February n san diego by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

Inside Features: Scott Allen imortgage

Michael Francisco Kinecta Federal Credit Union

Henry Pailles CENTURY 21 Award

Realty ONE Group

Company Profile

Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect

time to target imortgage, especially as we enter the Del Mar / Carmel Valley / North County marketplace.

● imortgage and its partner, loanDepot, are the 3rd largest private mortgage retailer in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

Watch your career take flight with us. Call today! (858) 736-0787 Scott Allen, Branch Manager Direct Mobile

(858) 736-0787 (858) 500-6564

NMLS ID 453430 scott.allen@imortgage.com

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

February, 2014

N. San Diego

Editorials

Cover Story

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

04 - Mel Kleiman:

Are You Lazy Enough To Be A Great Manager?

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

32 - Kevin Nunley:

How To Trade For Advertising

City of Hope.....................................34 Evergreen Realty.................................6

28 - Wendy Weiss: 17

Call-Killing Phrases

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

Catrina Russell

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

Executive Agent of the Month

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

26 Scott Allen

30 Michael Francisco

imortgage

Kinecta Federal Credit Union

14 Henry Pailles

CENTURY 21 Award

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

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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.

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“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

Executive Agent of the Month

ExecutiveAgent Magazine

By Shannon Hartsoe - Ian Wiant Photographer

atrina lives and works in Ocean Beach, where she’s been selling real estate for 16 years “In all our dealings with Realtors® over the past ten years, we have never met anyone as helpful and energetic as you have been. Without hesitation, we would highly recommend your service to anyone who is looking for an experienced Realtor® who cares about getting things done and doing them right! Thanks for taking such good care of us, we couldn’t have done it without you,” states a satified client. Such testimonials from her clients have become common for Catrina, a top performing agent with Coldwell Banker Residential Brokerage. Catrina specializes in Ocean Beach (also known as OB), a small beach community 10 min-

utes northwest of Downtown San Diego. But it’s not just her clients that are singing Catrina’s praises. The Point Loma Ocean Beach Realty Association voted her the 2013 Agent of the Year, and the community voted her the No. 1 Customer Service Business of the Year for 2013 for the Ocean Beach MainStreet Association. She was chosen for exemplifying “the spirit of Ocean Beach” and “a positive awareness and activity in the community through exceptional customer service.” Catrina has a long history in Ocean Beach. She has lived in the community for over 20 years. She and her husband are currently raising their 2 sons there. Her commitment and positive reflection on the neighborhood have influenced many beach lovers to come share the good life!

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Catrina’s Team in Ocean Beach: (From left to right) Melissa Botts, Director of First Impressions; Max Lamkin, Buyer’s Agent; Catrina; Laura Donlon, Licensed Assistant and Transaction Coordinator; Susan Flaherty, Assistant and Marketing Coordinator; Judy Slaten, Buyer’s Agent. Catrina has achieved the ranking of International President’s Premier for Coldwell Banker, which represents the top 1% of all Coldwell Banker sales associates worldwide. She cites two advantages she offers clients looking to buy and sell in Ocean Beach:

should never expect their selling or buying experience to be a beach party. It’s a different type of market with a long history, and Catrina has learned to master the ins and outs of the local real estate industry through dedication to her clients, responsiveness to their needs, in-depth research and good old fashioned hard work.

“I think that my knowledge of the different pockets of Ocean Beach, the neighborhoods and the flavor of our community really helps people to know what they’re getting,” Catrina says.

Homes in the area tend to be smaller, because in the 1940s people didn’t want or need the space that we do today, she says in her marketing materials. Ocean Beach provides mild, sunny weather throughout most of the year. The average year-round temperature is about 70 degrees. As a result, we live much of our lives outside.

She has the backing of a major brokerage to help give her clients everything they need. “I have resources that none of the small Realtors® in the area have access to, such as media and support for marketing. When someone is buying, it’s important to have a reputable brokerage that treats people ethically and in this market, that’s hard to come by.”

That’s often fine with buyers. After all, one of the main attractions of living in the area is the wealth of outdoor activities, not so much massive indoor living spaces. She describes the area as having a “quaint village feel, close proximity to the beach and a close knit community feel.”

It might seem easy to attribute her success to where she sells homes – Southern California’s beautiful coastal area. But Catrina makes it clear to her clients that they

Locals love the fact that they can walk to stores, beaches, restaurants and other places. You can buy vegetables at the local farmer’s market every Wednesday. Biking and skateboarding are the norm and cars are optional.

ExecutiveAgent Magazine

“WELCOMING YOU HOME FOR MORE THAN 16 YEARS” “I tell buyers, before we even look at homes in Ocean Beach, they need to be prepared,” she says. “Although many of the homes are charming, cute and updated physically, about half the time plumbing and electrical will have to be upgraded – if they know that upfront, it makes searching for the perfect home that much easier.” Because so any of the homes she sells are older, it’s those honest, frank and well-researched insights that have helped to make Catrina one of the most sought after agents in the area. She wants the same thing her clients want – a smooth closing with minimal hassle. “I want to ensure that my clients know all they need to about selling or buying in Ocean Beach.

“We’re going to take care of as much as possible upfront, working our way through that process,” she says. The low inventory of homes means it’s imperative to do as much legwork as possible before placing on offer. Catrina says she encourages people to get fully pre-approved and ready to compete because her properties often sell for their asking prices. “Knowing the market, being prepared for an older home and taking it for what it is are all essential” she says. Catrina graduated from UC Berkeley in 1991 and says her experience on that free-spirited campus naturally attracted her to Ocean Beach. She says she considers OB the “Berkeley of San Diego”.

ExecutiveAgent Magazine

Catrina and her assistant, Laura Donlon, dotting their I’s and crossing their T’s...

“People know that I understand the flavor of each pocket of Ocean Beach and I can share that knowledge with potential buyers. I’m trusted because I know so many people and understand our community.” “There are a lot of people interested in grassroots movements, and interested in preserving the flavor of the community. It’s less conservative and less transient than other beach communities. Even renters stay here for 20 years! People don’t come and go; when they get here, they tend to want to stay.” Catrina believes her honesty, integrity and sincere concern for her clients have made the difference in her career.

“People either love Ocean Beach or they hate it. There is no in-between,” she adds. “Ocean Beach is unique and it has quite a history. In the 1960s, there was a hippie movement. In the 1970s, there were biker gangs. Over the years it has transitioned into quite a family friendly beach community.” And because she has been selling here for a long time, clients benefit from her stellar reputation among others in the industry and her expertise. “I know all the Realtors® and brokers and I know most of the neighbors,” she says. “People know I’m fair and I try to price homes to sell, not to test the market. So generally when people come to my listings, they come with the anticipation that it’s priced right, which is a huge advantage for my sellers.”

Catrina and her preferred lender, Andrew Sheftel of imortgage

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CATRINA RUSSELL

COLDWELL BANKER RESIDENTIAL 1851 CABLE STREET OCEAN BEACH, CA 92107 TEL: 619-226-BUYS (2897) – CELL: 619-820-BUYS (2897) EMAIL: CATRINA@CATRINARUSSELL.COM WEB: WWW.CATRINARUSSELL.COM BRE # 01229742

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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

Scott Allen S

cott Allen has distinguished himself throughout his life as an athlete and as a professional. He was born in Michigan and moved west to spend his formative years growing up in Pacific Palisades.

Scott played basketball in high school, and when he attended San Diego State University, he added volleyball to his athletic repertoire. He graduated with a business degree and spent more than a decade in the restaurant industry, eventually owning his own restaurant. Scott decided to take a break from the hectic pace of the restaurant business and obtained a sponsor and spent four years as a semi-professional triathlete. When Scott was ready to reenter the traditional business world, a friend introduced him to the mortgage industry. Scott went to work for one of the leading savings and loan institutions in San Diego County. â&#x20AC;&#x153;I was a loan officer and underwriter who originated and had credit authority, as well. In that position, I came to understand every aspect of the business, including product, credit and appraisals. Over four years, I built relationships with a lot of brokers because we were wholesale underwriters. Through those relationships, my understanding of the business and my people skills, I got some great references from some of my clients,â&#x20AC;? Scott says. Those references, along with Scottâ&#x20AC;&#x2122;s work ethic and understanding of multiple facets of the industry, led to a series of opportunities with major institutions. In 2000, he was promoted to regional manager for a major institution and ran the Southern California region. He then transferred to another mortgage company, where he ran whole-

ExecutiveAgent Magazine

By Haley Freeman

sale for half of the State of California. When wholesale wound down during the market decline, Scott made a move to retail. “I started out with nothing more than a business card and no employees and built it up to nearly $500 million in production in 2012.” “I left there and did some soul-searching as far as working for the big banks. I did my homework and talked to a lot of people and found out about this company. I’ve come on now with imortgage to open up the north county portion of San Diego and create a new footprint for the company.” After working for the biggest players in the marketplace, Scott says, “In a large mortgage banking entity, the abilit to make changes, to reach decision makers, and to make decisions can be limited. The leaders at this company wake up every morning wondering how they can help the loan officer achieve success. It’s a very positive culture here. Everybody wants to help everyone. We have very flat management that gives you control and allows you to get to the decision-maker quickly.” imortgage partnered with LoanDepot in 2013 to become the 3rd largest independent mortgage banking institution in the nation. With all of the changes taking place in today’s market, Scott says, “A lot of companies would not have undertaken this at this time. It gives us a lot of playing power, making us a strong and relevant lender for the future. Our two companies found each other and formed a partnership. It gives us the capital and purchasing power to grow.” The company’s growth translates into stability for its real estate partners. imortgage is the number two purchase originator in California. “One of the ways that we differentiate ourselves is that we go to Realtors® to help them be successful. In this market, resale and purchase business is dominant. Interest rates are increasing and changes in regulations are going into effect. More than ever, our role is to help educate Realtors® to stay up-to-speed on regulations so they can work with clients comfortably and knowledgably. We also help with marketing and co-branding, and we support their organizations

by following through on our promises and reliably closing loans.” Scott is enthusiastically building his team in North San Diego County. “I am looking for self-managed people who are entrepreneurial of spirit. We give all the tools needed to succeed. We work in a culture that cares about people, and management does all they can to give originators everything they possibly can to be successful.” Scott describes himself as having “a very close family. My wife was born and raised in San Diego. In the 40-plus years I’ve been a San Diego guy, I have had opportunities to leave, but my decisions have always been based on staying here with my family.” Scott and his wife have two children, a girl and a boy. The whole family enjoys playing sports together. “We ski 20-plus days a year, and my son and I are big surfers.” Scott’s daughter is a talented volleyball player, and his son is a varsity water polo goalie. According to Scott, he chose imortgage because the company shares his values. “This company is built on a family model. It is positive and built on keeping people together and accountable to each other. My reputation is more important to me than a couple of loans.” Scott Allen imortgage 4690 Executive Dr., Suite 150 San Diego, California 92121 Tel: 858-500-6564 Email: Scott.Allen@imortgage.com http://www.imortgage.com/scott.allen NMLS ID 453430

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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.

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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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