AUGUST 2016 CALIFORNIA ISSUE by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

CHERYL LYNCH Executive Agent of the Month

Inside Features: Paul Conti Berkshire Hathaway HS Lori Donahoo & Jeff White RE/MAX Estate Properties Justin Tye Active Realty

Executive Agent of the Month

23 19 Cheryl Lynch Realty ONE Group

Professional Profiles

Paul Conti

Lori Donahoo & Jeff White

Justin Tye

Berkshire Hathaway HS

RE/MAX Estate Properties

Active Realty

ExecutiveAgent Magazine

August, 2016 - California Edition Editorials

E XECUTIVE AGENT

MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

Sense of Humor -Tony Alessandra

How Do You Get And Keep Enthusiasm? -Kare Anderson

ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

Successful Realtor® Profile -Linda Brakeall

Finance of America Mortgage...........................29 i Photography Studio.............................................25 Kinecta Federal Credit Union...............................40 PWAOR...................................................................28

It’s Time For Plan B: Brainstorming -Craig Harrison

SBAOR....................................................................38 The Termite Guy......................................................3 Ticor Title Company....................................................39

Marketing The Real You -C. J. Hayden

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown

Understanding The Process -Dirk Zeller

© Copyright 2016 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.

Why I Love America -Zig Ziglar

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Written by Haley Freeman

Lori Donahoo & Jeff White

nformation is the currency of today’s real estate market. Buyers and sellers are inundated with it from countless sources that may or may not be complete or reliable. A Realtor’s® value is often measured by their access to information and their qualified understanding of

it. Realtors® Lori Donahoo and Jeff White are preeminent in their field, each possessing a lifetime of experience that manifests in their consummate ability to present buyers and sellers with the right information and guide them through a seamless and satisfying real estate experience.

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Delivering an Unrivaled Real Estate Experience WE SELL LOS ANGELES Lori and Jeff are both highly credentialed experts, with numerous professional designations that enhance their decades of practical experience. Lori is a Certified Residential Specialist (CRS), Certified Distressed Property Expert (CDPE) and a Senior Real Estate Specialist (SRES). She is also a Graduate of the Real Estate Institute (GRI), a rare distinction among real estate professionals. Jeff is similarly CRS and Short Sale and Foreclosure Resource (SFR) certified. Both are highly skilled at handling complex probate and trust sales. Together, these powerhouse agents at RE/MAX Estate Properties serve the Greater Los Angeles area, guiding buyers and sellers through transactions in chic beach communities, hip urban enclaves and gentrified historic neighborhoods. They know exactly where to go to find the right property for each buyer’s unique needs and how to market a home so that it sells quickly and at maximum value. The foundation for Lori and Jeff’s successful 25-year business partnership is trust. They implicitly trust one another to act with integrity, and in turn, their clients trust them to always speak the truth. “If one of us is out of town or unavailable, we have complete confidence that the other will handle our clients exactly as we would,” Lori says. “I know Jeff will always do the right thing and give our clients what they need.” “Our honesty is what brings us so many repeat and referral clients,” Jeff adds. “People connect with us. In the last downturn, part of what kept us afloat was our repeat clients.” Sharing their knowledge is a key part of this duo’s formula for success, and it goes hand-in-hand with their integrity. Lori states, “We like to educate our clients not only on the neighborhood, but also on why they should, or should not, buy a particular home. We give them the good, the bad and the ugly. We like to use the tagline, ‘It’s not our bottom line, it’s yours.’” In the current climate where inventory is scarce and buyers may feel pressured to buy, a Realtor’s® honor could be put to the test. But for Lori and Jeff, who do business with the long-term in mind, there is no quandary. Lori explains that they recently advised a desperate buyer to wait rather than buy a reasonably priced home adjacent to a row of high-tension electrical wires. “I told her, ‘I would rather see you move into a better neighborhood. When you sell this same property someday, hopefully you will call me. I don’t want to have this conversation then and the first

thing you’ll think is, “This wasn’t an issue when you sold it to me.”’ Clients get our knowledge and experience the same as if we were buying or selling our own property.” Because they are passionate about what they do, Lori and Jeff are constantly seeking new information about their market. “We read all the local magazines and the LA Times doing research on neighborhoods,” Jeff says. “Sometimes it turns into something useful for our clients, and sometimes we just have something interesting to talk about that demonstrates our knowledge of the markets in Southern California. A buyer recently said he’d been hit by a car while biking in L.A. He said he wished there were more bike paths. I told him, ‘There are. They are just finishing REAL one to connect Atwater Village through ESTATE South L.A.’ He had Since 1993 no idea it existed, but it came up because of my knowledge of the city.”

Los Angeles

Lori Donahoo That comprehensive knowledge & Jeff White also makes it possible

for Lori and Jeff to steer clients to unique areas they might not have considered. “There are so many up-and-coming neighborhoods that are being gentrified that we would Jeff: (213 300-1485 never have imagined selling in 25) years ago,” Jeff says. ( ) 310 Lori: 614-8024 “We often redirect people to these areas with great results.” Office: (310) 559-5570 ext. 400 Jeff/ext. 288 Lori

Lori continues, “Sometimes we introduce people to neighborhoodsHouseSellerLA.com they say they would never have lived in, but now they love it! We encourage them to get to know the neighborhood by going out on a Friday night to see what’s going on, or go out on a Saturday to walk around and meet the neighbors. I’ll go knock on a door with them and say, ‘This is my client, and they are thinking of buying here. What can you tell us about living in this neighborhood?’” Lori and Jeff personify the very best in real estate. They are knowledgeable, unfailingly honest, and they genuinely care about the people they represent. They are respected by their peers and are recognized authorities in the industry. Together, they deliver a truly unrivaled real estate experience. Lori Donahoo & Jeff White RE/MAX Estate Properties 10931 Pico Blvd. Los Angeles, CA 90064 Lori: 310-614-8024 Jeff: 213-300-1485 LoriDonahoo2@gmail.com HouseSellerLA@aol.com Web: www.housesellerla.com CalBRE # 00851903 - 01133469

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Written By Dirk Zeller 8

ExecutiveAgent Magazine

Understanding The Process B

eing a salesperson is one of the greatest professions on earth. As real estate salespeople, we are helping people achieve the great “American Dream”. We get into trouble when we don’t understand the process of the sale. Most real estate salespeople have never studied sales. They have learned a few scripts and dialogues, but they don’t clearly understand the buying process. They have never become students of selling.

To be a Champion salesperson you have to understand and study sales. The first step is to understand the sales process. The truth in sales is that people make decisions based on emotion. How they feel emotionally about something governs their decision-making process. We don’t do things based on logic, reason, and intelligence. We will use those tools to justify our decision. Reality is we all act emotionally, and our behavior is shaped by our emotions. Because we are human, we are in a constant state of trying to satisfy our emotional needs and emotional wants. How do we talk to our clients’ or prospects’ emotions? We need to first put ourselves in their situation. We need to clearly understand their needs, wants, and desires. We need to have true empathy for the prospect or client. To really be effective, we need to imagine what the prospects feel like. By clearly knowing their feelings, we can gently and patiently help them see our point of view. For example, you are working with sellers who want to overprice their home. They believe they need to get above fair market value. The most effective way to turn them to reality is to empathize with their problem, to acknowledge that you understand their feelings.

Once you do that, then you can gently show them why their desires will not happen. You have to meet those overpriced sellers where they are and work them towards your position. If you draw a line in the sand and you are worlds apart, all you are doing is yelling at them across a canyon. You have to cross the canyon to their side. You need to lead them back across the canyon. People can often be like cows. You can push, poke, and prod them, and they won’t budge. Your reason for your way has to be a benefit to them. Once they see how they can benefit, they will follow your thinking. The key is to talk to people in terms of needs and emotional benefits to them. Once you have established the benefits, you can persuade people to do anything. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

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Written by Haley Freeman

Justin Tye

roker/owner of Active Realty, Justin Tye, runs a real estate practice powered by positivity, and he invites his clients to “Live Where the Future is Bright.” Justin has created a company he believes is

founded on the right vision, and for the right reasons. That vision centers on a commitment to giving people the best real estate experience they’ve ever had while providing a work environment where agents grow and prosper.

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Justin is an enthusiastic young professional with diverse industry experience spanning his work in mortgage lending and management, and real estate investment and sales. He was undeterred by the distressed market and opened Active Realty in 2008. Justin has worked on hundreds of flips with investors, but “found that it was more fulfilling helping people who really appreciated my experience and all the things I can offer service-wise. I love working with people and helping them find the right home. In the distressed market, I was spending more time trying to help people minimize the damage than fulfilling their dreams, but it was still an important service. I’ve always been able to stay busy and find where the need is in real estate and where I can help people most.” Justin has built a dynamic team of professionals who are number one agents inside their targeted selling areas in Corona, Norco, Eastvale, Riverside and North Orange County. With a team approach that fosters individual talents and everyone’s success, most of Justin’s agents and support staff have been with him for many years. The focus is on efficiency and fulfillment rather than competition. For the client, that means they are receiving service from a whole group of qualified professionals, all of whom are working together to customize their service experience. “I try to put people where they will be most successful, and then when a client needs something out of the box, we can accommodate,” Justin explains. “We can always match our clients with the best-suited agents. For instance, if a team member has experience in a certain geographic area, or has lived in the immediate area where the client is looking to buy or sell, we will make that agent a partner so the client gets a better experience.” Due to Justin’s extensive experience with investor flips, he is well-qualified to advise clients about which repairs and improvements are necessary, and which are not. He can also recommend trusted tradespeople, saving his clients valuable time and money. According to Justin, the number one advantage of working with a boutique agency is accountability. “Whether you are working with a sophisticated investor or a first-time home buyer, they really want to understand what you are doing for them. People want to know that if they call with a question, you will always pick up the phone and provide an answer. They get that with us. When you run a small business, your business is your life. It’s your brand and reputation. We’re more accountable, and

more transparent. We have the expertise and the experience, and we’re more efficient in our delivery.” Part of Justin’s vision for designing the next generation of real estate firm is recognizing that clients need more than a real estate agency; they need a marketing firm. “We are constantly adapting and looking for new media to market our properties and sell with the highest return. We experiment to see what will excite the next buyer or seller. We are also becoming part of forums that connect us with luxury buyers and the foreign market. With our diverse group of agents who speak Mandarin, Spanish, Italian and French, we can cater to relocation and investment buyers.” Justin’s exciting next step is to partner with offices in South Orange County, L.A. and Beverly Hills to better serve diverse client needs. Active Realty is also a family business. Justin’s wife is a talented interior designer who assists with home staging. While running their business and raising their two children, they still make time to sponsor local sports teams and community events. “We really try to jump in and be a part of our community. We like to engage in achieving everybody’s goals. We’re never too busy; we’re always looking to create and enhance as many relationships as we can.” Justin is committed to creating a bright future for the clients and agents in his care. “One of our taglines is ‘People. Places. Futures.’ That is our complete, overall outlook. We’re not just engaging with people about a piece of real estate. This is a part of their lives. I have surrounded myself with people with like goals, and my vision for Active Realty is that this will continue to be an organic company that grows. I want the people here to bring the next generation in behind them, and for this to be something that endures for many years.” Justin Tye Active Realty 1871 California Ave. Corona, CA 92881 Tel: 714-699-9372 Email: jt@activerealty.com Web: www.ActiveRealty.com CalBRE # 01728694

“Live Where the Future is Bright”

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Successful Realtor® Profile

’ve been involved in a number of studies that tried to figure out why top agents are top agents.

2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”)

Do they have a common educational background? No. Good ones have high school diplomas, masters and doctorates. No correlation.

3. They have fun and enjoy selling real estate but know that it won’t be forever.

Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful.

4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success.

Common interests? No. Other than eating, (which we Realtor-types seem to do exceptional well) the interests are widely diverse.

. . . And people like to do business with successful people so they do more business!

After 13 years in real estate sales and management, I’ve only found a few constants. 1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget. They understand that you have to spend money to make money. They know how many sales they need to make the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan.

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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Paul Conti

aul Conti, top-producing RealtorÂŽ and co-manager at Berkshire Hathaway HomeServices, California Properties, is inspired by helping people come together on something they both want to achieve. A

careful listener, skillful negotiator and master in his trade, Paul is at his very best when creating win-wins for parties who are engaged in the process of buying and selling real property.

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Creating Value in his Community Written by Haley Freeman

A Realtor® at only 21 years old, Paul completed his degree in marketing at California State University, Long Beach and went to work for a small advertising agency. Then Paul joined an elite commercial team at Grubb & Ellis, where he leveraged his ability to connect with people and produced phenomenal results as a lead generation specialist. “I was living and working in L.A., and became the cold-call front man, calling shopping center investors to see if they were interested in any of our listings or wanted to list any of their properties. It was exciting getting faceto-face with both private and big, institutional investors.” But as the residential market was heating up in the early 2000s, Paul joined Berkshire Hathaway (then Prudential), and he never looked back. He has spent the last 14 years honing creative, win-win business strategies centered on developing deep connections to the community and real relationships with the people who live there. As a leader, Paul is generous about sharing his knowledge with agents in his office, helping them to build more successful businesses and deliver better service to their clients. Paul’s specialty is developing a sphere of influence inside a targeted geographic area, where he makes himself an integral part of the community. “I believe the best Realtors® are geographic experts,” Paul explains. “They can speak intelligently about schools both private and public, what’s going on in the neighborhood, commercial development and cultural events. They know when certain homes sold at a certain price, and why they are back on the market at another price. They understand the differences in construction, and where the neighborhoods are divided by school district boundaries. They have insider information about homes that are coming on the market, because they know the people who live there and the events happening in their lives that lead to the sale of real estate. This is the kind of community information people want their Realtor® to have.” The culture Paul fosters in his office is one of support for new agents, and one of inspiration for seasoned agents who want to revitalize their businesses. Paul is available to guide agents through their first transactions and answer the myriad questions that arise as new scenarios occur. He also leads regular trainings centered on his geo-centric marketing approach. “It is important to build relationships within the small, geographic area where you specialize. All of the people in your sphere of influence should live and work within 15 miles of each other. I teach every agent how to build that for themselves. They need to become a presence – sponsoring yard sales, doing open houses, door

knocking, mailers, sponsoring or attending local events, patronizing local businesses. Every person you meet and bond with should become part of your database. Down the road, you will have strong relationships with a community of people who live and work close to each other. Then you become the kind of Realtor® who provides the best value to your clients.” Creating value is the cornerstone of Paul’s success. For instance, Paul uses open houses as an opportunity to network with businesses in his East Costa Mesa farm area. “I approach local businesses and ask if I can sponsor them on my information board. I make it about them. I don’t ask if I can leave my flyers at their business; I ask if they have brochures or anything I can offer to promote them. I recently went to a wine shop in my farm area and asked if I could promote them. The owner had a great idea. She suggested that I raffle off a bottle of her wine. It became a great way to get phone numbers and email addresses from visitors to the open house. Then I made sure the winner of the raffle had to go to her shop to pick up the bottle they won. That person had a chance to discover this business, and the owner could see that the raffle was successful. Business owners are great referral sources, since they’re always talking with local people who come in.” Paul says that the best leaders are those who listen more than they talk. They ask open-ended questions, and they seek to truly understand the person with whom they are conversing. These are the qualities that make Paul a dynamic business leader and a trusted real estate advisor to people in his neighborhood, one who brings real value to his community. Paul Conti Berkshire Hathaway HS 1666 N. Main Street, # 103 Santa Ana, CA 92701 Tel: 714-418-3427 Email: Paul@contirealestate.com Web: www.ContiRealEstate.com CalBRE # 01007130

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Itâ&#x20AC;&#x2122;s Time For Plan B:

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ur workgroup was in the middle of a spirited brainstorming session – a free form session where creativity is encouraged, judgment is suspended, and the best ideas often come after ten or more minutes. The ideas were flying fast and furious, as they should, when the group gets momentum. The energy was intoxicating. And, in a fit of inspiration, I one employee suggested, “Why don’t we reverse the order of the deliverables!?” While nine other people energetically accepted this offer as worthy of inclusion on their flip chart of ideas, their manager scowled “That will never work!” Thus ended a productive brainstorming session. Sadly, the manager was unclear on the concept at play. She replaced a brainstorm with a brain fart and stunk up the entire process. A Different Kind of Collaboration Brainstorming is a special type of meeting, with its own ground rules, tempo and ethos. It’s also an invaluable tool for idea generation, problem solving, innovation, teambuilding and creativity. Whether you are tasked with creating new sales contests, new strategic initiatives or simply trying to break the doldrums of your day-to-day routines, brainstorming carries the day. Rules That Rock! By definition, brainstorming is unlike your typical meetings. It’s unbounded by traditional rules where predetermined people speak on pre-determined subjects for prescribed times. Like a jam session of Jazz musicians, all you need to do is begin recording and let the sounds begin. Remember, the key is to record it all. Later you can go back and edit out that which might not be considered beautiful music. In Brainstorming sessions everyone is equal, all ideas are worthy of consideration, all judgment is suspended and a person’s rank or status is irrelevant. The goal is to fill the air with ideas, depart from conventional thinking, and allow the smorgasbord of strategies, ideas, inspirations and epiphanies to cross-pollinate each other. Think of brainstorming meetings as magnificent melting pots, a veritable giant stew bowl where bouillabaisse bubbles and bursts, unleashing new, exciting and innovative initiatives. Consider a skilled facilitator for best results, though this isn’t a requirement.

The B-List: Preparing for Your Meeting The following recommendations will insure a successful session, whether it’s a stand-alone brainstorm or part of a larger meeting or event: • Adorn your environment with art, toys, games, crayons, colored markers or other stimuli to get the juices flowing and invite fun, free thinking and playfulness. • Consider special written invitations in advance to set the tone, expectations and goals for the session. • Create a mental and/or physical ice breaker to loosen everyone up. • Consider lava lamps, beanbag chairs and even bubble-gum and bubble makers to loosen everyone up. • Encourage participation by all. • Language is key. Use sentences such as “What if we…”, “How about…”, “Let’s try...”, or “Suppose we...” • Check your skepticism, negativity and ego at the door. It’s not about whose ideas are embraced. All ideas should be received, for the benefit of the group your mission. • Employ the “Yes, AND...” approach instead of a “Yes, BUT...” stance in response to others’ ideas. • Remind people to suspend judgment throughout the session. • Assign a scribe or tape record the meeting. Consider a graphic recorder. (Visit http://www.graphicrecorders. com/ www.GraphicRecorders.com for one I recommend.) • Allow enough time for people to loosen up. Often the best ideas occur once the group has gotten over any self-consciousness and gathered momentum. Remember, like mastermind groups, brainstorming sessions rely on the reality that when multiple brainpower is applied the results are greater than the sum of their parts. You will generate great results from the blend of talent, experience, ideas and perspectives that naturally result from giving everyone equal footing and freeing them of the usual restrictions of time, structure and rules. By the way, what if...? Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com.

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Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: FArrias45@gmail.com Tel: 949.366.3349

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Cover Story

CHERYL LYNCH Executive Agent of the Month

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C HERYL L YNCH “Putting The Real Back Into Real Estate” Written by Haley Freeman - Ian Wiant Photographer

heryl Lynch is a woman of many talents; she is a wife and mom, a marathoner, a leader in her community, and the President and CEO of The Lynch Group, the award-winning real estate team powered by Realty ONE Group. Cheryl and her team are masters in their field, offering clients unprecedented real estate representation that goes far beyond the industry average. Cheryl’s positive spirit and energetic drive fuel this multi-talented group of professionals who are setting the standard for service excellence and building relationships that endure for generations. Cheryl is a business powerhouse who grew up in Southern California and acquired a multidisciplinary education spanning behavioral science, visual fashion merchandising and art history. A self-starter, Cheryl was successful at a young age, developing her own business

at only 15 years old. She eventually moved on to the corporate world where she sold long distance for Sprint Communications. There she realized her great passion for professional development, and she was promoted to regional sales trainer, cultivating sales and management talent all over the country. When Cheryl was ready to begin a family, she returned to her entrepreneurial roots to pursue a career in real estate, one where her unique aptitudes finally converged. With her baby daughter in tow, she applied her tenacious spirit and can-do attitude, and in no time she was a standout producer. “In the first year I made more money than I had in the previous three years,” she recalls. “My previous experience and my education in psychology, merchandising and art history all came together and led me to success in what I do today.”

The Lynch Group: Lori Miles, Cheryl Lynch, Trena Burckle, Sandy Meisel, Barbara Waldowski

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Cheryl’s success is by design. Her ongoing passion for education and self-improvement have inspired her to continue acquiring new skills that set her apart from her competition. She is one of only 20 real estate professionals in Orange County who is a Master Certified Negotiation Expert (MCNE). That expertise translates to her exceptional ability to communicate with all parties in a transaction and advocate for her clients while crafting mutually beneficial results. She is also one of only three Orange County Realtors® who are RCS-D Divorce Certified Specialists. “My husband is a non-practicing attorney. During our first year of marriage, he decided to go back to law school, so I lived vicariously with him and understand the attorney world. About seven years ago I was sitting in a seminar where the trainer said, ‘You need to figure out a niche.’ Then,

short sales and REOs were the focus, but I remember thinking that was so short-term. It was just a blip on the radar screen.” Demonstrating her usual industry with purpose, Cheryl immediately identified her niche and put her plan into action. “I started thinking that generally what you’re good at is what you know. Southern California is an affluent area, and I found I was representing a lot of divorcing couples. I also understand attorneys. So literally the next week I found the designation online and learned they were holding the training locally. I now help family law attorneys work with clients to make educated decisions about their real estate holdings before the divorce is final. After it is final, you can’t undo things you’ve already put in stone.”

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A Woman With a Winning Attitude Cheryl brings distinctive benefits to both her clients and her professional partners by working with collaborative family lawyers to liquidate real estate assets quickly and efficiently. “One of my value adds is that I understand that attorneys may not be paid until the marital home is liquidated, so they appreciate it when I can help their clients to resolve real estate matters quickly. I try to help the parties see it as a business transaction and take the emotion out of it. I’m like Switzerland. I don’t care about the issues on either side. My job is to make the home as marketable as possible and get it sold. By acting in the ‘best interests of the home,’ I can help to make sure that a couple doesn’t remain financially married and that they can each move on with their lives.” One way in which Cheryl so artfully prepares her clients’ homes for quick and profitable sale is by “destigmatizing” them, or eliminating clues that the sellers are divorcing and thereby avoiding the perception of a distressed sale. She recently sold a home for a divorcing couple. The wife had moved out, and Cheryl did her magic and “merchandised the home so it didn’t feel like a divided household.

I brought in women’s clothes and hung them in the closet, and put magazine pictures of a happy family around the house. The personality of a house changes as the parties transition out of the home.” A dynamic leader, Cheryl has assembled a mighty team who stand by her in delivering unrivaled service. Client care and transaction details are top priorities for Executive Assistant Lori Miles and Transaction Coordinator Janice Alimohammadi. Communications and marketing are always effective in the capable hands of Graphic Designer Courtney Hyles and Web & E-Communications Director Zac Cusac. Legal Default Specialist Eric Crisp works with financial institutions to expedite property contracts through the banking system when clients are buying or selling legally distressed properties. The Lynch Group also includes Realtors® Mike Cambra, Sandy Meisel, Trena Kay Burckle and Barbara Waldowski, all of whom are seasoned professionals whose diverse business backgrounds bring exceptional value to buyers and sellers in the unique Orange County market.

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“We strive for excellence, not perfection,” Cheryl explains. “I know I cannot be all things to all people. I know my strengths and have great people working with me who are phenomenal in other areas.” Cheryl sets clear expectations for her team and her clients, and constant communication is essential to her success. “When I give a seller a marketing plan, I intend to deliver on every point on that plan. I’ve found that sellers are not usually as educated as buyers. While buyers are online looking for homes months before they actually buy, sellers tend to have a shorter time frame from the time they are thinking about selling to putting their home on the market. When I walk into a listing, they usually have a number in mind of what they think the home is worth, but it may not be accurate. I come prepared with analytics and can show them a good picture of their property value. Factbased selling is what I focus on.” Buyer education is also a priority. “I not only want them to consider local and current market conditions, I want them to look at what is happening in the country and the world that can affect their investment. For instance, if the Fed is meeting next week, they may need to consider that

interest rates could change. I try to give them well-rounded expectations about the process and check off the boxes as we go through.” Cheryl has been married for 23 years and has an “amazing 29-year-old stepson and a crazily-talented 16-year-old daughter. My family has been such a huge support to me in this very demanding business.” She is a bible study teacher for kids and teens at Saddleback Church, where she loves “helping them walk through life. Their conversations are so real, full of wonderment and curiosity.” Cheryl is also a marathoner who says that “being an entrepreneur can leave you in a vacuum. That 26-mile road in a marathon can be lonely, but it teaches you to push through, persist and succeed.” Cheryl’s perseverance, positivity and professionalism make her exceptional in every aspect of her life. “If I can do it, somebody else can do it, as well. I think if you have an awesome attitude, everything else falls into place!”

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Cheryl Lynch - The Lynch Group 25910 Acero, Ste. 100, Mission Viejo, CA 92691 Tel: 949-842-5340 - Email: Cheryl@cherylLynch.com Web: www.TheLynchGroupOC.com - CalBRE # 01314572 ExecutiveAgent Magazine

Why I Love America

ExecutiveAgent Magazine

Written By Zig Ziglar

turned 17 on a Saturday and applied to the Navy the following Monday when World War II was being fought. I was waving the flag then and am waving the flag today. I’m not as avid a flag waver as third generation flag waver Tom Harken from Beaumont, Texas, and since his son now does the same thing, that makes four generations of Harkens who wave the flag like nobody I’ve ever heard of! He has three flags in front of his corporate offices and one large flag in front of each of his Crazy Jose’s and Casa Ole restaurants. Each of his employees in all of these establishments waves the flag in front of his or her home. As a boy, Tom had a considerable number of illnesses and fell through the educational cracks. As a result, he did not learn to read until he was 28 years old. Despite this fact, through hard work and persistence, he had done well even before he could read. In 1992 he was recognized as a Horatio Alger Award winner, surely the top recognition anyone receives in America for their “rags to riches” story. Tom shared with me that he never dreamed he would earn as much money as he now contributes to a number of worthwhile charities. He is a strong advocate of literacy and preaches and contributes to it everywhere he goes. Yes, Tom Harken is one reason I love America. I also love America because of Muggsy Bogues. At age 36, Muggsy has played in the NBA for 14 years and was a member of the Dallas Mavericks, where he was highly regarded. Despite the fact that an arthritic knee is going to keep him out of action, owner Mark Cuban wanted to keep him aboard because of his attitude, leadership abilities, and commitment to the game. Mr. Cuban figures Muggsy is the kind of guy he wants in the locker room to encourage the other guys. “They will listen to him because, first of all, anybody who can survive 14 years in the NBA is special.” Now add to that in this land of giants, and particularly on the basketball court, Muggsy is five feet, three inches tall. That’s astonishing! He gives 100% effort and coaches learned long ago to measure him

not by his height, but by his heart. Only in America could a Muggsy Bogues do what he has done. I love America because Mary Kay Ash could start a cosmetics company with the purpose of giving women a chance to create their own businesses by sharing their vision and opportunity with other women, and be well paid in the process. Outstanding performers drive pink Cadillacs, too! That’s America -- and that’s why I love it. I love America because Neil Rudenstein became the president of Harvard University from 1991-2001. His mother is a part-time waitress and his father is a prison guard. But in America it’s not who your mother and father are; it’s who you are and what you do with what you’ve been given. I love America because of the privileges it has given me. My mother had a fifth grade education but she was a hard working woman with lots of love and incredible wisdom. She gave me the foundation that has enabled me to visit all of the continents, speaking and writing, and to enjoy a life that was beyond my wildest imagination when I was growing up in small-town Yazoo City, Mississippi. Yes, America is still the land of the free and the home of the brave, the land where any man or woman willing to use his or her ability to the fullest extent can enjoy not only freedom but a balanced life and success that people in many other lands only dream about. God bless America. 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

ExecutiveAgent Magazine

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How Do You Get And Keep Enthusiasm?

etting enthusiasm is a little like learning to breathe: Nobody can tell you exactly how to do it, but without it you’re in big trouble. No one but you can discover that compelling purpose or exciting goal that ignites enthusiasm inside you, but you can learn a great deal from others about how to use it to maximum advantage. Here are some insights I’ve learned from some real experts on enthusiasm; what’s more, I’ve tested and proven them in the laboratory of my own life. 1.

Enthusiasm is born on the inside

In the daily grind of life you can lose touch with what really matters. There are so many routine decisions to make, so many challenges to be met, and so many burdens to carry, that you can lose your perspective. However, as you connect with the enthusiasm planted deep within you, you’ll feel it begin to grow and grow. Soon, you’ll be back on track. It’s not the first mile of a long and arduous journey that gets to you - you’re excited about getting started. And it’s not the last mile - you’re thrilled about getting there. The miles that get to you are the long and tedious ones in the middle where you can’t see where you’re coming from or where you’re going. Always remember that enthusiasm comes from the inside out, not vice versa. It’s easier to motivate yourself from within than to pump yourself up with empty sayings.

of disposing of all the waste their cows generated. But the Waybright brothers and their brother-in-law, who run the Mason Dixon Farms near the town where I went to college - Gettysburg, decided to quit complaining about all the manure the cows were generating, and to do some generating of their own - electricity. They built a power generator that runs on methane gas produced from heated manure from the 2,000 cows. Generating much of their own power, they cut their annual electricity bill from $30,000 to $15,000. As you might guess, most of the other farmers laughed at the project and called it “Waybright’s folly” (and other even less flattering names). They were satisfied to see their problems and to seek out their Congressmen to complain about their miserable circumstances. But no one’s laughing anymore. In fact farmers, Congressmen, and agriculture ministers from around the world are beating a steady path to the Mason Dixon farms. Soon the Waybright brothers were selling some of their excess power to their once jeering neighbors. And that’s no bull! Okay, so you’re not in the cow business, and your biggest problem is not electricity bills, but the principle works in any area of life. Enthusiasm - with all the good things that go with it - comes when you turn your eyes from the problem or circumstance and focus on the solution and opportunity. 3.

2. Enthusiasm grows when you focus on solutions and opportunities, not problems and circumstances

Enthusiasm thrives around positive people

Life for you will always be as you choose to see it. You can focus your attention on the problems and circumstances which surround you, or you can keep your eyes on the solutions and opportunities.

A lot of people say that enthusiasm is contagious. My experience would indicate that negativism and pessimism are far more contagious. It is always easier to believe the worst than to hope for the best especially if you are struggling against overwhelming odds. It’s even worse when you’re tired, or have just suffered a severe setback.

I recently read a story that illustrates it better than I can explain it. It seems that a number of farmers in Pennsylvania were sitting around complaining about the increasing cost of electricity and the unpleasant task

Don’t waste your creative energies on people who are always putting you and your ideas down. Seek out those positive and successful people who can give you a boost.

ExecutiveAgent Magazine

If you want to be enthusiastic and have the enthusiasm which produces success, always spend your time with positive, enthusiastic, and successful people. 4.

Enthusiasm recharges itself on momentum

Jerry Reed’s popular song of many years ago put it very nicely: “When you’re hot, you’re hot!” Believe me, it’s more than empty words. Of course, William Shakespeare said it with more eloquence in these famous lines from Julius Caesar: “There is a tide in the affairs of men, Which, taken at the flood, leads on to fortune; Omitted, all the voyage of their life Is bound in shallows and miseries.”

Nothing feeds enthusiasm like success, and nothing can hold back enough enthusiasm. Kare Anderson is a “Say It Better” expert, a Behavioral Futurist, who speaks on how to become more “thought full”, compelling communicators to create customerattracting experiences for a place, product or program. She is a speaker, national columnist, nine-time author, Emmy-winning former TV commentator and Wall Street Journal reporter. Her online newsletter reaches over 17,000 people in 32 countries. Her latest book, Resolving Conflict Sooner, offers a 4 step method plus 100 influencing tips. Copyright© 1999, Kare Anderson. All rights reserved. For information about Kare’s programs, please contact The Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

It’s when you feel most enthusiastic that you need to throw yourself into life’s biggest challenge. Celebrate your greatest victories by plunging into even greater challenges. Take full advantage of the momentum you gain with each hard-earned step.

ExecutiveAgent Magazine

Sense of Humor “Conversation never sits easier than when we now and then discharge

be regarded as a jerk rather than a person with a great sense of humor. The best humor consists of original, spontaneous comments that flow with the conversation or the ideas being discussed.

ourselves in a symphony of laughter, which may not improperly be called the chorus of conversation,” according to the eighteenthcentury essayist Sir Richard Steele. Humor is a social lubricant. It gives us something to share and creates bonds of appreciation. We are automatically endeared to people who make us laugh. Successful people take their commitments seriously, but seldom take themselves or life too seriously. Above all, they have the ability to laugh at themselves. People appreciate those who can see the humorous side of any situation. Humor should be appropriate, however, if it is going to be effective. Keep the following suggestions in mind: Keep it in good taste. Know your audience and the type of material that they will appreciate. Some people are more inhibited than others. Use discretion and respect their standards of good taste. Don’t go overboard. If you are making someone laugh, do not assume that being “on a roll” justifies going on indefinitely. If their body language indicates that it is time to get back to work, then get back to work! People appreciate digressions as long as they are short and sweet. You do not want to be known as “that clown who doesn’t know when to stop.” Humor is not just telling old jokes. If you rehash jokes that have been circulating for years, you will

Look for humor in everyday life. This is the best way to improve your sense of humor. Some people believe that a sense of the comic is a God-given talent, but it can be cultivated. There are numerous opportunities for you to increase your repertoire of humorous anecdotes and comments. If you make an awkward mistake, remember: Don’t take yourself too seriously. The television star Lucille Ball is a perfect example of someone who learned to take her tasks seriously but not herself seriously. Ball was given the opportunity to audition for the part of Scarlet O’Hara in Gone With the Wind. In the middle of this serious dramatic reading, she dropped the entire script on the floor. As she kneeled down to pick it up, she tried to continue reading. She was so nervous that she continued to read right from the floor, picking up the papers as she went. The Director was shrewd enough to realize that although she was wrong for the role, she was a talented comedienne who had the ability to laugh at herself but take her tasks seriously. He ended up giving her first big break. 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 800704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

Look for humor in everyday life ExecutiveAgent Magazine

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ExecutiveAgent Magazine

Marketing The REAL YOU

often wonder how the practice began of pretending to be someone else in order to market your business. You know what I’m talking about -- it’s the marketing face, the selling voice, that you often put on in order to attend a networking event or make a sales call. Who taught you to do that? I have a suspicion where we learn this behavior. Most of us spend a lifetime observing showroom salespeople, product spokespersons in the media, and hucksters on street corners. What we see demonstrated there is artificial enthusiasm, manipulative use of language, feigned interest, and in some cases outright deception. Sounds awful, doesn’t it? So why copy any part of this distasteful way of selling? Psychologist Abraham Maslow said, “If all you have is a hammer, everything looks like a nail.” Perhaps we believe this is the only way we can sell because it’s the only way we know. I’m not accusing anyone of consciously deceiving prospective clients. What I’m suggesting is that what we do unconsciously and automatically is to behave inauthentically around them. Intuitively, many of us feel as if something is wrong with this way of operating. When we have to sell ourselves, we find it unpleasant, disagreeable, even repulsive. But what if all those negative feelings were simply because we hate the artificiality and manipulation we think must be a part of selling? Imagine what it would be like to go to a business networking event as yourself. No facade, no pretension, just plain you. When someone asks your reason for coming, you tell them the truth. You don’t have to claim you wanted to hear the speaker (if you didn’t). You can come right out and say, “I’m hoping to make some contacts that will lead to business for me.” You wouldn’t have to invent reasons to start a conversation. You can walk up to someone who looks interesting and say, “Hi, I haven’t met you yet.” If you’re shy around strangers, you can tell the first person you meet, “I’m sort of a wallflower and feel awkward at events like this. Could you introduce me to some folks?” Now imagine placing a follow-up call to a prospect where you are completely honest. You could say, “I

have some days open on my calendar soon and I’m wondering if this would be a good time for that project we’ve been discussing.” Or, “We haven’t talked in a while and I’d like to find out if you’re still planning to start the new training program this year.” I see so many professionals and consultants struggle with trying to find an “excuse” to call a prospect. You don’t need some manufactured excuse. You know the reason you’re calling. Most of the time THEY know the reason you’re calling. Just say what it is. Let’s extend this same principle to making a cold call. Instead of stumbling around awkwardly trying to make a polished -- but unnatural -- sales approach, imagine yourself saying, “I’m not much of a salesperson, but I’m really good at what I do. Can we have a conversation about what you need and see if I’m the right person for the job?” If you’ve been working from a cold-calling script that makes you flush and get a tight throat every time you read it, throw it out. Come up with one really good opening line that feels authentic and gets directly to the point. Then decide how you will answer -- honestly -some of the typical questions prospects ask you. My bet is that your calls will immediately get easier. In fact, the more you become honest, direct, and authentic in all of your marketing, the more appealing selling will be to you, the more effortless it will become, and the more success you will ultimately achieve. Because most business results from building relationships, and how can you develop a relationship with someone when you never reveal who you really are? C.J. Hayden, MCC, is a business coach and consultant who teaches people to make a better living doing what they love. Her company, Wings for Business, specializes in serving entrepreneurs, self-employed professionals, and people in marketing and sales. C.J. is the author of Get Clients Now! (AMACOM, 2007), Get Hired Now! (Bay Tree, 2005) and The One-Person Marketing Plan Workbook, and a contributing author to Guerrilla Marketing on the Front Lines. © 2008, C.J. Hayden. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

South Bay Association of REALTORS® Congratulates our 2015 Awards of Excellence Winners and our 2016 Board of Directors

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