another reason for his success is Raju’s love for the area where he lives and works. He has called the area “heaven on earth,” and he wants others to enjoy the South Bay and Palos Verdes areas as much as he does.

More than 30 years of experience; more than $2 billion in lifetime sales; ranked No. 3 in the country for sales volume

by The Wall Street Journal in 2010; more than $100 million in property sales each year since 1997; and it’s no

“The beauty and opportunity here are amazing,” Raju states. “It’s not always easy to balance your work and life, but having the amenities here – nice people, beautiful surroundings, opportunities for education and recreation – make it a very desirable place.

And I’ve been blessed with the ability to help people find their perfect home or commercial property to make their lives and business just what they want them to be.”

ExecutiveAgent Magazine

Raju Chhabria Shorewood’s No. 1 Agent

When it comes to his business, Raju is totally focused on getting the best deal possible for his clients. Sellers benefit from his extensive marketing plan that takes advantage of the latest technology and highest quality presentation including high-resolution images and video plus social media.

“I am lucky because I have been very successful at what I love to do, which is helping clients buy and sell real estate for almost over three decades,” Raju says on the Giveback Homes website. “I am a big believer in paying it forward by helping others who have been less fortunate. Nothing makes me happier than giving back and helping others.

Giveback Homes is a great organization where we can give as much as we want, anytime and 100 percent of the proceeds will go directly to building homes.”

For buyers, Raju’s extensive knowledge of the local market, his connections with others in the real estate industry and simple tenacity ensure they’ve made the right decision when choosing to work with Raju and his team.

His clients are quick to share their appreciation for the team, which includes his wife and two sons.

“I would be happy to recommend Raju to any potential seller of residential real estate,” says Mark Paullin of Palos Verdes Estates. “He is industrious, imaginative, understanding, and supportive in preparing and listing the property for sale. Raju is hard-working during the listing and he does an excellent job in maximizing the sales price during the sale negotiations. Always positive, pleasant, and professional.”

Steve Slepcevic of Redondo Beach has worked with Raju and his team on three occasions.

“Over the course of seven years, I have sold two homes and purchased one,” Slepcevic says. “Throughout each transaction I was continuously informed, had my best interest protected and received nothing but professionalism. Most importantly, I have always profited from every transaction greatly. I would highly recommend using Raju and his team whether you buy or sell your next property.

There’s a reason why he is number one and receives repeat business from loyal clients like myself -- experience and knowledge counts.”

Raju is also dedicated to helping those in need. One way he gives back is through his membership in Giveback Homes, a group that creates sustainable relationships between real estate professionals and communities in need throughout the world.

ExecutiveAgent Magazine

Raju Chhabria CalBRE #00874072 Broker Associate Direct: (310) 493-9533 Email: Raju@Shorewood.com Web: www.RajuSells.com Palos Verdes Office 717 Yarmouth Road Palos Verdes Estates, CA 90274 Office: (310) 698-4545 ext. 204 Hermosa Beach Office 205 Pier Ave., Suite 201 Hermosa Beach, CA 90254

For your lending needs, please contact: Elijah Aldinger 714-914-3661 NMLS # 244976 Elijah.Aldinger@AcademyMortgage.com

call us at 949-753-7888

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The Challenge To Lead

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he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life.

Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true.

Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown.

As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their possibilities.

Be assured that there will be a leader of every group.

There will be those who influence others, even if you don’t.

There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time. This is the compelling motive for you to rise up and lead the way for others.

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Our families depend on it.

Our community groups depend on it.

Our nations depend on it.

People will follow you for two reasons: They follow you because of your character, for who you are. They also follow you for your skills, for what you can do. Make it your every effort to impart skillful and honorable leadership for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit.

Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when?

Today, more than ever, you are needed. Your strong character is needed. Your finely honed skills are needed. I know you will rise to the challenge.

Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind.

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© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

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Written By Chris Widener

ExecutiveAgent Magazine

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Shawn Carvin • Sr. Mortgage Banker - Direct Lender

Consistently Exceeding Expectations!

Why Call Shawn Carvin?

• I am a Loan Officer that is not only extremely creative, but consistently thinks outside the box! (persistent, tenacious, professional and diligent).

• Great client and realtor follow up (always available, especially evenings and weekends!

• Right Start Mortgage has been in business since 1989 and has an A+ BBB rating.

(Extremely rare in the mortgage industry) • I do not charge points!

• Probably the largest array of mortgage programs in our industry, including some that are very hard to find. (FHA 203K, Super Jumbos, Homepath, USDA, Piggyback loans with no PMI and Lender Paid PMI, Condos that nobody else can do (including Non Warrantable Condos) Calprs and Stated Income products.

• Very fast closings and approvals • I cater to the client (door to door). I make house calls!

• Extremely referral based business model for Life!

• All past clients get free loan modification should rates drop at anytime. It’s free (NO closing costs, NO title fees or lender costs) period!

Direct Fannie-Mae / Ginnie Mae-FHA / Freddie-Mac Lender Since 1989 About Shawn Carvin: Shawn has been in the mortgage industry for 17 years. His vast experience includes being president/ principle broker /owner of a prominent mortgage lender for 8 years. He has received numerous top producer awards from banks such as, Wells Fargo Home Mortgage, World Savings, Greenpoint, New Century and Countrywide just to name a few. In 2013 He was awarded the Certified Platinum Mortgage Agent/Lender award for excellence in lending. Currently resides in South Bay, Redondo beach.

Shawn Carvin Sr. Mortgage Banker / Top Producer / Branch Manager ~ NMLS # 320041 310-519-0575 Bus 310-767-6289 Cell www.Mortgagelendingstore.com

BBB Rating: A+

E XECUTIVE AGENT MAGAZINE

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Written by Shannon Hartsoe

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tephanie and Jeremy Hart have been managing their own impressive portfolio of investment properties since they married nearly 13 years ago. Having both come from real estate families, the two have a natural knack for buying, rehabbing and flipping homes in their Southern California area. So when Stephanie needed help with her thriving real estate practice, Jeremy was a natural choice.

Stephanie had been working at Forecast Realty, owned

by Jeremy’s father, for about five years before Jeremy came on board. But since the two joined forces in 2006, this popular duo has been setting sales records and growing their repeat and referral client base. “We truly do believe in the Golden Rule,” says Stephanie. “We take the time to ascertain the needs of each client that we come into contact with whether it’s a first time home

buyer, an investor, a senior looking to downsize, or even a distressed sale due to market downturn.”

With the training and knowledge to help their clients attain their home ownership and real estate investment goals, Stephanie and Jeremy are skilled and accomplished professionals in their own right – but together they’re a formidable team.

The Family Business If the Hart Team has one advantage over other area agents, it’s their life-long immersion in the real estate industry. Stephanie’s grandmother, an aunt and several cousins are all Realtors® while Jeremy’s father, Roger, opened Forecast Realty Inc. in 1980. For the Hart Team, real estate seems like second nature.

ExecutiveAgent Magazine

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Stephanie & Jeremy Hart A Real Estate Couple

“When I was younger at family gatherings conversations often focused on real estate, it seemed rather exciting!” recalls Stephanie. “When my sister and I were very little I would always try to convince my mom to walk through model homes and open houses with me on family walks.

At the grocery store as a teen I liked home magazines and floor plan books as much as I liked the fashion magazines.

To this day, when I’m on vacation I always pick up the real estate book to peruse the local markets.”

“I’ve been in real estate basically since I was a baby,” Jeremy says with a laugh. “But it wasn’t until I decided to join Stephanie that I got into it professionally.” In fact, the two each had successful careers before coming to real estate as an avocation. Jeremy began his working life with Toyota’s accessory development department. When that department was eliminated, Jeremy opened his own automotive accessory installation company. For her part, Stephanie’s sales acumen was developed while working in American Airlines’ corporate sales division.

These days, Stephanie and Jeremy are a sought-after team, highly respected for their knowledge and commitment to excellence. “As a family-owned business, our office is much like ‘Cheers,’” says Stephanie, referring to the popular TV sitcom. “Here everyone knows your name and everyone is helping each other with the details of a transaction. Our clients never get lost in the shuffle because we can give each of them the attention they deserve.”

Quaint, Not Antiquated And while an old-fashioned personalized touch is important to the team, and to the company, Stephanie and Jeremy are anything but traditional in their marketing methods. Recognizing the value of social media, mobile marketing and a strong online presence, the two have made it a point to stay abreast of the latest trends in real estate technology. “The world is changing and we will continue to change with it,” says Stephanie. “For instance, written reviews, which used to be effective, are no longer trusted. So we started providing our clients with access to video testimonials on our website.”

They also provide free video tips ranging from staging advice to advice for getting an offer accepted and more on their website and on YouTube. By the time potential clients even meet with Stephanie and Jeremy, they seem like trusted friends, rather than simply real estate agents.

But as much as the two already know, and as many homes as they’ve sold, they don’t believe in resting on their lau-

rels. They’re constantly looking for new ways to market or are busy earning new certifications that will help them be of even better service to their clients. With an impressive close to listing price ratio, it would seem that there’s not much more to learn about their local market. They say that isn’t so.

Though 2013 was one of their best years ever, Stephanie was also appointed to the board of directors at the South Bay Association of Realtors® and increased her knowledge of short sales, probate and 1031 exchanges. Jeremy is also a Certified Short Sale Professional. With six family members already working at Forecast, Jeremy and Stephanie hope there’s room for at least two more. At ages 5 and 7, their two small children are already fierce negotiators.

“We love working with our family and we love working with the families we serve,” says Jeremy. “We all work together quite well and are absolutely proud of each other’s accomplishments. There really is power in numbers and strength within our family team.”

Stephanie & Jeremy Hart Forecast Realty, Inc. 2420 Carson St., Suite 120 Torrance, CA 90501 Tel: 310-918-6856 Email: shart@forecastrealty.com www.hartssellsouthbay.com CalBRE # 01338444 - 01806300

ExecutiveAgent Magazine

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ome years ago I wrote this Lincoln soliloquy for the training film “Lincoln On Communication” and subsequently incorporated it into my one-man play “The Wit and Wisdom of Abraham Lincoln.” It is included in Chapter 19 of Licoln speaks to leaders.

“Words have been used to encourage and praise me.

Words have been used to mock, attack, and wound me. But I have never lost faith in their power or their durability.

Words can reveal thoughts, conceal pain, paint dreams, correct errors, and pass along dearly bought lessons to the latest generation.

Words can transport knowledge from the past, interpret the present, and speak to the future. Words can erect walls between people, or build bridges.

Words can inflame passions or cool them, stir up the worst or find the best, pull down or build up, tarnish or cleanse, wound or heal.

The ability to use words can endear you to your fellows, win them to your side, and help you to rise to heights you may now only dream of. That happened to my father’s son.

Pursuing the mastery of words is worth the time, the money, and all the energy you can muster. What you invest will be repaid with interest compounded.

Build up your knowledge so that your words will be true.

Nurture your spirit so that your words will be true, kind, and wise.

The world may little note nor long remember what you say here. And yet it may. For words, once released, take on a life of their own, and find lodging in places and hearts you may never know. And after many days, those words may return to haunt you, or to bless you.

Think carefully before you let them go.

Gene Griessman, Ph.D. is a professional speaker and Lincoln portrayer. He is author of The Words Lincoln Lived By and co-author of Lincoln Speaks To Leaders: 20 Powerful Lessons From America’s 16th President, with Pat Williams and Peggy Matthews Rose. © 2009, Gene Griessman, Ph.D. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

The Power Of Words 14

ExecutiveAgent Magazine

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Written By Gene Griessman

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EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

MAGAZINE TM

MAGAZINE

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

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

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

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Cover Story

The

Hoffman Murphy Team

Executive Agents of the Month

ExecutiveAgent Magazine

By Haley Freeman - Ian Wiant Photographer

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the office and eventually developed a profound, mutual trust and respect that has lasted many years and provided the foundation for one of the most successful teams in the industry.

These extraordinary ladies share a passion for teaching and leadership. Marie is a Jazzercise instructor and Sue was a school teacher. Eventually, each of them acquired a real estate license and began working for RE/MAX. There, they became colleagues who supported one another professionally and personally. They started out by helping with each other’s clients when the other was traveling or away from

In 2004, first Sue and then Marie made the move to Keller Williams Realty. “Without coming to Keller Williams,” Marie says, “I am positive that the holistic nature of our lives and our career would never have happened. Reading ‘The Millionaire Real Estate Agent’ was the basis for our move to Keller Williams. I remember someone telling me when I first got into real estate, ‘You’re going to be unemployed after every closed deal.’

It is so easy to get caught up in the whirlwind of a deal until it closes. It’s important to stop and think about what you are doing to create a real business and an ongoing experience for your clients.”

arie Hoffman and Sue Murphy share over 50 years of combined real estate experience.

Together, they have a sales record that consistently places them in the top 1% of agents in the nation, and they have achieved the numerous awards and recognition that go with their rank. But theirs is not really a story about the numbers. Theirs is a story about the amazing things that are possible when likeminded people are bound by belief and purpose.

Team Owners Marie Hoffman and Susan Murphy ExecutiveAgent Magazine

The Hoffman Murphy Team from L - R: Kerri Henry (buyer specialist), Melissa Pilon (Director of Marketing & Client Care), Daryn Smith (Buyer Specialist), Marie Hoffman & Susan Murphy (Listing Specialists and Team Owners), Laura Grabher (Buyer Specialist), Danielle Glew (Lead Buyer Specialist), Carol Burke (Transaction Manager) Not yet formal partners, the ladies went to Texas to attend a training seminar with Gary Keller and Dave Jenks, co-authors of “The Millionaire Real Estate Agent.” They were deeply inspired by the people they met and made a commitment to model their businesses after the principles taught in the book, referred to by KW insiders as “The Red Book.”

By 2006, Marie and Sue began operating as an official team. Transitioning from solo agents to a cooperative team meant that they could create a better client experience and craft a better quality of life for themselves and their team members. They also embraced how much more they could accomplish as a unit than they could ever do on their own. “We recognized the power of the team concept of specialization. You don’t get to the Super Bowl with just a quarterback,” Marie explains. “We wanted to provide world class service to our clients and create an environment that allowed each of us time for our families and ourselves.”

Education and self-improvement are fundamental to carrying out the team’s mission to “provide world class service, exceed expectations, create wealth through real estate and achieve lifelong partnerships,” Sue explains.

“Most companies that provide mentorship like Apple or Google have a vision of training, consulting and educating the whole person. We are modeling ourselves after that.

This is an incredibly complex job, done right. We are our clients’ most trusted advisors, and the sale or purchase of a home is in the top five most important things you’re going to do in life. We educate our team to provide service to the whole person. This is not just the sale of a house – there is a life or lives that stand in front of it,” Sue says.

The team has formed its own book club and is currently reading “The Nordstrom Way.” They read a chapter a week and then come together to discuss it. This is just one way that the team is learning together and focusing on the same messages and goals, further contributing to its cohesion and productivity.

ExecutiveAgent Magazine

sincere integrity and client satisfaction Using the models of Keller Williams and the Millionaire Real Estate Agent, Sue & Marie have developed a team of specialists, in which every team member is a talented well trained individual with specific areas of expertise.

Their highly trained team of buyer specialists (consisting of Daryn Smith, Danielle Glew, Laura Grabher & Kerri Henry) concentrates on working with buyers to find just the right home and negotiating successfully to obtain that home! Their full time administrative team (consisting of Melissa Pilon & Carol Burke) enables the entire team to deliver world class service day in and day out. As the team owners, Marie & Sue concentrate on consulting with home sellers, networking with other agents, and training and consulting the entire team. The first additions to the Hoffman Murphy Team, Carol Burke and Daryn Smith, remain with them today. Marie says, “All of the members of our team are women, and they share a lot of responsibility in their roles as moms and wives and aunts and grandmothers. An important part of our work is helping them to achieve their goals, too.”

Due to their extraordinary accomplishments, Marie and Sue are also members of Gary Keller’s mastermind group.

They have the privilege of meeting regularly with over 135 agents from around the country and the world to share

their successes and insights. The company actively fosters an environment of sharing and learning among its agents, which Marie and Sue strive to give back to their home team and clients.

It is as if their journey has come full circle, as Marie and Sue are currently participating in brainstorming sessions with the company’s top agents who are assisting in refining a new edition of “The Red Book.” This is a meaningful opportunity for them to share their legacy with the next generation of agents, helping others to find success based upon the principles they learned when they first joined the organization.

Marie and Sue strive to provide learning opportunities to all people within their sphere of influence, including their clients and the community at large. They host regular, well-attended seminars on a variety of topics including decluttering your home, gardening and caring for aging parents. “Whatever we are struggling with or learning about, we always think about who else we can bring along with us who could also benefit from that process,” Sue explains. “We also want to spend time with our clients, passing on some of the things that Keller Williams has taught us about recruiting, selecting, training, leading and motivating people.”

ExecutiveAgent Magazine

The team also spends its time and resources working together to support the community. As local residents of the South Bay, they all feel a deep connection there with home and family. A portion of the team’s proceeds go to the Children’s Hospital of Los Angeles, an organization that Marie and Sue have been supporting since their days at RE/MAX. Education is another cause that is enthusiastically supported by the team by means of giving to the Redondo Beach Education Foundation. Both of Marie’s parents were school teachers. “Teachers are truly the unsung heroes in our world,” she says. “I remember my mom spending her own pocket money to buy paper and pencils. Today, hiring a teacher often depends upon outside resources. The money we donate goes directly to doing that. We make sure that our clients know that their transaction will not just affect them personally, but will also make a contribution to their community. We all live in the neighborhood we help to support.”

Another important component of the Hoffman Murphy Team’s practice philosophy is their commitment to celebrating life. Instead of waiting to celebrate the end goal, the team often comes together to acknowledge their accomplishments along the way. It is not just about reaching goals and hitting the numbers, it is also about acknowledging the people who make it happen and honoring the process.

Celebrations usually involve one or more of the ladies’ four greatest pleasures: food, wine, shopping and massages.

Marie says, “In this work-work culture, it is important to surround yourself with people who remind you to stop and put your toes in the sand.”

ExecutiveAgent Magazine

The Hoffman Murphy Team Keller Williams Beach Cities 1500 Pacific Coast Hwy. Hermosa Beach, CA 90254 Tel: 310-939-9393 info@hoffmanmurphy.com www.HoffmanMurphy.com CalBRE # 01070673 - 01008829

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The Two Choices We Face

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ach of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less.

To try less and discipline ourselves less. These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice.

To do or not to do. To be or not to be. To be all or to be less or to be nothing at all.

Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every moment that we can, the best that we can, for as long as we can?

Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings.

Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results!

And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become.

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! CopyrightŠ 2001, Jim Rohn International. All rights reserved worldwide.

For information about Jim’s keynote presentations and seminars, please contact the Frog Pond Group at 800-704FROG (3764) or email Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

Written by Jim Rohn ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Written by Shannon Hartsoe

Don’t you deserve a winner representing your best interest?

Exactly!

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Martucci Angiano

his veteran real estate agent believes her clients’ needs come first, so when buyers find a neighborhood they love in a price point that fits their budget, Martucci truly goes the extra mile to find that perfect home. “If we can’t find one that’s on the market, I put my walking shoes to good use,” she laughs. “I’m not afraid to walk the neighborhood, letting residents know I have a ready and willing buyer. You’d be surprised at how

many transactions I’ve closed using this method.” One memorable client, an executive with American Express, was previewing a vacant home with Martucci when he looked out across the lot and saw an adjacent home with perfect landscaping and his preferred style of architecture.

“He said to me, ‘Martucci, if you could find me a house like that, I’d buy it today,’” she says. “So I said, ‘Hold on, I’ll be right back.’”

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Takes Door-Knocking To A Whole New Level She went to the home, told the owners who she was and what she was doing. The couple was surprised, but receptive. Having recently built another home, they invited Martucci and her client in to talk. Within 30 days they had closed escrow and everyone was happy.

That resourcefulness doesn’t just extend to her buyers, however. For more than 20 years, Martucci has been representing luxury properties of distinction throughout the Orange County region, specializing in executive homes, ranch homes, coastal properties and luxury estates as well as 1031 exchange and relocation clients. Today, she uses the experience gained from literally hundreds of transactions to help her clients buy or sell these upscale properties.

“When I started out in real estate, I hit the ground running,” she recalls. “I knew then that there were no shortcuts to success and no substitutes for hard work.”

Through a finely-tuned, customer-centric philosophy, Martucci has cultivated a thriving repeat and referral client base and has earned multiple awards, including the prestigious Orange County Business Journal’s “Women In Business Award.” But Martucci has always been a bit of an entrepreneur. As a child her favorite game was Monopoly and she got her first taste of sales when she was only 10.

“I wanted to sell greeting cards when I was in elementary school, but in order to convince my parents to give me permission to invest in these cards and allow me to go door to door, they had a little bit of preparation they wanted me to do.”

Before she was allowed to embark on her first sales job, her parents encouraged her to learn about the holidays represented in the cards, and research all of the reasons her product was better than others on the market. She also began offering personalization for her clients, an “addedvalue” over her competitors.

Those lessons stayed with her. Martucci co-founded Bodega Chocolates, where for 14 years she headed up the national and international sales and marketing departments. Her business acumen propelled that company to a spot among the world’s most loved chocolate companies – twice earning No. 1 in Bon Appetit’s list of the worlds’ best chocolates and once landing on National Geographic’s list, coming in at No. 2. “We beat out Godiva, which came in at No. 7. Not bad!” she laughs.

Today, Martucci ties all of her experiences into one exceptional package for her customers, creating an expectation of excellence for her buyers, sellers and her fellow agents.

“I believe that we do best as Realtors® when we realize we’re in collaboration with each other, rather than in competition,” she states. “The ultimate goal is to achieve the best for our respective clients in a fiduciary manner and with the highest level of integrity. Wholly focused on their interests and complete satisfaction, enabling all parties to walk away in a win-win situation.”

As an agent with First Team Real Estate, her attention to detail, work ethic and tenacity have made her one of the top agents at First Team Estates, a division of First Team Real Estate in Laguna Niguel. Martucci believes the company is a perfect match for her way of doing business.

“Our local focus and global reach, combined with the comprehensive approach to world-class service and real estate data analysis is unparalleled in the market,” she says.

“As the exclusive affiliate of Christy’s International Real Estate in Orange County we are the market leader in luxury properties, which means I provide my clients with a high level of service in this market.”

Her high energy and enthusiasm, coupled with her unyielding determination, has elevated her to the highest echelon within the industry. But for Martucci the only accolade that matters is a satisfied client.

“My clients know that I care about the industry I’m in,” she says, “and I care about them.”

Martucci Angiano First Team Real Estate 34251 Golden Lantern #210 Laguna Niguel, California 92677 Tel: 714-330-7828 Email: Mar2ucci@gmail.com Web: www.Martucci4u.com CalBRE # 01145304

ExecutiveAgent Magazine

EA

Creating A Positive Attitude To Achieve Positive Results

T

he grandfather of a friend of mine always said, “Can’t gets nothin’ done.” And boy, was he right.

Basically, he was saying that if you say you can’t do something then you can’t. What you think determines your level of success. If you think you can’t do something – you’re right! If you think you can do something, then anything is possible – you’re right!

It all depends on your attitude. Attitude will lift you up or shut you down. Nothing can stand in the way of the person with a positive attitude. Nothing can stand in the way of the person with a negative attitude. Attitude is the number one reason individuals succeed or fail. So, to guarantee success, to make sure you get everything you want and deserve in life, check your attitude.

Your attitude determines the state of world you live in.

It is the foundation for every success and every failure you have had and will have. Your attitude will make you or break you.

Attitude creates the way you feel about people and situations. Your actions are a result of your attitude, which, in turn, creates a reaction from others. So, basically, what you think . . . you get. It is your attitude toward others and the Universe that determines the resultant attitude toward you. Incorporate a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin.

beliefs are reinforced – you expect the worst – you get … . . . Got the picture?

So, How Do We Shift Our Thoughts And Create A Positive Attitude? It takes work, but creating anything of value takes work. In order to have a new attitude we have to change our subconscious thinking. How do we do this? By analyzing every thought we have until positive thinking becomes habit. You’re merely replacing an old habit with a healthy habit, much like replacing exercise for smoking.

You can’t just stop being negative – you have to replace those negative thoughts with positive ones.

Some people would say, “But negative situations are a reality. They just show up in every day life.”

This is absolutely not true. Situations are a reality, yes.

They do show up. It is your ATTITUDE that makes a situation positive or negative. It’s time for you to realize that YOU are in control of how you think and feel – no one else on earth has this power unless you give it away.

Take control of your attitude, and you take control of your results.

“Your state of mind creates the state of your results.”

In closing this week, I’d like to offer an exercise that I’d like you to complete in the week ahead:

I know it sounds simple, but the truth is….it IS simple!

Where Do Negative Attitudes Come From In The First Place? Negative attitudes come from thinking negative thoughts over and over until they have become a part of your subconscious – they’ve become habitual, a part of your personality. You may not even realize you have a negative attitude because it’s been with you for so long.

Once you have a bad attitude, you expect failure and disaster. This expectation turns you into a strong magnet for failure and disaster. Then it becomes a viscous circle.

You expect the worst - you get the worst - your negative

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Think about specific problems you have had in the past. Maybe you were fired from a job. Maybe someone you loved ended your relationship. Perhaps a co-worker took credit for your work. Or you had a flat tire on the way to an important meeting. How did you react to these perceived problems? Did you control these situations or did you allow your perception of the situation dominate you?

I use the word “perception,” because that’s what problems are – they are simply situations that you

ExecutiveAgent Magazine

EA

Written By Mark Hansen

perceive as being difficult. But situations are neither bad nor good, they just are. YOU are the catalyst that turns a situation into a negative or a positive experience. You are the one who is in control of your own perceptions. You, no one else, is responsible for how you respond. Life is not predictable and most people immediately create a negative situation when thrown a Universal curve ball.

As an exercise, the next time a situation occurs in your office or home – step back, stay calm, stay quiet, and stay in control of your emotions. Watch how those around you allow their negative attitudes to control a situation that could have just as easily been positive.

Then while others are running around, talking about how bad things are – come up with a positive solution.

Smile and tell them how pleased you are that you have this opportunity to be in this situation. Of course, they’ll probably think you’re a little crazy, but that positive, can-do attitude will be contagious. You’ll see how

quickly the negative energy shifts when treat a situation in a positive manner.

Creating a positive mental attitude takes exercise. It’s all about realizing that situations are going to arise and you have two choices – you can either join the masses and choose the old, negative, self-defeating way of thinking; or you can meet situations head on and see them as opportunities to flex your positive mental muscles.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com.

Copyright© 2005, Mark Victor Hansen. All rights reserved.

For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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COMING SOON

A powerful housing market research tool to help you win more business!

A FREE Members-Only Benefit from the Pacific West Association of REALTORS®

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• EMPOWER YOUR CLIENTS WITH USEFUL STATISTICS TO HELP THEM WITH THEIR HOME

BUYING OR SELLING DECISION. Data is provided directly from CRMLS – so you know your clients are receiving only the most timely and accurate information!

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Pacific West Association of REALTORS® | www.pwr.net

EA

Beyond Diversity Training

A

s the profile of our communities and workforces changes, understanding and developing skills for working environments and consumers is becoming more critical to the economic bottom line of organizations.

The first step many organizations begin with is Multicultural or Diversity training, to bring awareness to the changing consumer and workplace teams. Interestingly, this is where many initiatives start and stop, with the assumption that a one-day session is all that is needed to generate more leads and expand the workforce.

Successful organizations understand that Multicultural outreach is more than just celebrating differences once a year. An organization must establish a “strategic intent” with strategies and tactics that move beyond awareness and create economic opportunities for the organization.

Understanding the Economics The economics of the Multicultural markets is one major oversight that organizations often make when considering the formulation of a Multicultural plan. The buying power among Asians, Hispanics and African-Americans over the next 5 years is expected to grow several hundred percent beyond that of the traditional non-Hispanic consumer.

The argument most often made is that Multicultural homebuyers require more time and effort to get to closing.

What those rushing to the next transaction fail to realize is that the relational equity built during that extra time will generate more leads and referrals than they can possibly imagine because Multicultural homebuyers are very loyal consumers.

Cultivating Top Producers It is no secret that when teams share the same ethics, values, and vision, they succeed as a group. Understanding and appreciating diverse thinkers, languages, and cultures, makes for insight that may create profitable changes to customer segments you may have overlooked.

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Stereotyping limits access to top producers and ultimately your consumer audience. People tend to presuppose the capabilities of Multicultural professionals because of their accents or the way they dress. When homebuyers can relate to individuals who share their method of communication or understand their cultural nuances, they gravitate toward that individual. Known as the “similar-to-me effect,” managers often recruit real estate professionals who are most like them and not one that necessarily relates to the home buying audience. Consider hiring professionals that have those language and cultural skill sets and more importantly, provide them with the necessary tools to serve the Multicultural home buying audience.

Creating a Plan As with all business development or marketing programs, a sound strategic plan should be formulated to insure the success of any initiative. Multicultural outreach plans are no different and should be approached with the same tactical formula of establishing a mission, vision, and strategic intent. More importantly, create measurable strategies, tactics, and accountability metrics for those involved in the initiative.

Many Multicultural initiatives fail simply from a lack of planning. Sadly, the initiative is often left up to someone in marketing who is commissioned with creating collateral material and then hoping that something sticks. Be strategic and tactical and measure your efforts as you would any other initiative but also factor in the language and cultural dynamics that go along with the growing, economically influential Multicultural consumer.

Oscar Gonzales, Ph.D. is president of The Gonzales Group, a strategic consulting firm to the real estate industry specializing in the ethnic markets. © 2008, Oscar Gonzales, Ph.D. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

ExecutiveAgent Magazine

EA

Written By Oscar Gonzales

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

South Bay Association of REALTORS where every member matters

Why Join SBAOR? • • • • • • • • • • • •

Education and Professional Designations-many at little or no cost to OUR members A wide variety of real estate technology courses and training Extensive commercial education series at no charge to OUR members A vast selection of training courses provided free to OUR members Professional Standards Enforcement and Mediation Services Local Political Advocacy for the direct benefit and protection of OUR members and homeowner rights Tips and guidance with city selling issues SBAOR REALTOR® Store stocked with everything OUR members need Valuable Information sent out to OUR members via email daily Full Service Staff to assist OUR members Courses, panel events and networking for residential, commercial & global real estate Community Involvement - a way for all of OUR members to give back to the community

Why Use California Regional MLS? “Dedicated to making a REAL difference in the day-to-day business of OUR members” • • • •

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Join the SBAOR and CRMLS TODAY to take advantage of ALL of the FREE member benefits!

Call us for more information and competitive pricing!

310-326-3010

Look to Kinecta – Standing strong for over 70 years.

The mortgage industry has been weathering stormy waters in recent times. Many lenders have significantly reduced their product offerings… some have even abandoned ship.

You need a partner that you can count on to stay the course.

Kinecta has been standing strong since 1940 and is one of the nation’s largest credit unions. Our solid financial foundation allows us to provide a full array of mortgages to homebuyers. Ranging from conventional, government, jumbo, and even niche product offerings, Kinecta will give your clients options to help them choose the right mortgage solution.

Homebuyer offers: • $500 off loan closing costs1 • 21 day loan closing guaranteed1 • 0.75 point discount on conforming loans and super conforming fixed rate loans2 • 0.125% rate discount on Jumbo Loans • Loans up to $3 million

Visit the Kinecta booth at the CA Association of Realtors Expo Anaheim Convention Center, Oct. 7-9 Contact me today!

Duane Reddington, Mgr. Mortgage Loan Sales tel: 310.643.2238 • NMLS# 410579 Duane.Reddington@kinecta.org www.kinecta.org/dreddington Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 2) 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock.

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