JuneSouthBay by Executive Agent Magazine

Southern Californiaâ&#x20AC;&#x2122;s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

Kathleen Cartier & Sloane Sanders Executive Agents of the Month

I NSIDE F EATURES: BRENDA AVILA Realty Executives

.................................

CAROLE LYNCH Lynch Associates RE .................................

P ARK P LACE ESCROW Company Profile

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

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

Committed to Seeing You Home.

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

contents ExecutiveAgent

Magazine

JUNE, 2013

SOUTH BAY

Cover Story

Editorials

16 - Tony Alessandra: The Best Things In Life Aren’t Things

28 - Anne Bachrach:

5 Tips On Making Successful Commitments That Produce Results

32 - Chris Widener:

Finding The Right Way To Motivate Your Employees

12 - Zig Ziglar: 5 Kathleen Cartier & Sloane Sanders

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

ADVERTISERS’ INDEX Eagle Home Mortgage.........................2 Evergreen Realty...............................34 i Photography Studio...............11 & 36

Planning

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

25 - Dirk Zeller:

Avoiding CMA Mistakes

PWAOR......................................20

Executive Agents of the Month

Questions & Answers.......................18 SBAOR......................................35 The Termite Guy................................22 Ticor Title Company.........................21

30 Carole Lynch

Brenda Avila

Lynch Associates RE

Realty Executives

Photography: i Photography Studio, Ian wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, © Copyright 2013 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Park Place Escrow Company Profile

ExecutiveAgent Magazine

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: FArrias45@gmail.com

Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Kathleen Cartier & Sloane Sanders Executive Agents of the Month

ExecutiveAgent Magazine

Kathleen Cartier & Sloane Sanders Shorewood Realtors

ndividually, real estate professionals Kathleen Cartier and Sloane Sanders are accomplished businesswomen with a focus on cultivating long-term client relationships. Together, the mother-daughter duo

is a powerful team that leverages individual strengths to elevate the standard of client care and representation. They share a philosophy of excellence that has shaped the way they manage business, but they also display an intangible poise, an elegant professionalism that distinguishes them within their field. Talented and driven, Kathleen and Sloane are dedicated to facilitating successful transactions for their clientele. A graduate of UCLA, Kathleen earned a law degree from the University of West Los Angeles before pursuing a career in real estate. It was almost providential; the young woman who loved to travel and explore new challenges was purchasing an investment property when her broker suggested she would be a good fit for the industry. “I hadn’t thought about that,” reveals Kathleen. But the opportunity to pursue her entrepreneurial spirit and business acumen was one she couldn’t resist. Armed with a comprehensive understanding of contracts, negotiations and public relations skills, she determined that real estate would allow her to maximize her strengths while making a positive difference in the lives of others.

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

“I enjoyed real estate from the onset,” smiles Kathleen. “It became a passion that, to this day, continues to drive me. I love the opportunity to provide my clients with my best, to accomplish significant goals and to assist them in realizing their dreams. That gives immense purpose to my life.” Kathleen launched her career with Shorewood Realtors and has remained loyal to the brokerage that has provided her with the resources and opportunities to thrive. A South Bay resident for over four decades, she holds an intimate knowledge of the region’s marketplace and its community amenities. This allows her to act as a trusted resource for her clientele which includes many individuals relocating nationally and internationally to the South Bay area. ExecutiveAgent Magazine

ExecutiveAgent Magazine

The South Bay Real Estate Dream Team A consistent top-producer, she has enjoyed a storied and successful career as a solo agent, but Kathleen welcomed her daughter Sloane as a professional partner once the young agent proved her own path to real estate was aligned with her mother’s. “Sloane graduated from USC’s Marshall School of Business with a great foundation,” Kathleen remarks. “I suggested she earn her real estate license to provide her with more professional options.” Sloane, who worked with an online marketing company before making the transition to full-time real estate, established her own clientele before teaming up with her mother in 2012. “She had the passion,” says Kathleen. “This is a demanding profession; you must have a steadfast belief in what you’re doing that runs deeper than selling a house. There’s a personal commitment to excellence that drives the agents who make a difference, and Sloane has that.”

Together they are the South Bay Real Estate Dream Team, a partnership designed to accommodate the evolving needs of a diverse and increasingly savvy clientele. With two generations comes an inimitable blend of experience, insight and creativity. They utilize innovative technology and state-of-the-art marketing to maximize exposure for listings and to facilitate open communication, and leverage their unique perspectives to strategize solutions to the challenges presented in the current marketplace. Kathleen and Sloane are also focused on the internal structure of their business. “At the core of everything we do is a focus on our relationships, not only with our clients but with other agents in our community as well as ancillary service providers,” remarks Kathleen. “Sloane and I are committed to maintaining excellent working relationships in every aspect of our business.”

Kathleen Cartier, Amy Teitelbaum (Office Manager), Sloane Sanders ExecutiveAgent Magazine

Kathleen, who in 2006 was voted “Most Respected Agent” within her brokerage, has established an unwavering foundation of ethics and integrity in her business. Says Sloane, “We consistently place an emphasis on quality over quantity. By focusing on the details and on providing an exceptional experience for each client, we are able to maintain a sustainable and successful business model.” Clients working with Kathleen and Sloane are privy to value-added service with attentive and personalized representation. The duo specializes in the South Bay marketplace, working with buyers, sellers and investors. Understanding the spectrum of needs in a changing marketplace involves dedicated work; both are actively involved in the pursuit of ongoing education and training, and network within their professional community to consistently improve upon their best practices. Kathleen has served on the Executive Council for Shorewood Realtors, been a new agent instructor, and a designated speaker for various Realtor focus groups. She is also active in a local networking group for top-producing South Bay agents. “We engage in dialogues and strategy sessions that allow me to provide my clients with additional information and services,” she says. “In a relationshipdriven business there is no better opportunity than to have access to successful business professionals with invaluable resources.”

Sloane is a member of the South Bay Association of Realtors®’ Young Professionals Network Committee, where agents engage in social events and networking opportunities with local professionals. “It’s a great forum for building business,” she notes. She also gives back to her community as an active member of Sandpipers, a volunteerdriven organization dedicated to serving the needs of the South Bay community through philanthropic and charitable programs. Creating balance is important to Kathleen and Sloane, who utilize their time to pursue individual interests. Kathleen enjoys traveling with her husband of 29 years; the couple often visits friends and former clients who have relocated throughout the United States. An avid animal lover, she is the pet parent of an Akita and two cats. She’s active as well, a competitor who has completed a local halfmarathon. Sloane enjoys the outdoors and has completed a local marathon. Skilled and accomplished professionals, Kathleen and Sloane are also, at heart, caring individuals who truly maintain their clients’ best interests at the forefront of their actions. “We genuinely respect the value of a home,” Kathleen says. “While Sloane and I are competitive and driven in our business, we never lose sight of the reality that our clients are counting on us to assist them in making significant life changes. That responsibility is a great honor, and we are passionate about facilitating their success.”

ExecutiveAgent Magazine

Kathleen Cartier & Sloane Sanders SHOREWOOD REALTORS 917 Manhattan Beach Blvd. Manhattan Beach, CA 90266 Cell: 310.874.4005 - 310.874.4106 Direct: 310.545.8401 Ext. 234 & 228 Kathleen.Cartier@shorewood.com Sloane.Sanders@shorewood.com www.Shorewood.com DRE # 00874556 - 01899835

ExecutiveAgent Magazine

Planning!! f I were to ask the question, Would you like to improve your productivity dramatically without working any longer or any harder? Chances are pretty good that you would say, “That would be nice! I’d be more effective and I’d probably get a raise! I might even have more fun in the process.”

your time with idle chatter and requests that take you away from the task at hand. Not only will you be less effective, but the effectiveness of the people, who take your time for casual chatter, or in some cases gossip, will be greatly reduced and everybody, including management and leadership, will be very unhappy about that.

Question: How many of you, on the night before the day you were going on vacation, sat down and wrote out a list of the things you wanted to be certain to do before you left work the next day? Chances are extremely good that most of you would say you had done that. And most of you would also admit that you managed to complete more than twice the number of tasks you complete on a normal day.

Chances are good, regardless of the job market, the most productive people with the right attitude are the ones who really have more job security, and in most cases a better income. When you feel good about yourself and your productivity, you probably will also be performing better at home. When there is no job related stress you are more aware of your mate and children, if you are a parent. You will spend more time being better organized so you can spend more time having that balanced life that all of us are really interested in.

Now think about this for a moment: If planning your job on the day before you go on vacation increases your productivity, doesn’t it make sense that if you were to spend a few minutes every day before you start your work day contemplating what is really important and what you really need to accomplish, that you would have the same great results? And the chances are excellent – definitely better than good – that this process will attract favorable attention, probably leading to more job security, perhaps a raise, and maybe even a significant promotion. The reality is, productivity has a direct bearing on profitability, and all businesses are interested – very much so – in profits. Profitability comes from loyalty, productivity, and having a character base from which to work. So as you ponder this question, I hope you will seriously consider not only planning your schedule as you prepare to go on vacation, but that every day you will spend a few minutes before you go to work planning how you can be more effective that day It doesn’t take long to plan; it does take a lot of time not to plan, because without a plan of action, people will impose on

Planning for a balanced life will enable you to deal with the physical, the mental, and the spiritual aspects of your life. It will also enable you to develop more friendships, and stronger, better, more lasting relationships. There are many benefits that go with making the plan a daily part of your life. Time well spent results in more money to spend, more money to save, and more time to vacation. It will allow you to attend more of your children’s ball games or school functions as well. A plan is always successful if the plan is good. And if you’ve been on the job for any length of time, you can develop a better plan of action so that everyone benefits from it. I’m talking about planning today for tomorrow’s future. Think about it. I promise you’ll be more productive, happier, healthier, and have a much better chance for increased income when you are secure in who you are, where you are, and what you’re doing. I sincerely hope you’ll take action immediately to get that plan into your daily life. 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

E XECUTIVE AGENT MAGAZINE

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

Greg Fonseca, Stuart Campbell, Claudia Quintanilla Outstanding Service, Exceptional Results ExecutiveAgent Magazine

t the heart of every real estate transaction, escrow is a service that simply cannot be left to chance. At Park Place Escrow, Inc. every detail is thoughtfully coordinated to ensure that clients experience a process that runs as smoothly and effectively as possible. Created with an emphasis on bridging the gap between traditional escrow services, Park Place Escrow, Inc. has adapted to meet the changing needs of an increasingly savvy and demanding marketplace. With comprehensive real estate experience, founding partners Greg Fonseca and Stuart Campbell utilize in-depth knowledge of the elements required to facilitate successful real estate transactions. The duo, who once owned an asset management company that oversaw several thousand properties, are well-versed in an array of market niches. “In addition to REO and asset management we have been involved in mortgages; traditional equity sales of residential, residential income and commercial properties; and 1031 exchanges,” says Greg. “At Park Place Escrow, Inc. we understand the needs of a diverse consumer base from a practical point of view.” Communication is critical to a smooth escrow process; it’s also the challenge too many agents and their clients encounter when working with their escrow providers. Park Place Escrow, Inc. has addressed this issue with a systematized structure that ensures timely responses to important inquiries and tasks. “We have empowered our escrow officers to personally oversee their transactions,” explains Stuart. “In-house teams work together to maintain a flow of information, but when one point-of-contact is available to address questions and issues, it makes a difference.”

lent at handling situations and assisting individuals in resolving any issues that may arise.” Notes Claudia, “Our clients love our excellent communication and our rapid turnaround times. We are all committed to building and nurturing great client relationships, and that has consistently shone in our quality of services.” Park Place Escrow, Inc. is dedicated to meeting the needs of a culturally diverse marketplace, as well. With specialists fluent in English, Spanish and Vietnamese, the organization has successfully aligned itself with real estate professionals serving a range of consumer clients. Experienced and knowledgeable escrow officers and assistants work well with their collegial partners which include loan officers and processors, title company personnel, real estate agents, transaction coordinators and consumers. “We pride ourselves on our uncompromising level of services,” says Greg. “At Park Place Escrow, Inc. we do not waver from our commitment of excellence.” As the real estate industry continues to evolve, Park Place Escrow, Inc. welcomes opportunities to adapt accordingly. In an increasingly technologicallydriven marketplace, paperless transactions are one significant option. “We are constantly exploring and evaluating systems that will promote fluidity, convenience and security for our clients,” Stuart notes. “Our technological initiative is an investment in our future and in our clients’ ongoing business success.”

Thorough support systems have been implemented to ensure a quality process beyond traditional business hours, as well. Business Development Specialist Claudia Quintanilla acts as an invaluable liaison between clients and escrow specialists to provide 24-hour service, seven days a week. “Claudia is integral to our success,” remarks Greg. “She’s excel-

ExecutiveAgent Magazine

Park Place Escrow, Inc. 2300 East Katella, #300 Anaheim, CA 92806 Telephone: 714-263-2012 www.ParkPlaceEscrow.com

t’s been said that success is getting what you want, but happiness is wanting what you get. Or to put it another way: perspective, next to money, is the easiest thing to lose. So, by all means, seek to increase your charisma. Try to become the most effective person you can be. Work at making a good first impression and projecting a positive image-but also try to retain self-awareness. Look around you; think how you appear to others; be alert to the impression you’re creating, or trying to create. If you try too hard to impress, or make a big to-do of the grand gesture, or come on too strong or too insensitively, you’ll often end up creating a negative impression. The best impression and the surest way to charisma often just means putting others first. It’s been reported that one New York cab driver, for example, makes $30,000 more a year in tips alone than other cabbies. Why? Because he offers passengers a choice of several newspapers, cold drinks, or fresh fruit. He asks them what kind of music they’d prefer, and otherwise does his best to make his customers comfortable. In hectic, brusque Manhattan, his small acts of decency make him stand out. Thus, folks with the most effective images often are those who are the least obtrusive about it. In fact, sometimes it’s a simple act or gesture of courtesy-like announcing your first and last name when you see someone who may possibly have forgotten them-that burnishes your image, that really sets you pleasantly apart. Or maybe it’s a short note of thanks for some favor. Or saying something nice and genuine about someone in front of his or her boss.

If never made, these gestures probably wouldn’t be missed; that’s why they’re so obvious when you make them. In other words, being a genuinely good person, who cares about others and who does things because they are the right things to do, may be the ultimate key to increasing your personal magnetism, or charisma. Always do right because, as Mark Twain said, that will gratify some people and astonish the rest. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com

ExecutiveAgent Magazine

The Best Things In Life Arenâ&#x20AC;&#x2122;t Things

Written By Tony Alessandra

ExecutiveAgent Magazine

Questions & Answers

Mortgage Question of the Month: FHA vs. Conventional… Which is Better and What Are the Differences? -By Michelle Coolidge

hen speaking with buyers daily, one of the questions I am asked the most is what are the advantages of FHA vs. Conventional (or visa versa). In addition, I’ve found very few people really understand the differences between FHA and Conventional Mortgage Insurance. I thought TODAY would be a great time to share the below information with you. FHA and Mortgage Insurance Premium (MIP) The first thing to understand is that FHA, in most cases, will be slightly more expensive once you take into consideration the Up-Front Mortgage Insurance Premium (UFMIP) and annual/monthly Mortgage Insurance Premium (MIP). BUT that does not mean that FHA is a bad financing option. FHA is much more liberal and forgiving in its underwriting guidelines. Simply stated, FHA can be a great mortgage for someone who: • Has less than perfect credit* • Wants to put only a 3.5% down payment • Has student loans in deferment (and the debt to income-DTI- ratios would be too high if counted the payment) • Has a higher DTI than Conventional loans allow • Has lower credit scores* • Wants to get all of their funds to close as a gift • Needs a non-occupying co-signer to assist in adding income into the loan • Has a Federal Tax Lien that is not paid in full (and will not be prior to closing) • Had a Foreclosure three years ago or a Bankruptcy 7 2 years ago • Currently in a Bankruptcy Chapter 13 or CCCS Type Program (must be at least in 13 months already) • Wants to put minimum down and have allowable seller contribution up to 6% of sales price • Wants the option of having a qualifying assumable mortgage (great when they sell their home and interest rates are high and their current note is low) • Allows for a “manual” underwrite with more common sense guidelines than Conventional *FHA financing down to a 600 fico score with only a 3.5% down payment needed! Some Facts About FHA: • 1.75% Up-Front Mortgage Insurance Premium

(UFMIP) on all loans and regardless of the amount of the down payment. This is typically financed into the loan, meaning the buyer puts 3.5% down but then adds 1.75% back into the final loan amount to cover the fee. ** • The monthly Mortgage Insurance Premium (MIP) is based on how much the down payment and the term of the loan (15 year term loan has lower MIP than the 30 year). MIP ranges from .45% per year to 1.35% depending on the term, loan amount and loan to value (down payment). • If the loan is registered with FHA after 6/3/2013 and the financing is greater than 90% loan to value, then the Mortgage Insurance will stay for the life of the loan. If the borrower finances less than 90% of the purchase price, then it will stay on for at least 11 years. • FHA is the MOST flexible loan product in the world today- It will allow for just 3.5% down, which can be gifted or LOANED to you by an immediate family member. Funds can be borrowed against a 401k, car, boat or any other collateral asset that is owned. It allows a buyer to be financed down to a 600 fico score up to a loan amount of $417,000. FHA will go up to a loan amount of $729,750 in LA County. So yes, FHA is typically more expensive, but it is also the most flexible. Total costs considered, it’s still a very cheap loan with a current average rate of 3.375% and an APR right around 3.75% as of today’s rates. Conventional and Private Mortgage Insurance (PMI)** Fannie Mae or Freddie Mac are the GSEs that provide 90% or more of the conventional loans in the country today. These loans have tighter guidelines and more underwriting scrutiny than FHA. • Conventional high balance loan limits will go as high as $625,500 (in Los Angeles County) and will have rates that vary with the borrower’s credit score, down payment, property type (condo, single family residence, 3-4 plex) as well as property use, such as second home or non-owner occupied. The rates can vary significantly as Freddie and Fannie has “risked-based pricing adjustments” that are added to the interest rate based on calculated risk. • Conventional financing will allow financing up to 97% loan to value (3% down) on the purchase of a home up to the conforming loan limit of $417,000. • Conventional financing will allow an 80% first

ExecutiveAgent Magazine

Questions & Answers

mortgage and a second mortgage (up to 95% CTLVCombined Loan To Value) to avoid mortgage insurance completely, up to a 1st mortgage loan amount of $417,000. • One of the biggest differences with conventional financing is the flexibility in how to pay for the Private Mortgage Insurance. PMI can be paid as a monthly premium, which can range from .28% to 1.35% depending on loan to value, credit score and the term of the loan (15 year is cheaper than the 30 year term). PMI is removed from the payment at 80% LTV (20% equity) if requested (and within guidelines) or automatically at 78%. PMI is not paid monthly if the buyer is putting down 20% or more on the original loan. • PMI can also be structured as a one-time up-front premium, typically anywhere from .25% to 3.00% of the loan amount depending on loan to value, credit score and the term of the loan (again, 15 year is cheaper than the 30 year term). • PMI requires two months PITI (Principal, Interest, Taxes and Insurance) reserves • Foreclosure allowed after seven years and a Bankruptcy 7 after four years. • PMI companies now require a minimum of 660680 FICO score and income/expense ratios no more than 45.00%. Top Ratios for Conventional without PMI could be 49 as long as it runs through DU or LP (Automation approval systems) • PMI companies require property to be in excellent shape (stricter than FHA right now) • Seller can pay up to 3% of buyer’s closing cost and prepaids with down payment of 5-9.99% down; Seller can pay up to 6% of buyer’s closing cost and prepaids with down payment of 10%+ down. • Sellers can pay up to 2% of buyer’s closing cost and prepaids on an Investment Property (minimum requirement on investment property is 20% down).

free to email me at mcoolidge@eaglehomemortgage.com. I look forward to helping you and your clients in any way possible! Michelle Coolidge is not only a Sr. Loan Officer and Branch Manager at the Torrance location of Eagle Home Mortgage, but also a Certified Underwriter. Regardless of the product type, Michelle Coolidge is an expert in Mortgage Lending. Having her underwriting certification has enabled Michelle to quickly identify potential challenges with a file and find a solution up-front, making a much smoother transaction for everyone involved. If you have any questions, she welcomes your calls and emails. Simply contact her at (310)818-1011 or mcoolidge@ eaglehomemortgage.com

**PMI is insured by Private Mortgage Insurance (which are outside insurance companies) until 20% equity is in the home. Having an understanding of some of the basic differences between FHA and Conventional financing can help you better serve your clients. If you’d like a copy of this article in email format so that you can forward to your clients, feel

ExecutiveAgent Magazine

3rd Annual

The PWR Charity Foundation recently launched â&#x20AC;&#x153;Opening Doors for the Men & Women in Uniform.â&#x20AC;? This program will provide any qualified United States Armed Forces veteran with cash for costs not covered by a VA loan in their home buying transaction.

July 23, 2013 Anaheim Hills Golf Course 6501 East Nohl Ranch Road, Anaheim, CA

165

Per Player. Includes:

Green Fee Cart Fee Range Balls

Luncheon All Tournament Amenities

Events include: Best Ball, Putting Contest, Closest to the Pin Contest, Longest Drive Contest 8:30 am - Shotgun Start 1:30 pm - Awards Luncheon Not a Golfer? Join us for lunch only! ($40)

To Sign Up or Sponsor... Contact Joey Vargas at 714.245.5555 / joeyv@pwr.net or go online at www.pwr.net/pwrcharity/golf To Volunteer Call Lalaine Castillo at 714.245.5530 or lalainec@pwr.net

DePeND ON

Team DuarTe! We believe in building quality partnerships with our clients, so together we can achieve more. yOur

success is Our

GOAL!

Go mobile and gain a competitive edge with Ticor Titleâ&#x20AC;&#x2122;s mobile apps and automated services. Our mobile apps are designed to streamline efficiency in the title process. Ticor Express Pocket Profile allows you to quickly search for property information from your mobile or tablet device. Our Pocket Profile app provides real time access to valuable property information. TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes loaded with our title and escrow fees, local tax rates, our recording fees, and all other closing costs. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business. Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database. Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in todayâ&#x20AC;&#x2122;s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.

Felix Duarte Vice President 714.392.1400

felix.duarte@ticortitle.com

Tomas Duarte Vice President 714.272.9552

tomas.duarte@ticortitle.com

www.TeamDuarTe.NeT

Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780

RELAX this summer.... We’ll take care of your escrow When you open escrow with Prominent, you can rest assured that everything will be taken care of professionally, immediately, and accurately. With our status updates, we make sure you are always in the loop. Never worry about your closings again!

Branch locations in Irvine, Newport Beach, Mission Viejo, and Brea

Alissa Hittner Account Executive Direct (714) 496-1970 Alissa@prominentescrow.com

Nancy Feathers Account Executive Direct (949) 282-9899 Nancy@prominentescrow.com

Lance Indes Account Executive Direct (714) 423-6882 Lance@prominentescrow.com

Check out our NEW website!

www.ProminentEscrow.com RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION

Avoiding CMA Mistakes By Dirk Zeller

gents make three major mistakes in the CMA preparation process: They work to establish a high sales price, they include too many comparable homes in their comparison, and they overemphasize the price per square foot. Here’s how to avoid the traps: Overpricing. If you approach a CMA with the desire to establish the highest sales price for the Seller, more likely than not, you’ll end up with an overpriced listing. Remember, the goal of a CMA is to determine a demonstrated indication of the true current value of the home. You’re not looking to develop an opinion of what a Buyer might view as a reasonable value. You’re working with facts to arrive at an objective, accurate valuation. Explain the purpose of the CMA to your Seller and achieve a meeting of minds that you are not working to justify the highest price but rather to reflect market conditions and arrive at an accurate value in order to present and sell the house in a timely manner. Presenting too many comps. I’ve seen Agent-produced CMAs that include 15 or 20 comparable homes in each category: sold, pending, active, and expired. Do the math – the result is up to 80 home prices to review and enough information to confuse even the most analytical Seller. Beyond confusion, many Sellers latch onto the most unreasonably priced home in the review, wondering why they shouldn’t at least start at the price the people on Mulberry got, even though its price is $20,000 over current market value. Here’s my advice: Once you select four to six comps for each category, stop gathering information and begin assembling your CMA into final form

arrive at this figure by taking a sale or listing price and dividing it by the home’s square footage. For instance, a 1,500 sq. ft. home listed at $425,000 has a $283.33 price per square foot. I personally believe price per square foot has a limited effect on value. For one thing, it doesn’t account for the quality of a home – the quality of the finish work, the baseboards and casings and moldings, the marble floors, granite countertops, elegant appliances, top-grade bathroom fixtures, and landscaping extras. It doesn’t take into account such factors as stone exterior, paved patios, extra garages, or architectural design features. Price per square foot treats each home like a box on a plain vanilla lot. It doesn’t evaluate anything that really makes a house a house. Yet Agents and consumers use the calculation as if it were gospel – often using it to defend low offers – when in reality a long list of other factors make the price per square foot calculation either meaningless or erroneous. Dirk Zeller is recognized as the premier coach for the real estate industry. He is one of the most sought after speakers and authors for high volume production while attaining life balance in the real estate industry. Dirk is the President of Real Estate Champions. Real Estate Champions provides exceptional business and developmental training to real estate agents and managers through cutting edge coaching programs and seminars including the “Four Day Work Week System Program™.” Visit their web site at Real Estate Champions. © 2010, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

Putting too much emphasis on “price per square foot” findings. When comparing prices, Agents often calculate the price per square foot of comparable properties. They ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

Brenda Avila

hen Brenda Uriarte Avila first got into real estate, she thought that success would come to her as it always had. After all, she loved the job, she had a great personality and worked hard. “I was very disappointed to find out that it took a lot more than that,” she laughs. “I realized fairly quickly that it was going to take a system and a way of marketing that would set me apart from other real estate agents.”

Undaunted, Brenda created a complex system of farming, marketing and client-centered service and implemented it into her daily business. Within three months, Brenda knew her life would never be the same. “I went from being an unsuccessful, but friendly real estate agent to being a top-producing agent in my office,” she says. “That’s the difference between being motivated and being inspired.”

ExecutiveAgent Magazine

Hard Work Without a Plan is Just Hard Work By Shannon Hartsoe

That was more than ten years ago and today, Brenda is not only a top-producing agent and broker for Realty Executives Alliance, she’s also creator of a highly-successful real estate curriculum for community college students teaching others how to build success one client at a time. Brenda is no stranger to hard work. After immigrating to the United States from Mexico at the age of 13, her mother wouldn’t let her and her brother play outside until they had finished their English lessons. As a result, she entered school with excellent reading and writing skills and became a top student. But, as she learned, hard work is no guarantee of success unless that work is focused. “Otherwise you’re just wasting your time doing the same work over and over again,” she states. “By focusing on your strengths and putting systems in place and by treating your business like a business, you’re much likelier to experience success.” Brenda entered the profession drawn by the flexibility and the potential to earn a rewarding living. As a single mother, her children came first. Encouraged by her mother and grandmother, (both strong women in their own right) she decided to try her hand at business. “I needed the flexibility,” she says. “And there wasn’t any other career out there that could offer me that the way real estate could. For me, it was all about being a working mom and real estate gave me a good avenue for that.”

is different and should be treated as such. Whether it’s a short sale or a multi-million dollar property, the marketing plan needs to be tailored.” She’s also passionate about her company. “When I was first approached by owner Debi Sugden my business was growing stagnate at a big name real estate company,” she acknowledges. “Once I met Debi and heard about her philosophy of business I knew I could help make a difference. Here I’m a part of something bigger instead of just being one of many putting in hours each day.” In 2012, Brenda won the Chairman’s Award for production and credits her supportive office environment. “They believe in me,” she says. “And I know that I can take the things I’ve learned over the years and put them to use.” “And of course my family. I wouldn’t be who I am today without the help of my mother, grandmother and my brother. They’ve always told me I could be anything and they were right.”

By building on her strengths – open houses and in-depth market analysis, Brenda has built a successful business that keeps her and her listings in the public eye. “Real estate agents need visibility,” she says. “And we need concrete goals and plans. Being able to engage the public with a consistent marketing plan is crucial to building an ongoing client base.” One way Brenda does this is through her unique approach to open houses. For her, an open house is not just a way to garner the attention of the buying public, but a fullfledged event. “I’ll get the neighbors involved, I have relationships with vendors who help me create a lot of buzz around my listing and generate traffic.” She also creates listing presentations specific to the listing. “Every listing

ExecutiveAgent Magazine

Brenda Uriarte Avila, GRI, CDPE Associate Broker Realty Executives Alliance 5252 Orange Ave #106 Cypress, CA 90630 Direct: (714) 474-5123 eFax: (714) 276-9676 BrendaU@RealtyExecutives.com www.BrendaUAvila.com DRE # 01141420

5 Tips On Making Successful Commitments That Produce Results By Anne Bachrach

ost of us cringe when we hear the word “commitment” because we associate it with feelings of sacrifice. Our commitments fail because we get caught up in the struggle of trying to change where life seems to be taking us and where we want to go. Our every day habits consume our thoughts - leaving no room for thoughts of why we started the process in the first place. The diet becomes a struggle between exercise and chocolate cake; the budget becomes a struggle between spending and saving, so on and so on. The struggle ends up consuming us and we give up trying to change because it’s just too hard. What we thought would be efforts to lead us to a new life, end up being just a temporary change. We’ve tried before and failed again, and the conclusion comes down to a discouraged excuse - I just couldn’t do it, I didn’t have time, or it was too hard. The truth is making a successful commitment is nothing more than making a choice to create a desired future outcome. You may say that people who stick to their commitments are an exception, and you are definitely not one of those people. Well, I’m here to tell you that commitments are not personality specific. Each of us has the capability to set successful commitments. So now you’re saying, if that’s the case, why do so many of us fail? Because most people don’t know how to make the decisions that create successful commitment. 1. Commitment is Nothing More Than Choice You are choosing your desired future outcome over your current reality. If you really want to lose weight, then you choose to be fit. If you really want to save money for a down payment on a house, then you choose to budget. That’s it - you just made a choice! The chocolate cake and new shoes didn’t even enter your mind because they aren’t what you really want. What you really want is to be fit, or to own your own home. Once you choose your desired future outcome, you remove the struggle that leads to exceptions. 2. Instant Gratification vs. Future Outcome Do you want your new home or those new shoes? Successful commitment relies on the individual steps between your current reality and your goal. Make every

step count, and you will get there faster and easier. Instant gratifications shouldn’t even enter your mind. The only thing you should be focused on is your future outcome, and it should mean more to you than momentary desire for instant gratification. By holding your future clear in your mind, you will make the right decisions to support your goals. 3. Success Relies on 100% Commitment It’s easy to make excuses and exceptions, but it’s harder to get back on track once you’ve made room for them. Successful goal achievement requires 100% commitment. Not 99%, not even 99.9%. Making exceptions sets you up for failure and makes it harder to stay on track. Decide what you can commit to and stick to it - no excuses, no exceptions. You’ll find that 100% commitment is actually easier than 99.9%, because you remove distractions, and the emotion around them. When you can focus solely on your goal, not your distractions, it will be easier to stay on track. 4. Casual Interest or Complete Dedication You might be interested in the study of law, but are you committed to becoming a lawyer? You might be interested in losing weight, but are you committed to being fit and healthy? You might be interested in saving money for a down payment on a house, but are you committed to a budget? These are all questions to ask when committing to a goal. Your level of desire will determine your results period. If you only have an interest in something, it will be easier to let it go. However, if you really want something, you will be committed to creating it. 5. Visualize Your Goal Visualization is powerful and will support your efforts. Spend a few moments every day, in the morning and evening, visualizing your desired outcome. Imagine it as if you were already there. Feel how good you feel, and completely immerse yourself in the smell and sounds of the environment. When you are able to focus on the end result instead of momentary temptation, you will make the right choices that support your desired outcome. If you’ve tried and failed in past commitments, it doesn’t matter. The past is the past, and you are a different person today. Starting right now, you are now armed with the

ExecutiveAgent Magazine

strength and the tools you need to successfully commit to creating your desired future outcome. There is a difference between interest and commitment. When you’re interested in doing something, you do it only when it’s convenient. When you’re committed to something, you accept no excuses, only results. KEN BLANCHARD Author of over 30 books, including the best-seller, The One Minute Manager

Anne M. Bachrach is President of A.M. Enterprises in San Diego, CA. Anne has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For more information on our services and learning tools, and to take advantage of at least 9 FREE life quality resources, visit www.AccountabilityCoach.com or click this link (http:// AccountabilityCoach.com/signupa). ©2008 Anne Bachrach. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

Open Doors for Agents and Clients

In the center of Lido Village, down near the water of Newport Beach sits a bright, warmly decorated real estate office. Open and appealing, with views of the harbor, it reflects the heart of Lynch Associates Real Estate – business should be fun. “I didn’t want to open an office that was cold and sterile like so many corporate offices,” says broker/owner Carole Lynch. “I wanted something that was friendly and inviting and appealing to both agents and clients alike.”

Lynch Associates Real Estate

ExecutiveAgent Magazine

Carole Lynch

Lynch Associates Real Estate By Shannon Hartsoe

efore obtaining her real estate license in January of 2000, Lynch was a legal assistant. In that career, she often found herself helping clients negotiate car deals or work through difficult housing documents. “Since I was working with sales so often anyway, and enjoying it, it seemed like a natural transition for me,” she says. “So I gave it a whirl.” Others in real estate warned her – it could often take six months or more for sales to start trickling in. “I guess I didn’t listen – I closed seven transactions in my first four months,” she says with a laugh. “I haven’t really slowed down since.” Her client-first philosophy quickly earned her a reputation as a trustworthy advocate for buyers and sellers. Propelled mostly by repeat and referral, Lynch’s business grew exponentially. Lynch went on to win many awards for top production and obtained her broker’s license. She’s sold houses in nearly every county in Southern California. But something was wrong. “I realized I was answering my own questions far more often than I needed my broker’s advice,” she notes. She found she enjoyed the challenge of keeping deals together – often finding answers others had overlooked. Her own independence coupled with the impersonal nature and the traditional commission structure of the national real estate companies left her feeling empty. Lynch realized she was more than capable of managing her own clientele without the backing of a corporation. “I work hard for my clients,” she says. “And I felt like it was not only important to be able to keep more of what I earned, but I also wanted to be able to be more flexible and responsive. None of my clients cared about the name of the company. They work with me because I work for them.”

In January of 2011, Lynch struck out on her own. Today, Lynch Associates Real Estate has six agents and a sizable market share. Even in a challenging economy, the company is doing well. “I think the difference is in how we treat clients and how we work together as a team,” says Lynch. “My agents know I’m always there for them and, as a result, they are always there for their clients.” Her ability to persevere makes her a valuable asset for both her clients and her agents and her open-door policy means she’s easily accessible. And she enjoys shaking things up. Gone is the traditional broker heavy commission split. In its place is a flat rate, no fee structure that rewards agents for a job well done. Gone too is the traditional office environment. A dedicated reception area includes a fireplace and a welcoming beach theme. If it feels more like a vacation home than an office, that’s because it’s supposed to. “I don’t want anyone to be intimidated by doing a real estate transaction,” says Lynch. “When people walk into our offices, they automatically feel welcomed. From that moment on, they know they’re in the right place.” Carole Lynch Lynch Associates Real Estate 3442 Via Oporto, Ste. 103 Newport Beach, CA 92663 Tel: (949) 280-2882 Lynch4Homes@gmail.com www.Lynch4Homes.com DRE # 01274306

Your Local Real Estate Expert Providing Comprehensive Real Estate Services to Home Buyers and Sellers

ExecutiveAgent Magazine

Written By Chris Widener

ExecutiveAgent Magazine

Finding The Right Way To Motivate Your Employees

ig Ziglar says that there are three main ways to motivate people in general and employees specifically. They are fear, incentives and growth. Let’s take a look at each one. Fear. This is not good. Number one, it is not right, and number two, it does not work well in the long run and is not good for the overall health of the organization. Yet, still there are people who use it. They make blatant or veiled threats in order to get people to work. There is a better way. Incentives. John Maxwell says that “What gets rewarded, gets done.” This is the technique that says, “If you do this, then you will get this.” The problem Ziglar sees, and I concur, is that people will be led this way for a while, and it will surely be profitable and productive. Yet eventually, most people come to the end of being driven by incentive. This is because most people are innately driven by something even deeper.

• Days off to pursue personal development opportunities. Invest in your employee’s personal growth and they will reward you with high motivation! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

Growth. Personal growth. Do you ever wonder how the personal growth industry has gotten so huge? It is because it scratches an itch that lies within each person. Every person has within them, a desire to get better. Now, obviously, some are more in tune with that desire than others, but each person has it, and it can be a great motivating factor. First, here is how it does not work. You do not say “If you do this, then I will give you a personal growth opportunity.” That is still incentive. Here is how it does work: You simply make it a core value of your business or organization that management will give regular opportunity for personal and professional growth to all members of the staff. I say both personal and professional growth very purposely. There will always be the opportunity and need for professional growth, and the employees expect that. They may or may not appreciate it though. However, personal growth opportunities, given with no strings attached, will be appreciated, and rewarded with ultra-motivated employees. Here are some simple ideas: • A “Family Library” stocked with books and tapes that help them in their family life. • A Financial Resources section. • Any kind of Development Seminar that will benefit the employee. ExecutiveAgent Magazine

Cameron Davis Davin Emmons Michael Cambra Kathleen Monroe Irlanda Swarthout

Make the Smart Move!

Barbara Holbein Stephanie Vogt Joanette Graves Tim Scalzo Shevy Akason Maggie Heshmati

These agents have already made the Smart Move! It may be the right time for you to make the switch as well! Contact Evergreen Realty, HomeSmart Career Services at 949.753.7888 or http://joinevergreen.net for complete information.

Sebastian Naum

All inquiries are kept conndential.

Carol Kirk

Max Black Calee McManus Theresa Hsu Patty Lee

Bill Buss

I joined Evergreen Realty and I’m so glad I did! Evergreen oﬀers me everything I need to help me excel in my business and to provide me the support I need for my clients. Evergreen oﬀers great technology support, great management support, and a great working environment.

Teri Miles

Sylvia Prata Tim Wolter Frances Ryan Williams Linda Ing Helen Moreno Kim Archer Sandra Cowan

Moving to Evergreen Realty, just over a year ago, was one of the best decisions I’ve made in my 25+ year career. The amazing compensation plans are innovative in the industry. Evergreen also oﬀers the technology and training needed to stay current in the ever changing industry. I feel I made the best decision for my business by joining Evergreen Realty.

Jean Tietgen

William & Kay Asher Chris & Barbara Holland Shep & Pamela Novak

And over 400 more in 2012!

Fully-Equipped Oﬃces for your use!

7000+

Agent network!

100% Commission month a40 $

The South Bay Association of REALTORS Proudly Presents

MARDI GRAS Mem Aeciati We JULY 29 - AUGUST 2, 2013

This is a week dedicated to our SBAOR members, full of FREE classes, raffles, discounts in our REALTOR® store, free food including a BBQ lunch in our parking lot each day and of course, lots of fun!

TENTATIVE COURSE SCHEDULE: Understanding the Residential Purchase Agreement The Legal Ramifications of Pocket Listings Technology Day featuring classes on Facebook, iPads and Digital Ink Short Sales How to get More Listings in the Current Market A special Women’s Self Defense Class

**A Special Presentation from C.A.R. Chief Economist,** Leslie Appleton-Young Call us for more information and competitive pricing! 310-326-3010 Join the SBAOR TODAY to take advantage of ALL of the FREE member benefits!

Join the SBAOR and CRMLS TODAY to take advantage of ALL of the FREE member beneﬁts!