December 2013 noc by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Mike Hull Executive Agent of the Month

Inside Features: Steven Abraham First Team Estates Nancy Deprez CENTURY 21 Action Bill Etchegaray CENTURY 21 Award Sharon Paxson HÔM Sotheby’s William Soto Realty ONE Group

Let your buyers Let your your buyers buyers lock lock in in today’s today’s low low Let rates while rates while while they they shop shop for for aa home home.. rates they Finding a home for your clients can take longer than expected. And while you’re looking, Findinga ahome homefor foryour yourclients clientscan cantake takelonger longerthan thanexpected. expected.And Andwhile whileyou’re you’relooking, looking, Finding the threat of rising mortgage rates can add another twist and turn to the rollercoaster ride thethreat threatofofrising risingmortgage mortgagerates ratescan canadd addanother anothertwist twistand andturn turntotothe therollercoaster rollercoasterride ride the of buying a home. buyinga ahome. home. ofofbuying But what if your buyers could protect themselves from adverse rate movements while Butwhat whatififyour your buyerscould couldprotect protectthemselves themselvesfrom fromadverse adverserate ratemovements movementswhile while But they’re looking? buyers Not only would they get immediate peace of mind, they’d also be they’relooking? looking?Not Notonly onlywould would theyget getimmediate immediatepeace peaceofofmind, mind,they’d they’dalso alsobe be they’re able to maintain critical focus on they the task at hand: Finding Their Dream Home! abletotomaintain maintaincritical criticalfocus focuson onthe thetask taskatathand: hand:Finding FindingTheir TheirDream DreamHome! Home! able

Introducing the Lock-N-Shop program from imortgage… Introducingthe theLock-N-Shop Lock-N-Shopprogram programfrom fromimortgage… imortgage… Introducing

● Lock a low-interest rate today while continuing to shop for a home Locka alow-interest low-interestrate ratetoday todaywhile whilecontinuing continuingtotoshop shopfor foraahome home ● ● Lock ● 120 and 150-day locks available ● 120 and 150-day locks available ● 120 and 150-day locks available ● An accepted home-purchase contract is not necessary ● An accepted home-purchase contract is not necessary ● An accepted home-purchase contract is not necessary ● If rates drop, use a one-time float-down feature to get an even lower rate! ● If rates drop, use a one-time float-down feature to get an even lower rate! ● 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 Your buyers enjoy protection from rising interest rates along with the flexibility to 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 capture an even lower rate, if available. Use the imortgage Lock-N-Shop program capture an even lower if available. Use themore-focused imortgage Lock-N-Shop program to remove interest raterate, worries and get happier, buyers. to remove interest rate worries and get happier, more-focused buyers. to remove interest rate worries and get happier, more-focused buyers.

Find out how our Lock-N-Shop program can help your buyers !! Find out how our Lock-N-Shop program can help your buyers Find out how our Lock-N-Shop program can help your buyers! Call today! ((949 ))705-0555 Call today! 949 705-0555 Call today! (949) 705-0555

Marlene Veal Marlene Veal Branch Manager Marlene Veal Branch Manager (714) 422-1852 Branch Manager (714)ID422-1852 NMLS 450765 (714) NMLS422-1852 ID 450765 NMLS ID 450765

Mark Martinez MarkManager Martinez Sales Mark Martinez Sales Manager (714) 422-1856 Sales (714)IDManager 422-1856 NMLS 302745 (714) NMLS422-1856 ID 302745

Wendy Buettner Wendy Buettner (714) 422-1858 Wendy Buettner (714) 422-1858 NMLS ID 485094 (714) NMLS 422-1858 ID 485094 NMLS ID 485094

Holly Frost Holly422-1863 Frost (714) Holly Frost (714) 422-1863 NMLS ID 483931 (714) NMLS 422-1863 ID 483931 NMLS ID 483931

NMLS ID 302745

Laura Neves Laura Neves (714) 422-1840 Laura Neves (714) 422-1840 NMLS ID 267679 (714) 422-1840 NMLS ID 267679 NMLS ID 267679

imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806 imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806 imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806

Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLStoID 174457. All rights reserved. 11052013. Rates, terms, and availability of programs are subject change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 11052013. Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 11052013.

Teresa White Teresa White (714) 422-1870 Teresa White (714)ID422-1870 NMLS 209710 (714) 422-1870 NMLS ID 209710 NMLS ID 209710

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

December, 2013

N. Orange County

Cover Story

Editorials

28 - Charlie Cook:

Get More Clients Using Pull Then Push Marketing

40 - Susanne Gaddis:

Putting A Positive Spin On Workplace Evaluations

36 - Louise Kaelin:

Letting Go Vs. Giving Up

Evergreen Realty...............................16

An Unusual Hiring Tool

Greenpath Funding..........................17

22 - Zig Ziglar: Mike Hull

ADVERTISERS’ INDEX Eagle Home Mortgage......................43

32 - Greg Whitaker:

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

imortgage....................................2 & 11

Hitting The Bull’s Eye

14 - Zig Ziglar:

i Photography Studio...............24 & 25

Employment

Kinecta Federal Credit Union..........13

Executive Agent of the Month

Prominent Escrow...........................44 PWAOR.....................................20 Realty ONE Group............................12 The Termite Guy...............................42 Tigar.......................................21

26 Steven Abraham First Team Estates

38 Nancy Deprez

CENTURY 21 Action

30 Sharon Paxson HÔM Sotheby’s

Bill Etchegaray

CENTURY 21 Award

34 William Soto

Realty ONE Group

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.

Nomination Form

EXECUTIVEAGENT

MAGAZINE

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.

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: Info@eamag.net Web: www.EAMag.net Tel: 949.366.3349

Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Mike Hull Executive Agent of the Month

ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

n ambitious real estate professional with a highenergy approach, Michael Hull has thoughtfully cultivated a thriving clientele. His business acumen and solution-oriented mindset provide the ideal foundation upon which to succeed in a highly competitive industry. Michael’s ability to adapt and accommodate the changing demands of the market – and his clients – has earned him

a spot as one of the region’s top agents. He operates with a consistent sense of purpose and drive: Michael continues to raise the bar on his standards of professionalism and client care. Success may be in the genes, but Michael has charted his own path to professional achievement. His grandfather is a co-owner of Puritan Bakery, and the Anaheim Hills native grew up with a solid work ethic. “My grandfather was a father figure,” he recalls. “Watching him, I learned about the importance of exceptional service, quality products, and strong business relationships.” Michael’s short-lived career in the family business revealed a deep-seeded entrepreneurial spirit. “I love the business of real estate,” Michael asserts. “There are so many unique elements to a transaction, and every purchase or sale is unique.” He enjoys the process of strategizing solutions to pressing challenges, “making things happen and getting it done,” he adds. “I’m always working to accomplish something, to push myself and to explore opportunities for my clients.” Michael specializes in high-end and luxury sales throughout Anaheim and Orange County. His impeccable attention to detail and innovative marketing techniques add notable value to his sellers’ experiences. “I am constantly evaluating opportunities to maximize visibility, to better promote my listings to other agents and prospective buyers,” Michael notes. This involves significant investment, and he delves into the process with unwavering determination. “Quality matters,” states Michael. “With every home I sell, I am focused on creating an experience that is as stress-free as possible, and facilitating a successful outcome that meets or exceeds each client’s expectations.”

ExecutiveAgent Magazine

From on-point home pricing to savvy sales techniques, Michael generates a veritable buzz on the properties he represents Michael is hands-on with his sellers, going the extra mile to achieve his goal of selling homes quickly and at their highest price points. “I’m there for every step of the process, moving furniture and helping with staging, coordinating repairs with contractors and service professionals, and working closely with my photographer to ensure that every photo captures the unique appeal of a home,” he says. “In our market, it’s critical that prospective buyers move beyond the online profile or the printed brochure and visit the home in person. That takes effort on my part, and I do everything I can to make the home as appealing as possible.” He has attracted the attention of buyers as well as industry colleagues with his creative marketing campaigns, and Michael continues to think outside the box as he works to achieve high visibility and attention for his listings. Broker events are exciting affairs; events such as his red carpet showings attract increased attendance and distinguish his homes from others in the marketplace.

Michael is a staunch advocate for his clients; utilizing solid negotiation skills and comprehensive market knowledge, he works tirelessly to position them for success. From on-point home pricing to savvy sales techniques, he generates a veritable buzz on the properties he represents. “I have implemented strategies that attract the interest of agents and consumers,” he acknowledges. “It has been a process; I have conducted extensive studies on effective marketing and advertising strategies, and successfully put them into play.” While he utilizes traditional marketing outlets including high-end print publications and real estate websites, Michael has also explored key social media portals that allow for increased visibility and exposure. “When people think of real estate, I want them to think of me,” he states. His aspiration is a lofty one: to be the resource for every client. He’s on track to do just that.

Mike serves his community by helping coach Pop Warner footbal

ExecutiveAgent Magazine

Mike and his assistant Tyler Rodriguez

Michael’s five-star business model has earned him a diverse clientele that includes high-profile professionals and celebrities. His stellar service isn’t reserved for luxury home sellers, though. Michael’s unwavering professionalism has earned him the loyalty, repeat and referral business of a growing clientele. He maintains a thorough understanding of market trends and changes, investigating related industries such as the financial sector to better determine upcoming issues and opportunities. “I’m an early riser,” he says. “I keep an eye on the stock market, interest rates and bonds, because changes in these areas can have a significant impact on my business.” He is ambitious, well-connected, and on the move. Michael is a fine auto aficionado who enjoys styling and upgrading his cars to VIP levels. His branded “The Hull Team” merchandise has been spotted on everything from gym towels to hoodies, ensuring high visibility throughout the area. But behind the flash is true substance; Michael operates with a sense of integrity and a solid moral compass.

vided major burger franchisers with its buns for decades,” he explains. “This year, I am coordinating a plan to bring a burger truck to feed a local homeless shelter.” It’s a sincere effort touched by a sense of fun; Michael enjoys leveraging his own success to touch the lives of others. Recently, Michael aligned his business with Coldwell Banker, a residential brokerage with a powerful international brand. “It was an outstanding opportunity for my business,” he says. “My brokerage is known around the world, with a great reach to critical markets like China. We offer distinctive marketing and advertising, with a significant online presence as well as a lifestyle and luxury real estate magazines.” Michael looks forward to continued professional success, and to furthering the interests of his real estate clientele. His forward-thinking approach and exceptional client care will continue to make the difference to high-end home sellers throughout Orange County and surrounding regions.

He readily gives back to the community, volunteering his time and talents in a number of capacities. Michael has coached Pop Warner football, reaching out to local youth as a leader and friend. He’s also spearheading large scale campaigns including a holiday outreach to feed area homeless residents. “My grandfather’s bakery has proExecutiveAgent Magazine

Michael Hull Hull Team Coldwell Banker Previews 12681 Newport Avenue Tustin, CA 92780 Telephone: 714-906-0761 MichealHull@hullteam.com www.HullTeam.com BRE # 01889160

ExecutiveAgent Magazine

Lenders . . . after years of helping others make the move, we’d like to help you do the same. Come join us in the Anaheim office of imortgage.

Make the move to imortgage and watch your career take off! If you’re a loan officer or production assistant determined to take control of your high-flying career, target imortgage. We’re one of the largest and fastest-growing lenders in California. imortgage is not only the perfect place to land, it’s the perfect place to launch the next phase of your exciting career. Let us help your career take flight!

• Industry-leading Compensation Plan

• 2nd largest lender in CA for purchase business

• Excellent health benefits coverage. 401K match, too!

• Fastest-growing mortgage correspondent in the U.S last 3 years.

• Average 30-day closings

• Highest Eliant Customer Service scores in the U.S.

• Broadest product line of any direct lender

• Most complete builder-support platform of any company.

Your new career with imortgage? The sky’s the limit! Call Marlene Veal today! (949) 390-3902 Marlene Veal Branch Manager Direct (714) 422-1852 Mobile (949) 390-3902

marlene.veal@imortgage.com NMLS ID 450765 imortgage 2400 E. Katella Ave Plaza, Suite 150, 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. 09/2013. Equal Housing Opportunity.

#1 FASTEST GROWING REAL ESTATE COMPANY IN CALIFORNIA

ANAHEIM 714.478.5600

CORONA 714.767.4471

HUNTINGTON BEACH 714.423.9500

4,5OO+ PROFESSIONALS

IRVINE 949.466.4542

100% COMMISSION $100 PER MONTH • $200 PER TRANSACTION

LAGUNA NIGUEL 949.297.2020

MISSION VIEJO 949.783.2499

RANCHO CUCAMONGA 951.515.4002

Kinecta can help you get a bigger piece of the pie. •

Kinecta is one of California’s largest credit unions and has grown to become a major direct lender with local mortgage consultants and processing to efficiently serve your clients.

•

Competitive conventional, jumbo, and niche loan products with a 21-day closing Purchase Guarantee.

• Joining Kinecta is no great mystery for your clients. It’s simple and easy. •

Kinecta offers a complete range of financial services, from banking to insurance to investments and much more.

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 me 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. 13173-09/13

Employment

n today’s job market, employers consider a multitude of factors when choosing qualified employees. They may be looking for people with a certain skill set or a certain educational background. Thanks to the power of the internet, they can perform extensive background checks, advertise jobs to millions of job seekers, and literally “shop around” for the best person to fill any opening. There have been many research studies done on what employers are looking for in an ideal employee. The one I often quote found that 85% of the reason that a person gets a job and then gets ahead in that job is due to attitude and only 15% is due to a technical skill. Employers are looking for someone who is willing to get the job done…and get it done without complaining or griping. Where are employers finding this type of employee? Many of them are looking at what they believe is a much more certain bet: graduates of faith-based colleges and universities. Here is what the Dallas Morning News has reported: “Many employers say the moral and ethical lessons that are taught along with the academic curriculum at faith-based schools better equip graduates to become valued employees.” December 7, 2006 Dallas Morning News “What I hear from the business people I’m dealing with is that ethics and corporate responsibility are absolutely at the top of their list when searching for new employees,” says Frank Lazarus, president of the University of Dallas. December 10, 2005 Dallas Morning News What does this mean to you? You may not have graduated from a faith-based school, but you can show that you have the qualities that the employer is looking for. You can highlight your integrity, your responsible attitude and your positive attitude. Read what these educators are emphasizing in their schools. 14

“Self-esteem is founded in the value of being created in the image of God and the adoption into God’s family.” Tim Myers, Director of Student Counseling Services, Southwestern Assemblies of God University “There was a time when the three r’s were shorthand for readin’, ‘ritin’ and ‘rithmetic, but those letters take on a new meaning in today’s faith-based schools. Respect, reverence and responsibility are the three r’s we stress for our students,” says Rosemary Seltzer, Principal of Christ the King, a 425-student k-8 school that has been challenging the minds and spirits of children for more than 60 years. The third r for responsibility reflects the expectations of the faculty and staff for the school’s students to understand their place in the community and the world, and to live what they learn in the classrooms, chapel and bible studies in word and deed. You can strive to showcase to your employer how you exhibit the qualities discussed here. You can be respectful of the authority of your boss, even when you disagree. You can show responsibility for your work. You can demonstrate your pride in yourself and your job by showing up on time and being productive throughout the day. You can make yourself employable and grant yourself career security. Notice I did not say job security – but if you are the right kind of person - there will always be an employer willing and even eager to have you in their organization. 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

Written By Zig Ziglar

ExecutiveAgent Magazine

The Premier Purchase Lender • Purchase focused Lending • Turn times unmatched by other lenders • Mortgage solutions to meet your buyers needs Brian Liebman President 949-860-3495

Brian Fraser Sales Manager 714-488-2245

Josh Lander Sales Manager 619-602-1587

• Experienced local professionals who deliver exceptional service

NMLSR ID 519190

NMLSR ID 653793

NMLSR ID 766437

Doc Spaulding Sales Manager 858-750-9110

David Gaylord Sr. Mortgage Consultant 949-939-6011

J. Horacio Herrera Sr. Mortgage Consultant 619-646-5800

Daniel Healy Sr. Mortgage Consultant 760-271-8243

George Radlick Sr. Mortgage Consultant 760-579-1998

Joel Berman Sr. Mortgage Consultant 619-279-2935

Carol Krock Sr. Mortgage Consultant 951-634-4807

Andrew Sheftel Sr. Mortgage Consultant 619-523-4309

Mark Joplin Sr. Mortgage Consultant 619-368-1294

Jenna Tolman Mortgage Consultant 949-702-0532

Dreama Brown Sr. Mortgage Consultant 619-890-3037

Cathy Sabater Sr. Mortgage Consultant 619-846-2675

Edie MacGray Sr. Mortgage Consultant 760-802-0142

Teyon A. Johnson Sr. Mortgage Consultant 619-408-3433

Charlie Burkett Sr. Mortgage Consultant 858-254-5774

Brian Goetz Sr. Mortgage Consultant 619-857-4465

Steve Meier Sr. Mortgage Consultant 619-890-4103

Bryan Schurter Sr. Mortgage Consultant 714-442-2650

NMLSR ID 657535

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NMLSR ID 1098850

E XECUTIVE AGENT MAGAZINE

ood customer service might be the foundation of any sales job, but a competitive spirit never hurts. Bill Etchegaray, a former tennis player and Division I college coach, knows this personally. “Building a successful real estate career really has very little to do with selling houses,” he says. “In California, there is an 84 percent attrition rate in real estate. That means that 84 percent of first-time real estate agents never renew their licenses. Why?, because they come into real estate to sell houses, not to run a business and service clients.” Etchegaray took the lessons he learned as an athlete and director of a large tennis club and turned them into a workable business model. “In sports, you work backwards,” he says. “You see what you want and then lay out the steps, work and skills it will take to get you there, real estate is the same way.” His philosophy – and his hard work – paid off. Etchegaray created a one-year, five-year and 10-year plan and outlined

By Shannon Hartsoe

each step of the way. By the close of his first year in business, Etchegaray had sold 36 houses. Since then, he’s racked up an impressive list of accolades. He’s currently ranked No. 5 out of 55,000 CENTURY 21 agents nationally and is the top-selling CENTURY 21 agent in Orange County. In 2012 he was voted Agent of the Year and he is a Grand Centurion award winner and a member of the Centurion Honor Society. And with his help, CENTURY 21 Award is one of the highest-grossing companies in the entire CENTURY 21 franchises. So it’s no surprise that the company tapped him in 1998 to manage an office, then several offices before he was asked to develop and head the corporate training department for CENTURY 21 Award. “I started my career in real estate during what some people said were tough times,” he says. “I quickly learned that it’s not the times in real estate that are tough it’s the lack of understanding how to work and grow through those ups and downs.”

ExecutiveAgent Magazine

Bill Etchegaray

Local Experience Expands to Global Reach “The experience of being a top agent and applying those skills and mindset to developing an entire training program -- coupled with my experience as a coach -- has uniquely qualified me to help others be successful,” he says. To date Etchegaray has trained hundreds of agents including many of his local top producing competitors and has used his skills to help thousands of homeowners buy and sell real estate. Today, 22 years after he began. Etchegaray is every bit as energized as he was then. “It’s still about talking to people, about meeting clients and finding solutions that work for them,” he says. “Our marketing has become more global and dynamic; property websites, staging, videos and social media, but it still is a client centered business.” This time, Etchegaray’s not going alone. “Today’s clients need more service than what one individual person can provide.” Currently, along with his team leaders Robert Langston, Susan Wan-Ross and Karie Lacy, he has eight people on his team and is always looking for that next top producer to train. His team works closely with his ancillary partners – LSI Title and Greenpath Funding to help ensure their clients get the best service possible. “These days financing is an integral part of making your offer acceptable to the seller and Brian Fraser of Greenpath has been instrumental in helping us and our clients get offers accepted. Without partners who care about my clients as much as I do, I would never have been able to be as successful as I am,” Etchegaray says. “Working with other like-minded people is an important part of my business.”

core team of 20 agents working domestically and globally to create a sustainable business model. I want to be a global agent with a local feel – we’ll have a larger demographic reach, but offer the same Award winning experience we always have.”

And he’s going international. Etchegaray is learning Chinese and has an agent on the ground in China to help Asian investors find listings in the United States. He has become well-versed in helping his international clients through the process – whether it’s commercial properties or residential. To Etchegaray, helping investors internationally is the next logical step in his real estate career path. “Many companies talk about the international angle, but with CENTURY 21’s more than 900 offices in China and representation in 72 countries I do bring the world to my client’s doorstep. I have been fortunate to be able to represent many large national and international companies with their real estate needs including GE, Nike, Chevron, Cartus and others.” “In the next five years of my business, my goal is to continue to work in agent development,” he says. “I see a

Etchegaray and his team aren’t all work; Bill a father of 4 girls also found time to coach his 3 youngest daughters in tennis and they now play College Tennis. The oldest daughter and his wife Mary are successful title reps. He and his team of professionals have been involved with Make-A-Wish, Easter Seals, Habitat for Humanity and many other charities and organizations. Bill Etchegaray CENTURY 21 Award 160 N. Riverview Drive, Suite 350 Anaheim, CA 92808 Tel: 714-797-0863 BillEtchegaray@gmail.com www.BillEtchegaray.com BRE # 01139672

ExecutiveAgent Magazine

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

Comprehensive Education

CRMLS Award Winning MLS Provider

Weekly Breakfast Networking Connections

TIGAR Political Connections

through our Government Affairs Director

The Inland Gateway Association of REALTORS® Successful Recreational Events

Technology Connections

via Facebook, Twitter, Live Streamed Meetings & More!

Your REALTOR® membership in The Inland Gateway Association of REALTORS® Connects You with exclusive products, programs and services as well as becoming a member of the California Association of REALTORS® (C.A.R.) and National Association of REALTORS® (N.A.R.), benefiting from the strength of 1.3 million REALTORS® across the country all committed to creating a strong and viable real estate marketplace. We make sure you are always connected using the latest technolgies such as Facebook, Twitter, and Email Newsletters to keep you informed with all the Real Estate news that affects your business. We pride ourselves as the member friendly Association of REALTORS®. Our customer service team strives to make your experience with us the best part of your day.

(951) 735-5121 The Inland Gateway Association of REALTORS® 321 E. Sixth St. Corona, CA 92879

www.tigar.org

TIGAR The Inland Gateway Association of REALTORS®

Hitting the Bull’s Eye

omebody once said the difference between a big shot and little shot is that the big shot was the little shot who kept on shooting. There’s much truth in that witticism. The reality is, no matter what our target might be, we seldom hit it on the first try unless the target is low, which means the accomplishment--and the rewards--will be insignificant. In bow shooting, experienced archers test the wind by using the first shot to judge its strength and direction, enabling them to zero in on the target with their following shots. In short, archers learn from their mistakes. That’s good advice for all of us. Success in business, athletics, science, politics, etc., seldom comes on the first effort. Walt Disney went bankrupt a number of times and had at least one nervous breakdown before he made it big. Athletic skills are acquired over a long period of time and after countless hours of practice. Authors by the hundreds can tell you stories by the thousands of those rejection slips before they found a publisher who was willing to “gamble” on an unknown. It’s more than just a cliché that persistent, enthusiastic effort produces powerful, positive results, that failure is an event--not a person--and that the only time you must not fail is the last time you try. Whatever your target might be, chances are good that you’re not going to hit the bull’s eye on the first effort you make at being “successful.” The key is persistence and the willingness to try again in the face of those early misses. You can learn from those early mistakes and if you do keep on shooting, it’s just a question of time before you, too, are hitting the bull’s eye.

ExecutiveAgent Magazine

Written By Zig Ziglar

Zig Ziglar is a beloved author and Americaâ&#x20AC;&#x2122;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

E XECUTIVE AGENT MAGAZINE

By Julie Brown

Steven Abraham ExecutiveAgent Magazine

F IRST TEAM® WELCOMES

teven Abraham is a former musician who spent the early part of his career performing with many famous artist and groups. Nearly three decades later he’s still working with many of the top names in music and entertainment as a successful Realtor® with First Team Estates® and has earned the nickname “Realtor® of the Stars.” As a top producer he sells the most luxurious homes in Orange County, with a full team supporting him, Steven still prefers to be a hands on Realtor®. “When my clients contact me, I’m on it and am committed to doing the best job I possibly can,” shares Steven. As a musician, Steven toured throughout Europe and the United States with many music legends including B.B. King, The Platters and Lee Greenwood. When the touring ended he followed in his family’s footsteps as a fourth-generation clothing merchant. Steven owned and operated several apparel stores, but always stayed personally invested in real estate. In 1993, he sold his apparel business and made real estate his official career. “Whatever career path a person chooses, I believe experience is one of the most important ingredients to success,” says Steven. He was able to use his experience in business management and sales to help build his real estate business. Like any other sales business, the key to success is all about client service according to Steven. “It’s crucial to understand your client’s wants and needs in order to provide the very best solution for them,” explains Steven. “When you are an ethical person, have knowledge and experience, and truly have your client’s best interest, everything falls into place.” In addition to great service, Steven stresses the importance of relationships in building a successful business. He estimates that 90% of his business is based on referrals. “I dedicate every day, all day, to assisting my clients,” shares Steven. “I have built my business working with anyone and everyone interested in a real estate transaction.” Though he specializes in working with high-net worth individuals, his client base includes first time home buyers, tenants, landlords, relocating buyers and more. He also enjoys working with people buying and selling businesses, investment properties and commercial sales and leases. Buying and selling homes can be a tough process for some, especially for people relocating which is considered the third most stressful life changing event after death and divorce according to Steven. “When my job is performed correctly, I make the entire process for my client as stress free as possible,” says Steven.

inspection and event that involves his client’s property. Doing so enables him to provide beneficial feedback as well as meet potential new buyers. “Many top-producing agents delegate an assistant to attend the showings and inspections for them,” explains Steven. “I couldn’t run my business this way as I believe this approach is not servicing the client to the best of one’s ability.” One of his areas of expertise is in contract negotiation. His skills have enabled him to negotiate sales prices an average of 10-20% more than competitors and assist buyers in saving as much as 30% in some cases. “Knowing how far to push the envelope, being an excellent listener, and demonstrating even-handed diplomacy, are essential as I help buyers and sellers wend their way through the emotional process of closing their deal,” says Steven. “My value to my clients is achieving the best price and best terms possible for them.” In addition to being a skilled negotiator, persistence has also helped Steven to secure great deals for his clients. He shares the story of a buyer he represented that was outbid at an auction. Steven contacted the auction company daily and discovered that the property fell out of escrow. “I refused to give up and it paid off,” explains Steven. “My client purchased the property for less than $3 million and a few months later rejected a purchase offer for $8.5 million, as he had no intention of selling. The amazing fact is that this Orange County estate is a slightly larger than 30,000 square feet on two acres with an ocean view.” Steven joined First Team this year, with 28 years of professional real estate experience, and says the decision was an easy one. What attracted him to the company was their reputation, marketing expertise and the unique resources they offer their clients including a call center. “First Team understands what drives this sophisticated local real estate market and has pioneered a repertoire of proprietary innovative tools and strategies that clearly benefit our clients by maximizing our client’s home’s values,” says Steven. “Bottom line, First Team supports me in fulfilling my client’s needs.” Steven Abraham First Team Estates 900 Glenneyre Street Laguna Beach, CA 92651 Ph: (949) 378-4005 LagunaCastles@cox.net www.LagunaCastles.com BRE # 01246369

Even though Steven has a full-time professional team assisting him, he is sure to be a hands-on Realtor®. For him that means personally attending every showing, ExecutiveAgent Magazine

Get More Clients Using

arketing is like rowing. You pull hard on the oars to go forward, then lift them out of the water and push them back to finish the stroke and get ready for the next pull. Once you’ve got the sequence of the stroke right, you and your boat slip forward through the water and build speed and momentum. If you push when you should be pulling, the boat goes backwards, or, even worse, you lose your balance and fall into the bottom of the boat. One of the biggest mistakes people make in marketing their services is to simply PUSH information about their services and themselves out to prospects and hope that this will result in attracting prospects. Unless you are already a household name and in such demand that your phone is ringing off the hook, this approach rarely attracts the numbers of new clients you want. The result is that most marketing falls into the bottom of the boat instead of propelling your business forward. An alternative to the typical push and hope approach to marketing is to PULL prospects in and then in the context of a growing relationship, PUSH useful information out to them. If you want prospects to remember your firm when they have a need for your services, start by attracting their interest.

Generate interest by focusing on what your potential clients want and the problems they need solved. Use this client centered marketing strategy to pull prospects in so you can push your expertise out to them. Give them ideas they can apply instead of information about credentials, or past clients. Like rowing your boat, you won’t move very far unless you repeat the sequence again and again. Are you pulling prospects in or just pushing your information out? Review your marketing materials to see if you have the sequence right. Take a look at your web site, brochures, newsletters, correspondence and postals. PULL TACTICS – Client Centered Do your marketing materials 1. Begin with a clear identification of the niche market(s) you work with? 2. Lead with client problems and concerns? 3. Use the two elements above to create a picture that your target market can identify with? 4. Provide useful ideas that your target market can use and that demonstrates your expertise?

ExecutiveAgent Magazine

Pull Then Push Marketing

Written By Charlie Cook

PUSH TACTICS -You centered Do your marketing materials

details about your services, credentials and testimonials. But this is often the last information you need to provide.

1. Focus on you, your services and staff? 2. Focus on glowing testimonials and your client list?

Use the pull then push strategy to get your marketing moving. You’ll be amazed as you watch both your prospect and client lists grow and your business gains momentum.

Which works best? Both. The challenge is getting the emphasis and order right. The pull then push marketing sequence that works to move your business forward involves the following: 1. Create resources that pull prospects to you and your firm. 2. Get prospects to give you their contact information (Most firms let over 99% of the people who see their information go away and never follow up) 3. Push useful information out to self-selected prospects on a regular basis. (Remember the majority of buyers won’t make a purchase until they’ve had a minimum of 5-6 contacts with your firm.)

Charlie Cook, Marketing Coach, helps small business owners and marketing professionals attract more clients and be more successful. Sign up for the Free Marketing eBook, ‘7 Steps to get more clients and grow your business’, full of practical marketing strategies you can use at: Small Business Marketing Strategies Copyright©, 2005, In Mind Communications, LLC. All rights reserved. For Information, contact the Frog Pond at 800.704. FROG(3764) or email Susie@frogpond.com; http://www. frogpond.com

When your prospects have a compelling need, they will turn to the firm that they’ve had regular communication with, know and trust. At some point prospects will want more ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

ExecutiveAgent Magazine

By Julie Brown

Sharon Paxson “Taking Real Estate Online”

haron Paxson has always been technically savvy and interested in learning how to use the latest online tools.

Sharon’s previous work experience includes starting and operating a contract rehabilitation business for over 20 years. Growing and operating this company provided her with extensive training in sales, networking, computer software and providing excellent customer service. This customer service afforded the company to expand and operate in seven states, and the company grew by referral. This experience has provided Sharon with the understanding of client expectation and needs. When Sharon become a REALTOR®, she knew she needed a way to stand out among the competition. Sharon started researching and using online tools to build her business and has distinguished herself as a leader in the areas of Internet marketing and social media. “The Internet has given me a great way to connect with people, generate business leads and referrals and even share some of my expertise,” shares Sharon. Sharon has learned everything she could about using the Internet to market her business. She has built multiple websites, created a significant social media platform. “I’ve always had a knack for technology and like learning the latest tools and trends that are available.” She has been named one of the top REALTORS® on Twitter in 2013 and has a large following on Twitter, Facebook and LinkedIn. Her real estate blog was also recognized as one of the top Real Estate blogs to follow in 2013. Her blog includes information about local community events, Real Estate suggestions for buyers and sellers, and regular market reports on several areas within Orange County. “It’s really a great way to keep myself educated and see what’s trending,” adds Sharon. Creating a strong online presence has enabled her to build relationships with no geographical boundaries and has resulted in many new business opportunities. One example she recalls is when several years ago she wrote a blog and included photos about a visit to her daughter’s college, Chapman University. An out-of-state mother of a future Chapman student saw the blog post and contacted Sharon to find a home near the school that she could invest in for her son. “The Internet has been the best resource for my business and has allowed me to create some amazing relationships.”

In addition to the use of the Internet, the other major drivers for her business are providing great service and referrals according to Sharon. “Coming from a healthcare background I have great compassion and empathy for people,” says Sharon. “I think that has also helped set me apart from other people.” One of the most important considerations is to anticipate what direction the transaction may take and to keep the client updated. “There are so many things that can happen in a real estate transaction,” explains Sharon. “I try to let my clients know what can happen before it does so they can be prepared.” When she’s not reading up on the latest real estate and online trends, Sharon keeps busy as the mother of two daughters. Sharon has raised her two daughters in Newport Beach, and she is very knowledgeable of the schools and programs that are available for children. A graduate of USC, Sharon also keeps busy with alumni activities. She is a California native who was born and raised in Glendora and has a great appreciation for and knowledge of the market. As an avid fan of education, Sharon is working on getting her broker license. She joined HÔM Sotheby’s International Realty in Newport Beach in May and is continuing to build her business. “I want to continue to enhance the level of professionalism in the industry and offer exceptional service and communication to my clients,” says Sharon. “It’s very rewarding to help people achieve their goals and find their home.” Sharon Paxson HÔM Sotheby’s International Realty 1200 Newport Center Drive, Suite 100 Newport Beach, CA 92660 Ph: (949) 280-0681 Sharon.Paxson@gmail.com www.NewportBeachRealEstateCafe.com BRE # 01501912

ExecutiveAgent Magazine

Written By Greg Whitaker

f you make hiring decisions, take a few notes. There’s a hiring tool not many people are aware exists. Written as early as the 1600’s and in use all over the world today, this powerful pre-screening method is known as Graphology or handwriting analysis. The American Heritage® Dictionary of the English Language, 4th Edition defines Graphology as “The study of handwriting, especially when employed as a means of analyzing character.”

By no means inclusive, a list of personality traits handwriting can reveal: Productivity / Goal Setting / Procrastination Self-esteem / Determination / Persistence Mental Processes / Emotional Expression

Some mistakenly assume it is related to palm reading, astrology, numerology, etc. Nothing is further from the truth. The Library of Congress recognizes Graphology as a science, listing it under Psychology.

Graphology isn’t 100% accurate. No screening method is. People are too diverse in their behavior and actions. But a sharp analyst can give you a very good idea whom you’re dealing with before you hire. You can screen existing staff for promotion, team building, or conflict resolution. You might save time, hassle, and money while you’re at it. I say throw convention to the wind and give handwriting analysis a try. Order a quick profile analysis of yourself or a current staffer. This is to test the analyst’s accuracy. If you’re impressed and want to explore further, a more indepth analysis can be requested.

Traditional hiring techniques involve written application, interview, and references. People can become adept at interviewing. You are relying on subjective answers from applicants. Who lists references that discredit past performance? Handwriting analysis can really supplement existing hiring processes. This personality assessment tool is an “ace up your sleeve” before or after interviewing prospects. Here’s how it works. Individual letter formations reveal personality traits when we write. Basic psychological principles are observed such as dark/light, left/right, narrow/ wide, up/down, etc. What’s written isn’t important; how it’s written is. Handwriting is as unique as a fingerprint. An experienced analyst sees traits in all their combinations on paper. The handwriting should be analyzed as a whole. One of my first clients wrote me a check. A few days later I noticed an unusual trait in his signature. I emailed asking had he ever had a severe injury of lower leg or foot. He had suffered a severe ankle injury and asked how I knew. Without divulging trade secrets, I gave a hint. I’m certainly not a doctor. Nor do I diagnose illness or recommend treatment, since I have no medical training or license. The above true account is simply meant to illustrate one of many things found in handwriting. 32

Positive aspects of Graphology: Objective / Nondiscriminatory (analyst never meets applicant) Doesn’t rely on subjective input from applicant Your competition probably doesn’t know about handwriting analysis

Age, gender, and race can’t be determined by handwriting analysis. Graphology should never be used as the sole criteria for hiring decisions, but should supplement existing screening methods. You have to make a profit. You hire and retain people to do that. Understanding those people and their potential is just smart business. Handwriting analysis can help in that endeavor. Remember, it’s not what you write that counts, but how you write it! Greg Whitaker is a Certified Master Handwriting Analyst. He is a member of The American Association of Handwriting Analysts (AAHA), with a working background including 5 years military service, 3 years Radio/TV broadcasting, and nearly 4 years in the lending industry. Copyright 2004 by Greg Whitaker. All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susie@frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine

An Unusual Hiring Tool

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E XECUTIVE AGENT MAGAZINE

By Julie Brown

William Soto

Destined For Real Estate

illiam Soto has a background in marketing, sales, property management, home repair, business management and customer service. It sounds like the dream skill set for a real estate professional, but it took several years for William to realize just what he had. After spending the early part of his career in advertising and managing his own business, William eventually followed his destiny and went into real estate. “The stars just aligned,” shares William. “You don’t know what skills you have until you need them and my past definitely helped me to build my future.” As a REALTOR®, broker and licensed contractor, William brings true meaning to the idea of being a full-service real estate professional.

ness. His father owned several rental properties and taught him from a young age the concept of passive income as well as how to fix just about anything in a house. His mother owned a Mexican restaurant and taught William about customer service and business management. Intrigued by the marketing side of running a business, William studied advertising and went to work for an ad agency. A few years later he and a fraternity brother came up with an idea for a fishing product and started an outdoor company. They manufactured their product and sold it to stores throughout California with success, but eventually hit a wall. “We exhausted the personal funds we put into the business and needed investment capital,” says William. “We just couldn’t get the business to the next level.”

William grew up in the real estate and restaurant busi-

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The experience fueled the entrepreneurial spirit that William inherited from his parents. He knew he didn’t want to go back to the corporate world, so he pursued a career in real estate. He earned his license in 2002 and went to work for a local brokerage company. William sold five properties in the first five months and attributes his success to good old fashioned customer service. “Growing up in the restaurant business you learn all about serving people,” explains William. “Some agents don’t like to pick up the phone anymore, but the way of doing real estate hasn’t changed despite all of the technology that we have. It’s still about serving people.”

In 2012 William joined Realty ONE Group in Mission Viejo and says they have the best financial model for agents to be successful. He also recently brought on a partner and is focused on building a team as well as continuing to grow his real estate portfolio. Even though he has his broker’s license, William has no plans to start his own business at this time. “I don’t want to worry about managing an office as I’d rather focus on my business and clients,” explains William. “It doesn’t matter what company you work for, it matters what type of service you provide. The brand doesn’t make you a better agent. Only I can make myself a better agent.”

By the time the recession hit, William had built a solid business, but diversified his skill set to survive the downturn and prepare for the future. Taking the lessons he learned from his father about using real estate to create cash flow, William flipped homes and relied on that extra income during the tougher times. He also broadened his education and earned a broker and contractor’s license. “You have to constantly reinvest yourself in this business and be able to adjust to the market changes,” says William. “The licenses help set me apart from other agents and I knew they would put me in a better position when the market turned back around. It also shows that I take this profession seriously and am passionate about the industry.”

William grew up in Orange County and is married with three kids. He started a Commission for Causes program where he donates a portion of his commission back to local charities. “I’m so blessed to be in the position that I am and want to give back,” says William. He is already taking his kids with him to work on some of his properties and is teaching them the value of hard work. He’s not sure if it will inspire a third generation of real estate investors in his family, but says he is motivated to work hard to send his kids to college. “I just want them to be entrepreneurs as that has been part of our family tradition and legacy,” adds William. “I’m glad that I’m still here doing real estate when a lot of people bowed out during the tough times. I’m positioning myself for a long term career.”

Those extra credentials have put William and his clients in a better position. When he looks at properties he can evaluate as well as provide contracting services to get any repair or construction work done. He’s even done the work on many of the homes he has bought and sold for his clients. “It’s a definite advantage for my clients because I provide that extra perspective as a broker, contractor and even as an investor myself,” adds William.

William Soto Realty ONE Group 25910 Acero, Suite 100 Mission Viejo, CA 92691 Ph: (949) 783-2499 wm@sotoaa.com BRE # 01328793

ExecutiveAgent Magazine

Letting Go Vs. Giving Up

ave you ever wondered what the difference is between ‘letting go’ and ‘giving up’? There certainly seems to be a very fine line between the two. Intuitively, I know there is a different feeling between the two, but it’s only recently that I was able to understand the essence of that difference.

of is the attachment to the results, especially the results I decided the action would have before starting. This process allows me to play out the hand knowing ‘Yes, I might win; Yes, I might lose’ but either way I gain something from the experience”. It also allows me to keep investing energy into whatever it is.

For me, ‘giving up’ is like folding your cards in poker, throwing in the hand before all the cards are dealt. You stop investing energy into the project and concede failure at a point way before the finish line. Like in poker, we usually fold as a result of fear, uncertainty or a spot-on analysis of the situation and the likelihood of success. You can usually tell the difference by how you feel about the ‘giving up’ after you’ve done it. When you feel calm, confident and free, you can be pretty sure it was based on sound analysis. There are definitely times when moving on is the appropriate way to go.

So often in life we judge ourselves not by the results of our actions, but by what we decided in advance the results ‘should’ be, our expectations.

On the surface, ‘letting go’ looks the same. What I now understand, however, is that what I’m actually letting go 36

We often speak of others’ expectations of us and how deadly they can be, yet we forget that we develop expectations as well. In many ways, our own expectations can be more devastating than someone else’s expectation of us. We may have an initial knee-jerk reaction to the idea of someone else having expectations, something inside us that shouts ‘No!’ even as we try to live up to them. Unfortunately, our own expectations seem normal and ‘right’ and we rarely question them.

ExecutiveAgent Magazine

Written by Louise Kaelin

A long time ago, I heard an _expression that I must admit I don’t remember as consistently as I’d like: Let go and let God. For me, it’s the essence of letting go of my attachment to the results. I believe (and tell my clients) that it is our job to figure out what we want, to develop a clear picture of that and to start moving towards it. It’s God’s responsibility to figure out “how”. Our actions send a strong message that we are truly committed to experiencing whatever our stated goal is. The process is definitely one of “co-creation”. Next time you are feeling disappointed in how things are turning out, here are some questions to help you determine if it’s time to let go: How have I defined success in this area? Where did that definition/number come from? What is that result supposed to bring me? What feeling? What other definition/number can bring me that feeling? What am I learning in the process?

Am I taking all the actions necessary to make this come true? Am I willing to let go of my attachment to the results? Louise Morganti Kaelin is a Life Success Coach who partners with individuals who are READY (to live their best life), WILLING (to explore all options) and ABLE (to accept total support. She publishes a free bi-monthly newsletter, The 3-Minute Coach, which offers tools, ideas, strategies and action plans to assist individuals in creating the life they truly want. In addition, she is the author of the ebooklet “Blueprint for Success: 101 Tips to Reclaim your Vital Energy & and Get the Results You Want “. Copyright© 2003, Louise Morganti Kaelin. All rights reserved. For more information about Louise, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

By Shannon Hartsoe

Nancy with client Evan Younger

hen Nancy Deprez closed her first real estate transaction only a month after starting in the industry, she wasn’t surprised. Having completed an intense, comprehensive training program at Century 21 Action in Long Beach, Calif., she says she felt completely prepared for success. “Going through that program was one of the best things that could have happened to me as a REALTOR®,” she says. “Choosing to partner with Century 21, with all of the tools they have available to agents, has been a great decision.” The training consisted of two parts. The first involved real estate law. “This was helpful,” says Nancy, “because the legal terminology can be very intimidating for a new agent. By going through every part of the legal aspect in

training, from disclosures to title, I felt comfortable once I got to the real deal.” The second week focused on sales training. “We learned how to approach people, how to prospect and how to negotiate sales among other things,” she says. “It was a very good introduction to the real estate world.” So when Nancy learned that an acquaintance was involved in real estate investing, she wasn’t afraid to approach her. Though the woman had done numerous transactions already, Nancy offered her professional services. “She said, “If you can find me listings, I’ll work with you,” recalls Nancy. “I ended up finding her a listing out in Compton for only $160,000 and she was able to rehab it and sell it at a profit.”

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Nancy Deprez A Firm Foundation Equals Success To date, Nancy has written more than 100 offers for this same client and solidified herself as a front-runner in Los Angeles County real estate. That first experience gave Nancy the confidence boost she needed to hit the ground running. Now, she’s an award-winning top-producer for Century 21 Action. But the training program was only part of the equation. Nancy’s experience, drive and determination have also factored heavily in her success. Before coming to California from her native Canada, Nancy worked as a registered dietitian, a career she said helped foster a natural desire to help others. Once in Southern California, Nancy switched careers, obtaining an MBA from California State University-Los Angeles, with a concentration in marketing. The salesperson in her began to flourish. She began working in the wine industry, first in retail then in wholesale. For the first time, Nancy worked solely on commission and immediately felt at home. “I really enjoyed building relationships,” she said. “Working in wholesale was a whole new experience for me, but I loved it. I liked going out into the world and managing my business as opposed to sitting in a store and waiting for the clients to come to me.” When she decided to switch to real estate, Nancy knew it would be a good fit. “I’d always had an interest in real estate, and regretted not investing earlier in life. Part of the reason I wanted my license was so I could invest for myself, but I also knew that with my experience, I’d be good at helping others invest as well.”

estate business. “I tell new agents all the time, ‘Keep on learning,’” she says. “I was fortunate to have found Century 21 and have such great training available to me. New agents should get that kind of training, learn how to work their sphere of influence and not be afraid of hard work. It’s the only way to be a success in this business.”

Though she’s earned the Ruby Master’s award for Century 21 and is on par to receive her Centurion award, Nancy says she’s not content to rest on her laurels. She still works seven days a week, still does open houses and still maintains an active roster of past clients with whom she keeps in touch. She makes it a point to be hands-on in every real estate transaction, whether it’s a first time homebuyer, a move-up buyer or someone looking to downsize. “Everything is important, no matter the size of the deal,” she says. “I’m committed to providing excellent customer service and to go above and beyond when it comes to helping my clients.” And even though she’s no novice, Nancy makes sure to keep on learning as much as she can about the real ExecutiveAgent Magazine

Nancy Deprez Century 21 Action 2679 Redondo Ave. Long Beach, CA 90806 Tel: 310-739-8272 NancyD@emailc21.com BRE # 01899929

Putting A Positive Spin On Workplace Evaluations

ave you ever worried about your annual evaluations? Do you know you do a good job at work, but your mind keeps spinning with all the things your supervisor said you need to improve? You are not alone. In fact, if you were to ask just about anyone who has just been evaluated what he or she remembers most, an honest response would be not the things that he or she is doing right. Rather, it is easiest to recall the supervisor’s suggestions for improvement. This has to do with the way our brain is wired. Everyday we are presented with millions of messages. The way that our perception works is that we select out the messages that are the most important to us. Think for a moment about how this relates to the evaluation process. Prior to going into an evaluation, what is the typical person thinking? Not, “I wonder what great things they are going to say about me this time.” Rather, you are more likely thinking, “I wonder what they are going to find wrong this time.” Because we set up our brain to look for this information, this will be what information we select out. Subsequently this is the information we will hold in long term memory, where it remains. And at a moments notice, we can replay the message like a broken record. Communication experts refer to this as “sharpening.” Sharpening happens when we pay attention to certain aspects of a message while ignoring or overlooking the other aspects of a message. Imagine you have a huge “mental highlighter” and at any given moment you take it out to mark or highlight the messages most important to you.

For instance, where would you use your “mental highlighter” if your evaluator said, “You’ve really had a great year. I appreciate how you’ve covered extra shifts for your colleagues who have called in sick. I also appreciate your willingness to take on extra projects. You have also come a long way with regard to learning the new computer system which represents an area that I’d like for you to continue to work on.” The reality is - all of these messages are of equal importance. However, because of our tendency to sharpen on the negative or corrective messages we are more likely to be driving home later that evening saying to ourselves, “I hate that computer system. I can’t believe that they expect me with all of my other roles and responsibilities to learn that too.” A good way to gauge whether you are sharpening on the negative or corrective aspects of a message is to play the game, “Get Off Your Buts.” When we are being evaluated, chances are we’re not as interested in the messages that come before the “but.” Rather, we are interested in the messages coming after. Supervisor: “You do a great job around here, BUT . .” Supervisor: “Overall we’ve seen great improvement, BUT . . ” To keep from sharpening, ask yourself, “what just came before the BUT that needs my attention.”

ExecutiveAgent Magazine

Written By Susanne Gaddis

As you know, an evaluator’s purpose is to provide you with feedback. This is in hope that you will take this information and make positive changes in behavior. Equipped with the information that you learned from your evaluation, you are set to begin on a journey toward making these improvements. So, my best advice? Rather than letting your mind spin with all the things that your supervisor said that need to be improved, let your mind spin with all of the behavioral changes you can make so as to be the best employee you can be.

Susanne Gaddis, Ph.D., known as The Communications Doctor, has been speaking and teaching the art of effective and positive communication since 1989. Gaddis’ workshops, seminars, and keynote presentations are packed with tips and techniques that can be immediately applied for successful results. Gaddis also provides quality training and executive coaching for organizations, corporations, and associations across the United States. © 2008, Susanne Gaddis. All rights reserved. For information about Susanne’s Keynote Presentations or Executive Coaching, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPond.com; http://www.FrogPond.com

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More Control. More Deals. At Eagle Home Mortgage, our world revolves around the relationships weâ&#x20AC;&#x2122;ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process; so as partners, we can make more deals happen.

Four Southern California locations: Torrance NMLS #804830

Phone: 310.602.3900 Torrance@eaglehm.com www.eaglehomemortgage.com/torrance

NMLS #839289

NMLS #849059

Irvine

Riverside

Scott Criss

Brett Smith

Karen Virgil

Branch Manager / Sr. Loan Officer

Phone: 619.929.0102 ScottCriss@eaglehm.com www.eaglehomemortgage.com/scottcriss

Phone: 949.892.2422 BrettSmith@eaglehm.com www.eaglehomemortgage.com/brettsmith

Phone: 951.750.7952 KarenVirgil@eaglehm.com www.eaglehomemortgage.com/karenvirgil

San Diego

NMLS #210975

NMLS #483930

NMLS #944511

NMLS #613337

Member of the Lennar Family of Companies

Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.