SEPTEMBER 2016 CALIFORNIA EDITION

EXECUTIVEAGENT MAGAZINE

Executive Agents of the Month

Inside Features: Carlos Gutierrez Coldwell Banker Dwight Heard Heard Real Estate Thomas McEachern Bullock Russell RE

TM

Let our team exceed your expectations and deliver unparalleled customer service.

Call us today to see how we can help take your business to the next level.

100 Spectrum Center Drive, Ste. 250, Irvine, CA 92618

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

Executive Agents of the Month

20 19 Christina Curnyn and Doug Merlino, Jr.

Christina & Doug Brokers

Professional Profiles

14

4

10

6

Carlos Gutierrez

Dwight Heard

Thomas McEachern

Coldwell Banker Town & Country

Heard Real Estate Company, Inc.

Bullock Russell RE

ExecutiveAgent Magazine

September, 2016 - California Edition Editorials

E XECUTIVE AGENT

TM

MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

30

Expanding Your Vision And Ideas...

-Tony Alessandra

12

Time Management Tips -John Boe ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

16

Wanna Sell More? Polish That Sales Presentation!

-Linda Brakeall

Finance of America Mortgage...........................29 i Photography Studio.............................................25 Kinecta Federal Credit Union...............................40 PWAOR...................................................................28

32

Successfull Selling...What Does It Really Take?

-Bill Brooks

SBAOR....................................................................38 The Termite Guy......................................................3 Ticor Title Company....................................................39

8

The Challenge To Lead -Chris Widener

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, Julie Brown

36

Business Vision...Is Where It All Starts -Dirk Zeller

© Copyright 2016 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.

26

Using Your Time -Zig Ziglar

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

DWIGHT HEARD Written by Haley Freeman

F

ew real estate professionals can say that they have helped three generations of people to achieve their dreams. Dwight Heard, broker/owner of Heard Real Estate Company in Long Beach can. For 34 years he has helped area families find the right home for their current needs, while building a legacy for the future.

When Heard wanted to buy his first property, he decided it would be best if he obtained his real estate license in

order to fully understand the process and have unfettered access to listings. Although he was an aerospace engineer educated at California State University, it didn’t take long for him to realize that real estate was his true calling. For a while he managed both professions, and he ambitiously pursued his broker’s license so that when it came time to make the break and go full-time, he would have both the experience and the credentials to represent clients with the utmost professionalism.

ExecutiveAgent Magazine

EA

Realtor® for a Lifetime After six years with a major franchise brand, Heard made the decision to strike out on his own. “I wanted to serve my clients the way an attorney serves their clients. I wanted to have an office where we could sit down together and I could advise them on a one-to-one basis. That’s also why I got my CRS and GRI designations.”

Heard has always elected to keep his operation small, preferring to give his clients high-quality, personalized attention. He has adopted new technologies to make processes more efficient, and he has developed long-term relationships with a team of reputable industry colleagues who treat his clients with the same level of care and professionalism that he does. “I have been working with many of the same people for over 25 years. I know that when I turn a client over to them, they will give them the same manner of service I provide. And if a transaction needs special attention, they will do whatever it takes. I can’t think of anything a big brand can do for my clients that I can’t do.”

Heard contends that the foundation of his business is meeting people right where they live. “When I first got into the business in the early ‘80s, I fell in love with door-knocking. A couple of things can happen. Even if the person doesn’t want to sell that house, they may have another house to sell. Or if they don’t, they may know somebody. It gives me an opportunity to give them a business card. I think it’s important that they get to see my face.

I can source 90 percent of my business back to meeting somebody at a door I knocked on. I just closed a transaction in Chino that was the result of a door I knocked on in Carson back in 1991.”

While Heard’s office is located in Long Beach, Carson has been his primary geographic hub for many years.

However, he is always prepared to assist clients wherever they may need help in the surrounding cities and counties.

Heard has been married for 35 years, and he is the father of two daughters. “My life outside real estate is basically my family and my church. I love to read and exercise. From Mike Ferry I learned to structure my life on the five equities of life: physical, mental, spiritual, family and financial.

I enjoy solitude and things that help me quiet my mind. I also like to stay up on trends in real estate and the community so I can continue expanding on what I have to offer my clients.”

Inspired by his hard-working mother and grandmother, Heard is especially passionate about helping single mothers become home owners. “Every time it happens I get emotional, because you know you’re changing somebody’s life. When a single mom goes from renting an apartment to giving those kids a yard to play in and an estate for the future, it’s priceless.”

Heard has singlehandedly improved the lives of hundreds of people through his caring and conscientious real estate representation. “I think there’s only enough time in a lifetime to be really good at one thing. Once I became a real estate broker, I realized there was no other profession for me. I love what I do. I’ve done transactions for three generations of people, sometimes in the same family. I’ve always placed my clients’ interests and goals first. That’s how you earn a client for life.”

Dwight Heard, CRS, GRI-Broker/President Heard Real Estate Company, Inc. 4000 Long Beach Blvd., Suite 211 Long Beach, California 90807 Tel: 562-424-0768 Cell: 562-760-3130 Email: DwightHeardRealEstate@gmail.com Web: www.DwightHeard.Realtor CalBRE # 00816094

Heard’s success in real estate is based on simple things.

“I always keep my word and do what I say I’m going to do when I say I’m going to do it. That’s all a customer wants.

And if I make a mistake, I call them right away. I believe bad news shouldn’t have a shelf life of more than a minute.

In real estate, all you have is your word and your reputation. Other than that, there’s nothing that separates you from anyone else.”

ExecutiveAgent Magazine

EA

Written By Chris Widener

8

ExecutiveAgent Magazine

EA

The Challenge ....To Lead T

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.

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.

Our families depend on it.

Our community groups depend on it.

ExecutiveAgent Magazine

9

E XECUTIVE AGENT

TM

MAGAZINE

Thomas McEachern Written by Haley Freeman

C

reating Quality Relationships. “Appreciate the opportunity to be of service to others, love what you are doing and hire brilliant people.” These

words beautifully sum up the spirit with which Thomas Oliver McEachern greets each day in real estate. A vibrant young professional at Bullock Russell Real Estate Services, Thomas is consistently exceeding the expectations of clients and colleagues with his authentic and wholehearted dedication to creating quality relationships.

The child of real estate investors, Thomas grew up with a first-hand appreciation for the business. He spent many summers painting and fixing up houses and many weekends touring model homes. Thomas obtained his real estate license while earning his degree in business, and his extraordinary ambition got him noticed

by Arnel Commercial Properties, a company owned by Forbes List billionaire George Argyros. Thomas made the most of this unique opportunity and gained invaluable mentoring and experience that distinguish his residential real estate practice today.

“I spent a year-and-a-half there showing commercial property,” he recalls, “and it was great to have that corporate experience early in my career. COO Mark Sanquist took me under his wing, and after that, my confidence shot through the roof. I gave quarterly presentations with Mr. Argyros right in front of me. I got to know him and noticed that a lot of his tenants and people in his life were relationships he had created and preserved over many years. He gave everyone the white glove experience, and he treated everyone with respect. He was focused on relationships.”

ExecutiveAgent Magazine

Thomas was astute enough to take the lesson and build on it. He went on to earn an executive certificate in negotiations from the University of Notre Dame and to work as a sales associate for legendary real estate trainer Tom Ferry. “I learned amazing sales techniques and how to speak to people and be in tune with them. Working with Tom Ferry ignited me like no other – his energy, his work ethic – he lives and breathes what he does. I knew this is how I have to be. I have to give it my all to be successful.”

Working with Bullock Russell, Thomas has found a real estate company with the infrastructure, reputation and client-centric culture to support him in fulfilling his commitment to service excellence. “I have a whole team here, including a contract manager, a transaction coordinator, a graphic designer and a marketing department. With their help, I am able to go out and create more relationships and help more clients.”

For Thomas, being relationship-oriented means focusing on the people he meets and listening for how he can be of service. “I’m observant, and I don’t always say a lot.

But if you pay attention, people tell you what you need to know. In my farm area of Ladera Ranch, I hit 700 doors every month in order to create relationships in my community. I have my greatest success when I’m in front of people, and they can see who I am.”

through his lens now. The things that make him happy are our happiness, and his smile is so precious.”

When people choose Thomas as their Realtor®, or they refer their friends and family, they can feel confident that they are in the best of hands. As part of his commitment to building quality relationships, Thomas has also created a new BNI networking group in Irvine called New Era BNI. “I’m all about referrals, and I believe in the ‘givers gain’ mentality. Our group is mostly made up of millennials, and we are looking to dominate our space, but in a way that hasn’t been done before. People need to feel that they have won, especially when they refer business to me.

I want them to look good, too, and that means performing at a higher level than they even expected.”

Thomas says he is in real estate for the long haul. This is both his livelihood and the foundation for the legacy he is building for his family. “My relationships mean more to me than any commission. I am out working to create as many relationships as I can, so that I can build something for my family and also have the resources to give to others in need. God willing, I plan to be here to serve this generation and the next.”

That’s because Thomas is both authentic and fearless.

He posts numerous, live Facebook videos that allow people to get to know him in a real way and generate trust before they have even met him. Thomas also enlists the help of his baby son, Liam. “I bring my son when I go out door-knocking. I wear him on my chest and say, ‘This is Liam. He’s a Realtor®, and I’m just his assistant.’

Clients love it. When I do showings they ask me, ‘Are you bringing Liam today?’ I’m building a legacy for him to take over someday.”

Thomas and his wife, Lindsay, live in Ladera Ranch, where they are actively involved with their church and community. “We bought our first home here a couple of years ago. We love taking Liam for walks and seeing life

ExecutiveAgent Magazine

Thomas Oliver McEachern Bullock Russell Real Estate Services 30342 Esperanza Rancho Santa Margarita, CA 92688 Tel: 714-623-2378 Email: Thomas@bullockrussell.com Web: www.ThomasMcEachern.com CalBRE # 01869565

EA

Time Management Tips

E

veryone is given exactly the same amount of time each day. It is up to us to manage this time as we would any other precious, nonrenewable asset. In the world of commission sales, time is indeed money! Time management is at the very core of being a successful salesperson. Effective salespeople know how to concentrate on results while ineffective salespeople concentrate on just being busy.

Counting time is not nearly as important as making time count. Effective salespeople focus on task achievement rather than tension relieving diversions. By incorporating the use of proven time management techniques into your daily routine, you will earn more money and experience less stress in your life.

Avoid procrastination in all of its attractive forms.

Learn to separate the important from the unimportant and develop a “Do it NOW” attitude. People manage time by managing their activities and managing activities begins with planning. Effective time managers understand the importance of “planning their work and

12

then working their plan.”

It is up to you to respect time and give it both meaning and value. If you want to know the value of a year, ask a P.O.W. that has lost his freedom. If you want to know the value of a month, ask a mother that has given birth to a premature baby. If you want to know the value of a week, ask the editor of a weekly newspaper. If you want to know the value of a day, ask a schoolboy on the last day before summer vacation. If you want to know the value of an hour, ask a criminal sentenced to death. If you want to know the value of a minute, ask a person that just missed their flight. If you want to know the value of a second, ask a person that just avoided a serious car accident. If you want to know the value of a millisecond, ask an Olympic silver medalist.

1. Plan your day the night before. List and prioritize the top five objectives you desire to accomplish when you get to the office. Start with the number one item on your list and stay with it until it is complete. Try to do the most difficult tasks first.

ExecutiveAgent Magazine

EA

2. Your first priority as a salesperson is to make appointments. If you do not have an appointment with a prospect, then get on the phone and make one. I recommend you make your phone calls in the morning when you are fresh and alert.

3. Let your friends and co-workers know when you do not want to be disturbed. Close your office door and stay focused on the task at hand. An open door invites continuous distractions.

4. Get to the office early. You will never be successful in the sales profession if you get into the habit of coming to work at the “crack of noon.”

5. Avoid long personal phone calls, lunches and coffee breaks. How much of your day do you spend with a client or actively prospecting for new business? You may want to start an activity log and track how you spend your time.

of doing administrative duties and paperwork. Salespeople historically tend to hide behind their paperwork. Focus your efforts on the things that you are licensed or hired to do and consider employing someone else to handle your paperwork. If you have any doubt, ask yourself “What is the best use of my time right now?”

John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International.

All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com

6. Delegate, delegate, delegate. Avoid the temptation

ExecutiveAgent Magazine

13

E XECUTIVE AGENT

TM

MAGAZINE

Successful by Design Written by Haley Freeman

T

op-producing Realtor® Carlos Gutierrez at Coldwell Banker Town & Country is successful by design. He has spent 18 years perfecting his understanding of real estate and developing winning strategies to help sellers get the highest price for their home and buyers find the right home for their lifestyle and budget.

Carlos began his real estate career investing in income properties with his wife, Marla. It wasn’t long before friends began asking if he could help them make the same kinds of profitable investments. “I’m really passionate about what I do,” he says. “Real estate has been a great

wealth-building tool for us, and I’m happy to share it with other people. When I tell people about it, they see the enthusiasm I have.”

Since joining Coldwell Banker in 2011, Carlos has taken his business to the next level. He has been strategically building his personal brand alongside Coldwell Banker’s nationally and internationally recognized name, and utilizing the best technology tools to inform people in the Inland Empire and beyond about his award-winning service.

“I pride myself on my integrity in my business, and my reputation is clean and strong. My goal is to under promise and over deliver at all times. That means always being honest with people and always being in communication. I’m constantly reevaluating and asking myself and my clients what I could do better. I really care about people and the experience they have working with me, and I like to think that comes across.”

Carlos Gutierrez

Detailed reviews from clients spanning first-time homebuyers to savvy investors clearly demonstrate their heartfelt appreciation for Carlos’ unparalleled professionalism. One wrote: “Carlos helped me buy a home half way across the country as a first time home buyer. That alone should say a lot about his work. I appreciated his professionalism in every encounter we had.”

ExecutiveAgent Magazine

EA

Another said: “I have been a real estate investor for over 25 years and have hired countless Realtors®. Carlos Gutierrez is absolutely among the very top tier of any I have ever encountered. He provided thorough, knowledgeable market data for me, and his seasoned input regarding the salability of my rental property within two hours of my initial contact. Carlos’ keen marketing strategy and his extensive network of relationships with potential buyers resulted in me getting an all-cash offer on the very next day! Two weeks later, escrow closed. Deal done without a hitch! I cannot say enough about Carlos’ perfectly responsive, easy-access communication, professionalism and his extreme honesty and integrity, even when it could affect his own profit. He is an awesome pro with whom I am thoroughly pleased. This is a 100% real review from a 200% satisfied client!”

While listings are the core of his business, Carlos also works with select buyers. But as demand for his service is rapidly increasing, he is building a solid team that will expand to include more buyers’ agents and another assistant this year, freeing him to continue giving his clients proactive representation. His comprehensive service includes a proven 12-step marketing and advertising plan, designed to sell every home quickly and for top dollar. “I provide staging, professional photos, and I pay for premium advertising on websites so my houses pop up first. I also canvass the neighborhood and do old school open houses. My reputation grows every time I can sell a property for top price, and people feel more confident using me.”

photographer. “My photographer is invaluable. I’ve been using him for eight years, and his photos are amazing. I go to all of my photo shoots and work with him to make sure the lighting is right and the home is model quality.”

Carlos describes himself as a well-rounded person whose “drive comes from within and from my parents, faith and the support of my family. My parents set me up for success, but I’m also a very spiritual person. I pray all the time for guidance. My wife is awesome and helps to balance my energy and risk-taking. We have a full house with three girls and a dog, so our lives are always busy! But I’m also involved with different cultural and artistic areas of life, and my guilty pleasures are cars and watches. I like to pursue many different interests.”

By designing a real estate practice founded on his commitment to uncompromising excellence, Carlos is delivering on what he promises to clients while living a life he loves. He sums up, “When you help people reach their goals, the success will follow.”

His extended team includes a number of results-driven colleagues who share his commitment to ethical and reliable service. He has longstanding relationships with lending, escrow and title professionals, as well as a talented

ExecutiveAgent Magazine

Carlos Gutierrez Coldwell Banker Town & Country 501 W. Redlands Blvd., Suite A Redlands, California 92373, USA Tel: 951-522-8059 Email: Carlos.ierealtor@gmail.com Web: www.ierealestateagency.com CalBRE # 01461743

EA

Wanna Sell More?

Polish That Sales Presentation!

16

ExecutiveAgent Magazine

EA

S

ales people ( in general ) hate to prepare presentations. They say: “I don’t want to sound canned!”

“How can I do a standard presentation? The customers are all different!”

While all of that is very true, it is also true that the top 20% of all salespeople (the ones who are making 80% of all the sales!) USE prepared presentations! They know a secret the average salesperson doesn’t know. You can’t perfect an ad lib!

We all have perfected certain little pieces of our presentations; good illustrations, funny or touching stories. What if your whole presentation was that good? How much would you be selling this month?

Start to develop a system today: Gather all your promotional pieces, brochures, trade articles and statistics in one file. Keep a pile of index cards with you and every time you have a good idea, remember a good story or think of a new way of explaining the features and benefits of your product, write it down! One idea per card.

The next step is to actually say it out loud into a tape recorder and then listen to it. Would you buy your product if you heard that presentation? What else needs to be included? Read ads, listen to the info-mercials (they are MASTERS at selling!) Keep refining and polishing that presentation till you are happy and proud of it and it does the job!

When you are finally comfortable with your presentation, (which DOES change every time but the elements are always the same) you will be free to concentrate on the prospect and turn him into a client! Remember: Powerful Presentations Produce Powerful Results!

Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored 99 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. You can find out more about Linda and what she can do for you at http:// www.lindabrakeall.com

When you have dumped your brain on the cards, arrange them logically and you are on your way to a dynamite prepared presentation that will give you consistently wonderful results!

ExecutiveAgent Magazine

17

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: FArrias45@gmail.com Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

participate in a high school exchange program. She later graduated from business school in Brazil, before returning to the U.S. for an extension course at UCLA. Christina saw the tremendous opportunities for investing in California real estate, and she and her husband began building their own portfolio. It wasn’t long before she decided to get her license, and in her first year as a Realtor®, Christina became the number one agent in her office.

B

rokers Christina Curnyn and Doug Merlino, Jr. prove that in real estate, the focused care and expertise of two dynamic professionals are better than one. Together they create an experience for their clients that is unmatched in the industry, one that is powered by their outstanding personal values and their unique individual strengths.

Christina was born to Italian parents in Brazil, and as a teenager she courageously ventured to the United States to

Doug was born and raised in Huntington Beach to two parents who are real estate brokers. He earned his degree in business and marketing at Cal Poly, Pomona before beginning his career as a teacher and then as a sales representative for Eastman Kodak. He found that he had a true gift for sales, and that knowledge combined with his parents’ lifelong instruction to always invest in real property moved Doug to pursue a real estate career. After selling nearly $4 million in real estate during his first six months in the business, he knew he had found his calling. Doug, his wife, and their 3 ½ year old daughter are still local residences.

ExecutiveAgent Magazine

Christina and Doug met at his father’s company, The Brokers Group, a real estate cooperative for independent brokers in Huntington Beach. Based upon their harmonizing ethics and mutual expertise in Huntington’s Seabridge community, they decided to join forces to create greater results than either could accomplish on their own. They set a goal to sell two homes together in Seabridge in 2015 and ended up selling 20 instead! In 2016, they are on track to liberally exceed that number. Their listings are on the market for an average of only 11 days in a space where most listings remain on the market for an average of 103 days, all while setting the highest price sales in the community!

What makes this real estate duo extraordinary is the combination of their shared commitment to excellence and their distinctive, individual talents. Christina says, “Integrity always comes first, and I trust Doug completely.

I know that he is always reliable, and our clients trust him, too. He is a very good negotiator, detail-oriented, and he has a way of making clients feel comfortable. He’s also fun to work with! I’m a very positive person, and I like to be around other positive people. These things all make him a great business partner.”

“Christina is one of the most professional Realtors® I know,” Doug says. “She’s positive and always smiling.

And she’s the best negotiator I’ve ever seen. I don’t know how she does it. We recently purchased an investment property together, and she sat at the table with the sellers and got the price down another $30,000. That helped immensely with our margin for fix-up and sale. She creates the same kinds of results for our clients. She’s able to save deals because she never gives up. Her design background is also a great asset.”

ExecutiveAgent Magazine

The Power of Two Because Christina and Doug are both investors in real estate, clients have the confidence that comes from working with professionals who believe in what they sell. They each understand exactly what clients want and need from their Realtors®, and they earn repeat and referral business by consistently exceeding their clients’ expectations. “Doug and I are both innovative and creative, and we always think about the customer first,” Christina explains. “We are our own boss, so when people hire us they deal directly with us. When they give us their transaction, they don’t have to worry about it. The deal will get done.”

“We are the decision makers and the point of contact for all clients,” Doug adds. “Even though we have people working behind the scenes, the client will never meet them. We are the ones who answer calls and texts, who sit at open houses and negotiate on their behalf. We are the face of their home. We pick neutral, third-party escrow with the best fees and choose the best title rates. Our

goal is to eliminate unnecessary fees and earn our clients’ future business.”

Together, Christina and Doug go the extra mile to provide clients with first-class marketing of their home.

Their comprehensive service includes soft staging from Christina’s inventory of furnishings and accessories, and professional photography that captures every home’s star quality.

They are also the market experts, who are always wellinformed about current values and demographics in any area where their clients are buying or selling a home, from the coastal communities to the Inland Empire. “Christina is one of the best I know in working with buyers. She always has the numbers, and she can show them why a property is a good investment. Our goal is to educate. We never make the decision for people, but we make sure they have the tools to make the right decisions for themselves.”

ExecutiveAgent Magazine

Christina and Doug leave nothing in a transaction to chance, and they also take the time to educate fellow professionals in order to ensure that their clients get the best possible terms. For instance, it is their practice to meet appraisers at their listings so they can share their market research and explain what unique attributes support the selling price they are seeking. Doug explains, “Because values are going up, appraisers are getting more strict. This extra communication can make a big difference in whether or not our client will get the value they deserve.�

and expectations of both domestic and foreign buyers and sellers.

While Doug is a lifetime resident of multicultural Southern California with deep local connections, Christina brings to the partnership her international background and ability to speak multiple languages, including English, Italian, Spanish and Portuguese. Their combined focus on outstanding customer service and ability to adapt to other cultures makes them highly effective at meeting the needs

Clients who choose Christina and Doug are getting the knowledge and experience of two remarkable brokers for the price of one. They are passionate about what they do, and they challenge one another, always striving to improve the quality of the experience they are creating for their clients. Together they surpass what either could do alone.

Christina and Doug each make it a priority to give back to the communities in which they live and work. Christina has been a Rotary Club member since 2003. Doug donates time and resources to support local education along with his local Church. Both are committed to raising the quality of life in the neighborhoods where they and their clients invest.

ExecutiveAgent Magazine

Christina Curnyn & Doug Merlino, Jr. Christina & Doug Brokers, 18682 Beach Blvd., Ste. 165 Huntington Beach, CA 92648 - Tel: 714-742-4601 Email: DMerlinoJr@yahoo.com - AgentChristina@gmail.com Web: www.DougMerlino.com - www.IHouzzz.com - CalBRE # 01333796/01365725 ExecutiveAgent Magazine

EA

Using

26

Your

ExecutiveAgent Magazine

Time

EA

Written By Zig Ziglar

I

’m frequently asked how I can be so productive in the business world and still have time for my personal and family life. The answer is that during my frequent travels I am an absolute “workaholic.” When I get home I am then free to do things with my family and enjoy my personal life.

As I write this, I’m returning from a speaking engagement in Memphis. On the flight to Memphis I spent the entire time planning the presentation I was going to make. While there I was busy but still managed to read for an hour before bed. On the return trip I wrote notes for articles. I started dictating this article before I left Dallas and later gave it to my Executive Assistant, Laurie Magers. On the way home I stopped by my office, picked up my mail and headed home to take my wife to lunch.

After lunch my son and I, along with a friend, played 18 holes of golf. After the golf game my wife and I had a long, quiet dinner, during which she had my undivided attention.

I give you these details to emphasize the fact that concentrating on my profession (job) when I’m away from my family enables me to focus on my family when I’m with them. This approach allows me to be more effective in both areas. It will do the same thing for you.

Roger Staubach told me that he made his best grades at Annapolis during football season. His time was so limited because of football that he quickly learned to utilize every moment and focus on the task at hand to reach his objectives and to maintain his standing at Annapolis. Buy this approach and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com

ExecutiveAgent Magazine

27

WHERE REALTOR® INFORMATION LIVES

100+ VIDEOS AND COUNTING

• • • •

TECHNOLOGY QUICK TIPS AGENT SPOTLIGHTS INTERVIEWS WITH CITY AND STATE OFFICIALS AND MORE!

SUBSCRIBE TO PWR REALTORS® NETWORK YOUTUBE CHANNEL WWW.YOUTUBE.COM/C/REALTORSNETWORK

KEYWORD: REALTORS NETWORK

NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed

Sophie Abboud

Alan Cipolletti

(949) 398-3655

NMLS-342621

NMLS-653005

(949) 584-5363

(949) 394-1757

Jill Coss

Carrie Diaz

Senior Mortgage Originator

Senior Mortgage Originator

NMLS-286726

NMLS-355018

NMLS-249349

(949) 791-7901

(949) 500-6927

(562) 673-0376

Robert Fair

Rodney Felipe

Therese Franklin

NMLS-816387

NMLS-487714

NMLS-1151840

Branch Manager NMLS-869516

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

Doug Davis

Senior Mortgage Originator

(714) 566-5400

(714) 227-5032

Brandon Garcia

Barry David Krevoy

Mark Martinez

NMLS-950014

NMLS-923896

NMLS-302745

(949) 735-4009

(714) 863-8470

Lynn Nelson

Shawn Pagano

Jeff Shortley

NMLS-653022

NMLS-1411764

NMLS-1441083

Senior Mortgage Originator

(949) 375-5566

Senior Mortgage Originator

(714) 412-8608

James Theel

Senior Mortgage Originator

Senior Mortgage Originator

(949) 633-7852

(949) 394-4624

Senior Mortgage Originator

Senior Mortgage Originator

(949) 291-9273

Jim Thiel

Senior Mortgage Originator

Senior Mortgage Originator

NMLS-891331

NMLS-907893

(949) 294-8177

(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2015 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

EA

Expanding Your Vision and Ideas...

A

kindergarten teacher asked a student what she was drawing. “I’m drawing a picture of God,” the child quickly answered.

“But, sweetheart,” said the teacher, “no one knows what God looks like.”

“They will in a minute!” the child replied, according to a story told by Sheila Murray Bethel in her book Making a Difference.

Charismatic people possess a similar, almost childlike faith in their vision and their ability to create change.

People will follow leaders whose vision inspires them and makes their lives more meaningful.

What do you feel passionately about? What do you care really deeply about? Whatever your objective-whether it’s ending world hunger or ensuring better care for stray animals-you’ll never influence anyone to change their ideas or take action if you don’t feel strongly about it yourself.

In fact, having a strong, compelling vision will go a long way toward compensating for a lack of some other charismatic attributes. Einstein, for example, or Eleanor Roosevelt, or Bill Gates, whom I mentioned earlier, aren’t

30

people who immediately leap to mind as being as dashing or debonair as stereotypically “charismatic” leaders.

But their strong ideas or vision may have more than made up for other shortcomings. (Have you heard the computer-industry joke? “What do you call a nerd fifteen years from now?” The answer: “Boss.”) Their vision, it can be argued, transformed them into charismatic leaders.

The strength of their ideas, and the passion with which they held them, gave them a different brand of personal magnetism. Warren Bennis, author of the best-selling book Leaders, says that being able to articulate your vision in a way that’s easily understood, desirable, and energizing is the spark of leadership genius.

Here are some other ideas Expanding Your Vision and Ideas: 1. Listen to your yearnings. Don’t dismiss your daydreams, or for that matter, your nocturnal dreams, either. They may be signals from your mind and body of some unconscious attraction. What’s important is what’s important to you personally.

2. Sometimes it’s helpful to recall your childhood or youth. What propelled your dreams back then? Where did your imagination take you? What most influenced you?

ExecutiveAgent Magazine

EA

And it’s not just the fun or fanciful moments you should recall. If you were poor, maybe helping others escape poverty could be your mission as an adult. If you were abused, maybe abuse prevention is an area where, in your heart of hearts, you would like to make a difference.

3. Seek feedback. “Unfortunately,” said Dr. Norman Vincent Peale, “most people would rather be ruined by praise than saved by criticism.” But getting others to give you honest, constructive feedback may help put your mission and your goals in perspective. They may uncover a diamond you thought was just a pebble, thus sending you off in a better direction.

4. Focus on your strengths. You may have heard the adage “Don’t try to teach a pig to sing-it wastes your time and annoys the pig.” Too often we try to force ourselves to become detail people when we’re not, or to climb the management ranks when what we enjoy and excel at is the rank-and-file work. Ask yourself: What am I really good at? What do I most enjoy? And think about a mission and goals related to those answers.

5. Deal with distractions. On the route to achieving your dream, you’ll find change, risk, surprise, stress, and perhaps even failure. But if you’re committed, you’ll adapt.

6. Do it! “The best way to predict your future,” says management guru Peter F. Drucker, “is to create it”. Once you know your mission and goals, that’s the time to get down to doing it.

It’s so in every field of endeavor. Writers must sit down and write; salespeople must sell; managers must manage; and painters must paint. Too often, though, people are locked into habits that prevent them from moving ahead. They relive yesterdays, they invent excuses, they procrastinate, they doodle in the margins of life’s tablet instead of seeking to write their signature boldly. So don’t give up on your dreams but, instead, pursue them with passion.

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.

Copyright© 1999, Tony Alessandra. All rights reserved.

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.”

For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www. frogpondgroup.com.

ExecutiveAgent Magazine

31

EA

Successful Selling...What Does It Really Take?

I

t has often been said that sales is the hardest easy work you could ever do. It has also been said that High Point is the Furniture Capital of the World. The second statement is true. The first is false.

Sales is, perhaps, the most demanding and difficult profession in the world. The problem? It looks easy. And this is particularly true when you observe a real pro - a top performer in action. Go watch a struggling salesperson and you’ll see just how difficult the sales profession can really be.

The problem is that sales is a profession to which many are called and woefully few succeed. And I mean really succeed. I don’t mean just making a living. I mean making a meaningful, fulfilling life. A life of financial freedom, independence, balance and prosperity.

The sales profession can provide you all of that and a lot more. But in order to allow it to do all these things for you, you must bring a lot to the table. Unfortunately, there are lots of errors, mistakes in training and erroneous assumptions that sales is an easy-to-do thing. Nothing could be less true.

Let’s take a look at a list of 25 skills and a second list of 25 attributes required for sales success. Scan the list and check off those you have (a) mastered; (b) are working on; (c) need to work on, or (d) haven’t even given much thought to or about: Skills • Listening • Questioning • Goal Setting • Time Management • Planning • Scheduling • Prospecting • Dealing With Objections • Computer Knowledge • Proposal Writing • Group Presentation Skills • Negotiation • Effective Presentation • Audio-Visual Use • Persuasion • Finalizing Transaction • Consensus Building • Dress, Style and Image • Telephone Skills • Organization • Rapport Building • Non-Verbal Communication • Strategy • Account Development • Networking

32

Attributes • Self-Starting Capacity • Handling Rejection • Physical Stamina • Emotional Stability • Ability to Focus • Tenacity • Empathy • Goal Directedness • Handling Stress • Dealing With Ambiguity • Balance • Rebounding From Setbacks • Self-Esteem • Positive Expectation • Loyalty • Thinking On Your Feet • Resiliency • Self-Renewal • Self-Awareness • Problem Solving • Self Discipline • Results Orientation • Compartmentalization • Emotional Maturity • Flexibility As you look at these fifty skills and attributes are you surprised that sales is such a demanding profession?

Whoever said that it’s the “hardest easy work you could ever do” was obviously comparing it to pure physical labor. Have you ever felt the fatigue that sets in after lots of rejection, refusal and emotional upheaval? How about the fatigue of fourteen hour days, marathon meetings, lots of airplane (or auto) travel, lunches, dinners, events, trade shows, early mornings and late nights?

Yes, sales is a great profession. A demanding profession.

A rewarding profession. But it is also, perhaps, the most misunderstood profession of all. These fifty skills and attributes are really only the beginning. We haven’t even discussed product knowledge, customer or marketplace know-how, emerging technology or all the rest. Let’s hold those for another day. We both have enough to work on right now.

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each.

Copyright© 2000-2001, Bill Brooks. All rights reserved.

For information about how to bring Bill to your next meeting or convention, contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup. com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

EA

ExecutiveAgent Magazine

33

EXECUTIVEAGENT MAGAZINE

SEARCHING FOR OUR NEXT

DO YOU KNOW SOMEONE

TO NOMINATE? Submit Nominations to: info@eamag.net Tel: 949.366.3349

TM

BANKER EXECUTIVE

TM

Nomination Form

Nominate a fellow colleague to be featured as Executive Banker of the Month.

All candidates must be nominated by an industry professional and 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/Stae/Zip:____________________________ ________________________________________ Phone:__________________________________ Email:__________________________________

Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949-266-8757 Email: FArrias45@gmail.com Ph: 949-366-3349

Submitted by:____________________________ Name:__________________________________ Company:_______________________________ Phone:__________________________________ Email:__________________________________

EA

BUSINESS VISION . . . IS WHERE IT ALL STARTS

B

eing able to establish a business vision for your company separates you from the other agents who are in real estate. When building a team, you must pause and work to define your business vision. Enduring, successful people and successful companies establish their core values and core purpose. They then remain fixed on those core values and purpose throughout their business life. The changing elements are their business strategy and tactics due to the marketplace changes and competition influences.

Successful people and companies know that it is critically important to know who you are and what you stand for. In many cases, knowing who you are, as a team, will be more important than where you are going. We all will change and adapt as our world changes and adapts.

This change is inevitable. The only part about change that is in question is whether it will be evolution or revolution.

Evolution is defined by Webster as: A process in which something passes by degrees to a different stage (especially a more advanced or mature stage). We want to engage in the small, gradual movement or change over a period of time. This type of change only comes from clarity of values and purpose. More effort, energy, and resources can be used to increase success, sales, and production in an evolutionary mode, rather than a revolutionary mode.

Revolution is defined by Webster as: A drastic and far-reaching change in ways of thinking and behaving.

The change in revolution is more violent, sudden, and potentially damaging. The vast majority of resources will be used to keep up with the revolution at hand or trying

36

to get out of the revolutionary process. The stress level is significantly higher, and the probability of success is much lower in revolution. By having well-defined core values and core purpose, you can avoid the forces of revolution more effectively.

There has been a prevailing thought for sometime on the value of mission statements. The thought is that you have to build a mission statement for your team. When I ask many experts why they have that view, their answers are less than stellar: “Because good companies have them”; “You just do”; “Your people need something to guide them.” There are a host of others that I have heard regularly.

I have personally coached hundreds of the most successful agents in the last fifteen years. I always ask if they have a mission statement. When they say “oh yes”, I ask them what it is. The phone always goes dead silent.

Then you have this rustling of papers as they try to find the document that has their mission statement on it. Once they can’t find it, they try to recite from memory some garbled version of it.

I personally feel that mission statements have little value, and we should abolish their use. Most small business owners’ (like real estate agents) mission statements are treated as something you have to have or do, but you don’t know why you have to have it or do it. The most common practice of building a mission statement for small business owners is to scalp what they like from a large company, like Nordstrom if you have a service mentality or Nike if you like competition or Wal-Mart if you want to serve the ordinary or disadvantaged consumer.

ExecutiveAgent Magazine

EA

We aren’t building it from within our own views, tenets, and principles of excellence in life and business.

For most, we are building the mission statement based on what sounds good, looks good on a brochure or marketing piece, or is made up of the components that another successful company articulates in their mission statement.

My best advice is to scrap the whole exercise and start focusing on what you stand for.

What do you stand for?

We can’t look for what we stand for in others. We have to discover it in ourselves. It is not outside in the world around you; it is in your inner world, in your mind and heart. In order for what you stand for to be authentic, you have to search for it. You aren’t asking yourself what you should stand for; you are asking yourself what you passionately stand for.

Let me share with you an example of what I mean.

At Real Estate Champions, we stand for hard work and continuous self-improvement. We believe passionately that the quest of self-improvement, both personally and professionally, is one of the noblest callings in life. I personally toil long hours weekly in the quest of selfimprovement and building tools, training systems, scripts, materials, strategies, tactics, theories, coaching – the list is endless. I spend additional hours reading, writing, praying, and listening to podcasts to keep my personal development in high gear. I have other people on my team, as well, who contribute to this effort.

and business master systems in the last fifteen years than we have at Real Estate Champions. You can pick any name, speaker, trainer, or coach, and most are still selling the same material they were ten years ago! We have 15 distinctly different coaching programs, over fifty different training programs and audio CDs, DVD training, internet subscription-based training, and ten books written on sales success. We don’t do it because it’s good business; we create new intellectual property and deliver it in many different ways because it’s what we stand for. It is born out of my personal core values and beliefs.

We passionately believe that we need to engage in our own journey of personal self-improvement to impact the world. Once we take on that challenge, we will be able to impact the world around us.

What do you stand for?

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, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.

RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

There is no one in the real estate field who has produced more quality systems, tools, strategies, skill improvement,

ExecutiveAgent Magazine

37

WE’RE HIRING MORTGAGE LOAN CONSULTANTS We’ll help you take your business to the next level and ensure you maintain a work life balance.

• • • •

High commission splits Twice monthly pay Generous company matching 401k Company laptop and mobile phone

• • • •

Full benefits Non-producing managers Marketing budget and support Direct Lender with local operations

We are looking for talented, driven individuals to help fuel our growth.

Please connect with us at your convenience to discuss!

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

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

APPLY NOW at www.kinecta.org or e-mail resumes to maryam.ghafarinia@kinecta.org

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Kinecta is an Equal Opportunity Employer.

12453-06/16