AprilSouthBay2013 by Executive Agent Magazine

Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

Maureen Lee Executive Agent of the Month

INSIDE FEATURES: LINDA BECK Aegis Realty

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FIRST TEAM REAL ESTATE Professional Profiles .................................

RANDY RECTOR Evergreen Realty

Exceeding Expectations Since 1984 When you choose Eagle Home Mortgage as your home financing partner, you are joining with a full-service mortgage company with a nearly 30-year history of exceeding customer expectations. Unlike other home lenders, we utilize a local process and in-house services from start to finish, which results in a faster, smoother process with fewer surprises.

Eagle Home Mortgage offers: • A variety of loan programs from first-time buyer to sophisticated investor • Experienced, knowledgeable loan officers who care • A team of experts working together to ensure we exceed expectations at every turn • Ethical and financial stability, with the backing of the Lennar Corporation, an S&P 500 Real Estate and Financial Services Company Michelle Coolidge Branch Manager / Sr. Loan Officer / Certified FHA Underwriter Direct 310.818.1011 mcoolidge@eaglehomemortgage.com www.mcoolidge.com NMLS #176580

Committed to Seeing You Home.

2790 Skypark Drive, Suite 116 | Torrance, CA 90505 | 310.602.3900 | NMLS #804830 Licensed by the Department of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify. Universal American Mortgage Company, DBA Eagle Home Mortgage

contents ExecutiveAgent

Magazine

APRIL, 2013

SOUTH BAY

Cover Story

Editorials

28 - Sheila Murray Bethel:

Leading To Make A Difference

16 - Jim Cathcart:

Empowerment Checklist

ADVERTISERS’ INDEX

32 - Tamara Dorris:

Successful Sales Start Inside

Maureen Lee

Executive Agent of the Month

Advantage Title365............................36 Eagle Home Mortgage.........................2

12 - Mark Hunter: 5

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com

Position Yourself As A Leader

Evergreen Realty...............................35 i Photography Studio................11 & 34

21 - Zig Ziglar:

Prominent Escrow.............................24

The Talent You Already Possess

PWAOR....................................20 Questions & Answers.......................18 SBAOR......................................25 The Termite Guy................................31

26 First Team Real Estate

Linda Beck

Professional Profiles

Aegis Realty

Photography: i Photography Studio, Ian wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © 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.

Randy Rector

Evergreen Realty ExecutiveAgent Magazine

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Cover Story

Maureen Lee Executive Agent of the Month

ExecutiveAgent Magazine

Maureen Lee By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

aureen Lee has diligently worked her way into a thriving career as a top producing real estate professional, changing lives with every transaction. Her natural leadership skills and commitment to excellence have earned her the respect of clients and colleagues alike, she is proud to serve as an example to other agents who seek to maximize their potential as they shape the courses of their careers. Maureen was just seven years old when she began to work at her family’s restaurant. Growing up in a large family in the Midwest she learned early on that success wasn’t happened upon; it was earned. By the time she was 12 the pre-teen was pursuing her natural athletic skills, serving customers as the restaurant’s head waitress, and maintaining her grades at school. Her interest in real estate was piqued, recalls Maureen, during regular excursions with her mother. “We lived in an apartment behind our restaurant, but every week, when we went out to do our shopping, we would take time to look at the new homes that were being built and sold in San Clemente.” Those memories made a profound impact

on the youngster, who vowed to one day purchase a home for her mother. Before she pursued her real estate dreams, though, Maureen attended Santa Clara University. She played division 1 soccer while studying International Business and Marketing, all the while maintaining a place in the work force. Upon graduation she joined the management team at Islands Restaurants Limited, where her drive to excel, and business and marketing acumen caught the attention of corporate leadership. Within 3 years, Maureen was promoted into a corporate role as Operations Supervisor. “I loved working in the restaurant industry; it was a daily orchestration of many personalities, moving parts and collaborative efforts,” she recalls. “I enjoyed developing and training others to help them reach their full potential,” she explains. Maureen’s strengths extended beyond her ability to connect with others. She was naturally adept at creating and implementing systems designed to maximize efficiency and results. “The organization adopted many of the processes that I developed. I’m still proud of that!”

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Leading by Example clients’ financial well-being very seriously, and continue to treat their transactions as if they were my own.” Her knowledge and experience allow Maureen to offer sound information and consultation, to provide her clients with the information and resources they need to make their best decisions. Maureen represents buyers, sellers and investors throughout Beach Cities, Palos Verdes and South Bay, where she has resided for 25 years, as well as the surrounding regions. An experienced investor, she enjoys assisting clients in building their own real estate portfolios, and holds investor seminars quarterly in her market center for clients and other associates. With every client she represents, Maureen aims to facilitate an experience that is tailored to each individual’s unique long - and short - term goals. “There are times when it makes sense to act, and there is time it’s best to not move forward in a transaction,” she observes. “My clients are like my family, and I always want to protect them.”

She launched her real estate career as an Assistant Team Leader, establishing a solid knowledge of the industry before earning her license in 2004 and building her own clientele. “I watched and learned,” she recalls. Those early years were a proving ground for Maureen, whose signature initiative and personable nature propelled her client-centric approach. “I took every transaction to heart,” she says. “I treated my clients the way I would want to be treated, and never lost focus of their wants, needs and goals.” In 2005 she celebrated her first complete calendar year in the business as a top-producing agent, a position she has consistently held ever since. Her industry ranking reflects much more than that competitive spirit that has long guided Maureen’s endeavors. In real estate she is a true advocate, a passionate professional who infuses business with a sense of empathy and client care. “Buying or selling a home is a significant investment,” she observes. “I take my ExecutiveAgent Magazine

Cyndi Wilson

Maureen and her two sons, Tyler Lee (17) and Ryan Lee (18) As a listing specialist, Maureen offers open and forthright communication to sellers, who rely on her in-depth knowledge. “Even within the South Bay, there may be noticeable differences in trends and statistics throughout sub areas,” she notes. “We as agents need to be local economist, well-versed in price points and demand throughout the region.” Marketing properties is a priority for Maureen, who remarks that she adopts a comprehensive action plan to maximize showing potential of the home as well as ensuring 100% exposure to all buyers and agents in the market place. “Our goal is always to earn top dollar for a home, with the most qualified buyer.” Maureen’s listing action plan, high quality marketing materials and cutting edge technology tools, allow her listings to be displayed on over 300 websites. While she is hands-on and proactive with her clients, Maureen notes that she utilizes the support of a dedicated group of professionals whose commitment to excellence matches her own. Her team consists of a transaction coordinator, administrative assistant and buyer’s agent Cyndi Wilson. “Cyndi is a fabulous addition to my team and shares the same work ethic and values,” Maureen boasts. She plans to continue to expand her team in 2013.

to the success of the team and their clientele. “Michelle has really been a great support to my clients, and provides education and guidance through the ever challenging and changing lending environment,” Maureen states. Maureen readily shares her success with new agents and colleagues, acting as a KW certified real estate trainer, and has served on the Agent Leadership Council for over five of her 10 years at Keller Williams Realty. When not selling real estate, you may catch her running with her black lab on the strand, as a vocalist in the choir at Our Lady of Guadalupe Church in Hermosa Beach, or playing tennis with her two teenage sons Ryan and Tyler. Her real estate career has been a successful one, and Maureen reflects on the heart of the business she has so carefully and thoughtfully cultivated. “I am grateful to be in a career I love, and feel I have the best clients in the world, most to which have become close friends,” she says. “I’m proud and feel so blessed to be the one they trust.”

Ancillary partnerships, such as the one she has established with lending professional Michelle Coolidge, contribute ExecutiveAgent Magazine

Maureen Lee Team Lee Real Estate & Investments Keller Williams Realty 23670 Hawthorne Blvd., Suite 100 Torrance, CA 90505 Telephone: 310.489.8166 MaureenLee@kw.com www.LAListingExpert.com DRE # 01475893

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Position Yourself As A Leader...

t’s been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have to be even better. However, I believe that while these skills are helpful, they are not essential. In my opinion, to be a top-performing sales professional, you must be a great leader. It is a fundamental character trait. Although we have all known salespeople who have had stellar years based on the luck of a few great clients, those with sustained, longterm success always exhibit great leadership skills. What is a leader? Leaders are people who empower others to do seemingly impossible things, whether individually or as part of a group. They help people see issues and opportunities they would not normally see themselves. Most importantly, they instill a level of confidence in people that make them pro-active in dealing with situations they otherwise would be hesitant to handle. These leadership traits are essential for top-performing salespeople to exhibit on a daily basis. By demonstrating these qualities to your prospects and clients, you are communicating your value to them. They will see that you have their best interest in mind and are not out to just “make a sale.” You will create the confidence they need to desire to do business with you. Salespeople who see themselves as leaders are far more likely to provide the client with the services necessary to help them achieve their long-term goals. For example, a salesperson who is a leader will wisely show a 25-year-old the significance of buying life insurance both as an investment tool and a “peace of mind” policy. Top-performing salespeople understand how positioning themselves as leaders can further their success. You will increase your profits by selling more to an existing customer, so it only makes sense to display leadership to them. In addition, because the best new clients often come from referrals, your existing customers will be much more apt to confidently recommend you. In my experience, I have observed 12

that salespeople who behave as leaders are less likely to need multiple closing techniques to make a sale. I firmly believe that the higher the degree of leadership in a sales professional, the less time spent on closing the deal. Similarly, the opposite holds true, and the result is a loss of valuable time. Over the years, I have come to believe that “sales is leadership and leadership is sales.” The more salespeople with whom I work, the more I confirm the validity of this statement. Although it’s important to work on both your ability to listen and your closing techniques, fostering your leadership skills is far more essential. Begin today to set yourself apart from the competition by positioning yourself as a leader to your employees, your clients and your prospects. 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. © 2009, Mark Hunter. All rights reserved. For information contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond. com.

ExecutiveAgent Magazine

Written By Mark Hunter

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E XECUTIVE AGENT MAGAZINE

Go from “For Sale” to “SOLD” with Linda Beck!

Linda Beck ExecutiveAgent Magazine

Building Trust Through Excellent Customer Care By Lalaena Gonzalez-Figueroa

former retail store owner with a background in designer clothing sales, Linda Beck is well-versed on the importance of providing an experience tailored to each client’s unique needs. Her expertise is in establishing communication, determining individual objectives and strategizing solutions to achieve those goals. In real estate, these skills allow Linda to effectively connect with her clientele on their terms, to better assist them in navigating the complexities of an ever-changing real estate market. And her personable approach facilitates solid relationships steeped in trust and respect. “I treat my clients like I treat my family,” she asserts. “Their needs are at the forefront of my business.” Linda transitioned into real estate in 1996, and connected immediately with the opportunity to offer attentive care. Though she launched her career with a large national franchise, she has since aligned her business with Aegis Realty, a full-service brokerage, headquartered in Orange County. Her connections within the REO market are solid; Linda’s buyer clients have access to a wealth of opportunities for purchasing primary residences as well as investment properties. While some of her business centers on the distressed home market, Linda also works with traditional buyers and equity sellers, who appreciate her comprehensive knowledge of the area’s inventory, trends and changes. Actively previewing properties throughout Orange County allows Linda to maintain her finger on the pulse of the regional market. “I believe I’m able to add more value to my clients when I can immediately match them to a home or a community that aligns with their wish list,” she explains. “In order to provide the highest level of representation and information, I have to be well-informed myself.” First-time buyer Nguyen Nguyen found the right match in Linda, whom he says was incredibly patient and informative during their transaction. “I had a lot of questions,” he explains. “Linda answered every one. She was thorough, detail-oriented, and guided me through every step.” His needs were consistently met throughout the process, adds Nguyen. “I felt like Linda had my best interests at heart. It was like working with a friend, rather than conducting a business transaction. Linda was professional, but she also cared about doing what was right for me.”

Client Floyd Jenner, a seasoned investor with over two decades in real estate, also appreciates Linda’s knowledge and skillful representation. “She knows the market, has a great grasp on the values and risks associated with property use,” he says. “Linda is up to date on trends including rent rates, projected days on market, and shifting prices. With her assistance, I’ve been able to create effective strategies designed to achieve my business goals.” Linda’s sellers benefit from her thorough market knowledge, as well. In tune with the wants and needs of buyers at every level of real estate, she utilizes her insight to assist them in preparing, pricing and marketing their homes for maximum results. “Pricing is always a critical element in the successful sale of a home,” she observes, “but the presentation of a property is also of the utmost importance. It must show well in person and in photographs, so that prospective buyers can appreciate its unique appeal.” To that end Linda works with professional stagers, who offer consultations and services to home sellers. Her extended professional team includes escrow and title specialists whose levels of client care match her own. Her open communication is another of Linda’s strong suits; she invests the time necessary to ensure each client is well-informed and prepared for the transaction ahead. “Nobody wants to be surprised during escrow when they’re buying or selling a home,” she explains. “It’s important to me that my clients have the information they need to make the right decisions, and to feel comfortable with the steps involved in their transactions.” Linda looks forward to continuing to build her business, working with buyers and sellers throughout Orange County.

Linda Beck Aegis Realty 2522 Chamber Rd., Suite 100 Tustin, CA 92780 Telephone: 714.366.9633 LindaBeckREO@cox.net www.lindabeck.listingbook.com DRE # 01212185

ExecutiveAgent Magazine

Empowerment Checklist

ExecutiveAgent Magazine

Written By Jim Cathcart

ere are eight words, which conveniently all start with a “T”, to use as a checklist for determining how to empower or motivate someone. Simply identify the person you would like to empower and then ask the eight questions to determine what kind of empowerment would be the most effective. TARGET - Does he or she understand and accept the purpose or goal? TOOLS - Does he or she have the tools, or information needed to do the job? TRAINING - Has there been enough training in how to use the tools well? TIME - Have they had enough time for the training to take effect? TRUTH - Does he or she know how all of this fits together? TRACKING - Am I providing the feedback needed for them to stay on track? TOUCH - Is there enough support and encouragement? (the human touch) TRUST - Do I trust them appropriately for their skill and mastery level?

When you identify which “T” is missing, you will know where to intervene to get the person started again. Carry this list on a card in your briefcase and use it often. Jim Cathcart, CSP, CPAE, with 21 years experience, is recognized as one of the worlds’ best speakers. As a psychological researcher and business consultant he has helped organizations grow their sales and improve their performance in virtually every type of industry. Copyright© 1999, Jim Cathcart. All rights reserved. He is the author of Relationship Selling (the key to getting and keeping customers), newly published The Acorn Principle (discover, explore and grow the seeds of your greatest potential), and many other powerful learning tools. His works are published by the world’s top publishers: Putnam-Berkeley, Prentice Hall, and Nightingale Conant. For information on about Jim, please contact The Frog Pond Group at 800704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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Questions & Answers

Mortgage Question of the Month: What are the FHA Anti Flipping Guidelines? -By Michelle Coolidge What is a Flip? Property “flipping” occurs when a property is resold for a considerable profit, or an artificially inflated price, shortly after being acquired by the seller. The words “artificially inflated” are ugly words in the mortgage world and FHA wants to do all they can to weed out “overinflated” values on homes that they secure. At the same time, FHA seems to realize that investors who purchase distressed properties, fix them and sell them are helping to create affordable housing for many first time buyers. With that in mind, FHA has temporarily suspended their old guidelines though the end of 2013. The old guidelines prevented a buyer from purchasing any type of flipped property for the first 90 days of the seller’s ownership. BUT now, FHA has created new guidelines for us all to work with. Some of these guidelines you are probably aware of and some you may not be aware of. All are important to share with your investor clients and your buyers! Here’s a Few Important Facts to Be Aware of: • The seller must be the owner of record evidenced by a sales history report, copy of the recorded deed from the seller, or other documentation such as a copy of the property tax bill, or title commitment or binder. • The seller’s date of acquisition is the date of settlement on the seller’s purchase of the property. • The re-sale date is the date of the contract to purchase the home (not the date the new buyer closes). For Sales within 0-90 days of seller’s acquisition:

got a copy of a contract on a home that one of my buyers was purchasing and, while I was doing a review of the property, I noticed that the seller purchased the home 4 months ago for $250,000. The seller did a complete, and absolutely beautiful, interior remodel of the home and then sold it to my FHA buyer for $532,500. We all know that FHA has the “90 Day Flipping Rule” but did you know about the 91-180 day rule? Most real estate agents don’t fully understand the FHA Flipping Guidelines and cannot adequately prepare their investors, sellers or buyers. Since FHA currently holds a large market share, I thought this could be some great information to share with you.

Homes being “flipped” within 0 to 90 days of original acquisition date (as defined by FHA) are not eligible for FHA financing - except when there is: • Evidence provided that the buyer obtained a professional home inspection. The inspection must be ordered by the lender, not the agents and not the buyer. The home inspection must include the entire property structure, inside and outside, entirely. Any health and safety issues with the property that are noted by the home inspector will need to be corrected before closing. • A 2nd appraisal will be done by a HUD assigned appraiser. • The buyer cannot pay for the 2nd appraisal.

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Questions & Answers

• The lower value of the two appraisals will be used. • Additional documentation may be required, showing cost and extent of rehabilitation, if applicable. Homes being SOLD within 91-180 days of acquisition: This is the one that most of today’s real estate agents aren’t aware of! Homes being “flipped” between 91 and 180 days of original acquisition date (as defined by FHA), and are being sold at or above 100% of the seller’s acquisition cost (without cost of improvements), are eligible for FHA financing – provided: • Evidence provided that the buyer obtained a professional home inspection that was ordered by the lender, not the agents and not the buyer. The home inspection must include the entire property structure, inside and outside, entirely. . Any health and safety issues with the property that are noted by the home inspector will need to be corrected before closing. • A 2nd appraisal will be done by a HUD assigned appraiser. • The buyer cannot pay for the 2nd appraisal. • The lower value of the two appraisals will be used. • Additional documentation may be required showing cost and extent of rehabilitation, if applicable.

In today’s crazy lending environment it’s so important that keep you are working with a lender who keeps you informed on the important changes happening in the mortgage world. This type of knowledge could enable you to help your buyers and sellers avoid many some of the potential roadblocks in a transaction, creating a much smoother and happier experience for your client. And after all, creating happy clients is why we’re here! Michelle Coolidge is not only a Sr. Loan Officer and Branch Manager at the Torrance location of Eagle Home Mortgage, but also a Certified FHA Underwriter. Having this underwriting certification has enabled Michelle to quickly identify potential challenges with a file and get them addressed up-front, making a much smoother transaction for everyone involved. If you have any questions, she welcomes your calls and emails. Simply contact her at (310)818-1011 or mcoolidge@ eaglehomemortgage.com.

Exemptions to the FHA Flip Requirements: • If the property is being sold for less than a 20% increase above the sellers original purchase price then no additional appraisal and no home inspection is required.

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The Talent You Already Possess By Zig Ziglar

any people do not realize that Nat “King” Cole started his musical career as a piano player. It was while he was on a trip to California, performing in a night club, that his singing career got a jump start. The singer who was to have performed that evening was taken ill. When Cole showed up the club owner asked about the singer. When he learned the singer was sick, the club owner responded, “No singer, no check.” That’s the night Nat “King” Cole launched his career. Actually, he had always been a singer but had never recognized and used that talent. Those of us who remember him as a person and as a talent consider him one of the true greats in all of entertainment. His music was spell-binding, soft, melodious and heart-warming. Unforgettable titles are “Unforgettable,” “Ramblin’ Rose,” “The Very Thought of

You,” “L.O.V.E.,” “Straighten Up and Fly Right,” “Mona Lisa,” “When I Fall In Love,” “Too Young,” “Sweet Lorraine,” “Nature Boy,” “Love Letters,” “For All We Know,” “The Very Thought of You.” I tell this story because you might be like me, unable to carry a tune. I certainly can’t, but I’m convinced that you have a song to sing, and here’s hoping you will take a different view of what you can do with the talent you already possess. Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com

E XECUTIVE AGENT MAGAZINE

By Lalaena Gonzalez-Figueroa

Randy Rector ExecutiveAgent Magazine

ith an agent network 7,000 strong and climbing, HomeSmart International and HomeSmart Evergreen Realty, touts themselves as the fastest growing real estate company in the nation. Founded in 1996 by Tina Rector, the brokerage has innovated the industry’s flat-fee structure while maintaining a commitment to professional excellence. The agent-centric structure, paired with a solid vision of success, has facilitated a thriving business that has bucked real estate trends. During one of the market’s most devastating downturns, Evergreen has maintained a steady and sustainable pattern of growth. While Tina always encouraged her son Randy to pursue a career in real estate, he had other aspirations. The California State University, Fullerton graduate had set his sights on becoming a CPA, and he followed through with that goal. After working at a large international accounting firm, he moved into a coveted position with In-N-Out Burgers, an organization known for its high retention. In 2005 Randy accepted a position as CEO of Evergreen Realty, where he is excited to continue to build upon the legacy that Tina established. What sets Evergreen apart, aside from its phenomenal fee structure, is the company’s culture. Evergreen agents are driven professionals, individuals for whom reducing expenses must not mean sacrificing resources. The company upholds a commitment to its industry, its people and its clients, establishing high expectations and encouraging stellar results. “We take our business seriously,” says Randy. “Real estate agents are true professionals, representing what is often an individual’s largest and most significant financial transaction. We believe that agents should have access to the resources, training and tools necessary to excel.” The Rectors are committed to the value of continuing education, and have ensured that all Evergreen agents have access to weekly classes and training as well as a library of webinars. “Our web-based training is particularly popular,” says Randy. “Our agents have access to technological resources that help them build their business. Many of the tools require only one click and our agents can access everything they need from their computers.”

asked for a technological platform that would expedite their administrative duties and maximize their business potential, and we found it.” The suite includes a host of services, from print and online marketing coordination, to paperless transactions. “Our industry is being shaped by technology,” Randy observes. “We wanted to ensure that our agents were ahead of that curve.” Evergreen Realty may best be known for its innovative fee structure, which has served as inspiration for a number of flat-fee brokerages. Though others have tried they haven’t hit the mark, says Randy, who touts Evergreen’s structure as a visionary business plan that has revolutionized the industry. “We offer a simple set of options,” he explains. “Agents may elect from two payment options, both of which leave significantly more money in their accounts than a traditional brokerage. It’s a basic premise, but it works.” With a focus on positive growth and an agent-centric model, Evergreen has attracted an increasing number of real estate professionals who seek strategic solutions to the challenges facing their businesses. And though their flatfee transaction model has proven successful, Randy reveals that the Rectors “are always looking for a new way to redefine the industry.” Their new incentive, he says, “Will turn the real estate industry on its ear. For example we’re offering a compensation plan were the agent does not pay transactions fees,” he explains. “It’s a great opportunity for many successful agents.” Evergreen Realty counts on quantity to justify its financial structure, but Randy points out that the organization aligns itself with high-quality agents who are committed to meeting their clients’ needs. The company is flourishing, with nearly 1,000 agents populating eight regional offices and shows no signs of slowing down. “We love what we are doing,” Randy states. “We’ve had a fantastic pattern of growth and look forward to continued success for our business, our agents, and our clients.”

“Their recently-implemented multimillion dollar tech nology suite is the answer to the wants and needs of agents and consumers alike,” says Randy. “I have seen a number of back office systems, and none compares to ours,” he remarks. “This stems directly from agent feedback; they ExecutiveAgent Magazine

Randy Rector, CEO Evergreen Realty, HomeSmart 9901 Irvine Center Dr. Irvine, CA 92618 Telephone: 949-753-7888 Randy.Rector@evergreenrealty.net www.EvergreenRealty.net DRE # 01502271

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E XECUTIVE AGENT MAGAZINE

FIRST TEAM WELCOMES When it was time for a career move, I chose First Team. Having multiple offices throughout Orange County that I can use as my own makes it easy for me to represent buyers and sellers no matter where they buy and sell. First Team’s dominant market share in Orange County makes it easier for me to secure listings. I am impressed with the teamwork and marketing resources as well as SneakPreviewsm, which gives me access to hundreds of listings coming to the market soon. I live and specialize in the historic neighborhoods of north Santa Ana. Nichole Doughty First Team Tustin

Joining First Team Estates® has been one of the best career decisions I have made. First Team’s Live Beautifully® high impact marketing campaign, along with its luxury partnerships that include Luxury Portfolio International™, Leading Real Estate Companies of the World®, LUXE Interiors & Design Magazine and Fixtures Living, has proven to be a great fit for me and my expanding business. First Team Estates’ dominance in multiple markets and unmatched management and staff support are fueling my success. I have put four buyers into escrow within the first 45 days of joining First Team Estates’, with several more to follow. Bill Perry First Team Estates Newport Beach

I was looking for business coaching, company leads, farming and marketing strategies to take my business to the next level. I joined First Team because I want to double my business in the next 12 months. Buying or selling real estate is a major financial and emotional decision, especially with the complexities of the current real estate market. As a former educator, I take pride in understanding the needs of my clients while providing them with the best information so they can make the best decision for their particular situation. Patricia Vidal First Team Huntington Beach-Garfield I am thrilled with the scope and spectrum of products, tools and services that First Team offers agents and their clients. I did the research. In my opinion, no one comes close to the marketing that First Team provides. As a lifelong entrepreneur with a penchant for improving the lives of others, I value diversity. My formal education was in fine arts, but my professional endeavors have included nine successful start-up companies. Shari Moretti First Team Laguna Niguel-Ocean Ranch ExecutiveAgent Magazine

VOTED “BEST REAL ESTATE COMPANY” FOR THE 2ND CONSECUTIVE YEAR I have always been impressed by First Team’s dominant market share and marketing support services, so when it came time to consider a career move, I chose First Team. My manager provides the strategies I need to expand my listing business. I use my negotiating abilities and creative talents to ensure that my clients enjoy a stress free experience when they buy or sell through me. Julie Bullock First Team Mission Viejo

My son, Chris and I were looking for a company that would support our goal of establishing a legacy real estate business. We believe that with First Team’s 37-year history of growth and stability, we have found the perfect partner for our business. First Team’s state-of-the-art office facility at 4 Corporate Plaza, along with it’s innovative management team, offer Chris and I an unbelievable array of marketing programs, Transaction and Marketing Coordinators, short sales and commercial divisions as well as Escrow, Legal and IT support services. Ski & Chris Skawinski First Team Estates Newport Beach I joined First Team because it’s Marketing Department provides me with highly personalized marketing materials, a company magazine, farming ideas, company blogs and more, allowing me more time to focus on my clients’ needs. I’m originally from Honduras, where I attended University of Honduras and obtained a degree in Business Administration. Later on, I attended UCLA and acquired an MBA in International Marketing. I stand behind and support “Share our Strength”, which is a nonprofit organization that helps to end childhood hunger in our communities & across America. Lucy Proulx First Team Anaheim Hills We were looking for a company that could help us take our business to the next level. Exceptional management support, company-paid advertising, online strategies and participation in top agent masterminds are fueling our growth. The ability to attract international buyers through First Team Estates’ global luxury marketing and advertising was one of the top reasons for choosing First Team. We’re at the cutting edge of technology and have an amazing collegial network that extends across the country and abroad. Martin & Laura Uribe First Team Irvine I am a successful buyers agent, but I wanted to add a listing component to my business. I joined First Team because I needed a fully staffed marketing department and high-impact marketing materials and farming strategies in order to balance my business with listings and take my business to the next level. First Team allows me to do that. Cheryl Ramirez First Team Corona ExecutiveAgent Magazine

Leading to Make A Difference

f you thought you could make a difference, would you be willing to try? If you knew that you could motivate others to make a difference, would you be inspired to do so? I’m sure the answer to these questions is yes! Over the next few months, in a series of articles, I’ll share with you how you can make a difference--in your home, your job and your community. Twelve Qualities There are twelve common denominators -- twelve qualities -- that all effective leaders possess. These qualities are characteristics present in all of us to some degree. Some of these qualities are “how-to” skills and aptitudes. Others involve philosophies and attitudes. The Twelve Qualities of Leadership A leader: 1. Has a Mission That Matters 2. Has High Ethics. 3. Is a Team-Builder 4. Is A Big Thinker 5. Masters Change 6. Is Sensitive 7. Communicates Effectively 8. Is a Risk-Taker 9. Is a Decision-Maker 10. Uses Power Wisely 11. Is Courageous 12. Is Committed

We all want to be inspired, motivated, and encouraged to do our best. We feel this way when we are being led, not just managed. That’s what leadership is: influencing others to make a difference. We must set an example that others choose to follow. And the secret to eliciting that choice is the very essence of leadership. Leading By Example “We lead first by example! Everything we say or do sends a message, sets a tone or teaches people what to do or what not to do”. Servant Leadership To make a difference we must be willing to serve. True service has a high value. If we contribute our time, emotions, energy, and effort, we can have real impact on people and problems. Service has two main ingredients. They are #1. The willingness and ability to serve others. #2. The type, kind, and quality of service given. Imagine your desk with two signs. One says, “The buck stops here.” The other says, “Service starts here.” Wouldn’t that send a powerful message to others? There is a direct correlation between how a leader serves his or her followers and how the followers serve others.

For the past few decades, we have been over-managed and under-led..

The philosophy of history’s leaders who have had a positive affect on our world has been one of service. It is invariably the servant-leaders who have advanced mankind.

We learned to manage objects and procedures, money and time, equipment and machinery. But somewhere along the way we lost the emphasis on leadership. We forgot that while management is important, leadership is what builds and maintains great nations, great peoples and great companies.

When serving ask yourself two questions. First, “What would I want if I were dealing with me?” That brings the idea of service to a very personal level. And second “Who am I really serving?” If leadership serves only the leader, it will fail. Ego satisfaction, financial gain, and status can all be valuable tools for a leader, but if they

ExecutiveAgent Magazine

Written By Sheila Murray Bethel

become there own motivations, they will eventually destroy a leader. Where To Begin When you have the courage to say, “I will try to make a difference. I’ll take up the challenge of becoming a leader” you become part of the grass roots leadership so badly needed today. If you lead by example and use the power of a service ethic people will be motivated to follow. When you mange things but lead people you will influence their behavior and productivity.

Sheila Murray Bethel is a best selling author, television personality and globally acclaimed professional speaker. Copyright© 2000, Bethel Institute. All Rights Reserved. Sheila’s expertise is Change, Leadership, and Personal Excellence. She is the author of the bestselling book, Making A Difference: 12 Qualities That Make You a Leader, host of the new Public Television Specials, “Making A Difference”, and business woman. For information about Sheila’s Leadership Seminars and Workshops, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup. com; http://www.frogpondgroup.com.

There are more opportunities for making a difference than we would ever have room to mention. ExecutiveAgent Magazine

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You too can tell us your story and be featured in a local issue of Executive Agent Magazine.

Cover and Feature story profiles

Building wealth and visibility for real estate professionals and businesses alike Executive Agent Magazine, builds visibility for real estate professionals and associated businesses through original and thought provoking feature stories. Each issue showcases extraordinary real estate professionals who are breaking new ground and accomplishing exceptional goals in the local real estate industry. For more information please contact:

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Successful Sales Start Inside

ar be it from me to try and tell an agent or broker how to think, but after a number of years in working with and training budding new real estate agents, as well as teaching upward-bound executives at the various colleges and universities I teach at, one thing has become glaringly clear. Successful selling is an “inside job.” If you have two new real estate agents, all things being equal, let’s look at what usually happens. Both new sales people are excited, licensed, and “trainable.” However, before you know it, one of these agents is listing properties, working with buyers and really beginning to build a promising practice. The other agent flounders. Before too long, the second agent might be looking for a part-time job…. maybe even a career-switch. What happened? Well, if you ask the floundering agent, he or she will likely blame it on the market, bad luck, or some kind of an unfair advantage. The reality, however, is that the agent who can’t close a deal to save his life, doesn’t really think he deserves it. Enter self-sabotage, Stage Left. If you don’t believe me, just walk into any real estate office anywhere in the country and for every top producing superstar, I will show you an agent who is flipping burgers to buy his next batch of mail-out postcards (that is, if he’s even sending them). “Okay,” you say, “so what’s new with this? There’s always winners and losers, so what’s the big

deal?” Well, the big deal is that those “losers” who, for all practical purposes should be winners, simply need to start working from the inside out. Now I’m not talking about therapy, but rather awareness. With today’s technology, there are plenty of innovative resources that can help just about any ready, willing and able salesperson become great. From motivational reading, listening and coaching, to on-going education efforts. Agents who lack confidence should surround themselves with positive, productive people and mentors who they can model after. There will always be room for more top producing salespeople, and all things being equal, there will be more and more ways to assist those non-top producers to stardom. This is true because success in sales is an inside job, first and foremost. Tamara Dorris, MA is a real estate professor, the author of several professional development books and a real estate textbook, and she is the former marketing communications manager with the California Association of REALTORS. With degrees in psychology and communications, Dorris is a frequent television guest and has been quoted as a personal development expert in many publications. Further, she has been a noted radio and television guest for her expertise in the Law of Attraction. For information contact FrogPond at 800.704.FROG (3764) or email Susie@ FrogPond.com; http://www.FrogPond.com

ExecutiveAgent Magazine

Written By Tamara Dorris

ExecutiveAgent Magazine

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