April 2014 n orange county

EXECUTIVEAGENT MAGAZINE

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Arturo hernandez Executive Agent of the Month

Inside Features: Vince & Lucy Di Profio RE/MAX Premier Realty Chris Fry Oaktree Realtors速 Patricia Smith Harcourts Prime Properties

Let your buyers lock in today’s low rates while they shop for a home.

Finding a home for your clients can take longer than expected. And while you’re looking, the threat of rising mortgage rates could add another twist and turn to the rollercoaster ride of buying a home.

But what if your buyers could protect themselves from adverse rate movements while they’re looking? Not only would they get immediate peace of mind, they’d also be able to maintain critical focus on the task at hand: Finding Their Dream Home!

Introducing the Lock-N-Shop program from imortgage… ● Lock a low-interest rate today while continuing to shop for a home ● 120 and 150-day locks available ● An accepted home-purchase contract is not necessary ● If rates drop, use a one-time float-down feature to get an even lower rate!

Your buyers enjoy protection from rising interest rates along with the flexibility to capture an even lower rate, if available. Use the imortgage Lock-N-Shop program to remove interest-rate worries and get happier, more-focused buyers.

Find out how our Lock-N-Shop program can help your buyers!

Call today!

Marlene Veal Branch Manager (714) 422-1852 NMLS ID 450765

Mark Martinez Sales Manager (714) 422-1856

(714) 422-1840

Wendy Buettner (714) 422-1858 NMLS ID 485094

Holly Frost (714) 422-1863 NMLS ID 483931

Laura Neves (714) 422-1840 NMLS ID 267679

NMLS ID 302745

imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806 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. 03012014.

Teresa White (714) 422-1870 NMLS ID 209710

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

April, 2014

N. Orange County

Cover Story

Editorials

32 - Tony Alessandra:

Improving Your Intellectual Image

04 - Patricia Fripp:

The Genius of Teamwork

36 - Leslie Hamel:

The Keys To Positive Change

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 Eagle Home Mortgage......................39 Evergreen Realty...............................11 Greenpath Funding..............................7

14 - Mark Victor Hansen: 19 Arturo Hernandez Executive Agent of the Month

Visualize Your Perfect Day

imortgage.......................................2 i Photography Studio..............25 & 31 Kinecta Federal Credit Union..........17

28 - Zig Ziglar:

PWAOR......................................16

Problems Vs. Opportunities

Realty ONE Group............................40 The Termite Guy................................38 Wells Fargo Home Mortgage...........10

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, Juliet Meredith

26 Vince & Lucy Di Profio

8 Chris Fry

34

© 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.

Patricia Smith

ExecutiveAgent Magazine

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The Genius of Teamwork

T

rue teamwork is the rarest, most exhilarating, and most productive human activity possible. Every business wants to harness this incredible energy, but achieving such a level of motivation and spirit is not always easy.

A team is not just a group of individuals who work at the same location or have the same logo on their business card.

A real team is made up of people who may be unequal in experience, talent, or education, but who are equal in their commitment to working together to achieve the goals and good of the organization, each other and their customers.

If we are going to be successful, we can no longer look at our organizations as departments, divisions, or branch offices.

We must look at the bigger picture and resolve to work together in ways we may never have done before. We may even need to cooperate with the competition. Think of all the mergers and acquisitions in the past few years. Your number one competitor today could be your partner tomorrow.

Futurist Bob Treadway CSP, from Littleton, Colorado often gives the Mensa IQ Test to participants in his seminars.

He has found that many “average” people, when working as a team, test at “genius” level or higher. Participants contribute in different ways. Some brainstorm. Some work alone and then report back to the group. Treadway finds that a team “becomes a genius when everyone works together.”

Treadway also noticed that when a team is working at optimal performance, it is hard to know who the leader is. In other words, the team runs the team.

Such teamwork doesn’t happen by accident. It requires commitment and effort, a willingness to accept the uniqueness of others, and an appreciation of diversity. We build teams in our companies the same way we build relationships with our friends and coworkers. High-functioning teams establish us and our companies as reliable, internally and externally.

We then project this image to our customers, vendors, competitors, and communities.

A very dynamic, productive example was the team led by Mike Powell, when a senior scientist at Genentech. Because of its past successes, his ten-person team was given the most important assignments. I asked Mike how he managed to keep his people highly motivated in an environment with long hours and a great deal of frustration.

“I keep them happy,” he said. Now, every manager wants to do this, so I pressed Mike for details. “Ten years ago,” he continued, “I told team members only what I thought each needed to know. Now I tell everyone everything. It may slow them down a bit while they are filtering through all the information, but they get the big picture. Then they can then decide what it is they need to know and do.”

He added, “I also gave them lots of positive feedback via email and voice mail. One group at Genentech lost their leader, but they stayed incredibly productive. I left a voicemail message for one of them, saying ‘Everyone in the company is talking about how well you all are doing.’ They were really effective as a team and appreciated knowing it.”

Building a real team gets real results, but it can’t be done with slogans and directives. Ed Stair, Senior Vice President at Gap talks about ‘Gap Heroes,’ everyone who uses innovation to find ideas to save money or improve productivity. Start by respecting each person’s individual contribution, showing appreciation, exciting them about their possibilities for achievement, and sharing with them that their group effort has the potential for real genius. Good luck!

Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. For information about Patricia’s Keynote presentations, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

With downsizing and restructuring, many managers today are responsible for as many as 250 people. More than ever, these managers need to build responsible and committed team members if they want the best performance from them. But how do they go about it?

4

ExecutiveAgent Magazine

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Written By Patricia Fripp

“Building a real team gets real results, but it can’t be done with slogans and directives.”

ExecutiveAgent Magazine

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EXECUTIVEAGENT

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MAGAZINE

You too can tell us your story and be featured in a local issue of Executive Agent Magazine.

Cover and Feature story profiles

Building wealth and visibility for real estate professionals and businesses alike Executive Agent Magazine, builds visibility for real estate professionals and associated businesses through original and thought provoking feature stories. Each issue showcases extraordinary real estate professionals who are breaking new ground and accomplishing exceptional goals in the local real estate industry.

For more information please contact:

info@executiveagentmagazine.com - 949.366.3349

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

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George Radlick Sr. Mortgage Consultant 760-579-1998

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Carol Krock Sr. Mortgage Consultant 951-634-4807

Steve Meier Sr. Mortgage Consultant 619-890-4103

Mark Joplin Sr. Mortgage Consultant 619-368-1294

Jenna Tolman Mortgage Consultant 949-702-0532

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Margarita Georgieva Sr. Mortgage Consultant 858-699-2396

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©2013 Greenpath Funding, LLC. All Rights Reserved. NMLSR ID 996608.

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E XECUTIVE AGENT MAGAZINE

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By Shannon Hartsoe

C

hris Fry was surprised that anyone would trust their most important investment to a 19 year old “kid.” But he wasn’t surprised when they kept coming back.

“I knew that if I could get clients, I could keep them,” he says with a laugh. “I was always very successful selling whatever was put in front of me.”

He worked seven days a week, cold-calling and knocking on doors.

By the age of 23 he was a top-selling agent and the youngest manager in that company’s history.

Nearly 40 years later, that “kid” has turned into one of the most successful real estate agents in Orange County. With a dedication to customer service, excellent market knowledge and a strong work ethic, Chris has built an impressive clientele of nearly 80 percent repeat and referral customers.

Chris first became interested in real estate when his father became licensed when Chris was in his early teens. By watching his father work closely with clients to help them achieve their dreams, Chris learned the value of both hard work and client-centered customer service.

ExecutiveAgent Magazine

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CHRIS FRY - OAKTREE REALTORS® “My dad went out of his way to help them over and above their real estate needs,” he says. “Whatever they needed, he was there for them.”

Today, Chris is every bit as focused on his clients.

His hands-on philosophy of client care means that he handles each transaction personally without the help of an assistant. By being available for them any time, day or night, he helps them take the worry out of what might otherwise be a stressful transaction. “I also answer phone calls promptly and make sure that I answer any questions my clients might have as quickly as possible. I want to personally make sure that everything is taken care of with nothing falling in the cracks or overlooked,” he says.

“They have hired me to represent them whether buying or selling and they deserve my full attention at all times instead of an assistant.”

Often that means meeting clients outside normal business hours for negotiations, signings or gathering disclosures. Chris also has his notary’s license to further streamline a difficult process and his years in the business have prepared him for nearly every situation. In addition to his father, Chris credits Mike Kotzin, his first office manager, with teaching him the ins and outs of real estate.

“He was always available and took the time out of his incredibly busy day to help me with any question I had with tons of patience,” says Chris. That open-door policy had a huge impact on Chris and he tries to be available to young agents or to those just starting out in the business.

He’s also embraced the technology that was nonexistent 38 years ago. He keeps a real estate website www.HomesByChrisFry.com and is a featured seller at www.Realtor.com. “When I started, a purchase contract was one page,” he laughs. “Today it’s reams of paper and full of very detailed legal jargon.” Chris stays abreast of those changes by maintaining professional affiliations and staying ahead of the market at all times. But at the center of a transaction is still the client, and to Chris, that’s the most important part.

“The bottom line for every buyer and seller is their desire to work with an agent who communicates with them every step of the way and who makes it a painless process to the end. That’s my number one goal.”

His clients say he’s reached that goal “We called Chris to sell our home and retire in Utah,” says Ed Griffith of Orange Hills “He met with us on a Monday to list our property. He brought a qualified buyer who was a previous client the next day and we were under contract that evening. In less than 24 hours, our home was in escrow. We appreciated his professionalism through the entire process and his true concern for us during a stressful time. He deserves all his earned success.”

Chris also feels a strong connection to his community.

“I’ve lived here for my entire career,” he says. “I raised two sons here and have always been active, whether it was in coaching their sports teams or volunteering.

In his spare time, Chris and his wife of 30 years, Patricia, like to travel and spend time outdoors particularly the beach. “Whether it’s just up the road or to a more exotic beach locale, we love the ocean,” he says. “We try to get there as often as we can.”

CHRIS FRY - BROKER OAKTREE REALTORS® 2520 Santiago Blvd.

Orange, CA 92867 Tel: 714-749-2797 Email: CrisFry4re@aol.com Web: www.HomesByChrisFry.com CalBRE # 00576671

By creating relationships built on trust and knowledge, Chris keeps his clients coming back again and again. He keeps an extensive database of past clients and makes sure to reach out to them every holiday season, usually with a gift of some kind, a tradition he started when he was just starting out.

ExecutiveAgent Magazine

Why Wells Fargo

We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market.

• Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more!

• PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.

Call us today to find out more.

J.J. Ballesteros Branch Manager 714-934-7388 NMLSR ID 404462

Steve Silvestri Sales Manager 714-476-3000 NMLSR ID 419052

Mark Preston Sales Manager 714-585-6444 NMLSR ID 490912

My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285

Nathan Lindsey Home Mortgage Consultant 714-394-0506 NMLSR ID 665133

Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078

Mark Wayne Bowman Home Mortgage Consultant 866-531-3229 NMLSR ID 450934

Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027

Kathy Niemczyk Home Mortage Consultant 714-934-2065 NMLSR ID 433497

Mary C. Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573

Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058

Renee Settas Home Mortgage Consultant 714-474-5275 NMLSR ID 251469

Cindy Tran Home Mortgage Consultant 714-328-3510 NMLSR ID 892531

Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697

Robert Michael Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240

Christopher James Preston Home Mortgage Consultant 714-323-8825 NMLSR ID 490895

This information is for real estate professionals only and is not intended for distribution to consumers.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1013525 Expires 4/2014

Don’t Let Your Score Determine Service, Product andCredit Price propel imortgage to the top!

Where You Live

imortgage jumps to #2 institutional lender* We have expanded our FHA in orderfor to provide options for borrowers with credit in guidelines California the home firstfinancing half of 2013! scores between 580 and 639. We use a combination of current FHA guidelines and additional key points based Rank on the credit score.

Lender

% of 1st Mortgages

1 - 619 Wells Fargo Bank Credit Score: 580

9.45% Credit Score: 620 - 639

4 Unknown • Maximum 4 borrowers, all must occupy property 5 JP Morgan Chase Bank • Non-occupying co-signers are not allowed 6 Prospect Mortgage 7 Stearns Lending • All disputed accounts must be removed from 8 Other Institutional Lenders credit report 9 Sierra Pacific Mortgage • Approved FHA Homebuyer Education 10 Pinnacle Capitalclass Mortgage required for all borrowers 11 American Pacific Mortgage 12 RPM Mortgage • Cannot have any late payments during the past 13 Prime Lending 12 months on credit 14 Provident Bank • No gift funds allowed 15 Guild Mortgage 16 Union Bank • Cannot use any down payment assistance 17 Citibank programs 18 Academy Mortgage The innovation in our mortgage 19-51 Everybody Elseprogram opens

2.74% • Maximum 4 borrowers 2.21% • Non-occupying 2.10% co-signers are not allowed 1.89% • All disputed accounts must be removed from 1.77% credit report 1.77% • Gifts are allowed1.70% 1.62% 1.47% 1.33% 1.27% 1.12% 1.10% 1.08% 0.99% the door for 0.94% more -buyers .44% to enjoy

imortgage • Owner occupied,2purchase only for a SFR or FHA approved Condo 3 Bank of America

2.76% • Owner occupied, purchase only for a SFR or FHA approved Condo 2.75%

sustainable home ownership so The less thanparameters 90 day flips notlender allowed.

Additional credit imortgage is the #2 institutional lender by unit volume. following were used toare compare results: Geographical Area: California only. Time Period: YTD 7/19/13. Loan Type: Purchase-money 1st mortgages (resale, REO and new home). Loan criteria: Unit volume (number of funded loans, not dollar requirements apply. volume). Ranking Method: By percentage of market. Data Source: Marketrac Lender Profile Report Jan. 1 - July 19, 2013. © CoreLogic. All rights reserved.

Please call for more information

Pam Timmermeyer Marlene Veal Senior Consultant BranchLoan Manager Direct 209 714 846 422 6412 1852 Mobile 209 949 613 390 8013 3902 Fax 877 855 578 268 2849 5942 NMLS ID 200999 450765 pam.timmermeyer@imortgage.com marlene.veal@imortgage.com Information hereinofisprograms provided are to assist realtoestate professionals and is not an advertisement to extend consumer Rates, terms,contained and availability subject change without notice. credit as defined by section of Regulation Z and does not constitute legal4131040. advice. Rates, and availability of imortgage is licensed by the 226.2 CA Department of Business Oversight, CRMLA NMLSterms, ID 174457. programs are subject to change notice. Licensed Equal Housing Opportunity.

Allwithout rights reserved.

2013. by the CA Department of Corporations CRMLA 4130969. imortgage Corporate NMLS ID 3096. All rights reserved. 2013.

imortgage 1020 15th Street, 8686 Haven Ave., Suite#20 150 Modesto, CA 95354 Rancho Cucamonga, 91730

Borrowers’ #1 Ranked Lender

BY BOB MIRMAN, CEO, ELIANT My grandmother gave me a lot of unsolicited advice throughout my formative years. “Always wash the lettuce”; “Listen carefully when people speak to you”. To this day, I am obsessed about clean lettuce, drives my family nuts. Grandma also frequently reminded me that “The cream rises to the top”. And like most of the things she told me, she was right on the money.

Nordstrom. Enterprise Car Rental. Four Seasons. Amazon.

Southwest Airlines. Costco. In addition to being the top performer in their industry segment, these companies are revered as much for their customer service as for the quality of their products. In fact, the common denominator of each of these companies is their commitment to an extraordinary customer experience.

Well, you can add two more to this list: WestJet and imortgage.

During one of my frequent trips to Canada over the past few years, a client suggested WestJet, a Canadian airline modeled after Southwest Airlines’ customer-friendly culture. And on my very first WestJet trip, the experience was so remarkable, so noticeably different, that I now only fly WestJet on my travels to the snowy north. No time to get into details here, I speak about this in almost every speech: in short, my late arrival for this international flight prompted the agent to pull out all the stops to get me through a super-mega TSA line and on board IMMEDIATELY! What a memorable experience…

Which brings me to the real story here: imortgage, one of the country’s fastest growing private mortgage lenders.

The mortgage industry has rightfully earned a rather sordid reputation for its failure to deliver a customer experience at a level matching the importance of its service to legions of home buyers.

And for good reason. Eliant, the leading firm monitoring new home buyers’ evaluation of their purchase and ownership experience within the US, Canada, and the Middle East, has confirmed that homebuyers report more dissatisfaction with the mortgage process than any other element of the home buying experience. Many banks and private lenders are still in the ‘high-volume trumps good service’ mentality.

Eliant’s surveys of imortgage borrowers confirm that this lender’s goal of being ‘The Nordstrom of the lending industry’ is more than marketing hype. In 2013, based on survey evaluations of 39 lenders submitted by over 30,000 new-home borrowers, imortgage’s overall rating of 92% (across over 50 branches in six states) is the highest satisfaction rating of any of the major U.S. lenders being rated by Eliant. As a result of imortgage’s top-down commitment to delivering a “memorable lending experience to every borrower,” homebuyers’ expectations are consistently being exceeded. Customers’ referrals back to imortgage and their home builder and Realtor partners are also unusually high.

This commitment to being the best, to rise to the top, is based on imortgage’s firm commitment to the delivery of an extraordinary customer experience, not just on closing the loan on time.

And that’s why I always listened…to my Grandma.

Article published in: Bob Mirman is founder of Eliant, a 30-year customer experience management firm in San Clemente, CA. Eliant’s team works with home builders, lenders, escrow firms and design centers to create a customer experience which drives sales from customers’ referrals.

Please call for more information Marlene Veal Branch Manager Direct 714 422 1852 Mobile 949 390 3902 Fax 855 268 5942 NMLS ID 450765 marlene.veal@imortgage.com

Rates, terms, and availability of programs are subject to change without notice. imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457.

Equal Housing Opportunity. All rights reserved. 2013.

imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730

EA

Visualize Your Perfect Day

E

very person on the earth has the same number of hours in the day to work with. I have 24 hours, Bill Gates has 24 hours and so do you. It is up to each individual to decide how to occupy every minute.

We can waste our days sleeping late, watching television, hating our jobs and wishing for a better life. Or we can spend most of the time we have been given creating that better life – a world devoted to improving ourselves and the lives of others. How do you want to spend your days?

You have the power to live each day exactly the way you want to live it. Think about that - the resources to create the life you desire lie within your mind.

The truth of the matter is, you are either living your life the way you envision it, or you’re living your life the way someone else is envisioning it.

Don’t you think it’s time for you to take control and begin fulfilling your own dreams?

You’re probably saying, “Yes! Of course I want to live my dream life, Mark. But I don’t know where to begin.”

Well, you begin at the beginning (see “This Week’s Action Step” below to map out your perfect day).

First, you have to realize that the power to having everything you’ve ever wanted exists within you. There is no other person on the planet who can do it for you. Heck, I’d love to be able to give you what you want simply by blinking my eyes, but I can’t. Only you have that ability.

I can show you the door to living your dreams, but you have to walk through it.

Second, you have to have a clear vision of what your perfect life looks like. That entails you visualizing and writing down exactly what you want on a daily basis.

And third, you must believe that your perfect life will manifest itself and become your reality. Remember, whether you believe something is possible or not, you’re right.

“Goals are new, forward-moving objectives. They magnetize you toward them.”

In closing this week, I’d like to offer an exercise to complete in the week ahead: I want you to visualize your perfect day. This day is one where you feel motivated, exhilarated, joyful, healthy and focused. First, take out a journal or notebook and make a timeline of 24 hours, each line of paper should represent one hour of this perfect day. For example, line one should be Midnight – 1:00 AM. Line two should be 1:00 AM – 2:00 AM. And so on.

After you have created this timeline, visualize what you would ideally be doing during each hour. Perhaps from Midnight – 1:00 AM you would be sleeping soundly, or maybe you would be living it up at a nightclub or party.

How will you spend 9:00 AM – 10:00 AM? Will you be at the gym working out or having breakfast with clients who love and respect you?

What about 2:00 PM – 3:00 PM? Is this the hour you’ll pick your kids up from school, or will you be getting a relaxing massage?

Take each hour one at a time until you have created your perfect day. Once you have determined how you want to spend your time, review the timeline often – morning, noon and night. This is going to be your future schedule, so you need to become familiar with it. Believe that this is how you are going to be spending your time and it will become your reality.

Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com.

Copyright© 2005, 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.

Set your goals – What do I want ideally? – add your ‘why’ – Why must I have it? – and your subconscious mind mystically supplies the ‘how.

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ExecutiveAgent Magazine

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Written by Mark Victor Hansen

ExecutiveAgent Magazine

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COMING SOON

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80/10/10mortgage

Your combination to closing the deal.

When it comes to purchasing or refinancing their homes, your clients want options… and Kinecta has them. Case in point: 90% financing with no MI!

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Build your competitive edge with Kinecta – Contact me today for more info!

Erik Jenner Mgr., Mortgage Loan Sales, NMLS# 38051 cell: 949.293.1237 • tel: 949.253.5337 ejenner@kinecta.org • www.kinecta.org/ejenner Orange County Mortgage Center: 4041 MacArthur Blvd., #100, Newport Beach, CA 92660 *Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use.

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business 14161-03/14

EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

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

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

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

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Cover Story

Arturo hernandez Executive Agent of the Month

ExecutiveAgent Magazine

Arturo Hernandez Aims to Finish Strong For Clients

By Shannon Hartsoe - Ian Wiant Photographer

rt Hernandez may have gotten into real estate by accident, but his continued success is a testament to his hard work and perceverance. As a college student, Art met a real estate agent who suggested he should invest in real estate, explaining to Art the benefits of such an investment. A native of Mexico who grew up in Southern California, Art believed in the power of both home ownership and entrepreneurship and the idea of investing appealed to him. Soon after that meeting he bought his first house.

A

ment and business skills while working as a college student at a local car dealership, starting at age 19. By 23 his sales skills earned him a role as the company’s full time assistant manager. But the real estate bug had bitten him and bitten him hard and he was planning ways to expand his real estate opportunities. “I continued working at the dealership and looking for homes to sell,” he says.

“I was so impressed with the flexibility and the earning potential, I knew that was what I wanted to do. Running my own business appealed to me.”

But rather than make it a home, Art sold it -- within only six months of becoming a homeowner. “And that is how my real estate career started,” he says. “At 24 I sold the first home, my first investment. And when I got my first check I knew I had to do this again. I made an $80,000 profit.”

Soon the opportunity to invest presented itself again and he bought a three-unit property and rented it out.

“From there I learned to deal with tenants,” he says.

“A year later I sold a second investment, allowing me to multiply that technique for myself and for others for several years.” With two solid investments behind him, Art finally decided to get his license.

He had been learning about financing, time manage-

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Completing a job well done Today, Art is both REO and Short Sale Certified at Intero Real Estate Services in Rancho Cucamonga, Calif.

The company started in Silicon Valley in 2002 and now has some 2,000 agents in 60 offices worldwide.

For Art, the chance meeting as a college student has led to a successful career, and he couldn’t think of doing anything else.

“My job is to sell the American dream by utilizing knowledge of the market trends and my past sales performance in the local area. My background allows me to be a team leader, to communicate with first-time homeowners, investors and sellers on market patterns.”

Working for such a large company has provided Art with resources and opportunities that enable him to grow as a real estate professional and as a person to the benefit of his clients.

“The right company, with the proper training, guidance/ coaching and energy along with having access to many highly active agents’ plays a big role and benefits my

clientele,” Art says, adding that Intero places much importance on technology, too. “Our office is paperless and continues to find new ways to improve on technology.”

Timing, connections and being in the right place at the right time are not all that makes Art a successful agent.

He’s also intensely disciplined and stresses the importance of maintaining a positive, professional attitude. “I have a set schedule I follow every morning and it starts 5 a.m.,” he says. “I try to never miss a workout and go for a run. I go to the office every morning. I role play with my colleges. I prospect and follow up with clients. I negotiate, show houses, conduct open houses, manage my team, go to listing appointments and buyer appointments.

I constantly attend seminars and courses to continue my education on the market trends and stay up to date with technology since it never stops changing. All this allows my performance to be the best for my clients.”

Art knows that keeping his skills and knowledge in their highest form can carry an agent only so far. The industry changes constantly, he notes, and you have to stay proactive, be in the mix and apply what you learn.

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“Staying in contact with clients -- especially face to face -- is also crucial,” he says.

“An agent has to constantly be ready for change and adjust to consumer needs. Real estate is not done the same way as it was five years ago, so we constantly need to adjust,” Art says. “I always meet with my clients face to face and let them know I’m always accessible for them with any questions they have, or friends and family may have, that I can assist them with.”

It’s no surprise that someone as disciplined as Art would make professionalism a priority, too. He and his fellow team members make sure their presentations are the best they can be, through role playing, training and other activities. “We are experts in what we do. Our goal is to give my clients the highest level of customer service.”

For anyone looking to sell or buy real estate property, Art advises that they get the right answers and never shy away from asking questions. They also should be knowledgeable of the market in which they plan to do business.

to understand that I am always looking out for their best interest and I will protect them from beginning to end,” states Art. Art’s discipline carries over into his personal life, too.

Outside of work, he is a physical fitness junkie, and regularly trains for half- and full marathons. The routine of rising early and training hard further inspires Art that hard work can take you very far. “I have noticed that anything is possible if you have a positive mindset.” And he has never lost that thrill of success when it comes to real estate. He enjoys being involved in the renovation process of houses, and he is constantly on the lookout for a great opportunity.

Completing a job well done, whether it’s the LA Marathon or helping first-time homebuyers find their dream home, that motivates Art Hernandez.

“Crossing that finish line,” he says, “that’s what I look forward to.”

“Through the years I noticed that providing and educating my clients with plenty of information allows them ExecutiveAgent Magazine

Arturo Hernandez Intero Real Estate Services 10803 Foothill Blvd., Ste. 110 Rancho Cucamonga, CA 91730 Tel: 909-638-7303 Arturo@theteamresults.com CalBRE # 01745501 ExecutiveAgent Magazine

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By Shannon Hartsoe

W

hen Lucy Di Profio earned her real estate license in 1990, she was already something of an expert in the Southern California real estate market. After all, she had learned from one of the best – her father. As the oldest of Vince Di Profio’s three children, Lucy would often tag along with him as he held open houses or passed out flyers. At only seven years of age, Lucy saw the hard work and dedication Vince put into each and every transaction, so when she decided to become a REALTOR® herself, it wasn’t difficult to imagine working alongside him.

Vince Di Profio had come to California by way of Canada. He left his native Italy at only 18 to build a new life in North America. “My father grew up in a very rural part of Italy,” says Lucy. “He worked hard to provide for his children.” Vince first obtained his real estate license in Canada in 1978. There, he grew his real estate knowledge and eventually became a broker. His hard work began to pay off and in 1983, he decided to move his family to Irvine to grow his business even further.

Vince & Lucy Di Profio O.C.’s #1 Father/Daughter Team ExecutiveAgent Magazine

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The Customer Always Comes First “But it took several years for him to get it off the ground,” says Lucy. “He was determined to make it work.” For a while, Vince sold real estate by day and worked as a machinist at night. He never gave up. Lucy earned her license while putting herself through UC Irvine.

What’s their secret? The customer always comes first.

“There isn’t a market or a challenge we haven’t faced,” says Lucy. “By staying focused on the client and their needs, we can provide a higher standard of service to everyone from first time homebuyers and investors to selling large estates, we’ve done it all.”

More than two decades later, the two are top-selling agents for RE/MAX Premier Realty in Irvine, with frequent appearances in the #1 position for their office, most recently in 2012.

With experience in all aspects of real estate including 1031 exchanges, single family properties as well as short sales and REOs the two are well-versed in meeting the needs of a diverse client base. They are also experts in assisting clients with relocation.

“We couldn’t do this if we didn’t love what we do,” says Lucy. “We put a tremendous amount of work into making sure each and every client is taken care of.” The duo works seven days a week, often putting in 60-70 hours each. They make sure to never take the same days off so that at least one of them is available to their clients at all times.

“The real estate landscape has changed drastically since we started,” says Lucy. “When we started, agents weren’t even using computers yet. Today, we have the Internet.

With the immediacy of technology, we’ve had to adapt and change with the times. That’s why we make sure to always be available when our clients need us.”

“We don’t have a team of assistants to push things to” she adds. “That’s why our reputation is very important to us. We have our systems in place to efficiently run every aspect of the transaction from staging, to marketing, to negotiating the deal and successfully closing the escrow.”

For the Di Profio’s, Orange County’s number one father/daughter team, it’s a formula that has worked for more than 25 years, and one that’s sure to keep working long into the future.

Lucy says that by watching her father take care of his clients with integrity, respect and honesty, she learned the core values of being a successful real estate agent, values they pour into every transaction. “We place our focus on fulfilling the expectations of our clients,” says Vince.

“From finding their perfect home to getting top dollar for their existing home, we follow through until they are satisfied.”

Vince & Lucy Di Profio RE/MAX Premier Realty 5299 Alton Parkway Irvine, CA 92604 Tel: 949-857-1193 Email: VinceLucy@aol.com Web: www.VinceLucy.com CalBRE # 00863268 - 01085563

The elder Di Profio was already a successful real estate agent by the time Lucy decided to join him -- his first year with RE/MAX, Vince earned a spot in the 100% Club. He would go on to earn the Platinum Award and several other awards for production, including the Lifetime Achievement Award. Lucy has also earned accolades, including a place in the 100% Club. On multiple occasions, the duo has been named #1 agents in the City of Irvine for volume of listings sold, having closed more than $350 million over the course of their partnership.

The most recent figures for the Southern California Multiple Listing Service, place them among the top agents for the Turtle Rock community and the surrounding areas.

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Problems vs.

Opportunities

B

e grateful for your problems. We all frequently deal with people who complain about the trials and tribulations of their daily lives. Life seems to be one big problem for them. I would like to take a common-sense, realistic approach and address this mind-set. If there were no “problems” on your job, then your employer would hire a much less capable person than you to do the routine things that don’t require much thought. In the business world, those who are able to solve complex problems are the ones who have the most value to the employer.

Many times the problems or challenges we face force us to grow and become more capable. The runner who trains for the mile run in the Olympics by running downhill will have no chance of winning the medal. The runner who trains by running uphill is far more likely to develop the speed, mental toughness and endurance which it takes to win the medal.

The best thing that ever happened to boxer Gene Tunney was that he broke both of his hands in the ring. His manager felt that he could never again punch hard enough to be the heavyweight champion. Instead, Tunney decided that he would become a scientific boxer and win the title as a boxer, not a slugger. Boxing historians will tell you that he developed into one of the best boxers who ever fought.

They also will tell you that as a puncher, he would not have had a chance against Jack Dempsey, who was considered by many to be the hardest hitter in heavyweight history.

Tunney would never have been champion had he not had the problem of his broken hands.

Message: The next time you encounter a difficult climb, obstacle, “problem,” you should smile and say, “Here’s my chance to grow.” Develop that kind of an attitude and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com.

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Written By Zig Ziglar ExecutiveAgent Magazine

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Improving Your Intellectual Image T

his aspect of your personal image comes from how well you’ve developed what’s inside your skull.

This is your intellectual self. I’m not talking about a high IQ or your ability to win at Trivial Pursuit. I’m referring to the depth and breadth of your knowledge, your mental fitness. Most of us were given plenty of basic intelligence. We alone decide whether we’ll use it to capacity or let it get flabby or stiff from disuse.

Can your mind lift abstract concepts from The Wall Street Journal, or from the professional journal in your field? Can you grasp the intricacies of a problem explained by someone in a field completely different from your own?

Can you see an issue from a perspective that’s 180 degrees from your own feelings? Can you entertain ideas that come from a different culture, or from people you don’t like? Can you hang in there when it’s going to take a lot of convincing to get people to see things your way, or when it’s going to mean clearing seven committees and the CEO? Training your mind to take on longer-term and more demanding tasks gives you the stamina you need when mental marathons come up. Other ways to strengthen your mind might include: • Taking some classes in a subject you’ve always wondered about-say, art history, acting, or geology-but never studied.

• Learning to play a musical instrument. Or, if you prefer, learning to scuba dive.

• Committing to teaching yourself a new and difficult skill: celestial navigation perhaps, or gourmet cooking, or origami, or winemaking.

• Joining a foreign-affairs group or an investment club or a reading circle where new issues and speakers abound.

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series of books or musical performances. Paying so much, you’ll probably feel compelled to get your money’s worth.

• Here’s a real test of mental discipline: Listening to a daytime TV talk show without making judgments about the intelligence of the participants!

Another intellect-strengthening exercise is to get in the habit of not assigning labels to people. When you’re at a party and another guest is introduced to you as “a life-insurance salesperson,” don’t you, mentally at least, take a couple steps backward? Ditto, perhaps, for “IRS auditor,” “debutante,” “parole officer,” or “yachtsman,” depending on your mind-set.

Thus, the hidden assumptions of language can control your behavior. Your preconceived notions of accountants, say, as bland and boring, or of professors as tweedy and reserved probably does you and them a disservice and may prematurely kill off what could be a valuable relationship.

To maximize your intellectual image, attempt to get past the labels. Don’t overlook, for instance, the opinions of a mere “clerk” while perhaps overvaluing those of a “consultant.” It takes intellectual strength to avoid the trap of confusing the specific for the general. But if you can get into the habit of appreciating people’s unique, human side and not judging them generically, you’ll win their respect-and you may learn something, too.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Buying an expensive subscription to a weighty ExecutiveAgent Magazine

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Written By Tony Alessandra

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By Shannon Hartsoe

Patricia Smith ExecutiveAgent Magazine

Integrity, Knowledge, Passion

I

f the keys to success in today’s real estate market include an ability to listen and solve the needs of buyers and sellers and solid skills in using technology to market homes, Patricia Smith owns those keys.

Big time Patricia in 2013 was the No. 1 agent in Harcourts Prime Properties’ office in Carlsbad and the ninth-ranked agent for sales for the company nationwide. Her clients and industry colleagues are quick to praise Patricia for her ability to successfully manage a transaction from beginning to end with the upmost professionalism and skill.

“I have had the joy and satisfaction of working successfully with Patricia Smith in the real estate and lending field. In my capacity as a loan officer at Kinecta FCU, I’ve personally witnessed her cooperative spirit, professional attitude, and caring disposition to her clients from both sides, ‘Seller and Buyer’. In my experience in the lending field since 1994, I have come across many real estate agents and worked with many of them, but there was one thing that had caught my attention in regards to Patricia which is her loyalty to her clients and collaboratively with her colleagues which has earned her my full respect. In nowadays, it is very hard to find a real estate agent who you can trust and who will take the extra steps to make sure the job is done to its full satisfaction. Patricia has done that and more as an individual and as a team effort. Patricia Smith has a pleasant, easy-going disposition, is fun to be with at both professional and social gatherings, and is cheerful, positive, and friendly. Her professionalism is a well balanced blend of competence, experience, and cordiality. I eagerly give my endorsement of Patricia Smith’s skills and professionalism without qualification and with the highest praise,” says George Deekrich.

Know-How and Moxy Before her successful real estate career, Patricia earned an undergraduate degree with an emphasis in marketing from San Jose State University and an MBA from Santa Clara University. She then worked as a marketing manager in the tech industry. Patricia provided consulting to various high tech companies in product marketing, product research, product development and corporate marketing.

“The transition from marketing in high-end technology to Realtor® was an easy one,” she says. “I quickly found that the same analytical, marketing and people skills that helped me succeed in the tech industry enabled me to quickly start producing as a Realtor®.” She adds: “The bottom line is matching a need with a solution. Whether it’s a digital camera or a five-bedroom mansion, the essence of what I do is provide the perfect house to the perfect buyer.

Knowing how to market that house with the perfect blend of advertising, open houses, website features, etc., and an

ability to clearly communicate with my clients about what they need and what’s possible create a win-win scenario for everyone.”

Patricia produces top marketing plans and materials to get you the best offer for your house. Sellers can expect high quality and effective marketing materials and strong representation from Patricia. She’ll work hard to get as many qualified buyers as possible into your home until it is sold and communicate as often as you’d like with weekly results of her activities on your behalf. Patricia also aims to reduce stress as much as possible and negotiate the highest dollar value between you and the buyer.

Sometimes, the win-win is one for the books. Like the time in one neighborhood that Patricia sold two separate homes -- the highest-priced home for her seller and the lowest-priced home for her buyer.

For buyers, Patricia takes time to thoroughly listen to your wants and needs and utilizes her market knowledge to translate your criteria into finding your perfect home. She then compiles a market analysis on the chosen property to help you pull together a strong offer that will meet your financial needs and get your offer accepted. “Patricia is the most dedicated real estate agent I’ve ever met!” says former client James Pierik. “She listens well and takes the time to help you find your perfect dream home. She worked tirelessly for months and months to make sure we saw everything that was available that met our specific needs, and she was thorough and diligent during the negotiating and closing process. It was a pleasure working with Patricia and I would recommend her services without reservation.”

How does she do it?

“I look at the unique situation of every buyer and seller to negotiate the best price and terms for my client,” Patricia says. “I have had offers accepted in numerous multipleoffer situations because of my analysis of the situation. I follow through with the listing agent and write letters of introduction to the sellers to solidify the strength of offers.

After the offer is accepted, I stay on top of the entire process, for a stress-free escrow. And I am there to assist after the closing.” In other words, she says, “I believe in doing it right or not at all.”

Patricia Smith Harcourts Prime Properties 325 Carlsbad Village Dr., Suite C1 Carlsbad, CA 92008 Tel: 760-576-6632 Email: PSmithHomes@gmail.com Web: www.PSmithHomes.com CalBRE # 01843713

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s there an area of your life you’d like to improve? Do you wish for more loving relation-ships? Less stress?

More time? More money? Better health? Someone to share life with?

I

as a You’re Okay, I’m Not Okay worldview.) Anyway, common sense told me if I were to treat others as I did myself, they’d all move as far away as they could, as fast as they could.

Some people call these longings “divine discontent.” We seem to be programmed to wish for more, no matter how much we have. The blessing in our discontent is that it forces us to think about how we might change things.

I was ready for Louise’s advice when I read her bestknown title, You Can Heal Your Life, and started to practice catching and correcting the negative self-talk that went on in my head all day, every day.

Usually, our early attempts focus on changing other people (if only he/she would…) or changing our circumstances. In time, however, we learn that trying to change others is a waste of energy – it simply can’t be done. And many of us learn the hard way that even when we decide to change our circumstances and leave what’s causing the pain behind, things turn out much the same with the new love interest, job, or home.

Do you know that voice? It’s the one that says things like: You’re not smart enough; you don’t deserve that; you look awful; you’re lazy; and you should lose weight.

As I practiced changing these negatives to positive statements, I found I had a better, brighter attitude about life. By countering those thoughts with positives like: I can figure it out; I’m deserving of everything my heart desires, I look

The Keys to Positive Change Another trap is getting caught up in self-improvement and goal setting. This kind of wishful thinking promises everything will be great if we just lose those 10 pounds, get the degree or promotion, or move into a more expensive house. Even though these accomplishments are commendable, we find they still don’t satisfy for long.

When all these strategies inevitably fail, some people simply resign themselves to the situation (that’s just the way life is), some fall into depression (is that all there is?), while others use drugs or alcohol to numb the pain.

On the other hand, there are those who are lucky enough to experience some kind of crisis – an accident, illness, or serious addiction – that forces them to finally understand that meaningful change can only come from within.

According to Louise Hay, the world renowned, bestselling author of over 18 books on this subject, there are two simple keys to personal positive change: self-approval and self-acceptance.

Sounds simple enough but, for me, learning to accept and approve of myself took a lot of work. Even as a child I had a hard time understanding the commandment to “love your neighbor as yourself.” Even at an early age, my experience was that I loved other people better than myself. (In the popular psychology of the 1970s, this used to be described 36

wonderful; and I could lose weight, my growing sense of self-acceptance told me I was finally onto something that could make a difference. And it was so simple.

Why not try this yourself? Just experiment with it for a week. It certainly couldn’t hurt and it may help a lot. To get the most out of the exercise, start by writing a brief summary of how you’ve been feeling and list the negative messages you are conscious of telling yourself each day.

At the end of your experiment, summarize how you feel, what you’ve learned, and the new positive messages you are practicing.

It is through small steps like these that we quiet “divine discontent” and learn to love and accept ourselves exactly as we are.

Leslie Hamel, a certified Louise Hay Workshop Leader, is a business and personal effectiveness coach who also offers Body Wisdom Workshops based on the philosophy of Heather Williams, HWM. For information about Leslie’s workshops, please contact the Frog Pond Group at 800704-FROG (3764) or email Susie@frogpondgroup.com; http://www.frogpondgroup.com.

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Written By Leslie Hamel ExecutiveAgent Magazine

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At Eagle Home Mortgage, our world revolves around the relationships we’ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process; so as partners, we can make more deals happen.

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Phone: 619.929.0102 ScottCriss@eaglehm.com www.eaglehomemortgage.com/scottcriss

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Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.

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