Michael Miller - Executive Agent Magazine

Transcription

EXECUTIVEAGENT
MAGAZINE
Michael
Miller
Executive Agent of the Month
TM
Inside Features:
Matt Clements
Berkshire Hathaway
Debra Kovacs
CENTURY 21 Award
David Orellana
Smoke Tree Real Estate
Mahesh Mike Patel
First Team Real Estate
Holly Schwartz
Torelli Realty
Ronnie Vaughan
Keller Williams Realty
Marlene Veal
imortgage
Let your buyers lock in today’s low
rates while they shop for a home.
Finding a home for your clients can take longer than expected. And while you’re looking,
the threat of rising mortgage rates can add another twist and turn to the rollercoaster ride
of buying a home.
But what if your buyers could protect themselves from adverse rate movements while
they’re looking? Not only would they get immediate peace of mind, they’d also be
able to maintain critical focus on the task at hand: Finding Their Dream Home!
Introducing the Lock-N-Shop program from imortgage…
● Lock a low-interest rate today while continuing to shop for a home
● 120 and 150-day locks available
● An accepted home-purchase contract is not necessary
● Ifratesdrop,useaone-timefloat-downfeaturetogetanevenlowerrate!
Yourbuyersenjoyprotectionfromrisinginterestratesalongwiththeflexibilityto
capture an even lower rate, if available. Use the imortgage Lock-N-Shop program
to remove interest rate worries and get happier, more-focused buyers.
Find out how our Lock-N-Shop program can help your buyers!
Call today!
Marlene Veal
Branch Manager
(714) 422-1852
NMLS ID 450765
Mark Martinez
Sales Manager
(714) 422-1856
(949) 705-0555
Wendy Buettner
(714) 422-1858
NMLS ID 485094
Holly Frost
(714) 422-1863
NMLS ID 483931
Laura Neves
(714) 422-1840
NMLS ID 267679
NMLS ID 302745
imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806
Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of
Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 12022013.
Teresa White
(714) 422-1870
NMLS ID 209710
contents
Southern California’s Publication for the Real Estate Professional
ExecutiveAgent
Magazine
January, 2014
N. Orange County
Cover Story
Editorials
Fred Arrias
Executive Publisher
PO Box 73384
San Clemente, CA 92673
Ph: (949) 366-3349
Fax: (949) 266-8757
[email protected]
www.EAMag.net
32 - Rich Casto:
Noticing Without Judgement
36 - Mark Victor Hansen:
Live In Truth...
ADVERTISERS’ INDEX
40 - Nancy Michaels:
City of Hope......................................39
Creating a Niche...
Eagle Home Mortgage......................43
10 - Peggy Morrow:
Evergreen Realty...............................16
Becoming A Peak Performer
Greenpath Funding............................17
21
14 - Walter Sanford:
imortgage.......................................2
Checklist Your Business
i Photography Studio........................27
Michael Miller
Kinecta Federal Credit Union...........7
Prominent Escrow.............................44
PWAOR......................................38
Realty ONE Group..............................6
The Termite Guy................................42
30
34
18
Matt Clements
Debra Kovacs
David Orellana
28
Mahesh Mike Patel
CENTURY 21 Award Smoke Tree Real Estate First Team Real Estate
Berkshire Hathaway
12
Holly Schwartz
Torelli Realty
4
The Ronnie Vaughan Group
Marlene Veal
imortgage
ExecutiveAgent Magazine
Photography: i Photography Studio,
Ian Wiant, Rob Paino
Graphic Designer: Garon T. Arrias
Editorial Manager: Trudy Van
Writers: Lalaena Gonzalez–Figueroa,
Shannon Hartsoe, Haley Freeman,
Julie Brown
© Copyright 2013
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.
3
E XECUTIVE AGENT
MAGAZINE
TM
By Lalaena Gonzalez-Figueroa
Marlene Veal
A
s one of the fastest growing privately-held retail
companies in the Western United States, imortgage is adhering to the founding vision that has
facilitated its success. Now, the 3rd largest independent
mortgage banker offers a wealth of resources and programs
designed to meet the needs of a diverse clientele. From
builders and developers, to first-time buyers, to savvy
investors, individuals in every market have discovered that
imortgage boasts exceptional service and the products necessary to accomplish their real estate-related goals.
Managing the Anaheim and Rancho Cucamonga offices
of imortgage, Marlene Veal offers an unparalleled level of
experience, knowledge, and focus. Her background in new
construction aligns well with imortgage’s roots: the company was founded as a builder-based lender over a decade
ago, evolving and expanding into the consumer arena as
the market shifted. Marlene and her team are dedicated to
setting new standards of customer care for consumers and
industry partners. Year-to-date Marlene’s operations boast
a 93% Eliant customer satisfaction rating crushing many of
her competitors.
“Studies show that up to sixty percent of the home buying
experience is lending-related,” remarks Marlene. “It’s
imperative, then, that agents, builders and consumers align
themselves with the right mortgage company.” imortgage,
she asserts, is an ideal platform upon which successful
real estate transactions are launched. “We’re incredibly
committed to doing good business and to closing loans,”
Marlene states. “Every transaction matters.” It’s a marked
change from the often impersonal approach of big banks,
which have become mired in ongoing regulations and laws.
At imortgage, business is conducted with an emphasis on
the individual needs of each client, with open communication and with a sense of accountability and purpose.
Much of imortgage’s success may be attributed to the
company’s understanding of the complex needs of an
evolving real estate marketplace. Internal structure maximizes the strengths and talents of each local office, while
pooling a wealth of resources to offer competitive products
and rates. “We’re not burdened by bureaucracy,” explains
Marlene. “Instead, imortgage has empowered managers to
make the decisions necessary to address the needs of our
clients and business partners. I’ve cultivated a tremendous
staff of individuals in operations and sales, great people
who appreciate the opportunity to thrive in a harmonious
atmosphere, and who are dedicated to accomplishing our
clients’ objectives.” She adds, “We’re a nimble organization; open communication allows us to ensure that our loan
pipelines run as smoothly and efficiently as possible.”
equity markets. Products are also available for investors,
luxury home buyers and builder/developers, as well as
individuals with less-than-ideal credit. “We’ve got a great
ability to match people with loans,” remarks Marlene, who
adds that the company is also well-positioned to add value
to its professional partners. “Our phenomenal marketing
team produces RESPA-approved joint marketing pieces,
and we’re all available to answer questions and address
concerns from agents as well as consumers,” she says.
“And builders have access to loan officers who understand
the distinct needs of new-home financing.”
In keeping with their client-centric model, the leadership
team at imortgage has consigned the services of Eliant, an
independent consumer research company, to measure and
interpret client satisfaction levels. “It’s a reflection of our
belief in holding ourselves accountable, on an internal level
and to our customers,” notes Marlene. “We’re graded based
on the level of service we provide, and we utilize that feedback to refine and reevaluate our processes as we continue to
strive to raise the bar on standards of service and client care.”
While she no longer originates loans, Marlene maintains a
personal connection with consumers and business partners.
An active member of her professional community, she is
involved with the Building Industry Association (BIA).
She’s in touch with her marketplace as well, ensuring that
she has the knowledge and information necessary to assist
her team in navigating the ongoing needs of their clientele.
And she capitalizes on the opportunity to meet imortgage
customers as well. “I came into this business young, and
was inspired by the reward of helping buyers make their
dreams come true,” she reflects. “It’s great to be able to
still be able to participate in that process.”
Marlene looks forward to the ongoing success of imortgage
and the growth of her Anaheim office. “We will continue to
expand with top-shelf talent,” she says. “As our consumer and
industry relationships increase, we will ensure that we have
the resources and personnel in place to meet their evolving
needs.”
imortgage – Anaheim Branch
2099 S. State College Blvd., Suite 102
Anaheim, CA 92806
Rancho Cucamonga Branch
8686 Haven Ave., Suite 150
Rancho Cucamonga, CA 91730
Telephone: 714.422.1840
[email protected]
www.imortgage.com
NMLS ID 450765
imortgage offers an array of programs, including longterm rate locks designed for buyers in the distressed and
imortgage is licensed by the California Department of Corporations
CRMLA 4130969, NMLS 3096. Equal housing lender. 12/2014
Keep Your Career Flying...
Full Commissions
Full Service
Zero Compromise
Some companies leave you deflated.
We don’t rely on all that hot air.
It’s just ONE of the many reasons to join us.
#1 FASTEST GROWING
REAL ESTATE COMPANY IN CALIFORNIA
ANAHEIM
714.478.5600
CORONA
714.767.4471
HUNTINGTON BEACH
714.423.9500
4,5OO+
PROFESSIONALS
IRVINE
949.466.4542
100% COMMISSION
$100 PER MONTH • $200 PER TRANSACTION
LAGUNA NIGUEL
949.297.2020
MISSION VIEJO
949.783.2499
RANCHO CUCAMONGA
909.694.0161
Kinecta can help your buyers…
It’s a smart move when your homebuyer purchases a home with a Kinecta mortgage. As
one of California’s leading credit unions with local mortgage consultants and processing,
we provide a wide range of competitive mortgage products from conventional to jumbo to
FHA and much more.
And you benefit, too.
SMART MOVE Program Benefits:
• Purchase Ready Pre-Approval – Saves you time by showing the properties your
clients know they can afford
• 21-Day Closing Guarantee – A fast closing means more time you can devote to
other buyers.
• $500 off closing costs – A value-added bonus your buyers will appreciate
• VIP Gold Club Membership – Another bonus with extra financial services for your
buyers that will reflect on your dedication to their future.
Contact me for more info!
Jason Sasena
Mgr., Mortgage Loan Sales
cell: 949.812.8025 | tel: 949.253.5350
[email protected] | NMLS #465199
www.kinecta.org/jsasena
Orange County Mortgage Center
4041 MacArthur Blvd., Suite100
Newport Beach, CA 92660
The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business
Information intended for mortgage professionals only. Certain terms and restrictions apply. Visit www.kinecta.org/smart_move for program details or call
800-853-4501. Terms and conditions subject to change. All loans subject to credit approval. NMLS # 407870. Program offer is valid through 12/31/2014 and
all offers may be modified or canceled by Kinecta at any time. Mortgage application and funding must occur during offer period.
13665-11/13
E XECUTIVE AGENT
MAGAZINE
TM
By Lalaena Gonzalez-Figueroa
Thomas Ryan, Ronnie Vaughan and Jill Annen
T
hroughout the course of her successful real estate
career, Ronnie Vaughan has differentiated herself
as a top-notch professional with a no-nonsense
approach. With comprehensive industry experience in new
home sales and the residential resale market, she applies
incomparable knowledge and a sense of accountability
and purpose to every transaction. She consistently strives
to add value to each client’s experience; with The Ronnie
Vaughan Group she ensures that every individual’s unique
wants and needs are addressed, and that transactions run as
smoothly and efficiently as possible.
Ronnie launched her career in new home sales, where
she gained invaluable insight into what sells homes. “I saw
the investment in time and money that went into making
models look their best,” she reveals. “When I transitioned
into the resale market, I applied that to my clients’ homes.”
Ronnie became an early advocate of staging, and has
amassed a warehouse of furniture and décor which are used
in conjunction with cosmetic repairs and enhancements
to show each home in its best light. “My goal is to assist
my clients in maximizing their investment returns,” she
explains. “Through staging services, I’m able to achieve top
dollar results.”
EA
Excellence at Every Turn
As her clientele has grown, so has Ronnie’s business
model. With The Ronnie Vaughan Group she has leveraged
the talents and knowledge of Jill Annen and Thomas
Ryan, whose standards of exceptional service parallel her
own. With the support of a streamlined and systematized
set of processes, the trio offers their clients the power of
attentive and individualized care backed by the resources
of a cohesive team.
“I’m incredibly selective in my business network,”
acknowledges Ronnie. “I trust Jill and Thomas’s knowledge
and abilities, and respect their dedication to keeping their
clients’ best interests at the forefront of their actions.” The
trio has a collegial history; Ronnie mentored both agents
early in their careers, and has watched them cultivate
successful businesses of their own. Together, they are a
dynamic group with a shared vision of excellence.
Open communication ensures that the team is in sync
with the status of every transaction. While Ronnie, Jill and
Thomas maintain their own clientele, the group’s structure
keeps each individual in the picture to varying degrees.
“We are working to assist our clients in obtaining their
goals,” Jill observes. “We understand that a team effort is
the best way to facilitate success.”
The Ronnie Vaughan Group represents buyers and sellers
throughout a broad geographical marketplace, thanks to
an expanding business of repeat and referral clients. From
high-end listings in Turtle Ridge, to first-time buyers in
Chino, the group is pleased to meet the needs of a diverse
clientele. “We tailor the process to each individual,”
Ronnie remarks. “While every transaction is unique, we
strive to provide a consistently outstanding experience.”
Their concierge business is the stuff that real estate TV
shows are made of. “We do it all,” says Ronnie, who notes
that the team’s hands-on approach provides them with an
intimate understanding of each home’s unique qualities and
appeal. “We feel the heartbeat of a house,” she says. “This
allows us to better market it to prospective buyers.”
Understanding the importance of face-to-face networking,
the group also hosts inviting open house events designed
to generate excitement and bring in business. While
each preview is different, memorable open houses have
included sunset parties complete with live music, dinner
and beverages. “We want to encourage prospective buyers
to meet their neighbors, enjoy the views, and take the time
to appreciate the lifestyle that a home supports,” says Jill.
“Our open houses are fun, but they are also purposeful and
productive!”
The Ronnie Vaughan Group has cultivated an extensive
network of industry-related service providers who take
pride in the scope and quality of their work. “We are a onestop-shop,” says Thomas. “In addition to the complimentary
staging services that we provide, we also have a tremendous
referral group of home repair specialists, electricians,
photographers, cleaners, movers and storage providers.
Our relationships with qualified title, escrow and lending
specialists allow us to refer each client with the confidence
that every aspect of their transaction will be handled
effectively and efficiently.”
Ronnie, Jill and Thomas look forward to continued
professional success and to their ongoing team synergy.
“We’re as much a family as we are a business,” remarks
Jill. “We love what we do, and are excited to have the
opportunity to make a positive difference in the lives of
our clients.”
2 San Joaquin Plaza, Suite 150
Newport Beach, CA 92660
Telephone: 714-329-3840
Email: [email protected]
www.RonnieVaughanGroup.com
BRE # 01321478
The group’s marketing efforts leave no detail to chance.
“We are constantly looking for innovative opportunities to
promote our listings,” Ronnie asserts. “From social media
sites to print and advertising exposure, we go the extra mile
to ensure that we reach prospective buyers for every price
point.”
EA
Becoming
a
Peak Performer
W
hat makes someone a peak performer? You know,
the kind of person who is outstanding in his job?
According to researchers, outstanding individuals
share certain attitudes and skills which contribute to their
beyond-the-ordinary performances.
Many of these can be learned. And often we are the only
ones holding ourselves back. Check yourself to see how
you rate on some of these ideas of how to become a peak
performer.
Affirm yourself. If you don’t believe in yourself, no
one else will either. Peak performers focus on strengths
and recognize their limitations for what they are, simple
limitations, not personal failings. They realize that no one is
perfect and so they concentrate on making their strengths as
strong as possible to overcome any weaknesses they have.
They manage their “down times” more effectively than
average performers by continuing to focus on what is good
about themselves, rather than what is bad, peak performers
motivate themselves to approach work and life’s challenges
with confidence.
Using reassurance and compassion, they tell themselves,
“One setback does not make me a failure as a person. I can
learn from this experience and succeed again.” They pick
themselves up and continue to try again and again. So you
didn’t get that listing. Analyze what went wrong and try for
another one.
Imagine it to make it happen. Superior achievers have
developed the ability to translate their goals from words
into pictures. They keep this picture constantly in front of
themselves to serve as a motivator. A swimmer, preparing
for an important race visualizes herself using just the perfect stroke to win the race.
Take one risk every day. In order to become a peak performer, you must be able to take risks. Daily risk-taking is
a confidence-boosting exercise and a requirement for those
who won’t let unrealistic fears stand in the way of their
goals. Everyone feels some fear – but the peak performers
overcome these fears that are unrealistic by tapping the
reserve of inner strength built on taking risks regularly.
Successful risk takers build the inner strength it takes to
combat unrealistic fears: fear of rejection, fear of failure or
fear of the unknown. You must begin by purposely taking
one risk each day. It doesn’t have to be big—it could just
be driving a different way to work, or cold calling several
prospects. Pick a challenge about which you feel fearful and
do it anyway.
Seek results, not perfection. Peak performers understand
that perfectionists seem to have only two standards of
performance, letter perfect or forget it. Since everything
cannot be done perfectly, perfectionists jeopardize their
performance by simply not attempting any task they can’t
or don’t know how to do well. Strive, not for perfection, but
for excellence in everything you do.
Learn to embrace mistakes as signals that you’re moving
forward; avoiding becoming frozen in the cement of
perfectionism. Remember the words of Marla Collins, “If
you can’t make a mistake, you can’t make it!”
Peggy Morrow, CSP, is a professional speaker and training
consultant. Audiences love to laugh and learn as she keeps
them involved, energized and enthused. Copyright© 1999,
Peggy Morrow. All rights reserved. Peggy is a contributing
author in the just released new book, Celebrate Customer
Service-Insider Secrets. For information about Peggy’s
Keynote presentations and training seminars, please contact
The Frog Pond Group at 800-704-FROG or email susie@
frogpondgroup.com.
Peak performers do this in their work environment, mentally picturing themselves doing all the tasks in their job at
an outstanding level.
10
EA
Written by
Peggy Morrow
11
E XECUTIVE AGENT
MAGAZINE
TM
By Shannon Hartsoe
Holly Schwartz
EA
Experience Makes the Difference
H
olly Schwartz always knew she was destined for
a real estate career. Her mother, a part-time real
estate agent when Holly was growing up, would
take her on house-hunting expeditions -- even when they
weren’t looking for a house.
“It was kind of a hobby for my family,” says Holly.
“We’d all load into the car and spend a Saturday morning
checking out open houses or going through the old MLS
binders my mom brought home. But we were always
looking and never buying.” Eventually, her mother retired
from real estate and went on to do other things. But the
experience stayed with Holly.
When she left her native New Jersey for college in
Boston, Holly chose to major in television production.
An internship took her to Los Angeles and before long
she was working for HGTV, producing for real estate TV
shows like House Hunters and My House Is Worth What?
Suddenly, all the things she learned growing up came back
to her. “I remembered the things that made a difference
between a house and a home – how seemingly insignificant touches could draw a buyer in or turn her away. And
I got to see real estate from a whole new perspective.”
But something else was at play as well. A self-described
perfectionist, Holly never met a sale’s opportunity she
didn’t like. As far back as childhood, she was the Girl
Scout who sold the most cookies, beat out her classmates
in school fundraisers and was most comfortable when she
was leading. That, she says, comes from being the oldest.
“When you grow up bossing your siblings around, it creates good leadership skills,” she says with a laugh.
Deep inside, Holly was inspired to follow her heart and
embrace her drive, determination & entrepreneurial spirit.
When she was offered a position handling the social media
& marketing for Torelli Realty it was as if it were meant
to be.
Quickly, Holly established herself as a consummate
professional. While focusing on marketing for the company, she was also learning the importance of marketing
for individual agents and getting an inside look at the ins
and outs of the business. She also earned her license and
started on the selling side of real estate.
The first year was all about groundwork.
I loved and make a good living at the same time.” She
spent that year implementing her own marketing plan and
developing a client base.
Today, Holly is one of the highest producing agents in
the office, thanks in part to the company culture and her
own persistence. Mentors in the office have played an
important part in her continuing success.
“One of the reasons I chose Torelli is the support the
company has for all of its agents,” she says. “Everyone
here is invested in the success of everyone else. In a bigger
company you might really feel like you’re on your own,
but here, there’s plenty of support and encouragement.”
Holly’s hands-on approach is another key to her success.
She spends most of her time out with her clients, makes
sure to answer her calls in a timely manner and goes above
and beyond to answer questions or address concerns. That
commitment has earned her a steady stream of clients who
appreciate her warm style and inviting nature.
She also translates the experience she gained in marketing to her own business today. “It makes sense to go
where the business is,” she says. “If you’re not out there
running successful social media campaigns for your listings or doing Internet marketing, someone else is. Most of
the time, your clients are going to end up contacting you
and meeting in person, but I’d say that nearly half of my
business comes from social media. It just makes sense to
be where the clients are in today’s marketing landscape.”
For Holly, there’s no looking back. “I love this job and I
get up every morning excited to see what the day brings,”
she says. “Every aspect of it is interesting to me – the marketing, the relationships, the problem-solving. I get to do
all of that and help people find the home of their dreams
at the same time. There’s nothing else like it.”
Holly Schwartz
Torelli Realty
1700 Adams Ave., Suite 110
Costa Mesa, CA 92626
Tel: (714) 928-4682
[email protected]
www.facebook.com/costamesahomeshollyschwartz
BRE # 01892567
“It wasn’t like I pictured it when I was growing up,”
she says. “There were a lot of agents back then who were
doing it as a hobby or a second income. I didn’t realize
just how much success a person could have if they did it
full-time. I was thrilled to find out that I could do what
EA
CHECKLIST
YOUR BUSINESS....
14
EA
Written By
Walter Sanford
W
hen I first got in the business, I found myself
with a manilla folder and hundreds of bits of
pieces of paper stuck any which way with no
regard to purpose, chronology or importance. Then the
day came when I received the phone call from a grumpy
seller. I frustrated the seller because of my lack of ability
to answer his questions and thus was born my need to
become systemized under a checklist format.
Let me tell you about the excitement of having a checklist mentality:
1. You don’t have to store the information in your
brain. Once you make an addition to a checklist, the step
has been remembered forever!
2. Every time you go to a seminar and receive a brand
new idea, don’t you find it frustrating in its implementation? Well, add it to your checklist. The idea almost
certainly fits under some category and in that category it’s
going to get done! Just go back to your office manual (a
binder of checklists!) of the main business systems that
you do, and enter it under the appropriate checklist number.
Now, your brain doesn’t have to remember it, and it automatically gets handled as long as you have the discipline
to complete your checklist. The last item on most of my
checklists says I can’t take the file off my desk until I finish
the checklist!
3. Remember the times you shook your head and wondered where all the money went. Well, let me tell you, it
went to overhead. It went to all those necessary (spur of
the moment) emotional expenses that you just had to write
a check so you could save, increase or improve your business. Over the years I have found that most of those checks
written were unnecessary and a checklist is a perfect form
for going back to and cutting. You will see your totals drop
out of your Schedule C. Yes, that’s right. When I tell you
that you need to bring your overhead to less than 25% of
your gross, where do you go back and cut, that’s right, you
cut line by line out of your checklists. Go back and ask
yourself the question, what could have been eliminated that
nobody would have missed. It’s a refreshing experience.
4. Another reason for checklists is simply it provides foundation and basis for delegation. As you may
know, all the mega agents that I’ve ever counseled,
trained and coached have had to do the actual business
systems themselves then generate checklists, and then
were able to finally delegate the task to a less expensive
widget maker who followed the pro’s step.
5. It may even provide the basis for your next career
like mine. (Speaking and training)
6. How about selling your business someday - won’t it
be worth more if you have directions on how to run it?
So there you have it, lots of reasons to checklist your business. It not only will increase your speed and efficiency, but
most important, one of the greatest aspects of customer
service is consistency. Remember, do the best the same
way all the time and soon you’ll never have to prospect
for new clients again because they’ll be self-generating.
Just spend the time to write down all the things you do the
next time you commence a new business system. Preparing
a lifestyle, making the presentation, marketing the listing,
closing the transaction, lead generation, follow-up, even
opening the office can all be checklisted tomorrow. I have
over seventy checklists that I used in my top performing
real estate business that I now use to coach top performing
agents all over North America.
This checklist is the first step for growing, maintaining
and developing raving clients and increasing that elusive
net! I hope you put them all to good use.
Walter Sanford is a top producing real estate agent and
speaker who travels the country delivering systems and
strategies to top producers for higher productivity and client
satisfaction. Copyright© 2000, Walter Sanford. All rights
reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond
Group at 800-704-FROG (3764) or email [email protected]; http://www.frogpondgroup.com.
15
The Premier Purchase Lender
• Purchasefocusedlending
• Turntimesunmatchedbyotherlenders
• Mortgagesolutionstomeetyourbuyersneeds
BrianLiebman
President
949-860-3495
BrianFraser
SalesManager
714-488-2245
JoshLander
SalesManager
619-602-1587
• Experiencedlocalprofessionalswhodeliver
exceptionalservice
NMLSRID519190
NMLSRID653793
NMLSRID766437
DocSpaulding
SalesManager
858-750-9110
DavidGaylord
Sr.MortgageConsultant
949-939-6011
J.HoracioHerrera
619-646-5800
DanielHealy
760-271-8243
GeorgeRadlick
760-579-1998
JoelBerman
619-279-2935
CarolKrock
951-634-4807
JimGordon
949-632-4347
MarkJoplin
619-368-1294
JennaTolman
MortgageConsultant
949-702-0532
DreamaBrown
619-890-3037
CathySabater
619-846-2675
EdieMacGray
760-802-0142
TeyonA.Johnson
619-408-3433
CharlieBurkett
858-254-5774
MargaritaGeorgieva
858-699-2396
SteveMeier
619-890-4103
BryanSchurter
714-442-2650
NMLSRID657535
NMLSRID284599
NMLSRID301415
NMLSRID257383
NMLSRID329512
NMLSRID874149
©2013 Greenpath Funding, LLC. All Rights Reserved. NMLSR ID 996608.
NMLSRID347564
NMLSRID653792
NMLSRID240342
NMLSRID340107
NMLSRID999566
NMLSRID346669
NMLSRID681674
NMLSRID512330
NMLSRID450464
NMLSRID653795
NMLSRID373470
NMLSRID1098850
E XECUTIVE AGENT
MAGAZINE
TM
Debra Kovacs
“The Secret to Success is it’s Really not a Secret”
By Shannon Hartsoe
T
he right players, the right team. Follow every lead.
Think through what you are doing. Be straightforward. These are just some of the traits behind
Debra Kovacs’ success as a top real estate agent in
Orange County.
Like anyone who’s mastered her profession,
success may look easy for Debra. She has been the
top seller at CENTURY 21 Award in Rancho Santa
Margarita for over a decade, and has ranked in the
top 10 for the company nation wide. But she’s quick
to point out that success takes all of the above -- and
more, seven days a week.
“There’s no secret,” she says. “The bottom line is
that you work hard. Not 8 to 5. Follow through, details,
meeting clients’ needs. Know the economy, job market.
Every client is different.
“People want to know that you’re successful,” Debra
adds. “They’re relying on you for market value, they
want an idea of the future. I can tell them what’s going
on with my listings and my business. I go by what I
see. If I’m showing homes and selling houses, then
the market’s there.”
homes and using the skills to help revive a house
that’s been gutted and needs some TLC for the
market. “For me, it’s been really helpful to have that
background,” she says.
According to Debra, the transition from interior
design to selling real estate wasn’t that big of a jump.
Debra had invested in homes while she ran her business, fixing them up and selling them.
Debra was something of a specialist, her interior
design firm dealt primarily with new home builders
providing flooring, draperies and design for their
homebuyers. “It was an easy transition,” she says,
adding that she already knew the south Orange
County area and many buyers and sellers when she
made the switch to full-time real estate sales.
“I’ve lived in Coto de Caza for 25 years. I know
the area well,” states Debra. “From private schools
to organizations and groups, it’s important that
you’re knowledgeable about the communities that
you’re selling.”
Her personal approach is another characteristic
Debra relies on. That’s especially important since her
clients are likely negotiating their most valuable asset
-- the equity in their home.
Debra’s also maintained her edge over the competition by building a strong team. In fact, she’s had the
same assistant for 13 years, a marketing specialist
who handles her online and print materials. “They’re
an extension of you -- dealing with clients, paperwork, escrow,” she says.
“For a listing appointment, we’ll sit down and talk.
It’s not about presentation and 1,000 things to show
people. Real estate is a personal business. You need
to be in the community. People want to talk. Verbal
socialization is important. If we can’t talk, why would
they entrust me?”
Debra also speaks highly of CENTURY 21, saying
the company has “always been a good foundation,
a solid company, big name. They stand behind me,
and have a great marketing department, excellent
escrow service. Everything we and our clients need,
it’s right there.”
Debra came to the real estate business already
a proven businesswoman. She had owned a home
interior business for 15 years. Debra managed the
day to day operations and all of its employee’s.
So for Debra, there’s no turning back. “I’m here
for the long haul -- for my clients, their children and
parents. I like what I do -- selling houses, helping
people. It’s fun when you do something that you like
and are passionate about. The rest falls in place.”
A keen eye for interior design still serves her in
real estate, providing her clients with advice for their
Debra Kovacs
CENTURY 21 Award
22342 Avenida Empresa, Suite 150
Rancho Santa Margarita, CA 92688
Tel: 949-350-0146
Web: www.debrakovacs.com
BRE # 01277417
EXECUTIVEAGENT
EXECUTIVE
A
GENT
Nomination Form
Nomination Form
MAGAZINE
TM
MAGAZINE
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:
Executive Agent Magazine
PO Box 73384
San Clemente, CA 92673
Fax: 949.266.8757
Tel: 949.366.3349
Name:___________________________________
Company:________________________________
Phone:___________________________________
Email:___________________________________
TM
EA
Cover Story
Michael
Miller
Michael Miller
By Haley Freeman - Ian Wiant Photographer
ichael Miller’s father was a Realtor®, but “I
followed the path of the radio disc jockey first,”
Michael says. “I worked on-air. It was a fun job
for a young man.” Michael worked on-air at night and
then as a sales rep for the radio station during the day,
all while juggling his high school schedule and later, his
college schedule. “I was doing a lot of cold-calling, and I
became the top salesperson at the office.”
M
a client suggested that he would make a great Realtor®.
Michael took up the challenge and returned to his roots.
He sold ten houses in his first month. “I was a DJ/Realtor®
for those first few years. I would DJ weddings on Saturday
nights. I carried my equipment with me in the back of my
truck while I was showing property. I probably sold two
houses every weekend on a Saturday, with my DJ equipment in tow. It was crazy,” Michael remembers laughingly.
“Then I started my own business as a mobile DJ. I
probably did a thousand weddings in my career. I learned
skills like how to set contracts and how to be in front of
groups of people and perform.” Michael describes his
early career as a “dream job that doesn’t pay very well,
more glory than money, but a lot of fun.”
“The first company I worked for told me not to worry
about cold-calling and prospecting. The phone would ring
by itself.” For a while after the market downturn, Michael’s
phone did continue to ring. Then he began working for
Keller Williams Realty, where he was offered new training
opportunities. At first, Michael felt resistant to the training
curriculum, but he finally agreed to take on a coach. “My
coach said, ‘You know, you’re doing pretty well without
trying. What if you tried?’ That was it for me. One coaching
session, and I said, ‘Okay, I’m going to give this a shot.’”
As time went on, many people approached Michael
about working for them in other sales areas, because they
recognized his natural ability to talk to people. In 2004,
Not Just Another Guy in a Yellow Shirt
From that point forward, Michael went old school – coldcalling, door-knocking and finding business. He describes
the experience as “humbling, but it paid off.” He has now
developed his own team at CENTURY 21 King – the
Million Sold Team – which includes one listing agent, two
buyer’s agents, an administrative assistant and a marketing
assistant. “CENTURY 21 is the global standard for real
estate. If I want to be the best in my field, then I need to
be with the best in the field. My team works great with the
support staff here.”
According to Michael, the exceptional training that
CENTURY 21 provides for its professionals helps to
keep him focused and positive. “I go to the team meetings
every week. I attend the classes for contracts. I think that
it is important to always add to your skill set. The market
changes every day. The key to growing your business is
staying sharp.”
Michael is teaching his team the skills that have made
him successful in the business. “I am teaching them how to
do what I do with a client on the phone. We use several top
database programs. I think you have to build your database
every day. No matter who we meet on the street, we get
their email address. There is a touch at least every week
with those people.” Michael stresses that while leveraging
technology is great, you can never underestimate the power
of the human element. Giving proof to his philosophy,
his young team is growing rapidly and has doubled their
production numbers in the past month.
“Even though we have the production of a team, I still
answer the phone for every client. I contact my clients every
few days. I make sure that I am the personal touch. They are
not talking to an assistant or someone who didn’t sit there
at the contract signing and see the emotion and things they
are going through. Throughout the whole process, I am the
guy they talk to. I am always available. If my phone rings,
I answer it, night and day.”
Michael stands behind his commitment to his clients.
“I will sell their home in 90 days or do it for free. It is
basically an accountability clause. I think the key to success
is being accountable for your actions. It’s important to do
something every day to drive traffic to a listing. If you’re
truly doing that, 90 days is great.” According to Michael,
articulating his commitment in writing helps him to be
clear about what he needs to do every day to meet his
client’s expectations. He has always been able to fulfill
his 90-day promise.
“My commitment is my time and my experience. I am
available 24/7, and I have closed so many transactions
that I have a good idea of what can arise and how to
deal with it. This helps me to give my clients realistic
expectations so they know exactly what to expect at
each turn of the process. They know that I am going
to be there to guide them through it, so that they don’t
feel worry or doubt as they move forward,” Michael
explains. “The worst thing is to be blind-sided by
something you’re not expecting. I think my biggest
value proposition is my positivity. I see myself as the
leader of the deal, so I have to keep that positive front
the entire time.”
Michael is optimistic about the current state of the
market. “I think the market is improving every day.
Everyone you talk to still say the market is bad, but I think
the market is amazing. I can’t wait until those people
say the market is great, because I will have tripled my
business by then! Attitude is everything.”
Michael and his wife relocated from New York to
California in 1997. She was a school administrator in
New York, and one of Michael’s goals for their relocation
was to “put her in a place where she didn’t have to work
so hard.” She is now an elementary school teacher,
enjoying a less stressful work environment and doing
what she loves. “You have to have motivation to excel at
real estate, and I would say that she is my motivation. She
provides me with a lot of strength and is a very positive
person to be around.” Their combined professions allow
them to do what they love during their off-time, too –
travel the world.
“What I love most about selling real estate is my ability
to help people. For someone to give me their trust about
something that is this important in their lives is a great
feeling. We have a lot of power over the outcome of
these transactions. Looking out for the best interests of
the client is number one.” Michael warns that while he is
“a nice guy, when it comes to negotiating for my clients,
I am a pit bull. I look out for my clients’ money like it’s
my own.”
When Michael attends a CENTURY 21 event, he
doesn’t want to just be one of a thousand people in a
sea of yellow shirts. “I want to stand out. I want to set a
goal and hit that goal. It is huge to me. There is so much
satisfaction in attaining what you set out to get….This job
takes a lot of self-motivation, and I am very driven at this
stage of my life.”
Michael Miller
CENTURY 21 King
8338 Day Creek Blvd., Ste. 101
Rancho Cucamonga, CA 91737
Tel: 909-360-3839
[email protected]
BRE # 01482159
E XECUTIVE AGENT
MAGAZINE
TM
By Haley Freeman
Mahesh Mike Patel
“Call Me and Consider it Done”
“One of the reasons that I work with
First Team is that they have a luxury estates division, called the First Team Estates. We
have a unique system for helping clients to
find or sell luxury properties.” First Team
is the only real estate company in Southern
California that is a member of Luxury Portfolio
International. “We have access to luxury
properties all over the world, making us a onestop-shop for luxury home buyers.”
EA
F IRST TEAM® WELCOMES
M
ahesh Mike Patel grew up in a merchant family
where he was infused with the entrepreneurial
spirit. He graduated with a Bachelor of Science
in engineering from UC Irvine and then ran several retail
businesses of his own. He sold his businesses in the 1990s
and transitioned to real estate, where he saw the opportunity
to leverage his business experience into fewer work hours
and greater income.
After many years of success, Mike’s practice is now
focused primarily upon his referrals and past clients in the
North Orange County market. “I have been in the business
a long time, so now many of my clients who bought homes
ten years ago want to move up or buy other properties.
About 70% of my practice is repeat and referral business.”
I am focusing on luxury, income and rental properties
because of my clients’ needs. Mike is still in touch with the
first person he ever sold a home to. “I have sold 17 homes
through the referrals and contacts I received through my
very first client.” Mike’s advice for keeping a client for so
many years is to “give good service, make it about them,
and don’t look at your commissions.”
Mike continuously invests in his professional education. In addition to real estate coaching, he regularly takes
classes about industry and technology trends. “When there
was a market for short sales, I became a Certified Distressed
Property Expert (CDPE). When something else comes up
that my clients need, I will get the training to do it. It is not
just about the skill and knowledge, this business is all about
service and attitude.” Mike uses technology to enhance
his service. “I was giving great service in this business
already, but now I feel that I am giving exceptional service.
I think customers expect more than they used to, so I have
worked to give them more to exceed their expectations. I
was trained as an engineer, and I have always worked with
technology. One of the ways that I market myself and my
clients is by maintaining a strong internet presence.” Mike
maintains multiple websites, and his name always appears
at the top of the page during a Google search. “I keep up
with technology by knowing what the key word searches
are and where the buyers are going online.”
The First Team’s website offers its agents a unique
“sneak preview,” allowing them to see upcoming listings
before they are officially on the market. “This gives our
agents a head start on selling those properties,” Mike says.
Mike’s tagline says, “Call Me and Consider it Done.”
According to Mike, “It means that if you call me for a job
and hire me, I am going to do it. I think the client’s needs
come first. Selling a home is the easy part of my job. The
tough part is making a client happy so that when the deal is
done, they will tell their friends about me.”
Mike’s commitment to getting the deal done ensures his
clients’ peace of mind. “This is an emotional transaction. I
experience my clients’ emotions with them. There is a 90%
attrition rate in this business. I want my clients to know that
they are dealing with a true professional – one who is highly
skilled and highly dedicated, but still tuned in to the human
part of their experience. Buying or selling a home is one of
the biggest decisions a family will make. I am there to help
them every step of the buying and selling process.”
Mahesh Mike Patel
First Team Real Estate
5500 E. Santa Ana Canyon Rd. #150
Anaheim Hills, CA 92807
Tel: 714-470-8600
Web: www.MikePatel.com
BRE # 01146880
E XECUTIVE AGENT
MAGAZINE
TM
By Shannon Hartsoe
Matt Clements
“The World is his Office”
D
on’t look for Matt Clements in the office. Chances
are you won’t find him there. In fact, if you’re
looking for him after 4:00pm most afternoons,
you’ll have a better chance finding him on the beach.
But, that’s not because he’s a slacker – it’s actually quite
the opposite. Matt Clements has truly learned the secret
to real estate success: it’s not about how long you work,
it’s about how hard. Office walls, he says, never inspired
anyone.
To Matt, there’s no such thing as a stranger, only friends
he hasn’t met yet. And those friends create the foundation
for all of his real estate transactions. As a result, Matt
works all the time, even when he’s on the beach. “Long
ago I learned that it’s fruitless to keep building endless
lists of contacts only to have to start over when transactions were done or when the leads dried up,” he says.
“These days I only work with my friends and my list of
friends keeps growing. My system keeps me doing what I
love and loving what I do.”
It’s a system that works well for Matt, primarily because
he’s truly a down-home kind of guy – one who remembers
when Aliso Viejo was the Moulton Ranch and Laguna
Niguel was nothing but rolling hills and rattle snakes.
A Walking Piece of History
In the 1800s, when Mexico gave most of California to
Spain, Don Juan Avila owned more than 7,000 acres of
what is now the Laguna Niguel/Aliso Viejo area. He sold
it to the Moulton family, who owned the land for several generations. Cattle ranchers, Nellie Gail and Lewis
Moulton bequeathed the property to their daughter Louise,
who rented out the five bunk houses on the property that
once housed ranch hands. Matt’s family rented one of those
houses before Louise sold the property to the Mission Viejo
Co. in 1977.
Over time, the builders came, building the salmon stucco
houses made popular in 1970s and ‘80s. Matt and his
brothers would ride their mountain bikes on the hills created
by the diggers as they carved out their beloved mountains to
make way for roads, houses and infrastructure.
The Ocean Calls
Those roots, and the friendships formed there, are essential to Matt’s way of doing business. But it’s his affinity
with the Ocean that taught him about competition, leadership and a drive to succeed. When Matt was in high school,
he competed on the soccer, baseball and surf teams. A
competition surfer from the age of 12, Matt signed up for
one last championship before graduating. “I placed 25th
in the country, which I thought wasn’t great. I could have
done better,” he says. “But right before college started I got
a phone call that changed my life.”
Matt was invited to surf professionally for the Gotcha
Sports Wear team and spent the next few years travelling
the world, earning accolades and racking up awards. That’s
when he says he learned independence and the importance
of a strong work ethic. But when Matt got off the road and
finished college, he needed a career. Real estate seemed
like a natural choice since several of his family members,
including his grandfather, were successful Realtors®.
Networking and Leadership go Hand in Hand
Matt’s grandfather taught him many things about the
business, but one thing in particular stayed with him. “He
told me to ‘See The People,’” says Matt. “To really see the
people behind the business and to get out and make people
a priority. That was the important part of how he did business and how I’ve gone on to do mine.” His grandfather
had been in real estate leadership for more than 25 years,
so Matt decided to follow his footsteps. He became the
inaugural president of the Young Professionals Network of
the Orange County Association of Realtors® and grew the
group to more than 500 members. He was appointed to the
board of directors – the youngest appointee ever. He’s now
on the board for the California Association of Realtors®.
Relationships Matter
But no matter how many awards he wins, and there are
many, Matt says it always goes back to relationships. “I’m
lucky to be working for such a wonderful company,” he
says of Prudential California (now Berkshire Hathaway).
“But more than anything, I’m grateful for the opportunity
to continue serving my friends and neighbors. I keep in
touch with everyone I know – even friends from kindergarten. I think that living in what really amounts to a small
town is part of the key, but the other part is really loving
the people in my life and not taking them for granted.”
Matt Clements
Berkshire Hathaway Home Services
29982 Ivy Glenn Drive #100
Laguna Niguel, CA 92677
Tel: 949-842-8797
Email: SurferRealtor@gmail
Web: www.MattClements.com
BRE # 01389133
EA
Noticing
Without Judgment
I
f you had to guess what would you say is the number one human need….Love? Money? Security? I truly
believe the answer is quite simple…being noticed and appreciated. Most human beings just want to be accepted
for who they are and appreciated for what they do. This is never more apparent then in your office right now.
I have a very simple activity for you to go through. Take your office roster and go name by name. Rank your
relationship with each agent on a scale from 1 to 5. Five being the best. Anyone ranked below a three is now at
risk of leaving you. As the leader in the office, you are responsible for that relationship. Is there some clean up
that needs to be done? Repair work? Don’t hesitate. Make it a priority to get with your ones and twos immediately.
Retention of your agents is a direct reflection of the accountable relationships you have with your agents. The
true definition of accountability is NOTICING WITHOUT JUDGEMENT. Sometimes I think people confuse
accountability with a consequence for improper behavior. Accountability simply means you care. You notice. You
appreciate. You take the time.
As the leader, creating accountable relationships is easy. Truly listen to your agents’ visions, purposes and desires.
Ask your agents for them! Then all you must do is just notice if they are making them happen. The issue is not if
they are getting the results they desire (this is a choice they make). The issue is if YOU are noticing (this is the
choice you make).
Ever wonder why there are great agents that are loyal to companies that don’t have half the stuff your office does?
You have even offered them more money than they are making now, but still stay where they are? It is simple.
They are in an accountable relationship with their leader and it feels good.
Create this relationship with your agents and create a culture that means something more than productivity and
money. Do that and your agents will stay loyal and start appreciating and noticing you. Which, by the way, is your
number one need. Think about it.
Rich Casto is the Founder of The Real Estate Coaches, a Recruiting and Management Solutions Company that
supports brokers, owners and managers in the management and recruiting solutions arena. Copyright© 2006, Rich
Casto. All rights reserved. For more information, contact the FrogPond at 800.704.FROG(3764) or email susie@
FrogPond.com; http://www.FrogPond.com
Written by
Rich Casto
32
EA
33
E XECUTIVE AGENT
MAGAZINE
TM
David Orellana
Rewards Greater than Money
EA
“I don’t want to get rich from you; I just
want your friendship for life.”
By Haley Freeman
D
avid Orellana is a well-rounded professional with
many years of experience in both real estate
lending and sales. As a young man, his keen desire
to help others caused him to consider a career in the legal
profession. However, an opportunity in finance presented
itself, and David found a niche where his conscientious
care for others reaped great rewards. “I am bi-lingual and
went to work for Transamerica Financial and started doing
a lot of business,” David remembers.
From the beginning of his career, customer service has
been of the utmost importance to David. “I want to make
sure that people are happy with what they are getting. Real
estate is often a lifetime investment. Being honest and providing the highest level of service has translated into a high
level of referrals for me, so I’ve never had to advertise to
get business.” He learned his first lessons about business
from his father, who owned a travel agency called Trans
World Travel. “My father has always been in sales. He led
by example and always looked out for the best interests of
his clients. If they were not happy, he would not charge
them. Often, they would feel guilty and insist on paying
him anyway. Instead of arguing with them when there was
a conflict, he became their friend,” David says.
“My father never pressured me to follow him into the
travel business. Instead, he encouraged me to pursue my
own interests.” Although David chose a different career
path, the lessons he learned from his father really helped
him. It made it easier to deal with people as I got older
and learned the importance of being respectful of others.
To this day, my line is, “I don’t want to get rich from you;
I just want your friendship for life.” Now David enjoys
having his father spend time with him in his own office.
One of David’s most profound memories is of a client
who was losing his home to the recession. “Nothing could
be done. The only thing I could provide for him was
comfort. He often called me to vent. Everyone else he
called sent him to voice mail. We talked about having faith
and that things would turn around for him eventually.”
One day, the client was at his property praying by himself
when a neighbor knocked on his door. She asked if he had
received the same letter from their lender that she had,
grant-deeding her home to her. The client checked his mail,
and sure enough, he had received the same news. His home
had been grant-deeded to him free and clear.
“The client called me crying,” David says. “He couldn’t
explain how it had happened, but he told me about the
gratitude he felt for the many months of conversations we
had shared and how they had contributed to his faith. He
asked how he could repay me, and I told him to just do the
same for someone else when they needed help.”
“Sometimes it seems that the days of people helping
others are gone unless there is a benefit. If your heart tells
you to reach out, then do it. Many people do this only
because they want money,” David says.
David actively works with buyers and sellers in both
commercial and residential real estate. According to David,
residential transactions are much more emotional. “I love
providing the means for making someone’s dream of home
ownership come true and seeing people enjoy success in
buying their home. It’s the greatest feeling to know that a
family is comfortable in their new home.”
David does his utmost to save his clients money, so
he doesn’t charge junk fees. “I would rather they have
money left over after they buy their home, so they can buy
furniture or other things that everyone needs after a new
purchase. No matter what, a real estate transaction is a
stressful experience. Sometimes it’s nice for a client to just
take a vacation afterward. When people work with me, they
can count on knowing that they will not be taken advantage
of and recognize it and send me more clients.”
“If I could convey one message to everyone I meet, it
would be to help others. Being honest and helping others
– that’s what makes you successful. Regardless of the
business you’re in, the foundation for success is love, faith
and honesty. The rewards are far greater than money.”
David Orellana
Smoke Tree Commercial & Residential Real Estate
4122 E. Chapman Ave., Suite 6
Orange, CA 92869
Tel: 714-744-6427
BRE # 01246025
~ Serving all of your Real Estate needs Since 1985 ~
EA
Live
In
Truth...
S
ometimes things just don’t work out the way we
plan them. Most people want more than they already
have, and there’s nothing wrong with that. We all
deserve to have the best in life. Just make sure that while
you’re working toward your dreams, you don’t ignore the
truth about where you are in your life right now.
The key to opening the door to your most-desired,
future life is to acknowledge where you are presently –
right at this very moment.
Some of us don’t want to face the truth. We’re afraid
of what might happen if we really know where we are
personally, professionally, financially and spiritually.
But, to move forward, toward the life we really want, we
have to know where we stand. We have to take inventory
of our lives. (See “This Week’s Action Step” below.)
Some people are even more afraid of what others
might think if they really knew the truth about us. But
forget about them right now. The most important person
to be truthful with is yourself, because, when it comes
down to it, you are the most important person in your
life. If you’re not honest with YOU, you won’t be able
to be honest with anyone else.
36
For example: Maybe your plan was to own your own
home, be the president of your own company and have
a million plus in the bank by the time you were 30 years
old.
You take a look around and realize that 30 has come
and gone, you’re renting a house and are living paycheck
to paycheck, working at a job you don’t enjoy.
Sure, you want more. You wish your old plan had
materialized. But it didn’t. You can’t keep looking back,
wallowing in what could have been. What you can do is
create a new plan, then take one goal at a time and make
it happen.
Maybe your new first goal is to change jobs or start
your own business. You have unique skills no one else
has – use them to create a career you love. Then, after
you take that first step, you can move forward to create
your dream life, goal by goal.
If you’ve been lying to yourself, avoiding the truth of
your life, it’s time to come clean.
EA
Written By
Mark Victor Hansen
You don’t have to get it perfect – you just have to get
it going. Babies don’t walk the first time they try, but
eventually they do.
In closing I’d like to offer an exercise to complete in the
week ahead:
Get honest with yourself. Forget about your goals for a
minute, and concentrate on getting really honest with your
present situation. The truth about any situation is not what
you want it to be. It isn’t what it should be. It isn’t what
it would have been. The truth is what it is. No amount of
sugar coating will make it anything different.
Take inventory of your present truth in these categories:
Your physical self
Your spiritual self
Your financial self
Your professional self
Your personal self
1. How do I perceive this area of my life?
2. How would I describe this area of my life, if I were
being completely honest, to myself?
3. Are numbers 1 and 2 identical? (If they are, you are
being honest with yourself. If they aren’t, it’s time to begin
making them the same.)
Mark Victor Hansen, “that Chicken Soup for the Soul
guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.
com. Copyright(c) 2003, Mark Victor Hansen. All
rights reserved. For information about Mark’s Keynote
Presentations, contact the Frog Pond at 800.704.
FROG(3764) or email [email protected]; http://www.
frogpond.com.
Ask yourself these three questions for each category:
37
WHY are these PWR Members so thrilled?
RED – Rapid Ethics Delivery has arrived!
No dealing with unethical agents. No lengthy complaints process. PWR’s new
RED (Rapid Ethics Delivery) program takes the burden off of members who are
reluctant to file an ethics complaint due to reasons such as lack of proof,
insufficient penalties, or just not having enough time. RED doesn’t replace PWR’s
existing Professional Standards program, it enhances it by making the process
much easier and far less time consuming – providing members with a faster yet still
effective resolution of the problem!
PWR Leading the Way.
RED is an exclusive PWR benefit and is the first and only REALTOR ®
association to offer this innovative and unique expedited ethics program.
Pacific West Association of REALTORS® • www.pwr.net
I’m Susan. At my regular checkup,
I was feeling fine. Until I found out
I had lung cancer.
Susan wanted the very best treatment for this
life-threatening disease, so she researched all the
local hospitals and well-known cancer centers. She
chose City of Hope because our only focus is cancer.
Our oncologists are leaders in using personalized
treatment programs based on a patient’s genetic
makeup. We bring together minimally invasive
robotic surgery, radiation and chemotherapy to
give our patients the best chance at beating lung
cancer. According to Susan, “It was a longer drive
to City of Hope, but I knew I was in the right place.
My lung cancer is gone.”
If you have cancer, make us your first call. Or ask
your doctor for a referral. We accept most insurance.
800-826-HOPE
WE LIVE
TO CURE
CANCER.
Science saving lives.
cityofhope.org/lung
EA
Creating
A Niche...
S
tarbucks did it. So did Sam’s Club. For that matter,
McDonald’s did, too. They carved themselves a
successful business niche.
When Starbucks came on the scene, it raised coffee from
a mere beverage to a culture in its own right. Warehouse
clubs like Sam’s made shopping in bulk fashionable,
and we all know that before McDonald’s, fast food was
downright slow.
In today’s’ competitive business climate, you’ve got to
separate yourself from the pack -- you’ve got to create
a niche. By offering something no one else has and by
targeting your business to a few select markets, you protect
yourself not just from the competition, but from the twists,
turns, and plunges of the economy.
Before Starbucks, coffee came in two ways: regular or
decaf. Now you have your choice of latte, cappuccino,
espresso ... The people who have grown to depend on
specialty coffee roasters for their freshly brewed cup of
Columbian premium would no longer dream of plunking
75 cents into a vending machine for a watery cup of joe.
The lesson here is to create a product or service that so
completely fills a need, that your customers will have a
hard time imagining life before you came on the scene.
Finding your own niche is often a matter of putting a
new spin on what you already do. Ask yourself, how can I
differentiate my business from others? How can I create the
perception that my market simply cannot live without me
and what I have to offer?
1. Decide who you want your customers to be. Be
specific, listing their names and companies.
2. Decide on your focus. If you have trouble, then
examine the needs of your customers.
3. Match what you’re selling to what the customer
wants to buy. List your potential clients’ interest, concerns,
ambitions, and goals.
4. Make sure your niche is special, unlike anything
else out there.
5. Make sure your niche is viable. Is there a market?
Is it a strong one?
6. Test your product or service with real people.
7. Market your business like crazy.
8. Commit yourself to your business.
9. Do it all over again when your niche has grown
old. Look at where your market has been and where it’s
going. And be prepared to respond to change. The secret to
successful niche marketing is the ability to grow and evolve
with the times.
You don’t have to be a Starbucks, McDonald’s or Sam’s
to be a successful niche marketer, but you can follow their
lead for doing business. Find an unmet need, or create one,
then position your company to fill it. Do that, and you will
have found your niche.
Nancy Michaels, of Impression Impact, works with
companies that want to reach the small business community
and with small business owners who want to sell more
products and services. Copyright© 2005, Nancy Michaels.
All rights reserved. For information, contact Frog Pond at
800.704.FROG(3764) or email Susiefrogpond.com; http://
www.frogpond.coma
In her book, “Nichecraft,” Lynda Falkenstein lays out the
following steps for creating a niche:
40
EA
Written By
Nancy Michaels
41
More Control. More Deals.
At Eagle Home Mortgage, our world revolves around the relationships we’ve cultivated with the real estate
community. Our culture is geared toward support and empowerment of our loan officers, in order to provide
the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on
the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use
in-house underwriters and have our own appraisal management team. This results in more control,
improved communication and a faster, more efficient process; so as partners, we can make
more deals happen.
Four Southern California locations:
Torrance
NMLS #804830
Phone: 310.602.3900
[email protected]
www.eaglehomemortgage.com/torrance
NMLS #839289
NMLS #849059
Irvine
Riverside
Scott Criss
Brett Smith
Karen Virgil
Branch Manager / Sr. Loan Officer
Phone: 619.929.0102
[email protected]
www.eaglehomemortgage.com/scottcriss
Phone: 949.892.2422
[email protected]
www.eaglehomemortgage.com/brettsmith
Phone: 951.750.7952
[email protected]
www.eaglehomemortgage.com/karenvirgil
San Diego
NMLS #210975
NMLS #483930
NMLS #944511
NMLS #613337
Member of the Lennar
Family of Companies
Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the
Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo
are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.

Michael Miller - Executive Agent Magazine

Transcription

Similar documents

Delayed Financing - Loans by Upen Patel

CCR-2016 TREM SERVICES.indd

Real Estate Consumer Confidence

NEW 2009 Edition SurePass - United Educational Services

Silver Hill - Democracy Federal Credit Union > Home

TAKE THE REBOSA EQUALITY PLEDGE TODAY

February 2013 - Knoxville TVA Employees Credit Union

before they were brokers

Media Back - Arabisk London