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contents APRIL, 2012
VOL. 4 NO. 38
Cover Story
Editorials
36 - Mark Hunter: Shut-Up And Sell!
22 - Denise Lones: The Key To Being Predictably Lucrative
Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com
ADVERTISERS’ INDEX Advantage Title.................................11
35 - Jim Rohn:
Coldwell Banker Alliance Realty.....19
Doing The Remarkable
Escrow Leaders..................................18
32 - Chris Widener:
Harcourts................................24
Life Rewards Action
imortgage.................................2
5 James Gray Executive Agent of the Month
16 - Dirk Zeller:
i Photography Studio..........................39
Champions Get Up Each And Every Day
Kinecta Federal Credit Union............20 NAHREP..................................34 PrimeLending....................................25 Prominent Escrow............................12 PWAOR................................38 Realty ONE Group.............................40
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26
Cesi Pagano
Robert Valdez
Keller Williams Realty
Ticor Title Company
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28 Wendy Clyne ZipRealty ExecutiveAgent Magazine
The Termite Guy................................30 Wells Fargo Home Mortgage.............31
Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2012 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.
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Cover Story
James Gray Executive Agent of the Month
ExecutiveAgent Magazine
James Gray By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer
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pend a few minutes speaking with real estate professional James Gray, and it’s almost inevitable that you’ll believe his achievements have come organically. His low-key approach belies the diligent and methodical practice that facilitated early success; the reality is that this avid surfer is also a consummate businessman, a fervent client advocate who maintains his customers’ needs at the forefront of his actions. James has always been driven by an entrepreneurial spirit, though real estate wasn’t part of his initial business plan. “I wanted to open a surf shop,” he recalls. “The opportunity to build my own business was always an appealing one.” While working as a painter he came into contact with investors who specialized in fix and flip properties. Inspiration struck when James realized he had the mettle to make a living representing homes in the community he knew and loved. He consulted with a top-producing agent in Newport Beach and garnered support, earning his license shortly thereafter. Diligence and market knowledge set the foundation for success early in his career. James earned the coveted Rookie of the Year award, establishing himself as a focused and driven professional from the onset. “Growing up in the area I had maintained a lot of contacts,” he notes.
“I was also so familiar with the community of Newport Harbor and the surrounding regions. That was a definite advantage to my early efforts.” Though he launched his career during a challenged market, James focused on accomplishing business at hand: working with clients to meet their long-and short-term needs. His ability to understand and incorporate sound financial information allowed James to educate his clients on their options and to assist them in making decisions that didn’t jeopardize their livelihoods. Today that philosophy still holds true. “The choices that individuals make in real estate transactions can be critical to their futures,” he observes. “My objective is to ensure that my clients are well-equipped to make the best choices possible.” As his clientele grew, James recognized the need to amend his business accordingly. He amassed a skilled team of professionals and formed The James Gray Group, which includes buyer’s agents, transaction and marketing coordinators and administrative assistants. “My team allows me to maintain the exceptional level of service that I established with my clients,” James says. “We work together with a common goal in mind: to provide consistent care and successful outcomes for every buyer and seller.”
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His team’s support is an invaluable element of James’ business, and the group became essential when he was sidelined by a serious illness. Diagnosed with head and neck cancer, James battled the disease for nearly a year while maintaining his real estate practice. “My team was there when I couldn’t be,” he recalls. “I was fortunate to be able to work from a laptop throughout the process, which knocked me down but not out.” The challenge of focusing on others during his own recovery was a healing one for James, who reveals that surviving cancer provided him with a new perspective on life. “I enjoy every day,” he asserts. “My relationships have improved across the board, as well. My wife never left my side, and my team and industry colleagues were there to motivate and encourage me.” James’ positivity earned him the respect and loyalty of his clients and colleagues, as well as professional recognition. In 2010 he received the Prudential California Realty Orange Star Award, an honor created to recognize individuals “who tirelessly work to serve the community and provide a superior standard of representation for clients.” James’ story of survival is a positive one; today his focus remains on creating success for his clients and on fostering meaningful relationships with friends, clients and colleagues. “Every day can be a good one when you’re surrounded by the right people,” he reflects. “I
don’t choose to engage in competitive or adversarial relationships because, to be honest, there’s no need to. Real estate professionals can identify successful methods of collaborating so that everyone’s goals are accomplished.” His no-nonsense attitude is just the way James conducts business. Direct and honest communication drives his relationships, and set the stage for successful negotiations. “The bottom line in every transaction is that we have the means to find a solution to any challenge,” he states. James’ clients and colleagues appreciate his candor throughout the course of their transactions. “I’m the agent that’s present during the process,” he says. “I’m there to ensure that we remain focused and on track.” His consistent presence and perseverance through professional and personal challenges have distinguished James within his regional marketplace, fortifying the network of professional relationships that he has cultivated throughout the course of his career. James counts many great friends in the business, and has built a solid group of referral partners who specialize in a range of aspects of the real estate industry. From mortgage lenders to title and escrow officers, home repair contractors to inspectors, he is connected with reputable and trusted resources whose levels of customer care match his own.
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“Challenges will always present themselves, but the aim is to move beyond any one issue and to focus on long-term solutions.” James’ extensive experience has facilitated success with a range of clients. First-time buyers, luxury home sellers, investors and individuals dealing with distressed properties have all turned to this knowledgeable real estate professional for assistance, and he approaches each transaction with a focus on the distinct needs of every client. Challenges will always present themselves, he says, but the aim is to move beyond any one issue and to focus on longterm solutions.
the slopes with his sons. James credits his wife Lisa for her love and support, and notes that his family is
In order to maintain a focus on his successful professional life, James creates balance by spending time with family and outdoors. “I’m in my element when I’m in the water,” he says of his passion for surfing. “It’s
The Gray Family: Shane, James Jr, Brent and daughter Marisa
his priority. “We’re a close group,” he says. “My wife and children motivate me every day.” The Grays are involved in a number of local charities and organizations, providing funding and support to groups that meet the needs of the community’s underserved populations.
Lisa & James Gray great exercise, but it’s also a spiritual experience.” He’s also an avid snowboarder who enjoys hitting
As he reflects on the upcoming opportunities that await in his career, James remains characteristically optimistic. “I’m working with smart, energetic and interesting people and have access to the most amazing homes in the region,” he muses. “I love what I’m doing and look forward to continuing to offer my clients the best possible care as they pursue their goals and dreams.”
ExecutiveAgent Magazine
James Gray
Prudential California Realty 1400 Newport Center Dr., Ste. 200 Newport Beach, CA 92660 Ph: 949.219.2515 fivegrays@aol.com DRE # 01065395
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We strive to be the best with honesty and integrity
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Account Executive 714-423-6882 lance@prominentescrow.com 3 Pointe Drive, Suite 317 Brea, California 92821
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Account Executive 714-496-1970 alissa@prominentescrow.com 1201 Dove Street, Suite 650 Newport Beach, California 92660
www.prominentescrow.com RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION Find us on
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MAGAZINE
Advisory/Selection Committee
Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting the cover Agent of the Month. The Executive Agent Magazine 2012 Advisory Selection Committee members:
949.705.0582
Jim & Marcia Brashier McMonigle Group Teles Properties 949.734.6228
Derek Graham Advantage Title365 949.584.2570
Tom Slyman Advantage Title365 714.585.9333
Sue LaPeter Prudential California Realty 714.369.4689
Elizabeth Do Keller Williams Realty 714.317.7243
Spyro Kemble Surterre速 Properties 949.717.7248
Chris McKeen Prudential California Realty 714.921.9457
Shauna Covington Prudential California Realty 949.395.8786
Barbara Amstadter Prudential California Realty 949.500.0155
Bob Fox Escrow Leaders 949.373.7000
Gerold Grosso Evergreen Realty 714.396.5514
Lynn Wong First Team Real Estate 714.414.8809
Janice Eckles
Fred Arrias Executive Agent Magazine 949.366.3349
Ryan Grant
949.705.0581
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Top 1% in the Nation, Multi-Million Dollar Producer Over 1,600 Homes Sold Unsurpassed Customer Satisfaction into sales, it wasn’t long before she realized she had found her calling.
By Lalaena Gonzalez-Figueroa
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he is cultured, worldly, and accomplished; real estate professional Cesi Pagano’s unique background allows her to successfully navigate the challenges of real estate for a diverse and savvy clientele. Her attention to detail is impeccable, her commitment to success unwavering. When Cesi sets her sights on a goal- whether it’s hers or a client’s – there’s no stopping her. Cesi launched her real estate career after earning a degree in Architecture with a minor in Interior Design from Cal Poly Pomona. Though she intended to forge a professional path as an architect, an internship opportunity changed her course. “I realized that my heart was really in the building side,” she recalls. Tenacity drove her to explore that passion, and Cesi obtained a corporate position with a respected home builder. The work afforded her an insider’s understanding of the homebuilding process and allowed her to maximize her creativity and disciplined work ethic. Those skills weren’t lost on her employer, who eventually convinced Cesi to accept a position as a new home sales associate. Though she acknowledges that she was initially reluctant to move
Employing a consultative and collaborative role, Cesi discovered that she had the solid interpersonal skills necessary to make a significant difference in the lives of her clients. “I’ve never focused on being a salesperson,” she explains. “Instead, I’m driven to meet my clients’ needs and exceed their expectations.” After nearly 15 years in new home sales the time was right to pursue a new challenge. Cesi delved into the resale market, though she maintained professional relationships with a number of area builders. Today Cesi maintains her own thriving clientele as a listing specialist, continues to work with builders, and leads a team of professionals known as The Cesi Pagano Team. “After assisting hundreds of home buyers with their dreams of home ownership, I developed a team who specializes in servicing buyers so that I could focus on my listing expertise,” she explains. Highly competitive and driven to succeed, she maximizes her competitive nature and hands-on approach to business in order to consistently capitalize on opportunities within the marketplace. She is candid in her reflections of the industry’s economic challenges. “I can honestly say that the market hasn’t impacted my business volume or production,” Cesi reveals. “I have been fortunate to earn a clientele that is comprised of approximately ninety eight percent repeat and referral customers, and have maintained a steady flow despite market trends.”
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The Cesi Pagano Team Years of industry experience have allowed Cesi to navigate the often tumultuous waters of a cyclical marketplace. In keeping with the ongoing needs of today’s clientele, she has adapted her business accordingly. “I’m not focusing on any particular niche market,” she explains. “I believe that a well-rounded real estate professional is the ideal resource for clients who may become impacted by trends and changes.” To that end Cesi has mastered the short sale process, which allows her to work with distressed homeowners as well as investors. She lists homes at every level of real estate, from high-end and luxury properties to comfortable residences ideal for first-time and move-up buyers. Though she maintains her own book of business, Cesi has a notable influence in the transactions completed by her team members as well. “We have become highly systematized in order to provide every client with a consistent experience regardless of which agent he or she works with,” she notes. “This allows our team members to collaborate and readily accomplish their clients’ goals without compromising their level of service.” Cesi’s dynamic approach to business has earned her recognition and respect throughout the real estate community and beyond. The award-winning top producer has been tapped to speak at seminars and conventions, in
webinars, and on the well-regarded radio business show Critical Mass. An accomplished businesswoman and mother of three, Cesi creates balance in life by spending time with her children and staying active. Fluent in Spanish and Italian, she loves to travel and journeys annually to Europe. Cesi exudes professionalism and enthusiasm, and is optimistic about the opportunities that await. Her clientcentric attitude drives her ongoing goals. “I want every client to complete a transaction feeling that my team and I were there every step of the way,” she asserts. “Despite the transitioning market, we are here to facilitate a process that is as seamless and stress-free as possible, working to achieve each client’s goals and dreams in a timely and efficient manner.” Cesi Pagano Keller Williams Realty 27101 Puerta Real #150 Mission Viejo, CA 92691 Telephone: 949.370.0819 Email: Cesi@kw.com www.CesiPagano.com
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Champions Get Up Each And Every Day
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ExecutiveAgent Magazine
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By Dirk Zeller
O
ne of the secrets to success is the ability to hold on a little longer than the next guy. To be willing to take a little more rejection, a little more hardship, and a little more temporary failure over time. Ultimately, to be successful you have to know how to survive setbacks and failure. In the end, failure is not fatal. Lying there and wallowing in it is fatal, but getting up and accepting it as a temporary setback forges a new beginning. Failure can sometimes feel fatal, but it never is. In my sales career I have had far more “no’s” than “yes’s”; the “no’s” out number the “yes’s” twenty or thirty to one. If I had focused on the twenty or thirty “no’s” instead of the one “yes” I would have quit. Too often we focus on the wrong thing. We fixate on the “no” rather than anticipate the “yes”. We must position ourselves with people to give them every opportunity to say “yes” to us. We have to ask and ask and then ask again, so we gain the “yes” we want. We have to be willing to attend and graduate the “University of Failure” to eventually receive our doctorate in success. No one has ever achieved long lasting success without the “University of Failure” degree. We don’t begin as a success.
“To be successful, you have to know how to survive setbacks and failure.” Let me give you a few rules of failure. Learning and applying these will better prepare you for your success. Temporary failures are not bad: If we mentally focus on bad events, that is what we will create more of. In the end, failure is neither good nor bad. When Thomas Edison’s wonderful compound of laboratories and buildings burnt to the ground he did two things. First he told his sons to get his wife because she would never see another fire like this in her lifetime. Second, he realized that all his failures had been burned away. He had a clean slate in front of him.
To take advantage of a lesson, you must fully learn it. That means that we must review and analyze all the failures and setbacks we experience. Most of us want to merely forget them or cover them up. This puts us in a pattern to repeat them again. Treat each failure as a lesson. In school if you don’t learn your lesson you don’t graduate. Make sure you learn the lessons that failure is trying to teach you. Treat each failure as a lesson bringing you closer to success. By learning how not to do something, you are exponentially closer to learning how to do it. In the end, failure is never final. We all fail and fall down. We all come up short of the mark in life. It’s whether we decide to stay there or learn and move forward that makes us a success. Tackle the opportunity that your setbacks and failures bring you everyday. Create a daily mindset of opportunity in each setback. Your choice is to either stay down or get up. Champions get up each and every day. Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2005, Dirk Zeller. All rights reserved. For information about Dirk’s Keynote presentations, contact the Frog Pond at 800.704.FROG (3764) or email susie@ frogpond.com; http://www.frogpond.com.
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At the end of the day, week, month, or year it’s what you do with the set back that makes it good or bad. Failure is merely a lesson.
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SUCCESS!
PLAN IT. BUILD IT. GROW IT. We Can Help You!
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George Deekrich tel: 714.955.9191 gdeekrich@kinecta.org
Jeremy Clyne tel: 949.529.4775 jclyne@kinecta.org
Julie Pham tel: 949.529.6894 jpham@kinecta.org
Libardo Quintero tel: 949.253.5350 lquintero@kinecta.org
Libra Gogerty tel: 714.270.5434 lgogerty@kinecta.org
Lloyd Kerr tel: 949.923.9675 lkerr@kinecta.org
Lu Nguyen tel: 949.529.6796 jsasena@kinecta.org
Luis Arellano tel: 949.302.9406 larellano@kinecta.org
Martine Lado tel: 310.489.0556 mlado@kinecta.org
Paul Griffiths tel: 949.378.6921 pgriffiths@kinecta.org
Robert Bartzoff tel: 949.529.4618 rbartzoff@kinecta.org
Tracy Williams tel: 310.489.2549 twilliams@kinecta.org
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Brian Skelley tel: 657.203.7053 bskelley@kinecta.org
Jake Kim tel: 714.679.3710 ckim@kinecta.org
Joe Mai tel: 949.293.1049 cmai@kinecta.org
Brian Dalat Nguyen tel: 949.300.1432 dnguyen@kinecta.org
Daniel Nicolau tel: 949.632.0299 dnicolau@kinecta.org
David Min tel: 310.489.2546 dmin@kinecta.org
Erik Jenner tel: 949.529.6956 ejenner@kinecta.org
Jerry Lehman tel: 949.572.9271 jlehman@kinecta.org
John Rowe tel: 949.529.6918 jrowe@kinecta.org
Nick Castillo tel: 949.572.9284 ncastillo@kinecta.org
Ruben Campos tel: 909.560.3891 rcampos@kinecta.org
Tammi Nicholson tel: 310.489.2576 tnicholson@kinecta.org
Vann Nguok tel: 562.481.4465 vnguok@kinecta.org
Virginia Smith tel: 949.529.6795 vsmith@kinecta.org
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The Key To Being Predictably Lucrative By Denise Lones
W
hat’s the Number One thing real estate agents don’t like about the business? Time and again I hear the same answer: The unpredictability of
income.
But it doesn’t have to be this way. There is a rampant delusion out there that real estate is a “feast or famine” business. Every day agents say, “I don’t know if I’ll be making any money in March because of the fluctuations in the market.” If you’ve ever said anything even remotely similar, I have a question for you:
Self-Control! The most successful agents are not necessarily the best salespeople, or the most outgoing. They are the ones with the most self-control. Self-control governs success. It ensures you do things consistently over time. The size of your goals doesn’t matter. The length of your business plan doesn’t matter. What you do is what matters. So what are the keys to Self-Control? 1. Say YES.
If this is true, then how is it that I know many agents who turn business away because they don’t have time to handle it all? It’s not market conditions. Up or down, these agents have a steady stream of buyers and sellers. And no matter where the market is this time next year, I guarantee it will be the same for them. So what’s their secret? Is it a “killer” marketing software program? Is it “power” sales tactics that use verbal mastery to sweet talk people? Is it tons of expensive advertising? It’s none of these things. But its power is so amazing that universities should offer degrees in how to master it. What is it?
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Self-control means saying “yes.” “Yes” to sending monthly mailings on a regular basis. “Yes” to implementing systems that put your daily tasks on “autopilot.” “Yes” to education. “Yes” to your annual client appreciation party. “Yes” to only sending out the very best marketing. “Yes” to sending out an Annual Client Review. 2. Say NO. But mastering self-control also means saying “no.” “No” to clients that waste your time. “No” to ridiculous offers. “No” to people who treat you with disrespect. “No” to scams, gimmicks, and unethical advertising. “No” to CUTTING YOUR COMMISSION!!!
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3. Do what you say you’ll do. I’m always amazed that I have to mention this, but the business world is riddled with people who say they’ll do something and then don’t do it. If you return phone calls the exact minute you promise to, keep appointments on-time, and provide exactly what you promise when you promise it—you’re already ahead of 90% of businesspeople out there! 4. Follow-Up and Follow-Through. Do you return phone calls faster than any other agent? Do you send requested information the very same day? Do you make additional phone calls to verify the information was received? Do you provide extra service touches both before and after the sale? 5. Adaptability. Self-control also means you don’t “freak out” when something is not working. You just drop it and quickly do more of what is working. This doesn’t mean that your emotions aren’t important. They are. But you cannot be a successful businessperson if you are a frenzied wreck every time something goes wrong. Things happen. Life is unpredictable. Plan on unpredictability. Practice in your mind how you’ll react on the day when everything falls apart. See yourself with “grace under pressure” as you pick up the pieces and begin to rebuild. One of the best ways to implement self-control is
accountability. I have clients who call me just to tell me what they’re committing to accomplishing by the end of the week. Don’t ever underestimate the power of just telling someone what you will do. This means you can’t use excuses to yourself—because you’ve already promised someone you’ll do it. Another helpful measure is to manage your time. And I really mean, manage your time. Schedule phone time. Schedule road time. Schedule lunch. Heck, schedule 15 minutes of goof-off time. I know it’s impossible to predict every minute of every day, but at least have a solid plan of what you’re doing —even if circumstances prevent you from doing the task. So if you’ve ever complained about the unpredictability of your income, take heart! You can have more business than you can handle if only you commit to self-control and all its responsibilities. The road to self-control may be rough at times, but the rewards of implementing it are worth it! Denise Lones, President of the Lones Group Inc. is dedicated to helping people find innovative ways to increase their business and still have “a Life”. She draws from her professional and personal experiences and believes that the key to business success is all about people, systems, and follow-through. To book Denise, please call 1-877-2116472 or visit. Copyright© 2007, Denise Lones. All rights reserved. For information contact FrogPond at 800.704. FROG(3764) or email Susie@FrogPond.com; http:// www.FrogPond.com
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GLOBAL. NATIONAL. LOCAL. YOU.
There has never been a more important time to ensure your business enjoys leading edge systems and support. No matter whether you are a sales consultant looking to go to a new level of performance or a business owner finding your current environment lacking in imagination you should call Harcourts today. The market is a smorgasbord of opportunities; we can show you how to take advantage while all around you others wait, hope and fail. Currently we have significant opportunities for new franchise owners, If you are an existing real estate business owner looking to take advantage of the world's best training, support, systems and culture you owe it to yourself and your team members to investigate the Harcourts Option. Call us today.
Aaron Hodson E: aaron.hodson@harcourtsusa.com P: 949 282 4288 All approaches will be handled in the strictest of confidence. www.harcourtsusa.com
Kevin Budde
Neal Pilon
Branch Manager 949-422-2075 kbudde@primelending.com NMLS: 325450
Loan Originator 714-206-5521 npilon@primelending.com NMLS: 632720
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Joelynn Warner Loan Originator 949-370-1027 jwarner@primelending.com NMLS: 632721
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Katrina Hanshaw Loan Originator 714-244-0005 khanshaw@primelending.com NMLS: 483906
MORTGAGES WITHOUT OBSTACLES.
The goal at PrimeLending is to provide unsurpassed quality service and support throughout the entire mortgage process for every client and referral source. This proactive sales and operational philosophy simplifies and accelerates the loan process at all levels. The company's experienced mortgage professionals are dedicated to making every customer's home loan experience a positive and successful one.
28202 Cabot Road, Suite 135, Laguna Niguel, CA 92677 Š 2012 PrimeLending, A PlainsCapital Company. Trade/service marks are the property of PlainsCapital Corporation, PlainsCapital Bank, or their respective affiliates and/or subsidiaries. Some products may not be available in all states. This is not a commitment to lend. Restrictions apply. All rights reserved. PrimeLending, A PlainsCapital Company (NMLS no: 13649) is a wholly-owned subsidiary of a state-chartered bank and is an exempt lender in the following states: AK, AR, CO, DE, FL, GA, HI, ID, IA, KS, KY, LA, MN, MS, MO, MT, NE, NV, NY, NC, OH, OK, OR, PA, SC, SD, TN, TX, UT, VA, WV, WI, WY. Licensed by: AL State Banking Dept.- consumer credit lic no. MC21004; AZ Dept. of Financial Institutions- mortgage banker lic no. BK 0907334; Licensed by the Department of Corporations under the California Residential Mortgage Lending Actlender lic no. 4130996; CT Dept. of Banking- lender lic no. ML-13649; D.C. Dept. of Insurance, Securities and Banking- dual authority lic no. MLO13649; IL Dept. of Financial and Professional Regulation- lender lic no. MB.6760635; IN Dept. of Financial Institutions- sub lien lender lic no. 11169; ME Dept. of Professional & Financial Regulation- supervised lender lic no. SLM8285; MD Dept. of Labor, Licensing & Regulation- lender lic no. 11058; Massachusetts Division of Banking– lender & broker license nos. MC5404, MC5406, MC5414, MC5450, MC5405; MI Dept. of Labor & Economic Growth- broker/lender lic nos. FR 0010163 and SR 0012527; Licensed by the New Hampshire Banking Department- lender lic no. 14553-MB; NJ Dept. of Banking and Insurance-lender lic no. 0803658; NM Regulation and Licensing Dept. Financial Institutions Division- lender license no. 01890; ND Dept. of Financial Institutions- money broker lic no. MB101786; RI Division of Banking- lender lic no. 20102678LL and broker lic no. 20102677LB; TX OCCC Reg. Loan License- lic no. 7293; VT Dept. of Banking, Insurance, Securities and Health Care Administration- lender lic no. 6127 and broker lic no. 0964MB; WA Dept. of Financial Institutions-consumer lender lic no. 520-CL-49075.
E XECUTIVE AGENT MAGAZINE
TM
By Lalaena Gonzalez-Figueroa
approach incorporates a tongue-in-cheek sense of humor that’s backed by a solid understanding of the title industry and its implications on real estate transactions. With over 10,000 transactions closed, Robert has proven that success is earned. Long known for his stellar customer service and client care, Robert has also gained recognition for a unique branding campaign that showcases his comedic nature. His uncanny resemblance to Dos Equis’ enigmatic spokesman, “The Most Interesting Man in the World,” became a conversation starter in social settings, and Robert realized he had the makings of an inimitable public relations tool. As “The Most Interesting Title Rep in the World,” he reminds current and prospective clients just why they’d do well to utilize his services. If he visits your office you have to fight off the urge to thank him… He launched his career in 1985, and Robert made a strong impression among his industry peers from his first ride-along. “An experienced rep took me to one of her most challenging offices,” he recalls. “I had no idea what to expect so I just engaged people in friendly conversations. When we returned to our company, she gave me a glowing recommendation for the job.”
Robert Valdez
H
e’s experienced, knowledgeable and highly professional, but it’s no secret that working with title sales representative Robert Valdez is anything but business as usual. His unique
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“Title’s Most Interesting Sales Representative” Just having his name on your file will make your deal close…
help others improve upon their production, and am constantly meeting fun and motivating people.”
His business, he notes, is acquired not through salesmanship but by providing exceptional customer care. “I like to earn clientele who choose to work with me because they know this is my career and that I’m here to help facilitate their success,” Robert explains. “In the high-stakes world of real estate transactions, I’m diligent and resolute. If someone calls me with a problem or issue, I’m on it daily until we achieve resolution.” Robert’s extensive industry experience has allowed him to cultivate a strong collegial network. “When challenges arise throughout the course of a transaction, I have wonderful resources who can assist in identifying solutions,” he explains. “Ultimately, we are all looking to meet the needs of our clients and to close successful transactions.”
Even the most interesting …and accomplished… title representative needs support, and Robert credits the team of professionals at Ticor Title for their tremendous commitment to their work. “My office is incredibly responsive,” he observes. “As client requests come in, our team works together to ensure that their needs are met in a timely and effective manner.” While business is booming, Robert makes time to connect with every client, and to offer services tailored to their individual needs.
His preliminary title reports alone will sell a house, even if it’s not for sale…
He is ready to service your next title order!
Agents often try to fight off the urge to call him right away. Don’t fight it – Call him now!
Robert Valdez
His charm knows no limits, but Robert manages to contain most of his business to North Orange County. He works well with a range of agents at every stage in their careers, handling primarily residential resale and REO transactions. “I’ve also been fortunate to build relationships with asset management companies,” he notes. An escrow officer once fainted from receiving an e-mail from him… Robert’s industry relationships are built on a foundation of professionalism, though he manages his business with a sense of enthusiasm and wit. “I really enjoy my work,” he reveals. “I’m able to
Ticor Title Company 18302 Irvine Blvd. Ste. 100 Tustin, CA 92780 Telephone: 714.496.4186 E-mail: RVTitle@pacbell.net www.RobertTitle.com “The MOST Interesting TITLE REP. in the WORLD”
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E XECUTIVE AGENT MAGAZINE
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Wendy Clyne The Art of the Deal By Lalaena Gonzalez-Figueroa
F
or real estate professional Wendy Clyne, creative thinking isn’t just a sound business strategy; it’s a way of life. The artistically-inclined agent earned a degree in Graphic Design before setting her sights on the opportunities associated with the real estate industry, and has built a solid understanding of the elements involved in successful real estate transactions. Wendy excels in building and sustaining positive client relationships, and in guiding her clients with thorough and knowledgeable representation. “I’ve always been interested in art as well as technology,” says Wendy. “From interior design to print and online advertising, I enjoyed the opportunity to utilize my skills in real-world situations.” Her professional aspirations were redirected when Wendy and her family moved out of state. Wendy’s husband Jeremy ventured into the mortgage business, opening a brokerage called Artistic Lending. Her role as administrative, marketing and advertising point person provided her with a firsthand account of real estate from the financial side, and her entrepreneurial veins were opened. “I began to identify options that would improve our business production and volume,’ she says. As the business began to flourish, the Clynes found themselves relocating once again. Settled back in California, Jeremy established himself with Kinecta Federal Credit Union and Wendy reflected on her next career move. A multi-tasking mother who welcomed challenges, she realized that a transition into real estate sales made sense. Her professional collaboration with her husband, she adds, only reinforced the idea that she had the skills and resources to provide exceptional care to her clients. “In our industry it can be difficult to determine which specialists will offer truly client-centric services,” observes Wendy. “Obviously I trust Jeremy and know that he works with his customers’ long-and short-term goals in mind. When my clients choose him as their lender, they are receiving a team that is completely focused on their wants and needs.” Wendy’s approach to real estate is a consultative one. Honest in her communication, she believes that a forthright response is always the best reply to any question. “If a client needs information and I don’t know the answer, I’ll find it,” she asserts. “I want my clients to know that I’m a trustworthy resource and advocate in the real estate process.” Wendy instinctively connects with her customers on their terms, which leads to improved dialogues
and conversations. “In any relationship, you’re more open when your guards are down,” she observes. “The same holds true for real estate agents and their clients.” She chose to align her business with ZipRealty, a brokerage she says is one of the top five nationwide. “Zip was a forerunner in the process of putting the Multiple Listing Service (MLS) online,” she notes. “The brokerage houses over three thousand agents in thirty five-plus markets across the nation. ZipRealty is growing by leaps and bounds thanks, in large part, to the company’s commitment to remaining on the cutting edge of technology.” Wendy, too, is committed to her profession. In addition to maximizing her use of the resources available through her brokerage, she also reaches out to her colleagues in order to dialogue issues and trends that are impacting the market at large. “The teams at ZipRealty are great about supporting their fellow agents,” adds Wendy. “They focus more on developing collegial relationships than in competing with others. This yields better results for all of our clients.” The Orange County Association of REALTORS® (OCAR) is another source of education and opportunity for Wendy, who actively seeks out industryrelated professionals whose level of client care matches her own. “I’m always meeting people who can help my buyers or sellers,” she notes. The busy mother of three is an exceptional multi-tasker who has set her sights on the years ahead. “I’m looking forward to the changes and transitions that will impact our market,” she reveals. “The challenges ahead are going to lead to exciting opportunities, and I want to be there to assist my clients in continuing to thrive.”
Wendy Clyne ZipRealty Telephone: 949.228.7176 wendy.clyne@ziprealty.com www.ziprealty.com/agent/wclyne DRE # #01906293
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Why Wells Fargo We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM program: Our exclusive program that connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We offer financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer Preapproval: You’ll know you’re dealing with serious buyers who have already completed the application, credit check, and first decisioning phase.
Call us today to find out more.
J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462
Tammy Colangelo Home Mortgage Consultant 714-969-1499 NMLSR ID 450306
Steve Silvestri Home Mortgage Consultant 714-476-3000 NMLSR ID 419052
Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482
Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078
Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497
My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285
Mary Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573
Richard Carroll Home Mortgage Consultant 714-717-3880 NMLSR ID 459782
Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475
Phillip Nguyen Home Mortgage Consultant 714-809-2394 NMLSR ID 724040
Asela Thomason Home Mortgage Consultant 562-881-3792 NMLSR ID 45362
Trevor Hartman Home Mortgage Consultant 310-270--8114 NMLSR ID 260510
Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934
Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697
Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844
Jaime Hammill Home Mortgage Consultant 714-593-5049 NMLSR ID 642557
Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888
Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520
Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058
Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527
Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027
This information is for real estate professionals only and is not intended for distribution to consumers. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS943527 3/12-6/12
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Life Rewards Action
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By Chris Widener
T
hinking is good, yes it is. I strongly encourage thinking. In fact, thinking plays a terrific role in success. It helps you strategize. It helps you get motivated. It tunes you into success. I am all for thinking and I do it regularly!
There is only one thing: ACTION. Will you succeed? Will you achieve your dreams? Will you live the life that you want? Only you can make that decision because only you can decide whether or not you will act.
That being said, just thinking, no matter how good of a thinker you are, will never catapult you to success. The difference between the thinker who succeeds and the thinker who doesn’t is that the thinker who succeeds also ACTS!
My friends, life rewards action. Your actions do not need to be perfect. They just need to be. And then they get rewarded with success. With achievement. Accomplishment.
Life does not reward thinking. Life rewards action. Let me clarify: Life rewards thoughtful action.
You have the power within you to lead YOUR life as you see it. There is only one question you must answer for yourself:
Think first, by all means… But then ACT! Do you want to gain wealth? The save your money - ACT! Do you want to lose weight? Then hit the treadmill - ACT! Do you want a new job? Then quit your current one - ACT! Do you want to write a book? Then begin to write - ACT! Do you want a new friend? Then introduce yourself - ACT! Anything you want to accomplish will only be done by bold and decisive action.
Will I act? Because Life Rewards Action. 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© 2002, Made For Success. Used by permission. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@frogpondgroup.com; http://www. frogpondgroup.com.
Wishing won’t bring it about. Neither will dreaming. Nor will hoping. Nope, you must ACT. What is it you want from life? Tell me. Be specific. Be clear. Think about it. Strategize. Roll it around inside that noggin of yours. Got it? Good. Now what? What will you DO to turn that nonphysical electrical impulse we call a thought into a physical reality?
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OCNAHREP is a purpose-driven local organization that is propelled by a passionate combination of
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We are real estate agents, brokers, loan officers, mortgage brokers, title professionals, escrow officers, appraisers, insurance agents and more. We are dedicated to our mission: To increase the rate of sustainable Hispanic homeownership by empowering the real estate professionals that serve the community.
WWW.OCNAHREP.ORG For membership information, please call:
Felix Duarte, Membership Director 714.392.1400
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Doing the Remarkable By Jim Rohn
W
hen it comes to meeting and conquering the negativity in your life, here is a key question: what can you do, starting today, that will make a difference? What can you do during economic chaos? What can you do when everything has gone wrong? What can you do when you’ve run out of money, when you don’t feel well and it’s all gone sour? What can you do? Let me give you the broad answer first. You can do the most remarkable things, no matter what happens. People can do incredible things, unbelievable things, despite the most impossible or disastrous circumstances. Here is why humans can do remarkable things: because they are remarkable. Humans are different than any other creation. When a dog starts with weeds, he winds up with weeds. And the reason is because he’s a dog. But that’s not true with human beings. Humans can turn weeds into gardens. Humans can turn nothing into something, pennies into fortune, and disaster into success. And the reason they can do such remarkable things is because they are remarkable. Try reaching down inside of yourself; you’ll come up with some more of those remarkable human gifts. They’re there, waiting to be discovered and employed.
With those gifts, you can change anything for yourself that you wish to change. And I challenge you to do that because you can change. If you don’t like how something is going for you, change it. If something isn’t enough, change it. If something doesn’t suit you; change it. If something doesn’t please you, change it. You don’t ever have to be the same after today. If you don’t like your present address change it — you’re not a tree! If there ability to to get a success.
is one thing to get excited about, it’s your make yourself do the necessary things, desired result, to turn the negative into That’s true excitement.
Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com http:// FrogPond.com .
Remarkable ExecutiveAgent Magazine
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EA
Shut-Up And Sell! By Mark Hunter
C
ontrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are. The only thing that really matters to
be successful in selling is your ability to shut-up and listen. On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation. To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some information. Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want. On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements.
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When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them. Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds. Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute). Even though you may not use all 40, you’ll definitely be more prepared. In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking short questions, you’ll ensure that the customer is doing most of the talking.
You’ll learn valuable information that will help you better understand the customer’s needs. If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer back-up systems, you might ask, “Can you explain to me what happens when data is lost?” This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is that no matter what the customer’s response is, some good follow-up questions will naturally arise. By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell! Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http:// www.TheSalesHunter.com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@ FrogPOnd.com; http://www.FrogPond.com
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CRUISE GIVEAWAY BIRTHDAY
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