APRIL 2017 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

INSIDE FEATURES: JAMES CHEN 13 East Realty ANTHONY COLACION Finance of America Mortgage MARK & MITCH GALYEAN Star Real Estate REINA GUTIERREZ New American Funding BRENDA HEMRY imortgage JUSTINE YANG Teles Properties

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TOP INDEPENDENT MORTGAGE LENDER IN TOTAL PURCHASE VOLUME IN SOUTHERN CALIFORNIA

2016 OVERALL TOTAL PURCHASE VOLUME ORANGE, LOS ANGELES, SAN DIEGO, SAN BERNARDINO, RIVERSIDE, VENTURA & IMPERIAL COUNTIES

NEW AMERICAN FUNDING

LENDER #2

LENDER #3

$2,175,680,079

$1,601,374,024

$1,434,262,801

TOM BRIGGS

ROB BRIGGS

Branch Manager Huntington Beach

Branch Manager Huntington Beach

NMLS #303474

NMLS #171371

DUSTY LLOYD

ALEX PIRRO

Branch Manager Mission Viejo

Branch Manager Mission Viejo

NMLS #247106

NMLS #491660

BRIAN KERANEN

PARTNER WITH US WWW.NEWAMERICANPARTNER.COM

MIKE CALVERT

Branch Manager Newport Beach

Sales Manager Newport Beach

NMLS #483697

NMLS #508732

MISTY LAPHAM

Regional VP Orange County NMLS #290023

PHIL CHENIER

RON BROWN

Branch Manager Long Beach

Branch Manager Long Beach

NMLS #359384

NMLS #256933

DANIEL PEREZ

CHRISTOPHER PALISKA

Branch Manager Anaheim

Branch Manager Anaheim

NMLS #255550

NMLS #1076530

Misty.Lapham@nafinc.com

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 01/2017

Executive Agents of the Month The Sherman Group Coldwell Banker

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Professional Profiles

14 James Chen

Anthony Colacion

Mark & Mitch Galyean

13 East Realty

Finance of America Mortgage

Star Real Estate

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4

32

28

10

34

Reina Gutierrez

Brenda Hemry

Justine Yang

New American Funding

imortgage

Teles Properties

ExecutiveAgent Magazine

April, 2017 - S. Orange County

Editorials 12

Improving Your Intellectual Image -Tony Alessandra

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Are You a Value-Added Agent?

-Carla Cross

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

ADVERTISERS’ INDEX Finance of America Mortgage..........................27 imortgage.............................................................................9

iPhotography Studio...............................................25

36

The Genius of TeamWork -Patricia Fripp

Kinecta Federal Credit Union...............................13 New American Funding.....................................................2

PWAOR...................................................................38 The Termite Guy......................................................3

30

26

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Ticor Title Company...................................................40

The Keys to Positive Change -Leslie Hamel

Wells Fargo Home Loans.............................................39

Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar

Wherever You Are, Be There -Jim Rohn

© Copyright 2017 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.

Recognizing Potential -Zig Ziglar

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Written by Haley Freeman

F

ew lending professionals have the breadth of experience of Reina Gutierrez, Loan Consultant at New American Funding in Huntington Beach. Reina was

Her 15-plus years of experience across virtually every sector of the industry gives Reina a clear edge on the competition. She is more than a sales professional, she is a comprehensive industry expert. “There are a lot of great sales people out there, but they may not really know how to structure a loan. I’m well-versed in guidelines, and I know how an underwriter’s mind works. I take the time to pre-underwrite my files, and I know how to speak to processors and underwriters to maintain a good working relationship with all involved. I attribute my high success rate for closings to my past experience in these positions.”

Reina’s clients and real estate partners can confidently place offers knowing she and her team has completed their upfront extensive review for a successful closing.

“There’s nothing worse than a buyer falling in love with their dream home only to find out they can’t qualify. I do my due diligence up front, so when I give them the thumbs up, that means the buyer is ready to go.”

That due diligence includes Reina’s ability to evaluate high net worth clients with unusual income scenarios and complex tax returns. “We have a lot of sophisticated, selfemployed borrowers with intense tax returns in Southern California. Prestigious properties often come with sophisticated tax returns, and they require a lot to get through. I can get really creative coming up with solutions for those clients.”

Reina Gutierrez working two part-time jobs while attending San Diego State University, when a friend told her about a job opening at Washington Mutual. “I was hired and spent my first 90 days as a funding assistant. Then I moved on to drawing loan docs, then funding, and finally processing and underwriting. When the new NMLS licensing requirements rolled out in 2012, I obtained my license and have been originating ever since.”

Often, such complex scenarios require teamwork, and at New American Funding, Reina has been fortunate to be mentored by Misty Lapham, and now backed by a team of equally capable and committed professionals.

“Tammy Hill is my sales assistant, and she’s amazing.

We’ve worked together for five years, and we have a great system down that allows us to cross reference guidelines and give borrowers peace of mind to put in offers. Every layer in this company pulls together for our clients, both borrowers and referral partners. I’ve seen our funding department pull off a funding three minutes before the wires cut off. We have processors who are willing to stay late and underwriters who will restructure a file to make it work. It’s a culture that truly comes from the top.”

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An Industry Professional New American Funding’s marketing platform is also second to none. “Our proprietary system allows us to co-brand with our Realtors® from the first contact to seven years after we close a loan. I don’t think anyone else in the industry can say that. That’s how important our agents are to us.”

But it is not only Reina’s competence that makes her so amazing to work with. It is also her genuine care for the families she serves.

One client had this to say: “Reina was a pleasure to work with on our home refi. She was very responsive to emails, text and calls with our multitude of questions, and she exhibited tremendous patience as we worked through multiple refinance scenarios and options. Her communication was very clear throughout the entire process. Her team members were equally supportive. I would recommend Reina and her team at New American Funding to anyone in the SoCal area looking to refinance their real estate holdings.”

Reina also expresses her care by giving back to the community. She and her husband have three children, and together they sponsor their son’s Little League team and to fundraisers that support local schools. “We signed up again this year to do a community movie night at our local elementary schools every other Friday, where we invite the students and their families, as well as the surrounding community. With local business sponsorship, 100 percent of the money earned goes to the school.”

When Reina was attending college all those years ago, her goal was to become a teacher. As it turned out, she has fulfilled that desire in a different way and found a path that is equally rewarding. “My goal with anyone who comes to me is to educate them on their options and provide them with the best direction I can give. My aim is for

them to feel comfortable and well-informed so that they are completely comfortable with the loan they walk away with. Knowing that I have been a part of something so big in people’s lives and seeing them happy at the end of the process is a great reward.”

Reina Gutierrez Loan Consultant New American Funding 19027 Beach Blvd.

Huntington Beach, CA 92648 Tel: 619-952-5982 – 949-791-3995 Email: reina.gutierrez@nafinc.com Web: www.newamericanagent.com/reinagutierrez NMLS ID 838952

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding.

New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved.

Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 04/2017.

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Recognizing Potential

New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils from the cup.

Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to sell and it’s fairly priced.” Then he caught the next train.

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A wise man said, “A lot of people have gone further than they thought they could because someone else thought they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them, but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human being. Just as the first step to success is knowing your own potential, the second step is knowing the potential of others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we can help them discover it for themselves.

At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a businessman.”

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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renda Hemry is an expert at getting the very best from people. During her 29 years in the mortgage industry, she has gained first-hand experience in virtually every job there is in the chain of loan transaction, from receptionist, to processor, to manager. Her comprehensive understanding of home loans from the first contact with a client through the servicing of a mortgage makes her an outstanding leader at imortgage and an insightful partner to industry professionals who rely upon her expertise.

As she observed the industry moving away from the dominance of large banking institutions, Brenda left her position as branch manager at Wells Fargo and joined direct lender imortgage, where the focus is entirely on

Written by Haley Freeman

home loans. “There’s nothing else going on here; we are 100 percent mortgage-focused. It’s all about the customer and giving them the best possible lending experience.”

The people-centric culture also favors employees.

“We’re not a small company, but we have that feel. Our CEO sends out emails and asks for everybody’s input on where the company is going. Management really looks for opportunities to listen. We’re all on one team. There’s no division between sales and ops. When we train people, we tell them that the reason imortgage is so successful is because of our culture of cooperation and collaboration.

There is a minimum of 12 people who all have to work together to make one loan close. We do it successfully because we all have the same mentality.”

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Brenda Hemry Service Far Beyond the Usual

In 2013, the company was acquired by loanDepot. It has continued to thrive and is now ranked among the top five mortgage lenders in the nation. This year, imortgage will adopt the loanDepot brand, and over the next five years, the company will spend $1.65 billion on marketing. That’s great news for real estate partners, as the company is investing heavily in technology and is strategically building tools that bring value to Realtors®.

“The next year will be really dynamic for us,” Brenda says.

“As banks are slowing down, we’re picking up steam. We have tremendous financial stability, and we’re coming to the market with loan products that are exclusive to us. Our goal is to become the industry’s most tech-savvy mortgage company, and with that, adding value to Realtors®. That’s really our daily focus, not how we will get business from you, but what we can do to build your business. We’ve established a Realtor®-friendly portal where agents and loan officers can do joint marketing. We’re available to work open houses on Saturdays. When our agents are working, we’re out working.

We have the technology to take an app, run credit and make a decision right at an open house.”

Brenda’s servant leadership style means she’s in the trenches with her team every day, supporting them with training, business development and client service. She is also committed to building a diverse team and opening opportunities for young professionals to join the industry. “My mindset is that I work for my loan officers. They bring in the clients, and I’m here to support them and make them look good on the back end. The model here allows me to bring in younger professionals and help them learn the basics of sales. They bring a lot of enthusiasm and tech savvy, which is a benefit to me and the rest of the team. But I still teach my people how to calculate a loan by hand. The systems are only as good as the person putting in the data. You have to have the knowledge to understand where the numbers are coming from.”

With a team of 22 loan officers and counting, Brenda is preparing for further expansion in the coming year. “We are going to be opening a satellite office in the Brea/Yorba Linda area, so we will want to bring on about five more originators. We’re all pumped and excited about 2017.”

“If there’s one word that describes my team, it’s exceptional. They just are. All of us are committed to making the home buying process easier. We all want to be efficient and eliminate stress for people. We’re dedicated to educating our buyers and supporting our Realtors® in their business success. We’re all doing what we love, and working with people we love. This is our passion.”

Brenda Hemry, Branch Manager imortgage 2855 Michelle Drive, Suite 190 Irvine, CA 92606 Tel: 949-346-3734 Email: Brenda.Hemry@imortgage.com Web: www.imortgage.com/irvine CalBRE # 450281

Recently, Brenda sent an email to her team with the definition of the word exceptional: “far beyond what is usual in magnitude or degree.”

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imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2017.

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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

rsonal. e p ng tti e Now we’re g

A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

14848-08/16

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JAMES CHEN Written By Haley Freeman

13 East Realty in Torrance is the culmination of a personal dream. James Chen is one of the few real estate professionals who had a passion for real estate and houses when he was still a boy. He remembers drawing pictures

of his dream house, with a long, curved driveway, gated with a mote and drawbridge. “I was always fascinated by large estate homes,” James remembers, “and I wanted to be the king of my castle. Since I was a child, I saw it as not just a house, but as a home – the place where you spend holidays and where beautiful, long-lasting memories were created. My father was a business owner who taught me about the importance of entrepreneurship, self-reliance, and the drive to create something lasting more than one person’s lifetime. I knew that at some point, I wanted to get into the real estate business.”

James earned his bachelor’s degree from the University of California at Berkeley and his MBA from the Peter F. Drucker Graduate School of Management at the Claremont Colleges before entering the banking finance industry. He spent several years working with some of the industry’s largest institutions, but became weary of the corporate politics and questionable business practices that were so prevalent prior to the market crash. James finally obtained his real estate license, left the finance sector, and set out to make his childhood dream a reality.

He acquired both commercial and residential experience working with established brokerages, but eventually decided to establish a company of his own. James was determined to create an unparalleled real estate experience for his clients, one based upon uncompromising integrity, unsurpassed market knowledge and world-class service. In 2013, he opened 13 East Realty, and today he and his brand are known for exactly those qualities.

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Clients are enthusiastic about recommending James to their friends and family. They describe James as “phenomenally responsive at all times,” “an excellent advocate,” “very detailed and attentive from the time of listing to the close of escrow,” “honest and honorable,” and “a good friend throughout the whole process.”

Another said about him: “He’s not just about making money. He cares about his client and the community.”

James believes fully that giving back to the community is an important aspect of his leadership in the real estate industry. “I want my business to have a bigger focus on the important things in life other than making money. Last year, I decided to donate a portion of each transaction to a local charity that I work with and am passionate about.”

Clients can choose that a donation be made on their behalf to causes related to animal welfare; housing for the homeless; cancer prevention and research; or children’s charities, or they may designate a cause they already support.

His vision for a better real estate company is shared by the extraordinary team of professionals he has assembled, all of whom are well-educated and come from diverse backgrounds. Together, they hold numerous professional designations that greatly expand the scope and quality of their service, including NAR Green; Seniors Real Estate Specialist (SRES); e-PRO; Short Sales & Foreclosure Resource (SFR); Military Relocation Professional (MRP); Accredited Buyer’s Representative (ABR); Certified Residential Specialist (CFR); Broker Price Opinion Resource (BPOR) and Property Management Certification (PMC).

James and his team renovate several homes a year, and he personally maintains his own rental investment properties.

priorities here are being ethical and honest. I’ve occasionally lost business by being direct and not overpromising.

But many times, the client comes back to hire me later after another agent could not do what they promised.”

James also believes in making a transaction fun and lighthearted. “A lot of times people are experiencing high emotions as they are dealing with the largest purchase or asset they have. I’ve learned to be the psychologist, the babysitter, the dog sitter, anything I can do to make things less stressful.”

Born in Taiwan and raised in Orange County, James’ understanding of Asian culture is another asset to foreign nationals who are transacting business in California.

“There is a lot of nuance to the culture and the way people conduct business. I respect the culture; it’s a part of me.

That’s why I’ve given my brokerage an Asian flair. Most of my clients are American, but my team and I are multilingual and can assist foreign buyers in a way that is comfortable for them.”

By making his childhood dream a reality, James is now helping others to achieve their dreams. “The passion and enjoyment of this business comes from having interesting conversations with people, and helping them find the right property to call ‘home’ while building wealth in their life.”

“I have agents from boomers to millennials. All of them are proficient in their own segment, and they are well aware of the small nuance of each group of clients. They all support one another and share their wealth of experience. Clients get personal, one-on-one attention from an experienced, dedicated professional rather than being passed through an impersonal corporate structure. Our top

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James Chen 13 East Realty 1915 W. 235th St. Torrance, CA 90501 Tel: 626-290-3772 Email: James.Chen@13east.com Web: www.ThirteenEast.com CalBRE # 01496816

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Are You a ValueAdded Agent?

I • • • •

’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: I communicate regularly with my clients I have a written listing presentation I am honest.

I am trustworthy.

Four Actions Value-Added Agents Take

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? Are these exceptional services, or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added agent.

Client Expectations are Higher than Ever

How can you identify value-added agents? By their actions. Here are 4 actions I believe shows agents are above just ‘average’. The principle here is: Watch the actions, not the words.

If I were a manager, or a seller or buyer, and I wanted to find a value-added agent, here’s what I would look for: 1. Has a database and populates it

Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide—the services they think the client values. However, there’s a real client out there, and the client has a different expectation. How do I know that?

Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25% percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart • You want to create client loyalty • You want to create at least 50% of your business from client referrals (the latest National Association of Realtors® survey Profile of Members found that the average Realtor® got only 18% of his business from refer16

rals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business

This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost—and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via e-mail. (The average client expects a response within 8 hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100% to sell my home.

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2. Invests in the technology and follow-up pros have This agent makes every decision based on his vision of his career at least 3 to 5 years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area he defines as his ‘target area’. That way, he’ll get known, and can build on his reputation.

The value-added agent has the ‘guts’ to turn down business! Because he cares more about the well-being of the client than getting one grimy commission check, he learns to ‘tell the truth attractively’, and works harder to retain the client than to make one commission.

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list his home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller will be not well served by pricing higher.

And, this value-added agent has the intestinal fortitude to walk away if he knows the home will not sell at the client’s desired price (but doesn’t have to many times because he creates a stellar reputation amongst his clientele).

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple, and, finding out they can’t purchase right away, creates a plan with them to save for their down payment. Then, she keeps in touch over a period of months, offering helpful information and market updates.

In other words, this agent practices seller or buyer agency representation, not ‘agent agency’!

Adding those Client Benefits to your Dialogue Of course, it’s not enough to actually take these actions.

You need to explain to the client why these actions are in the client’s best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

Tip: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

Put Yourself to the Test How many of these actions do you exhibit? What do you want to work on to become a true ‘value-added’ agent?

Tip: Managers, give your agents a ‘test’ on these 4 points. How many pass?

Carla Cross, CRB, MA, President of Carla Cross Seminars, Inc., and Carla Cross Coaching, is an international speaker specializing in real estate management and business planning for all real estate professionals. Her seven internationally published books, including Up and Running in 30 Days, and 20 agent and management programs have helped thousands of real estate professionals to greater productivity and profitability. Reach Carla at 425-392-6914 or www.carlacross.com.

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Nomination Form Nominate a fellow REALTORÂŽ 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

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Cover Story

ExecutiveAgent Magazine

Written by Haley Freeman - Photography by Ian Wiant

D

ecisive, ambitious and forward-thinking, John leveraged his degrees in business management and communication to fill a need in the healthcare sector, recruiting and placing talented professionals in nursing homes and assisted living facilities nationwide.

Over 20-plus years, JSA Search, Inc. has become the fourth largest recruiter on the West Coast, trusted to vet and retain ethical, caring people.

As an astute consultant to many profitable companies,

John began advising his clients through mergers and acquisitions, and he saw an opportunity to enhance his professional repertoire by obtaining his real estate license.

But John didn’t come to real estate like everybody else. He came to real estate like an entrepreneur. In a short time, he saw many talented agents who lacked support, but he knew that with the right resources, they could become highly successful business people. He approached them with a proposition: if he invested in their business, would they want to form a real estate team called The Sherman Group?

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Among the talented individuals who accepted John’s invitation are Gosia Kawczynski, an agent with 25 years of comprehensive experience in both commercial and residential real estate whose international perspective is a valuable asset in multicultural Orange County; Kelly Chapman, who has built her own diverse real estate portfolio and is adept at advising clients in both commercial and residential markets; Bonnie Hart, a commercial and residential Realtor® with more than 10 years’ experience guiding clients through transactions ranging from luxury sales, to 1031 exchanges and corporate relocation; Renee Ruff, whose varied experience in insurance, escrow and real estate sales aids her in providing thorough advice to clients and welcome support to the team; and Devin Christy, a Southern California native whose background in information technology and customer service make him

proficient at identifying the attributes, amenities and communities people are looking for in their next home.

John set about laying the foundation that would set his team and their clients up for success. “I made an agreement with Zillow and became the largest advertiser in Southern California. From that, business exploded. I hired an IT person, put a CRM in place and built an infrastructure to provide support for our agents so they could manage the capacity as our business grew.”

During John’s first year in real estate, his personal production topped $30 million, as he sold two nursing homes in addition to residential property. That kind of success gets noticed. He was approached by many companies that wanted to bring John and The Sherman Group into the fold.

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Delivering World-Class Service in Orange County In 2016, John strategically installed his team at Coldwell Banker in Mission Viejo, the industry’s biggest and most technologically advanced real estate brand. Taking full advantage of Coldwell Banker’s reputation and global presence, The Sherman Group is now more powerful than ever.

By means of their combined digital and physical presence, Coldwell Banker has reduced the planet to a global village. “We’re the only company that has global offices,” John explains. “Other companies talk about wanting to get where we are. With the many high-end, luxury homes we have here in California, we have many buyers coming from all over the world. We have full exposure in the countries buyers are coming from, and we have the only printed magazine that goes to buyers and sellers in China.

Our listings are syndicated to over 600 websites, and because of our advertising on Zillow, our team listings go to number one for the area. I appear as the only agent on the listing, so when a potential buyer calls, they talk to me, not some random agent who doesn’t know the property.”

The Sherman Group is also certified through Coldwell Banker to assist clients with relocation, a great complement to John’s database of nearly 40,000 healthcare professionals.

As a leader, John believes in providing not just the tools, but a positive work environment where every person has the inspiration to reach their greatest potential. “Every person on our team is fully dedicated,” John says. “But we all have a need for balance with our personal lives, so we all help each other out, because this is a 24-7 business. Our office manager, Mark Griffith, and the team at Coldwell Banker has embraced us. We have somebody behind us to help us grow and become even better as a team. I want the best for the people I’m working with.”

John has surrounded himself with a team whose industry experience totals more than 50 years. Combined with his extraordinary talent for creating business processes that work, this team is undeniably among the best in the business. “We believe we are Orange County’s premier real estate group,” John says. “You won’t get better service from top to bottom than from us. We want this to be a white glove process whether you’re buying a $10 million home in Laguna Niguel or a condo in Lake Forest. The whole team is handling the entire process, guaranteeing that everyone gets the same treatment.”

John’s nickname is “Mr. Intensity.” He is driven, enthusiastic and tireless in his pursuit of excellence. He is a masterful negotiator who is artful in his ability to create consensus among opposing parties. “I’ve been negotiating salaries for C-suite people for over 20 years, including salaries of over $1 million.

I won’t settle for anything less than excellence, and every person we hire is always in training, including myself. We continually strive to be better. We are on fire!”

The Sherman Group extends to a carefully selected team of industry partners who are equally committed to service excellence. Among them, John has high praise for the professionals at West Coast Escrow, Chicago Title, and for his lending partner, James Thiel at New American Funding. “James is very much a part of the team. He does a phenomenal job at getting loans through, and he always provides first-class service.”

The Sherman Family

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As a recruiter, John spent many years as a matchmaker, and the skills he developed have transferred well to his career in real estate. “Matching the right personality with the right company is what made us so successful. Real estate is much the same. You have to be a good listener and understand what people are looking for. Placing someone in a home is a major decision. It’s the place we live and take care of our families, and it’s a very important process. When meeting with a buyer or seller, we talk about what their next moves are and then try to match them up with the home of their dreams. If we don’t get them to the right place, then we haven’t done our job.”

In 2014, John experienced more good fortune when he married the love of his life, Tricia Hansen. “I was blessed to inherit three amazing stepsons, and I have a daughter of my own who is also very important to me. My family

is everything. My wife and I share a strong faith in God that guides us in all our decisions. Having her in my life has helped me find balance. She’s a teacher for children with special needs, and she is an extraordinary person.

We do a lot of volunteering around her work. Through JSA, we also take therapy dogs to assisted living facilities to visit the residents.” John also serves on the board of Puente House Foundation, a sober living outreach. In his free time, John is a blues singer, an avid golfer and a world traveler.

In its carefully crafted mission statement, The Sherman Group’s declares: “We believe real estate buyers and sellers everywhere deserve the world-class service of outstanding agents who are skilled, driven and focused on achieving outstanding results for the client. The client always comes first at The Sherman Group.”

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John Sherman The Sherman Group Coldwell Banker - 27742 Vista Del Lago, Ste. J1 Mission Viejo, CA 92692 - Tel: 626-367-6785 Email: john.sherman@camoves.com - Web: www.theshermangroupoc.com CalBRE # 01985598 ExecutiveAgent Magazine

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Wherever You Are, Be There

O

nce we master the art of being, we open the door to a lifetime of happiness.

One of the major reasons why we fail to find happiness or to create unique lifestyle is because we have not yet mastered the art of being.

While we are home our thoughts are still absorbed with solving the challenges we face at the office. And when we are at the office we find ourselves worrying about problems at home.

We go through the day without really listening to what others are saying to us. We may be hearing the words, but we aren’t absorbing the message.

As we go through the day we find ourselves focusing on past experiences or future possibilities. We are so involved in yesterday and tomorrow that we never even notice that today is slipping by.

Lifestyle is learning to be wherever you are. It is developing a unique focus on the current moment, and drawing from it all of the substance and wealth of experience and emotions that it has to offer. Lifestyle is taking time to watch a sunset. Lifestyle is listening to silence. Lifestyle is capturing each moment so that it becomes a new part of what we are and of what we are in the process of becoming. Lifestyle is not something we do; it is something we experience. And until we learn to be there, we will never master the art of living well.

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. Š 2008 Jim Rohn International. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond. com.

We go through the day rather than getting something from the day. We are everywhere at any given moment in time except living in that moment in time.

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NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

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(949) 398-3655

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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2016 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

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Anthony Colacion

Written by Haley Freeman

A

nthony Colacion is an Orange County native whose athletic talent earned him a scholarship to Colorado State University, where he played Division 1 college football. Under the leadership of Sonny Lubick, the winningest coach in CSU’s history, the team went to four

Bowl games and won three conference championships.

That experience left an indelible impression on Anthony, who learned the power of teamwork and the extraordinary results that come with an unwavering commitment to everyone’s success.

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“It taught me the power of synergy,” he says. “Coaches depend on players, and players depend on coaches. Coach Lubick was a father figure and a great leader. As a player, I had to count on every one of my teammates, and in turn, they drove me to get the best out of myself. My business couldn’t be more symmetrical in that my success is impossible unless everyone around me is successful, too.”

With that winning attitude, Anthony entered the wholesale sector of the mortgage industry and quickly advanced from assistant to wholesale account executive at Washington Mutual. For the next six years, he developed many successful business-to-business relationships and handled a high volume of loan transactions. His desire to work directly with borrowers eventually led him to obtain his lending license, and today he is a loan consultant with Finance of America Mortgage in Newport Beach.

Anthony set out with a determination to create the ultimate client experience, beginning with the belief that good communication, reliable customer service and diligent follow-through are simply the minimum standard of client care. From his prior achievements in sports and business, he knew that his success must begin with the right mindset.

“I come to my business with a servant-minded attitude,” Anthony says. “I’m here to make the lives of my friends, family, clients and business partners easier and more rewarding. Finance of America Mortgage, and this Newport branch in particular, has the culture and vision that allows me to grow and expand inside an amazing company made up of great people. My goal is to continue refining the experience for the client while building a team of likeminded professionals around me.”

Anthony is augmenting his own strategically crafted business processes with the technology and marketing resources of Finance of America Mortgage to create the ultimate client experience for home buyers from the very first meeting to well beyond the close of escrow. “I have a framework that allows for the fact that each client is different so I can tailor the experience to their individual needs and preferences. I ask them what’s important to them, how they like to be communicated with, and the best times and communication methods. I want to connect on a personal level and understand them as people. It’s an organic process that adapts with each client and continues to change with new ideas and shifts in the market.”

A live and automated campaign of touchpoints keeps Anthony and his real estate partners in front of clients for

up to seven years after a home purchase, whether it is with a birthday greeting, an annual financial review, or a monthly, co-branded mortgage statement. “I like collaborating with agents to invest in our clients post-closing. I feel we have more opportunity than we can even imagine through earning referrals from the contacts we already have. That servant-minded attitude comes into play in asking how we can continue to add value to our clients after the close.”

During his many years in wholesale lending, Anthony worked closely with processors and underwriters to structure loans for placement with the right investors. His depth of industry knowledge and his skill at marshalling his team’s resources make him an effective originator whose preapprovals are iron clad. “I love working with first-time homebuyers, and I also enjoy advising sophisticated business owners and those with multiple properties. We have a lot of program options for clients, and without bank overlays. It helps my agents because they know they can come to me with all kinds of different scenarios and income sources. I can help put them on the road to purchasing a home.”

Anthony’s commitment to excellence extends to all areas of his life. He is generous in giving back to the community, providing coaching and leadership to high school football athletes. He also says that becoming a husband and father has helped him to sharpen his focus and become more servant-minded. “As I’ve had a family, my ‘why’ has changed. God, family, business; that’s my order of priority. As life goes on, I have a greater understanding of other people and where they are in life. I look back on being single, buying my first home, and how that became a springboard for our family. I can relate better to people and their circumstances, and in doing so, can provide a higher standard of service. It makes my job more fun and more rewarding.”

Anthony Colacion Finance of America Mortgage 3501 Jamboree Rd., Ste. 200 Newport Beach, CA 92660 Tel: 949-689-3597 Email: Anthony.Colacion@financeofamerica.com Web: www.financeofamerica.com NMLS ID # 329651 ©2017 Finance of America Mortgage LLC is licensed nationwide | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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I

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?

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.

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.

popular psychology of the 1970s, this used to be described 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.

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.

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

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 30

it out; I’m deserving of everything my heart desires, I look 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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Mark & Mitch Galyean Guiding You Home Written by Haley Freeman

F

ather-son real estate duo, Mark and Mitch Galyean, share a strong sense of family values that govern their moral compass. When it comes to guiding people home, their standards of care and integrity are con-

The Galyean family has deep roots in Orange County.

Mark grew up in Seal Beach and first entered the real estate market during the challenging 1970s era of high inflation and high interest rates. “Even though it was a difficult market, I loved real estate. But when I started a family, I opted to work for Coca Cola. I spent most of my time managing sales teams in Orange County.”

In the meantime, Mark and his wife, Maria, raised their three boys in Huntington Beach. Mark recalls, “We got together when we were only 16. I’ve always said she raised three great boys while I was at work. She’s Italian, and there has always been a lot of hugging and kissing and ‘I love yous’ at our house. It’s her warm heart that has pulled us all together.”

stant and unwavering. Mark refers to these guiding values as their “true north.”

“My mom and dad have always been my go-to in business and in life,” Mitch says. “It’s very comforting in this type of world to have somebody you can trust completely to stand with you in doing the right thing. My dad has 30-plus years of experience in business, and he’s seen a lot of things. I can always count on him for good advice, and so can our clients.”

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After a prosperous first career at Coca Cola, Mark returned to college and earned his degree in business administration, cum laude, from California State University, Fullerton in 2010. He had always maintained his real estate broker’s license, and he decided it was the perfect opportunity to return full time to the industry he loved.

The youngest of the clan, Mitch, successfully toured America with his band for several years after high school.

He went back to college, and after taking a real estate course, he decided to follow Mark’s lead and get his license. “It hit me in that moment that real estate was always a topic of conversation in our house. It’s something I’d been exposed to my entire life. I also saw that my experience in the music industry negotiating contracts with record companies, venues and promoters would be of real value in a real estate transaction.”

The paths of father and son converged, and the two soon decided to form The Galyean Team. Today, they are top producers at Star Real Estate in Huntington Beach and four-time recipients of Orange Coast Magazine’s Five Star Professional Award. They are known by clients, colleagues and community as first-class professionals with uncompromising ethics and the skill to assist everyone from first-time homebuyers to seasoned investors.

sionals to help clients secure the home of their dreams.

“We see ourselves as counselors and advisors,” Mark explains. “We’re here to help people and give them good information so they can make intelligent choices about real estate.”

A family of adventurers, the Galyeans are also world travelers and lovers of water sports. At home, they are committed to making Orange County a better place to live and work. They are regular supporters of Orangewood Children’s Foundation, a nonprofit organization that helps foster youth make a successful transition to adulthood.

Just as finding “true north” is essential to precise navigation, having a trustworthy guide is vital to finding the perfect home. “We are dedicated to connecting with clients and providing a level of service not normally seen in the industry. To build lasting relationships, it takes understanding people on a personal level and then doing the right thing for them. That’s what makes our work so rewarding.”

The proof is in their numerous, glowing client reviews, where they are acclaimed both as professionals and as people. One client wrote: “They work so well together, and no matter what time of the day or night, they will email, call or text you back. They keep you 100 percent updated, informed and in the loop. Mark and Mitch genuinely care and are 100 percent upfront and honest.

They aren’t just trying to sell a house, they are trying to find you a home. My family and I no longer see these two great guys as simply our real estate agents, but as extended family. We would not have found our dream home if it wasn’t for the relentless pursuits and efforts of The Galyean Team.”

With a proactive, can-do attitude, Mark and Mitch move hurdles out of the way and collaborate with other profesExecutiveAgent Magazine

Mark & Mitch Galyean The Galyean Team Star Real Estate 16875 Algonquin St. Huntington Beach, CA 92649 Tel: Mark 714-514-0996 Tel: Mitch 714-743-3706 Email: Mark@galyeanteam.com Email: Mitch@galyeanteam.com Web: www.galyeanteam.com CalBRE # 01858203 / 00677307

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Written by Haley Freeman

Justine Yang

J

ustine Yang is living a life of purpose. An energetic young professional, she brings a cheerful, peoplefocused perspective to her real estate practice at Teles Properties in Newport Beach. “I try not to view this as a job,” she says, “and I don’t see people as deals. I’m a person whose purpose is to help people get what they want. I enjoy the journey of it.”

The authenticity of Justine’s statement is backed up by numerous glowing reviews from her clients. People describe her as “an amazing young lady” with “high energy and a positive attitude,” and a professional whose “personable approach is refreshing as there are no pushy sales tactics, just a genuine effort to provide the highest level of service and education to her clients.”

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One client eloquently explained: “Justine is passionate, tenacious, and personable. She not only takes your situation, needs and future very seriously, but she puts in her spunk and contagious energy to fuel your journey to finding or selling your home to be an experience you’ll never forget. You will not only feel energized and motivated with her, but you will feel comforted and assured by her knowledge of the market. Justine is the perfect person to work with in this field, because she listens to you, your needs, your concerns, your goals and she takes you along a magical journey making sure you find your perfect destination.”

Justine’s own life journey began with good parents and a private school education that focused on giving back.

“The notion of helping people was really engrained in us. Doing something of purpose stood out to me from the time I was very young.”

She went on to earn her bachelor’s degree from California State University in Sacramento. Simultaneously, she began practicing Bikram yoga and immediately identified a calling. She obtained her yoga teaching credentials and eventually took over management of a studio. She loved the lifestyle and the satisfaction of bettering herself and others. But Justine’s magnetic personality and business savvy were noticed by the Realtors® who were regulars at her studio. With the encouragement of her mother, Justine got her real estate license and embarked on the next leg of her journey to help others.

“After my first transaction, I realized the true beauty of being in this business. The job isn’t about selling fancy homes, making money and driving nice cars all day. It’s about helping people get what they want. I view that as my lifestyle. Whether it’s a good market or a bad one, whatever people need at the time, I’m here for them.”

Never one to settle for mediocrity, Justine joined Teles Properties, a boutique real estate company known for providing unparalleled service to clients in California’s elite coastal markets. “By coming here, I surrounded myself with people who have the same mindset, and I gained resources that help me to be a better Realtor®. I want to do all I can to improve my business for my clients. Teles offers the technology, polished marketing and back-end support that make transactions move efficiently and make

me a better resource to my clients.”

Justine’s patience and tenacity especially shine when she is helping first-time homebuyers navigate the sometimes-perilous journey to finding a home. “A few weeks into the process, I usually hear I’m not the first agent they’ve worked with, because others have let go of them.

I have a lot of patience, and I’m committed to pairing with the right lender resources for them to move forward confidently. It takes building a strong team of people who will take the time to explain things to them and follow through. If there’s a way to get something handled the right way, I’ll do it. I’ve done a lot of stepping outside my comfort zone to get things done. I’m always willing to try new things to make myself better and make things happen.”

During her private hours, Justine loves spending time with her dog, Stretch, and she still teaches yoga in Irvine.

“Yoga changed my life, because it made me understand the notion that the more you put into something, the more you get out of it. What it brings for my business is being my best self. I am the best asset I can bring. When I show up feeling healthy and motivated, my clients don’t worry that I don’t have the energy to take care of them.”

As part of her life journey, Justine has traveled much of the world, from Europe to Asia. She speaks fluent Mandarin, another asset she brings to clients. Her favorite destination so far is Hong Kong. “I love that it’s a place where East meets West, and old meets new. I also have a terrible sense of direction, and it’s easy to understand their transit system,” she laughs.

Justine is an eager and qualified guide to people on their journey to home ownership. She finds joy in her life’s purpose of helping others, and she is ready to help you get to your next destination!

Justine Yang Teles Properties 12 Corporate Plaza Drive Newport Beach, CA 92660 Tel: 949.903.3333 Email: Justine.Yang@telesproperties.com Web: www.telesproperties.com CalBRE # 01943353

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The Genius of Teamwork

T

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Let’s work together to help more homebuyers achieve their goals Let’s start the conversation today.

Julie A. Piccione Branch Manager 714-934-2061 NMLSR ID 409747

Jenn Levin 714-904-9424 NMLSR ID 448482

Jason Doby 949-445-3629 NMLSR ID 823512

AJ Kouhi 909-255-6844 NMLSR ID 883069

Kathy Niemczyk 714-934-2065 NMLSR ID 433497

Nathan Lindsey 714-394-0506 NMLSR ID 665133

Mary C. Lee 714-308-8576 NMLSR ID 420573

Robert Bruch 714-717-6617 NMLSR ID 223111

Mark W. Bowman 866-531-3229 NMLSR ID 450934

Robert Michael Garin 714-483-5504 NMLSR ID 490240

Yoona Kim 714-886-7484 NMLSR ID 461746

Kristi Nguyen 714-580-5211 NMLSR ID 457844

Rommel Salazar 714-600-0476 NMLSR ID 798673

Rishant Taneja 714-655-8861 NMLSR ID 473697

Devon Doan 714-767-5664 NMLSR ID 754683

Laura P. Licea 714-934-7396 NMLSR ID 196656

Information is for real estate professionals and is not intended for consumers.

Information is accurate as of date of printing and is subject to change without notice.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2016 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801.

AS2530479 Expires 08/2017