EXECUTIVEAGENT MAGAZINE
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I NSIDE F EATURES: HADI BAHADORI
Sandy Pornpaditkong Executive Agent of the Month
Realty ONE Group
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VERA CHANG RE/MAX 2000 Realty .................................. CHL MORTGAGE Company Profile ..................................
DEBBIE & AMIE First Team Real Estate ..................................
JEFF FARR Sellstate Regency Realty ..................................
TRACEY FULLENKAMP First Team Real Estate ..................................
BERNADINE TORRES imortgage
Let your buyers lock in today’s low rates while they shop for a home. Finding a home for your clients can take longer than expected. And while you’re looking, the threat of rising mortgage rates can add another twist and turn to the rollercoaster ride of buying a home. But what if your buyers could protect themselves from adverse rate movements while they’re looking? Not only would they get immediate peace of mind, they’d also be able to maintain critical focus on the task at hand: Finding Their Dream Home!
Introducing the Lock-N-Shop program from imortgage… ● Lock a low-interest rate today while continuing to shop for a home ● 120 and 150-day locks available ● An accepted home-purchase contract is not necessary ● If rates drop, use a one-time float-down feature to get an even lower rate! Your buyers enjoy protection from rising interest rates along with the flexibility to capture an even lower rate, if available. Use the imortgage Lock-N-Shop program to remove interest rate worries and get happier, more-focused buyers.
Find out how our Lock-N-Shop program can help your buyers! Call today!
Marlene Veal Branch Manager (714) 422-1852 NMLS ID 450765
Mark Martinez Sales Manager (714) 422-1856
(949) 705-0555
Wendy Buettner (714) 422-1858 NMLS ID 485094
Holly Frost (714) 422-1863 NMLS ID 483931
Laura Neves (714) 422-1840 NMLS ID 267679
NMLS ID 302745
imortgage ● 2099 S. State College Blvd, Suite 102 ● Anaheim, CA 92806 Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 08/2013. Equal Housing Opportunity.
Teresa White (714) 422-1870 NMLS ID 209710
contents
Southern California’s Publication for the Real Estate Professional
ExecutiveAgent
Magazine
AUGUST, 2013
VOL. 5 NO. 54
Cover Story
Editorials
33 - Tony Alessandra:
The Thinker Leadership Style
26 - Linda Brakeall: Patterns of Buying
ADVERTISERS’ INDEX
16 - Carla Cross:
Eagle Home Mortgage.......................43
Reduce Your Expenses! Raise Your Profits!
Evergreen Realty...............................19
22 - Dirk Zeller:
imortgage.................................2
38 - Zig Ziglar:
Kinecta Federal Credit Union...13 & 27
Successful Practice...
5 Sandy Pornpaditkong
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Info@eamag.net www.EAMag.net
i Photography Studio.........................11
The Next Hill To Climb
Prominent Escrow...........................44
Executive Agent of the Month
PWAOR......................................37 Realty ONE Group............................12 The Termite Guy................................42 Ticor Title Company..........................32 Wells Fargo Home Mortgage...........18
30 Hadi Bahadori
Realty ONE Group
40 Vera Chang
RE/MAX 2000 Realty
20 Jeff Farr
Sellstate Regency Realty
34 CHL Mortgage Company Profile
24 Debbie & Amie First Team RE
28 Tracey Fullenkamp First Team RE
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Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Julie Brown © Copyright 2013 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.
Bernadine Torres imortgage
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Nominate a fellow REALTOR速 to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.
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Cover Story
Sandy Pornpaditkong Executive Agent of the Month
ExecutiveAgent Magazine
Sandy Pornpaditkong By Julie Brown - Ian Wiant Photographer
S
andy Pornpaditkong is full of energy, adventurous and a workaholic. Even though she has only been in the real estate industry for a short time, it has taken her a long time and an even longer distance to get to where she is today. Like every challenge she has faced in the past, Sandy is used to starting from scratch and working hard to achieve her goals. Not only did she move to a new continent and across country not knowing a soul, she also transitioned from a career in marketing to real estate. Now she is focused on building her network and business from the ground up and is willing to do whatever it takes to succeed. “I’m not the type to give up easily,” she says. “I’m sticking with real
estate and working hard because I can see the long-term potential.” Sandy was born and raised in Thailand. She received her degree in marketing and business and started her career in the corporate world. She worked in marketing and sales for an ecommerce company and managed promotions for a cosmetics company in Thailand. Ready for a new challenge, Sandy decided to move to the United States over a decade ago. She picked a home state based solely on the weather. “I just wanted to live in an area with snow and Illinois was the winner,” shares Sandy. “I didn’t know anyone there or even have a job lined up.”
Helping you make better decisions...
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Sandy moved to Springfield, Illinois and took some business classes at a local university. Before she could earn another degree, her entrepreneurial spirit kicked in and she decided to open a Thai restaurant. “I knew that if I wanted to make money I had to own my own business,” explains Sandy. “There wasn’t much competition for Thai restaurants in Springfield, so it was a good decision.” She also adds that having a bit of a language barrier made it difficult for her to find other work.
The Thai restaurant was successful and Sandy loved serving people and taking care of customers. Yet soon the details of managing the restaurant and working with a business partner became too much and she looked for a way out. Seeking a new adventure and challenge, Sandy decided it was time to relocate and start over again. Ironically the snowy weather that brought her to Illinois eventually drove her out to the West Coast. “I really missed the sunny weather,” says Sandy. “I heard that the weather in California was great. I also knew that it was such a diverse area and has a large Asian population.”
ExecutiveAgent Magazine
After moving to Irvine a few years ago, Sandy looked for a job in the real estate industry. “I knew it was an industry that if you worked hard you could make good money,” shares Sandy. “Plus it gave me the opportunity to meet new people and help others.” Sandy found a job managing apartments which was her first exposure to real estate. She eventually earned her real estate license and has been building her business ever since. Sandy’s background in restaurant management helped ease her transition into the real estate industry. Having managed her own business, she’s been able to use her finance and customer service skills to her advantage. Her marketing experience has also helped her to build her business, promote herself and recruit new clients. Building a network from scratch in a new city has been Sandy’s biggest challenge, but not one she takes lightly. “I just keep working diligently knowing that the business success will follow,” says Sandy. Marketing herself through local advertising and community events
has been a big part of her business strategy. She works extensively with the Asian community and has earned much of her business through referrals. Regardless of her client’s background, Sandy focuses on providing a high level of customer service. Little things like being responsive and returning phone calls right away make a huge difference according to Sandy. “I always keep my clients informed to help make the buying process smooth and less stressful. I’m also very truthful and my clients appreciate that. It’s important to set realistic expectations and give honest feedback.” Sandy is also a tough negotiator which has come in handy with the current market conditions. With home inventory low, she works hard to help her buyers stand out. Her strategies include placing strong offers and following up aggressively with sellers and other agents. Timing is also a critical factor in her success. “You really have to stay on top of things,” shares Sandy. “You have to make yourself available and respond quickly.”
ExecutiveAgent Magazine
Starting From Scratch One of the biggest misconceptions her clients often have is that they have to buy right away because the market is so competitive. “One of the first things I do with clients is review the numbers such as their budget and current interest rates,” says Sandy. “I want to make sure they are staying within their price range and comfort level.” People often have a negative perception of the market based on their previous years experience, but Sandy says she is starting to see this change. “The good news is that the market is picking up with home prices rising. This is good news for buyers and sellers.” She started her real estate business at the end of the recession which she feels has helped her to build strong skills by learning things the hard way. She was able to close some small deals her first year and her business has been growing steadily ever since. Despite the changing market conditions, Sandy has found a career that is both challenging and rewarding. “Real estate is all about people,” shares Sandy. “Nothing beats the feeling of being able to hand someone the keys to their new home. I really enjoy being able to help other people and working in real estate allows me to do that.” Sandy joined Realty ONE Group last year as a Realtor® and is enjoying the various resources they provide. “It’s a fast-growing company with a great reputation,” says Sandy. “I have a great boss to work with and a good support network.” Building her real estate business is Sandy’s top priority right now. She is single and with no family obligations, she’s putting all of her time and energy into her career. “I work seven days a week and try to make myself available 24/7,” shares Sandy who admits she is a workaholic. “I’ve always had a strong work ethic, I just love what I do,” adds Sandy. “This is a great business to be in.”
ExecutiveAgent Magazine
Sandy Pornpaditkong Realty ONE Group 4010 Barranca Pkwy., Suite 120 Irvine, CA 92604 Tel: 714-515-9998 SandySweetHome@gmail.com www.realtyonegroup.com DRE # 01901399
ExecutiveAgent Magazine
Moving in. A day to remember. Kinecta can help you find the right home loan to ensure your client’s special day is a memorable one.
Ø “Savings Advantage” Jumbo at 89% LTV to $1.25 Mil. or 90% LTV to $1 Mil. on condos. Ø 3% Down on Conforming purchases – beats many FHA offerings Ø Low MI rates with exclusive credit union-only programs Ø Jumbo MI-insured to 90% LTV and up to $250,000 over FHFA limits Ø Asset Utilization – use portion of liquid assets as qualifying income Ø 30-Day Purchase Guarantee – we fund on time or we pay administration fees
We also offer Homebuyer Workshops where you can meet potential clients, along with exclusive Realtor Performance Seminars with industry experts. Check out our special Realtor web page at www.kinecta.org/realtor for more information.
Contact Kinecta for more info! Jason Sasena Mgr., Mortgage Loan Sales cell: 949.812.8025 | tel: 949.253.5350 jsasena@kinecta.org | NMLS #465199 www.kinecta.org/jsasena Orange County Mortgage Center 4041 MacArthur Blvd., Suite 100 • Newport Beach, CA 92660
The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage and Real Estate professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations. 12358-06/13
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Bernadine Torres
ExecutiveAgent Magazine
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By Julie Brown
B
ernadine Torres always knew she wanted a career that allowed her to help other people. She thought it would be in the nursing field until she decided she needed a job with more flexibility to accommodate raising three children. Interested in real estate, Bernadine took a job working for a local agent. Her love of the industry and of that agent, who eventually became her husband, blossomed from there. Thirteen years later she has now transitioned into a career in lending which has enabled her to achieve her goal of helping others. “I get to change people’s lives and help them achieve the American dream of owning a home,” shares Bernadine. “It’s so rewarding to be a part of that process.” Working in the corporate world was something that Bernadine was used to and comfortable with. Though as an administrative assistant, she wasn’t quite fulfilling her goal of helping other people. She decided to attend nursing school but quickly realized that it wasn’t exactly what she was looking for. “I wanted a career that had a flexible schedule so I could spend time with my kids,” says Bernadine. “I wanted to help people, but still have some independence and be self-employed. Real estate offered all of that and more.” She took a part time job as an assistant for Fernando Torres, a local agent. The experience gave her the opportunity to learn more about the industry. What developed was a love affair with real estate as well as her boss. A year later she quit her administrative job and turned to real estate full time. She earned her license and married her boss and mentor. “I wouldn’t be in this business if it weren’t for my husband,” explains Bernadine. “I was afraid to make the leap to being self employed, but he was so supportive and encouraging. He believed in me and has been a huge part of my success.” The couple built a successful husband and wife real estate team. Yet the one piece that was missing from their perfect equation was a trustworthy lender. “The lenders we worked with were dropping the ball for our clients,” shares Bernadine. “It ultimately reflected negatively on us and our reputation so we had to make a change.” That change was having Bernadine learn the mortgage business which she believed was the perfect niche for her. A few years after she transitioned to the lending side, the recession hit. Since the couple were both in the real estate industry, their entire livelihood and financial future was dependent on the market. “It was a really tough time but we never gave up,” shares Bernadine. “We had to be flexible and creative in finding business, but we knew the market would eventually return to some sort of normalcy. Real estate is always in demand in some form or another.”
Providing highly personalized and attentive service to her clients helped her survive the recession and has been a key factor in her success. Not many lenders take the time to work with their clients and are willing to do whatever it takes to get them in a home according to Bernadine. “I put myself in their shoes because I’ve been there before and guide them through the entire process,” she explains. “If they can’t qualify I don’t dismiss them. I educate them on how to rebuild their credit. Many of those people that I’ve helped came back to eventually buy a home.” Her real estate experience has given her a distinct advantage in working with clients as well as other agents. “Having knowledge of what goes into the entire home buying process has been a tremendous benefit,” says Bernadine. “My clients love that I can answer their questions. The agents I work with also appreciate that I understand where they are coming from.” Bernadine joined imortgage as a loan consultant a few months ago. She was always competing against the company, so she decided she may as well join them. After closing her first loan in 21 days, she learned everything she needed to know about imortgage. “They deliver on what they promise,” shares Bernadine. “Plus they have a great structure and reputation in the lending community.” Now that Bernadine has found a rewarding career, she has big plans to grow her business. The couple hopes to open their own real estate shop with other agents and have Bernadine act as the preferred lender. Whatever the future holds, Bernadine plans to continue helping other people. “This is more than a business,” says Bernadine. “We are dealing with people’s futures. I love what I do. It’s not a burden, it’s a joy. Everything else like recognition and money are secondary.” Bernadine Torres imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Tel: (909) 912-7838 Bernadine.Torres@imortgage.com www.imortgage.com/bernadine.torres NMLS ID 242990
ExecutiveAgent Magazine
imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 09/2013
EA
Reduce Your Expenses! Raise your Profits!
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ExecutiveAgent Magazine
EA
Written By Carla Cross
I
hope you managers and owners already have your business plans done. If so, check them against the list below. If not, it’s time to get that business plan thought through and finished for a more focused, goal-oriented 2014. Here are 10 strategies to reduce your costs without hurting your productivity. Co-op expenses with a title company, escrow company, or other company that wants business from the same source as you (or wants your business). Quit advertising in mass media, (like your local, expensive newspaper), and teach your agents to “relationship market”.
Advertise in targeted media, and teach your agents to do the same. It costs less, and gets a much greater return. Focus on listings selling, not listings taken (a training issue). Your long-held listings are costing you too much money. Do you know how much? How much ill will, and lack of return customers, is it costing you to have a listing that doesn’t sell? Quit wasting your money on overpriced listings! Stop chasing new customers. Focus on keeping the customer, not snagging new ones. Put your advertising dollars there.
Decrease your costs by firing non-productive agents. Then, increase the number of productive agents through a recruiting program. Reduce the square footage of your office, by offering agents incentives for in-home offices. Reduce your secretarial costs by routing your phone calls directly to agents as much as possible. Stop buying experienced agents. Hire new agents and train them with a great high accountability, get started fast, business start-up plan and training/coaching program. Reduce the time you spend in non-productive activities. Systematize and delegate many of your duties to staff, so you can do what you do best – recruit, train, and lead your agents. Carla Cross, speaker, trainer and author, has had the good fortune to learn effective teaching techniques from the best. She is a master Certified Real Estate Broker (CRB) national instructor. Her passion is to assist owners and managers in conquering the challenges of managing in today’s real estate world. Copyright© 2006, Carla Cross. All rights reserved. For information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com
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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: Connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.
Call us today to find out more.
J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462
Steve Silvestri Sales Manager 714-476-3000 NMLSR ID 419052
My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285
Mark Preston Home Mortgage Consultant 714-585-6444 NMLSR ID 490912
Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482
Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475
Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934
Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078
Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527
Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520
Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497
Mary Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573
Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058
Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027
Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844
Chris Preston Home Mortgage Consultant 714-264-5162 NMLSR ID 490895
Rodney Felipe Home Mortgage Consultant 714-277-5032 NMLRS ID 487714
Bryan Nguyen Home Mortgage Consultant 972-657-0351 NMLSR ID 339745
Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697
Cindy Tran Home Mortgage Consultant 714-328-3510 NMLSR ID 892531
Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888
Robert Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240
Thao Vu Home Mortgage Consultant 714-363-6751 NMLSR ID 840276
Steven Lee Home Mortgage Consultant 714-264-5162 NMLSR ID 516391
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. AS981886 Expires 8/2013
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“My mission is to continue building a successful long-term career in the Real Estate industry while enhancing others careers along the way. I passionately pursue to build environments that are progressive and that provides growth and advancement opportunities to those who excel.�
Regency Realty ExecutiveAgent Magazine
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Jeff Farr Life at the Speed of Success By Shannon Hartsoe
I
f there’s a pattern to Jeff Farr’s professional life, it’s start small, build quickly, help others and give back. This is the pattern that drove him to succeed in the automotive industry, the furniture industry, mortgage lending and now real estate. For Farr, life is a challenge – an interesting compulsion to grow his business as big as he can, not for the sake of success itself, but to help others build on his success and in turn help others. It’s a kind of professional “pay-it-forward.” “What better compliment,” he says, “than to look back at the end of my career and see all of the people who were inspired to go out and do it themselves, all because they worked with me.” Farr opened the doors to the Orange location of Sellstate Regency Realty early in 2013. In just a few short months, he went from one agent to 11 with plans to add more locations in the coming year. If it sounds ambitious, consider this: Farr was a fully licensed automotive master technician when he graduated from high school. His gift, he says, was “fixing things.” So rather than pursue academic scholarships he worked and put himself through college. By the time he was 22 he had gone from labor jobs to sales then to management while earning a degree in business and accounting. By the late 1980s, Farr was making very good money in management, as he discovered the dark side of an early success. “Life in the fast lane can be dangerous” he says. Unfortunately, this took him down the wrong road and it got the best of him. “I knew something was wrong and that something needed to change.” he said. With the help of a dedicated support system Farr poured himself into working on his sobriety and is proud of his nearly 20 years without any hiccups. That experience taught him another lesson – one he hopes to instill in his children and his agents. “There is no failure. If you fall on your face but you learn something, get back up and try again, that is success in and of itself,” he says. “Now I try to give back that which was so freely given to me.” Mentors Matter Farr says he couldn’t have built a successful career without the help of two people he counts as mentors. As an only child to a single mother who worked hard to support him, he was destined to spend long hours by himself, left to his own devices. Fate intervened in the form of his “rent-a-parents.”
“Mike and Jay were a married couple who lived not far from us,” he says. “They couldn’t have children and wanted desperately to be parents and I was alone. He taught me everything I needed to know about how a man should be – upstanding in business deals, respectful to women, all that stuff. And she taught me a lot of things from a woman’s perspective. I learned early on that a work ethic is important.” Starting at age 13, Farr was always working – whether it was a paper route, cutting lawns or earning his automotive technician license. Today, he is always in motion -- an energetic, affable man with an easy laugh and a generous personality. Go, Grow, Give Today, he and his wife try to instill those same values into the lives of their four children. In subtle and sometimes not-so-subtle ways, they work to teach old-fashioned values like respect, money management and charity. Everyday experiences turn into teachable moments. Each child will be required to have some type of job outside the home when they turn 15. They’re already required to manage their own resources. “We give our children what seems like extravagant allowances,” he says. “But in return, they’re responsible for saving up for things they need and for things like birthday gifts for their friends. It works.” Each child is also involved in the family pastime – racing. The four, ages 8 to 13, all participate in the NHRA Junior Drag Racing league. “Our kid’s cars are the only thing faster than the real estate market,” Farr says with a laugh. “There’s always an adventure when you’re in real estate.” Jeff Farr, Broker/Owner Sellstate Regency Realty 321 S. Tustin Street Orange, CA 92866 Tel: 714.289.4400 Email: Jeff@ssregency.com Web: www.SsRegency.com DRE # 01336678
ExecutiveAgent Magazine
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Successful Practice... W
e all have a fundamental choice when we fall short of our goals and dreams. We can choose to modify our goals and dreams or magnify our skills needed to reach them. These are the only two solutions to this quandary we are in. Which are you going to choose? We must focus on acquiring the skills to create abundance in life. The mastery of the skills will create a life full of rewards. To acquire the skills in sales in order to create abundance, we need to break it down to two components. The first is we must talk to a lot of people. Great salespeople talk with more people than mediocre salespeople. By talking to lots of people daily, we insure victory. Mediocre salespeople let their feelings dictate their success in prospecting. When they don’t feel like prospecting, they don’t. Great salespeople cause their minds to control their actions in a positive manner. George Patton, the famous general, said, “You have to make the mind run the body. Never let the body tell the mind what to do. The body will always give up. It is always tired—morning, noon and night. The body is never tired if the mind is not tired. You’ve always got to make the mind take over and keep going.” Which is winning daily in your life? The mind or the body? Resolve to control your body and talk to lots of people daily. The second solution is practice. Daily practice is as valuable as making the sale. To develop a high level of skill in life we must practice. I spent hours in my youth practicing on the racquetball court my variety of shots. If I had not I would never have won any tournaments. For me to be able to be able to play at the professional level in racquetball, I hit hundreds of thousands of crosscourt, backhand shots. This allowed that shot to be automatic under tournament pressure conditions. What do you need to practice on to become a world-class Realtor? Is it your prospecting, qualifying, listing presentation, lead
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follow-up, negotiating? Each one of these areas needs practice. To achieve mastery of these skills it will take thousands of opportunities to improve your skills. Do you want to make the errors on “live” buyers and sellers or do you want to practice on partners where it is cheaper? Which do you choose? Let me share another example. Your child is learning to ride a bicycle. Do you send your child out on the busiest street for their first day or do you keep him or her in the back yard? I am sure the answer is obvious. Practice in a controlled environment gives us confidence and the skill to compete. It allows us to create wins in practice before we have to play the game. Make sure you adopt these philosophies and make a concerted effort to talk to a lot of people. You then need to practice daily so you improve your ability to execute in the moment. 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© 2000-2001, Dirk Zeller. All rights reserved. To contact Dirk about his availability to speak to your group, please call the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup. com; http://www.frogpondgroup.com.
ExecutiveAgent Magazine
EA Written by Dirk Zeller
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E XECUTIVE AGENT MAGAZINE
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The Real Estate Yin and Yang
D
ebbie Docherty and Amie Peterson are the yin and yang of real estate. This mother and daughter duo have opposite, yet complementary, skill sets that when combined create a dynamic team. Debbie is a real estate veteran who enjoys working with people. She’s a
networker and nurturer who likes to take care of others. Amie is new to the industry and is analytical and technically savvy. She’s a marketing guru who is very detail oriented. Together the duo is creating a successful business in an industry that they both ironically stumbled into.
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Debbie & Amie By Julie Brown
Debbie earned her bachelor’s degree of science in nursing and spent most of her career as a registered nurse. When her parents passed away over 20 years ago, she was forced to sell their home. Unable to get the information and answers that she needed, Debbie set out to arm herself with real estate knowledge. She took classes and before she knew it she was working on her license. “I backed into a career that I really love,” says Debbie. She earned her real estate license in 1984 in West Virginia and moonlighted as an agent while still practicing nursing. Her husband was a physician so her clients were mostly people in the medical field. “I sold a lot of homes to doctors and nurses,” shares Debbie. After moving to California in the early 90s, she got her broker license and eventually transitioned into real estate full time. “I enjoy taking care of people and was able to translate that passion to real estate,” adds Debbie. Amie earned a master’s degree in English and went to work for an advertising agency after graduate school. She later started her own freelance copywriting business. Ironically one of her clients was her mother whom she helped to market her real estate business. Amie wanted to immerse herself in the industry, so like Debbie she took real estate classes and later earned her license. Her mother eventually became her main client and Amie officially joined her in the business last year. “Amie had been working with me for two years before she decided to make the leap into real estate full time,” shares Debbie. “It was a natural transition for her.” It wasn’t much of a leap for Amie who had watched her mother slowly build a real estate business throughout the years. “She always had fun and it was great to see her match people with properties,” explains Amie. “It’s like putting pieces of a puzzle together and that really appealed to me.” The duo is like a puzzle themselves whose individual pieces fit naturally together. “Our strengths really complement one another,” says Amie. She handles all of the marketing while Debbie focuses on relationship building. “Together we complete the puzzle,” adds Debbie. “I have decades of experience to draw on and Amie brings the marketing and technical background to our business.”
as well as investors. Plus, with all of the information that buyers can find on the Internet today, Amie’s technical expertise helps them stay apprised of online trends. The duo joined First Team® Real Estate this year so they could start fresh as a team. Amie is working on branding and marketing efforts that include social media. Debbie is focusing on building client relationships and a referral base. Both ladies hope to expand their business into areas of Orange County that are less competitive and saturated. “Moving to First Team was a great fit for us because it allowed us to start fresh in an area with lots of opportunities,” shares Amie. “Plus they offer a lot of great resources and support to help us with our careers.” When the duo is not working on their business they both enjoy the outdoors and traveling. Debbie has two other daughters and one of them is considering joining the family business. “She works in interior design and is thinking about getting her real estate license,” says Debbie, who welcomes the idea. “I enjoy seeing my daughter everyday and being able to work with her.” Whatever the future holds for their growing family business, both ladies enjoy where they are today. “I love working in real estate because it’s so relevant and it’s something that everyone has a vested interest in,” explains Amie. “When people hear I work in the industry they always have questions and commentary.” For Debbie, her caregiver instinct carried over to her real estate business. “I love helping people to achieve their goals and sharing my expertise with them,” adds Debbie. “My goal is to make people’s moves and experience as seamless as possible.” Debbie Docherty & Amie Peterson First Team® Real Estate 27451 Los Altos, Suite 100 Mission Viejo, CA 92691 Debbie: 714.357.7152 - Amie: 714.402.7461 debbie@debbiedocherty.com amie@firstteam.com DRE # 01867809 - DRE # 01911414
Not only do their opposing backgrounds and strengths work to their advantage, but their age does as well. Amie is able to appeal to young first-time home buyers while Debbie is a natural fit for experienced and repeat buyers
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Patterns Of T
here are four common types of buyers out there in buyerland:
The Impulse Buyer - sees it & buys it.
Buying
Did some of the B activities, then one day called and had the phones installed the following week. (style #3) Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4)
The Investigator - researches, studies, thinks and buys. The Fooler - researches (for maybe a year) and then one day walks in and buys. Looks like The Impulse Buyer. The Never Buyer -investigates, agitates, procrastinates. (Every salesperson’s nightmare!)
&
How do you identify who buys how? Ask questions. You might ask the prospect directly or you might ask an assistant if the opportunity arises. “I noticed you just got a new phone system. How did that happen?” OR . . . “ How did you buy your last car (or computer)? “
Once you know the buying pattern you can tailor your presentation and your expectations to that buying style. The reason so many salespeople - in real estate, mortgages or widgets - get frustrated is because they expect faster decisions. Many people cannot make fast decisions. Morgan Carter, the Chicago PR guru, says: “Frustration is a function of expectations.” If your expectations are appropriate, your frustration is diminished. Lower frustration means more energy and that equals more sales. Investigate those buying patterns!
With just a little prompting, people will tell you how they decided they need new phones: They got out the yellow pages, made three calls, listened to three presentations the next day and had the system in place the following Friday. (Style #1) They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the phones installed. ( Style #2)
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Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.
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12809-06/13
E XECUTIVE AGENT MAGAZINE
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n accomplished professional with a penchant for adventure, Tracey Fullenkamp is one of those individuals who creates success in every venture she undertakes. Her secret: thoughtful planning and execution. “I’ve always been someone who works hard to accomplish my goals, and there is a strategy behind everything I do,” she shares. It’s this approach that has propelled her to an accomplished and thriving real estate career.
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Tracey pursued her entrepreneurial interests, graduating with an MBA from Pepperdine University, before launching her real estate career. Her marketing acumen, business savvy and energy proved an ideal platform upon which to build a business, and the time was right in 2009 when the market was at a low point. “Many agents had left the business,” she explains. “I felt that if I had the opportunity to build a solid base of knowledge, I’d be in a better position to assist my clients when the market improved.”
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Tracey Fullenkamp A Study in Success By Lalaena Gonzalez-Figueroa
Her strategy paid off. Tracey quickly established herself as a knowledgeable professional with exceptional communication skills; an advocate and client care specialist who provides each client with the information necessary to capitalize on opportunities to meet their long - and short-term goals. With impeccable attention to detail, she generates scenarios that allow individuals to explore their options and weigh the potential outcomes. “My aim is to minimize the unknown factors and provide each client with an array of options.” She’s consistently a step (or more) ahead of the process. “I’m always thinking ahead,” Tracey acknowledges. “I usually have a Plan B, Plan C and Plan D.” Her consistency adds value to buyers and sellers, who benefit tremendously from Tracey’s results-oriented business model. From comprehensive buyers’ offers to beautifully presented listings, she is thorough in every aspect of her work. Tracey’s professionalism made the difference with client Gayle Harrison. The former vice-president with American Express asserts, “With my business experience, I know a self-starter when I meet one. Tracey is an intelligent and motivated go-getter who impressed me from the start.” They met through a referral, notes Mrs. Harrison, who consulted with a number of agents before signing with Tracey. “I didn’t intend to list my home,” she recalls. “But after our initial consultation, I knew we were in good hands.”
call while she was with me; she dedicated nearly three hours to that first meeting, and that set her apart from every other agent I met.” Mrs. Harrison adds, “Tracey facilitated a smooth sale and was very professional throughout. I appreciate that she takes her business seriously, and never lost sight of our best interests.” Tracey’s competitive nature shines even in her downtime. An avid athlete, she enjoys running and yoga to recharge and balance her mind and body. Her spirit of adventure has taken her on a 100-mile race in the Himalayas, and on a month-long backpacking trek in the Alaskan wilderness. She has worked her way to a stellar reputation among clients and colleagues, and Tracey looks forward to continued professional success. “I enjoy the opportunity to be challenged every day in this business,” she says, “and to make a positive difference in the lives of others.”
Tracey Fullenkamp First Team Real Estate 32451 Golden Lantern, Suite 210 Laguna Niguel, CA 92677 Telephone: 949-292-9215 TraceyFullenkamp@FirstTeam.com www.TraceyFullenkamp.com
An in-depth conversation and home preview, says Mrs. Harrison, made her feel that Tracey knew her own home as well as she did. She states, “She took copious notes, asked questions and learned what I thought was important for potential buyers to know. Tracey never took a phone
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Hadi Bahadori The Recipe For Real Estate Success By Julie Brown
S
elling a $20 plate of Chicken Marsala is not quite like selling a half-million-dollar home, but the principles are the same according to Hadi Bahadori. He spent decades in the restaurant business before trading in Italian meatballs for Italian Marble floors as a real estate agent. “It doesn’t matter what you’re selling because the concept of business is the same no matter what,” explains Hadi. “It’s all about marketing, customer service and having knowledge of your product.” He has built a successful real estate business by focusing on these core principles and has big plans to double his sales by 2015. Hadi was born and raised in Iran, but always had big dreams about coming to the United States. At the age of 16, he left his family behind to get an American education. He went on the attend college at University of California, Irvine where he studied business. Hadi was living the American dream as an entrepreneur who owned a chain of Italian restaurants. Yet after 15 years in the business, he decided it was time for a change. “I had bought several properties and always had an interest in real estate,” shares Hadi of his decision to get his license in 1999. “I wanted out of the restaurant business and knew that real estate would be a good fit.” Making the career transition was an easy one that Hadi attributes to great training and sheer will. “Once I decided to do real estate there was no going back,” adds Hadi. “I knew that I had to be successful.” Success came quickly for Hadi as he closed $3 million in sales during his first year in the industry. His business has grown steadily ever since with the exception of the recession years. Like many agents, surviving the market downturn was a tough time, but a little creativity kept him afloat. “I had to really think outside of the box,” shares Hadi. He focused on creative financing and hooking up buyers with good income, but bad credit with sellers who financed the home for them. Seller financing was the focus of his business during those tough years.
“You can do everything right and something out of your control can make a deal fall through,” shares Hadi. “You have to plan for those situations to occur and always have lots of work in the pipeline so you don’t feel the effects of it.” Now that Hadi has an established business he depends heavily on referrals. Providing great service for his clients is a top priority. “If you enjoy eating at a restaurant, you’ll recommend it to other people,” explains Hadi. “The same works for real estate except I’m not selling a $20 meal.” He also puts a great emphasis on marketing as he believes it is a key to success. “It doesn’t matter how good your business is, you have to market yourself,” says Hadi. “That’s how you survive in any market.” When he’s not working on building his client pipeline, Hadi enjoys playing soccer and tennis. He has four kids including a son in the Army who plans on joining him in his business when he returns from service. Right now Hadi is focused heavily on real estate. Last year was his best year ever in terms of sales, so he is on track to increase his business in the coming years. In case the market takes any steps backwards along the way, Hadi will be prepared for it. “I’m building the foundation to deal with REO properties,” says Hadi. “It’s all about putting the right relationships in place and being prepared for anything.” Hadi Bahadori Realty ONE Group 23811 Aliso Creek Road, Ste. 181 Laguna Niguel, CA 92677 Tel: (949) 542-6578 HadiBahadori@yahoo.com www.realtyonegroup.com DRE # 01236623
“There will always be market challenges,” says Hadi. “You just have to be flexible and adjust to them.” The challenge he faces now is the inventory shortage in Orange County. He has been working on finding pocket listings or people who don’t advertise their homes for sale, but are open to buyers that you bring to the table. He also works to help his buyers stand out among the fierce competition.
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DePeND ON
Team DuarTe! We believe in building quality partnerships with our clients, so together we can achieve more. yOur
success is Our
GOAL!
Go mobile and gain a competitive edge with Ticor Title’s mobile apps and automated services. Our mobile apps are designed to streamline efficiency in the title process. Ticor Express Pocket Profile allows you to quickly search for property information from your mobile or tablet device. Our Pocket Profile app provides real time access to valuable property information. TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes loaded with our title and escrow fees, local tax rates, our recording fees, and all other closing costs. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business. Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database. Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in today’s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.
Felix Duarte Vice President 714.392.1400
felix.duarte@ticortitle.com
Tomas Duarte Vice President 714.272.9552
tomas.duarte@ticortitle.com
www.TeamDuarTe.NeT
Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780
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The Thinker Leadership Style
I
f You’re a Thinker...Your high standards are a twoedged sword. Your employees are inspired by your quest for excellence, but often they feel frustrated because they can never quite seem to please you.
One of the best things you can do is lessen and soften your criticisms spoken or unspoken. You can seem so stern sometimes! Ease up on your need to control. Walk around and spend more time with the troops, chatting up people at the water cooler or in the lunchroom. Wake up to the fact that you can have high standards without requiring perfection in each instance. That’ll take a load off your shoulders--and off your employees, too.
valued. By learning to best respond to their interests and concerns, their strengths and weaknesses, you can get the most from your people as well as leave them more satisfied. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.
Whatever your style, being adaptable can help you to build bridges to your employees and make them feel ExecutiveAgent Magazine
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CHL mortgage F
or over 15 years, CHL Mortgage has been in the business of providing lending solutions for a spectrum of home buyers. A purchase-based shop since its inception, CHL Mortgage has established itself as a solid resource with a thoughtful approach to business. At the heart of the company is its commitment to providing consistently exceptional client care. “We are constantly evaluating our products and services,” remarks Regional Manager Tony Pinto. “At CHL Mortgage, we believe in providing a value-added business to our consumer clients and referral partners.” The company’s unique internal structure is designed to facilitate success for mortgage originators and their clientele. Management – including CHL Mortgage founder and president Steve Goorman – remains active in the
field. “Our company as a whole places an emphasis on the importance of origination,” Tony explains. “With branch and regional managers originating loans, we maintain an understanding of the changes and challenges impacting our business at every level. Because everyone is working within the same guidelines, rules and compliance changes, we are able to really streamline and enhance the process for everyone involved.” CHL Mortgage is, by design, centered around the needs of its mortgage originators. “Everyone is important, but we understand that without originators, there’s no company,” remarks Tony. “Our foundation was established upon a platform of customer service for our originators. By taking care of those needs, we facilitate successful, ongoing business.”
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Relationships Matter The company’s unique internal structure is designed to facilitate success for mortgage originators and their clientele By Lalaena Gonzalez-Figueroa
It’s a model that has attracted top producers throughout the markets they serve. Dino Katsiametis, a high-profile originator and Branch Director with a thriving clientele, aligned himself with CHL Mortgage to maximize his clients’ lending experiences. “Our mission has been to outperform industry averages,” he says. “CHL Mortgage is taking measures to position ourselves and our clients ahead of the lending curve.” Dino, whose multimedia outreach includes a popular radio show called Money Matters With Dino and his own station on YouTube called Power Players Radio has leveraged his creativity and professional knowledge to build a referral network with significant industry scope. “I’m establishing productive relationships throughout the marketplace,” Dino
states. “And I’m sharing the resources that helped me achieve success with my fellow loan originators.” Within their Newport Beach office, originators with CHL Mortgage are privy to an array of products and resources at every level of business. An emphasis on business development assures that every individual has the opportunity to achieve his or her unique goals. “We excel at finding people who are good, but who aren’t realizing their greater potential,” notes Dino. “Our culture makes a difference; when top-producing loan officers share their experiences and best practices, they facilitate the success of those individuals who want to grow their business. We do that on a consistent level.”
Dino Katsiametis and Tony Pinto ExecutiveAgent Magazine
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CHL Mortgage Team Behind any successful mortgage originator is a solid portfolio of products and services, and CHL Mortgage has maintained its commitment to meeting the ongoing needs of a diverse clientele. “Because we consider each loan as an individual transaction, we have the ability to place more loans with a faster turnaround time than traditional banks,” observes Tony. “There are no cookie-cutter molds or blanket underwriting systems; every transaction is carefully considered and we successfully approve more files because of our approach.” This, he notes, is of particular importance to borrowers with high income to debt ratios and selfemployed home buyers. “Ultimately, we strive to provide reliable service and products that work,” he explains. “With exceptional product knowledge and a willingness to think outside the box, we accomplish our goals – and help consumers and agents reach their objectives – time and again.”
option for mortgage originators seeking to recharge their businesses. “We’ve got a great location and a productive environment, on-site processing and underwriting within our branch,” Tony notes. “Our office is an ideal home for results-oriented individuals who seek a higher level of customer service for their clients, and we look forward to the opportunity to add to our great group of home loan professionals.” CHL Mortgage 4685 MacArthur Court, Ste. 170 Newport Beach, CA 92660 Telephone: 949.720.1616 Dino@CHL.CC www.CHL.CC NMLS# 67180
As CHL Mortgage continues to expand its market share, the Newport Beach branch has become an exciting
NMLS #923114 - CA DOC # 252733 Corporate NMLS #67180
People Who Help People
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WHY are these PWR Members so thrilled?
RED – Rapid Ethics Delivery has arrived! No dealing with unethical agents. No lengthy complaints process. PWR’s new RED (Rapid Ethics Delivery) program takes the burden off of members who are reluctant to file an ethics complaint due to reasons such as lack of proof, insufficient penalties, or just not having enough time. RED doesn’t replace PWR’s existing Professional Standards program, it enhances it by making the process much easier and far less time consuming – providing members with a faster yet still effective resolution of the problem!
PWR Leading the Way. RED is an exclusive PWR benefit and is the first and only REALTOR ® association to offer this innovative and unique expedited ethics program.
Pacific West Association of REALTORS® • www.pwr.net
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The Next Hill to Climb By Zig Ziglar
I
recently received an interesting letter from one of our subscribers, quite complimentary. He pointed out that he particularly enjoyed one week’s edition of the newsletter having to do with success. Then he elaborated on the fact that he has achieved so many things--God has been really good to him--and his question was, “I guess it’s like winning the World Series or the Super Bowl. After you have done that, there simply isn’t a Universe Series or a Galaxy Bowl to win. When you are on top, how do you find a bigger hill to climb? Or do you?” Emphatically yes! The writer did not mention his real purpose in life, or how many people he had helped on his way to the top. What he can do now is clear: Identify clearly and distinctly what his purpose in life is. When he does that, I believe he will realize there are much higher hills to climb. They’ll be tough, but very enjoyable at the same time. And out of it will come joy. Joy comes only when you do things for other people. You seldom experience joy when you focus on what you’ve been able to do. However, when you focus on what you can help someone else do, that lights a fire that is extraordinary.
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Personal example. Many years ago, with the aid of key members of our staff, we created our Mission Statement to be the difference maker in the personal, family, professional and spiritual lives of enough people to make a positive difference in the world. Audacious? Of course it is! But when we wrote it, it was ridiculous! Very few people really knew who I was or what we did. Since then our works have been translated into over 40 different languages and dialects in several million books touting the philosophy that You can have everything in life you want if you will just help enough other people get what they want. Following that philosophy, the bottom line is countless people have benefited. The letters we receive (in public seminars I show a photo of myself sitting behind my desk, on which are stacked over 5,000 letters from around the world) reveal the benefits people get from following through on what we teach. Few writers, if any, mention anything beyond the fact that they benefited and then they elaborate on what those benefits have been. When I receive that kind of correspondence, I am motivated and encouraged to “keep on keepin’ on.”
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I encourage anyone who is ever in North Dallas, Texas, to visit our offices where you can read as many of those letters as you wish, but I always like to warn that if you read very many you will leave our company with everything we offer in the form of inspiration, training, etc.
in front of each other I would look you right in the eye and say, “Since July 4, 1972, when my purpose in life was clearly defined, not one time have I even thought casually about abandoning our mission statement.” I had that dream and the dream had me.
Reality is when you have a specific purpose in your life you are far more likely to maintain momentum than otherwise. I could get in a little commercial here and say if you read my book, Better Than Good, you will be able to clearly understand why. But in the meantime, let me encourage you to start working on discovering your real purpose in life--what gives you real joy? Have you ever reached down and lifted someone up with your words, your example, your career, your life, and they expressed gratitude for what you did for them? If you’ve done that even once, then you know what joy is all about.
Passion is important, but passion can wear you out if you don’t clearly understand what you are pursuing--in short, if you have purpose the passion simply fuels the purpose. If you do not have purpose, passion wears you out. When you clearly understand that, you will realize that regardless of how many bucks you have in the bank, how high you are on the corporate totem pole, regardless of how healthy and happy and prosperous you are, you still have a huge hill to climb--and that is fulfilling our Biblical application of the Golden Rule, helping other people along life’s path. When you do that, then your purpose will be crystal clear and the results foregone. God bless you as you ponder these things.
I have pondered this for many years--I notice that many people start out on a specific objective (getting in better shape physically, getting better educated, winning more friends, influencing more people, etc.), but along the way they had no specifically designed purpose and so they dropped out. I can tell you seriously, and if we were seated
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
Written By Zig Ziglar
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Real Estate is a Global Passion
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Vera Chang By Julie Brown
V
era Chang has traveled around the world and speaks three languages. Her love of travel, culture and people has helped her to excel in her real estate career with RE/MAX®. She appeals to all kinds of home buyers and sellers with her international background and her diverse client base is a growing part of her business that Vera is extremely proud of. “I’ve always been drawn to people who are different,” shares Vera. “I love interacting with people from different cultures and learning more about them.” When you’ve traveled as extensively as Vera has, you have to be a people person. She started traveling at a young age and has always immersed herself in other cultures learning everything about the area and the people. It’s no surprise that when she made the leap from a career in marketing to real estate she jumped in feet first with great passion, focus and intensity. In only three years she has built a successful business that caters to clients of all backgrounds. Vera was born and raised in Taiwan and moved to the United States to attend college in Oregon where she received a degree in business and marketing. After graduation she relocated to the Golden State to start her career. “I was attracted to California because it’s so culturally diverse and there are so many opportunities here.” She worked in marketing for a car accessory company and eventually spent seven years with Sony where she traveled extensively as part of the job. After having two children, Vera decided she needed a career that kept her close to home. She was attracted to the flexibility that a career in real estate offered and hoped that her interpersonal, international and marketing skills would translate to the industry. “Working for Sony I learned to promote products, simplify information, so it’s easy to understand and match the needs and budget of buyers to the products we offered,” explains Vera. “Real estate is very similar in that it’s all about sales, marketing and customer service.” Creating relationships with clients is an instrumental ingredient in her recipe for real estate success and it doesn’t happen over the phone. Vera makes it a priority to sit down and meet with her clients. “You have to establish a level of comfort, ask questions and really listen to what they have to say,” shares Vera. “I also make sure that I have the latest information and am able to put it in terms that my clients can understand.”
a challenge. “It’s especially hard for first time home buyers because they’re already nervous about purchasing a home and have market concerns on top of that,” says Vera. “Knowing the market and keeping a vast network of buyers and sellers is crucial.” That vast network really paid off when one of her clients was relocating from Canada and needed a home quickly. She was able to match them with a home owner who had been on the fence about selling their house and create a perfect partnership. “Those kinds of success stories and occurrences are rare, but networking, relationships and timing are everything,” shares Vera. “Seeing a client happy and thankful for their home is so rewarding and is what I love most about my job.” Meeting the needs of her clients is an area where Vera’s international background has been a distinct advantage in real estate. What people are looking for in a home can really vary among different cultures, according to Vera. “In the Asian culture details such as the location of the front door or having amenities like a gas stove are highly desirable,” she explains. “Knowing this helps me to eliminate properties that don’t meet these specific needs.” When she’s not selling or showing homes, Vera enjoys spending time with her two daughters. She volunteers with the Parent Teacher Association and likes outdoor activities including swimming. Her family has traveled to many continents and plans to visit Greece soon. “I feel so blessed because not many people get to enjoy what they do,” shares Vera who hopes to triple her business in the next few years. “It’s not an easy place to get to and there’s no perfect formula for success. You have to be flexible because things are always changing in this business. The process of change may be difficult, but change is always good.” Vera Chang RE/MAX® 2000 Realty 1221 S. Hacienda Blvd. Hacienda Heights, CA 91745 Tel: 714-606-6123 VeraChang@remax2000ca.com www.remax.com DRE # 01880920
With low inventory and great demand in the Orange County market, keeping buyers encouraged and motivated has been ExecutiveAgent Magazine
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TERMITE & PEST CONTROL
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Another Deal Saved by Our EMT’s! 013
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s cy.com tate Needl.c ww.VinceLu nty Real Es ao om • w u 8/1085563 o y@ 26 C uc 63 e eL g 08 n nc c# Li Vi ra l E Of Your O 6039 • E-Mai a, 92604, DR
Fax 949-857- rkway, Irvine, Californi 857-1193 • Alton Pa Office 949Realty, 5299 r ie em Pr RE/MAX
Eagle Home Mortgage 8105 Irvine Center Dr., Suite 500 | Irvine, CA 92618 | NMLS #849059 Equal Housing Lender. CA CL# 813i609 Universal American Mortgage Company of CA DBA Eagle Home Mortgage of CA Licensed by the Dept. of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify.
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