EXECUTIVEAGENT MAGAZINE
LIBBY ROGERS Executive Agent of the Month
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LOOKING FOR A WAY TO PREAPPROVE YOUR BUYERS THAT IS QUICKER, SIMPLER, MORE SECURE, AND REQUIRES LESS PAPERWORK?
LOOK NO FURTHER!
Introducing loanDepot’s HERE’S HOW TO APPLY
Digital Mortgage Application
HERE’S WHAT MAKES OUR PROCESS BETTER
1. Clients can begin the online application
Borrowers can complete the application at their pace. They can start, pause, exit
process at their convenience by visiting
and revisit their application at any time… without losing all of their information!
www.loanDepot.com/rhedrick and clicking the “Apply Now” button. 2. They will be prompted to register their account and answer a few simple questions. 3. Once complete, the borrower will get a confirmation email including login credentials to access our Consumer Portal. 4. At the same time, the dedicated loanDepot Loan Consultant will get a notification to get started on next steps!
Borrowers that participate in online banking can immediately import a 60-day account history. Borrowers can pull credit themselves and see their scores instantly. Disclosures and other documentation are provided electronically, offering the ability to e-Sign and e-Consent. loanDepot’s mello™ Consumer Portal allows for clients to upload their documents online, retrieve their disclosures, and receive real-time notifications on pertinent loan process milestones and any conditions that may be required from them along the way. Day 1 Certainty: While applying through the mello™ application, salaried borrowers from participating employers may be eligible and qualify for Day 1 Certainty*— an automated validation service that electronically validates income, assets and employment. This eliminates the need for bank statements, W2’s and paystubs and allows us to close loans faster while delivering an optimal borrower experience.
The mello™ Digital Mortgage Application puts your clients in control of their mortgage. CONTACT ME TO LEARN MORE! Richard Hedrick
NMLS#1059650 Branch Manager (909) 912-7835 office (714) 400-2753 cell 21804 Cactus Ave, Suite 102 Riverside, CA 92518 rhedrick@loanDepot.com www.loanDepot.com/rhedrick
Ontario Branch
Riverside Branch
Temecula Branch
San Juan Capistrano Branch
(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761
(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591
(909) 912-7835 11801 Pierce Street, Suite 200 Riverside, CA 92505
(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675
*Day 1 Certainty (“D1C”) is Fannie Mae’s automated DU® validation service. “D1C” may be available for conventional buyers with a 680 credit score or higher. This information is not intended to be an indication of loan qualification, loan approval or commitment to lend. Loans are subject to credit and property approval. Other limitations may apply. Rates, terms and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (062218 100601)
EXECUTIVE AGENT OF THE MONTH
Libby Rogers R.B. Haley Fine Homes & Estates
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Inside Features
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Shane Knighton & Joseph Fordonski
Chris Orellana
Kinecta Federal Credit Union
loanDepotÂŽ
ExecutiveAgent Magazine
San Diego - October, 2018 Editorials
E XECUTIVE AGENT
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How Business Women Who Are Positive Thinkers Win -Roxanne Batson
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 FArrias45@gmail.com www.ExecutiveAgentMagazine.com
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Become A Speciaist -Linda Brakeall
ADVERTISERS’ INDEX - IE City of Hope..........................................................34 iPhotography Studio.....................................23 & 36 Kinecta Federal Credit Union.................................8
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loanDepot®..............................................................2
How to Trample High Turnover and Turn More Profits -Carla Cross
The Termite Guy......................................................3 VAREP.......................................................................9 WCR........................................................................28
Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener, Mark Victor Hansen, Brian Tracy, Denis Waitley
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The Genious of Teamwork -Patricia Fripp
© Copyright 2018 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.
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Once In A Lifetime -Chris Widener
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E XECUTIVE AGENT
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Written by Haley Freeman
Chris Orellana grew up in North Orange County and enjoyed a successful first career at Disney Parks & Resorts, where he worked as an operations trainer. As an insider to one of the world’s greatest hospitality companies, Chris both learned and taught the gold standard of customer care. “Service starts and ends with the customer and what they’d like to achieve,” he explains. “We learned to be completely customer-centered, and we referred to people as our guests, rather than our customers. Our goal was to provide them with the best possible experience and make it memorable for them, so they would want to come back again.”
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Delivering the Gold Standard of Customer Care Chris was later introduced to the mortgage lending industry by his brother, and he saw an opportunity to serve people in a profound way by helping them achieve the American Dream of home ownership. He studied finance at California State University, Fullerton, and began his lending career at Chase Bank.
Another benefit that loanDepot is offering to both clients and Realtors® is access to mello Home, a groundbreaking online platform that is streamlining all aspects of consumer lending and home ownership. mello has three primary functions: a consumer portal; a mobile point-of-sale system; and a digital mortgage loan application.
Today, Chris is a loan specialist at loanDepot in Ontario, and he sums up his reason for choosing the company with a single word: culture. “loanDepot simply feels personal, like a family. Loans are more than just transactions here. We get to know people with the goal of not just getting them into a home, but helping them in their life in some way. Maybe they want to get their kids closer to school, or they’re ready to retire and downsize to a smaller home. We see this as an intimate process, and everyone I work with is happy to be here and always willing to lend a hand. That’s a real plus.”
The system connects pre-approved homebuyers with verified real estate agents in their local market, as well as with home improvement and other professionals in their area. “We can refer qualified buyers who don’t yet have an agent to a Realtor® we’re working with who has already been screened and vetted.”
Chris’s previous customer service training blends harmoniously with loanDepot’s people-centric culture, and he continues to deliver the highest standard of client service to everyone from military families to luxury buyers. “When you’re doing a loan for someone, the focus needs to be 100 percent on their goals. It’s not about what you want. I like to spend time with people up front so I can fully understand their goals, and go from there. It makes the rest of the process so much easier.” Once Chris establishes trust with his clients, his diligent and transparent communication throughout the loan process helps to ensure that home buyers and their agents enjoy a worry-free close of escrow. “I’m very up front about what I can and can’t do, and I provide clear explanations for my recommendations. I’m with them through the entire transaction, and I always provide updates along the way. When I got my home, it wasn’t like that. There was no relationship with my lender, and that was a turnoff for me. I never want my clients to feel they’re alone in their transaction or don’t know what’s going on.”
From a family with a proud legacy of military service, Chris enjoys giving back to veterans by helping them and their families use their VA loan benefits. loanDepot exclusively offers the VA renovation loan, which allows VA-qualified individuals to purchase or refinance a home and take out additional funds for upgrades and repairs. Chris also gives back to his community through volunteer service to the We Give Thanks Organization and other homeless assistance programs. Driven by a genuine desire to serve others, Chris says he continues to draw inspiration from being a part of someone’s journey to home ownership. “Helping a family get their first home is one of the most satisfying things I do. Seeing their excitement when they get their keys is, and always will be, priceless.” Chris Orellana loanDepot® 3281 E Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 714-614-1549 Email: corellana@loandepot.com Web: https://www.loanDepot.com/corellana NMLS ID 1419854
Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.
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Oh My, Jumbo Loans up to 50% DTI? Portfolio Lending – Hey, we’re flexible.
Expect the Unexpected when you partner with Kinecta. What better way to deliver on that promise than with our Portfolio Mortgage Program? It gives you the flexibility to close more deals by allowing for a debt ratio of up to 50%. With fluctuating rates and property values, you need all of the help you can get to boost your clients’ buying power. You can do just that with our expanded debt ratio program: • No adjustments to the rate – That’s right no rate adjustment! • Most big banks hard stop at 43% DTI – Our 50% DTI program can mean the difference between your clients being approved for their dream homes or being forced to settle for lesser homes. • Avoid qualifying surprises – Such as discovering one day before loan contingency removal that your client has a debt ratio income issue – uh oh. Contact me! George Deekrich
Sr. Mortgage Loan Consultant NMLS #194556 Dir. 949.293.7359 Cell 714.955.9191 gdeekrich@kinecta.org www.kinecta.org/gdeekrich
Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this flyer is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations. 19748-05/18
HELPING MILITARY & VETERAN
FAMILIES REALIZE THE
AMERICAN DREAM! 2,600 + VETERANS
EDUCATED ABOUT HOMEOWNERSHIP
1,500 + FAMILIES
WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.
WERE HELPED THROUGH VAREP CARES
750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS
UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782
66 HOUSING SUMMITS TO EMPOWER VETERAN HOMEOWNERSHIP
WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries... WE WANT YOU!
VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at:
https://varep.net/eventsfront/advocacy
info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485
The Genius of Teamwork
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rue teamwork is the rarest, most exhilarating, and most productive human activity possible. Every business wants to harness this incredible energy, but achieving such a level of motivation and esprit is not always easy. A team is not just a group of individuals who work at the same location or have the same logo on their business card. A real team is made up of people who may be unequal in experience, talent, or education, but who are equal in their commitment to working together to achieve the goals and good of the organization, each other and their customers. If we are going to be successful, we can no longer look at our organizations as departments, divisions, or branch offices. We must look at the bigger picture and resolve to work together in ways we may never have done before. We may even need to cooperate with the competition. Think of all the mergers and acquisitions in the past few years. Your number one competitor today could be your partner tomorrow.
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Futurist Bob Treadway CSP, from Littleton, Colorado often gives the Mensa IQ Test to participants in his seminars. He has found that many “average” people, when working as a team, test at “genius” level or higher. Participants contribute in different ways. Some brainstorm. Some work alone and then report back to the group. Treadway finds that a team “becomes a genius when everyone works together.” Treadway also noticed that when a team is working at optimal performance, it is hard to know who the leader is. In other words, the team runs the team. Such teamwork doesn’t happen by accident. It requires commitment and effort, a willingness to accept the uniqueness of others, and an appreciation of diversity. We build teams in our companies the same way we build relationships with our friends and coworkers. High-functioning teams establish us and our companies as reliable, internally and externally. We then project this image to our customers, vendors, competitors, and communities.
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With downsizing and restructuring, many managers today are responsible for as many as 250 people. More than ever, these managers need to build responsible and committed team members if they want the best performance from them. But how do they go about it? A very dynamic, productive example was the team led by Mike Powell, when a senior scientist at Genentech. Because of its past successes, his ten-person team was given the most important assignments. I asked Mike how he managed to keep his people highly motivated in an environment with long hours and a great deal of frustration. “I keep them happy,” he said. Now, every manager wants to do this, so I pressed Mike for details. “Ten years ago,” he continued, “I told team members only what I thought each needed to know. Now I tell everyone everything. It may slow them down a bit while they are filtering through all the information, but they get the big picture. Then they can then decide what it is they need to know and do.” He added, “I also gave them lots of positive feedback via email and voice mail. One group at Genentech lost their leader, but they stayed incredibly productive. I left a
voice-mail message for one of them, saying ‘Everyone in the company is talking about how well you all are doing.’ They were really effective as a team and appreciated knowing it.” Building a real team gets real results, but it can’t be done with slogans and directives. Ed Stair, Senior Vice President at Gap talks about ‘Gap Heroes,’ everyone who uses innovation to find ideas to save money or improve productivity. Start by respecting each person’s individual contribution, showing appreciation, exciting them about their possibilities for achievement, and sharing with them that their group effort has the potential for real genius. Good luck! Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. For information about Patricia’s Keynote presentations, 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
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Shane Knighton & Joe Fordonski Written by Haley Freeman - Erin & Jake Photography
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eet Shane Knighton, FVP of Business Services, and Joseph Fordonski, Manager of Commercial Loan Origination, at Kinecta Federal Credit Union — the commercial lender in your neighborhood. While many think of their local Kinecta Credit Union as a great place to open a checking or savings account, or obtain a car loan,
they may not realize that Kinecta also offers a full spectrum of commercial products and services. Kinecta’s commercial division provides members with real estate loans, business credit cards, merchant services, deposit accounts and SBA loans for business acquisition, working capital, tenant improvement and business expansion.
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Gail Jansen - VP, Business Services Operations and Credit; Joe Fordonski - Manager, Commercial Loan Originations; Sandra Sanchez - Director, Operations and Loan Servicing; Shane Knighton - FVP, Business Services During his 30-plus years in commercial lending, Joseph has worked with some of the world’s largest financial institutions. He joined Kinecta seven years ago to help kickstart its commercial lending programs, and discovered a culture where people matter over profits. “This is probably the best of both worlds as far as commercial real estate lending goes. After working in the huge banking realm, it’s great to work inside a culture focused on relationships first and foremost. We get to know our members, how they got where they are today, and what their vision is for the future.” Joseph leads a team of five originators whom he describes as a talented group of people who strive for meaningful connection with members from the very first contact. “In hiring, I look for someone who takes the extra step to make it about more than a transaction, but a relationship.”
Shane brings more than 20 years of commercial lending experience to his role at Kinecta, where he has been instrumental in nearly doubling the company’s commercial loan portfolio, which is now approaching $1 billion. He came to Kinecta with a passion for its not-for-profit model that prioritizes service and value to its members above all else. This spirit drives a flexible approach to lending that responds to changing needs within local communities. He explains, “One thing that sets us apart is our willingness to respond to underserved communities, lending on certain property types or geographies that are less desirable to other lenders. Some of our core values are to be resourceful, find the best solution and do the right thing. Our mission is to continue growing so we can keep serving our members in the ways they need us.”
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The Commercial Lender in Your Neighborhood “For example,” Joseph adds, “we financed four mobile home parks in Lancaster and provided affordable housing for people in a lower-income community. We standardly handle what we call the four food groups of commercial lending: office, industrial, retail and multi-family, but we also have a nice exposure in self-storage facilities and mobile home parks.” As a portfolio lender that funds and services its own commercial real estate and SBA loans, Kinecta
makes it a practice to consider each borrower and lending scenario on its own merits. “No two people and no two deals are the same,” Shane says. “I like having the opportunity to look at each one as an opportunity for learning something new. Of course, a loan needs to make sense. We’re looking for typical debt service coverage ratios with loan terms of 15 years maximum with up to 30 years’ amortization, and we usually cap out at 70 percent loan-to-value. We don’t have a prepayment penalty, which is a huge benefit to our members.”
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Kinecta walks its talk in more than just the way it does business. It is also a leader in community outreach, serving numerous worthy causes through donations of both time and money. Kinecta employees are strongly encouraged to volunteer, and each receives eight hours of paid time off to participate in their cause of choice. Joseph notes, “Here at the Newport office we have a group that goes to help out at the Second Harvest Food Bank each month. It’s not only great for the community, but also promotes camaraderie among our team, as well, and reminds us to appreciate what we have.” With their years of experience and credentials, both Shane and Joseph could choose to work for any commercial lending institution, but Shane explains why they choose Kinecta: “I read a lot about how companies are using culture as a way to attract millennials. But that consideration came after the fact here. Kinecta has always been a place that puts its members and the community first, and it shows just how genuine the organization is. We choose to work for Kinecta because we enjoy working for a company that aligns with our values. It’s great to come to work
in a place where we can laugh and have fun at what we do, while knowing we are making a difference for our members.” Kinecta Federal Credit Union 4041 MacArthur Boulevard, Suite 100 Newport Beach, CA 92660 Web: www.kinecta.org Shane Knighton FVP Business Services Office: (949) 253-5373 Cell: (949) 423-9855 shane.knighton@kinecta.org Joseph B. Fordonski Manager, Commercial Loan Originations Office: (310) 643-4683 Cell: (310) 662-3573 E-mail: jfordonski@kinecta.org
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EXECUTIVEAGENT MAGAZINE
Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.
I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323
Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________
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Cover Story
LIBBY ROGERS Executive Agent of the Month
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LIBBY ROGERS Real Estate Representation With An Eye To The Future
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hen Libby Rogers named her boutique real estate agency R.B. HALEY, INC. after her three children, Rex, Brittney and Haley, she knew she was staking her future — and theirs — on the reputation of the brand. Determined that the brand would be known for the highest level of professional representation delivered with personal care, she has fulfilled her vision, building a company that thrives on referrals from clients and colleagues alike. Through her progressive approach to real estate, Libby has made an art of responding to the industry’s rapid pace of change while remaining faithful to the principles of service upon which she has built her name.
The depth of Libby’s professional experience goes beyond the hundreds of millions in transactions she has overseen for clients. She is a seasoned investor in her own right who continually studies markets and trends both locally and nationally looking for worthwhile opportunities to buy and sell real property. Libby states, “It’s been getting harder to place investor resources in the San Diego market for profitable margins since things have gotten so expensive, but I work with a group that goes outside the box and is willing to spend a million or more on a property, do improvements, and then sell for upwards of $1.6 million. This investor client differs from the norm, with a willingness to operate in a higher-risk niche.”
Written by Haley Freeman - Ian Wiant Photographer
Libby has always enjoyed the challenges that come with learning new things. Her spirit of entrepreneurial adventure has kept real estate fresh for her and, in turn, relevant for her clients. In the evolving business landscape where corporate mergers and expansions have introduced new power players to the marketplace, R.B. HALEY, INC. remains a contender against larger brands. While the
agency continues to provide unrivaled service to buyers and sellers of residential properties in San Diego and the surrounding communities, R.B. HALEY, INC. is also delivering top-tier representation to real estate investors and commercial clientele spanning office, retail and assisted living facilities.
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Libby works with roughly 30 entities that are continually raising funds for investment, and with the tightening margins in San Diego, she is working collaboratively with agents in other markets to connect clients with lucrative opportunities elsewhere, including hotspots in Arizona, Georgia, Nevada, North Carolina and Texas. “Since I invest myself, I’m always looking for opportunities for my clients who also like to keep their money in real estate. A lot have been going to Las Vegas, since the Raiders are moving there, and there is also a big medical facility going into Henderson. I look at trends that will create jobs and demand for housing so I can take my clients to places where their money doesn’t have to be parked for years to make a profit, and once it grows, they can bring it back to San Diego.” There are still viable local investment opportunities, as well, which cross over into the commercial market.
“There’s still a good upside to the market in Riverside because they haven’t had the growth we’ve had. Temecula has always been a bedroom community for San Diego, but I think over the next few years, we’re going to see stronger commercial representation there, so people won’t have to live in Temecula and work in San Diego. I have a client who is building a 100,000 square foot office space in Murrieta, geared toward high-tech companies. Many companies need really high-tech facilities, and a building that was built even 10 years ago is probably falling behind. We’re working on developing properties that include cutting-edge tech infrastructure and helipads, so companies from the Pacific Northwest can have a presence here in SoCal. There is a trend for tech companies to set up satellites where their talent wants to live rather than relocating employees near their corporate headquarters. There is still land available to develop in the Riverside area that we don’t have here in San Diego.”
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Libby also foresees a trend in the development of multiunit housing and condo-conversions in the Riverside area.
are cheap to buy, since containers are piling up as more containers arrive in the U.S. than leave.”
San Diego’s shortage of land and the corresponding scarcity of housing have given rise to a recent moratorium on permitting fees associated with building a second dwelling on existing residential lots. R.B. HALEY, INC. has partnered with U.S. Bank, which offers attractive financing for improvements and/or construction. “The city is in need of more affordable housing, and this presents a wonderful opportunity for investors to collect two rent payments on a single piece of property. We’re also seeing green housing being built from shipping containers, which
Having lived in San Diego for most of her life, Libby has cultivated affirmative relationships across the community, building a network that contributes to the unique value proposition she provides to her broad spectrum of clients. To demonstrate, Libby recently received a request to assist a plastic surgeon who was moving into the San Diego area from Boston. Eager to establish his business and home in the heart of the city and maintain a lifestyle similar to that he’d experienced on the East Coast, her client requested a location downtown.
MEET PART OF OUR R.B. HALEY TEAM ExecutiveAgent Magazine
ANOTHER HAPPY CLIENT! She recalls, “I realized that the downtown area was not the best place for his business to flourish and that it would also not provide the lifestyle he was looking for. The commercial market is not MLS-driven and is more about networking within the community, so I started scouting for commercial property and thinking about who I knew. One of my agents was an investor in a beautiful building that would provide the perfect business location, but it was at capacity. I asked if there was anyone who would be leaving or who was interested in breaking their lease. As it turned out, there was a doctor who wanted to leave. My client was able to take over the lease, get into a space he would never have been able to find on his own, and allow the other party to move on. I was also able to help settle him into a home in Solana Beach, which is a great place to live and raise a family, and a short commute to work for him and his wife.” This personal approach to working with commercial clients is something many real estate professionals in the commercial space miss. Libby’s unfailing commitment to relationship building powers a brand that is driven almost entirely by repeat and referral business. Her diverse team includes professionals of many ages and walks of life,
each of whom brings something special to the enterprise. Libby continues to mentor new and seasoned agents, and there is ample opportunity in her organization for those looking to expand their practices in both residential and commercial markets. With so much possibility brewing, Libby is entertaining a merger that will further enhance the resources she brings to clients. As the company continues to grow, Libby is determined that R.B. HALEY, INC. will always stand for experience and trust. “Real estate is all about timing,” she says. “You can never have a crystal ball, but our years of experience translate into knowing when it is a good time to sell or buy. And when you can’t time things optimally with the market, you need someone who has a business strategy with the right contingency plan. That all requires having somebody who is in the market every day and knows what’s happening. Once you read about it in the newspaper, it’s already old news. We’re always looking at what’s coming and how it will affect our clients in the near and distant future, so we can help people make the best choices possible today.”
ExecutiveAgent Magazine
BUILDING RELATIONSHIPS ONE DEAL AT A TIME
LIBBY ROGERS R.B. HALEY, INC. 12396 World Trade Dr., Ste. 306, San Diego, CA 92128 Tel: 619.203.6597 - Email: Libby.Rogers@RBHaley.com Web: www.RBHaley.com - CalBRE # 01843189 ExecutiveAgent Magazine
How Business Women Who Are Positive Thinkers Win
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hink back. Who inspired you on your path to leadership? We are all inspired by someone, somewhere, along the way in our career. It could have been a parent, grandparent, boss, friend or someone we just read about.
Before you go to work, or on your way, take a few minutes to meditate on what you want to accomplish during the day. How will you do it? What is the best end result in your mind? Then see it. Feel it. Do it.
Regardless, they did or said something that motivated us to attempt to achieve more and dream bigger. Aren’t you thankful? When you look at the source of your inspiration, I believe you’ll find someone who was positive at heart. Someone who never talked about how hard life was and how difficult the journey would be, but instead they were the kind of person who demonstrated positive thinking. How do I know? It is because dull, ordinary thinking never inspires us. Neither does thinking that drags us through the mud of all that go wrong and all that is bad in the world inspire us. As you lead people, whether it be children or employees or managers, remember that what you think is what you get. If you are to inspire people to greatness, you must think greatly yourself. This can only be done through positive thinking. As Ann Moore, Chairman and CEO of Time, Inc said in a recent speech at the 7th annual Wharton Women In Business Conference, “All behavior emanates from the top and reverberates down the organization to the lowest level.” Positive thinkers win! So, if you realize that positive thinking inspires and you realize that inspiration is what leads to achieving success, then how do you keep negative thinking from invading your space? Mark Victor Hanson, a great motivational speaker, once said “If you hear that negative voice trying to stop you, just visualize putting a big red X through it.”
You’ll feel the positive momentum the rest of the day. It does make a difference. By the way, there is a new World Positive Thinkers Club for those who want to expand their horizons and join the ranks of positive thinkers around the country. Check it out at www.worldpositivethinkersclub.com. Ken Bossone took 10 years of research and discovered the three word motto all Positive Thinkers have imbedded in their hearts, minds and souls that leads to constant winning and happiness. There are now over 500 members of the club in the professional sports and business world.” All Ken’s research resulted in this book ‘Why Do Positive Thinkers Win’. It is being considered right now for the shelves of libraries around the country. And remember, that it is you and your thinking that will help you achieve whatever it is that you are looking for in life. I hope you see a future full of lots of positive outcomes! Roxanne Batson is Managing Partner of WSN Sales 75 LLC, a global marketing company and Co-Founder, WomenCorp, an international women’s leadership training company. She is a speaker, author and sales trainer with 25 years of experience in business development for companies such as Southern Living, Merrill Lynch and TurnerBatson Architects. Copyright© Roxanne Batson. All rights reserved. For information about Roxanne’s presentations, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPond.com; http://www.FrogPond.com
My own belief is that we should start the day visualizing positive events.
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ExecutiveAgent Magazine
Written By Roxanne Batson
ExecutiveAgent Magazine
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Once In A Lifetime
A
subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.
“Isn’t every moment of our lives, once in a lifetime?” he asked. Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment.
The opportunity to take that business risk. The opportunity to take that dream trip you have thought of for years. Live for today my friends. Make today the best day that you can. Be aware of every moment and how it is the last time you will be able to make the decision on how to spend it.
What happens though is that we figure we will be able to live another moment in the same way we are passing on right now. Time becomes a commodity that we trade… and the riskiest commodity of all – futures! We pass on this moment for the option to live it in the future.
Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference.
The problem is that there is no guarantee of the future…
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
Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day: The opportunity to play with your children or grandchildren. The opportunity to love your spouse.
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As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity!
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Written By Chris Widener
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How to Trample High Turnover and Turn More Profits
W
hat’s your agent turnover? In some companies, it’s 100% a year! Just think of the lost income, lost time, and lost opportunities! (See the handout this month to figure out just how much it costs you when an agent fails—you’ll be stunned!)
1. Culturize
Were you surprised? Yet, many brokers tell me it costs them nothing when an agent leaves (at the same time, the broker wonders why she can’t recruit winners). Many times, we don’t see the connection between recruiting and retaining. After you do this worksheet, though, I think you’ll get the connection strong and clear!
4. Create support
A simple yet uncommon solution to high agent turnover: An awesome onboarding process. Why Onboarding is So Important. Imagine you’re a new agent (or new to your office). What are you doing that first day? The first week? The first month? 60 days? 90 days? Write down exactly how your office guides that agent through these time periods. Be sure to list managerial/coaching interactions with the agent, too (when you review the agent’s progress). Is your paper pretty blank? If so, you’re missing the opportunity to create loyalty in the new hire with these four actions:
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2. Familiarize 3. Form relationships
How People Feel with a Weak Onboarding Process I just read a wonderful study from Baudville.com (the recognition products company). They talked with and studied onboarding procedures in companies and found: 1. Companies that leave onboarding to chance experience a 50% higher failure to retain rates. 2. 89% of new hires say they do not have the optimum level of knowledge and tools necessary to do their job. 3. 61% of hires say they’ve found aspects of a new job different than expectations set during the interview process. 4. On day one of a new job, 67% of Millennials are already thinking about looking for another job.
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5. New hires are 69% more likely to stay more than three years if they’ve experienced a well-structured onboarding program. 6. 86% of new hires decide to stay or leave within the first six months.
First Steps to Take 1. Review your onboarding process as asked in this article.
The Operations You Need in Place 1. Support: First day checklist with a check-in between manager and new hire.
3. Ask those who’ve joined you in the past 6 months to review and analyze their onboarding process and make suggestions.
2. Familiarize: Thorough operational checklists for the first 1-4 weeks—with a place for the administrator AND the new hire to check off to assure work has been completed; check-in weekly for support.
4. Create deadlines for portions of your onboarding process to be finished.
3. Culturize: A company workshop with all company leaders to explain the culture, the training, the materials/ support (technology, opportunities) the company provides. 4. Form relationships: a mentor program. Higher Retention Rates with Mentors Do you have a mentor program? Retention rates for hires who are mentored are 72% higher than those who aren’t. A caveat: Your mentor program must have clear focus, guidelines, and training for your mentors. Someone must manage the mentors. Otherwise, both mentor and new hire will be let down.
2. Get a task force together to review your process.
Taking Away the Fear of the Unknown is a Great Recruiting Tool. So often, the fear of change stops a good agent (or even a prospective agent), from joining a company. Having a thorough, friendly, supportive, culturizing onboarding process and showing it to your potential recruits will go a long way in alleviating their anxiety and helping them make the decision to join you. Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry. A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or http://www. carlacross.com.
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BECOME A SPECIALIST! I
n this age of finely tuned niche marketing, I find surprisingly few Realtors® who position themselves as specialists.
you have to give him or her something to work with! If you do like the financing angle, that may be an area for you to focus on.
Most other professionals position themselves as specialists. Doctors do it. Lawyers do it. Dentists do it. Even chefs, landscapers, decorators and CPA’s specialize in one segment of the market that they know inside out. They become a knowledgeable resource and the ultimate expert in their field. And everyone likes to work with an expert.
How about working with people with damaged credit? That certainly takes some skill and finesse. I’ve got friends in lending who just adore putting the pieces of the puzzle together till it looks like a viable loan!
You are a professional. I’m sure there is something that you do better than most other Realtors®. What is it? And how do you get the word out? Let’s start with “what is it?” Which customers do you like to work with best? When and where are you most effective? Is there a particular area, buyer or price range that you could sell and talk about all day long? Examples: If you are bi-lingual, you might position yourself as the lender who specializes in the .....(ethnic) community. Home-buying is tough enough to understand in your native language! If English was not my first language, I’d really appreciate having someone explain things to me in my mother tongue! You might consider compiling a glossary in that language as a resource for your clients. Do you love working with first time home-buyers? Does that bring out the nurturer, the teacher, the counselor in you? Position yourself as the First Time Home Buyer Specialist! Do you remember getting your first home? I do! And it was tough. No one wanted to take the time to explain all the details to me. There are wonderful booklets available free or close to free from the government’s printing office in Pueblo, Colorado. Keep some on hand to enhance your image, and offer helpful information. Are you really good at government loans or creative financing? That takes a certain amount of experience and expertise that not everyone has. We’ve all seen perfectly good loans rejected because an amateur didn’t know the ropes. And while a lender can back you up 32
We work together to make it happen. Again, make sure that clients and potential clients understand that what you do is not easy. We’re not talking whining but perhaps you’ve compiled “a 54 item check list to assist your clients in the process of repairing credit and getting a loan.” ¾ so that they can actually buy a house. If nothing comes immediately to mind, you might track your last 50 buyers and see if more than 20% of them had anything in common. It might be a product, it might be a personality type or an occupation. For example, if you find that accountants really enjoy working with you and you serve their needs well, that might be a specialty that you could pursue. Once you figure out what your specialty is then add that catchy phrase to your business card, write a couple of press releases and start giving talks at civic, social and service clubs to let people know what you do and how good you are. Now isn’t that special? Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. Copyright© 2001, Linda Brakeall. All rights reserved.For info about Linda, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.
ExecutiveAgent Magazine
You are a professional. I’m sure there is something that you do better than most other RealtorsŽ
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Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE
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WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt
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