January 2014 inland empire by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Linda Holmes Executive Agent of the Month

Inside Features: Matt Clements Berkshire Hathaway Debra Kovacs CENTURY 21 Award Judy Marburger imortgage Mahesh Mike Patel First Team Real Estate

Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect time to target imortgage. ● imortgage and its new partner, loanDepot, have combined to become the 3rd largest private mortgage retailer in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

Watch your career take flight with us. Call today! (951) 893-6300 Judy Marburger, Branch Manager Direct Mobile

(951) 893-6300 (909) 821-7741

NMLS ID 150951 judy.marburger@imortgage.com

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

JANUARY, 2014

INLAND EMPIRE Editorials

Cover Story

32 - Rich Casto:

Noticing Without Judgement

24 - Mark Victor Hansen: Live In Truth...

08 - Nancy Michaels:

ADVERTISERS’ INDEX

Creating a Niche...

City of Hope......................................35

28 - Peggy Morrow:

Becoming A Peak Performer

Evergreen Realty.................................7 imortgage.............................................2

12 - Walter Sanford:

i Photography Studio..............11 & 23

Checklist Your Business

Linda Holmes

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

Prominent Escrow...............................6

Executive Agent of the Month

Realty ONE Group............................36 The Termite Guy...............................10 TIGAR....................................34

30 Matt Clements

Judy Marburger imortgage

Berkshire Hathaway

Debra Kovacs

CENTURY 21 Award

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 © 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.

Mahesh Mike Patel First Team Real Estate

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E XECUTIVE AGENT MAGAZINE

By Lalaena Gonzalez-Figueroa

Judy Marburger ExecutiveAgent Magazine

from start to finish, have helped earn imortgage and its loan officers a rapidly-growing client base. And as the company continues to gain market shares, it is building its core personnel accordingly.

Judy launched her financial career in the banking sector, then moved into the automotive industry. Transitioning to real estate lending, she says, has been an opportunity to establish and nurture long-term relationships with clients and colleagues alike. And with imortgage, she’s able to focus on the notable array of lending products designed to meet the diverse needs of consumers, builders and developers.

“We’re growing at a sustainable and thoughtful rate,” confirms Judy, who has opened 2 new branches in 2013 and plans to open another in 2014. Transitioning from an originating branch manager to a non- producing manager will be Judy’s new model. Her focus will be to recruit new loan officers and retain the current loan officers that she currently has in this everchanging environment. Within her own office, she looks forward to welcoming motivated professionals focused on building business through knowledgeable and client-centric service. “We offer tremendous opportunity,” she says. “Not only are loan officers able to provide their clients with the products they need to close transactions, but they’ll have the support and resources necessary to take their businesses to new levels.”

er value proposition drives every facet of Judy Marburger’s business: “I want to facilitate a transaction that is as easy and stress-free as possible,” she asserts. “When my clients think of real estate, I want to be at the top of their mind.” Her business model reflects her approach. Judy is a resourceful professional with a solid network of ancillary industry service providers.

Judy joined imortgage in 2009 as a Branch Manager in the Corona office. After working for years with a big box lender, she says she appreciates the boutique-style approach that has contributed to imortgage’s remarkable growth. “We’re operating each branch with a sense of autonomy,” she explains. “While we all adhere to the imortgage philosophy of business, we’re more responsive to the immediate needs of our regional clientele. This has been a significant factor in our success. At my branches, we are truly committed to meeting and exceeding the needs of our clients, which include builders, real estate agents and consumers. Our ability to run our branch accordingly has improved efficiency and contributed to a great atmosphere, while also increasing our productivity and profitability.” An award-winning producer, Judy shares her knowledge and experience to assist other loan officers in achieving their professional goals. “I really enjoy helping people,” she offers. “Consumers, agents and loan officers all have distinct wants and needs, and I appreciate the opportunity to assist them in achieving their long- and short-term objectives.” imortgage offers a full menu of products including FHA, VA, USDA and conventional loans, HomePath and Home Style loans, jumbo loans, and products designed for investors and builders. Competitive rates and expedited closing dates, paired with exceptional customer service

While her professional endeavors are demanding, Judy enjoys down time with her family. They are avid boaters who cherish the opportunity to hit the waves. Her business isn’t ever far from her thoughts, though. Judy pursues ongoing education and training to maintain her knowledge and skills, so that she may best assist her clients and mortgage staff. Judy Marburger - Branch Manager imortgage 1250 Corona Pointe Ct., Suite 101 Corona, CA 92879 Tel: 951.893.6300 Judy.Marburger@imortgage.com imortgagewww.imortgage.com/janet.scott 3400 Central Ave., #145 Riverside, CA 92506 imortgagewww.imortgage.com/janet.scott 41607 Margarita Rd.,#101 Temecula, CA 92591 NMLS ID 150951 imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 12/2014

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Creating A Niche... S

tarbucks did it. So did Sam’s Club. For that matter, McDonald’s did, too. They carved themselves a successful business niche.

When Starbucks came on the scene, it raised coffee from a mere beverage to a culture in its own right. Warehouse clubs like Sam’s made shopping in bulk fashionable, and we all know that before McDonald’s, fast food was downright slow. In today’s’ competitive business climate, you’ve got to separate yourself from the pack -- you’ve got to create a niche. By offering something no one else has and by targeting your business to a few select markets, you protect yourself not just from the competition, but from the twists, turns, and plunges of the economy. Before Starbucks, coffee came in two ways: regular or decaf. Now you have your choice of latte, cappuccino, espresso ... The people who have grown to depend on specialty coffee roasters for their freshly brewed cup of Columbian premium would no longer dream of plunking 75 cents into a vending machine for a watery cup of joe. The lesson here is to create a product or service that so completely fills a need, that your customers will have a hard time imagining life before you came on the scene. Finding your own niche is often a matter of putting a new spin on what you already do. Ask yourself, how can I differentiate my business from others? How can I create the perception that my market simply cannot live without me and what I have to offer?

1. Decide who you want your customers to be. Be specific, listing their names and companies. 2. Decide on your focus. If you have trouble, then examine the needs of your customers. 3. Match what you’re selling to what the customer wants to buy. List your potential clients’ interest, concerns, ambitions, and goals. 4. Make sure your niche is special, unlike anything else out there. 5. Make sure your niche is viable. Is there a market? Is it a strong one? 6. Test your product or service with real people. 7. Market your business like crazy. 8. Commit yourself to your business. 9. Do it all over again when your niche has grown old. Look at where your market has been and where it’s going. And be prepared to respond to change. The secret to successful niche marketing is the ability to grow and evolve with the times. You don’t have to be a Starbucks, McDonald’s or Sam’s to be a successful niche marketer, but you can follow their lead for doing business. Find an unmet need, or create one, then position your company to fill it. Do that, and you will have found your niche. Nancy Michaels, of Impression Impact, works with companies that want to reach the small business community and with small business owners who want to sell more products and services. Copyright© 2005, Nancy Michaels. All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susiefrogpond.com; http:// www.frogpond.coma

In her book, “Nichecraft,” Lynda Falkenstein lays out the following steps for creating a niche:

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Written By Nancy Michaels

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CHECKLIST YOUR BUSINESS....

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Written By Walter Sanford

hen I first got in the business, I found myself with a manilla folder and hundreds of bits of pieces of paper stuck any which way with no regard to purpose, chronology or importance. Then the day came when I received the phone call from a grumpy seller. I frustrated the seller because of my lack of ability to answer his questions and thus was born my need to become systemized under a checklist format. Let me tell you about the excitement of having a checklist mentality: 1. You don’t have to store the information in your brain. Once you make an addition to a checklist, the step has been remembered forever! 2. Every time you go to a seminar and receive a brand new idea, don’t you find it frustrating in its implementation? Well, add it to your checklist. The idea almost certainly fits under some category and in that category it’s going to get done! Just go back to your office manual (a binder of checklists!) of the main business systems that you do, and enter it under the appropriate checklist number. Now, your brain doesn’t have to remember it, and it automatically gets handled as long as you have the discipline to complete your checklist. The last item on most of my checklists says I can’t take the file off my desk until I finish the checklist! 3. Remember the times you shook your head and wondered where all the money went. Well, let me tell you, it went to overhead. It went to all those necessary (spur of the moment) emotional expenses that you just had to write a check so you could save, increase or improve your business. Over the years I have found that most of those checks written were unnecessary and a checklist is a perfect form for going back to and cutting. You will see your totals drop out of your Schedule C. Yes, that’s right. When I tell you that you need to bring your overhead to less than 25% of your gross, where do you go back and cut, that’s right, you cut line by line out of your checklists. Go back and ask yourself the question, what could have been eliminated that nobody would have missed. It’s a refreshing experience.

4. Another reason for checklists is simply it provides foundation and basis for delegation. As you may know, all the mega agents that I’ve ever counseled, trained and coached have had to do the actual business systems themselves then generate checklists, and then were able to finally delegate the task to a less expensive widget maker who followed the pro’s step. 5. It may even provide the basis for your next career like mine. (Speaking and training) 6. How about selling your business someday - won’t it be worth more if you have directions on how to run it? So there you have it, lots of reasons to checklist your business. It not only will increase your speed and efficiency, but most important, one of the greatest aspects of customer service is consistency. Remember, do the best the same way all the time and soon you’ll never have to prospect for new clients again because they’ll be self-generating. Just spend the time to write down all the things you do the next time you commence a new business system. Preparing a lifestyle, making the presentation, marketing the listing, closing the transaction, lead generation, follow-up, even opening the office can all be checklisted tomorrow. I have over seventy checklists that I used in my top performing real estate business that I now use to coach top performing agents all over North America. This checklist is the first step for growing, maintaining and developing raving clients and increasing that elusive net! I hope you put them all to good use. Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

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E XECUTIVE AGENT MAGAZINE

Debra Kovacs

“The Secret to Success is it’s Really not a Secret” By Shannon Hartsoe

he right players, the right team. Follow every lead. Think through what you are doing. Be straightforward. These are just some of the traits behind Debra Kovacs’ success as a top real estate agent in Orange County. Like anyone who’s mastered her profession, success may look easy for Debra. She has been the top seller at CENTURY 21 Award in Rancho Santa Margarita for over a decade, and has ranked in the top 10 for the company nation wide. But she’s quick to point out that success takes all of the above -- and more, seven days a week. “There’s no secret,” she says. “The bottom line is that you work hard. Not 8 to 5. Follow through, details, meeting clients’ needs. Know the economy, job market. Every client is different. “People want to know that you’re successful,” Debra adds. “They’re relying on you for market value, they want an idea of the future. I can tell them what’s going on with my listings and my business. I go by what I see. If I’m showing homes and selling houses, then the market’s there.”

homes and using the skills to help revive a house that’s been gutted and needs some TLC for the market. “For me, it’s been really helpful to have that background,” she says. According to Debra, the transition from interior design to selling real estate wasn’t that big of a jump. Debra had invested in homes while she ran her business, fixing them up and selling them. Debra was something of a specialist, her interior design firm dealt primarily with new home builders providing flooring, draperies and design for their homebuyers. “It was an easy transition,” she says, adding that she already knew the south Orange County area and many buyers and sellers when she made the switch to full-time real estate sales. “I’ve lived in Coto de Caza for 25 years. I know the area well,” states Debra. “From private schools to organizations and groups, it’s important that you’re knowledgeable about the communities that you’re selling.”

Her personal approach is another characteristic Debra relies on. That’s especially important since her clients are likely negotiating their most valuable asset -- the equity in their home.

Debra’s also maintained her edge over the competition by building a strong team. In fact, she’s had the same assistant for 13 years, a marketing specialist who handles her online and print materials. “They’re an extension of you -- dealing with clients, paperwork, escrow,” she says.

“For a listing appointment, we’ll sit down and talk. It’s not about presentation and 1,000 things to show people. Real estate is a personal business. You need to be in the community. People want to talk. Verbal socialization is important. If we can’t talk, why would they entrust me?”

Debra also speaks highly of CENTURY 21, saying the company has “always been a good foundation, a solid company, big name. They stand behind me, and have a great marketing department, excellent escrow service. Everything we and our clients need, it’s right there.”

Debra came to the real estate business already a proven businesswoman. She had owned a home interior business for 15 years. Debra managed the day to day operations and all of its employee’s.

So for Debra, there’s no turning back. “I’m here for the long haul -- for my clients, their children and parents. I like what I do -- selling houses, helping people. It’s fun when you do something that you like and are passionate about. The rest falls in place.”

A keen eye for interior design still serves her in real estate, providing her clients with advice for their ExecutiveAgent Magazine

Debra Kovacs CENTURY 21 Award 22342 Avenida Empresa, Suite 150 Rancho Santa Margarita, CA 92688 Tel: 949-350-0146 Email: DebraKovacs@cox.net Web: www.debrakovacs.com BRE # 01277417 ExecutiveAgent Magazine

EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

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

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: Info@eamag.net Tel: 949.366.3349

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Cover Story

Linda Holmes Executive Agent of the Month

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Linda Holmes “The Holmes Team” By Shannon Hartsoe- Ian Wiant Photographer

oday, Linda Holmes is head of one of the most successful family-run real estate teams in the Inland Empire area. Her son, Sean, specializes in Orange County and is an expert buyer’s representative. Her daughter, Shannon, manages the office and keeps things running smoothly. And son-in-law James represents both buyers and sellers throughout the Inland Empire. In a way it’s the family business -- a team that consistently wins awards for production and client satisfaction. But, before they became a top-producing powerhouse, it was just Linda, building a business on hard work, knowledge and professionalism. For Linda Holmes, it’s never been about the money. Instead, when she decided to enter the real estate business, she knew she wanted to make a difference in the lives of others. At only 19, Linda and her husband, Karl, bought their first home in Riverside, California, and she saw first hand the difference a good agent could make. Their agent walked them through the process, guided them through

each step and was more of a consultant than a sales person. “We never felt pressured or overwhelmed,” recalls Linda. “We just felt completely at ease and like we were in good hands.” Several years later, the couple purchased a move-up home and worked with another agent. The experience was much the same as the first. “I really knew then that’s what I wanted to do,” says Linda. “Both of the agents made such an impression on me and helped me to see that good agents mean the world when you’re going buying or selling. I wanted to be able to be that agent for other people.” In 1983, Linda obtained her license. Both Linda’s grandfather and brother were real estate investors, so she was familiar with the terminology and the world of negotiations. While her children were young she worked part-time, showing houses on weekends and in the evenings. It was the perfect situation for a young stay-at-home mom and Linda learned the ins and out of creating a successful business.

The Holmes Team: James, Shannon, Linda and Sean ExecutiveAgent Magazine

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By the time she went full-time in 1987, she was ready to take her business to the next level. Linda began working a series of systems designed by real estate coach Mike Ferry and before long, other agents began to take note of her climb to the top. She began earning awards for her stellar production and brokers and agents wanted to learn her secret. “I started training other agents and I loved what I was doing. Coaching and mentoring are both important aspects of finding success in this industry, but it wasn’t enough.” Linda missed working with her own clients, so she opened her own brokerage. “There’s noting quite like working with buyers and sellers,” she says. “Not only does it keep my real estate skills sharp to be ‘out in the trenches’ so that I can continue to be a good mentor to other agents both on my team and in the office, but it’s especially gratifying to work with my clients and offering excellent customer service.” Eventually she realized she was spending too much time on administrative tasks necessary to keep a brokerage running and not enough time with her clients, so she made

another move, this time to CENTURY 21 Masters in Corona. And, she started building her team. “Finally I feel like I’m where I can do what I do best again!” she says. The Holmes Team focuses on providing their clients with the best results and service in the industry. First, they listen carefully to understand their clients’ real estate goals and they set about working hard to create solutions that make sense for them. Whether working with first time buyers or experienced investors, The Holmes Team has the expertise, proven track record, and resources to help their clients achieve their real estate goals. The team serves Corona, Norco, West Riverside, Lake Mathews, Lake Elsinore, Chino Hills, Mira Loma, North West Riverside County and South West San Bernadino County. Linda is also licensed to sell real estate in Arizona, something that helped buoy the team through the recent challenges of the California market. “Some agents had a difficult time,” she says. “The market had changed and we needed to change, too. We managed to stay on top because we took a flexible approach. Clients needed more help – better help navigating through those years, and we became a place for them to turn to.”

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“Helping You Live a Life Worth Living” Linda estimates that about 80 percent of the work she does occurs after the sale of the home. “That’s when your clients really need you. Maybe their new to the area, or they’re having trouble with the property and they need to know where to find a trustworthy contractor. We’re here for them before the sale, and we’re here for them after.” As a result, most of The Holmes Team’s business is repeat and referral. “We’ve closed thousands of transactions. We know what we’re doing,” she says. “But we don’t just want to be the Realtor® of choice for one generation. We want to be there for your children, for your grandchildren and for your friends and family members. That’s when you know you’ve done a good job for people.” The team takes a consultative, systematic approach to listing and to selling and uses experience gained in other industries to the good of their business. Sean has a degree in computer sciences and Shannon has a degree in business. Because of that diversification, the team has clients all over the world, and hopes to increase their global reach even more in the near future.

tomorrow’s real estate agent will need to be well-versed in working with a universal clientele.” Linda still coaches occasionally and figures that by conservative estimates, some 150 agents have learned from her experience. But for now, she’s happiest working with her team and giving back to the community she loves so much. In addition to her work with CENTURY 21, Linda is a member of the Soroptimist Club and the National Association of Women Business Owners. She is also an ardent supporter of the Boy Scouts and Girl Scouts of America. “I like partnering with organizations that are like-minded,” she says. “Working with organizations such as these helps me to empower women and girls all over the world. That’s important to me.” Linda says, she never gets tired of spending time with family. “You would think we’d have a little too much togetherness!” she says. “But even when we’re not working we’re planning something to do together. We love the outdoors and have a cabin on the Colorado River. Everyone needs a getaway and that’s ours.”

“I do think that’s the future of real estate,” says Linda. “The world is getting smaller, thanks to technology, and

Judy Marburger, branch manager for imortgage and Linda Holmes ExecutiveAgent Magazine

Linda Holmes CENTURY 21 Masters 160 W. Foothill Parkway, Ste. 105-241 Corona, CA 92882 Tel: 951-313-9925 Email: linda@theholmesteam.com Web: www.TheHolmesTeam.com BRE # 00881789

ExecutiveAgent Magazine

Live In Truth...

ometimes things just don’t work out the way we plan them. Most people want more than they already have, and there’s nothing wrong with that. We all deserve to have the best in life. Just make sure that while you’re working toward your dreams, you don’t ignore the truth about where you are in your life right now. The key to opening the door to your most-desired, future life is to acknowledge where you are presently – right at this very moment. Some of us don’t want to face the truth. We’re afraid of what might happen if we really know where we are personally, professionally, financially and spiritually. But, to move forward, toward the life we really want, we have to know where we stand. We have to take inventory of our lives. (See “This Week’s Action Step” below.) Some people are even more afraid of what others might think if they really knew the truth about us. But forget about them right now. The most important person to be truthful with is yourself, because, when it comes down to it, you are the most important person in your life. If you’re not honest with YOU, you won’t be able to be honest with anyone else. 24

For example: Maybe your plan was to own your own home, be the president of your own company and have a million plus in the bank by the time you were 30 years old. You take a look around and realize that 30 has come and gone, you’re renting a house and are living paycheck to paycheck, working at a job you don’t enjoy. Sure, you want more. You wish your old plan had materialized. But it didn’t. You can’t keep looking back, wallowing in what could have been. What you can do is create a new plan, then take one goal at a time and make it happen. Maybe your new first goal is to change jobs or start your own business. You have unique skills no one else has – use them to create a career you love. Then, after you take that first step, you can move forward to create your dream life, goal by goal. If you’ve been lying to yourself, avoiding the truth of your life, it’s time to come clean.

ExecutiveAgent Magazine

Written By Mark Victor Hansen

You don’t have to get it perfect – you just have to get it going. Babies don’t walk the first time they try, but eventually they do. In closing I’d like to offer an exercise to complete in the week ahead: Get honest with yourself. Forget about your goals for a minute, and concentrate on getting really honest with your present situation. The truth about any situation is not what you want it to be. It isn’t what it should be. It isn’t what it would have been. The truth is what it is. No amount of sugar coating will make it anything different. Take inventory of your present truth in these categories:

Your physical self Your spiritual self Your financial self Your professional self Your personal self

1. How do I perceive this area of my life? 2. How would I describe this area of my life, if I were being completely honest, to myself? 3. Are numbers 1 and 2 identical? (If they are, you are being honest with yourself. If they aren’t, it’s time to begin making them the same.) Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen. com. Copyright(c) 2003, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704. FROG(3764) or email susie@frogpond.com; http://www. frogpond.com.

Ask yourself these three questions for each category:

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E XECUTIVE AGENT MAGAZINE

By Haley Freeman

Mahesh Mike Patel “Call Me and Consider it Done” “One of the reasons that I work with First Team is that they have a luxury estates division, called the First Team Estates. We have a unique system for helping clients to find or sell luxury properties.” First Team is the only real estate company in Southern California that is a member of Luxury Portfolio International. “We have access to luxury properties all over the world, making us a onestop-shop for luxury home buyers.”

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F IRST TEAM® WELCOMES

ahesh Mike Patel grew up in a merchant family where he was infused with the entrepreneurial spirit. He graduated with a Bachelor of Science in engineering from UC Irvine and then ran several retail businesses of his own. He sold his businesses in the 1990s and transitioned to real estate, where he saw the opportunity to leverage his business experience into fewer work hours and greater income. After many years of success, Mike’s practice is now focused primarily upon his referrals and past clients in the North Orange County market. “I have been in the business a long time, so now many of my clients who bought homes ten years ago want to move up or buy other properties. About 70% of my practice is repeat and referral business.” I am focusing on luxury, income and rental properties because of my clients’ needs. Mike is still in touch with the first person he ever sold a home to. “I have sold 17 homes through the referrals and contacts I received through my very first client.” Mike’s advice for keeping a client for so many years is to “give good service, make it about them, and don’t look at your commissions.” Mike continuously invests in his professional education. In addition to real estate coaching, he regularly takes classes about industry and technology trends. “When there was a market for short sales, I became a Certified Distressed Property Expert (CDPE). When something else comes up that my clients need, I will get the training to do it. It is not just about the skill and knowledge, this business is all about service and attitude.” Mike uses technology to enhance his service. “I was giving great service in this business already, but now I feel that I am giving exceptional service. I think customers expect more than they used to, so I have worked to give them more to exceed their expectations. I was trained as an engineer, and I have always worked with technology. One of the ways that I market myself and my clients is by maintaining a strong internet presence.” Mike maintains multiple websites, and his name always appears at the top of the page during a Google search. “I keep up with technology by knowing what the key word searches are and where the buyers are going online.” The First Team’s website offers its agents a unique “sneak preview,” allowing them to see upcoming listings before they are officially on the market. “This gives our agents a head start on selling those properties,” Mike says. Mike’s tagline says, “Call Me and Consider it Done.” According to Mike, “It means that if you call me for a job and hire me, I am going to do it. I think the client’s needs come first. Selling a home is the easy part of my job. The tough part is making a client happy so that when the deal is done, they will tell their friends about me.”

Mike’s commitment to getting the deal done ensures his clients’ peace of mind. “This is an emotional transaction. I experience my clients’ emotions with them. There is a 90% attrition rate in this business. I want my clients to know that they are dealing with a true professional – one who is highly skilled and highly dedicated, but still tuned in to the human part of their experience. Buying or selling a home is one of the biggest decisions a family will make. I am there to help them every step of the buying and selling process.” Mahesh Mike Patel First Team Real Estate 5500 E. Santa Ana Canyon Rd. #150 Anaheim Hills, CA 92807 Tel: 714-470-8600 Email: MaheshPatel23@gmail.com Web: www.MikePatel.com BRE # 01146880

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Becoming a Peak Performer

hat makes someone a peak performer? You know, the kind of person who is outstanding in his job? According to researchers, outstanding individuals share certain attitudes and skills which contribute to their beyond-the-ordinary performances. Many of these can be learned. And often we are the only ones holding ourselves back. Check yourself to see how you rate on some of these ideas of how to become a peak performer. Affirm yourself. If you don’t believe in yourself, no one else will either. Peak performers focus on strengths and recognize their limitations for what they are, simple limitations, not personal failings. They realize that no one is perfect and so they concentrate on making their strengths as strong as possible to overcome any weaknesses they have. They manage their “down times” more effectively than average performers by continuing to focus on what is good about themselves, rather than what is bad, peak performers motivate themselves to approach work and life’s challenges with confidence. Using reassurance and compassion, they tell themselves, “One setback does not make me a failure as a person. I can learn from this experience and succeed again.” They pick themselves up and continue to try again and again. So you didn’t get that listing. Analyze what went wrong and try for another one. Imagine it to make it happen. Superior achievers have developed the ability to translate their goals from words into pictures. They keep this picture constantly in front of themselves to serve as a motivator. A swimmer, preparing for an important race visualizes herself using just the perfect stroke to win the race.

Take one risk every day. In order to become a peak performer, you must be able to take risks. Daily risk-taking is a confidence-boosting exercise and a requirement for those who won’t let unrealistic fears stand in the way of their goals. Everyone feels some fear – but the peak performers overcome these fears that are unrealistic by tapping the reserve of inner strength built on taking risks regularly. Successful risk takers build the inner strength it takes to combat unrealistic fears: fear of rejection, fear of failure or fear of the unknown. You must begin by purposely taking one risk each day. It doesn’t have to be big—it could just be driving a different way to work, or cold calling several prospects. Pick a challenge about which you feel fearful and do it anyway. Seek results, not perfection. Peak performers understand that perfectionists seem to have only two standards of performance, letter perfect or forget it. Since everything cannot be done perfectly, perfectionists jeopardize their performance by simply not attempting any task they can’t or don’t know how to do well. Strive, not for perfection, but for excellence in everything you do. Learn to embrace mistakes as signals that you’re moving forward; avoiding becoming frozen in the cement of perfectionism. Remember the words of Marla Collins, “If you can’t make a mistake, you can’t make it!” Peggy Morrow, CSP, is a professional speaker and training consultant. Audiences love to laugh and learn as she keeps them involved, energized and enthused. Copyright© 1999, Peggy Morrow. All rights reserved. Peggy is a contributing author in the just released new book, Celebrate Customer Service-Insider Secrets. For information about Peggy’s Keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG or email susie@ frogpondgroup.com.

Peak performers do this in their work environment, mentally picturing themselves doing all the tasks in their job at an outstanding level. 28

ExecutiveAgent Magazine

Written by Peggy Morrow

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

By Shannon Hartsoe

ExecutiveAgent Magazine

Matt Clements “The World is his Office”

on’t look for Matt Clements in the office. Chances are you won’t find him there. In fact, if you’re looking for him after 4:00pm most afternoons, you’ll have a better chance finding him on the beach. But, that’s not because he’s a slacker – it’s actually quite the opposite. Matt Clements has truly learned the secret to real estate success: it’s not about how long you work, it’s about how hard. Office walls, he says, never inspired anyone. To Matt, there’s no such thing as a stranger, only friends he hasn’t met yet. And those friends create the foundation for all of his real estate transactions. As a result, Matt works all the time, even when he’s on the beach. “Long ago I learned that it’s fruitless to keep building endless lists of contacts only to have to start over when transactions were done or when the leads dried up,” he says. “These days I only work with my friends and my list of friends keeps growing. My system keeps me doing what I love and loving what I do.” It’s a system that works well for Matt, primarily because he’s truly a down-home kind of guy – one who remembers when Aliso Viejo was the Moulton Ranch and Laguna Niguel was nothing but rolling hills and rattle snakes. A Walking Piece of History In the 1800s, when Mexico gave most of California to Spain, Don Juan Avila owned more than 7,000 acres of what is now the Laguna Niguel/Aliso Viejo area. He sold it to the Moulton family, who owned the land for several generations. Cattle ranchers, Nellie Gail and Lewis Moulton bequeathed the property to their daughter Louise, who rented out the five bunk houses on the property that once housed ranch hands. Matt’s family rented one of those houses before Louise sold the property to the Mission Viejo Co. in 1977. Over time, the builders came, building the salmon stucco houses made popular in 1970s and ‘80s. Matt and his brothers would ride their mountain bikes on the hills created by the diggers as they carved out their beloved mountains to make way for roads, houses and infrastructure. The Ocean Calls Those roots, and the friendships formed there, are essential to Matt’s way of doing business. But it’s his affinity with the Ocean that taught him about competition, leadership and a drive to succeed. When Matt was in high school, he competed on the soccer, baseball and surf teams. A

competition surfer from the age of 12, Matt signed up for one last championship before graduating. “I placed 25th in the country, which I thought wasn’t great. I could have done better,” he says. “But right before college started I got a phone call that changed my life.” Matt was invited to surf professionally for the Gotcha Sports Wear team and spent the next few years travelling the world, earning accolades and racking up awards. That’s when he says he learned independence and the importance of a strong work ethic. But when Matt got off the road and finished college, he needed a career. Real estate seemed like a natural choice since several of his family members, including his grandfather, were successful Realtors®. Networking and Leadership go Hand in Hand Matt’s grandfather taught him many things about the business, but one thing in particular stayed with him. “He told me to ‘See The People,’” says Matt. “To really see the people behind the business and to get out and make people a priority. That was the important part of how he did business and how I’ve gone on to do mine.” His grandfather had been in real estate leadership for more than 25 years, so Matt decided to follow his footsteps. He became the inaugural president of the Young Professionals Network of the Orange County Association of Realtors® and grew the group to more than 500 members. He was appointed to the board of directors – the youngest appointee ever. He’s now on the board for the California Association of Realtors®. Relationships Matter But no matter how many awards he wins, and there are many, Matt says it always goes back to relationships. “I’m lucky to be working for such a wonderful company,” he says of Prudential California (now Berkshire Hathaway). “But more than anything, I’m grateful for the opportunity to continue serving my friends and neighbors. I keep in touch with everyone I know – even friends from kindergarten. I think that living in what really amounts to a small town is part of the key, but the other part is really loving the people in my life and not taking them for granted.” Matt Clements Berkshire Hathaway Home Services 29982 Ivy Glenn Drive #100 Laguna Niguel, CA 92677 Tel: 949-842-8797 Email: SurferRealtor@gmail Web: www.MattClements.com BRE # 01389133

ExecutiveAgent Magazine

Noticing Without Judgment

f you had to guess what would you say is the number one human need….Love? Money? Security? I truly believe the answer is quite simple…being noticed and appreciated. Most human beings just want to be accepted for who they are and appreciated for what they do. This is never more apparent then in your office right now.

I have a very simple activity for you to go through. Take your office roster and go name by name. Rank your relationship with each agent on a scale from 1 to 5. Five being the best. Anyone ranked below a three is now at risk of leaving you. As the leader in the office, you are responsible for that relationship. Is there some clean up that needs to be done? Repair work? Don’t hesitate. Make it a priority to get with your ones and twos immediately. Retention of your agents is a direct reflection of the accountable relationships you have with your agents. The true definition of accountability is NOTICING WITHOUT JUDGEMENT. Sometimes I think people confuse accountability with a consequence for improper behavior. Accountability simply means you care. You notice. You appreciate. You take the time. As the leader, creating accountable relationships is easy. Truly listen to your agents’ visions, purposes and desires. Ask your agents for them! Then all you must do is just notice if they are making them happen. The issue is not if they are getting the results they desire (this is a choice they make). The issue is if YOU are noticing (this is the choice you make). Ever wonder why there are great agents that are loyal to companies that don’t have half the stuff your office does? You have even offered them more money than they are making now, but still stay where they are? It is simple. They are in an accountable relationship with their leader and it feels good. Create this relationship with your agents and create a culture that means something more than productivity and money. Do that and your agents will stay loyal and start appreciating and noticing you. Which, by the way, is your number one need. Think about it. Rich Casto is the Founder of The Real Estate Coaches, a Recruiting and Management Solutions Company that supports brokers, owners and managers in the management and recruiting solutions arena. Copyright© 2006, Rich Casto. All rights reserved. For more information, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com

Written by Rich Casto 32

ExecutiveAgent Magazine

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