April 2014 s orange county

EXECUTIVEAGENT MAGAZINE

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Don Abrams Executive Agent of the Month

Inside Features: Vince & Lucy Di Profio RE/MAX Premier Realty

Chris Fry Oaktree Realtors速

Kaarina Jo imortgage

Patricia Smith Harcourts Prime Properties

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John J. Reed (949) 705-0555

Julie Day (949) 297-1407

Ryan Grant (949) 705-0582

Alan Cipolletti (949) 705-0558

Edna Austin (949) 705-0543

Chris Black (949) 705-0567

Marc Bui (949) 705-0587

Eric Cazarez (949) 705-0595

Herm Cundall (949) 705-0576

John Davis (949) 705-0576

Cory De Pass (949) 705-0584

Tommy Evans (949) 705-0572

Aaron Hanson (949) 705-0593

Kaarina Jo (949) 705-0560

Nipper Larson (949) 297-1405

Brett McDonell (949) 705-0577

Matthew Miede (949) 705-0573

Lynn Nelson (949) 297-1406

Marty Noronha Angilla Wang (949) 705-0604 (949) 297-1403

Connie Wick (949) 297-1404

NMLS ID 869516 Branch Manager

NMLS ID 1022434

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NMLS ID 174457 Sales Manager

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imortgage Newport Beach - 1301 Dove Street, Suite 101 Newport Beach, CA 92660 | imortgage Laguna Hills - 24442 Avenida de la Carlota, Suite 110, Laguna Hills, CA 92653 | 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.

NMLS ID 275073

NMLS ID 382768

NMLS ID 1021623

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NMLS ID 796742

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

April, 2014

S. Orange County

Cover Story

Editorials

32 - Tony Alessandra:

Improving Your Intellectual Image

04 - Patricia Fripp:

The Genius of Teamwork

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

36 - Leslie Hamel:

The Keys To Positive Change

Evergreen Realty...............................11 Greenpath Funding..............................7

14 - Mark Victor Hansen: 19 Don Abrams

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

26 Vince & Lucy Di Profio

8 Chris Fry

12 Kaarina Jo

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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 © 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

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rue teamwork is the rarest, most exhilarating, and most productive human activity possible. Every business wants to harness this incredible energy, but achieving such a level of motivation and 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?

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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

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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:

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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

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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

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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

E XECUTIVE AGENT MAGAZINE

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By Shannon Hartsoe

Kaarina Jo ExecutiveAgent Magazine

hroughout her career, Kaarina Jo has earned a reputation as a caring, knowledgeable lender. Where others see challenges, she sees opportunity and she never misses a chance to help her clients make their dreams come true. In fact, it was a creative response to challenges that helped her get her start in the industry.

Inspired by the way her lender handled her first mortgage transaction, she knew she’d make a good lender and contacted the mortgage company about a job. But her background in hospitality wasn’t initially what they were looking for. Ever optimistic, Kaarina offered to work for free for two weeks. Her hunch proved right --- Kaarina impressed her broker with her inquisitive nature, professionalism and dedication to client service and was offered a permanent place with the company after the two weeks were up.

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expectations of the underwriter in order to complete a transaction.”

These days, Kaarina is working as a loan consultant for imortgage in Newport Beach and she says the fit couldn’t be better.

As a member of the well-respected Cory De Pass team at imortgage, Kaarina helps her clients with a compassionate approach. She’s truly a lender who cares. As a result, her clients know she can be trusted to handle their transaction with the utmost of integrity with exceptional customer service. By setting realistic expectations, she’s able to help her clients with as little stress as possible.

“There is a culture of extraordinary customer service here,” she says. “We offer flexible products and we work smart to close our loans on time. That’s crucial when people are waiting to make their dreams a reality.”

And Kaarina knows a thing or two about dreams. In fact, it was during her own home buying process that she discovered the world of mortgage lending. She had been working in the restaurant industry with a local developer when she bought her first home. “Both my lender and my real estate agent were top-notch professionals and helped make the process as smooth as possible,” she recalls. “I was intrigued with the process and knew I’d be a good fit for the industry. I love people and I love the challenges of trying to find the perfect product to bring a deal together.”

“Now, I help people buy one of the biggest purchases in their lives…a home, and manage the financing of their home for the rest of their lives whether they need a first mortgage, a second mortgage or some type of refinancing, I make it happen.”

Backed by imortgage, Kaarina offers her clients a superior customer experience. All clients are fully approved before starting the process, eliminating needless hassle and worry, and the company’s unique referral program for REALTORS® helps her build her business by creating a base of loyal agents. The company is a fully approved direct lender for FNMA, FHA, VA, HUD and USDA as well as state and local government loan programs. An a unparalleled commitment to integrity has made the company one of the fastest growing privately held retail companies in the Western United States. Her team now includes two production assistants, a transaction assistant and the office processor.

Kaarina says she’s glad she went out on a limb and followed her heart. “I believe in taking chances,” she says.

“But I also believe in working hard for my clients. I’ve enjoyed tremendous success in this industry, but the truth is I’d rather work for a handful of REALTORS® to give them the best experience possible than spread myself too thin and give less than my full attention. I truly care about my clients and it makes me happy when the job is done right.”

Kaarina Jo imortgage 1301 Dove St., Ste. 101 Newport Beach, CA 92660 Tel: 949-705-0560 Cell: 714-717-6474 Email: Kaarina.Jo@imortgage.com Web: www.imortgage.com/kaarina.jo NMLS ID 796742

By working from the ground up, Kaarina gained valuable insight into the entire process. That foundation helps her to help her clients in the best way possible.

“There are many ‘moving parts’ to buying a home,” she says. “And no two transactions are ever exactly the same.

Because I’ve done the job as a processor and production assistant helps me to understand guidelines, file flow and ExecutiveAgent Magazine

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

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Visualize Your Perfect Day

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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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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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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:___________________________________

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Cover Story

Don Abrams Executive Agent of the Month

ExecutiveAgent Magazine

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on Abrams’ first brush with real estate was a little bit of a trial by fire. “My parents had purchased a beach house on Long Island Sound,” he recalls.

“They handed me a hammer and my project that summer was to restore the house.”

And restore it he did. Tackling projects large and small from drywall repair and painting issues, to flooring and building closets, Don learned about building and renovation from the ground up. He was only 13.

“My dad went to work in the day and my mother was busy taking care of my sisters, so it was all up to me,” he says. “That’s when I really fell in love with real estate and came to appreciate older homes. I was hooked.”

Today, Don is a one of the most successful REALTORS® on Balboa Island and represents most of the best rental properties in the small, tight-knit community. In 2012, Don was named REALTOR® of the Year by the Newport Beach Association of REALTORS® and is consistently ranked among the top real estate agents for both number of sales transactions and overall volume in the Newport Beach area.

Written by Shannon Hartsoe - Ian Wiant Photographer

He credits his success to his impeccable communication skills and dedication to client satisfaction.

Never without his trusty cell phone, Don is easily accessible and always on call.

“When buying or selling real estate, clients want and need information all the time,” he says. “I never want to leave them waiting for something that’s important to them.”

Bitten by the Real Estate Bug Don may have been introduced to real estate when he was only a young teen, but his business acumen was honed while working his way through George Washington University Law School in Washington, D.C.

ExecutiveAgent Magazine

He began buying houses and restoring them, then selling them at a profit. While earning a degree in law, Don joined forces with a builder, and he specialized in historic preservation of Victorian homes, common in the D.C. area. He went to school at night, worked on restoration projects in the morning and sold in the afternoon. As demanding as it was, Don loved every minute of it. “I’ve always been fascinated by homes,” he says. “I love every aspect of it, from the architectural details to working with people. It suits me very well.”

He went on to work as a trial lawyer with the U.S. Department of Justice, and was ultimately transferred to the Department’s Organized Crime Strike Force, in Connecticut. For ten years he worked in high stakes legal proceedings, helping to prosecute some of the big names in crime. Then his father offered him an opportunity to join the family business – home furnishings. Together, the two

turned the business into a very lucrative venture with much of their business coming from California.

It made sense, he said, to expand operations into a California office and the families relocated. “But it felt like something else was calling me,” says Don. “I was a successful business person, but somewhere in the back of my mind I always knew that real estate was going to be my niche.” So in 1998, Don took the plunge, obtained his real estate license and purchased what he calls “a little mom and pop” real estate business on Balboa Island. It didn’t take long for Don to realize he’d made the right decision.

Quickly, he established himself as a hard working broker and agent by pouring himself into this new business. By the end of the first year he was the number one agent on Balboa Island, eventually expanding that title to the whole of Newport Beach.

ExecutiveAgent Magazine

Integrity, Knowledge, Honesty A Different Kind of REALTOR® These days, Don doesn’t have to prove anything to anyone. His reputation as a community expert is wellknown. He’s a founding member of the Balboa Island Historical Society and a true community champion.

There’s hardly a home on the Island he isn’t acquainted with and he loves doing business with people he’s proud to call friends and neighbors. Though he now does business in all of the surrounding areas including Corona del Mar, Costa Mesa, Laguna Beach and Irvine, he’s considered one of Balboa Island’s favorite sons.

“They know me,” he says. “They know I stand for integrity and honesty.”

With Don, nothing is hidden. If there’s a problem with a home, he’s honest. If something needs doing, he’s there.

He stays in constant contact whether he’s working with a buyer or a seller and believes that there’s no such thing as too much communication. “I never want a client to come back and say ‘I didn’t know this, or I didn’t know that,’” he says.

And people on the Island seem to appreciate the personal touch. His monthly newsletter is a favorite with residents.

Filled with notes on real estate and family news (his six-year-old son Ben is an understandable hit); nothing is canned. It’s all straight from the pen of Don himself.

Touches like this go a long way when you’re in the business of relationship-building.

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By maintaining a strong property management portfolio –60 properties and counting -- Abrams Coastal Properties is also something of a one-stop shop. Since many of his buyers are purchasing vacation homes, they’re able to turn to him to keep their homes rented and well-cared for when they’re away. He’s also a strong negotiator and has a stellar team behind him.

Don says that Office Manager Sally McManus is the company CFO. “She’s been with me for 14 years now and keeps everything running smoothly,” he says. “She also assists on the rental side of the business.”

strong. When I think about what keeps us successful, I’d have to say it’s my team.”

It doesn’t hurt that Don is still personally vested in keeping and managing his own real estate assets. Going back to his passion, Don owns two historic homes on the Island. He lives in one and is in the process of restoring the other. And, it seems, he can never get enough of coastal living. He and his wife Gwenn own a vacation home in the seaside village of Cambria.

“I’m never really on vacation,” he says. “But when I do take time away from the office, that’s where we like to go.”

Kelli DePass is Don’s Agent Assistant. “She helps on every sale and knows everything about the business.” Jarrod Frey is Rental Manger and Hunter Foster is Operations Manager for the property management arm. “Each person has something unique they bring to the table,” says Don. “And each is valuable to helping keep the brokerage running ExecutiveAgent Magazine

Don Abrams Abrams Coastal Properties 315 Marine Avenue Balboa Island, CA 92662 Tel: 714.325.9055 Don@abramscoastal.com www.AbramsCoastalProperties.com CalBRE # 01234323 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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Branch Manager / Sr. Loan Officer

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

Phone: 949.892.2422 BrettSmith@eaglehm.com www.eaglehomemortgage.com/brettsmith

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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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