SOUTH ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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Tracey Fullenkamp Executive Agent of the Month

INSIDE FEATURES: Carrie Diaz Finance of America Mortgage

Nate Kuchera New American Funding

Kidder Lowe Villa Real Estate

Marisol Parand Global Real Property Investments

Deepa Rangan Hanu Reddy Realty

Eric Vavere Benchmark Mortgage

HOME OF THE 14-DAY CLOSE GUARANTEE *

MEET OUR ORANGE COUNTY TEAM TOM BRIGGS

Branch Manager Huntington Beach NMLS #303474 Tom.Briggs@nafinc.com

DUSTY LLOYD

Branch Manager Mission Viejo NMLS #247106 Dusty.Lloyd@nafinc.com

JEFF MOORE

Branch Manager San Clemente NMLS #324123 Jeff.Moore@nafinc.com

PARTNER WITH US www.NewAmericanPartner.com

ROB BRIGGS

Branch Manager Huntington Beach NMLS #171371 Rob.Briggs@nafinc.com

BRIAN KERANEN

Branch Manager Newport Beach NMLS #483697 Brian.Keranen@nafinc.com

DANIEL PEREZ

Branch Manager Anaheim NMLS #255550 Daniel.Perez@nafinc.com

ALEX PIRRO

Branch Manager Mission Viejo NMLS #491660 Alex.Pirro@nafinc.com

MIKE CALVERT

Sales Manager Newport Beach NMLS #508732 Mike.Calvert@nafinc.com

CHRISTOPHER PALISKA

Branch Manager Anaheim Hills NMLS #1076530 Christopher.Paliska@nafinc.com

MISTY LAPHAM

Regional VP Orange County NMLS #290023 Misty.Lapham@nafinc.com

*14 business day guarantee only applies to purchase transactions. This guarantee does not apply to Reverse Mortgages, FHA 203k, VA, Bond, MCC, loans that require prior approval from an investor, or brokered loans. The guarantee does not apply if events occur beyond the control of New American Funding, including but not limited to; appraised value, escrow or title delays, 2nd lien holder approval, short sale approval, or lender conditions that cannot be met by any party. The 14 day trigger begins when the borrower’s initial application package is complete and the borrower has authorized credit card payment for the appraisal. If New American Funding fails to perform otherwise, a credit of $250 will be applied toward closing costs.

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act License - NMLS ID #6606. All products are not available in all states. All options are not available on all programs. All programs are subject to borrower and property qualifications. Rates, terms and conditions are subject to change without notice. Š New American Funding. New American and New American Funding are registered trademarks of Broker Solutions, DBA New American Funding. All Rights Reserved. Corporate Office (800) 450-2010. 11/2016

Executive Agent of the Month Tracey Fullenkamp First Team Real Estate

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Professional Profiles

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Carrie Diaz

Nate Kuchera

Kidder / Lowe

Finance of America Mortgage

New American Funding

Villa Real Estate

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4

6

16

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Marisol Parand

Deepa Rangan

Eric Vavere

Global Real Property Investments

Hanu Reddy Realty

Benchmark Mortgage

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South Orange County

Editorials 12

Successful Realtor® Profile -Linda Brakeall

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Suprise Your Clients -Patti Brotherton

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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

ADVERTISERS’ INDEX Finance of America Mortgage..........................31 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................13

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More Important Than Your Business Plan -Rich Levin

New American Funding....................................................2

PWAOR...................................................................38 The Termite Guy......................................................3 Ticor Title Company...................................................40

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30

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

Seven Steps To Achieving Your Dream -Chris Widener

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar

Freaking Sales Animal -Verl Workman

© 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.

Understanding The Process -Dirk Zeller

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Nate Kuchera The Hometown Advantage Written by Haley Freeman

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outhern California offers a lifestyle unlike anywhere else in the world, and nowhere is that lifestyle more alive than in South Orange County’s coastal communities. Finding the best financial vehicle with which to acquire a home in this elite enclave requires the guidance of a professional who understands the community and has a consummate knowledge of the market and lending strategies that will make a real estate investment in this area most lucrative.

people obtain the peace of mind that comes with knowing their greatest asset is in capable hands.

Raised in Tustin, Nate always had a desire to be in a career where he could help people. An athlete in high school and college, he first thought he’d devote himself to sports medicine. “I wanted to work with people and make a difference. But then I got into mortgages and found a niche where people weren’t being taken care of in a way that made them feel important. I set out to take a different approach, one that would go beyond just getting someone a loan. I wanted to build long-term relationships and be there as an advisor through all the transitions in life that affect people’s housing decisions.”

That philosophy helped Nate not only to survive the recent economic crisis, but to thrive at a time when many were driven out of the industry. He helped to build a successful company in coastal Orange County that merged with Bank of Manhattan in 2012. He explains, “We didn’t get involved in a lot of alternative lending products, and we maintained our relationships and our reputations.”

After a stint as vice president at Bank of Manhattan, Nate reconnected with former colleague and CEO of New American Funding, Rick Arvielo. A short time later, Nate opened the Newport Beach branch with fellow manager, Brian Keranan.

Nate Kuchera, sales manager at New American Funding in Newport Beach, is an area native who is at home in the community, and he has dedicated his career to helping

New American Funding is a direct lender based in Orange County and extending to 48 states with a wide array of lending products and a vibrant culture. “I knew the people who started the company and watched it continually grow to be larger and more successful. It’s a big company with a small company feel, and a place where I was confident I could provide personal and professional service to my clients and real estate partners.”

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During his 20 years in the industry, Nate has acquired expertise working with Jumbo lending products and complex qualifying scenarios. “The loan process can be challenging these days, but we’ve learned how to manage borrowers, agents and all members involved to assure smooth transactions. In the Newport Beach area, there is a demand for niche loans to accommodate high-end clients with larger loan amounts and more complex income streams. We cater to those clients and stand out in terms of the lending solutions and service we can provide.”

Due to his experience in all kinds of markets, Nate is adept at evaluating trends and advising his clients about strategies that will protect or enhance their real estate assets. “In the coming year, we are moving into a potentially higher rate environment. It’s important for homeowners to review their current situation and see if any changes are warranted, especially higher-end borrowers with large loan amounts or adjustable rate mortgages.”

Nate is always on the lookout for talented mortgage professionals who have the sophistication and skills to meet the expectations of clients in this distinctive community.

Although service excellence is paramount, he also believes in cultivating a collaborative and collegial workplace where people enjoy going to work. “We strive for an environment that is positive and balanced, where people work hard and also have fun. We all share our ideas, our successes and our failures. In the end, that’s what makes us successful and assures that our clients are taken care of.”

In his personal life, Nate says he follows the precedent set for him by his parents, one that involves putting emphasis on family and maintaining a healthy work/life balance. “I have a beautiful wife, Kristen, who constantly helps by supporting me in my career but also making sure family is first. We live in a great community in Newport with our two boys. I make it a point to walk my kids to school every day and to always be involved in their sports activities. When I look at my life, I’m really grateful to be in this business, and to all the people who trust me and

come back to me. Without them, we wouldn’t be where we are.”

Nate Kuchera - Sales Manager New American Funding 26 Corporate Plaza Dr., Ste. 180 Newport Beach, CA 92660 Tel: 949-751-4220 Email: Nate.Kuchera@nafinc.com Web: www.newamericanagent.com/NateKuchera NMLS ID # 297082

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding.

New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved.

Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 02/2017.

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Understanding The Process B

eing a salesperson is one of the greatest professions on earth. As real estate salespeople, we are helping people achieve the great “American Dream”. We get into trouble when we don’t understand the process of the sale. Most real estate salespeople have never studied sales. They have learned a few scripts and dialogues, but they don’t clearly understand the buying process. They have never become students of selling.

To be a Champion salesperson you have to understand and study sales. The first step is to understand the sales process. The truth in sales is that people make decisions based on emotion. How they feel emotionally about something governs their decision-making process. We don’t do things based on logic, reason, and intelligence. We will use those tools to justify our decision. Reality is we all act emotionally, and our behavior is shaped by our emotions.

Because we are human, we are in a constant state of trying to satisfy our emotional needs and emotional wants.

How do we talk to our clients’ or prospects’ emotions?

We need to first put ourselves in their situation. We need to clearly understand their needs, wants, and desires. We need to have true empathy for the prospect or client. To really be effective, we need to imagine what the prospects feel like. By clearly knowing their feelings, we can gently and patiently help them see our point of view.

For example, you are working with sellers who want to overprice their home. They believe they need to get above fair market value. The most effective way to turn them to reality is to empathize with their problem, to acknowledge that you understand their feelings. Once you do that,

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then you can gently show them why their desires will not happen. You have to meet those overpriced sellers where they are and work them towards your position.

If you draw a line in the sand and you are worlds apart, all you are doing is yelling at them across a canyon. You have to cross the canyon to their side. You need to lead them back across the canyon. People can often be like cows. You can push, poke, and prod them, and they won’t budge.

Your reason for your way has to be a benefit to them.

Once they see how they can benefit, they will follow your thinking. The key is to talk to people in terms of needs and emotional benefits to them. Once you have established the benefits, you can persuade people to do anything.

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.

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Written By Dirk Zeller

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Written By Haley Freeman

Heather Kidder & Stephanie Lowe

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ealtors® Heather Kidder and Stephanie Lowe at Villa Real Estate in Newport Beach are experts in the local luxury marketplace. As lifetime residents of the Newport community, this is the place they know best, the place where their families have lived, worked and played for generations.

In many ways, Heather and Stephanie have lived remarkably parallel lives. Both come from local real estate families, earned degrees from UC schools and enjoyed successful first careers in the tech industry. They

each decided to return to their real estate roots, and when their paths crossed, they saw an opportunity to join forces and offer clients an unparalleled real estate experience.

They chose boutique Villa Real Estate for its relationship to the distinctive Newport marketplace. “Newport is such a sophisticated market, it requires a nimble and elegant company,” Heather explains. “Some of the larger firms create the same look here as they do in Nebraska or New York. This firm is more effective in serving the local, luxury market.”

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While these professionals are bound by the many things they have in common, it is their differences that lend such potency to their partnership. “My strengths tend to be different from Stephanie’s,” Heather says. “She’s extremely persistent and level-headed, and a great problem solver.

She’s very effective at working with different personalities because she’s so calm, steady and analytical.”

a tight radius around Newport Beach and Corona del Mar. “We feel we are most effective to our clients because we hone in on those neighborhoods,” Heather says. “We can help people through the span of their moving career, from first-time buyers, to those having more children, to empty nesters moving to the beach. We really enjoy seeing people through the different phases of their lives.”

“Heather is amazing with design and having a vision for the property,” Stephanie says. “We have a line of our business that is design/construction and have someone who goes in and rehabs before we put a house on the market. She’s great at making sure people understand why we don’t just put a sign up in front of the house and see if it sells. She helps them to see the value in putting a plan together and having a home show at its best.”

To illustrate, a couple buying their first home described Heather and Stephanie as “exceptionally professional, knowledgeable, courteous and attentive. They are seasoned veterans in a field where experience and insight dictate success. We enthusiastically recommend them to our friends and colleagues, and we look forward to a continued professional relationship and personal friendship.”

A recent seller commented on the effectiveness of this strategy: “After having tried to sell our home with two other agents, we hired Heather and Stephanie to help us.

The experience was a complete success. They helped us to prepare and stage the home, did an extensive marketing campaign and negotiated a sales price and terms that we were pleased with. They also helped us identify the perfect replacement home near the beach that we are thoroughly enjoying. We would highly recommend this hard working and dedicated team to anyone looking to buy or sell in the Newport area.”

Their deep connections in this exclusive community make it possible for Heather and Stephanie to work discreetly to connect buyers and sellers without having to make a listing public. Stephanie continues, “We have a pool of buyers in the areas we represent, and often we can sell a listing without putting it on the open market. We can also divide the transaction so that one of us represents the buyer and one represents the seller, and everyone feels their needs are met.”

Both are adept relocation specialists whose corporate backgrounds combined with their knowledge of local neighborhoods, schools and lifestyles qualify them to assist executives and their families with the challenges of transition.

Heather and Stephanie are also busy moms who work hard to balance the demands of career and family. “I have four kids and Heather has three,” Stephanie says. “We take the time to be good moms while also being really good agents. We support our kids’ schools and get our kids involved in good activities and giving back to the community. Part of our job is making sure they are all productive members of society who appreciate the privilege of living in the beautiful area of Newport Beach.”

Working in this one-of-a-kind market, Heather and Stephanie recognize they are selling more than property; they are selling a lifestyle. They consider it a privilege to be invited into people’s lives, and they enjoy welcoming new friends to the neighborhood!

Heather Kidder & Stephanie Lowe Villa Real Estate 660 Newport Center Dr., Ste. 200 Newport Beach, CA 92660 Tel: 949.933.5863 – 949.230.1193 Email: SLowe@villarealestate.com Email: HKidder@villarealestate.com Web: www.KidderLowe.com CalBRE # 01187466 / 01118318

Heather and Stephanie focus their representation within

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Successful Realtor® Profile

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’ve been involved in a number of studies that tried to figure out why top agents are top agents.

Do they have a common educational background?

No. Good ones have high school diplomas, masters and doctorates. No correlation.

Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful.

Common interests? No. Other than eating, (which we Realtor-types seem to do exceptional well) the interests are widely diverse.

After 13 years in real estate sales and management, I’ve only found a few constants.

1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget. They understand that you have to spend money to make money. They know how many sales they need to make the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan.

2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”)

3. They have fun and enjoy selling real estate but know that it won’t be forever.

4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success. . . . And people like to do business with successful people so they do more business!

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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rsonal. e p ng tti e Now we’re g

A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

14848-08/16

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Written By Haley Freeman

Marisol Parand

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organizational management in the United States. “I have always been passionate about human minds, and I originally thought my future would be in clinical psychology working with special needs children.”

Marisol’s journey began in her home country of Peru, where she and her five siblings had the good fortune to be raised by a stay-at-home mother and a successful engineer father who valued love, learning and laughter. She went on to the Universidad de Lima and earned a bachelor’s degree in psychology, and then a master’s degree in

A university dean recognized Marisol’s keen aptitude for business, and he opened the way for her to go to work at PricewaterhouseCoopers. “I became part of the executive search team in charge of psychology batteries to evaluate whether candidates for certain positions were a good match emotionally, mentally and socially. It had a great impact on my life.”

t some point in life, all of us decide who we will be in the world and what we will do with our most productive years. Marisol Parand, co-owner and president of Global Real Property Investments, Inc. in Irvine, chose early on to invest in people.

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After immigrating to the U.S., Marisol spent time in the import/export industry and then found a way to use her business acumen to facilitate investment in people by working as a development director in the nonprofit community. “In the nonprofit world, I was in charge of helping organizations raise funds to put into programs and change lives. I was in the business of selling hope, not an exchange for services. Raising money is both a science and an art. The science portion of it is financial forecasting and measuring the long-term value of a dollar’s lifespan.

The creative portion is about how to package the message and move a donor enough to listen. It’s about establishing a relationship. The service you give to a donor is the first step to a long-term relationship that, in turn, will bring the time and monetary contributions of the donor.”

Marisol obtained her real estate license in 2005 and applied her characteristic intellect and enthusiasm to learning the business. Her path eventually crossed with that of her now friend and business partner, Dr. Laurence Harper, a successful entrepreneur whose diverse background includes commercial property management. Laurence holds a Ph.D. in psychology and shares Marisol’s passion for understanding human behavior. In time, the duo’s vision for a new kind of real estate investment firm began to crystalize, and together, they opened Global Real Property Investments, Inc. As a full-service firm centered on guiding real estate investors, Marisol and Laurence saw an opportunity to become “a conduit for creating value in individual lives by taking people’s greatest investment into our hands. We believe in real estate as a better way to create wealth. People who depend upon the stock market have little-to-no control over the performance of their investment. In contrast, real estate brings the opportunity to invest in something they can control. You can choose to improve a property, rent it out or sell it. We have the knowledge and experience to guide people from beginning to end and reduce their risk and liability while maximizing their return on investment.”

Whether she is helping someone to purchase their first home, multiple properties or commercial property, Marisol’s first order of business is to understand what is most important to her client. “We want to help people achieve their version of success. That is the most rewarding portion of all of this. We are looking for long-term relationships, and above all, we treat people with dignity. I see it as a sort of ministry. If someone is a single mom trying to build a future, or someone doesn’t have retirement right now, this is a solution for them to begin building wealth.

We can give a forecast and see if this is where they want to go. For business-minded investors who want a clear cap rate, cash flow and ROI, we can provide those, too.”

Marisol is also looking to invest in good people in the industry who wish to join the team. “We definitely want likeminded people who treat others with dignity and respect. No matter someone’s role in our organization, it starts with a positive, welcoming spirit and an attitude of service.”

Marisol is the mother of two daughters whom she has raised with the same Christian values she was given by her own parents. She continues to devote her time and expertise to investing in people through service to the community, and she sits as president of the board of a faith-based mental health initiative in San Clemente called Saving Face Saving Grace.

“Homes are still the greatest investment that many people will make,” Marisol says. “Through our service, we want to continue to add value to people’s lives. Our investment is in people.”

Marisol Parand President Global Real Property Investments, Inc. 2030 Main Street, Suite 1300 Irvine, CA 92614 Tel: (877) 439-2007 Cell: (949) 350-2098 Email: mcorparand@gmail.com Web: www.GrpIvenstments.com CalBRE # 01782378

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Written By Haley Freeman

Deepa Rangan “Be who you are and say what you feel, because those who mind don’t matter, and those who matter don’t mind.”

Deepa Ranagan, Realtor® at Hanu Reddy Realty in Irvine,

says this quote by Dr. Seuss sums up well what she has always believed about connecting with people. “I believe in being who I am. You don’t have to be someone else to form a connection with someone. I think people buy from someone they trust and believe can help them.”

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A world traveler, avid reader, and dedicated wife and mother, Deepa brings her authentic self to her real estate practice. She was born in India, and she earned her degree in engineering in Bangalore. Then she traveled to the U.S. and earned her MBA in Cincinnati, and later, married her senior from college, Ashwin Rangan, and moved to California to establish their life together. Deepa integrated her math and marketing education with her innate soft skills, resulting in a successful career in market research.

After having twins, a daughter and son, Deepa stepped away from her career to focus on parenting. She also used her time to volunteer at her kids’ schools and to work with Ashwin to form a mentoring program for Indian MBA students at UC Irvine. The concept was inspired by Deepa’s own experience when she came to study in America.

“When I was in Cincinnati, I had my own family and a host family who helped me assimilate into American culture. My husband used to occasionally teach at UC Irvine, and we decided we could do something similar for students here. They don’t stay with us, but we try to provide a home away from home and somebody they can always depend on. Our network of friends is large enough to help them with guidance for interviews and jobs. We’ve worked with almost 100 students over the past 15 years.”

In 2010, Deepa decided she was ready to take on something completely new, a career in real estate that combined her love of people and homes. Then she joined Hanu Reddy Realty, where she already felt a deep connection after buying several homes from a Hanu agent. “I believe in building long-term relationships, and so do they. Hanu is family for us, and it is really nice to join the team. The company has been in business for 30-plus years and brought such a huge knowledge base for me to tap into. I’ve had great teamwork from the start and the benefit of working with a brand that is well-established and respected in the Irvine community.”

Deepa brings the same genuine care and guidance to her real estate clients that she has always provided for the students she mentors. “It’s not just about the transaction, but going beyond the transaction and making sure they are making the right decision for their lives. My satisfaction comes from seeing people enjoy their home and seeing their equity grow. Our company is not only customer-cen-

tric, but life-centric. It’s more about is that person being in that home a good fit not just for them, but for the kids, the neighborhood and the community. My first client was a mentee and many more have since become my clients. It’s lovely to see them go through the stages of life-coming to this country, educating themselves, finding jobs and starting their families. I feel like an integral part of that.”

Although Deepa works with clients wherever they need her, she focuses primarily on the Turtle Rock community in Irvine. “I love the location of Turtle Rock Drive. It has only one traffic light and is so conducive to people walking and children accessing school easily. The schools are the best, and UCI is nearby. I work most inside Broadmoor, which has many single-level homes, and the lots are also larger than in other areas.”

Deepa strives to help people find a home, even when they are not able to buy. She works with the Irvine Company to connect clients with the right rental property. “When people move here from other parts of the world, have challenges to their credit, or need a lease term that is not the normal 12 months, I can find properties that will match with those challenges. It’s one more way of helping someone, and later, I may be able to help them with purchasing the home they want.”

Real estate is one more way in which Deepa fully expresses her authentic connection with people. “I started this segment of my career later in my life,” she says. “I feel like I’ve achieved what I set out to achieve. I’ve built relationships and am now getting referrals from people I’ve worked with. I know all the fears and joys that people go through when they are buying a home, and I love the experience of being there to guide them through it.”

Deepa Rangan Hanu Reddy Realty 16251 Laguna Canyon Rd., Ste. 100 Irvine, CA 92618 Tel: 408-694-7500 Email: deepa@hanureddyrealty.com Web: www.HanuReddy.com CalBRE # 01887037

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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

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Cover Story

Tracey Fullenkamp Executive Agent of the Month

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Tracey Fullenkamp Written by Haley Freeman - Photography by Ian Wiant

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magine standing at a trailhead in the Alaskan wilderness, ready to hike 170 miles into some of the roughest terrain in North America. You’re carrying a pack containing only the barest essentials, and still it weighs more than 50 pounds. There is no cell service here, and no emergency crew at the ready if something should go wrong. It will take 30 days to reach your destination, and all you have to get you there is your own will and the collective resolve of the people who are accompanying you.

Tracey Fullenkamp, award-winning Realtor® at First Team Real Estate in Laguna Niguel, took on exactly this challenge in 2001. A few years later, she traveled alone to India and ran a five-day, 100-mile race in the Himalayas.

From these extraordinary experiences, Tracey says she learned “how to be whole inside and pick myself up and keep going. It’s a way to build mental stamina. When you’re running a business, you come up against a lot of

different hills, and there are sometimes failures. I learned to look at challenges and say, ‘If my life depended on it, how would I resolve this situation?’”

Tracey understands that for people involved in buying or selling a home, it often feels like their lives do depend upon the outcome of their transaction. She is both a compassionate counselor and a skilled advocate who looks for solutions others don’t see. Her perseverance makes her an effective negotiator who brings people together. “Being able to create a successful transaction where two people are so far apart makes it all worthwhile. Otherwise, we’d have robots negotiate transactions. I have a collaborative mindset, and I deal with people from the point of view that this is an industry where we’ll meet again. That kind of representation only helps my clients. I know that if an agent has a great experience working with me, they’ll push harder on my offer.”

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A lifetime resident of Laguna Niguel, Tracey is truly an area specialist who knows every nuance of the community and its unique lifestyle options, and she considers her expertise an essential element of her service. “I know this city at a deeper level and can add real value to my clients. I can tell them things the internet won’t, like why a house in one neighborhood with the same square

footage and amenities will sell for more than another, or where the fog bank ends and where you will spend most of your summer cloudy or where it will be sunny just a few streets over. When I can’t talk as though I was born on that street, I don’t want to take the listing. If people can find the same information I have online, I’m not needed.”

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The Power of Perseverance Tracey earned her MBA from Pepperdine University and enjoyed a successful first career in corporate America.

An entrepreneur at heart, she became frustrated by the limits placed upon her success by a slow-moving bureaucracy. She obtained her real estate license in 2009, and when others saw misfortune in the down market, she saw opportunity. “It has a lot to do with my anti-herd mentality. I consider myself a contrarian. I see the world in reverse; where others see the world as bad, I see the opposite. I thought some of the worst years in real estate were a good time to get in. I knew it would be an uphill climb, but there would also be greater opportunities.”

Tracey sought out the number one branch inside the number one real estate company in Southern California, and once there she went directly to the office of local real estate legend, Mark Kojak, for instruction. Tracey may be a contrarian, but she is also savvy and teachable. She persevered and learned all she needed to become one of the top-producing agents in the region. “He molded me into the person I am today,” she says. “I could never have

done this on my own. He’s a genius in this business, and I did about 90 percent of what he said. If he said, ‘Do this,’ and I thought he was crazy, I did it anyway. I definitely had a lot of failures in the beginning, but I wanted to get through those as quickly as possible and hone my skills.

All failures lead to success. Between Mark, my parents and my husband, I’ve had amazing mentors and the support to succeed.”

Service excellence does not happen by accident. It is the result of constant analysis and refinement by Tracey and her team, who are always looking for ways to enhance their clients’ experience and deliver consistent results.

“We create that white space and time out throughout the year to analyze our service and look at everything other agents are sending out. We always want to be one step ahead so we stand out. What we’re trying to deliver is the Tiffany’s box. When you get that pretty, turquoise box you get really excited because you know there’s something special inside. When we take a listing, we make sure it’s wrapped in that box.”

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Her attention to detail ensures that although a transaction is moving at a swift pace, nothing is missed. “On the back end, we use a lot of Excel spreadsheets,” she explains.

“When I take a listing, I have 70 line items I’m checking off. There are lots of little things that are important, like making sure what’s listed on the agreement as included or excluded is on the MLS. I am that detailed whether it’s a million-dollar house or a six-million-dollar house.”

Tracey and James were married in 2012 and together, they have a son, Nixon. Among the things they value as a family is making time to get away together and unplug in

the outdoors. “My husband and I are both connected and at full capacity at all times. Cutting off for a brief period does great things for the soul.”

When Tracey takes on a real estate transaction, she’s all in. She shows up equipped with the tools for the journey and will persevere until the end. She is adept at collaborating with clients and colleagues to negotiate outcomes that ensure everyone’s success. “At the end of the road,” she says, “it’s important to me that people walk away having had the best experience possible.”

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Tracey Fullenkamp First Team Real Estate 32451 Golden Lantern, Laguna Niguel, CA 92677 Tel: 949.292.9215 - Email: Tracey@traceyfullenkamp.com Web: www.TraceyFullenkamp.com - CalBRE # 01870746 ExecutiveAgent Magazine

Seven Steps To Achieving Your Dream

By Chris Widener

C

an achievement be broken down into steps?

Well, it is not always that clean and easy, but I do know that those who achieve great things usually go through much of the same process, with many of the items listed below as part of that process.

So if you have been struggling with achievement, look through the following and internalize the thoughts presented. Then begin to apply them. You will be on the road to achieving your dream!

1) Dream it Everything begins in the heart and mind. Every great achievement began in the mind of one person. They dared to dream, to believe that it was possible. Take some time to allow yourself to ask “What if?” Think big. Do not 26

let negative thinking discourage you. You want to be a “dreamer.” Dream of the possibilities for yourself, your family, and for others. If you had a dream that you let grow cold, re-ignite the dream! Fan the flames. Life is too short to let it go. (Also, check out my article “Dare to Dream Again,” Which has been read by close to a million people in the last 4 months alone. You can see it at the website.)

2) Believe it Yes, your dream needs to be big. It needs to be something that is seemingly beyond your capabilities. But it also must be believable. You must be able to say that if certain things take place, if others help, if you work hard enough, though it is a big dream, it can still be done. Good

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“Vision is the spectacular that inspires us to carry out the mundane.”

World-class speakers picture themselves speaking with energy and emotion. All of this grooms the mind to control the body to carry out the dream.

4) Tell it One reason many dreams never go anywhere is because the dreamer keeps it all to himself. It is a quiet dream that only lives inside of his mind. The one who wants to achieve their dream must tell that dream to many people.

One reason: As we continually say it, we begin to believe it more and more. If we are talking about it then it must be possible. Another reason: It holds us accountable. When we have told others, it spurs us on to actually do it so we do not look foolish.

5) Plan it Every dream must take the form of a plan. The old saying that you “get what you plan for” is so true. Your dream will not just happen. You need to sit down, on a regular basis, and plan out your strategy for achieving the dream. Think through all of the details. Break the whole plan down into small, workable parts. Then set a time frame for accomplishing each task on your “dream plan.”

6) Work it Boy, wouldn’t life be grand if we could quit before this one! Unfortunately the successful are usually the hardest workers. While the rest of the world is sitting on their couch watching re-runs of Gilligan’s Island, achievers are working on their goal - achieving their dream. I have an equation that I work with: Your shortterm tasks, multiplied by time, equal your long-term accomplishments. If you work on it each day, eventually you will achieve your dream. War and Peace was written, in longhand, page by page.

example: A person with no college education can dream that he will build a 50 million-dollar a year company. That is big, but believable. Bad example: That a 90 year-old woman with arthritis will someday run a marathon in under 3 hours. It is big alright, but also impossible. She should instead focus on building a 50 million-dollar a year business! And she better get a move on!

3) See it The great achievers have a habit. They “see” things.

They picture themselves walking around their CEO office in their new 25 million-dollar corporate headquarters, even while they are sitting on a folding chair in their garage “headquarters.” Great free-throw shooters in the NBA picture the ball going through the basket. PGA golfers picture the ball going straight down the fairway.

7) Enjoy it When you have reached your goal and you are living your dream, be sure to enjoy it. In fact, enjoy the trip too.

Give yourself some rewards along the way. Give yourself a huge reward when you get there. Help others enjoy it. Be gracious and generous. Use your dream to better others.

Then go back to number 1. And dream a little bigger this time!

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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E XECUTIVE AGENT

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MAGAZINE

Eric Vavere Written by Haley Freeman

A

native of St. Louis, Missouri, Eric completed his degree in sales and marketing at Missouri State University. He came to California seeking adventure, and brought his solid, Midwest values along with him. “I realized quickly that this industry was a good fit

for me and something I would be doing for a long time.

Work ethic, honesty and integrity are paramount in this business. I feel I have a huge responsibility on my hands in making the right decisions for my clients. I care about people; it’s not just a job for me.”

E

ric Vavere believes that in providing people with home loans, he

is doing more than selling a product; he is providing an

experience that literally changes people’s lives. It is a privilege and a responsibility that he takes to heart, and that’s why he chooses to work with the values-based lending team at Benchmark Mortgage.

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Benchmark Mortgage is a rapidly growing, nationwide lender founded on five core values that define the company’s culture and customer experience: Relationship; Positive Attitude; Excellence; Dynamic; and Success.

Eric joined his longtime colleague and branch manager in Irvine, Ryan Grant, where the team atmosphere and consultative approach to lending was the perfect fit with Eric’s business philosophy.

“The team aspect of the company is something that works very well,” he says. “Everyone has a job they do well, and we all work together to focus on the client. Our processing and marketing is on site, so there is no breakdown in communication. In this business, communication is number one, and when something needs to get done, my team is right here. The speed of our underwriting is another bonus. I’ve seen two-week closes on purchases.

Being surrounded with such great people means I can focus completely on our clients and strategic partners, and provide them with my best service.”

Creating a life-changing experience for people requires more than just efficiency; it requires vision and followthrough. “What we do for clients here is act in more of an advisory role,” Eric says. “We set up a long-term strategy for them by looking at their overall financial outlook and what their return will be over the next one-to-five years.”

Once a client purchases a home, the relationship doesn’t end. Eric and his team continue to track the client’s equity position, interest savings and tax benefits, and then follow up with a year-end call to discuss the clients current position along with future plans and options. Eric can also recommend the services of other trusted professionals who may assist with a family’s next big milestone.

When it comes to conveying good service to real estate partners, Eric says that providing reliable loan approvals, delivering the rate that is promised and closing on time are all very important, “but we take it a step further – we build relationships. If someone is struggling to buy a home, we’ll create a strategy to get there, and see it through. If that means starting with a smaller property

and building up to someone’s dream home, we will set the plan to get there. We believe that people need an advisor to help them manage the biggest debt they will likely ever have in their life.”

By treating people “like royalty,” Eric and his team are continually generating future business. They begin by creating a comfortable atmosphere where clients feel at ease discussing financial matters. “We engage in real conversation so we can understand why they’re buying a house and what their needs and goals really are. Clients trust us, which just builds more trust between them and their agent, as well. The people we are already working with are the best source of new business.”

Eric, his wife Kim, and their two children are now thoroughly at home in Southern California, and they love the weather and lifestyle. “California is where we belong.

We’re really into the outdoors, and we’re always doing something as a family on the weekends. Spending time with them reminds me that I am working for a bigger purpose.”

According to Eric, transforming lives by helping people obtain a home fulfills him both personally and professionally. “I recently delivered a bottle of champagne, and bottle of sparkling cider for the kids, when I went to see a client’s new house. It is their first time living in California. It’s hard to put into words what it’s like to see people so excited about a new chapter in their life and to know you are a part of it. I know I’m succeeding at my job when I’ve done well for other people.”

Eric Vavere Mortgage Consultant Benchmark Mortgage 100 Spectrum Center Dr., Ste. 250 Irvine, CA 92618 Tel: 949-413-3528 Email: Eric.Vavere@benchmark.us www.ericvavere.benchmark.us NMLS ID 383881

Benchmarks disclaimer: 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.

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Freaking Sales Animal!

By Verl Workman

I

f you ever see me speak you will find out quickly that I love what I do! I love speaking and training and I love the nervous energy that I feel before every event!

I am often asked if I mind all the travel and being away from my family and my answer comes quickly. I love what I do and the travel just comes with the territory; it is the means to that end. I don’t think about it; traveling is simply part of the process that creates opportunities for me to influence people and hopefully help them make changes in their lives and businesses that will impact their families in a positive way. Yes, being away from my family is difficult, but I am blessed to be married to an awesome wife who does an amazing job of caring for our six children. Without her, I simply could not do what I do.

One of the most important things an agent can do today is take careful self evaluation by simply asking these questions of yourself: “What do you do?” “What is your most important role?” “Where do you find your greatest value?” and “Are you a sales person?”

The first few questions establish your core values and motivating factors that allow you to do the difficult tasks, but interestingly, the last question is the one most agents struggle with—I call it the “Sales Denial Syndrome.” I recently spoke to a large group of real estate agents and asked the entire group to raise their hands if they think they are in sales and the response was mind boggling!

Less than 10% of this group considered themselves to be “sales people”. I was floored—how can you be successful in real estate if you can’t sell?

Too often, when we hear the word “sales person” we conjure up an image of a sleazy, slick talker wearing a plaid jacket—and we sure don’t want to be associated with that image! But I simply ask you: How do you convince people to do business with you if you don’t give a great sales presentation? How do you overcome objections like “I want to think about it” or “I’d like to sleep on it” or “Another agent said they could do it for less”? These are all objections that require great sales skill and dialog in order to overcome them. The better you are at selling yourself and your services, the more likely that you will be successful as a real estate professional.

you prefer to hire, the agent that will provide you “great service” or do you want a “Freaking Sales Animal”? The difference is that the Freaking Sales Animal will follow up aggressively with every potential buyer, they will negotiate with confidence on any and all offers, and if they get a live one they will stay with that client until they buy or tell them to die!

I came into real estate as a salesman. I attribute my success to the training and experiences I had outside of real estate in competitive sales environments. I love sales, I love the selling process and my clients hire me today because they know I can sell their homes. I agree that exceptional service is critical to long-lasting relationships and repeat business, but you never get to the repeat business part if you can’t close to begin with!

Don’t be afraid of the supposed stigma that is sometimes attached to being in sales; embrace it and be confident with who you are! Study sales and sales strategies and get trained by the best sales people you know. When I coach agents today it is with the specific focus on helping them incorporate technology into their business, so they have more sales opportunities.

“Sales” is a 5-letter word not a 4-letter word! Now repeat after me: “I’m a Freaking Sales Animal and I am proud of it! I LOVE what I do!”

Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www. verlworkman.com or www.PQPipeline.com or email him at AskVerl@VerlWorkman.com. ©2010 Pinnacle Quest consulting, Verl Workman. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond. com.

Think about it from the perspective of today’s home seller. Knowing what you know about the market and how slow home sales are in most price ranges, who would 30

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

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

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2016 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

E XECUTIVE AGENT

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Carrie Diaz From Cottages to Castles Written by Haley Freeman

F

or 25 years, Carrie Diaz has been helping clients find mortgage financing for everything from cottages to castles, in markets both up and down. She has closed more than 2,500 loan transactions, and she

understands the need for lending solutions to be as varied as the people seeking them.

A native of Santa Monica, Carrie began her professional journey as an orthopedic surgical nurse and then became manager of a medical clinic. She met a successful mortgage broker who inspired her to take a closer look at the lending industry, and she went on to obtain her real estate license.

Carrie then spent 17 years at Wells Fargo, where she worked primarily in the builder division. Today, she is a senior mortgage advisor at Finance of America Mortgage, a company that provides the right blend of service and products for all kinds of clients, whether they are purchasing their first cottage, or the castle of their dreams.

“I like working for a correspondent lender and the flexibility that it provides,” Carrie says. “If there are any issues with a file, I am able to speak to an underwriting manager. We process on site, so I can walk to a processor’s desk and talk about the status of a loan.

We also draw docs in our office, and we fund locally at our Irvine ops center. We are a big company that operates like a little company.”

Carrie’s assistant, Jackie Martinez, is another important link in the chain of service. “She is great with customers and very patient. She has a lot of experience and helps push files along.

When I’m not in the office, she’s always there, so I can produce more and be in the field.”

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From her years as a nursing professional, Carrie learned to be patient with people and genuinely listen to their concerns. She activates these same qualities when she is helping clients with mortgage financing, and if someone has difficulty qualifying for a loan, she is ready with a road map that will bring them home. “In 25 years, I’ve seen just about every scenario, and I have the experience to make a game plan to get them where they want to be. I don’t get rattled – it probably comes from nursing. It’s a lot of money and an emotional thing because it’s their home, but I can give people hope.”

wealth of knowledge comes from her lengthy history in the lending field. She is my lender of choice due to her personable, knowledgeable and effective way she always handles her lending business towards my clients. She closes deals and makes my clients happy at the end of the day.”

One client who had credit challenges stated that Carrie stood by them until they could get a loan approval. Now, “we are living in the house that we dreamed about because of her and her team.”

Carrie continues to find joy and excitement in helping people purchase their dream home, whatever form it takes.

“I’m very passionate about everyone having a home,” Carrie says. “I believe every family deserves to have a home, and that a family can build wealth through home ownership. That’s why I love the mortgage business. I get a lot of satisfaction in seeing the smiles on a family’s faces when they get the keys to their new home.”

Due to her depth of experience, Carrie is also a master at pulling off eleventh-hour transactions. “It’s not unusual for a Realtor® to call me at the last minute when a loan falls out with another lender. We know how to put files together and get them approved, or say no right up front.”

One client reported: “After two failed loan attempts over 60 days, Carrie and her team were able to close our loan in two weeks. I would definitely recommend her for someone who wants a trouble-free, fast experience.”

Regular communication is vital to great service, and once a week, Carrie provides status calls to borrowers and Realtors® on both sides of a transaction. “Usually, when something goes astray with a Realtor® or builder, it’s some type of communication breakdown. I am proactive about keeping everyone current and delivering bad news right away so everyone can participate in a solution.”

As a result, Carrie has earned the respect of her colleagues and business partners who know her to be both conscientious and honorable in her business dealings. A longtime real estate associate, E.J. James, said: “Carrie Diaz and her team are number one in my book. Carrie’s

Orange Coast Magazine has honored Carrie as a Five Star Professional for the past five years in a row. This award is based upon surveys of Carrie’s clients and ranks her among the top seven percent of professionals in Orange County.

Carrie Diaz NMLS ID 355018 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200, South Tower Newport Beach, CA 92660 Tel: 949.500.6927 Email: carrie.diaz@financeofamerica.com Web: www. financeofamerica.com/CDiaz

©2017 Finance of America Mortgage LLC is licensed nationwide | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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More Important Than Your Business Plan

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ExecutiveAgent Magazine

EA

Q

uestion: What could be more important than your business plan? Answer: Your habits. An Agent’s daily and weekly habits are more important than the quality of their business plan. Both, plan and habits are best. But of the two, habits rule.

Consider these two Agents. Which would you rather be?

Amy Agent has a great plan and lousy habits. She is really excited about her plan. But… her lack of habits means that she does not consistently take action. Her lead generation and follow up are mediocre. Her marketing is random. Her service and communication with her Clients is hit or miss. It is easy to imagine how these lousy habits limit Amy’s success and add to her frustration.

In contrast Annie Agent actually has no formal plan but she has great habits. She always feels like a better plan would help her. But… on the same days of the week, at the same times, in the same place, in the same way she consistently follows up her leads; sends direct mail, e-mail blasts, and blogs. She communicates with her Clients on schedule. It is easy to imagine how Annie’s habits feed her success, create personal satisfaction and a better quality of life.

Habits Work. Consistency Works. Consistency Wins.

It’s universal.

Habits ensure success in every endeavor. The athlete and the team with the better habits win. The marriage with the better habits thrives.

It’s Not Time Management. It is Priority Management.

Time management seldom works. Priority management always works.

In his book, The 7 Habits of Highly Effective People, Stephen R. Covey wrote, “The key is not to prioritize what’s on your schedule, but to schedule your priorities.”

There are eight priorities that guarantee success in a Real Estate career. Scheduling them is remarkably easy.

Developing the tiniest bit of discipline around them, one at a time, turns them into habits.

The Priorities of a Successful Real Estate Career Are: 1. Look at and Update Your Measurable Results Daily 2. Make Appointments with new Clients 3. Conduct Your Technology Marketing 4. Implement Your Traditional Marketing

5. Provide Quality Service to Your Listed Sellers and Pending Clients 6. Think and Strategize 7. Improve Your Presentations (as necessary) 8. Learn Inventory by Previewing Property (as necessary) Presentations, handling pending transactions, showing, offers, negotiating, etc are also priorities but they are dependent on other people’s schedules. Therefore they are difficult to build as habits. Turning the above eight priorities into habits guarantee the presentations, showings, offers, etc that result in your success.

Four Critical Keys to Turning the Eight Priorities into Habits: 1. Schedule the priorities, for 30 minutes (at the beginning); first thing in the morning as soon as you sit down at your desk. That’s not the real key. This is; complete the priorities for that day before you open your e-mail!

2. Schedule each priority on the same day of the week, at the same time, in the same place, and get started in the same way.

3. Start with one priority at a time. Once you experience the value of having one habit. You will be motivated to add the next.

4. Start with 30 minutes or less. This feels less burdensome. It motivates efficiency. And the fact is that you can accomplish a lot when you are really focused for 30 minutes on one priority.

In all of my workshops, on every topic, I teach Agents to create habits. I teach Agents to implement the topic of the workshop through better habits.

Let me be clear. Business planning is very important.

In fact planning is a main focus of my coaching and teaching. But I know that your habits, not your plan, dictate your success. And it is your habits that will guarantee the implementation of your plan and the success of your business and your life.

Master Coach and Agent Productivity Expert Rich Levin will be presenting “14 Proven Systems to Keep Your Transaction Intact Until They Close” and “Dynamite Real Estate Presentations” at the Texas State Convention in Galveston on September 15th. He is President of Rich Levin’s Success Corps Inc. (www.RichLevin.com). ©2010, Rich Levin. All rights reserved. For information about Rich’s Coaching programs, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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EA

Surprise Your Clients!

Patti Brotherton

B

uilding client loyalty has been the key to a long and successful career in real estate. We all know it. Some agents do this very well-are in constant contact with past and current clients and see a good consistency in their business. They lose a few transactions each year, but don’t really worry because they have so much going and are comfortable with their results. But, why not have it all? Let me give you some ways to surprise your clients.

One of the biggest mistakes agents do is not keeping in touch enough with their clients. If they hear from you 18 times a year-you will be receiving more referrals than you ever imagined. I know, most of you are saying, “gee, if I started doing that after they haven’t heard from me in five years, what would they think?” They would like that you are finally on the ball! It’s never too late!

Annual gift Why is it that we neglect to give back to the very people who have given us the most rewards? You should be spending your marketing money wisely; and it is very wise to give a gift to the people who helped you be successful. Every client that lives in your marketing area should receive a gift from you every year. Pick a month of the year that you want to do this (preferably not at Christmas time because they get so much at that time of year and you want to stand out). How about St. Patrick’s Day? Order live shamrocks from a wholesale nursery and dress them up with pretty green foil paper, put a sticker on them that says “Happy St. Patrick’s Day, your name, office, and telephone number.” Get some help and deliver them to their doorstep. What a fun surprise! When was the last time you received a live shamrock plant?

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How about 4th of July? Have a local bakery bake you small apple pies for all your clients. Put them in a Ziplock plastic bag, put a white sticker with red print on the outside that says “what’s more American than apple pie?

Enjoy. Happy 4th of July!”

How about the middle of August? Buy barbeque aprons for each family, roll them up and tie with a ribbon, fasten your card or a note that says, “Hope you’re having a good summer. I’m thinking of you.”

Let your imagination go. Surprise your clients!

By the way, if you are already giving them something every Christmas (live poinsettia, beautiful calendar, etc.), don’t stop. You are way ahead of your competition. But, think about doing something during the year as well. You want them to have as many surprises as you can.

Holiday cards I love sending cards for different holidays that people rarely receive cards for-St. Patrick’s Day, Easter, May Day, Arbor Day, Ground Hog Day, 4th of July, Labor Day, Halloween, and Thanksgiving. Surprise your clients by having a card made up and sending it to them. They will be thrilled and it’s so easy.

Surprise CMA Why not send them a market analysis on their home every five years. The cover note can say, “Surprise.look what your home is worth now!” There isn’t a person around who doesn’t want to know the value or their home.

And, this just might motivate some to action. What a surprise to have your Realtor® thinking of you and providing you with information unsolicited.

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Theater tickets Pick 10 couples a year to give tickets for live theater if they have it in your area or concert tickets, etc. Make a casual call and tell them that you were thinking of them and wanted to give them the tickets. They will be surprised and pleased. Call two weeks before the performance.

Most will be able to attend some won’t, but you will still get mileage out of it with the offer. This little surprise has big rewards. And, is so easy to do. Mail them the tickets after you are sure they can attend with a nice note.

Lunch or dinner Take two people to lunch or dinner once a month. Talk about the real estate market and how great it is. Let them know how much you enjoyed working with them and hope that you can help their friends and family in the near future. Don’t take the same people all the time. Take people that you haven’t seen for awhile so that you can catch up. They will be pleasantly surprised.

You get the idea. When you treat your past and current clients this way you will reap huge rewards and have a lot of fun doing it. Best of all, these small surprises makes everyone happy!

Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. For additional information about Patti’s presentations and company services, contact the Frog Pond at 800.704.

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

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Let’s work together to help more homebuyers achieve their goals Let’s start the conversation today.

Julie A. Piccione Branch Manager 714-934-2061 NMLSR ID 409747

Jenn Levin 714-904-9424 NMLSR ID 448482

Jason Doby 949-445-3629 NMLSR ID 823512

AJ Kouhi 909-255-6844 NMLSR ID 883069

Kathy Niemczyk 714-934-2065 NMLSR ID 433497

Nathan Lindsey 714-394-0506 NMLSR ID 665133

Mary C. Lee 714-308-8576 NMLSR ID 420573

Robert Bruch 714-717-6617 NMLSR ID 223111

Mark W. Bowman 866-531-3229 NMLSR ID 450934

Robert Michael Garin 714-483-5504 NMLSR ID 490240

Yoona Kim 714-886-7484 NMLSR ID 461746

Kristi Nguyen 714-580-5211 NMLSR ID 457844

Rommel Salazar 714-600-0476 NMLSR ID 798673

Rishant Taneja 714-655-8861 NMLSR ID 473697

Devon Doan 714-767-5664 NMLSR ID 754683

Laura P. Licea 714-934-7396 NMLSR ID 196656

Information is for real estate professionals and is not intended for consumers.

Information is accurate as of date of printing and is subject to change without notice.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2016 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801.

AS2530479 Expires 08/2017