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Executive Agent of the Month

INSIDE FEATURES: Nancy Chung Keller Williams Realty Erin McKeon Keller Williams Realty Jeff & Matt Moore New American Funding Merry Santoso Pacific Sterling Realty Michelle Silvestri Coldwell Banker



Top Independent Mortgage Lender

in Retail Purchase Volume in Southern California 2017 OVERALL TOTAL RETAIL PURCHASE VOLUME Lo s A n g e l e s, O r a n g e, S a n D i e g o, S a n B e r n a d i n o, R i ve r si d e, Ve n t u r a & Im p e r i a l Co u n t i e s

Jeff Moore Branch Manager San Clemente NMLS #324123

Dusty lloyd Branch Manager Mission Viejo NMLS #247106

Tom Briggs Branch Manager Huntington Beach NMLS #303474






Brian Keranen Branch Manager Newport Beach NMLS #483697


Eli Fairfield SVP Regional Manager LA West and OC NMLS #411752

Brenda Dintino Branch Manager Irvine - North NMLS #239946

Rob Briggs Branch Manager Huntington Beach NMLS #171371

$ 1,743,203,841

Daniel Perez Branch Manager Anaheim NMLS #255550

Christopher Paliska Branch Manager Irvine - Pacifica NMLS #1076530

Matthew Moore Sales Manager San Clemente NMLS #324114

W W W. N E W A M E R I C A N PA R T N E R . C O M


(310) 227-3359

#1 ranking among independent non-bank retail lenders is based on 2017 overall combined purchase volume for southern California counties. 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. 2/2018


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Doug Echelberger Keller Williams Realty

23 19

Inside Features

28 Nancy Chung



Erin McKeon

Jeff Moore & Matt Moore

32 Merry Santoso 4

10 Michelle Silvestri

ExecutiveAgent Magazine

APRIL, 2018 Editorials





Potentialize Your Opportunities -Mark Victor Hansen

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757


The Number One Ingredient For Great Success: Commitment -Patrick Pechmann

ADVERTISERS’ INDEX - SOC Finance of America Mortgage........................27 iPhotography Studio...............................................25


The Great Challenge of Life -Jim Rohn

Kinecta Federal Credit Union...............................13 loanDepot®................................................................9 NAHREP....................................................................8 New American Funding............................................2


Become Everything You Are Capable of Becoming -Brian Tracy

PWAOR...................................................................38 The Termite Guy......................................................3 Ticor Title Company...................................................40 VAREP............................................................................39


Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener

How To Stay Motivated -Denis Waitley

© Copyright 2018 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.


Achievement In Steps -Chris Widener

ExecutiveAgent Magazine





Realtor®-Focused Lending Written by Haley Freeman


he Moore brothers, Jeff and Matt, are the stewards of a proud family legacy begun by their father, Mike, 45 years ago. The Moore name is wellregarded in San Clemente and South Orange County for unparalleled service in mortgage lending, and today, that

in 2013, excited about the opportunity to merge the company’s innovative programs and competitive rates with their own business systems to create the ultimate lending experience. The result has been remarkable, as they have selected a top-notch group of Loan Consultants and operations staff who share their uncompromising values and service standards. Only optimists need apply here. Jeff and Matt are known for running a positive, high energy group where clients are treated like family. “We like our clients coming back saying, ‘We felt great after meeting with the

Jeff Moore tradition of excellence is continuing through their shared leadership at the New American Funding branch office in San Clemente. The brothers are industry trendsetters who formed The Moore Team back in 2004, long before teams were commonplace in real estate and lending circles. From the beginning, they had a vision of providing Realtors® and their clients with a seamless service experience. They opened the doors to their New American Funding branch

Matt Moore Moore brothers,’” Matt says. “We spend their money as if it were our own. It’s something passed down by our dad. He taught us to always give great service and protect our clients’ interests as we would our own.”

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This purchase-based team has developed a unique approach to lending that places the focus on the Realtor® as their primary client. It begins with building deep relationships that transcend the workplace. Jeff explains, “Matt and I feel that the best way for us to help our partners grow their businesses is by becoming true friends. We get to know their families and lifestyles, so we can provide the support they need as an individual.” New American Funding’s aggressive lending products combined with The Moore Team’s expert and efficient operations mean that agents can place even difficult loans with confidence. “We’re really good at outside-the-box and jumbo financing,” Matt says. “If there is a way for a borrower to buy a house, we’ll figure out exactly the right program and get the loan closed so the Realtor® can earn their commission. There are so many times when we can take a denied loan from somewhere else and get it approved.” Jeff adds, “We hustle the deal alongside the agent the entire time. We can confidently say we give the buyer the best shot at getting the property. It takes teamwork with the agent.” Decades of combined experience and a meticulous understanding of guidelines make The Moore Team unbeatable and their loan approvals iron clad. “We only provide fully underwritten loan preapprovals,” Jeff continues. “When the home buyer makes an offer, there is no question about whether it will close. We spend the extra 48 hours on the front to save two weeks and a lot of headaches in the back. The Moore name is as good as gold.” Due to The Moore Team’s proven systems, loans are generally approved in 1 to 2 days, and purchases consistently close in 14 business days* or less. Agents and their clients receive regular updates throughout the process. Matt says, “Everyone in our office knows their job, and our consistency is what makes us so successful. If a Realtor® has to call us for an update, then something was missed. We strive to always reach out to our clients with information so they don’t

have to worry about it. It allows our agents to focus on getting the next transaction.” People often mistake Jeff and Matt for each other, as their appearance and demeanor are so similar. The duo accepts it with good humor and says this interchangeability works to everyone’s best advantage, since their shared management style and approach to business yield a consistency that bolsters client confidence. The two meet each morning to talk about the day ahead, check loan statuses and confirm appointments. They are highly organized and accountable to one another. Agents and home buyers feel the benefits, as evidenced by the 250-plus five-star team reviews on their website. The Moore brothers say they are still blessed to have their father’s advice, and they frequently seek his counsel when making difficult business decisions. In San Clemente and its surrounds, The Moore Team is recognized for professional service delivered with integrity. “The Moore name has been in Orange County for four decades, and with it, a strong reputation,” Matt says. “Buyer’s agents who choose us know they have a better chance of getting their offers accepted, and listing agents know that when they accept those offers, the transaction will close. We are a Realtor®-centric lender, and we are dedicated to helping agents succeed.” Jeff Moore, Branch Manager NMLS ID 324123 Matt Moore, Sales Manager NMLS ID 324114 New American Funding 209 Avenida Del Mar, #201 San Clemente, CA 92672 Tel: Jeff - 949.291.9093 Tel: Matt - 949.291.9098 Email: Email: Web: Web:

*14 business day guarantee only applies to purchase transactions. This guarantee does not apply to Reverse Mortgages, FHA 203k, VA, Bond, MCC, loans that require prior approval from an investor, or brokered loans. The guarantee does not apply if events occur beyond the control of New American Funding, including but not limited to; appraised value, escrow or title delays, 2nd lien holder approval, short sale approval, or lender conditions that cannot be met by any party. The 14 business day trigger begins when the borrower’s initial application package is complete and the borrower has authorized credit card payment for the appraisal. If New American Funding fails to perform otherwise, a credit of $250 will be applied toward closing costs. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act, NMLS #6606. Corporate Office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 5/2018.

ExecutiveAgent Magazine


MAY 7-9, 2018


Launched in


Southern California


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Lending Professionals Across the Country


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Retail Lender in the US


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Largest Non-bank Retail Lender

$34B $79B $676M New Homes Purchased

Mortgages Refinanced

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MARKET SHARE GROWTH ANNUALLY SINCE 2012 As published by Scotsman Guide Magazine 2017


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Branch Manager I NMLS #450281 (949) 346-3734 office (951) 544-6197 cell 2855 Michelle Drive, Suite 190 Irvine, CA 92606

CONTACT ME TODAY TO LEARN MORE ABOUT OUR STORY AND VISION!, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.




Written by Haley Freeman

Michelle Silvestri


ou only have to read her many enthusiastic reviews from past clients to know that Realtor® Michelle Silvestri is fulfilling her goal of exceeding client expectations. A Southern California native, Michelle has always been a go-getter. “I started in customer service at 15, and I’ve always enjoyed interacting with people,” she says. “I’ve never been discouraged by someone who is frustrated or needs

assistance getting the answers they’re looking for.” Michelle applied her outstanding customer service skills in the mortgage industry until she and her husband decided to start a family. She spent the next several years working from home with Mary Kay, where she earned cars and a management-level position.

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“I wanted to be home with my kids and not miss out on important moments with them, but still contribute to our household finances. As my kids got older, I decided it was a good time to step back into the real estate world. I was blessed to have some incredible women around me in real estate, and Andrea Ballesteros was one of them. I’ve always admired Andrea and considered her the epitome of professionalism and class. I was so excited to have the opportunity to join the Ballesteros Group.” Surrounded by a group of positively motivated professionals who all share the same drive and goals, Michelle has excelled in real estate. She is intent on helping to make the Ballesteros Group presence as strong in North Orange County as it is in South County. “Yorba Linda, Anaheim Hills and Brea are wonderful cities for raising a family and offer great opportunities in real estate,” she says. Three elements define Michelle’s remarkable client service - her constant communication, her determination to create solutions and her focus on relationships - as her clients’ reviews affirm. “I’m a big communicator,” Michelle says. “There are so many moving parts in a real estate transaction, and it’s so important to keep people in the loop. I make sure they are informed and educated not just about what is going on, but also about what to expect. I want to keep them feeling comfortable and confident about what’s happening.” One client reported: “Michelle was absolutely fantastic. She was always responsive, knowledgable, and honest with us about what we could expect at every point throughout the process of purchasing our home. She consistently went above and beyond in helping us find our home. As first time home buyers, we were indecisive and full of questions. Michelle calmed our fears, answered all of our questions, and made us feel like she was really looking out for our best interest.”

Michelle adds, “Relationships are really important to me, not just with the client, but also with other agents I’m working with. It’s very beneficial for my clients, as well. I never want a client to miss out on a great home or a great buyer because of something I couldn’t handle.” Another satisfied client wrote: “My wife and I cannot say enough positive things about Michelle Silvestri and the entire Ballesteros Group. Our buying/selling process was not the easiest, and we have absolutely no doubt that Michelle’s relationship with both our buyer’s and seller’s agent was the reason that our deal went through. Michelle was our advocate throughout the entire process, and always kept our best interest in mind. She is thorough, prompt, knowledgeable, and kept our stress level at a minimum. Without her, we wouldn’t have been able to purchase our family’s forever home.” As the mother of three, Michelle continues to balance her professional life and her “mom life,” which involves getting everyone to their chosen sports and music activities. She loves her career in real estate, which allows her to provide well for her own family while also looking out for the best interests of the families she represents. “It brings me great joy to help a couple buy their first home or a family buy a home in a neighborhood they love. I am relentless when it comes to making sure they accomplish their end goal. My goal is the same as that of my team - not only to meet, but to exceed expectations.” Michelle Silvestri, Ballesteros Group Coldwell Banker Global Luxury 840 Newport Center Drive, Ste. 100 Newport Beach, CA 92660 Tel: 562.965.5989 Email: Web: CalBRE # 02014566

Michelle continues, “I don’t back down from a challenge. If I’m faced with a problem, I’ll always find a solution. I’ll do everything in my power before I’m done.” A recent homebuyer confirmed: “Michelle hung in there with me through a couple of offers that did not result in buying a house. Michelle really heard me as we fine-tuned my requirements for my new home. Finally, Michelle found me the perfect house at the right price. I am so happy here.” ExecutiveAgent Magazine

The Great Challenge of



ere’s the great challenge of life – You can have more than you’ve got because you can become more than you are.

I have found that income seldom will exceed your own personal development. Once in a while income takes a lucky jump, but unless you grow out to where it is it will go back to where you are. Somebody once said if you took all the money in the world and divided it among everyone equally, it would soon be back in the same pockets. However, you can have more because you can become more. You see, here is how the other side of the coin reads – unless you change how you are, you will always have what you’ve got. The marketing plan won’t do it. It’s a good plan but it won’t work without you. You’ve got to work it. It is the human effort that counts. If you could send a sales manual out to recruit – wouldn’t that be lovely? The major thing that makes the difference is what YOU do. In order to have more, you need to become more. The


guy says “If I had a good job I would really pour it on, but I have this lousy job so I just goof off.” If that is your philosophy you are destined to stay there. Some people say if I had a lot of money I would be really generous, but I don’t have much so I’m not generous. See, you’ve got to change that philosophy or you will never have “the lots of money”. Unless YOU change, IT won’t change. Amazingly, however, when we throw out our blame list and start becoming more ourselves – the difference is everything else will begin to change around us. 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@,

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Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this advertisement is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations. 18263-12/17




Written by Haley Freeman

Erin McKeon


n his book, “The Alchemist,” author Paulo Coelho wrote, “It’s the possibility of having a dream come true that makes life interesting.” Inspired by that statement, Realtor® Erin McKeon takes it a step further. She says, “I also love the quote, ‘The dream is free, but the hustle is sold separately.’ For me, it’s about con-

stantly working toward something bigger. I believe so much in life is about mindset and surrounding yourself with positive people. It’s so important to me to work hard and create a successful business. I’m goal-oriented and constantly have them in front of me. I want to feel excited and challenged by what I’m doing every day.”

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A Purveyor of Possibilities A Southern California native, Erin is a lifelong competitive springboard and platform diver who was recruited to the Division 1 diving team at USC. Her athletic experience provided invaluable training for her future as a real estate entrepreneur. “I’ve had coaches my whole life, and it helped me develop the discipline necessary for this type of career. I love working with Keller Williams, where I can have my own company within this organization.” Erin’s mother, Cheryll, is a California Realtor® who has made the McKeon name synonymous with real estate excellence in Orange County. Erin obtained her real estate license out of college and entered the family business, and then chose to step away during the recession. After working as a senior manager tasked with opening new retail locations for luxury brands like Christian Dior and Salvatore Ferragamo, Erin returned to real estate feeling better equipped to deliver exceptional service to buyers and sellers of real estate. “Stepping away for a few years was probably one of the best things I’ve done for myself. I’ve been in coaching with the Mike Ferry Organization for years, and I was able to take everything he taught me and apply it to business outside of real estate. Then when I came back, I had learned what I needed to have the career I wanted. I came back with more confidence and a broader perspective on life and business.” Today, Erin is continuing the legacy begun by her mother and adding her own accent under the banner of McKeon Homes. Together with her assistant and transaction coordinator, she is on a mission to provide unparalleled client service. While Erin is a self-motivated and competitive individual by nature, she is also compassionate and caring toward the people she represents in a real estate transaction. She puts the best interests of her clients first and acts decisively to reduce worries and move them through a seamless closing. “We are really proud of our transparency in the way we work. We never try to push someone to buy or sell a home. We also realize that a home is a big financial commitment no matter how much money you have. It’s naturally a stressor for anybody. We mitigate stress by being in constant communication. Our job is to educate and walk people through it, whether this is their first home or their tenth home. We also offer a concierge service of lenders, escrow and title companies, in addition to a wide list

of vendors who we trust to help our clients through the process. We want our clients to feel supported from all angles.” A recent buyer described her experience this way: “Erin was such a pleasure to work with! She went above and beyond and worked tirelessly to help us find the right house! Being first-time buyers, we had no idea what we were getting into, but thankfully, Erin held our hands throughout the entire process. Its always such a joy to work with a great team of people who are extremely passionate about their jobs. It makes difficult tasks such as buying a home so much more enjoyable. Thank you again Erin and to the rest of the McKeon team for all the hours you put in and helping us get our dream home!” A polished professional who is committed to constant self-improvement, Erin makes it a point to surround herself with the best in the business and continue mastering her craft. She certainly has the hustle, starting each day at 4:15 a.m. to get to the gym and make it to the office by 8:00 a.m. She is enthusiastic about expanding her business and building a team of quality agents who share her vision of uncompromising client service. “I believe that everything in my adult career has led to where I am supposed to be. All of those experiences have led me to where I am now. I’m so excited to help people through this process, whether they are buying or selling a home. I take great pride in what I do, and I do this because I love it.” Erin McKeon Keller Williams Realty 800 Newport Center Drive, Suite 150 Newport Beach, CA 92660 Tel: 949-842-7032 Email: Web: CalBRE # 01464144

ExecutiveAgent Magazine

The Number One Ingredient For Great Success: Commitment


ExecutiveAgent Magazine

“Commitment is what transforms a promise into reality” — Abraham Lincoln


here is a ton of advice out there on how to achieve success, but little is said about the great impact commitment will make on your life. It’s the number one thing you must get down before doing anything else, without commitment your odds on success will decrease drastically. Being passionate isn’t enough Bill Gates has a great passion for computers and software. Michael Jordan is extremely passionate about basketball. Stephen King’s passion is writing. But did these guys achieve great success with nothing else than passion? Being successful takes hard work, discipline, passion AND most importantly, commitment. You may truly love what you do but there will be a time when you’ll have to work on other tasks which you hate. And that’s where most people give up. They feel like they’ve lost passion for what they’re doing and decide to quit. The passion’s probably still there, they just can’t seem to get around the tasks that are unpleasant but indispensable to the success of their business or career. Truly committing to something means going all the way and doing whatever it takes. You may be working as a bartender and hate your job but if you’re one hundred percent committed to saving up enough money in order to open your own business, you will get there in spite of the long and unpleasant hours. Being passionate about what you do is great and I highly recommend not doing anything else. In order to greatly improve your chances on success however, you should create a plan, envision your goal and commit to it no matter what. Experts are born from commitment I’m knowledgeable in computer programming, sales, graphic designing, photography and psychology. The

problem is that I didn’t get past the “amateur level” in any of these. Why? Because of my lack of commitment. Whenever I had to work on stuff I disliked, I discovered something new that I was interested in and started all over again. Had I stuck to computer programming from the very beginning I would probably be able to make a pretty decent living at it. Finally I made a stop at freelance writing. Because there’s nothing about it that I don’t like and nothing else interests me? Hell no. I hate it when I have to get an article or blog post written but I just stare at a blank screen and the words won’t come to my mind. Every time I feel overwhelmed or start doubting myself, I remember that I made a commitment and that the only way to get to the top is by sticking to it. The best part is that after a while it doesn’t only start to pay off financial-wise, it’s a huge confidence boost too. I’m no expert yet but month after month I see improvement in my writing and there’s no stopping in sight. Commitment is the one and only thing that will make you an expert over time. It’s pretty simple: The more you do something, the better you get at it. Every successful person committed to something Try and think of one successful person who didn’t commit to something. It’s practically impossible. Commitment is one of the things all successful people have in common, no matter if you’re talking about Michael Phelps, Tiger Woods, J.K. Rowling or Richard Branson. All of them committed to something, became experts in their field and achieved great success. Patrick Pechmann is a freelance writer and the owner of, where he writes about dating, relationship and self improvement. Writing, entrepreneurship and discovering the path to success is what gets him excited.

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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: Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________


Cover Story

Executive Agent of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Photography by Ian Wiant & Carrie Zeller Photography


credit for what they accomplished. They built a name and a solid reputation for honesty and integrity for decades before I got into the business. My job is to carry that name and reputation into the future.”

Doug is a lifetime resident of San Clemente who is continuing a legacy of outstanding care in real estate begun by his parents a generation ago. They founded San Clemente Real Estate Company in the 1970s, and Doug grew up observing their example of hard work and uncompromising service. “I give them a huge amount of

Echelberger Group remains a family enterprise whose success is derived from a steadfast commitment to oldschool values and a tireless determination to elevate client care. Doug is joined by his wife, Tracy, who is the team’s COO and VP of Business Development. She is a former top-producing escrow officer known for her knowledge of the industry and meticulous attention to detail. “I give her all the accolades for making this machine work,” Doug says. “She is phenomenal at working with the staff and putting out the quality marketing and service that people associate with our brand. I’m blessed that she happens to be my wife, because I couldn’t afford that kind of talent.”

ccording to Doug Echelberger, CEO and lead agent of the Echelberger Group at Keller Williams Luxury International, maintaining their place as the number one real estate team in San Clemente requires more than just great client service -- it requires superlative client care. “They’re not the same thing,” he says. “Service is about providing people with that warm feeling when they do business with you. But client care is about the fiduciary duty we have to every client, the standard that requires us to act responsibly and put their interests ahead of our own.”

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Their daughter, Carissa Mossman, is a licensed Realtor® and the group’s Client Care Manager. She previously worked for Ritz-Carlton luxury hotels and brings the essence of their renowned customer service to the inner workings of the Echelberger Group. Alicia Mendez, Vice President of Marketing, and Courtney Batterton, Transaction Manager, round out the team’s ultra-talented administrative staff, all of whom work together to ensure the polished and professional conduct of every transaction. Doug has also assembled some of the region’s finest licensed agents, including Associate Brokers Ken Ross and Susan Hennebry, and Realtors® Carrie Ann Ibert, Holly Thomas, Jill Mitzev, Adam Trejo, Laurie Zamora, Maryam Jessop, Stephanie Garvey, and Jonathan Bennett. “We are grateful for the type of people we have attracted

to the team,” Doug comments. “They were all attracted to our culture because they have the same mindset in terms of providing client care at the highest level. Not many agents have a full staff. Alicia is phenomenal at making our properties stand out with what we believe is the best marketing in our area. We’re very proud of the way our listings look out in the public. She not only arranges for professional photos and video, she is creative about blogging on unique features about each home, whether it’s the kitchen and the products you will find in the property, or points of interest about the community or neighborhood, like tying in a popular local restaurant. She and Tracy spend a lot of time learning what’s coming down the pike in marketing trends, and they keep us a year or two ahead of what’s coming, and all the different ways we’re able to expose our listings across social media channels.”

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PROVIDING THE HIGHEST LEVEL OF CLIENT CARE This strategy is vital to the way the Echelberger Group sells real estate in South Orange County’s unique coastal enclaves. “Our job is to sell the community, not just the house,” he continues. “As a team, we talk about this in every meeting. We are area specialists who know about the beaches, trails, schools and parks. It’s super important in this era when consumers have so much information at hand about properties. As agents, we no longer control access to inventory. Our job has changed. We’re here to give people deeper information about the intangibles while also providing the expert client care that only we can deliver as professionals.”

Doug makes the distinction between agents who work in real estate part time, and those who make it a profession. “In this market, people can sell a few homes a year and make a living. For example, if I had to go to court, I’d be pretty nervous if my attorney said, ‘Yeah, I was in court once or twice last year.’ Doing a few transactions probably isn’t enough for someone to keep up on the skills, training and industry knowledge it takes to truly fulfill their fiduciary duty. You have to live it every day, and we do. We care about the quality of our representation, and we have set the highest expectations for ourselves, so we are able to exceed the expectations of our clients.”

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Doug has had the benefit of training with some of the best in the business, beginning with his parents, and then industry and business coaches renowned for honing successful entrepreneurs. “My dad was a pilot in the military and also a commercial airline captain. He had hundreds of lives in his hands every time he took the wheels up, so he had a checklist for everything and talked to me all the time about learning to do things right. His example has stuck with me as I’ve gone on to get coaching from other sources. When I was 24, I learned from Mike Ferry not to be attached to the outcome, in other words, to put the interests of the client ahead of yours. My dad is like that, too. When you’re dealing with someone’s greatest asset, it can be very stressful for them. I’ve learned how important it is to treat them and their asset like I would my own. That’s fiduciary duty.” Longtime adherents of Tony Robbins, Doug and Tracy engage individual coaches from the Robbins organization, as well as a group coach that develops their team. They also utilize the exceptional training available through Keller Williams. “I like motivational events. It’s very thought-provoking for me. We attend numerous Keller Williams events each year, and Tracy and I are looking forward to going to Amsterdam this summer for our second Tony Robbins’

Business Mastery seminar. Because of technology, businesses are accelerating faster and faster. Our coaches keep us on the cutting edge and help us work through these challenges so we can come back to our team and innovate better ideas to help our clients. I can still focus on production because we are able to accelerate in each area as a team and leverage our resources.” Doug and Tracy were born two years apart at the same hospital in Laguna, and they grew up living parallel lives in the same community - surfing the same beaches, attending the same concerts - without ever formally meeting until adulthood. While Doug’s family made a name in real estate, hers did the same in the local building sector. Today, they share a vision of honoring their family legacies by contributing to the community through acts of service and outstanding professional care. “I love the culture and beauty of San Clemente and the surrounding communities,” Doug says. “I understand what makes each of these cities unique and great places to live, and I’m blessed to have a name known locally for real estate and great client care.”

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Doug Echelberger | CEO, RealtorÂŽ

Echelberger Group | KW Luxury International Kehoe Plaza | 302 N. El Camino Real, Ste. 214, San Clemente, CA, 92672 949.498.7711 | | CalBRE # 01176379 ExecutiveAgent Magazine

Potentialize Your Opportunities


remember watching the movie “Dead Poet’s Society” when it was first released in the theatres. Robin Williams’s character is a professor who wants his students to think for themselves, so he makes them stand on top of their desks to view things in a different way. That really stuck with me. When you think about it, people hardly ever look at the world through their own eyes. They get their information filtered through the eyes of others, whether they’re the eyes of the media, politicians, friends or family. But what looks like one thing to someone may look totally different to someone else. To really see what’s going on in the world, to see what opportunities exist for us, we have to see the world through our own eyes in our own way. We all need to recognize and potentialize opportunities when we see them. What do I mean by potentialize? When something has potential it has power, it expresses possibility, it is influential and effective. As we go through each day we should be on the lookout for any situation that expresses possibility. Any situation. To attain the success you desire you have to recognize possibility everywhere and then stretch and flex your mind to create million-dollar ideas. And you’re not limited to just one. The more you practice seeing the possible in daily life, the better you will become.


Then you take those small possibilities and potentialize them and create great monetary abundance. We all have the ability to potentialize opportunities and create phenomenal wealth. And the amazing thing is that there are multiple possibilities for potentalizing in every situation! Just because someone comes up with a new way to do something doesn’t mean that there isn’t yet another way to do it. We have each been blessed with individual characteristics and abilities that no one else has. We each have our own special way of doing things. And that means we each have the ability to potentialize in our own unique way. ‘Be grateful for your problems, for they stimulate an ‘I-can-solve-it’ new attitude.’ Mark Victor Hansen Written by Mark Victor Hansen - Co-author of the wildly successful Chicken Soup For The Soul series of books, as well as many others. For over 26 years, Mark Victor Hansen has focused solely on helping people in all walks of life reshape their personal vision of what’s possible for themselves. Learn more about his best selling program, Rip-Roaring Wealth.

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Written by Haley Freeman

Nancy Chung


ealtorÂŽ Nancy Chung loves selling solutions in Orange County. A Korean national who spent much of her life in Chicago, Nancy relocated to Southern California several years ago and found her bliss in this community of social and climatic warmth. Nancy enjoyed a successful first

career recruiting IT professionals, followed by a 10-year stint managing a small medical practice. But a less than positive experience with a RealtorÂŽ when purchasing her California home inspired Nancy to change careers and offer her clients a higher standard of service than she had received.

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Selling Solutions, Not Promises “We had a budget, but our loan approval was for more than we wanted to spend on a home,” she recalls. “Our agent sent us a list of homes that maxed out our loan approval, but I told her we did not feel comfortable with that. I remember getting very frustrated and thinking, ‘This is to benefit you, not me.’ Initially, I did go see the houses in the higher price range, but my husband and I were wondering why we had to convince her to show us homes we felt comfortable with. In the end, my husband found our house online. She just wrote up the paperwork. That experience prompted me to come into this industry, and now I’m doing something I love.” Real estate has turned out to be the perfect fit for this upbeat professional who enjoys getting out into the community and meeting new people. By aligning herself with Keller Williams Realty, Nancy has access to the industry’s finest training and technology, as well as a global community of top agents. She has taken up the challenge of “building a career worth having and a business worth owning,” earning her place among her office’s top 10 agents in November of last year. Nancy’s success is motivated by her desire to always come from a place of contribution. “I’m not motivated by money, and I’m okay with working hard. I actually love door-knocking, and I always try to come from a value perspective. Instead of asking if they want to list their house, I inform them about something they may want to know as a homeowner, like the recent tax reform. I’m willing to do what it takes to earn their business.” A recent client was so impressed with Nancy’s service, she took the time to list the qualities she appreciated most: 1. She does her homework. She knows everything about a particular property and speaks with accuracy. 2. She kept my budget in mind and gave me alternatives. 3. She was never frustrated with me (that was really important). 4. She understood my needs and catered her research around my needs. 5. She fought over the price for me, and when I was being cheap, with me, to make sure I won’t lose sight of the goal. 6. She helped me with the financing. She knew so

many lenders, but was able to find the perfect lender for my financing needs. 7. She was on top of the escrow and the other agent. Whenever I called her and had a question, she had an updated answer for me and if she did not she got the answer. 8. Most importantly, she is extremely responsive. If she does not pick up her phone she will call you back ASAP. Nancy continues to sharpen her professional skills through ongoing training at Keller Williams. “I get all the motivation and support I need here. There are at least four or five education classes a day, so if it’s the middle of the day and I get tired after being out door-knocking, I can go to class.” A fluent speaker of Korean, she is also taking classes in Mandarin to better serve the large Chinese population in South Orange County. For Nancy, one of the great joys of real estate is making new friends and staying connected with the people she assists through a home transaction. Her tagline, “Selling Solutions, Not Promises,” sums up her commitment to her clients. She explains, “I like to under-promise and over-deliver. My greatest happiness comes when I know I’ve made a difference in my client’s life, and I went above and beyond their expectations. I know how important it is to have a fiduciary duty to my clients, and it’s an honor to take care of people who put their trust in me.” Nancy Chung Keller Williams Realty 27101 Puerta Real, #150 Mission Viejo, CA 92691 Tel: 949.392.3788 Email: Web: CalBRE # 02021791

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How to Stay

MOTIVATED e willing to say to yourself, “I’m on the right road. I’m doing OK. I’m succeeding.” We too frequently become adept at pointing out our flaws and identifying failures.


Become equally adept at citing your achievements. Identify things you are doing now that you weren’t doing one month ago… six months ago… a year ago. What habits have changed? Chart your progress. Doing well once or twice is relatively easy. Continuously moving ahead is tough, in part, because we so easily revert to old habits and former lifestyles. Over the long run, you need to give yourself regular feedback to monitor your performance and reinforce yourself positively. Don’t wait for an award ceremony, promotion, friend or mentor to show appreciation for your work. Take pride in your own efforts on a daily basis. Keep the end result in sight. Always see the big picture of the ultimate goal you’re working for and the benefits that come with it. During World War II, parachutes were being constructed by the thousands. From the workers point of view, the job was tedious and repetitive. (Like making “cold calls” on the phone or in person.) It involved crouching over a sewing machine eight to ten hours a day, stitching endless lengths of colorless fabric. The result was a seamless heap of cloth. But every morning the workers were reminded that each stitch was part of a life-saving operation. As they sewed, they were asked to think that this might be the parachute worn by their husband, brother or son. Although the work was hard and the hours long, the women 30

and men on the assembly line understood their contribution to the larger picture. The same should be true with your work. Each thing you do benefits the health and well being of adults and children throughout the world, not just generally, but specifically. These are the visions that drive us through tedious details to the top. Set up a dynamic daily routine. Getting into a positive routine or groove, instead of a negative rut, will help you become more effective. Why is the subway the most energy efficient means of transportation? Because it runs on a track. Think of the order in your day, instead of the routine. Order is not sameness, neatness or everything exactly in its place. Order is not taking on more than you can manage, without still being able to do what you really choose. Order is the opposite of complication; it’s simplification. Order is not wasting a lot of time trying to find things. Order is avoiding a lot of recriminations because you didn’t do something you promised. Order is setting an effective agenda with others, so neither of you is disappointed. Order is doing in a day what you set out to do. Order frees you up. Get into the swing of a healthy, daily routine and discover how much more control you’ll gain in your life. Denis Waitley is a leading motivational speaker and peak performance expert. He is the author of The Seeds of Greatness.

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Merry Santoso Written by Haley Freeman


ealtor® Merry Santoso first came to California in the 1980s to earn her degree in finance. After college, she returned to her home country of Indonesia, where she enjoyed a successful first career in investment banking. Years later, she and her husband decided to make the United States their permanent home in order to provide a better future for their two daughters. They have been happy residents of the Irvine community ever since, and now their daughters are attending college and enjoying the life their parents worked so hard to provide. In the process of pursuing her own American Dream, Merry discovered a new career. “I’ve always been interested in real estate since we came here,” she says. “Over the years, I visited a lot of model homes while helping

friends and relatives who were looking to purchase homes. I drove around with them and got to know the different neighborhoods and builders.” What started out as a hobby, turned into a calling. Today Merry is combining her business acumen, love of community and multicultural outlook to helping families find the perfect home in Irvine and the surrounding communities. She believes in delivering “results, not excuses,” as she approaches every transaction with the same integrity and professionalism. She also cultivates respectful relationships with other industry professionals. “As long as we are communicating and working toward the same goal, I believe everything can be resolved. We can make things go smoothly for both sides with that kind of attitude.”

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Clients have the highest praise for Merry and her outstanding service. One wrote: “Merry is a phenomenal real estate professional! She was totally responsive, proactive, and always willing to go above and beyond to accommodate our busy schedule. She takes the time to understand her clients and their needs, and was excellent at finding homes that accommodated our taste. Even after we moved in, she followed up multiple times to ensure that we were happy, satisfied, and didn’t need anything. I will refer Merry to anyone and everyone that I know that is searching to rent or buy a home, and I will always enlist Merry going forwards for all of my future home searches!” Another echoed: “Merry was a tremendous resource to us in our search for a home in Irvine. She was responsive at every step in the process, and very thorough in her coordination with all parties. In a very competitive situation, we felt that we were well represented and had all of the necessary information and positioning to be successful in our search. We look forward to working with Merry again in the future for both primary residences and investment properties!” Having raised a family in the Irvine community, Merry is an expert on the area’s sought-after schools and extracurricular organizations. “It’s a rewarding experience to see how people’s lives can be positively impacted by the purchase of the right home. I’m delighted to help families who are moving into the area, especially those who have kids. I’ve been through that stage of life when I needed to find the right schools and extracurricular activities. Over the years, I’ve acquired a vast network of tutors and instructors to help with advancement in academics and out-of-school pursuits.”

be willing to stay up late to communicate with them. It’s also important to explain the difference in how a transaction works in the U.S. I know the system there, as well, so it makes it easier for me to explain and compare the procedure.” Recently, she helped an Indonesian family purchase a home in Orange County for their child who is attending college in the area. Merry videoed homes that fit their criteria, allowing them to select the right property from abroad. They flew in to close the transaction, and all went seamlessly. Merry further adds value to her service by providing her sellers with complementary staging services. “I believe that presenting the home to its best advantage is very important to the buyer’s perception of its value. It’s also important for them to see it furnished so they can imagine themselves living there.” Merry has found great joy in the real estate profession. “I love meeting new people while helping them find their dream home. It’s always such an accomplishment for me to see the smiles on their faces. Most turn into lifelong friends, and it is so rewarding to guide them through this important process with knowledge and integrity.”

Merry frequently assists foreign nationals with the purchase of California real estate. These transactions require special dedication, as distance, varying time zones and cultural differences make them far more complicated than average. “We’re 15 hours behind Indonesia, so I have to ExecutiveAgent Magazine

Merry Santoso Pacific Sterling Realty 980 Roosevelt, Suite 220 Irvine, CA 92620 Tel: 949-395-8889 Email: Web: Web: CalBRE # 01926695

Become Everything You Are Capable Of Becoming


he turning point in my life came when I discovered the law of cause and effect, the great law of the universe, and human destiny. I learned that everything happens for a reason. I discovered that success is not an accident. Failure is not an accident, either. I also discovered that people who are successful in any area usually are those who have learned the cause-and-effect relationship between what they want and how to get it. Determine Your Personal Growth and Development Values… To realize your full potential for personal and professional growth and development, begin with your values as they apply to your own abilities. As you know, your values are expressed in your words and actions. You can tell what your values are by looking at what you do and how you respond to the world around you. Your values are the root causes of your motivations and your behaviors. Clarify Your Personal Growth and Development Vision… Create a long-term vision for yourself in the area of personal growth. Project forward five or ten years and imagine that you are developed fully in every important part of your life. Idealize and see yourself as outstanding in every respect. Refuse to compromise on your personal dreams. Set Goals for Development…





Now take your vision and crystallize it into specific goals. Here is a good way to start. Take out a piece of paper and write down ten goals that you would like to achieve in the area of personal and professional development in the months and years ahead. Write in the present tense, exactly as if you were already the person you intend to be. 34

Determine exactly what you want to be able to do. Decide who you want to become. Describe exactly what you will look like when you become truly excellent in your field and in your personal life. Upgrade Your Personal Knowledge and Skills… Set specific measures for each of your goals. If your goal is to excel in your field, determine how you will know when you have achieved it. Decide how you can measure your progress and evaluate your success. Perhaps you can use as a measure the number of hours you study in your field each week. Perhaps you can measure the number of books you read or the number of audio programs you listen to. Perhaps you could measure your progress by the number of sales you make as the result of your growing skills. Develop Winning Personal Growth and Development Habits… Select the specific habits and behaviors you will need to practice every day to become the person you want to become. These could be the habits of clarity, planning, thoroughness, studiousness, hard work, determination, and persistence. Action Exercise: Decide today to develop yourself to the point where you can achieve every financial and personal goal you ever set and become everything you are capable of becoming. Write down your goals and make sure to look at them every day, then ponder ways you possibly achieve these goals. Brian Tracy is one of the world’s leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Be sure to visit the Brian Tracy web site.

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Achievement in Steps?


ince this is a time of adjustment for me and a time for me to renew my dreams of what I want to accomplish in life and business, I want to share a few thoughts on achieving your dreams. It is never too late to dream or renew your dream for a better life. The real question though, is how do we achieve a dream? Well, here are some thoughts that will help you answer that question! Can achievement be broken down into steps? Well, it isn’t always that clean and easy, but I do know that those who achieve great things usually go through much of the same process, with many of the steps listed below as part of that process. So if you have been struggling with achieving your dreams, look through the following, and internalize the thoughts presented. Then begin to apply them. If you do that, you will be on the road to achieving your dream! 1. Dream it – Everything begins in the heart and mind. Every great achievement began in the mind of one person. They dared to dream, to believe that it was possible. Take some time to allow yourself to ask “What if?” Think big. Don’t let negative thinking discourage you. You want to be a “dreamer.” Dream of the possibilities for yourself, your family, and 36

for others. If you had a dream that you let grow cold, reignite the dream! Fan the flames. Life is too short to let it go. 2. Believe it – Yes, your dream needs to be big. It needs to be something that is seemingly beyond your capabilities. But it also must be believable. You must be able to say that if certain things take place, if others help, if you work hard enough, though it is a big dream, it can still be done. Good example: A person with no college education can dream that he will build a 50 million-dollar a year company. That is big, but believable. Bad example: That a 90 year-old woman with arthritis will someday run a marathon in under 3 hours. It is big alright, but also impossible. Your dream must be believable. 3. See it – The great achievers have a habit. They “see” things. They picture themselves walking around their CEO office in their new 25 million-dollar corporate headquarters, even while they are sitting on a folding chair in their garage “headquarters.” Great free-throw shooters in the NBA picture the ball going through the basket. PGA golfers picture the ball going straight down the fairway. World-class speakers picture themselves speaking with energy and emotion. All of this grooms the mind to control the body to carry out the dream. You have to see it in your mind before you can see it in reality.

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Written By Chris Widener

4. Tell it – One reason many dreams never go anywhere is because the dreamer keeps it all to himself. It is a quiet dream that only lives inside of his mind. The one who wants to achieve their dream must tell that dream to many people. 5. Plan it – Every dream must take the form of a plan. The old saying that you “get what you plan for” is so true. Your dream won’t just happen. You need to sit down, on a regular basis, and plan out your strategy for achieving the dream. Think through all of the details. Break the whole plan down into small, workable parts. Then set a time frame for accomplishing each task on your “dream plan.” 6. Work it – Boy, wouldn’t life be grand if we could quit before this one! Unfortunately for the lazy folks, the successful are usually the hardest workers. While the rest of the world is sitting on their couch watching re-runs of their favorite television shows, achievers are working on their goal – achieving their dream.

7. Enjoy it – When you have reached your goal and you are living your dream, be sure to enjoy it. In fact, enjoy the trip too. Give yourself some rewards along the way. Give yourself a huge reward when you get there. Help others enjoy it. Be gracious and generous. Use your dream to better others. When you have become successful and achieved your dreams circle around and go back to number one. And dream a little bigger this time! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email; http://www.frogpondgroup. com.

I have an equation that I work with: Your short-term tasks, multiplied by time, equal your long-term accomplishments. If you work on it each day, eventually you will achieve your dream. War and Peace was written, in longhand, page by page. ExecutiveAgent Magazine



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