Executive Agent Magazine

Transcription

EXECUTIVEAGENT
MAGAZINE
Executive Agent of the Month
Inside Features:
Diane Kapitan
Century 21 Award
Dana Martinez
imortgage
Karen Urrutia
Alpine Mortgage Planning
TM
Your career with imortgage? The sky’s the limit!
● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the
perfect time to target imortgage.
● imortgage and its partner, loanDepot, have combined to become one of the top five* private mortgage lenders
in the United States.
● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.
Watch your career take flight with us. Call today!
(909) 912-7810
Richard Hedrick, Branch Manager
Direct
Mobile
(909) 912-7835
(714) 400-2753
NMLS ID
1059650
[email protected]
imortgage 8686 Haven Avenue, Suite 150, Rancho Cucamonga, CA 91730. . Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate
NMLS ID 174457. All rights reserved. 01012015.
contents
Southern California’s Publication for the Real Estate Professional
ExecutiveAgent
Magazine
February, 2015
Inland Empire
Editorials
Cover Story
32 - Tony Alessandra:
How To Be Street Smart On
And Off The Street
14 - John Boe:
Listen While You Work
28 - Jeremy Cyrier:
Fred Arrias
Executive Publisher
PO Box 73384
San Clemente, CA 92673
Ph: (949) 366-3349
Fax: (949) 266-8757
Email: [email protected]
Web: www.EAMag.net
ADVERTISERS’ INDEX
The Easiest Way To Get
Real Estate Leads
Alpine Mortgage Planning............36
City of Hope..................................35
24 - Don Loyd:
Power by Embracing Enthusiasm
08 - Chris Widener:
imortgage....................................2
i Photography Studio.................6 & 23
PWAOR..........................................7
Create Your Past
The Termite Guy.............................31
10 - Zig Ziglar:
TIGAR...................................34
Using Your Time
Marketing Director: Frank Arrias
Editorial Manager: Trudy Van
Graphic Designer: Garon T. Arrias
Photography: i Photography Studio,
Ian Wiant, Rob Paino
Writers: Lalaena Gonzalez–Figueroa,
Shannon Hartsoe, Haley Freeman,
Steven McReynolds
17
Jane Santiago
© Copyright 2015
Executive Agent Magazine. All rights
reserved. Reproduction in whole or in part
without written permission is prohibited.
Although every precaution is taken to
ensure accuracy of published materials,
Executive Agent Magazine cannot be held
responsible for opinions expressed or facts
supplied by its authors.
26
Diane Kapitan
04
Dana Martinez
12
Karen Urrutia
ExecutiveAgent Magazine
3
E XECUTIVE AGENT
TM
MAGAZINE
Written by Shannon Hartsoe
D
ana Martinez did not learn how to be a successful
mortgage consultant under the tutelage of a successful colleague, from a set of how-to lending
DVDs or as the natural progression of her career path.
For this imortgage consultant, the core of her success
comes from lessons she learned from her grandmother.
“She showed me how to be compassionate and strong at
the same time,” says Dana, sales manager at imortgage in
Rancho Cucamonga.
With the ever-changing market to
navigate and a diverse client base with
specific needs, Dana says her grandmother’s example and advice have
given her the wisdom necessary to
provide clients outstanding customer
service and the skills to find them the
perfect loan for their needs.
“My philosophy about customer service is always treating your customer
the way you want to be treated. I
remind myself constantly that our borrowers might only obtain a mortgage
once or twice and this is something
we do every day, so we must take our
time,” she says.
Experience pays off
With more than 13 years in the mortgage lending industry, Dana has seen
plenty of changes. In addition to the
ups and downs of the housing market
during this period, she’s also had to
learn and stay abreast of the continual changes to lending regulations.
Thanks to maturity and determination, she’s successfully adjusted to
these changes and maintained her
focus on putting the customer first.
Admittedly, it has not been easy
“It has taken years to gain
momentum and success,” Dana states,
showing the transparency and honesty that her clients appreciate. “I’ve
learned that to maintain success you
have to continue to work hard and
keep up on the changes in the marketplace.”
Dana Martinez
EA
We have a loan for every home... simple as that.®
Success also requires the personal skills that put clients
at ease when negotiating what’s often the biggest financial
commitment of their lives. “I would describe myself as a
giving person and this helps me to relate to my customers.
This allows me to meet their individual needs and wants,”
Dana acknowledges.
Teamwork at imortgage
Before coming to imortgage in September 2014, Dana’s
extensive background includes working as a sales manager at First Mortgage Corp., Academy Mortgage Corp.,
and at Countrywide/Bank of America.
At imortgage, Dana leads a team of five. Together they
bring more than 50 years of experience to the company.
“We have each survived many market changes, which
have helped us to become better mortgage originators,”
she shares. “Every borrower is different and therefore
their needs are different. Our borrowers benefit from our
years of experience and our knowledge of the lending
industry.”
Dana also participates in a number of organizations that
work to improve both the mortgage industry and local
community. These include the BIA (Building Industry
Association) and NAHREP (National Association of
Hispanic Real Estate Professionals).
“It is important to belong to the business organization
because it aligns you with other professionals in your
industry and allows you to obtain current knowledge on
industry changes,” she says.
resting on her past laurels. Her goals for the coming year
include increasing her team’s market share by expanding
her skills and maintaining her solid relationships with
builders, Realtors®, sales representatives and customers.
Fostering a healthy work-life balance is also atop her
list of priorities. “My goal is to expand our success at
imortgage while also not taking any time away from my
family.” She’s thankful that the mortgage industry has
provided her the opportunity to be successful at both.
“I was previously a real estate transaction coordinator
but was not satisfied or challenged with this position,”
Dana recalls. “I found the lending side of real estate to
be the most rewarding. Playing a part in people’s lives by
providing them caring and compassionate service along
with loans that perfectly match their needs has been a
truly rewarding way to earn a living.”
She adds: “Like most things that are worthwhile, the
road is not always easy, but when you love what you do
and have the support of your company and the people
around you, it’s hard to imagine a more rewarding career.”
Dana Martinez - Sales Manager
imortgage
8686 Haven Ave., Ste. 150
Rancho Cucamonga, CA 91730
Tel: 909-912-7810 – Cell: 951-415-0922
Web: www.imortgage.com/dana.martinez
NMLS ID 252995
Another life lesson from her grandmother is a love for
family. When not leading her team at imortgage, Dana
says she loves to spend as much time as possible with
her family, which includes vacations to Lake Havasu and
camping in the desert.
As she heads toward a decade and a half in the mortgage industry, Dana shows no signs of slowing down or
imortgage is licensed by the CA Department of Business
Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing
Opportunity. All rights reserved. 2015.
Experience, Passion
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EA
Create
Your
Past...
8
EA
By Chris Widener
T
oday is the day to create your past!
Umm, Chris, don’t you mean today is the day to
create your future?” No, I mean exactly what I said.
Today is the day to create your past.
Let me explain. I did not say today is the day to relive
your past. That would mean sitting around thinking about
the things that have already happened and things that you
can do nothing about. You cannot change them. They are
done. They need to be let go.
“Okay, I am confused. What do you mean then?”
I am talking about creating your past! You see, most
people talk about creating their future, and in a way, that
is what I am talking about here. You see, Tomorrow is in
your future. But two days from now, Tomorrow will be
your past. It will be your yesterday.
So, every day that we live is both our present, but also
what will be our past tomorrow.
For example, many people lament their past. They say,
“Oh I wish I would had done such and such.” Or “I was
such a failure. I did this and that and it was so bad.” What
they fail to realize is that they should stop reliving their
past - their yesterdays - and start creating the past they will
relive tomorrow.
So, if you sit around and moan today about your past,
then tomorrow you will look back at today and say,
“Yesterday was such a waste. I blew another day.”
But if, instead, you work your tail off today and
accomplish something, then tomorrow you will look back
at your immediate past - your literal yesterday - and you
will say, “Boy, I really accomplished something!” And if
you string enough of those together, pretty soon your past
will be looking pretty good. And a pretty good past will
propel you to a pretty good present, which will in turn be
the platform for a pretty good future.
So what can you do to create an incredible “past?”
Live for today! Do not relive yesterday. Do everything
you can today to make it an incredible day. Whatever
you would like to look back on tomorrow and see as your
accomplishment, do today.
Understand that just as your current past took time to
develop, your future past will too. So you have a few years
of bad past behind you. Who cares? Do the right thing
every day and you will one day look back and see that you
have a great past developing.
Some may say I am arguing semantics. I am not. This is
one of the mysteries of living in time and space. Our future,
given enough time, will actually become our past. So no
matter what our past is currently, we can change it because
each day we live, we see our past grow. What we do today
literally creates our past! That is a powerful concept when
we grab a hold of it!
So, do you find yourself focusing on your past? If so,
take the time today - show the will power and discipline
- to create a day that tomorrow you will look back on and
be proud of! You can literally create tomorrow’s past and
make it everything that you want it to be.
Someday you will get to the end of your life and you will
have only the past to look at. The beauty of this concept is
that if we are proactive, we can do things today that will
guarantee that on that day our past is everything that we
want it to be!
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 [email protected]; http://www.
FrogPond.com
9
EA
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
10
EA
Written by Zig Ziglar
11
E XECUTIVE AGENT
TM
MAGAZINE
Written by Shannon Hartsoe
W
hen Karen Urrutia speaks of her profession, she
doesn’t call it a career, a job or even a calling,
instead Karen, a top-producing mortgage con-
sultant at Alpine Mortgage Planning, refers to her chosen
field as a “privilege.”
“The very idea of helping someone
obtain a home, save money by refinancing or help them create a plan
to invest fascinates and motivates
me each and every day,” she says. “I
truly enjoy helping others.”
In 2001, fresh from the University
of California at Riverside, Karen
started in the industry. The early
days, she says, were not exactly
inspirational. “I was horrible at what
I did because I tried to pattern myself
after what other originators – who
were more focused on the traditional
sales model – were doing. One day,
my mother asked me ‘what are you
doing? You’re not a salesperson,
you’re a people person.’ She was
right. Once I began to see the difference between selling and serving
everything clicked.”
She credits strong mentorship, a
zeal for learning new things and a
dedication to her clients for helping
propel her to the top of the Southern
California mortgage lending field.
“I am a careful listener,” she says.
“I take what I learn from talking with
my clients and use that information
to help them reach their goals. I
try to give the highest level of customer service every time and always
think of my clients’ best interests. I
never actually sell anyone anything
– instead, I’m more of an advisor
to help them get to where they want
to be.”
Karen Urrutia
EA
It also helps to have the backing of an institution like
Alpine Mortgage Planning.
“Marlene Hoover has been my personal coach for the
past few years,” Karen says. “She has helped me look at
things from different angles and is a great encourager.
I’ve also been blessed to work with some amazing real
estate agents. Having built solid relationships with others
who are also very successful and dedicated to what they
do, has helped me to provide the best service possible to
my clientele.”
Because Alpine Mortgage Planning is a direct lender,
Karen is able to offer lower costs and competitive rates
to her clients, something that’s very important to her.
“The company core values of teamwork, empowerment,
positivity and excellence go hand in hand with my own
philosophy of life and work,” she states. “I’ve been told
that I have a big heart, so it means a lot to me to work with
a company that values its people and values its clients.”
But with or without the backing of one of the top
lending companies in the country, it’s clear that Karen
would be a success. With a passion for education (in addition to her bachelor’s degree in business administration
and political science with a minor in cognitive analysis,
Karen holds a master’s in business administration and
finance from the University of Redlands) and a knack for
solving problems, Karen is something of a dynamo.
“I really enjoy what I do because there’s never a boring
day,” she notes. “It’s the only place I can imagine where
I’d be allowed to help people, solve problems and work
with the challenges that can come with business. Every
day, I’m ready to get up and conquer the challenges head
on – it’s exciting to me!”
When Karen is not helping her clients find the perfect mortgage lending solution for their need, she’s still
helping others. As a mother of two children – Dania, 9,
and Daniel, who is 8, she can often be found at the school
or working with their church, Water of Life Summit.
“As a family, we love to give back to the community
through our church and through other civic organizations,” she says. “We often partner with the food bank to
distribute food for those less fortunate. One of the things
I’m passionate about is making sure my children learn to
help others. When you give yourself away to help make
the world a better place, there is no better feeling and no
greater calling.”
If there’s a secret to her success, Karen says she hasn’t
found it. “I just keep showing up and doing what I’m supposed to do,” she laughs. “That’s it! I don’t treat this as a
part-time job, or as a side job. I hold myself responsible
to my clients and am considerate of their time. My clients
are people, with dreams and goals. I’m here to help make
those dreams come true.”
Karen Urrutia
MLO 373338
Alpine Mortgage Planning
3990 Concours, Ste. 350
Ontario, CA 91764
Tel: 909-838-7513
Web: www.mortgageloangal.com
© 2015 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender
| NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department
of Business Oversight under the California Residential Mortgage Lending Act
Regulated by the Division of Real Estate Colorado.
.
Passion For Perfection Leads To Success
EA
Listen While You Work
I
believe that the earning potential for a salesperson is
directly linked to the quality of his or her active listening skills. To listen closely and reply well is the
highest perfection we are able to attain in the art of selling.
An ancient Chinese proverb reminds us; “To listen well, is
as powerful a means of influence as to talk well.” While
everyone can benefit from this sage advice, these words of
wisdom are particularly appropriate for professional salespeople. No sales rep has ever listened himself out of a sale.
Would you consider yourself to be a good listener? How
would your customers, business associates, friends, and
family members rate your listening ability? Their feedback just might surprise you, because most people believe
they’re much better listeners than they truly are.
Poor listeners frequently confuse the physical act of
hearing with the emotional art of listening. While hearing
is a function of biology, active listening skills must be
acquired and developed. In the selling process, when
you talk you merely provide information, but when you
genuinely listen you show respect, create trust, and develop
rapport. Unfortunately, our educational system places great
emphasis on speaking and writing, but not on the important
skill of active listening. For example, I have a good friend
with a PhD who speaks three languages fluently, but can’t
listen worth a hoot. The good news is that it is never too
late to begin working on improving your active listening
skills… from the kitchen table to the sales table.
Active listening is making a conscious effort to hear
your customer’s words as well as to try and understand the
total message being sent, both verbally and nonverbally. It
requires you to listen not only with your ears, but also with
your eyes. It’s important to monitor your customer’s body
language gestures and look for congruency between his or
her words, posture, movement, and tone of voice.
Are you able to stay focused on your customer or does
your mind wander? By giving your customer your full
and undivided attention, you’re not only showing respect,
but you’re also laying a foundation of trust and building
rapport. Discipline your mind and put aside distracting
thoughts. Each time you catch your mind starting to
wander, “grab it” and immediately refocus your attention
back to your customer.
The best salespeople have a tendency to listen like a
homicide detective and ask great probing questions to gain
understanding and promote conversation. They don’t make
assumptions, they summarize and seek clarity. An occasional question or comment to recap what has been said
14
communicates that you understand the message. Until this
is done, your customer will resist your input.
If you would like to improve your sales effectiveness,
consider incorporating the following active listening tips
into your sales presentation.
1. Face your customer and give him or her your complete
and undivided attetion.
2. Show your attentiveness through your body language
by sitting up straight, maintaining good eye contact,
uncrossing your legs, unfolding your arms, and leaning
forward slightly.
3. Minimize distractions by turning off your cell phone.
4. Respond appropriately to show that you understand by
nodding your head in agreement.
5. Encourage your customer to give you more information by using open-ended questions such as “How did you
feel when that happened?”
6. Keep an open mind and don’t jump to any conclusion
or make assumptions. Wait until your customer has finished speaking before deciding that you disagree.
7. Don’t interrupt your customer when he or she is
speaking.
8. Ask questions for clarification and periodically summarize comments. Paraphrase your customer’s key statements
to make sure you didn’t misunderstand his or her point of
view. Start with: “So if I’m hearing you correctly, you’re
saying…”
Where communication is poor, mistakes increase, relationships breakdown, and opportunities to make the sale
are missed! If you want to enhance your professional
image, strengthen relationships, and dramatically improve
your sales effectiveness, I encourage you to listen while
you work.
“I only wish I could find an institute that teaches people
how to listen. Business people need to listen at least as
much as they need to talk. Too many people fail to realize
that real communication goes in both directions.”
- Lee Iacocca
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 [email protected]; http://www.FrogPond.com.
EA
Written By John Boe
15
Nomination Form
Nominate a fellow REALTOR® 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:
PO Box 73384
San Clemente, CA 92673
Fax: 949.266.8757
Tel: 949.366.3349
Name_______________________________
Company___________________________
Phone______________________________
Email_______________________________
EA
Cover Story
Written by Haley Freeman - Ian Wiant Photographer
J
ane Santiago’s achievements in life and in real
estate prove that her words are true. As an agent at
RE/MAX Time Realty, her determination and hard
work have earned her platinum status every year that
she has been with the company.
Jane started out in the industry working for a property
management company, where she worked her way up
from a receptionist to a commercial leasing agent. Along
the way, she obtained her real estate license, and when
she decided to give up her steady management position to
pursue real estate full time during the worst of the market
turmoil in 2009, she never doubted herself. “Everybody
was telling me that I was crazy. Who was going to buy
houses in that market? But it was something I was really
passionate about, and I knew that I was going to make it.
Working part-time, I was able to sell three houses. If I
could just sell six to eight houses during the year, I would
be fine. In fact, I would be doing better than I was as a
full-time employee. So I left my job and set my goals.”
Jane not only met her first year goals, she exceeded
them. “When everything was going south, I saw a window
of opportunity in short sales. That is where I found most
of my initial clients. I knocked on doors knowing that it
was going to be hard – but I had the right mindset going
in. Many people got discouraged during that time. I took
it more as a challenge. Telling me that I can’t do something just makes me determined that I’m going to make
it happen!”
While building her short sale pipeline, Jane also began
developing relationships with homebuyers. “I had a niche
there. I liked working with sellers and helping them to
think about their sale as more of a business and financial
decision than an emotional one. I helped them emotionally too.”
Every year since, Jane has set higher goals for herself,
and she has outpaced her expectations. She has found
a culture of support at RE/MAX that helps her to meet
objectives while ensuring that her clients receive the best
customer service. “We have a nice website for consumers
to search properties online and also a lot of tools for
agents. We also have the RE/MAX University, and I feel
there is a lot of support and guidance in my office.”
In addition, Jane speaks Tagalog. “I am originally from
the Philippines and am able to relate to the Filipino community. There is already a trust when you can speak the
language. That has become a niche market for me.”
Jane likes working as a solo agent, and she regularly
invests in real estate training and personal development
seminars to help her remain motivated, organized and
focused on her goals. “I joined Mike Ferry coaching
for about a year. I have done a lot of self-improvement
classes inside and outside real estate. It helps me a lot.
This business is stressful, but it is also very rewarding. I
love learning what I can do to make myself more effective
in every area of my life.”
“I have learned that to be successful, you have to put your heart into
the thing that you really want to do. If you set a goal, focus on it,
and think that it can be achieved, it will happen.”
As Jane was beginning her full-time real estate career,
she attended a leadership training where she was tasked
with creating a vision board. That vision board still hangs
in her home office, and she is proud to say that she has
already accomplished many of the things on it. “It is not
just about me, it is also about my family. One thing that
I never thought I would do is travel to Europe. In 2013,
I did a tour in three countries – Italy, France and Spain.”
“Looking at what I’ve accomplished still gives me
goose bumps. I also have a picture of friends gathered
at the table. I really wanted a group of friends to go out
with regularly. Now my husband and I are part of a dinner
club. We go out with three couples and take turns picking
out new restaurants with international menus in the Inland
Empire and neighboring counties. It is something we look
forward to every month.”
Her future goals include a trip to Singapore, Thailand
and Japan and celebrating her 50th wedding anniversary
many years from now. She is also leveraging her real estate
knowledge and experience to purchase and pay off her own
investment properties to provide for her retirement. “It’s
important to set personal and professional goals together.
I believe that they work at the same level. If you are not
doing well in your personal and family relationships, you
will not do well in business. I want consistent things in my
personal life and my professional life.”
Jane and her husband have two grown children and
enjoy going out dancing together. She describes him as
“a very good support for me and our family.” Jane is
involved in regular charity work at her church, and she
also makes time to unwind by going to the gym, walking
and hiking.
“I love everything about the real estate business,
from finding customers to showing properties to sitting
down and talking to sellers about how to structure their
circumstances so we can sell their house while helping
them buy another one. This is my passion. To me, it is not
selling anything. My job is to set up a goal with them, and
then whatever it takes, this is what we need to do. Your
goal becomes my goal, and I am not going to stop until
we achieve it. I write down all of the things we have to do
in order to achieve the goal. I give them a list of all the
possible challenges along the way so that if we hit one,
they are already prepared to deal with it.”
Recent clients, Charles and Deborah Davis, voiced their
gratitude for Jane’s persistence and character, “We would
like to express our appreciation for your incredible service
as our real estate agent….We were quite impressed with
your responsiveness, knowledge of the selling and buying
process, negotiation skills, knowledge of the current real
estate market and most of all your integrity. Thank you
for making this entire process advance in a quick and
efficient manner.”
Jane will be recognized for her professionalism in a very
special way at the RE/MAX convention in March of this
year, where she will receive the Lifetime Achievement
Award. Jane makes a point of choosing to work with other
professionals who share her goals and values for serving
clients. “It’s very important to be on the same page with
my client. That’s why I always make sure that buyers are
pre-approved before I show them properties. My lender
partner at imortgage, Michael Encarnacion, and his team,
do an incredible job for our mutual clients.”
“In this business, it is not just about making money. It is
more about helping people along the way – helping them
to achieve their goals and focusing on their needs before
my own. I know that if I can help them, my needs will be
met too.”
Jane sums up her philosophy about finding the right
balance, “Don’t chase dollars for success; make a difference
and success will find you.”
Jane Santiago
RE/MAX Time Realty
10535 Foothill Blvd., Suite 100
Rancho Cucamonga, CA 91730
Tel: 909-816-7411
Web: www.mjsantiagorealty.com
CalBRE # 01851541
EA
Power by Embracing Enthusiasm
Y
ou can do anything if you have enthusiasm. Enthusiasm is the yeast that makes your hopes rise to the stars. With
it, there is accomplishment. Without it there are only alibis.
Enthusiasm is rarely a topic that comes to mind when we think of success. And yet, without it life becomes
mundane and the spark we wish to ignite in others fizzles away without the desired result.
Embracing enthusiasm is important because it replaces fear and worry. When I was in my early 40s I experience
what many call a mid-life crisis. Prior to this dark, short chapter in my lie, I was accustomed to making many and
huge decisions. I spiraled downward into a period of depression in which I could not decide on the color of my
socks each morning.
The catalyst for my turn-around was the new project I tepidly decided to take on. Early in the process, enthusiasm
was a quality I forced on myself. I pretended I had it until it finally showed up. It showed up because (I think), as
others became excited about my dream, their excitement spilled over to me and replaced pretending enthusiasm
with the real thing.
I grew into a bona fide, honest cheerleader for finding success in very today. That was the end of bad days for
me. Now there are good days and, better yet, great days! And an interesting thing happened: my enthusiasm and
excitement became contagious. Others reflected my newly refashioned positive mindset. The spark I sought to ignite
became a forest fire from which many lives were positively impacted.
Here’s my advice to you if you want to enjoy success and are having a tough time getting excited:
Fake enthusiasm until it becomes real (no, you will not be a phony).
24
EA
Surround yourself with positive people (don’t listen to negative talk).
Think about how you can help others less fortunate than you (gets the focus off you and on someone else - which
is a great thing for your well being).
Learn how to give yourself and some of your money to others (if you refuse to give, then the things you own and
the money you possess OWNS you).
Norman Vincent Peale states, “Often enthusiasm is the bridge between poverty and prosperity.” I know, from
personal experience, he’s right.
He also wrote: “Enthusiasm releases the drive to carry you over obstacles and adds significance to all you do.”
Now it’s up to you. What will you do with this information? File it away in some dark corner, or get excited about
your dreams and go for them? It’s your choice.
Now, go make it an enthusiastically great day.
Don Loyd has been involved in real estate in some form for more than 38 years. He has written several books on
the subjects of real estate, business, goal setting, and personal development. He writes a weekly column, and has
served as a co-host for a financial services radio show. For more information, go to http://www.RealCashFlow.net.
25
E XECUTIVE AGENT
TM
MAGAZINE
Diane Kapitan
‘World Class Service’
W
hile Diane Kapitan has made her home in
Southern California, she may rightly call herself
a citizen of the world. Diane was born in the
United Kingdom, and during her childhood she had the
unique opportunity to live on three continents. “When I
was little we moved from England to Canada and then to
San Diego, where my younger sister was born. From ages
7-11 we lived in Australia. Moving there from California
was an adjustment – I was a child having fun living the
California life. I had to adapt to black and white television with only three channels and wearing uniforms to
school.”
EA
Finding Her Home in
Real Estate
Written by Haley Freeman
Her family returned to Canada, where Diane eventually
began her own family and a career in the software industry.
When she relocated again to California with her husband
and son almost a decade ago, Diane decided that it was a
good time for her to pursue her interest in real estate. “It
is something I always wanted to do. I think maybe moving
around so often and looking at so many houses over the
years got into my blood. I remember going to new homes
and the thrill of finding my new room. It was so exciting
to me as a kid.”
As a broker-agent at Century 21 Award, Diane enjoys
participating in that journey of discovery with the numerous
families she represents. “I love the helping side of this
business. I enjoy working with first-time homebuyers and
educating them through the process and getting them the
house they want. I give 100% to helping things go the way
they would like for them to go.”
Diane’s tenacity has been evident right from the beginning. “People think real estate is easy, but it is a difficult
job. It is the hardest job I’ve ever had, but I love the challenge,” she says. “I started doing short sales before there
was even a process for it. It was really gratifying to be able
to help people through those difficult times – helping them
to see that it’s not the end of world – it just is what it is. I
never lost one short sale. Every single one closed.”
Truthfulness and integrity are among Diane’s greatest
assets. “My biggest thing is honesty. Sometimes it doesn’t
help me, since I’d rather be honest and tell a client they
can’t afford a home rather than making a commission.
Sometimes they don’t want to hear that, but I’m not going
to get somebody into a house where they are strapped to
the last cent to pay the mortgage.”
am very tolerant of people’s differences. I was brought
up not be prejudice and to love everybody. I have a lot
of patience, and working with short sales and first-time
homebuyers requires patience in order to educate people
through the process. My life experience has also made me
very adaptable, so I think it is easier for me to change with
the market and be responsive to my clients’ needs.”
When she is not busy helping her clients, you will find
Diane spending time with friends and family, reading
and traveling. She is also a devoted volunteer for Canine
Companions for Independence (CCI), a non-profit organization that trains assistance dogs for people with
disabilities. “It’s a wonderful organization full of great
people, and we puppy raisers get together regularly. We
do the early training with the puppies and then give them
back to the organization for professional training. The
dogs learn how to do everything from picking up a credit
card off the ground to getting things from the refrigerator.
Once the dogs are fully trained, they are given to people
who need them at no charge.”
“Whether someone is buying a $200,000 home or a million dollar home, I will treat them the same and be there
all the way through it. When I have a job to do, I’m like a
dog with a bone. I keep working until it’s done.”
Diane Kapitan
Century 21 Award
4000 Barranca Parkway, Ste. 110
Irvine, CA 92604
Tel: 949-939-0760
Web: www.KeyRealEstateTeam.com
CalBRE # 01501286
One of Diane’s clients, Sue K., confirmed Diane’s character and positive spirit, “Diane was very pleasant and
sincere. Diane seemed to be a real, honest person from
the first time I met her. As it turned, out she is an honest
person and isn’t pushy. If I didn’t like a particular property she just said, ‘Maybe the next one will be yours.’ She
sent me lots of listings to view and kept in contact. It was
a very pleasant experience.”
Diane credits her years of travel and exposure to various
cultures with helping her to be a better professional. “I
EA
The Easiest Way to
Get Real Estate Leads
A
ll good deals start with good marketing. And if
you’re not marketing for good deals, you’re not
going to be doing any. That means you won’t be
making any money and your competition will be soaking
up the opportunities in your market area.
Just declaring to your friends and family that you are a
real estate investor is not enough. You must get the word
out to let everyone know that you are buying real estate
and that anyone interested in selling his property should
call you. Here’s the catch. You aren’t going to tell the
entire world. You’re only going to tell the people that
want to meet you.
These are your targets.
Rule #1: All good marketing starts with a clear target.
This means that you define who you are trying to reach.
For example, I want to buy properties from owners
28
that are debt free because they like to offer me seller
financing. Therefore, I target owners in my market area
who own their properties free and clear, particularly in
communities that I want to invest in.
Now that you’ve defined your target, it’s time to
move to crafting your message for reaching out to
them.
Rule #2: All good marketing starts with a good
messaging. Have you ever wondered why retailers ask you
to sign up for their discount cards? They track all of your
purchases and gather mountains of market intelligence
about your buying habits so they can make smarter
decisions when buying inventory and pricing programs.
You must also understand your audience. What matters
to your sellers? How will you provide a meaningful
experience for them when they sell their building to you?
EA
Once you’ve identified your target and crafted your
messaging, now you’ll have to implement a system for
communicating your message to your audience. You may
hear that signs, letters, or email are the best systems to use to
broadcast your message. Guess what? You need to do them all.
Rule #3: All good marketing thrives on multiple systems. You must simultaneously work multiple systems
to bring your message to your target audience because
no one system will consistently fill your pipeline--it will
vary from month to month. That’s why you need a calling
system, mailing system, internet marketing system, print
advertising system, etc. You must be firing on all cylinders at all times to keep your lead pipeline full.
Here’s where most people fail: they don’t measure
their results.
Rule #4: What gets measured gets managed. What gets
managed gets funded. This an old saying my father (a veteran HP executive) tells me and it rings true today. If you
don’t know where your leads are coming from and why,
you’ll miss the opportunity to fine tune your systems to
make them perform at maximum capacity for you. Then
you’ll start to wonder whether the investment is worthwhile or not. And when you do measure and manage,
you’ll have a steady flow of leads that will turn into
opportunities for you to do deals, over and over again.
In a nutshell, if you aren’t marketing, you’re missing
the lifeblood of your business. You must start marketing
today. Make sure you follow the 4 rules listed above
because without them, you may as well be throwing
money out the window while driving down the highway
hoping for something to happen. It’s not going to and all
you’ll have at the end of the day are no leads, no deals,
and an empty bank account.
Jeremy Cyrier, CCIM trains people who invest their
own money in commercial real estate at http://www.
CommercialRealEstateInvestingEducation.com. For a free
report on residential vs. commercial real estate investing,
visit: http://commercialrealestateinvestingeducation.com/
residential-vs-commercial-property-investment-report.
29
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Online!
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949.366.3349
[email protected]
EA
How To Be Street Smart On
And Off The Street
32
EA
A
thief looks at two houses on a street -- both are
large and well kept, so he is assuming there are
great steals in both houses. Both are dark and
empty -- all the neighbors are at a block party down at
the end of the street. Both houses are exactly the same
-- except that the house on the right has an alarm system,
and the house on the left does not. Which house do you
think this thief is going to go for?
Same thing for muggers. Do you think a mugger is going
to go after someone walking confidently, paying attention
to her surroundings, aware of where she is going? Maybe,
but he’d more likely go for the person shuffling along;
wearing heels so high they’re hard to walk in, let alone run
in; distracted on a cell phone; scanning a map worriedly.
Call it awareness; call it survival skills; call it
Street Smarts. Whatever you call it -- have it!
Street Smarts is not just for keeping you safe --it is
an essential business tool. Street Smarts-borne skepticism will allow you to negotiate will ease and skill.
For example, once I was in negotiations for a project
with a publishing company about my royalties. From
conversations with colleagues, I knew that 3% was an
accepted target, so that is what I went in expecting. I could
tell right away that these guys were people I could joke
around with, so my first offer was 50% -- which made
the publishing guys look at each other, speechless, before
they started laughing. So, they countered me at 10%! I
guess they thought I was serious. So, I paused, moved
my head back, and squinted, really considering their
offer. “Hmmmm, is that fair?” I asked. After much deliberation and some hesitation, which made them feel better
that they were playing hardball, I accepted their offer. I
walked out of that office ecstatic. I got 10% royalties just
because I was able to use my Street Smarts to analyze
the situation and interpret the best way to approach it.
“In any pursuit in life there is a formal knowledge base
and an informal knowledge base. The formal knowledge
is what you are told. It is what you get in the manual when
you start a job. It is what you get in the course work in
college. Informal knowledge is everything they do not
bother to tell you. Moreover, usually that is the stuff that
makes the most difference. It is the stuff they cannot say
and would not say if they could. That is why we call it
tacit knowledge.. It is what you learn from your environment. You might say it’s the unwritten rules of life.”
According to Dr. Robert Sternberg of Yale, this informal
knowledge, or Street Smarts, is a far better predictor of managerial success than academic performance. He even said a
very high I.Q. could be a detriment to managerial success.
“I don’t think Street Smarts has anything to do with big
cities or small cities,” Sternberg said. “It’s no longer a negative term that conjures up images of street gangs or con
artists. There is no denying that street smarts has its roots
in the impoverished areas of inner cities, places in which
people had to develop certain abilities just to survive physically; but just as blues singers are no longer slaves, street
smart people are no longer just city-dwellers. They are
born, raised, live, and work in all types of environments.
“So how do you learn to be street smart? One of the
critical things is just your attitude. You must have an
attitude that this is something that matters -- something
you can use to your advantage. So a big part of learning
is motivational. It is almost a prerequisite for developing
it. Then you have to seek out the information from other
people, from your environment, and from within yourself. The first is done by observing Street-Smart people
and asking questions of mentors. The second is done by
paying attention, both inwardly and outwardly. You have
to let the knowledge you already have come out-and we
all have more than we might give ourselves credit for.”
Above all, it takes experience, constantly adjusting your
attitude to make the most of every situation.
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. Dr. Tony Alessandra is recognized by Meetings and
Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2006, Tony Alessandra. All
right reserved. For information about Tony’s keynote presentations, contact the FrogPond at 800.704.FROG(3764)
or email [email protected] ; http://www.FrogPond.
com
33
Comprehensive
Education
CRMLS
Award Winning
MLS Provider
Weekly Breakfast
Networking
Connections
TIGAR
Political
Connections
through our
Government Affairs
Director
The Inland Gateway
Association of REALTORS®
Successful
Recreational
Events
Technology
Connections
via Facebook, Twitter,
Live Streamed
Meetings & More!
Your REALTOR® membership in The Inland Gateway Association of REALTORS® Connects You with exclusive products, programs and
services as well as becoming a member of the California Association of REALTORS® (C.A.R.) and National Association of REALTORS® (N.A.R.),
benefiting from the strength of 1.3 million REALTORS® across the country all committed to creating a strong and viable real estate
marketplace. We make sure you are always connected using the latest technolgies such as Facebook, Twitter, and Email Newsletters to
keep you informed with all the Real Estate news that affects your business. We pride ourselves as the member friendly Association of
REALTORS®. Our customer service team strives to make your experience with us the best part of your day.
(951) 735-5121
The Inland Gateway
321 E. Sixth St.
Corona, CA 92879
www.tigar.org
TIGAR
The Inland Gateway
Our bone marrow transplant reunion
is now standing room only.
Each year, City of Hope invites bone marrow transplant
recipients and their families to attend the “Celebration of
Life” event. It’s a joyous time during which survivors of
blood cancers such as lymphoma, leukemia and myeloma
embrace their health, their life and each other. It began
more than 35 years ago when City of Hope created what
is now one of the largest and most successful bone
marrow transplant programs in the world. In fact, we’ve
completed over 11,000 transplants and, according to
national reports, our outcomes are among the best in the
nation. The goal of curing cancer isn’t just something
we work at. It’s what we live for.
If you have cancer, make us your first call. Or ask
your doctor for a referral. We accept most insurance.
800-826-HOPE
COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1
WE LIVE
TO CURE
CANCER.
Science saving lives.
cityofhope.org/bmt
11/25/13 6:02 PM
COME JOIN OUR TEAM!
Your Dreams. Our Expertise.
ALPINE MORTGAGE PLANNING IN ONTARIO
3990 CONCOURS, SUITE 350 | ONTARIO, CA 91761
• Alpine Mortgage Planning is a direct lender
• Retail branch of Pinnacle Capital Mortgage Corp
• 2013 – Funded $7 billion
• Focused on purchase business
• Broker and banker
• In branch set-up, processing, and docs
• In-house marketing support
• CRM
• Production assistants to allow you to be in the field
• Employer paid health benefits
• 401K
• Multiple sources for jumbo product with excellent pricing
and delegated underwriting
We’re proud to announce our new office in Ontario. Alpine Mortgage Planning is currently in the process of
interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment
team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!
VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION!
MARLENE HOOVER
BRETT REICHEL
MLO-828390
MLO-210215
Cell 562.884.9541
Fax 855.714.8399
[email protected]
Cell 503.784.0482
Office 909.657.5101
[email protected]
Area Manager
Area Manager - Inland Empire
© 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender
| NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight
under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

Executive Agent Magazine

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