SEPTEMBER 2016 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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JACQUELINE CHASE Executive Agent of the Month

Inside Features: Lucas Davis Teles Properties Carlos Gutierrez Coldwell Banker Connie & Jeff

Hanu Reddy Realty Thomas McEachern Bullock Russell RE Kevin Smith First Team Real Estate

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

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John J. Reed

Sophie Abboud

Alan Cipolletti

(949) 398-3655

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(949) 584-5363

(949) 394-1757

Jill Coss

Carrie Diaz

Senior Mortgage Originator

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Robert Fair

Rodney Felipe

Therese Franklin

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Branch Manager NMLS-869516

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

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Doug Davis

Senior Mortgage Originator

(714) 566-5400

(714) 227-5032

Brandon Garcia

Barry David Krevoy

Mark Martinez

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(949) 735-4009

(714) 863-8470

Lynn Nelson

Shawn Pagano

Jeff Shortley

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(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

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(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.

Executive Agent of the Month

20 19 Jacqueline Chase First Team Real Estate

Professional Profiles

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16

32

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Lucas Davis

Carlos Gutierrez

Connie & Jeff

Thomas McEachern

Kevin Smith

Teles Properties

Coldwell Banker

Hanu Reddy Realty

Bullock Russell RE

First Team Real Estate

ExecutiveAgent Magazine

September, 2016 - S. Orange County

Editorials

E XECUTIVE AGENT

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MAGAZINE

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

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Expanding Your Vision And Ideas...

-Tony Alessandra

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Time Management Tips -John Boe

ADVERTISERS’ INDEX Finance of America Mortgage...........................2 Guaranteed Rate...................................................9

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Wanna Sell More? Polish That Sales Presentation!

-Linda Brakeall

i Photography Studio.............................................25 Kinecta Federal Credit Union...............................13 PWAOR...................................................................12 The Termite Guy......................................................3

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Ticor Title Company...................................................40

Successfull Selling...What Does It Really Take?

-Bill Brooks

Wells Fargo Home Loans.............................................39

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

Using Your Time -Zig Ziglar

© 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.

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ExecutiveAgent Magazine

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E XECUTIVE AGENT

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Kevin Smith

Creating Lasting Relationships Written by Haley Freeman

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longtime real estate investor and entrepreneur, Kevin Smith brings many talents to his practice at First Team Real Estate in Mission Viejo. This

dynamic professional is inspired by the opportunity to create lasting relationships within his community and help others build wealth through home ownership.

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Kevin grew up in Mission Viejo and demonstrated his characteristic tenacity and leadership at an early age.

At only 16 years old, he distinguished himself as a star employee at In-N-Out Burger, earning awards for his conscientious customer service. He continued to work for the company while he earned a degree in public administration from San Diego State University and two more credentials in hotel-restaurant management and business management.

Kevin went on to manage five stores until he and a group of business partners opened three independent restaurants of their own. He enjoyed the restaurant industry because he loved getting to know people in the neighborhood and extending hospitality when they walked through his doors.

Along the way, Kevin began investing in rental property, and he eventually decided to put his entrepreneurial energy, tremendous people skills and passion for business into helping his neighbors find the perfect home. Today he is expertly assisting clients who wish to buy, sell or invest throughout beautiful Southern California. “Owning real estate has been a great investment for me, and I’ve found that this is where I want to help people create a better quality of life,” Kevin says. “I love helping people, whether they are looking for their first home or an investment property, and I enjoy making sure that both older and younger clients are prepared for retirement by finding ways of creating wealth through real estate investment.”

Kevin is delivering the very best in technology, marketing and local expertise to his clients by leveraging the power and reputation of First Team Real Estate, the number one independent real estate company in Southern California. “Our company has the stature to back up what we say we are going to do and the resources to assist clients with every aspect of real estate, including residential, commercial, relocation and leasing. Through our partnership with Christie’s International, we market and promote luxury properties through elite signage and extensive global advertising.”

Council, and La Jolla Village Merchant Association. He is a master networker, whose friendly nature and reputation for honesty have earned him the trust and referrals of people throughout his sphere of influence.

Kevin is also committed to serving numerous humanitarian causes in the communities where he lives and works. He serves on the board of directors for the Veterans Association of Real Estate Professionals (VAREP), an “organization dedicated to increasing sustainable home ownership, financial literacy education and economic opportunity for the active military and veteran communities.”

“I never served in the military, but my dad, stepdad, uncle and grandfathers did. This is a way for me to give back by educating veterans about their benefits and the opportunities to increase credit, take advantage of tax write-offs and build wealth through home ownership. I just met a couple who are both vets. They were going to rent for a year and save to buy a home. I told them, ‘Why wait and throw away your money on rent?’ They are getting qualified now and looking for a home. It just proves how valuable this education can be.” Kevin is spontaneous about getting out and enjoying the outdoors, and he can often be found at the beach or on the water. “I love healthy living, eating right and working out. I also love travelling, especially to warm places on the water like Hawaii and the French Riviera. I took a Mediterranean cruise last year, and next I want to go to Australia and New Zealand.”

For Kevin, real estate is more than a business; it is an opportunity to create relationships that last a lifetime. He takes the time to ask the right questions, understand people’s goals and then help them develop profitable strategies for the future. “I take ownership of my relationships and continue to foster them long after a transaction has closed.

My goal is to get the job done with professionalism, integrity and character, so that clients become friends.”

Having spent his whole life in the Mission Viejo and San Diego communities, Kevin is an expert in coastal properties from Orange County to San Diego County. He understands the nuances of each area, the unique lifestyles they have to offer and which zip codes and neighborhoods are the right fit for each individual client. As a business owner, Kevin has immersed himself in numerous business organizations, including the San Diego Chamber of Commerce, ReadySanDiego Business Alliance, the La Jolla Town ExecutiveAgent Magazine

Kevin W. Smith “KevCo” First Team Real Estate 27451 Los Altos Mission Viejo, CA 92691 Tel: 619-379-7664 Email: KWSmith3443@sbcglobal.net Web: www.KevinSmithSells.com CalBRE # 01934297

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Using Your Time 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

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"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

EA

Time Management Tips

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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

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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.

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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

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

12453-06/16

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Lucas Davis Written by Haley Freeman

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ealtor® Lucas Davis is the creator of limitless possibilities for himself and his clients. “When I first considered a career in real estate, the idea of earning full-commission sounded risky,” he says. “But

I was intrigued by the limitless possibilities available through a career in real estate. So I got my license, and as I gained momentum, I saw that this is what I was meant to do.”

Lucas grew up in L.A. County and moved to Orange County as a young adult. He was an enterprising young man who always created opportunities to earn his own money, whether he was babysitting, washing cars or mowing lawns. His work ethic continued to be in evidence throughout his positions in sales and as a union tradesman.

Above all, Lucas’s outgoing personality and love for people have been among his greatest assets as he has developed quality relationships in all areas of his life.

His tenacity and strength of character have lent real power to his role as a facilitator and negotiator of people’s dreams. Lucas is committed to helping his clients in Laguna Niguel and South Orange County make informed decisions when buying or selling property, and his transparency and professionalism continue to earn their unhesitating trust.

“I believe in being transparent and telling a client the truth, even when it means telling them something they don’t want to hear or admitting a mistake. Sometimes I have to tell a seller that the market just isn’t there for them to get the selling price they want, and I’ve lost listings by being honest. But I’ve never regretted doing the right thing.”

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Clients are eager to share about Lucas’s exceptional service, as demonstrated by his many five-star reviews.

One client wrote: “Personable, professional, and clientfocused. Lucas is one of those people whom you like immediately. He’s devoted to serving his clients and staying educated about the market and its current condition. You’ll be happy that you trusted him in buying or selling your home.”

Another said: “Lucas is the most hard-working person I have ever met. There are a lot of Realtors® out there, and I have worked with them all, and I can honestly say none of them worked as hard for me as Lucas did. I was in the market as a buyer for 6 months looking for a house and consistently losing offers. Lucas took me under his wing and found the perfect property for me and my family by knocking on doors in the neighborhood I desired most.

Additionally, his diligence and communication during escrow put me at ease, and we breezed through it. I highly recommend him.”

At Teles Properties in Laguna Niguel, Lucas extends to his clients the benefits of a technology-driven company with cutting edge tools, eye-catching marketing and tremendous service support. “Our company only hires experienced, producing agents and then provides transaction associates so we can keep our focus on serving our clients. Our name is what it is for a reason.

We are known as a luxury brand, and the quality of our marketing gives me the confidence to handle any listing.”

By living a life aligned in his commitment to his faith, family and business, Lucas is free to create limitless possibilities for himself and others. “My goal in a transaction is for my clients to rely on me the whole time. I build trust by keeping them informed all along the way; I never want them to wonder whether I am working for them. I believe that hard work and integrity are the greatest formula for success.”

Lucas and his wife, Kate, have three young children and enjoy activities at their church and spending time outdoors. “I’m really motivated and health-conscious, so I love showing my kids the outdoors and what life is all about. God comes first in our lives, and I strive for balance to make spending time with those I love and care about a priority. I work hard in my business, but I don’t want ten years to go by and not know who my kids are.”

Lucas Davis Teles Properties 38202 Cabot Rd., Ste. 510 Laguna Niguel, CA 92677 Tel: 949-510-0502 Email: lucasdavisrealtor@gmail.com Web: www.lucasdavisrealtor.com CalBRE # 01936255

A Life of Limitless Possibilities ExecutiveAgent Magazine

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Successful by Design Written by Haley Freeman

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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.”

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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

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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

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

JACQUELINE CHASE Executive Agent of the Month

ExecutiveAgent Magazine

JACQUELINE CHASE Higher Expectations…Better Results Written by Haley Freeman - Ian Wiant Photographer

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op-producing Realtor® Jacqueline Chase is a powerful professional woman who has succeeded in many business ventures. Her uncompromising personal drive and commitment to excellence have earned her the respect of clients and colleagues across industries and throughout the country. Today, she brings those same qualities to her real estate practice at First Team Real Estate in Laguna Niguel, where she is intent upon delivering superior results to clients in one of the most sought-after markets in the world.

Jacqueline’s unique professional background spans her management of the second largest Ethan Allen furniture store in the country; the training of high-level sales professionals in the medical, higher education and design communities; large-scale public speaking engagements; and the ground-up design and management of an exclusive children’s clothing store in Newport. Before she moved to California, she also sold commercial real estate in what was then an irrefutably male-dominated profession.

When Jacqueline decided to return to real estate, she did so with her characteristic deliberation and demand for excellence. She sought out the number one office of the largest independent brokerage in California, First Team Real Estate. She has gained momentum year over year, and was recognized as the number one Realtor® for volume in all of Aliso Viejo for the first quarter of 2016. Her attention to detail, presentation skills, design talent and invaluable relationships around the country have propelled her to success, and she is loving every minute of it!

“In my opinion, I chose the right office. Integrity is most important to me, along with putting clients first.

These are the same values I’ve found at First Team. I take the approach that I’m here to help. I’m not here to sell anything. I realize that each transaction is critical in somebody’s life, whether they are buying their first home, downsizing or investing.”

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Her degree in psychology combined with her genuine compassion for people help her to deliver service in a way that addresses more than just the details of her clients’ transactions. “I realize that this is such an emotional experience for most people. I do everything I can to maintain contact and assure them that whatever their neurotic behavior is, it will probably intensify over the next 60 days. But that’s okay. I’m here for them 300 percent.”

Jacqueline strives to demonstrate her value to clients by giving them what others can’t. She is accessible each day from 6:00 a.m. to 10:00 p.m., and she reliably returns phone calls, often within minutes. “I tell my clients, ‘I am an employee of you. I’m here to give you professional suggestions all along the way, but we’re going to take a team approach and work together to sell your home.’”

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As a 17-year resident of Aliso Viejo, Jacqueline specializes in listing properties in this elite community and its surrounds with professionalism and panache. She leverages First Team’s exclusive relationship with Chrisitie’s International Real Estate and her design and display skills to showcase homes in a way that helps buyers to picture themselves living there and enjoying the extraordinary lifestyle this unique area has to offer. “Staging helps to sell a home 93 percent faster, and I’m willing to foot the bill for it. With me, clients get comprehensive service complete with high-end professional photography and staging. I provide custom brochures that explain how to have a superior showing and generate the best photos. My main farm area, the Vantis development, is only six years old. I tell clients, ‘Think about when you first bought your home.

The model sold you. We need to stage your home to appeal to your buyer, especially when there are several properties

for sale in the same development.’”

Further, Jacqueline brings her team to host open houses every Saturday and Sunday until the home sells, including her veteran mortgage lender who is present to prequalify potential buyers on the spot.

Clients are quick to recognize the difference that Jacqueline’s experience, service and well-planned systems make in selling their homes, and they are generous about sharing their praise. One wrote: “Jackie is as good as it gets if you want your house sold. Beyond handling all the normal duties with professionalism and grace, she’s a master of the modern technologies and used them to bring in interest from people my last Realtor® could never have found. I used to dread dealing with real estate sales, but no longer, because I have the last Realtor® I’ll ever need!”

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Jacqueline is also on hand to help her sellers and referral clients find their next home in Orange County, and she goes above and beyond to exceed their expectations. A recent buyer said: “Jackie found the perfect home for me! She understood what I was looking for and found one that met all of my expectations. What’s impressive is that the property she found wasn’t listed, but she was able to pitch the idea of selling to the previous owner and made everything happen in a short period of time. She also made the home buying process very easy and got me in touch with painters, contractors – pretty much a one stop shop. My parents were so impressed, they ended up giving their listing to Jackie.

We plan to work with Jackie on all of our future real estate transactions!”

When it comes to maintaining her well-earned client relationships, Jacqueline embraces the power of two simple words: thank you. “I like to show appreciation for my clients and do special things for them. On the Fourth of July, I left flags on my clients’ doors and put personal notes on them. I take time to do that, to let them know that I appreciate them and their support of my family. The emphasis is on being thankful and on the client. It’s not about me, it’s about them.”

Jacqueline lives by a philosophy that works in this or any business: “Approach everyone with integrity, and tell the truth, even if people don’t want to hear it. Make it about them and helping them reach their goals. In helping them, your own goals will be fulfilled. And have a system in place. Be consistent and don’t give up on it. I want people to feel like they got their money’s worth. So often at the end of a transaction, we leave hugging. We’re family.”

Just as dynamic in her personal life as in her professional one, Jacqueline loves travelling and exploring all that Southern California has to offer with her 13-year-old daughter. It may come as no surprise that this fearless woman also enjoys big-game fishing. During her quieter moments, she likes gardening and experimenting with gourmet cuisine.

After achieving success in numerous endeavors, Jacqueline has found the most rewarding work of her life in real estate. “There is not a day that goes by that I’m not happy to get up and do my job. There’s nothing else I’d rather be doing. It is so rewarding to spend every day helping other people.”

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Jacqueline Chase First Team Real Estate - 32451 Golden Lantern, Ste. 210 Laguna Niguel, CA 92677 - Tel: 949-439-2315 Email: JacquelineChase@firstteam.com Web: www.OCHomesbyJackie.com CalBRE # 01922763

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Thomas McEachern Written by Haley Freeman

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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.”

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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

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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

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Wanna Sell More?

Polish That Sales Presentation!

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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!

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Expanding Your Vision and Ideas...

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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

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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?

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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.

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Written by Haley Freeman

Connie Naylor & Jeff Moon

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op-producing real estate duo Connie Naylor and Jeff Moon are consummate professionals, whose knowledge and expertise make the experience of buying or selling a home something extraordinary. Together they have assisted hundreds of families with the investment of a lifetime, and they continue to do so with the utmost professionalism, confidence and trust.

Connie grew up in the South Bay and achieved tremen-

dous success in the banking and finance sector while also maintaining her real estate license. In 2009 she left Capital One, where she managed more than 100 employees, to move into real estate full time. She assisted clients through the perils of the distressed market with competence and poise, utilizing the repertoire of skills she had acquired during more than 20 years in banking. Her clients today benefit from her understanding of complex finance and real estate matters in all kinds of markets.

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Professionally Representing the American Dream Jeff is also a California native whose real estate career began in finance. After a successful first career at Motorola, he was inspired by the opportunity to strike out on his own in an industry with no limits. Shortly after acquiring his real estate license, Jeff moved into home lending. He continued to hone his exceptional sales and marketing skills in the mortgage arena for nearly 20 years before dedicating himself exclusively to real estate sales.

The Moon Group was born when he joined Connie, his partner in life and in real estate, at the boutique firm of Hanu Reddy Realty.

Together, Connie and Jeff are a real estate powerhouse.

Their joint commitment to excellence is evident in the quality relationships they have built with clients throughout Southern California and colleagues across the industry. Their blended attributes put people at ease and inspire trust, as Connie and Jeff do whatever it takes to ensure that every transaction closes seamlessly and on time. And their years of diverse industry experience help them craft creative solutions to challenges that would hinder less experienced agents.

“One of Jeff’s biggest strengths is that people feel comfortable around him,” Connie says. “Even though he is an assertive sales person, clients trust him. He has a calmness about him so that even when he is making things happen, he is really low key about it. He’s the best at holding open houses I’ve ever seen, and he gets more leads than anybody I know.”

“Connie really brings her skill to the detail side of a transaction,” Jeff says. “These days, with so many forms and disclosures, people don’t realize how involved a transaction can get. Connie is always on top of it, and nothing ever sits. If something isn’t getting done, she will be proactively calling until it’s taken care of.”

Their team extends to the industry professionals with whom they have longtime relationships. Hanu Reddy is a family-owned brokerage spanning two generations in Orange County, and Connie has been a licensed Realtor® there since the ‘90s. “They have always treated me like family, and we all support one another in the office.

Instead of being in competition, everyone is there to help get the job done.”

Jeff adds, “The Reddys have clients going back 35 years and a solid reputation. The comradery we have in our office is something that we also convey to our clients, and it shows in the retention of relationships. Our title

company has been doing business with Hanu Reddy for over 30 years, and our escrow officer is one that Connie and I were fortunate to meet years ago and now is the go-to person for our entire office. Andy Deluca at Kinecta has been handling a lot of the financing for our buyers, and our brokers use him, as well.”

Compassion is another quality that sets Connie and Jeff apart from the competition. They love their community, and they strive to improve lives in both their professional and personal spheres of influence. Jeff is a certified Senior Real Estate Specialist (SRES), and he and Connie are passionate about helping seniors and their families to navigate the many decisions that come with downsizing or transferring real estate assets.

Connie and Jeff are also active community volunteers who support the Irvine Senior Center and the Second Harvest Food Bank. Jeff recently initiated an effort to harvest surplus oranges from local trees, and so far, he has delivered more than 1,000 pounds of citrus to the food bank. He has dubbed his community give-back project “Keeping OC Orange.” They also enjoy hosting events within their geo-farm communities in Irvine, from Easter and Fourth of July parties to Connie’s Coffee Clutch.

“We set up at one of the major entrances to her housing tract early in the morning and hand out coffee and donuts to commuters. We’re not just here to sell real estate. We want to serve our community.”

In culturally diverse Southern California, Connie and Jeff celebrate their opportunity to work with people of varying backgrounds and generations. They are inspired every day by their job of “Professionally Representing the American Dream.”

Connie Naylor & Jeff Moon The Moon Group Hanu Reddy Realty 16251 Laguna Canyon Rd., Ste. 100 Irvine, CA 92618 Connie: 949-378-5272 Jeff: 949-922-9504 Jeff: moonhomes1@yahoo.com Connie: cjn_naylor@yahoo.com Web: www.hanureddyrealty.com http://goo.gl/5n4CsU CalBRE # 00569433/01146714

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Successful Selling...What Does It Really Take?

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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

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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.

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Written By Chris Widener

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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.

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