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KAYVAN SABOURI Executive Agent of the Month

Inside Features: Manuel Lopez Casa Bonita Realty Hugo & Andreana Sanchez Keller Williams Realty Ken Schwartz Century 21 Award Veterans United Home Loans of San Diego

A Partnership

Rooted in Success

Kinecta Federal Credit Union’s mortgage professionals are committed to making the financing experience simple and seamless for you and your clients. We support local Realtors by building personal relationships • Join us in presenting free workshops for first-time home buyers • Loan Consultants answer questions about financing options at your Open Houses • Highlight your prime properties on our Facebook House of the Week feature What your clients can expect • Pre-approvals to help save time when shopping for the right property • Fast, priority turn times for all purchases • Our Purchase Guarantee – we close on time or we pay1 • Competitive rates, flexible terms and low fees

With 75 years in the financial services industry, Kinecta understands the dynamic needs of today’s borrowers. We also are committed to building stronger communities through our network of employee volunteers. Partnering for success starts with all of us, and we look forward to partnering with you.

Contact us today! Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Not-for-profit | Member-owned | Est. 1940 All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 17047-01/15


Southern California’s Publication for the Real Estate Professional



April, 2015

N. San Diego


Cover Story

32 - Rory Aplanalp: Try vs. Do

30 - Bill Brooks:

The Role of Positive Thinking on Your Sales Career and Life

14 - Bob Corcoran:

Why Some Agents Sell More Than You

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

ADVERTISERS’ INDEX City of Hope..................................35 Greenpath Funding.........................11

28 - Jim Rohn:

Establishing Dreams and Goals

17 Kayvan Sabouri

Executive Agent of the Month

imortgage...................................25 i Photography Studio.........................23 Kinecta Federal Credit Union..............2

06 - Dirk Zeller:

Champions Get Up Each And Every Day

PWAOR..........................................10 The Termite Guy..............................24 Veterans United ..............................36

04 Manuel Lopez

26 Hugo & Andreana Sanchez

12 Ken Schwartz


Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2015 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.

Veterans United

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anuel Lopez is the broker/owner at Casa Bonita Realty & Business Brokers, a full-service real estate company where residential and commercial clients have been receiving the finest quality of care since 1995.

loved working with people. Soon he found his way into real estate, a passion that became his life-long career. From the beginning of his real estate career Manuel stood out among his peers, outselling his full-time colleagues while still working part-time in the business. He had the good fortune of being mentored by Raul J. Barajas, former owner of Casa Blanca Realty. “He taught me the ropes, and he gave me the capacity to know when real estate is a good investment by allowing me to go with him on sales calls,” Manuel remembers. In time, Manuel and Raul saw a new business opportunity that would enhance their real estate practice – appraising and brokering businesses. “We went to the same school and became appraisers together. It goes hand-in-hand with commercial real estate, selling not just the real estate portion but also the business.” Today, Manuel handles the purchase and sale of all kinds of businesses, with an emphasis on restaurants, markets and gas stations. He recently completed a transaction for self-serve car washes. “These kinds of deals can be challenging with all of the special permitting, but I have many years of experience and a reputation for getting things done quickly and efficiently.” Manuel has built a thriving business with a team of dedicated agents. “We call ourselves the Action Team, and this has been a very good motto for our company. We all help and support each other in whatever way we can to get the job done.”

Manuel has proven himself a hard worker with an entrepreneurial spirit from the time he was very young. He came to the U.S. from Mexico at 12 years old, learned to speak English, finished high school and went right into business. A caring and friendly person, he has always

Manuel has continued the people-focused culture and leadership he learned from his friend, Raul. “We cater to the individual person and their unique needs. Whether their investment is large or small, everyone receives the same level of service. We are available to meet clients whenever it is convenient for them. I think that sets us apart from many other agents who only work from nine to five. Every person on my team has the same level of commitment, or they wouldn’t be here.”

Manuel Lopez ExecutiveAgent Magazine


Written by Haley Freeman

That commitment has not only earned Manuel the respect of his clients, but also that of his peers. Olivia Wertz, a commercial property manager, says this about working with Manuel, “Manuel Lopez is an excellent broker across the board. He takes a very personal interest with every client and property we have worked with. His incredible responsiveness, professionalism and ability to connect with his clients are obvious. I’ve thoroughly enjoyed working with Manuel on various commercial projects and look forward to working with him in the future.” During more than 3o years in the industry, Manuel has achieved success for himself and his clients in every kind of market. He attributes this consistency to a combination of practical experience and regular education. “I have a lot of knowledge about investing and what makes good sense, both through the practice of sales and by managing the portfolios of clients,” he says. “I am also a student of the university of the world. My team and I take courses and educate ourselves. You have to be on top of what is happening – not just locally, but globally. Sometimes things happen on the other side of the world that affect values and trends here in the U.S. and cause adjustments in supply and demand.”

His children, however, are his greatest love, Manuel has grown children and two young ones still at home. “My children are my life. I live for them. I make it a priority to take time off to enjoy my family and get involved in my children’s school and activities.” Manuel sums up his philosophy about life and business, “I believe in helping others by creating a chain of good deeds. Whenever anybody asks for help, I give it freely and just ask that they continue the chain by helping someone else. One of the most rewarding experiences in life is helping others succeed.” Manuel Lopez Casa Bonita Realty & Business Brokers 3130 Bonita Rd. Chula Vista, CA 91910 Tel: 619-247-4433 Email: casabonrlt@aol.com Web: www.casabonitarealty.com CalBRE# 00670609

Manuel is also a man with a big heart. He gives back to his community through participation in various charitable programs and through leadership and participation in the Pacific Southwest Association of Realtors®.

Creating a Chain of Good Deeds ExecutiveAgent Magazine


Champions Get Up Each And Every Day


ExecutiveAgent Magazine



At the end of the day, week, month, or year it’s what you do with the set back that makes it good or bad. Failure is merely a lesson.

Ultimately, to be successful you have to know how to survive setbacks and failure. In the end, failure is not fatal. Lying there and wallowing in it is fatal, but getting up and accepting it as a temporary setback forges a new beginning. Failure can sometimes feel fatal, but it never is.

To take advantage of a lesson, you must fully learn it. That means that we must review and analyze all the failures and setbacks we experience. Most of us want to merely forget them or cover them up. This puts us in a pattern to repeat them again. Treat each failure as a lesson. In school if you don’t learn your lesson you don’t graduate. Make sure you learn the lessons that failure is trying to teach you.

ne of the secrets to success is the ability to hold on a little longer than the next guy. To be willing to take a little more rejection, a little more hardship, and a little more temporary failure over time.

In my sales career I have had far more “no’s” than “yes’s”; the “no’s” out number the “yes’s” twenty or thirty to one. If I had focused on the twenty or thirty “no’s” instead of the one “yes” I would have quit. Too often we focus on the wrong thing. We fixate on the “no” rather than anticipate the “yes”. We must position ourselves with people to give them every opportunity to say “yes” to us. We have to ask and ask and then ask again, so we gain the “yes” we want. We have to be willing to attend and graduate the “University of Failure” to eventually receive our doctorate in success. No one has ever achieved long lasting success without the “University of Failure” degree. We don’t begin as a success.

“To be successful, you have to know how to survive setbacks and failure.” Let me give you a few rules of failure. Learning and applying these will better prepare you for your success. Temporary failures are not bad: If we mentally focus on bad events, that is what we will create more of. In the end, failure is neither good nor bad. When Thomas Edison’s wonderful compound of laboratories and buildings burnt to the ground he did two things. First he told his sons to get his wife because she would never see another fire like this in her lifetime. Second, he realized that all his failures had been burned away. He had a clean slate in front of him.

Treat each failure as a lesson bringing you closer to success. By learning how not to do something, you are exponentially closer to learning how to do it. In the end, failure is never final. We all fail and fall down. We all come up short of the mark in life. It’s whether we decide to stay there or learn and move forward that makes us a success. Tackle the opportunity that your setbacks and failures bring you everyday. Create a daily mindset of opportunity in each setback. Your choice is to either stay down or get up. Champions get up each and every day. Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system that takes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2005, Dirk Zeller. All rights reserved. For information about Dirk’s Keynote presentations, contact the Frog Pond at 800.704.FROG (3764) or email susie@ frogpond.com; http://www.frogpond.com.

ExecutiveAgent Magazine



We Know. We Care. We’re Local.

We know. We care. We’re local. To Veterans United Home Loans of San Diego, this is more than just a catchy headline; it’s a symbol of their contribution and dedication to the San Diego community. We Know.

Veterans United knows the VA home loan. As experts in the VA loan benefit, their loan officers are passionate about helping local veterans utilize their hard-earned benefit to obtain the American Dream they fought to defend. This often misunderstood benefit affords qualified veterans no money down, competitive interest rates, no private mortgage insurance and easier qualification. However, the VA loan isn’t the only thing Veterans United knows. They also understand the military lifestyle and the unique demands and stresses placed on military members. They know this because many of them have lived it.

The new branch manager, Chris Cano is a U.S. Navy veteran. He served 10 years aboard nuclear submarines before entering the mortgage industry. Tony Dias, executive director of business development and education is a U.S. Marine veteran. And Brannon Knox just recently retired as Force Master Chief. Today, he serves as military liaison for Veterans United. Together, the entire Veterans United team is dedicated to helping fellow veterans. But their outreach isn’t limited to home loans. We Care.

With an employee funded foundation – Veterans United Foundation – Veterans United employees live each day looking for ways to enhance the life of someone in their community. Employees fund and direct this Foundation. They listen to needs expressed in the local community – whether on an individual or organizational level – and lend a helping hand whenever they can.

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EA In supporting organizations like USO San Diego, Workshops for Warriors Inc. and ASYMCA Camp Pendleton Chapter, Veterans United is on a mission to better the lives of military members and veterans in the San Diego area. One cause close to their heart is military employment. As a proud supporter and employer of veterans, Veterans United joined forces with the former top five senior enlisted leaders of each military branch to raise awareness surrounding military employment issues. This group, known as the Pinnacle Five includes Jack Tilley, Alford McMichael, James Herdt, Frederick Finch and Vincent Patton III.

benefit when he purchased his first house. It wasn’t until he entered the mortgage industry as a loan officer that he realized how powerful it could be for veterans. And at that point Tony committed himself to ensuring fellow veterans understand their home loan entitlement. He is continuing that mission by bringing these free seminars to San Diego. From being fellow veterans and experts in the VA loan to funding their own foundation and teaching free seminars, Veterans United Home Loans of San Diego is passionate about helping veterans and strengthening the San Diego community.

Now retired, this tight-knit group travels the country to raise awareness of important issues pertaining to the Armed Forces, including veteran unemployment and the benefits of the VA loan. We’re Local.

Being local means more than simply having an office in the area. To Veterans United it means being an active and contributing member of the local community. Volunteering, building relationships and working to better the community for future generations. They live, work and play here, just like you. This community involvement not only shows through the work of Veterans United Foundation but also through the launch of a free education initiative meant to educate local military members, veterans and agents on the VA home loan benefit. Statistics show that more than 80 percent of veterans and service members could not qualify for a conventional home loan. A large majority, however, could qualify for the VA loan. Unfortunately, this benefit often goes unused due to the lack of awareness of advantages or even the existence of the VA home loan program. Recognizing this, Veterans United has committed themselves to closing this knowledge gap.

Chris Cano

Tony Dias

This education initiative involves free monthly seminars that cover every aspect of the VA home loan benefit as well as the home loan process itself. Tony Dias, executive director of business development and education will be heading up this initiative for the company. For Tony, this is more than a job – it’s a personal mission. As a Marine veteran, he was unaware of the VA home loan

8885 Rio San Diego Dr. Ste 135 | San Diego, CA 92108 (619) 296-LOAN | SanDiegoVU.com.

Veterans United Home Loans of San Diego is a VA approved lender; Not endorsed or sponsored by the Dept. of Veterans Affairs or any government agency. NMLS# 1907. Licensed by the Department of Business Oversight under the Residential Mortgage Lending Act. All Rights Reserved. Pinnacle Five is a paid endorser of Veterans United Home Loans. Chris Cano NMLS# 879294. Tony Dias NMLS# 222836. Kevin Heffernan NMLS# 1049299.

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You Have the POWER to CHOOSE…


Why Join the

Pacific West Association of REALTORS®? DECREASE in MLS Fees Two convenient locations to serve you (Anaheim & Long Beach) Anaheim Office - 1601 East Orangewood Ave., Anaheim Long Beach Office - 5000 East Spring St. Suite #110, Long Beach

Direct access to Matrix MLS, CAR, RPR, PWReports & PWR MarketAnalyzer through our website FREE Onsite Training FREE Education FREE Informational & Networking MEMBER Events / Meetings Professional Standards enforcement To become a PWR Member, & NEW RED Program please contact our Political Advocacy to protect your rights Call Center at (714) 245-5500 The only Full Member Support or email Call Center in California membership@pwr.net. Supra Keybox & Card Ca Support PWR Charity Foundation with grants to help your military clients buy a home PWRStore for all your real estate needs Flexible Dues Payment Options (Monthly, Quarterly, or Yearly)


Pacific West Association of REALTORS® • www.pwr.net

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

NMLSR ID 519190

David Gaylord Sr. Mortgage Consultant 949-939-6011 NMLSR ID 257383

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Brian Fraser Sales Manager 714-488-2245

NMLSR ID 653793

Josh Lander Sales Manager 619-602-1587

Doc Spaulding Sales Manager 858-750-9110

NMLSR ID 766437

J. Horacio Herrera Sr. Mortgage Consultant 619-646-5800 NMLSR ID 347564

• Experienced local professionals who deliver exceptional service

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Joel Berman Sr. Mortgage Consultant 619-279-2935

Chris Young Mortgage Consultant 949-340-2622

Tim Fiero Sr. Mortgage Consultant 619-223-4184

NMLSR ID 653795

Jenna Tolman Mortgage Consultant 949-702-0532

Dreama Brown Sr. Mortgage Consultant 619-890-3037

Greg Wickstrand Sr. Mortgage Consultant 619-471-1708

Scott Miller Mortgage Consultant 949-228-2497

Mark Schumann Sr. Mortgage Consultant 858-688-1617

Ryan Amaro Mortgage Consultant 619-729-1161

Armando Formariz Sr. Mortgage Consultant 619-733-3697

Shawn Gallup Sr. Mortgage Consultant 951-219-4373

NMLSR ID 999566

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

NMLSR ID 512330

NMLSR ID 1101389

NMLSR ID 664707

NMLSR ID 294420

NMLSR ID 1238171

NMLSR ID 1007912

NMLSR ID 1221129

NMLSR ID 681631




Ken Schwartz ExecutiveAgent Magazine

Written by Haley Freeman


Selling the American Dream en Schwartz possesses many qualities that make him an exceptional Realtor®, among them, his positive spirit, his professional dedication and his skill as a problem solver. Ken worked for a property management company while earning his degree in mechanical engineering from UC San Diego. When he graduated and went to work for an engineering firm, he found that real estate was a much better fit for his gregarious personality. “I had become used to being out in the field and making my own schedule, and I liked sales and working with people.”


guidance. “I think it’s important to people to work with someone who lives where they want to live. With the internet, buyers have access to almost as much information as agents do. I’m fine with that. There is still a need for qualified agents to show properties, give advice and handle contracts. In fact, some clients need help processing all of that information they’ve acquired because they don’t know what goes where. Millennials especially come to a meeting armed with so much information. I have to be 100 percent up-to-date about the market and ready to answer their questions.”

After interviewing with several real estate offices in San Diego, Ken found the right fit at Century 21 Award. From the time he met with branch leader, Kurt Francis, Ken knew he had found the positive, progressive environment he was looking for. “I felt that the leadership at C-21 was attracting the kind of people I wanted to be around. Kurt’s energy and the way he described the office made it sound like a place I wanted to be. They also offered really good, overall training for me as an agent. I chose this company and this specific office because everybody here seemed happy with their job. It was a great decision – I love working here.”

An exceptional communicator, Ken is always available and prompt in responding. “I am also a really positive person. A lot of things don’t go your way when you buy or sell a house, so I do everything I can to make things simple for clients. If there is good news or bad news, my policy is to tell clients immediately. I’m a very transparent agent, and I think the consumer now expects that.” Ken’s engineering background makes him an excellent problem solver. He is not only analytical and skilled at crafting solutions, he is also able to apply his technical expertise to helping clients evaluate structural challenges of a home. “In the neighborhoods where I like to work, a lot of the homes are from the early 1900s. It’s not cheap to pay a structural engineer to come out and do an evaluation. I can offer clients an engineering perspective without having to pay an engineer.”

Ken lives in downtown/metro San Diego Area and has incorporated his passion for urban living into his real estate practice. Although his days as a property manager took him all over San Diego County, he focuses his representation primarily in the areas of North Park, Hillcrest, Mission Hills, University Heights, Normal Heights, Kensington, Bankers Hill, and Downtown. “I love that this area has so much character. Areas once not considered very safe are now desirable neighborhoods that are transforming as a new generation is moving in along with nightlife, restaurants and shops. They are building new homes and renovating old ones in the area, so there is a nice mix and something for everybody. The renovated Craftsman homes are really big right now.” Ken has become an ambassador for the culture of downtown living. “If people are looking for diversity, they will definitely find it in these areas. There are choices here for people with all kinds of interests. And there is so much great food to eat! The lifestyle trend is being able to walk everywhere and not even needing your car. These things all contribute to increasing property values.”

Ken is a full-time professional for whom real estate is not a hobby, but a career. “This is something I love to do. I know these urban areas like the back of my hand, so people don’t have to do all the research themselves. Finding them the right home brings me great joy.” Ken Schwartz Century 21 Award 7676 Hazard Center Drive #200 San Diego, CA 92108 Tel: 858-500-2195 Email: Ken@KenSchwartzRE.com Web: www.KenSchwartzRE.com CalBRE # 01854235

The Metro Area is attracting an influx of young professionals, and they find that Ken is someone they can personally relate to. He is an expert on the area, and his local residency gives them confidence in his advice and ExecutiveAgent Magazine


Why Some Agents Sell More Than You


ith all due respect to Abraham Lincoln, all real estate agents are not created equal.

professional identity. They’re easy to spot, they have a consistent way about them and they exude professionalism.

Now before you get mad at me, hear me out. I’m not saying it’s a bad thing that agents are unequal. It’s just the way I see it. For example, if you judge agents by how many houses they sell, they are clearly not equal. Not every agent sells 100 houses a year.

So, have you taken time to consider your professional identity? Have you thought about the impression you’re making out there in the trenches? What do potential clients see when they see you up close and in person? What do they see when they see one of your ads in the newspaper?

So what I am saying is that each agent brings his or her own unique gifts to the office. And the key is to understand your own special gifts, and then put them to work in a way that not only makes you more successful, but also makes you stand out from all the other agents in your market.

What impressions are your marketing materials leaving with the public? And, even more importantly, what impressions are you leaving with people you meet face to face?

“I began wearing hats as a young lawyer because it helped me to establish my professional identity. Before that, whenever I was at a meeting, someone would ask me to get coffee.” - Bella Abzug And I honestly believe one reason some agents outsell some of their peers is precisely because they’ve taken time to – in the words of Ms. Abzug – establish their “professional identity.” Consider for a minute what you think – what you really think – when you hear about an agent that’s outselling you in your market. Be honest. Probably a little bit of jealousy, sprinkled with a little resentment. Well, the way I see it, you have a couple of choices. You can feel that jealousy (and there’s nothing wrong with that – you’re only human). But if you leave it at that, you don’t improve. You sit there with your sour grapes. The other choice is to stop and take a little time to learn from those successful competitors. When you do that, you’re heading up the on-ramp to a speedy interstate of faster sales. And if you do examine top producers, you’ll soon realize they all have something in common: yes, that strong


When I work with clients to help them develop their professional identities, I like to use the SWOT analysis – Strengths, Weaknesses, Opportunities and Threats. For purposes of this article, focus primarily on the first two: your strengths and weakness. Then later you can look at the other two as they relate to your particular market. Assess both your strengths and weaknesses carefully. And recruit others for this exercise. Find out what your friends, family and coworkers see. Many times others see things you miss. Then develop specific ways to put your strengths to work in your business life. And look at the weaknesses you believe you can change. Work on them to slowly turn them into strengths. When you add your strengths to your services, you begin to shine through in all that you do for your clients and prospects, and before you know it, you’ve created your very own professional identity. Best of luck to you! Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2009, Bob Corcoran. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine


Written by Bob Corcoran

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________


Cover Story

KAYVAN SABOURI Executive Agent of the Month

ExecutiveAgent Magazine

KAYVAN SABOURI A Philosophy of Care Written by Haley Freeman - Ian Wiant Photographer


ayvan Sabouri is an accomplished professional whose well-honed people and technical skills make him a stand-out in his field. His Five Star ratings on Zillow and Yelp attest that he is well-loved by his clients, as his professional record demonstrates that he is also honored by his peers. Kayvan’s passion for the industry began when he was just a boy. His father was a civil and survey engineer, and Kayvan often accompanied him to job sites. “I got my love for real estate going with him from property to property. As far back as I can remember, I always planned to be an engineer like him.” Kayvan achieved that dream with a degree in civil engineering from San Diego State University. After spending 15 years in the construction sector, he transferred to what he recognized as the more

lucrative side of the business – selling real estate. This people-oriented profession especially appealed to Kayvan’s caring and amiable nature. One client described him as “a man of integrity, very well organized and with a positive, uplifting attitude.” A colleague with 25 years in the real estate profession said about him, “My transaction with Kayvan was one of the very best experiences I have had in my career. I was impressed with his professionalism, the way he cared for his client and represented her best interests. He was always present, responded promptly and handled the paperwork himself so he always knew what was going on in the escrow. He is a top quality agent who does a great job representing his clients and working with others in the business. I understand why he receives so many referrals from satisfied clients!”

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Kayvan’s years of home building expertise have also brought exceptional value to his real estate clients. “I really enjoy giving clients ideas about what to do when a home requires work. I think they appreciate working with an agent who knows construction and has done it themselves. I have flipped homes myself and can build a house from the ground up. I understand things like electrical, plumbing, roofing and window installation, and I love doing it. So when a client has questions about improvements, I can give them an assessment and estimate of the cost on the spot.”

This skill, along with Kayvan’s referral network of reliable, licensed contractors, is of value before and after the sale. A past client recently called Kayvan about a roofing problem. He had already collected estimates from several contractors, and all were very high. Kayvan was able to connect his client with a reputable contractor at about half the price. “That client just referred me to one of his coworkers. This is the ultimate win-win situation: a happy client, more work for my network of contractors and a new referral for me.”

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“Success Is Not About The Money, But About The Reputation You Build Based On The Way You Treat People.” “I am committed to after transaction service. When clients are buying income properties, I help them rent it out without charging them. If there is anything they need help with, they know I will do it as fast as I can. I am always available and responsive, and they know they can count on that.” Working with the world’s most recognized real estate brand helps Kayvan reach his highest level of service and productivity. “When I got my license, I interviewed several different companies. The manager at C-21 Award was totally different from others I had talked to. She was very genuine, and I felt like this was the company for me. Our CEO, David Romero, is always there with support. Our company has one of the most productive agents in the industry, and our branch – Award – has been the number one producing Century 21 branch in the world for 10 of

the last 12 years. There are many great agents here, and to this day I feel I made the right decision building my business with the C-21 brand.” Kayvan is a Century 21 “Diamond Producer” and “Quality Award” winner who has been recognized for top production in both listing and sales. He is also a Corporate Certified Relocation Agent, a Cartus Affinity A Team Agent and a USAA Movers Advantage Certified Agent. “I especially enjoy helping military personnel with finding a home. I have special feelings for my military clients and see this as a way of giving back to them for their service.” An Iranian native and world traveler himself, Kayvan finds that Century 21’s global status is also a great advantage when assisting international buyers.

ExecutiveAgent Magazine

“I think my international experience helps me in life and in business, in dealing with people and knowing how to talk to them and how to treat them. Many foreign buyers are investing in the California market from places like China, Iran and Canada. My number one job is to educate them about the real estate process here in California – since real estate transactions are done differently around the U.S., not just globally. I try to go over the whole process so they understand what to expect. Foreign clients especially need to understand that we have a system they can trust, that their money is safe when it goes into escrow and will not be transferred until the title is in their name.” No matter how dedicated he is to his clients, Kayvan’s greatest passion in life is his wife and their two little daughters. “They are my world outside of business, and I try to spend every second with them when I am not working. Time and life are very precious, and you can’t buy them back. I have a special appreciation for life and family and truly try to enjoy every second of it.” Kayvan has family and friends all over Europe, and he identifies Germany as his favorite place he’s visited so far. “It is a beautiful, organized, clean country, and I love Germans. They are really nice people and the most disciplined people I know. I am hoping that in the next

few years when my little ones have grown up a bit, we can start travelling again. There are still so many places in the world I’d like to go.” Kayvan also rides with the San Diego Bicycle Club and the YMCA, where he enjoys playing basketball. Kayvan attributes his philosophy of care to the example of his parents and grandparents. “My family were very successful business people because they built a name for themselves by being good, fair and honest. My father was always into helping people without expecting anything in return. I try to keep in mind that being successful is not about the money, but about the reputation you build based on the way you treat people.” “When I deal with clients, I try to handle their transaction as if I am the one buying or selling the home for me and my family. I tell them anything I think is negative about the property right up front. I realize that not everyone likes the same things or would buy what I would buy, so my philosophy is to understand my clients’ needs and give them the best advice possible. My family always said the honesty is the number one rule. It’s been working for my dad, and it’s working for me, as well.”

ExecutiveAgent Magazine

Kayvan Sabouri Century 21 Award 3202 Governor Drive, Ste. 100 San Diego, CA 92122 Tel: 858.455.0055 - 858.232.8487 Email: kayvan07@yahoo.com Web: www.kayvansabouri.com CalBRE # 01894238 ExecutiveAgent Magazine

Taking care of our REALTOR partners and their clients


When you work with imortgage, you get a lender invested in your success because our success comes from your referrals and repeat business. You have our full attention. We’re working to earn yours with outstanding customer service and a loan that satisfies your clients’ needs for a competitive rate, great terms and a fast closing.

imortgage is a great choice for you and your clients: ● We’re one of the top-five private mortgage lenders* in the U.S. Your clients get access to better pricing, terms and specialized loan programs that many lenders just can’t offer. ● imortgage ranks among the top five** California lenders for purchase business. ● imortgage customer service is ranked number one for 2014, according to Eliant,*** an independent third-party that surveys homebuyer experiences nationwide. ● As a Direct Lender for Fannie Mae, Freddie Mac and Ginny Mae, imortgage offers your customers faster approval times, faster underwriting and faster closings. ● Cutting-edge marketing support will impress your sellers and help attract new ones.

Let The Patterson Team take great care of your clients! Jeremy Patterson Loan Consultant

858.602.6608 jeremy.patterson@imortgage.com NMLS ID 262395 7777 Alvarado Rd., Suite 701 La Mesa, CA 91942 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Dept. of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 03032015. * Source: Mortgage Executive Magazine 2014. ** Ranked by unit volume for 2014. Source: Marketrac Lender Profile Report 2014. © CoreLogic. *** 2014 Survey results from independent, third-party Eliant Survey System.




Written by Shannon Hartsoe

Hugo & Andreana Sanchez


or Hugo and Andreana Sanchez, real estate is not just about business. It’s about family -- a husband and wife team that views their clients not as mere income sources, but as people they help achieve the dream of owning a home. “Every client to me is family,

I take care of them to the end and thereafter,” Hugo says. “I still talk and follow up with my very first clients since I started in real estate in 2008. My wife and I are fully fluent in two languages and love to be there for our clients.”

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Team Sanchez is known throughout the San Diego County area for their honesty, knowledge, hard work, strong work ethic and their ability to assess a client’s needs. They are well-versed in serving both buyers and sellers whether their need is buying a first home, selling a home to “move up,” military families who are relocating or helping a seasoned client with real estate investment opportunities. This personable duo also has extensive knowledge in short sales, bank-owned property sales, home retention counseling and loan modifications. “We are a combination of many talents, we provide strength to each other when the other one is weak,” Andreana says. “We complement each other and we are better than one person! We are also timely, organized, love to talk to our clients and offer them a first-class service.” A Team is Born Andreana became a Realtor® in 2007, and Hugo did a year later. Together they offer more than 15 years of real estate experience. But their entry into the real estate profession didn’t come about because they were influenced by parents, friends or others. They cite two incidents that led them to their successful sales careers. First, while selling their first home, the person showing it carelessly left the back gate open. A beloved family pet dog, Blitz, got out and was struck and killed by a passing vehicle. They realized that when you take on the responsibility of selling someone’s property, you’d better be ready to pay attention to every detail. The next incident occurred after the couple sold their home in 2006. A Realtor® who helped them find another home encouraged Andreana and Hugo to become Realtors®. “We looked back at our situation and found a way to help many people, and at the same time we always make sure that every door always is locked and the pets are safe!” Andreana says. Going High Tech Their vision is to operate a business that always stands out from the competition and offers their clients unsurpassed expertise. The Sanchezes also make use of the best technology to promote properties, including a customized phone app that can be used for either Android or iPhone systems, which makes it much easier for buyers to find their dream home. (Check out www.SanDiegHouseShop. com to search for homes, request free home evaluations and learn how much your home is worth).

Clients describe the duo as “friendly and informative real estate agents that help guide the process from start to finish, leaving no question unanswered and no house unresearched.” Their clients also benefit from Team Sanchez’s affiliation with highly respected Keller Williams Realty, which provides a wide array of tools such as training, market research, advertising resources and much more. “By choosing us they will get service like no other and we will make sure that either if selling or buying a home we will be there for them all the way and thereafter,” Hugo says. Andreana and Hugo are also very active in their community and the real estate industry. They belong to CAR (California Association of Realtors®), NAR (National Association of Realtors®) and PSAR (Pacific Association of Realtors®). “We try to take care of the home-seller and home-buyer by going directly to the government and legislators and encouraging them to vote on measures that are good for our clients,” Andreana says. Through their church involvement Hugo and Andreana also work with senior communities, youth groups and church members, taking care of them spiritually and physically when needed. Outside of work, this duo are focused on raising their two children (and saving for their college educations, Hugo notes with a grin), buying a few rental properties, saving for my retirement and, hopefully, taking a trip to Europe in 2015. Their business goals include doubling their 2014 sales and growing and developing their team into the top real estate office in San Diego. And you can be sure that Andreana and Hugo will continue to uphold their mission statement, which reads in part: “Our purpose is to enrich and help the lives of people we touch. Our culture is based on an unwavering belief in integrity and fair dealings, treating our clients and each other with dignity and respect.” Hugo Sanchez & Andreana Sanchez Keller Williams Realty 2371 Fenton Street, Ste. 300 Chula Vista, CA 91914 Tel: 619-869-0588 Email: info@SanDiegoHouseShop.com www.SanDiegoHouseShop.com CalBRE # 01842005 - 01795373

ExecutiveAgent Magazine


Establishing Dreams and Goals


ne of the amazing things we have been given as humans is the unquenchable desire to have dreams of a better life, and the ability to establish goals to live out those dreams. Think of it: We can look deep within our hearts and dream of a better situation for ourselves and our families; dream of better financial lives and better emotional or physical lives; certainly dream of better spiritual lives. But what makes this even more powerful is that we have also been given the ability to not only dream but to pursue those dreams and not only to pursue them, but the cognitive ability to actually lay out a plan and strategies (setting goals) to achieve those dreams. Powerful! And that is what we will discuss in detail this week: How to dream dreams and establish goals to get those dreams. What are your dreams and goals? This isn’t what you already have or what you have done, but what you want. Have you ever really sat down and thought through your life values and decided what you really want? Have you ever taken the time to truly reflect, to listen quietly to your heart, to see what dreams live within you? Your dreams are there. Everyone has them. They may live right on the surface, or they may be buried deep from years of others telling you they were foolish, but they are there. So how do we know what our dreams are? This is an interesting process and it relates primarily to the art of


listening. This is not listening to others; it is listening to yourself. If we listen to others, we hear their plans and dreams (and many will try to put their plans and dreams on us). If we listen to others, we can never be fulfilled. We will only chase elusive dreams that are not rooted deep within us. No, we must listen to our own hearts. Let’s take a look at some practical steps/thoughts on hearing from our hearts on what our dreams are: Take time to be quiet. This is something that we don’t do enough in this busy world of ours. We rush, rush, rush, and we are constantly listening to noise all around us. The human heart was meant for times of quiet, to peer deep within. It is when we do this that our hearts are set free to soar and take flight on the wings of our own dreams! Schedule some quiet “dream time” this week. No other people. No cell phone. No computer. Just you, a pad, a pen, and your thoughts (you get to do this in the workbook exercises this week). Think about what really thrills you. When you are quiet, think about those things that really get your blood moving. What would you LOVE to do, either for fun or for a living? What would you love to accomplish? What would you try if you were guaranteed to succeed? What big thoughts move your heart into a state of excitement and joy? When you answer these questions you will feel

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Great and you will be in the “dream zone.” It is only when we get to this point that we experience what Our dreams are!

want to attain because they are what will make your life joyful and bring your family’s life into congruence with what you want it to be.

Write down all of your dreams as you have them. Don’t think of any as too outlandish or foolish – remember, you’re dreaming! Let the thoughts fly and take careful record.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com http://FrogPond.com

Now, prioritize those dreams. Which are most important? Which are most feasible? Which would you love to do the most? Put them in the order in which you will actually try to attain them. Remember, we are always moving toward action, not just dreaming. Here is the big picture: Life is too short to not pursue your dreams. Someday your life will near its end and all you will be able to do is look backwards. You can reflect with joy or regret. Those who dream, who set goals and act on them to live out their dreams are those who live lives of joy and have a sense of peace when they near the end of their lives. They have finished well, for themselves and for their families.


Remember: These are the dreams and goals that are born out of your heart and mind. These are the goals that are unique to you and come from who you were created to be and gifted to become. Your specific goals are what you

Written By Jim Rohn ExecutiveAgent Magazine



The Role of Positive Thinking on Your Sales Career and Life


ots of salespeople seem to have forgotten, or perhaps have never even learned, the many ways that they can improve not only their sales performance, but their life performance as well. The future of your sales career may very well rest on the frame of mind that you have in your daily life. Here are several tips that may help you to improve this frame of mind and your future. First of all, you should overcome any past negative impact. You need to forget your failures and mistakes. These failures and mistakes should be seen only as stepping-stones that you have been fortunate enough to experience and learn from. Salespeople can truly damage their mental state and their sales performance by dwelling on past mistakes. Such practices as continually viewing yourself in a negative light can only serve to put you in a downward spiral. A tip that reflects the opposite of the previous one is to build upon previous positive experiences. Concentrate primarily on your past successes, and this will help you feel far more important and positive. By concentrating primarily on your successes and the positive aspects of your past, you will surely feel extremely more confident, and confidence will give any salesperson a “leg up” in any sales situation. Furthermore, this confidence can seep


into all other facets of your life, leading to an all around improvement of the quality of life. Seeking out “coaches” and “team-members” will only serve to improve your chances for success in and out of the business realm. Coaches can help to build you up, as well as provide you with vital life experience and job experience that you otherwise would not be able to experience yourself. In regard to sales team-members, they can provide you with a support system as well as with a feeling of belonging. Their successes will be your successes, and your successes will be theirs’. Having a coach, as well as being a member of a team can certainly improve your job as well as your home life. Becoming obsessed with learning is another excellent tip for any salesperson who is aspiring to improve their future sales performance. “Knowledge is power” has become a cliché, but the validity of this statement still stands. Any serious salesperson should always be looking for that “edge,” and knowledge is always there. You should always be seeking new facts, information, and data, and knowing more of these than your competitor will provide you with so much more success. I can promise you that!

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By constantly improving your thinking processes, you will also sharpen your thinking and analytical skills, and in turn you will enjoy more success in the future. Improvement of your thinking skills involves the quick and efficient use of knowledge, which is addressed in the previous tip. If you become obsessed with learning and channel this constant flow of new information through quick and useful thought patterns, then once again you will enjoy a “one up� over your competition. Top performing salespeople are always seeking new information, and are always able to use this information in the most effective manner in their pursuit of the sale. Therefore, if you follow the same strategies as these salespeople, then your future is as bright as theirs. The final tip, and perhaps the most important one, actually is to incorporate yourself mentally. This somewhat difficult tip means that you should never forget your own long-term goals and aspirations. You should certainly remain loyal and honorable to your current employer, but again, never forget your own long-term goals and aspirations! Those individuals who are the most successful are those who never forget their own goals. By striving for your goals long enough and hard enough, you will eventually reach them and become an envied and admired sales professional.

The bottom line? If you are truly seeking to improve your future either professionally, personally, or both, there are certain strategies that have proven to serve those who are seeking these goals very well. By overcoming any negative past impact, building upon any and all positive impact, utilizing coaches and team-members you may have in your life, becoming obsessed with learning, constantly improving your thinking processes, and incorporating yourself mentally, you are surely going to be able to improve any aspect of your sales career and life that you wish to improve. The secret to this plan is to work hard and remain committed. There is, unfortunately, no secret to that! Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. CopyrightŠ 2004, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; www.frogpond.com

Written By Bill Brooks ExecutiveAgent Magazine



TRY VS. DO “If at first you don’t succeed, try, try, again.” Mom and Dad were wrong about this one. Now I know that their motives were good, and the principle, in and of itself had value. They were teaching us to ease into what ever it was that we were struggling with. I know the lesson they were teaching us was pure and sound but when we get to be adults we should get away from the ‘try’ and get into the ‘do.’ There is one very important thing lacking behind the ‘try’ word. Commitment, anytime you use the word ‘try’ it lacks commitment. Here is an example most of us see at least once a week. How many times during the course of the week do you have someone come up to you and say, “Hey, I’m going to ‘try’ and get in touch with you sometime next week.” Whenever I hear that I always reply, “What do you mean, try?” Does that mean if you’re in the mood, or if you remember my number, or if you’re by a phone and have 35 cents?” Do you notice a difference between, “I’m going to ‘try’ to get in touch with you next week” and “Tuesday at 3:00 in the afternoon, I’m going to call you at this number. Are you going to be in?” Do you see the difference? One is committed the other is not. Some people use the ‘try’ word just to get out from under the task at hand or to be polite. Either way, it lacks integrity. Here is another example. How many of you out there have ‘tried’ skydiving? You know jumping out of a plane with parachutes on. I had one guy in my seminar say, “Well, I have.” I stated that he didn’t ‘try’ he actually ‘did’ the skydiving thing. He countered with, “No, I tried it!” I asked him to explain. He proceeded to tell me how he went up in the plane and strapped the parachute on. When they came to the drop area and opened the door, he looked out


and it appeared to be a lot higher than he thought it was going to be, so he asked them to close the door. I said, “You mean you did not jump out?” He said “No, but I tried skydiving.” I countered by saying, “You didn’t ‘try’ skydiving, you simply went on a plane ride with a parachute on!” To this day I don’t know if he got the message, but the rest of the class did. Do this, for the next week, stop using the ‘try’ word. If you catch yourself or another person use it, ask yourself or them if that really was what you meant. You see, I have more respect for someone who will say, “I’m not going to do that” and then tell me why, than someone who will say, “I’ll try,” and then not deliver. On the first hand, I know where I stand. I’ve got to do it myself or get someone who will. It’s not hard, simply replace the word ‘try’ with ‘do’ and see if you notice the difference. Here is an important question. Do you want to ‘try’ to be happy? Do you want to ‘try’ to be a good Father or Mother? Do you want to ‘try’ to do a good job at work? It is more than a semantics issue; it ties directly into our level of commitment. Rory Aplanalp has impacted the lives of more than one million people across the globe. He then founded his own company, Human Resource Development, a leader in the sales training field. For more than fourteen years, Rory was affiliated with Franklin Quest/Franklin Covey and was distinguished as their top seminar and keynote speaker. Copyright© 2002, Rory Aplanalp. All rights reserved. For information about Rory’s speaking and training programs, please contact the Frog Pond Group at 800-704-FROG (3764) or Susie@frogpondgroup. com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine


Written By Rory Aplanalp ExecutiveAgent Magazine


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Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE

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WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

11/25/13 6:02 PM


the VA home loan.


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Space is limited! Reserve your seat today at SanDiegoVU.com/events or (855) 232-6852. It is my passion to help educate veterans, as well as agents about this entitlement. And it is very rewarding to help people who have defended our country own a piece of it. – Tony Dias, Executive Director of Business Development & Education, NMLS 222836

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Veterans United Home Loans of San Diego is a VA approved lender; Not endorsed or sponsored by the Dept. of Veterans Affairs or any government agency. NMLS# 1907. Licensed by the Department of Business Oversight under the Residential Mortgage Lending Act. All Rights Reserved. 8885 Rio San Diego Drive Suite 135, San Diego, CA 92108

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