February s san diego by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Matt Hopkins Executive Agent of the Month

Inside Features: Michael Francisco Kinecta Federal Credit Union

Henry Pailles CENTURY 21 Award

Jeremy Patterson imortgage

Realty ONE Group

Company Profile

Turn their dream home into a real address As your mortgage partner, we’ll consistently deliver on-time closings, choices of solutions and guidance from our expert loan consultants, so you can help your clients go from home seekers to homeowners. We specialize in FHA & 203K, VA, HomePath®, Conventional and Jumbo loans. Give our San Diego team a call today, and we’ll help your clients find the right solution and help you secure more sales.

Michael Stowers, Branch Manager

(691) 928-0127 Kent Palmer

Jeremy Patterson

Melinda Neill

Jim Cate

Shawna Vasquez

Courtney Depew

NMLS ID 262983

NMLS ID 262395

NMLS ID 991362

NMLS ID 262959

NMLS ID 229798

NMLS ID 235353

Gary Jackson

Dalila Flores

David Johnston

Tonya Suggs

Colin Cossio

Patricia Kellogg

Kim Moffat

Sergio Soberanes

Eric Chaney

Jack Hulse

NMLS ID 303465

NMLS ID 570991

NMLS ID 254407

NMLS ID 990326

Cert. Mortgage Planner

Senior Loan Consultant NMLS ID 258869

Loan Consultant

Loan Consultant NMLS ID 262439

Loan Consultant

Senior Loan Consultant NMLS ID 225476

Loan Consultant

Loan Consultant NMLS ID 238990

Sales Manager

Sales Manager NMLS ID 352879

Loan Consultant

Incredible employment opportunities available. Call today. Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 12022013.

Sales Manager

Loan Consultant NMLS ID 242545

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

February, 2014

S. San Diego

Cover Story

Editorials

24 - Mark Victor Hansen: Having Faith And Trust Will Lead To Success

04 - Mel Kleiman:

Are You Lazy Enough To Be A Great Manager?

32 - Kevin Nunley:

How To Trade For Advertising

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Email: Info@eamag.net Web: www.EAMag.net

ADVERTISERS’ INDEX City of Hope.....................................34 Evergreen Realty.................................6

28 - Wendy Weiss: Call-Killing Phrases

Greenpath Funding.........................13 imortgage.......................................2

Matt Hopkins

i Photography Studio................8 & 23

Executive Agent of the Month

Kinecta Federal Credit Union.........35 Realty ONE Group...........................36 The Termite Guy...............................7

30 Michael Francisco

Kinecta Federal Credit Union

Henry Pailles

CENTURY 21 Award

26 Jeremy Patterson imortgage

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown © Copyright 2014 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.

Realty ONE Group Company Profile

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Are You Lazy Enough Written By Mel Kleiman

hen you first see them together, the words “lazy” and “great manager” may not look like a logical fit, but believe me, they are!

Think about this: When your employees are so well trained that they can do whatever needs to be done when it needs to be done without your intervention, you can be lazy. When your store runs so smoothly that problems don’t arise or are easily and immediately handled, you can be lazy. And when crises don’t happen, you can spend the time you used to spend handling them being lazy! (Of course, in this context lazy doesn’t really mean lazy. It means having more time to do the things you want to do and excel at doing.) Reaching the point at which you are lazy enough to be a great manager is simple. Just teach everyone who works for you how to do every job there is to do. You’ll expand your employees’ skills, boost their confidence levels and reduce the amount of time and effort you need to spend managing them. Why should you make a practice of training every employee to do every job? Because studies repeatedly show that most people, when offered the choice between making more money and doing more interesting work, unhesitatingly choose more interesting work. And the simplest way to make work more interesting is to make it more varied, which also frees you from over managing! Managers sometimes tell me they’re concerned that training their employees this extensively will cause them to leave for better-paying jobs. Though once in a while this may happen, the fact is that well trained employees tend to stay, not leave. And if they do part company with you, it’s likely to be because you’ve trained them so thoroughly that

they are leaving to become managers at other stores—or that you’re moving up the corporate ladder yourself. Help people to get what they want and they’ll help you to get what you want is more than a nice sounding saying, it’s a very practical truth! Training doesn’t cause employees to leave, but having to perform the same limited tasks day in and day out can cause them to look for greener pastures in a heartbeat. It’s the under-trained employees who are most at risk to leave because they want more interesting work. Besides, if you don’t invest the necessary time and effort in training, what will you have? A bunch of poorly trained employees, that’s what! So which would you rather do, keep them ignorant and working for you or teach them what they need to know to make your business more profitable—and your job a lot less stressful? Getting to the point at which you can be a great “lazy manager” does require some extra effort on your part initially. And even when everyone who works for you is trained to do every task there is, you must still remain alert to what your employees need from you. But these things are a small price to pay for the rewards of a store that runs smoothly and well–and for the ultimate reward of being lazy! Mel Kleiman, CSP, is an internationally recognized consultant, author, and speaker on strategies for hiring and retaining the best employees. He is the President of Humetrics, a leading developer of systems, training, processes, and tools for recruiting, selection, and retention of the best hourly workforce. He is also the author of four books, including the best selling “Hire Tough Manage Easy”. Copyright© 2004, Mel Kleiman. All rights reserved. For addition information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine

to be a Great Manager?

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Evergreen Realty HomeSmart Welcomes

ssss sssssssss

Tony Faulkner has been in the real estate industry for over 19 years in Orange County. Tony has managed two thriving real estate companies and has taken both from ground level, flagship offices and turned them into top producing sales offices. An excellent coach, he is skilled at helping agents plan their business to achieve their real estate sales goals. He is a great motivator and emphasizes the importance of professional growth and training to stay ahead and remain on top in the industry. Serving in the United States Marines Corps for 14 years, Tony retired with the title Aviation Operations Chief where he supervised over 150 U.S. Marines in operations and administrative duties, classification documents and flight logs. Following the Marines, Tony spent 7 years in the United States Air Force Reserve where he retired. Tony has served on the OCAR board of directors and is active in the community working with at risk kids.

ww Top Workplace Years in a Row ww Fastest Growing Company yy Support and Technology yy Leadership, Vision and Retennon

Irvine Corporate Office 949.753.7888 Dana Point 949.463.1200

Laguna Niguel 949.230.1597

Huntington Beach 714.465.2000

Brea 714.990.0770

Mission Viejo 949.463.1200

San Clemente 949.492.4868

Upland 909.527.8252

E XECUTIVE AGENT MAGAZINE

uba Jewgieniew, Founder and CEO of Realty ONE Group, was a former stockbroker and computer programmer who entered the real estate market in 2003. Though he achieved great success during his first year in the business, he realized that something

By Haley Freeman

was missing in the marketplace â&#x20AC;&#x201C; a truly agent-centric company where agents were provided with cutting-edge tools to succeed. Kuba opened his innovative real estate firm in Las Vegas, NV, in 2005 and has since expanded his vision into a multi-state phenomenon.

ExecutiveAgent Magazine

“Having been an agent, I know what agents need -- and that’s an unwavering focus on the tools that allow them to do their jobs better,” Kuba says. “That’s why I am continually looking for ways to help them succeed, from a compensation plan that puts more money in their pockets, to top-ofthe-line marketing services, to technology such as a new personalized app, and a proprietary paperless transaction system that streamlines their processes.” Another important component of building a better real estate company has been to build a better culture. “I love hearing from others who have joined us and realize how we are different. We recently had a top professional join from a competitor. He knew right away that we were different, and he told me that the culture Realty ONE Group has built is unlike anything he’d seen before. He could see that it was so important to us, and remarked on how refreshing it was, when you’re working in an industry that’s been around forever, to see the innovation and support we provide to the people here who are all working together to achieve the same goal,” Kuba explains.

with their teams. She also invested in training with Brian Buffini’s organization. “I started to get traction by working my own sphere of influence. Eventually I grew my own business so much that I started developing my own team,” Tina remembers. “I wanted to volunteer and train new agents. I participated in the Agent Leadership Council at my office and began studying leadership because of my burning passion to lead others.” Tina provided training and leadership for several organizations. She was a Brian Buffini trainer, created and implemented a successful program for Zip Realty and developed the coaching program in place today at Keller Williams Realty. “When I met Kuba, we clicked,” Tina says. “I felt at home the minute I met him. Past leadership teams I’ve worked with were about control and command; at Realty ONE Group it is empowering and inspiring. This is the very first agent-centric company that succeeds at what they claim to do. I can’t tell people enough about the amazing opportunities we have to offer.”

Realty ONE Group has continued to grow since its inception in 2005. “We are always analyzing new markets to see where we should take the company next,” Kuba said. “San Diego County was an obvious choice; it will be the perfect complement to our growing Southern California offices in Orange County and the Inland Empire. Our first challenge was to find the person to lead the region, but it didn’t take us long to identify that superstar.”

Technology is a crucial component to the infrastructure that Kuba has developed for the company. “We pioneered technological innovations this year that are especially exciting and client-focused,” he says. “Our agents are focused on personal relationships, and we support them with an app they can customize, marketing materials they can brand, etc. Today’s technologies make it easier than ever for REALTORS® to promote themselves.”

Tina King, Regional Manager of San Diego, has joined the team to contribute her exceptional coaching and leadership skills to further enhance the company’s culture. Tina has always had a fierce entrepreneurial spirit, but when she first entered the real estate business, she was disappointed by the lack of training and support that companies provided. She tenaciously sought out top-producing agents and learned by working

The company is providing the personalized app to each agent at no cost. The app “allows each agent to better support their clients and emphasize our focus on local communities,” Kuba explains. “The app’s lifestyle search allows clients to filter down to the lifestyle and community that best suits their clients’ home-buying need and reinforces the agents’ intimate knowledge of local neighborhoods.”

ExecutiveAgent Magazine

We provide our associates with a commission structure, proprietary tools, expert education, and a level of teamwork and support that tips the balance in their favor.

“Of course, we are masters of all the other important tools that are necessary to attract clients, from a robust social media presence that further personalizes us and our service, to brand exposure on industry leading websites like Trulia.com and Homes. com,” Kuba said.

industry has been eager for and has allowed us to select only the prospects that share our vision, culture and work ethic,” Kuba says.

To underscore its goal of being a lifestyle brand, the company this year launched both a TV channel, RealtyONEGroup.TV, which showcases videos of the company’s vision, agents and new initiatives; and a glossy lifestyle magazine called ONE Magazine, which focuses on providing lifestyle and market information for both agent and client. Realty ONE Group also knows the importance of leading in the community and recently launched Realty ONE Group Cares, its own 501c3 Charitable Foundation. The focus of Realty ONE Group Cares is to support Realty ONE Group Employees experiencing hardship while also supporting different causes throughout the year through financial contribution and events to raise awareness. Kuba feels strongly that together, Realty ONE Group can and will make a difference in their local communities. The company is looking forward to more growth through the introduction of its franchise model. “In the first nine months of franchising, we had an overwhelming number of successful brokerages eager to convert and jump on board. This response – from over 1,000 interested candidates – proves that our model is something that our

Tina King, Regional Manager, San Diego

ExecutiveAgent Magazine

Realty ONE Group Carlsbad, CA office 2701 Loker Ave., W. #150 Carlsbad, CA. 92010 According to Tina, she is looking forward to inspiring people in her region. “I am a person who genuinely has a care and concern for the person sitting in front of me…I am in a company that can absolutely enhance that experience and make it bigger than anything I could ever do myself. Our office environment is about productivity, trust and fun! I feel like everything in my career and life are in perfect alignment with where I want to be. Everything I put out there many years ago and what I dreamt of has come to fruition.” That is exactly the kind of experience that Realty ONE Group is trying to provide for each of its agents. Kuba explains, “People who choose to work here

‘get it. They know we are creating something different and important, and they are eager to be a part of it. They are results-driven and don’t stop until it’s finished. This is what fuels our growth.” Realty ONE Group Kuba Jewgieniew, Founder and CEO Tina King, Regional Manager, San Diego Tel: 760.445.1702 TinaK@RealtyONEGroup.com Web: www.RealtyONEGroup.com License: CA 01704625

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

Brian Fraser Sales Manager 714-488-2245

Josh Lander Sales Manager 619-602-1587

• Experienced local professionals who deliver exceptional service

NMLSR ID 519190

NMLSR ID 653793

NMLSR ID 766437

Doc Spaulding Sales Manager 858-750-9110

David Gaylord Sr. Mortgage Consultant 949-939-6011

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

Daniel Healy Sr. Mortgage Consultant 760-271-8243

George Radlick Sr. Mortgage Consultant 760-579-1998

Joel Berman Sr. Mortgage Consultant 619-279-2935

Carol Krock Sr. Mortgage Consultant 951-634-4807

Jim Gordon Sr. Mortgage Consultant 949-632-4347

Mark Joplin Sr. Mortgage Consultant 619-368-1294

Jenna Tolman Mortgage Consultant 949-702-0532

Dreama Brown Sr. Mortgage Consultant 619-890-3037

Cathy Sabater Sr. Mortgage Consultant 619-846-2675

Edie MacGray Sr. Mortgage Consultant 760-802-0142

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

Charlie Burkett Sr. Mortgage Consultant 858-254-5774

Margarita Georgieva Sr. Mortgage Consultant 858-699-2396

Steve Meier Sr. Mortgage Consultant 619-890-4103

Bryan Schurter Sr. Mortgage Consultant 714-442-2650

NMLSR ID 657535

NMLSR ID 284599

NMLSR ID 301415

NMLSR ID 257383

NMLSR ID 329512

NMLSR ID 874149

NMLSR ID 347564

NMLSR ID 653792

NMLSR ID 240342

NMLSR ID 340107

NMLSR ID 999566

NMLSR ID 346669

NMLSR ID 681674

NMLSR ID 512330

NMLSR ID 450464

NMLSR ID 653795

NMLSR ID 373470

NMLSR ID 1098850

E XECUTIVE AGENT MAGAZINE

Henry Pailles

ExecutiveAgent Magazine

By Shannon Hartsoe

Real Estate by Design

enry Pailles has always appreciated the creative side of housing. That’s why he studied architecture and urban planning while in college in his native Mexico City. “Housing is not only the primal function of being our family’s refuge; houses are beautiful expressions of ourselves, our personalities and our outlooks in life,” he says. While well-versed in the design of homes, Henry now helps others find the perfect house as a top seller at CENTURY 21 Award in San Diego. His background – both culturally and educationally – have given Henry an edge when selling homes in San Diego. “Although I never thought I would end up being a Realtor®, it turns out that my architectural background has always given me an edge when helping buyers, because I can always share with my customers creative ideas about the great potential a particular house could have, how complicated certain modifications would be, or how slight alterations can enrich the spatial quality of a house.” His solid knowledge of real estate doesn’t begin with design and end with sales. Henry also brings these solid traits to his profession: Licensed real estate broker Master’s degree in business administration with a specialization in finance Licensed general contractor Licensed home inspector For more than a decade, he has been among the top producing real estate agents with CENTURY 21, ranking among the top 1 percent nationally since 2001. Henry has also received the prestigious Chairman Circle Gold Award by Prudential California Realty in each of his first nine years as a Realtor®. And since his association with CENTURY 21 Award, he has become one of the company’s “TOP 21 Agents” and the annual recipient of its prominent “Centurion award”. Now, as the top-selling agent in CENTURY 21 Award, Henry says all of these achievements combine for the benefit of his clients. “Back then when I was studying my MBA, I thought this degree would only serve to help me understand how to better manage my business,” he says. “Little did I know that it would be so helpful in sharing important investment advice with my customers in regards to sound financial decisions, income projections, return on investments, cash-flow analysis, and other important considerations when investing in real estate.” Clients who work with Henry quickly learn that in addition to his stellar academic and professional credentials,

he brings a sincere, dedicated approach that ensures they receive outstanding care and attention to their needs – no matter how big or small. “My success comes from always focusing on my client,” he states. “My job is about them, not about me. I work hard, I follow a strict and disciplined schedule, I always do what I say I am going to do, and I try my best to do it well and on time.” Henry’s background is another benefit to clients in the culturally diverse San Diego area. “I always try to appreciate and focus on each one of my customers as if he/ she was the only one, how to be a better asset for them, regardless of their race, origin or financial position,” Henry says. “Nevertheless, some Hispanic people might feel more comfortable speaking Spanish or dealing with somebody that they feel would be more in tune with their beliefs and their philosophy.” When he’s not working on the next sale or providing helpful real estate advice to his clients, Henry spends his time with his family, at his church, playing golf and rooting for his beloved San Diego Chargers. “I am blessed with a beautiful family,” he says. “My wife of 30 years has also been my partner in real estate for more than 12 years. We have three wonderful children that are my pride and joy. My family is my main motivation every day of my life. We go to church and go eat out every Sunday; we go on vacation once a year; we celebrate all our birthdays, Mother’s Day, Christmas, etc., together. I am definitely blessed.” For Henry, success in real estate comes down to simple principles that have guided him throughout his career. “You can be the best by doing the right thing all the time, and doing it well and focusing on helping others,” he says. “The rest is just a numbers game.” For anyone interested in a career in real estate, he’s quick to point out that there are no easy steps to success. “Real Estate is a highly rewarding career, if you understand it’s like any other career, where there are no magic pills. You have to work hard, always have a great attitude and mindset, and do the best you can do all the time. Never settle, always look forward to becoming better.” Henry Pailles CENTURY 21 Award 860 Kuhn Dr., Suite 200 Chula Vista, CA 91914 Tel: 619-517-6791 Henry@houseinsandiego.com www.houseinsandiego.com BRE # 01347083

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EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

MAGAZINE TM

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: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name:___________________________________ Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Matt Hopkins Executive Agent of the Month

ExecutiveAgent Magazine

By Shannon Hartsoe - Ian Wiant Photographer

hat does football have to do with real estate? A lot, says Matt Hopkins.

acter.” Those, he says, are important lessons -- lessons he believes have helped mold him into the person he is today.

Matt played tight end on the Mater Dei High School football team in Santa Ana, a school that also produced USC/NFL quarterbacks Matt Barkley and Matt Leinart.

Eventually he was sidelined by injuries – a promising football career ended suddenly. But rather than becoming dejected, Matt went to work building a new career. After graduating from Washington State with a degree in liberal arts with an emphasis on business communication, he got his first sales job.

Matt Hopkins was so good at what he did, this Orange County native was recruited to play for Washington State, where he was a member of the team that won the 2001 Sun Bowl. “Someone’s always got your back,” he says. “You can’t win by yourself, it’s a team effort and you learn to rely on the other guys to help get the job done. There’s nothing quite like football to instill a work ethic and build char-

Having grown up watching his father build a successful career in real estate development, Matt knew he could be good at it. “My father taught my siblings and me that you can get out every bit as much as you are willing to put in,” he says of sales. “He has a very strong work ethic and really instilled that in us.”

ExecutiveAgent Magazine

Tish Herwig, Branch Manager and Matt Hopkins And work he did Selling industrial supplies for a company in Southern California, Matt quickly became a star player in the company, becoming the top sales person in his division. But after two years with the company he didn’t feel challenged – or particularly inspired by the industry. He knew that something else was out there. That “something else” turned out to be real estate “I had always loved going out with my dad when he went to look at commercial properties or listening to him help

his clients,” he says. “I knew real estate would be a great fit for me.” Matt obtained his real estate license in 2007 and went to work as a runner for a local commercial real estate group. It was here he says he really learned the intricacies of the business. The market entered a down period and Matt worked hard to stay afloat. “I was able to stay in the business, unlike many other agents” he says. “I learned the ins and outs of working the commercial side of real estate.”

ExecutiveAgent Magazine

On the Offense for You Matt specialized in helping commercial property owners make the most of their properties and in evaluating retail distressed properties by having a firm grasp on the leases, property management, common area maintenance and all aspects that would effect the property owners cash flow. That’s when Citivest came calling. Originally, Matt was tapped to work with the property acquisition department. The company had a small but influential cadre of investors who purchased Southern California homes in distress, remodeled them and put them back on the market to make a profit – professional flippers. Matt’s job was to find the right homes and present them to the investors. But when he became the boutique agency’s top seller, Citivest decided to put those sales skills to use. And it’s a good thing they did In 2012 Matt sold 357 properties in California and is working toward ending 2013 on an even higher note. “We had four guys originally who were both acquiring homes and selling” he says. “But in a challenging market, it became apparent that my people skills and my sales skills were really useful in helping sellers get the

highest price for their property in the shortest amount of time.” Aware that resale homes are in brisk competition with new construction sales, Matt quickly appraises the condition of a home, makes recommendations to bring the property up to tip-top shape and even works closely with contractors to ensure repairs get done quickly and under budget. “For only $10,000 worth of work, a client might be able to add $40,000 of value,” he says, “but you have to know the right repairs to make or you’re just sinking money into the property with no guaranteed return.” And, when the home is ready to sell, he markets the home aggressively in both traditional and digital media. It’s a strategy that has worked well for him and for his clients. Now that the market has turned around, Citivest still works with investors, and they also work with traditional buyers and sellers. Matt says his success wouldn’t be possible without the support of Citivest and his fellow agents. It’s a team, he says – one that now includes some of his old college teammates.

ExecutiveAgent Magazine

“It’s just a tremendous honor working alongside these guys,” he states. “Citivest and the managers already offer a huge amount of support for their agents. But having played football with some of them, I can tell you there’s nothing like knowing they’re here for you. I’ve seen them on the field and I’ve been with them on the bench and their work ethic is outstanding.” Matt also works closely with a core team of ancillary support people such as the knowledgeable mortgage agents at imortgage and the Jeremy Patterson Team. “A lot of my success can be directly attributed to having people around me who know how to do their jobs correctly, there’s no doubt about it.” Matt also believes in giving back to the community – another little something he learned from his parents. “They were always doing things for the school and for the community as a whole,” he says. “My mother still works

with the Christian outreach organization at Mater Dei High School where I attended. I’m grateful to be able to help that organization in their support of local food banks, and other outreaches.” For more than 15 years, Matt has given his time to help with an outreach similar to the Special Olympics, and now supports his fiancée with Share Our Selves, a local nonprofit. “Giving back is just another way to show my appreciation for all that I have,” he says. “This is a community I’m proud of. My parents always said if you see something that needs to be done, don’t just sit there. Do something. Every day I try to help keep our community the type of place where we can be proud to raise our children.” And when Matt Hopkins says he’s got your back – somehow you know he means it.

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Matthew Hopkins Citivest, Inc. 4340 Von Karman Ave., Ste. 110 Newport Beach, CA 92660 Tel: 714.612.0257 - 858.707.5955 MHopkins@citivestinc.com www.CitivestInc.com BRE # 01819074 ExecutiveAgent Magazine

Having Faith And Trust Will Lead to Success am a big believer in goal setting. I know for sure that when you set a goal, and believe in your heart of hearts that it’s going to come true. This Universal law has been proven to me over and over again throughout the years – basically it is “ask and you shall receive.” The thing you desire the most will eventually come to fruition. But it’s the “eventually” part that can be frustrating.

So, how do you keep the faith when it doesn’t seem like anything is happening? Stay focused. Stay focused. Stay focused. Keep your mind focused on your goal. Don’t allow present circumstances to fool you into thinking that this is your future circumstance. You know your future. You know what you’ll be doing. It’s manifesting itself right now. You just have to meet it and be ready when it arrives.

What do you do when you have been wanting the same thing for so long – maybe waiting for years – and you still don’t get it? Just hang in there, knowing that what you want is already yours.

One way to do this is by “acting as if”. Act as if you are already living in your dream home. (After all, you will be). Act as if the promotion or new job you desire is already yours. (In reality, it is.)

When you know what you want and have done everything you can, the only thing you can do is have faith and trust that Infinite Intelligence is working to make your dreams a reality. Sometimes it takes a while. We have to know our dreams were ours the minute we decided we wanted them. They are manifesting themselves. We just need to be patient.

When you wake up in the morning I want you to close your eyes and see yourself living your dream. If a new job is what you really want, see yourself arriving at that new job, smiling and ready to go to work. If a new home is your dream, watch yourself as you walk outside to retrieve the morning paper. Turn around and look at your dream house. It’s there. It’s yours. You dreamed about it. Now it’s a reality.

Is being patient an easy task? Not always. Sometimes it can even be depressing waiting for what we want to show up in physical form. But we have to realize if we weren’t supposed to have what we dream about then we would never have had the dream. We just need to believe in our dreams and ourselves and allow the Universe to work in its own divine time. You need dedication combined with perspiration moving toward a destination to get your ideal realization. In closing this week, I’d like to offer an exercise to complete in the week ahead:

Do this 10 minutes every day, first thing in the morning and last thing at night. “Act as if” until you’re living your dream. Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen. com. Copyright(c) 2003, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704. FROG(3764) or email susie@frogpond.com; http://www. frogpond.com

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Written by Mark Hansen ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

“I Genuinely Care about People”

Jeremy Patterson ExecutiveAgent Magazine

eremy has always had a love for bikes and racing, so he began his career managing bicycle shops. He enjoyed his work because he “loved talking to people and understanding people.” Jeremy’s determination to become a loan consultant who provides people with authentic, professional representation, however, was the result of his own home buying experience. “I was buying my first home, and it was a horrible experience,” he says. “The biggest thing was that my representative lacked integrity and I didn’t trust him. I wasn’t sure if he was doing what was best for me or what was best for him. Since I was a first-time homebuyer, I didn’t know how things were supposed to go.” Mortgage lending allows Jeremy to take an active role in people’s lives. “I genuinely care about people, and I really enjoy having an impact on people’s lives. I’m not doing loans just to do loans – I’m doing loans to help people achieve success.” Tragically, Jeremy lost both of his young daughters to a rare, neurological disorder, Niemann-Pick Disease. After surviving this incalculable loss, Jeremy felt even greater empathy for others. “Watching them go from normal preschoolers to not being able to do anything had a huge impact on my life. That experience helps me to be the man I am today and a uniquely genuine person. I went through things most people would never be able to understand – but that loss and grief pushed me up to be a better person.” Jeremy devoted three years of his life to the care and support of his daughters. “I didn’t really work. I would read to them and talk to them and hold them and tried to do all the things I could never do again. I could always make money again, but I would never be able to spend time with them.” Following this tragedy, Jeremy transferred to imortgage. He had worked with branch manager Mike Stowers at a previous company and welcomed the opportunity to join him again. Jeremy gladly gives credit to the team at imortgage for changing his life. “Mike and his brother Ron were both very supportive. For the first year, I didn’t do a lot of business. They saw my potential, and I got a massive amount of direction. When my daughters passed away, they allowed me to figure out what I had to do as a human being first.” The people-centric culture at imortgage has fostered Jeremy’s success. He is now a President’s Club member and leader of a growing team that is producing nearly $50 million in annual funding. His team members, Vianca Peterson, David Long, Lynnda Ratsachak and Esteban Gonzalez all share Jeremy’s commitment to honesty and integrity. Communication is the team’s primary function. The team’s motto is “’He who calls first, wins.’ We feel that if agents or

clients call us, we didn’t do our jobs. When things change, we communicate immediately. One of the best things we do as a lender is take all doubt and uncertainty out of a transaction,” Jeremy says. His team’s practice is to have loan docs at escrow before the loan contingency is up. “By managing business this way, there is no uncertainty. We can assure that the last week of the transaction is really smooth.” “It is comforting to be with this company when things in the marketplace are changing so fast. When things get tough, we get really good.” According to Jeremy, the open management style at imortgage allows for collaboration and flexibility in getting loans done. “It allows us to move quicker in the marketplace than other companies. The culture here is built on exceeding expectations. I call myself an ‘imortgage lifer.’ I will be here as long as they will let me stay.” “Three years ago I made the decision to work hard and honor my daughters. The person I’ve become attracts the people I want to work with….My team talks about the ‘Jeremy bear hug.’ When things go wrong, I am a very calming and consoling person. What I’ve been through has given me an uncanny ability to turn people around when they are upset. My circumstances allowed me to realize that everyone has major problems in life. Whatever is huge to that person that day is important.” Writer’s note: For more information about Neimann-Pick Disease, please visit www.nnpdf.org. Jeremy Patterson imortgage 7777 Alvarado Rd., Ste. 701 La Mesa, CA 91942 Tel: 619-928-0138 Email: Jeremy.Patterson@imortgage.com NMLS ID 262395

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imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 12/2014

Call-Killing Phrases

Similar issues apply with the introductory call-killing phrases, “May I have a moment of your time?” and/or “Is this a good time to talk?”

Because “How are you?” is so commonly used, how often have you started your introductory calls with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It’s an introductory call-killer, and this is why:

With both of these phrases, you lose control of the call right at the beginning, before you’ve had a chance to say anything at all. If the prospect answers, “no,” the call is over. These are also both tip off phrases. Friends, family and important business colleagues would probably not say, “May I have a moment of your time?” or “Is this a good time to talk?” Only someone making a sales call would use this language, and it’s all too easy for your prospect to respond negatively.

ow often have you started a call to a friend, family member or business associate with the phrase, “How are you?” I’m willing to bet the answer is a lot. I know I say it frequently. It’s commonly used as a greeting, as a “hello.”

1. If you ask this question, you must be prepared for the answer. What if your prospect answers, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday?” Do you really care? Is this the reason for your phone call? 2. You lose control of the call. (This is probably the most important reason). If your prospect does respond, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday,” how are you going to get the call back on track?

I know that many of you reading this will argue, “Wendy, it’s polite. It’s polite to say, ‘How are you?’ as a greeting and it’s polite to ask permission to speak.” There are, however, many ways to greet a prospect saying “hello” works just fine. It is also equally polite to simply introduce yourself and get to the point. This is not only polite, it’s respectful of your prospect’s time, it’s more effective and it allows you to retain control of the conversation.

3. It’s a set up, a tip off to your prospect that you are making a sales call. It gives your prospect the opportunity to say, “I’m busy. What do you want?” (See number 2 above.)

In order to be truly effective prospecting or selling by phone, it is imperative to control the conversations you have with prospects. You want to set yourself up to have the best possible conversation that you can have with any

ExecutiveAgent Magazine

given prospect. While it is true that not all prospects will respond badly to the above phrases, why take the chance? Why risk blowing a lead at the beginning of the call if something as simple as not starting out with, “How are you?” can totally eliminate that possibility? Say hello. Introduce yourself. Get to the point and say what you have to say. Then ask for what you want. This is the formula for a successful introductory call. Save the “How are you?” question for those whose answers really interest you.

Wendy Weiss, “The Queen of Cold Calling,” is a s.ales trainer, author and s.ales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http:www. wendyweiss.com. Get Wendy’s free e-zine at http://www. wendyweiss.com. Copyright© 2007, Wend Weiss. 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

Michael Francisco ExecutiveAgent Magazine

Hard Work Makes a Positive Impact for his Clients By Shannon Hartsoe

hile attending a junior college in 1998, Michael Francisco got a part-time job as a member services representative at a local credit union. The consumer lending manager quickly recognized Michael’s hard-work ethic -- how he made sure members received the attention they deserved, excelled in his responsibilities, and gave 110 percent all the time. Soon, the officer offered Michael a promotion to loan processor. Michael has never looked back.

characteristics that have helped him succeed. For clients, he says they can expect to benefit from these years of experience and skills he’s learned along the way.

Today, he is a mortgage loan consultant at Kinecta Federal Credit Union in San Diego, where he has specialized in first-time home buyers, Jumbo Loans, refinance, 2-4 units and FHA since February 2012. He credits the satisfaction he was able to provide his clients during his college days with inspiring him to pursue a career in real estate.

He adds: “I always keep a pulse in what is going on in our industry by staying connected with the news, local real estate and maintaining my membership with the National Association of Mortgage Brokers.”

“Seeing and listening to the type of positive impact I was making on people’s lives financially opened my eyes to the industry,” he says. “I was mentored at a young age to always listen to your clients and offer them options and help guide them on making the decisions. In 2002 I decided to use my knowledge in lending and pursue a career in real estate financing.” Michael welcomes the opportunity to serve clients’ needs with quick and accurate real estate financing advice. Clients benefit from his expertise and experience, which he uses to ensure they understand the features associated with the loan program chosen and that it meets their unique financial situation. His Professional Credentials Include:

-- Member of The Association of Mortgage Professionals-NAMB -- Member of Asian Real Estate Association of AmericaAREEA - NMLS affiliate since 2008. “My background has helped me become a true professional in this business. I make it a habit to surround myself around positive people with great influences in the industry,” he says. Michael credits those who have helped him throughout his career, including Phillip Torrente, his senior loan officer when he was a loan processor at the credit union, Edgar Aranda, the branch manager at Ameriquest Mortgage where Michael worked as an account executive, other business affiliates and, of course, the team at Kinecta.

“I like to lay out the expectations for my clients,” Michael says. “Helping them understand the benefits and features of each loan program so they can leave my office feeling confident about moving forward. They can rest assured that I have the confidence and dedication to get the job done.”

For Michael, however, life isn’t all work. He also enjoys playing golf, cooking and spending quality time with his wife and three children. “I’m involved in my children’s school and afterschool activities, and with our church,” he says. “I enjoy running half-marathons with my wife and friends, barbecuing on the weekends with family and friends.” So, with so much moving forward, where does Michael see himself professionally in 10 years? “As a public speaker or mentor/leader to new real estate professionals,” he states. Michael cites a quote from one of the world’s best-known motivational speakers to sum up his approach to working in real estate. “Zig Ziglar said it best,” Michael notes, ‘You will get all you want in life if you help enough people get what they want.’ For me that would be financial stability for my family and peace of mind.” He adds: “I welcome the opportunity to serve client’s needs with quick and accurate real estate financing advice. With my expertise and knowledge, I will ensure you understand the features associated with the loan program chosen and that it meets their unique financial situation.” Michael C. Francisco Kinecta Federal Credit Union 13161 Black Mountain Road San Diego, CA 92129 Direct: 858.335.1852 Email: Michael.Francisco@Kinecta.org Website: www.Kinecta.org NMLS ID 159895

For his part, Michael attributes his work ethic, positive attitude, patience, regular practice of giving “and always willing to adapt to change in the industry” as some of the ExecutiveAgent Magazine

How To Trade For Advertising

hat do you do when you don’t have enough cash to advertise? You trade! Trading products and services for advertising is one of the hottest marketing topics in business discussions. And for good reason. Bartering for ads can give the small business person excellent opportunity and value. One radio station owner, who never forgot his pennypinching beginnings, is always on the lookout for businesses wanting to trade. When he needed extra storage sheds behind the studios, he got a carpenter to build them in exchange for free commercials on his stations. When the station promotional vehicles required regular detailing, he traded commercials for custom car washes. A big snow brought a private snow plow purchased with traded on-air mentions. The station owner figures he has a few commercials that his sales reps won’t sell. Why not trade them to other

business people who have extra products and services they can’t sell? It’s a classic WIN-WIN arrangement. And lots of media managers welcome the situation. Joan, who owns a very successful donut shop, bases her advertising entirely on trade. She gives boxes of her highquality donuts to select radio stations for daily giveaways. In return, they speak highly of her donuts on the air. It’s not unusual to hear a morning DJ go on and on about how wonderful her product is. She has a rock solid reputation in the community as a result. The cost? A few boxes of donuts that might be surplused anyway. A newspaper editor reminds us that radio isn’t the only fertile ground for trade. Newspapers frequently need traded items and services to give away as prizes to readers, advertisers, and employees. He advises to check with the circulation department. They often need prizes to give to paper boys and girls.

ExecutiveAgent Magazine

Written by Kevin Nunley

A TV exec recently emailed me to say that TV stations in many medium-sized and small cities like to trade advertising for products or services. “You’d be surprised at how flexible some TV stations are on this,” he said. Be creative. Got a book store? It’s trendy now days for TV weathermen to publish their own books on local weather stats. Call the manager at your favorite TV station and offer to do a cooperative promotion with the station. They can place the books in your store, AND have their weatherman do in-store appearances, in exchange for mentioning your store’s locations. Offer to help them write and publish the book. “But I’m a Realtor®,” one man told me. “How would I trade real estate services to a media outlet?” There is a Realtor in my town who solved the problem. He does his own real estate show on talk radio. Enlisted sponsors pay his on-air fees. For the Realtor® who doesn’t have that show biz zeal, appearing regularly as a real estate expert

on someone else’s show can be just as effective. Not all media outlets do trade. Some welcome trade some times of the year and not others. Many will do a part trade, part cash arrangement. A great many will bonus a certain number of free commercials or mentions when you buy ads. No matter what you do or sell, there is probably a newspaper, newsletter, magazine, TV station, cable system, radio station, or on-line provider that needs you. Kevin Nunley provides marketing advice and copy writing for businesses and organizations. Read all his money-saving marketing tips at http://DrNunley.com/. © 2008 Kevin Nunley. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

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Kinecta can help your buyers… It’s a smart move when your homebuyer purchases a home with a Kinecta mortgage. As one of California’s leading credit unions with local mortgage consultants and processing, we provide a wide range of competitive mortgage products from conventional to jumbo to FHA and much more. And you benefit, too. SMART MOVE Program Benefits:

• Purchase Ready Pre-Approval – Saves you time by showing the properties your clients know they can afford • 21-Day Closing Guarantee – A fast closing means more time you can devote to other buyers. • $500 off closing costs – A value-added bonus your buyers will appreciate • VIP Gold Club Membership – Another bonus with extra financial services for your buyers that will reflect on your dedication to their future.

Contact me for more info! Eric Anderson Mgr., Mortgage Loan Sales tel: 619.654.3995 fax: 310.536.4974 eanderson@kinecta.org | NMLS #381598 www.kinecta.org/eanderson Mission Valley Mortgage Center 2375 Northside Drive San Diego, CA 92108

San Diego Mortgage Center 13161 Black Mountain Road San Diego, CA 92129

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Information intended for mortgage professionals only. Certain terms and restrictions apply. Visit www.kinecta.org/smart_move for program details or call 800-853-4501. Terms and conditions subject to change. All loans subject to credit approval. NMLS # 407870. Program offer is valid through 12/31/2014 and 13665-11/13 all offers may be modified or canceled by Kinecta at any time. Mortgage application and funding must occur during offer period.

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