AUGUST 2015 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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Executive Agents of the Month

Inside Features: Ben Anderson Guaranteed Rate

Alan Cipolletti Alpine Mortgage Planning

Anthony Colacion imortgage

James Villa Coldwell Banker

COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

• Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Newport Beach at Bayview Corporate Center. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! JOHN J. REED Branch Manager MLO-869516

Cell 714.305.2912 Fax 855.688.2743 jreed@alpinemc.com © 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

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Executive Agents of the Month

Executive Banker of the Month

19 Fred & Esther Executive Agents of the Month

29 Ben Anderson Executive Banker of the Month

Professional Profiles

6 Alan Cipolletti 4

10 Anthony Colacion

ExecutiveAgent Magazine

14 James Villa

August, 2015 - N. Orange County Editorials

E XECUTIVE AGENT

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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

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Empowering Your Agents -Rich Casto

ADVERTISERS’ INDEX

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Choose To Enjoy Life -RVM

Alpine Mortgage Planning......................................2 City of Hope............................................................38 Greenpath Funding..................................................17 imortgage...................................................................9 i Photography Studio.........................................25 - 28

26

Is Technology on the Web Just Another Poorly Planned Open House?

-Walter Sanford

Kinecta Federal Credit Union..................................13 PWAOR...................................................................35 The Termite Guy........................................................3 Ticor Title Company.....................................................40 Wells Fargo Home Loans.............................................39

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Create Your Past -Chris Widener

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

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© Copyright 2015 Executive Agent Magazine. All rights reserved.

Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Accomplish Team Training Through Monkee See... Monkey Do -Dirk Zeller

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E XECUTIVE AGENT

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MAGAZINE

Alan Cipolletti ExecutiveAgent Magazine

EA

Written by Lalaena Gonzalez Figueroa

T

hroughout the course of his 25+ year career in the mortgage industry, Alan Cipolletti has consistently adhered to a driving philosophy: “I feel responsible for helping my clients turn their dreams into realities,” he says. “I take to heart the value of home ownership.”

Alan launched his lending career after earning a B.S. in Finance from San Diego State University. His educational pursuits included ample coverage of Real Estate and tax topics; this allows him to offer clients a “big-picture” approach to their mortgages, and to align them to achieve short- and long-term goals.

Transitioning to Alpine Mortgage Planning was, says Alan, the right move for his business and for his clientele. The process was a thoughtful one; he reveals that he interviewed with several firms before opting to align himself with the company known for its commitment to consumers and professional partners. “I brought half of my former office personnel with me,” Alan remarks. “We believed that AMP provided the right platform for our continued success.”

While competitive rates are critical to AMP’s notable nationwide growth, it is the underlying philosophy of exceptional customer care that has driven the company’s success. “At traditional banking institutions, it’s not uncommon for a ‘nine to five’ mentality to drive business,” Alan observes. “But at AMP we have maintained a commitment to going the extra mile.” Professionals are communicative, accessible after hours and on weekends, working closely with consumers and professional partners to address their unique needs.

As a direct lender, AMP controls every aspect of the financial transaction. In-house processing, underwriting and funding facilitates a process that runs as smoothly and efficiently as possible, with turnaround times that defy industry standards. “We are truly committed to maintaining the integrity of the customer experience,” states Alan.

And Alan Cipolletti looks forward to continuing to build his team of mortgage specialists, and to assisting his own clients in achieving their short- and long-term goals.

As an active sales manager, Alan leads by example. He works with a range of borrowers, from first-time buyers to experienced investors. With attention to detail and a client-centric approach he ensures that questions are answered, concerns addressed, and clients educated and informed throughout the course of a given transaction.

“I’m involved from start to finish,” Alan explains.

Supporting the efforts of Alan is a dedicated group of professionals whose commitment to excellence is unwavering. “AMP distinguishes itself across the board for superior service, outstanding turnaround time, and our ability to consistently facilitate a great overall experience,” Alan states. The company’s core values of “Teamwork, Empowerment, Positivity and Excellence” is reflected in its array of products and services, which meet the needs of a diverse consumer and builder clientele.

Programs include loans designed for individuals with low credit scores, first time buyers, investors, high-end home buyers and builders.

Alan Cipolletti – Sales Manager MLO-653005 Alpine Mortgage Planning 3501 Jamboree Rd., Ste. 200 Newport Beach, CA 92660 Tel: 949.394.1757 Email: ACipolletti@alpinemc.com

© 2015 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act Regulated by the Division of Real Estate Colorado.

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Create Your Past...

T

oday is the day to create your past!

Umm, Chris, don’t you mean today is the day to create your future?” No, I mean exactly what I said.

Today is the day to create your past.

Let me explain. I did not say today is the day to relive your past. That would mean sitting around thinking about the things that have already happened and things that you can do nothing about. You cannot change them. They are done. They need to be let go.

“Okay, I am confused. What do you mean then?”

I am talking about creating your past! You see, most people talk about creating their future, and in a way, that is what I am talking about here. You see, Tomorrow is in your future. But two days from now, Tomorrow will be your past. It will be your yesterday.

So, every day that we live is both our present, but also what will be our past tomorrow.

For example, many people lament their past. They say, “Oh I wish I would had done such and such.” Or “I was such a failure. I did this and that and it was so bad.” What they fail to realize is that they should stop reliving their past - their yesterdays - and start creating the past they will relive tomorrow.

So, if you sit around and moan today about your past, then tomorrow you will look back at today and say, “Yesterday was such a waste. I blew another day.”

But if, instead, you work your tail off today and accomplish something, then tomorrow you will look back at your immediate past - your literal yesterday - and you will say, “Boy, I really accomplished something!” And if you string enough of those together, pretty soon your past will be looking pretty good. And a pretty good past will propel you to a pretty good present, which will in turn be the platform for a pretty good future.

So what can you do to create an incredible “past?”

Live for today! Do not relive yesterday. Do everything you can today to make it an incredible day. Whatever you would like to look back on tomorrow and see as your accomplishment, do today.

Understand that just as your current past took time to develop, your future past will too. So you have a few years of bad past behind you. Who cares? Do the right thing every day and you will one day look back and see that you have a great past developing.

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Some may say I am arguing semantics. I am not. This is one of the mysteries of living in time and space. Our future, given enough time, will actually become our past. So no matter what our past is currently, we can change it because each day we live, we see our past grow. What we do today literally creates our past! That is a powerful concept when we grab a hold of it!

So, do you find yourself focusing on your past? If so, take the time today - show the will power and discipline - to create a day that tomorrow you will look back on and be proud of! You can literally create tomorrow’s past and make it everything that you want it to be.

Someday you will get to the end of your life and you will have only the past to look at. The beauty of this concept is that if we are proactive, we can do things today that will guarantee that on that day our past is everything that we want it to be!

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© 2007, Chris Widener.

All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com; http://www.

FrogPond.com

ExecutiveAgent Magazine

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

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

Call imortgage today!

(949) 705-0555

Julie Day (949) 705-0555 NMLS ID 174457 Branch Manager

Virginia Hall (949) 705-5070 NMLS ID 306373

Maxine Yokota (949) 705-0560 NMLS ID 653915 Sales Manager

Matthew Miede (949) 705-0573 NMLS ID 470783

Marc Bui (949) 705-0587 NMLS ID 380219

Matt Switzer (714) 307-3959 NMLS ID 675476

Anthony Colacion (949) 705-0610 NMLS ID 329651

Kalvyn Tong (949) 705-0584 NMLS ID 1001749

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. This is not an advertisement to extend consumer credit as defined by section 1026.2 of Regulation Z. Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 07012015. * Interest-rate locks require a buyer-paid deposit equal to 0.50% of the loan amount. Buyer will receive a credit at closing for the lock deposit. If buyer does not close the loan with imortgage, there will be no reimbursement of the lock deposit.

John Davis (949) 705-0576 NMLS ID 341251

Melissa Turner (949) 705-0551 NMLS ID 341327

Tommy Evans (949) 705-0612 NMLS ID 1015000

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Anthony Colacion Written by Shannon Hartsoe

A

s soon as Anthony Colacion became a real estate professional in 2003, he noticed a surprising trend in the industry. “There were so many people who seemed to jump into it as a hobby, while I was looking at it as a career,” he says. “In many cases this led to a lack of professionalism in the business for a period of time.”

Anthony will never be accused of lacking in professionalism. Both his personal life and professional background were too solid for that when he entered the profession.

His competitive nature developed from a life in athletics, plus a university education in sociology and economics and a life-long of people gave him the perfect combination of skills any client would welcome.

And They Have Clients quickly realize they aren’t working with a real estate hobbyist when they sit down with Anthony to discuss their options. His more than 12 years of experience in the mortgage banking industry in both the wholesale and retail markets, a vast knowledge of programs, products, underwriting guidelines and the mortgage market gives his clients a distinct advantage of the competition.

“Being able to help people finance what might be the biggest purchase of their lives and getting to know them on a personal level along the way really excited me,” says Anthony, a mortgage banker and broker with imortgage in Laguna Hills.

Playing Division 1 college football helped Anthony in many ways, he says.

Being a collegiate student/athlete required him to balance his studies and GPA with practice, workouts, travel, games, etc.

Also, working as a team and with different personalities for a common goal has really helped him work with diverse clients, Realtors®, processors, underwriters and others.

His mentors include his former colleagues at Washington Mutual.

ExecutiveAgent Magazine

We have a loan for every home... simple as that.® “I was fortunate to work with some amazing people who have been in the business for 30 years who were so open to sharing and teaching me the business,” Anthony says.

“This is a group that I still keep in contact with and meet up with quarterly for lunch or dinner, and we still share ideas. Some are still in wholesale lending and others are in retail, as I am.”

Anthony also credits Pastor Phil Hotsenpiller at Influence Church in Anaheim Hills with helping him maintain a satisfying quality of life. “Pastor Phil has helped me grow as a person in more ways than he even knows,” Anthony says.

Anthony hopes to similarly influence youth by volunteering to coach high school football, he says, which is just a part of how Anthony defines success through a proper work-life balance.

“I balance my life through my Christian faith, spending time with my family, friends, exercise/working out, giving back to my community, constantly keeping up on product and guideline changes and working smart,” says Anthony.

That balance is a necessity for someone working in such a fluctuating industry. Anthony notes that it’s essential for him to stay current on guideline and product changes so he can continue to provide accurate and timely information to his clients. “Education in life and business are keys to growing as a person and in business,” he says.

It also helps that he works for a top-notch company in imortgage, he says.

uct in the marketplace, allow me to service or develop a plan for every client I come into contact with.”

His goals for the coming year include achieving Presidents Club status, and personally to continue being a good father to 2 year old son Anthony and newborn Baby Clay, as well as being a good husband to his wife of almost 7 years Marisa, he says.

After more than 12 years in the business, Anthony often looks back at the people and experiences that have helped him succeed professionally and personally. The combination of student-athlete discipline, teamwork and education at Colorado State University, developing business skills as an economics major and surrounding himself with outstanding mentors, and maintaining a happy family life through quality relationships have provided Anthony with a winning platform for life.

“I hope to be a positive role model to everyone in my life -- family, professional colleagues, clients and the youth I mentor as a coach,” he says. “I couldn’t ask for more.”

Anthony Colacion imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660 Tel: (949) 689-3597 Email: Anthony.Colacion@imortgage.com Web: www.imortgage.com/anthony.colacion NMLS ID 329651

“In 12 years in the business I’ve never experienced the level of support I receive from imortgage or the level of customer service that imortgage provides to all of our valued clients,” he says. “It truly is an amazing culture that everyone buys into and it starts from the top down. Those aspects, along with having access to a wide array of prod-

ExecutiveAgent Magazine

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

EA

Accomplish Team Training Through Monkey See… Monkey Do

M

ost of the learning we do in life is from observed behavior. This observed behavior happens in all environments from work to home. A few months ago, my wife, Joan, came to me because of observed behavior that Wesley, my fiveyear-old son, picked up. Joan was driving home from errands with Wesley in the car. She was following slow moving cars in front of her, and Wesley asked her why she was going so slow. Joan told him she couldn’t go any faster because there was a car in front of her. Wesley asked her, “Why don’t you just honk the horn; that’s what Daddy does.” I was busted! In Wesley’s mind, due to observation, he learned that a slow moving car means you should honk the horn.

Your staff, especially the sales staff, will learn from you through observed behavior. They will learn how to prospect and how frequently they need to prospect and the duration in terms of time that they must prospect. They will learn how valuable leads are to your team, how to treat leads, and what to do with those leads. They will also learn what the standard of performance and expectation standards are through observed behavior. Your team will be able to observe how closely you are really monitoring them. They will observe if there is consistency in your rhetoric and your actions.

A word of caution, they won’t react favorably to, “Do as I say, not as I do.” If you want them to prospect consistently, you will have to set the personal example of consistency in this area. They will need to see you prospecting and making sales that link to your prospecting activities. For them to work the leads, treat them as valuable, and qualify them effectively, they will need to see you doing the same. If you want them to have a sense of urgency with the leads, you will need that sense of urgency in dealing with them, as well.

Being a successful leader of your team is only accomplished through monkey see . . . monkey do!

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.RealEstateChampions.com. © 2008, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com

Champion Team Rule – People will only do consistently what you expect and inspect.

If you are unwilling to set clear expectations and inspect the progress and inspect the results, the outcome for your team will be far less than your goals for the team. If they know what is important to you and your business, and they know that you are watching or monitoring them, your probability of success increases considerably.

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By Dirk Zeller

ExecutiveAgent Magazine

Turn to Kinecta – Let’s build solid financial futures together.

With a vast array of mortgage products, Kinecta has an option that will fit your client’s financial situation and provide homeownership longevity.

For example, our non-warrantable condo loan program: • Projects with 21 or more attached units • < 20% of the units may be owned by a single entity, such as the builder • At least 35% of the total units in the project must be under contract for primary residence and second homes • Minimum 10% of the total units in the project must be closed and funded

• 50% of units and common areas must be complete • Located in Los Angeles or Orange County • Purchase & Rate/term refinance • Jumbo 5/1 and Jumbo 7/1 Adjustable Rate Mortgages

As your local lender, Kinecta understands the market in which you work and your clients live.

Contact me today!

Erik Jenner

Mgr. Mortgage Loan Sales NMLS# 38025 direct: 949.253.5337 | fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Visit the Kinecta booth at: OCAR Expo, November 2, at UC Irvine and NAR Expo, November 13-16 at the San Diego Convention Center

Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use.

18169-06/15

E XECUTIVE AGENT

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MAGAZINE

James Villa Written by Haley Freeman

R

eal estate has always been the focus of James Villa’s career. While earning his business degree at CSU, Sacramento, he began working as a leasing agent at a property management firm where he gained great satisfaction from helping people get into an apartment they loved. His service acumen, work ethic and leadership skills

to lose its glamour. Ultimately, I wanted to get back to helping people.”

James decided to place himself back in a professional environment where he would have a greater impact on the lives of real people. After interviewing at Coldwell Banker’s Irvine office, he knew he had found a culture consistent with his personal values, where he could thrive in his new role in the real estate industry.

No Magic Bullet It takes a special person to venture out and brave the unknown. That is exactly what James did when he left his secure, six-figure income to become a Realtor®. “It felt pretty crazy at the time, but it’s been fun being my own boss and running my own company. In terms of the reward from your work and the dedication you put into it, you see it more intimately. My passion is helping people and seeing clients make memories in their new home.”

James started with Coldwell Banker in late 2013 and distinguished himself as Rookie of the Year in 2014. He is also a member of the Sterling Society, ranking among the top 14 percent of his international peers.

“It has been amazing,” he says. “These awards are simply a testament to the joy of helping people. For me there is no greater rush than getting a phone call or text from someone asking for help in buying or selling a home.”

James treated real estate like a corporate job, working long hours and sitting open houses for other agents to build a database. “A lot of times I was working seven days a week, getting out into the neighborhoods and meeting as many people as I could. There is no magic bullet in this industry. It just takes a lot of hard work.”

all contributed to his rapid professional advancement, and he was finally promoted to the position of regional asset manager.

“I liked the financial aspects of working with institutional lenders and assessing ROI on the rehab projects we were doing,” James remembers, “but after a while it started

The support he has received at the Irvine office and the superior business tools provided by Coldwell Banker have helped to ensure his success. “The management and broker support here are amazing. There is a lot of experience in this office, and there is always someone to help so you never feel like you’re alone. It feels very intimate even though we are the largest brokerage in the world.”

Success Leaves Clues James believes that “success leaves clues,” so he set out to model his business after the top producers in the area. He also invested in his success by seeking high-level coaching.

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“It was scary at first, because it was a big investment.

But after doing the research, I was comfortable that it was the right move to make. I knew coaching would be vital to my success.”

James integrated the discipline and accountability he gained from his industry education with his innate customer service skills to hone a business where clients’ expectations are constantly exceeded. He leverages the best of technology to scale his business, while giving priority to personal service.

“There is no substitute for human interaction. Technology may create efficiency, but may also not be as impactful. The face-to-face and phone interaction of this business is by far the most important thing.”

James enjoys a five-star Zillow rating, and clients describe him as “a miracle worker” and “a man of his word.”

He also draws on his years of experience in property management to guide clients from an investor perspective and encourages clients to look at real estate on a macro level, considering the length of time they will own, area growth projections, rent appreciation and historical turnover.

experience to see past their love for a particular house and how their decision will impact their financial future.”

The Thrill of Doing What he Loves James and his wife are preparing to welcome their first baby, and soon they will be purchasing a new home to accommodate their growing family. “I especially like the excitement of working with first-time homebuyers. It all comes back to the thrill of helping folks make the largest purchase of a lifetime. For me, every interaction is about doing the right thing, serving the client and exceeding their expectations.”

James Villa Coldwell Banker Residential 6833 Quail Hill Parkway Irvine, CA 92603 Tel: 949-381-1851 Email: James.Villa@coldwellbanker.com Web: www.JamesVillaRealEstate.com CalBRE # 01902257

“There are many pieces of information to consider before formulating a final opinion. A client may not have the

Following His Passion ExecutiveAgent Magazine

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Choose To Enjoy Life!

W

e have a choice to make our life interesting and exciting, or we have a choice to get into the mundane of life.

When we get into the mundane of life, life escapes us, to be gone never to return. Very few of us actually take it up as a challenge to enjoy life and to make it exciting.

Most of us just slip through life. We drive through life as if we are driving on a highway without choosing to go left or right. We just keep going where the road is going, and at the end, we arrive at a destination that we may not have decided to reach. But because we did choose to go where we want to go, we have reached and arrived somewhere else.

Stop! Don’t just drive through the highway of life, but think who are you? What do you want? Where you want to go? If you keep going where you are going, will you get to where you actually want to go? When you get to where you were going, will you be happy? These questions must always be on the top of our minds , and they must decide the direction and where we are going.

RVM is a ‘Positivelife’ philosopher, an Author, Speaker, Poet, Singer, Philanthropist and Motivator

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ExecutiveAgent Magazine

OUR CONSULTANTS Brian Fraser

Josh Lander

Doc Spaulding

Area Manager 714.488.2245

Area Manager 619.602.1587

Area Manager 858.750.9110

NMLS ID 653793

NMLS ID 766437

NMLS ID 657535

Dave Gaylord

Manny Cien

Joel Berman

Sr. Mortgage Consultant 949.939.6011

Sr. Mortgage Consultant 619.277.3431

Sr. Mortgage Consultant 619.279.2935

NMLS ID 257383

NMLS ID 664734

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Let’s Change Lending Together It’s a fresh new era in the mortgage industry. And we’re leading the reinvention. We carry out our mission to provide a refreshingly simple and expedient home financing experience with every client.

Greenpath Funding can provide homeowners with what they have always wanted and deserved:

Greg Wickstrand

Tim Fiero

Dreama Brown

Sr. Mortgage Consultant 619.471.1708

Sr. Mortgage Consultant 619.223.4184

Sr. Mortgage Consultant 619.890.3037

NMLS ID 664707

NMLS ID 681631

NMLS ID 512330

Excuse-free transactions closed on time by professionals who understand that a home is more than an investment.

Strong pricing, competitive products and fast closings. We work to find the right loan to fit short & long-term financial goals.

Mark Joplin

J. Horacio Herrera

George Radlick

Sr. Mortgage Consultant 619.368.1294

Sr. Mortgage Consultant 619.646.5800

Sr. Mortgage Consultant 760.579.1998

NMLS ID 653792

NMLS ID 347564

NMLS ID 681674

Ryan Amaro

Chris Young

Mark Schumann

Mortgage Consultant 619.729.1161

Mortgage Consultant 949.340.2622

Sr. Mortgage Consultant 858.688.1617

NMLS ID 1101389

NMLS ID 1221129

Offices in all three major county markets, Orange, Riverside and San Diego for easy access and community knowledge.

NMLS ID 237029

info@greenpathfunding.com | Toll-free: 800.272.LEND

greenpathfunding.com

CORPORATE HEADQUARTERS: 26800 ALISO VIEJO PKWY., NO. 100 | ALISO VIEJO, CA 92656 | 949.831.3000 Armando Formariz

Jenna Tolman

Sr. Mortgage Consultant 619.733.3697

Mortgage Consultant 949.702.0532

NMLS ID 294420

NMLS ID 999566

Greenpath Lending, LLC is an Equal Housing Opportunity Lender. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Mortgage License # 4131010 The Lending Partners, LLC (forced name in CA) Greenpath Lending, LLC. All Rights Reserved. NMLS ID 996608

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

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

A

n accomplished real estate professional with a passion for life, Fred Stepanian maintains a fresh and positive attitude toward his industry. There is genuine joy in meeting challenges head-on, in providing exceptional service for his clients and assisting them in meeting their diverse needs. Relationship-driven and dedicated, Fred reveals a lifelong spirit of entrepreneurialism that has been tailored to his successful real estate business.

“I was never taught to work for someone else,” explains Fred. Even as a young man he was focused and determined to achieve his goals. He earned his real estate license while still in college, launching his career in property management. Within six months of graduating he was building a steady clientele as a real estate professional. Fred acknowledges that his musical background was instrumental to his early success.

“As a musician, you build key characteristics that are with you for the rest of your life,” he says. “First, you become a perfectionist. Working on a piece of music takes dedication; you must practice daily until you get it performance-ready. As a salesperson, I have always been a perfectionist. Anything I put out – from marketing pieces to contracts – has to be on point.

“In music, as in sales, you aspire to be the best,” he continues. “Building a competitive spirit is the second characteristic that I’ve acquired through music. This isn’t about money: I want to be the number one agent in my area, and I am.” While he’s recognized as a top producer in Westpark, Tustin Field and Villages of Columbus, Fred has never been content to rest on his laurels. He is forward-thinking and ambitious, identifying an expanding network of markets that are ripe for his exceptional level of knowledge and care.

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Lorraine Murray Buyer’s Specialist

Maggie McIntee Buyer’s Specialist

Mark Gianotti Team Coordinator

His persistence has been a defining characteristic of Fred’s personal and professional endeavors. Music has taught him that practice is essential to a successful performance, and he takes the same approach to real estate.

“I don’t take ‘no’ for an answer,” he acknowledges. “I’ll follow up and follow through until I am satisfied with the results.” Persistence, he adds, isn’t necessarily akin to pushiness. Says Fred, “I am a firm believer in educating my clients and serving as a resource for their questions and concerns. I’m not here simply to sell products, but to provide the information they need to make their own decisions.”

A closed transaction is only the beginning, notes Fred,

Bobbi Caves Buyer’s Specialist

Gina Miramontes Buyer’s Specialist

who capitalizes on the opportunity to better the lives of his clients and their neighbors through successful sales. “The majority of my business is driven by referrals, so I commit to keeping my clients happy,” he says. “But it’s also important to note that the sales I represent have a direct impact on the comparable values of neighboring homes.

When I negotiate a solid price for a listing, the entire community benefits.”

He adds, “An intelligent and knowledgeable real estate professional offers quality service, represents his or her clients’ needs, and garners solid sale or purchase prices.

This has been my approach since day one, and it has earned me a loyal base of repeat and referral business.”

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“The Group Element Adds Notable Value To The Real Estate Experience For All Clients.”

- Fred Stepanian In order to ensure that all clients’ needs are effectively met, Fred works with a team of real estate specialists who have tailored their services within their geographic areas of expertise. In Westpark his business is billed as “Fred Stepanian and the Westpark Team,” while “Fred and Esther” are market specialists in the communities of Tustin Field and Columbus. Esther Klempner, Fred’s longtime partner both professionally and personally, is a former attorney who launched her career as a real estate broker in 2004. Her approach to business meshes well with Fred’s philosophy: an energetic and positive outlook is focused on the needs of her clients.

Her legal background has provided a solid foundation upon which to build her real estate career. Esther is an exceptional negotiator who excels in managing transactions and contracts, and a professional for whom providing stellar service is a priority. “I’m not selling homes,” she explains. “My role is to provide my clients with the information they need to make their best decisions, to walk them through the process of finding and buying a home, and to act as their advocate throughout that process.”

“I began to realize that I enjoyed real estate transactions more than I did the practice of law,” recalls Esther of her transition into the field. “So often in law, there is a winner and a loser. With a lot of negativity driving business, people usually weren’t happy.” She continues, “In real estate, I’m able to facilitate a positive transaction, to care for my clients’ needs and, eventually, to help them achieve their goals and find their homes. It’s a wonderful opportunity.”

his client base; collegially, he is acknowledged as a solid professional who specializes in creating striking, highend marketing packages. Fred’s creativity isn’t limited to music; he has worked as a professional visual artist, and takes tremendous pleasure in capturing the unique appeal of each property he represents. “I’ve found that creating comprehensive campaigns can be an art form in itself,” he says.

While Esther’s focus is on buyers, Fred takes the lead on sellers. His reputation as a listing agent extends beyond

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Fred’s real estate team also includes four very experienced buyer agents: Maggie McIntee, Gina Miramontes, Lorraine Murray and Bobbi Caves.

Mark Gianotti leads the team having come from 20 years of successful management and escrow experience. Under his astute leadership, the team has flourished – becoming one of the most accomplished buyer’s teams in the area.

With extensive experience as a buyer’s agent, Maggie goes the extra mile for her clients. A true advocate for her clients’ needs, Maggie’s impressive list of repeat and referral clientele is a testimony to her professionalism and candor throughout the buying process.

Lorraine has been representing clients for the past six years and is a caring and accommodating REALTOR®.

As a result, her clients have come to rely on her to meet

their unique needs. A former software developer for Bell Laboratories, her analytical mind helps her find creative solutions to challenges. She’s also a doting grandmother to one grandchild with another one on the way!

Look up the word “communicator” in the dictionary and you might just see a picture of Gina Miramontes. She truly knows that listening means more than just hearing the words – it means being able to truly understand her clients’ needs through both spoken and unspoken communication. It’s a gift her clients have come to appreciate.

Bobbi Caves has worked with both buyers and sellers since 1999. Bobbi knows that though trends come and go, there’s no substitute for exemplary customer service.

Skilled in all aspects of a real estate transaction, Bobbi is a specialist when it comes to foreclosures and repossessions.

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The group element adds notable value to the real estate experience for all clients, says Fred, because of the unique dynamic that his team enjoys. “We are like a family,” he offers. “We respect each other and are constantly sharing ideas and information amongst ourselves.” Committed to ongoing success, the group remains focused on personal and professional growth. “We don’t just want to be leaders in our marketplace,” Fred reveals. “We are also dedicated to ongoing education and consistently improving our business model and systems. Our clients deserve the highest level of care and representation, and we do what it takes to meet their expectations and needs.”

estate, it is completely possible for an agent to market listings, negotiate contracts and still manage to cultivate client relationships. That’s how I run my business and my life, and it has yielded excellent results.”

His energy is palpable; Fred’s positivity is a tangible representation of his passion for his business and his clients. Despite an award-winning business volume that continues to buck market trends, he makes time to pursue his own passions, including music, art and cooking. Attributing his remarkable ability to multi-task with extreme efficacy to his musical training, he explains, “In music you can sing and play an instrument simultaneously. In real ExecutiveAgent Magazine

FRED & ESTHER Stepanian Group Keller Williams Realty 4010 Barranca Pkwy., Ste. 100 Irvine, CA 92604 Tel: 949-252-1400 - 714-920-9088 Fred@stepaniangroup.com Esther@stepaniangroup.com www.StepanianGroup.com CalBRE # 00792314 - 01385225

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IS TECHNOLOGY ON THE WEB JUST ANOTHER POORLY PLANNED OPEN HOUSE?

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ell you guys, It’s happening again. We’ve got a new spider web for real estate buyers and sellers. You know, one more to add to our long list of up-time, open houses, non-solicited personal referrals and walk-ins. There will be many that will argue with me that all of the above mentioned lead generations have been profitable one time or another, but one thing is true with all of the above and that is they require a decision of the client to interact with you and not visa versa. These are all methods called passive prospecting or passive lead generation. Basically you build your web and you wait for your client. In fact, the new vernacular is to make your web site sticky!

For 25 years I have tried to add value to every clientagent relationship. Whether the lead was pro-actively obtained or passively obtained. I have found that the dividing line between top producers and low producing real estate agent is usually that the low producers depend on a passive form of lead generation without good interaction skills and have no pro-active methods to obtain leads.

Iam worried that the web will become just another poorly planned open house.

I believe it is the brokers’ and managers’ responsibility to hold their real estate agents at a much higher competence level. They must make sure that there is a business plan in place to effect the client’s lives for the better not just order takers. Remember there are web sites much bigger than any of us will hope to be that are going to be professional order takers.

What we must learn as we have in the past, is we must turn our passive lead generation activities into client pleasing activities and supplement the business with more pro-active activities.

We have taken the open house and shaken it up over the last few years. My students have learned how to:

• We have added additional advertising sponsored by affiliated lenders so that more people will be able to find the open houses.

• We have had multiple open houses in the usual time of 12:00-3:00 so that each open house is shorter but more people will be able to see different homes.

• Lastly, we have implemented follow-up campaigns including thank-you notes and search systems supplied to the potential buyers.

This takes the usual passive open house and turns it into a pro-active prospecting client pleasing and helpful activity. We are doing the same with the Internet. No longer should a real estate agent be encouraged to have a web site that does not pro-actively change the client’s life.

It’s no longer good enough to build your web site, have pretty pictures and have your listings on there and hope that someone will contact you. It is time that we built complete business plans around our web sites.

For instance, maybe have a section on absentee owners.

The real estate agent would call and write to absentee owners and direct them to the web site for copies of rental applications and other services supplied to people who own real estate in the real estate agent’s town but do not live there. Or maybe a section on alternative agent compensation programs that will educate the clientele on different ways that they can pay for a real estate agent’s services.

The bottom line is the days of waiting for an incoming phone call from an ad, a walk-in, or someone at an open house is over. The Internet and a real estate agent’s personal web site should not be just more of the same. Let’s build ancillary services around these contact points and fill them with value.

• Notify all of the clients surrounding the open house, including the agent’s database so they will all be excited about the open house.

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Written By Walter Sanford ExecutiveAgent Magazine

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BANKER E X E C UTIVE

Ben Anderson Executive Banker of the Month

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Ben Anderson Honing his Competitive Edge Written by Haley Freeman - Ian Wiant Photographer

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idely recognized as one of the top loan originators in the nation, Ben Anderson’s penchant for excellence is manifest in everything he does. Ben does not leave results to chance. He leverages a top-notch team of the highest quality professionals who follow his proven formula for success to deliver consistently superior service.

Ben was a talented collegiate baseball player who reached a crossroads at which he had to choose whether he would pursue a career in sports, or seek his fortunes elsewhere.

After graduating from Biola University, Ben was encour-

aged by a trusted associate to apply his extraordinary drive to mortgage lending. Strongly motivated by the appeal of having control over his own destiny, Ben took the leap.

“Sales was the next best way to fill the void of competitive day-to-day activities. It came naturally to me to take my competitive zest and move it into mortgage banking.”

Ben emerged in the field as an immediate superstar, performing as the top-producing credit manager at Secured Funding Corporation for 48 consecutive months. After playing an instrumental role in moving that company to the position of the largest second mortgage lender in the nation, Ben went on to distinguish himself as a producing sales manager for a retail lender, where among his many accomplishments, he and his team produced over $1 billion in sales.

A Different Uniform The skills and qualities Ben honed as an athlete are the same ones that make him an exceptional lending professional. He describes the two environments as “exactly the same.

There couldn’t be more parallel between sports and business – it’s the same, just with a different uniform. I apply all of the things I learned in sports: show up early, be prepared, take care of body and mind, learn how to work with different personalities and overcome things that don’t go your way, and always be the last to leave.”

After a decade of leading people to success, Ben encountered a unique opportunity at Guaranteed Rate, where he accepted a position as a producing branch manager and vice president of mortgage lending in 2014. “They had a proposition for me. They said the people in this office produce the kind of volume I had been doing, but in half as many hours. I was always taught that if you wanted something done right, you had to do it yourself.”

But being part of a team instead of “running the whole show” had an appeal for Ben, a seasoned athlete who knows first-hand the power of a practiced team. And as a father of young children, Ben saw a chance to achieve greater work-life balance and carve out more time for his family.

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Ben with his wife Morgan Guaranteed Rate made good on their promise and surrounded Ben with other skilled professionals who demonstrate his same commitment to service excellence and customer satisfaction. “It feels great, and it’s good to empower people to do their job. I enjoy growing people and investing more of my time teaching them to be independent thinkers. The only way to get my business to the level I want it is to put time into the support staff so they understand they have the ability and license themselves to push files and clear conditions. That way, I can pull back from production and focus on growing the business.”

As a leader, Ben believes “if you’re the best player but

not the hardest worker, those around you won’t respect you. Even when I’m not in the office, I’m still checking in so people know I’m there, engaged, and ready to support them.”

In addition to always being the hardest worker on the team, Ben also sets the example for taking personal responsibility. “You have to be a leader by doing. Words only matter so much. I never give anyone license for making an excuse, including myself. It doesn’t matter whose fault it is, the question is always, ‘What could I have done so that mistake wasn’t made?’ I say you can either be a fire fighter or a fire starter.”

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The company’s culture strikes just the right balance for growth – with the flexibility and agility to respond and improve client services, as well as to accommodate the needs and visions of employees. This climate is a healthy one for Ben to develop his brand, and he has plans to expand his reach globally through radio and television.

“People here listen if you want to change policies and procedures, and change happens quickly. It’s not like larger institutions where you have to go through 15 levels of management to get things done. The focus here is on originators, without the usual opposition between sales and operations you see in many organizations. And the good pricing and support we have attracts the best talent.”

Clients as an Annuity In a market where the number of cash buyers has decreased over the last year, the role of lenders is again growing in importance to Realtors®. Ben cites his ability to get loans closed and to refer buyers to agents as the two pri-

mary reasons Realtors® like to work with him. Guaranteed Rate is large enough to provide full access lending, and small enough to respond nimbly and get buyers into the right loan products.

“The market has shifted now with only 10-15 percent cash buyers this year. That means agents have to rely on lenders to get transactions closed, and if you want to get loans closed, you go to the best in the business. We’re a big company that still has a privately-owned feel to it.”

Ben doesn’t just rely on Realtors® to bring clients to him, he is actively building relationships with people, prequalifying and developing potential buyers, and referring business to agents. “I get clients all the time that don’t have Realtors®. When I take a client, I’m trying to turn it into an annuity. I’m trying to do 10 transactions with that client before their home is paid off. I look at their finances and recommend how and when they can buy more property, and then send them back to an agent. I also ask to meet their friends and family and create more referral opportunities.”

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Morgan, Kingston, Ben and Brody

Ben believes everyone is eligible for a loan – it’s just a matter of timing. “It’s like drafting for a sports team.

Sometimes you draft someone you don’t have a need for.

But in two years when somebody retires, you’re ready to go. I prequalify clients knowing they will qualify at some point as programs change or credit improves. I tell people not to be afraid to go out and apply. You have to get the process started.”

Heart of a Champion In spite of his busy schedule and commitment to client service, Ben reserves an important part of himself for his wife, Morgan, and their children, Kingston and Brody.

Ben gives his family 100% of himself at home “I love and enjoy watching my kids fall in love with sports, just like I did at their ages. Kids grow up so fast – you only have them for so long, so while I work a lot of hours, I make sure my kids get all of me when I’m home.”

Morgan has been Ben’s #1 supporter, encouraging him to continue to not only be the best business person he can be, but also the best family person Ben can be, she holds the home together so Ben can continue to grow his business.

Ben grew up in the Greater Bay Area where his parents run the Bay Area Rescue Mission. He grew up working there and remains an active fundraiser and supporter of their programs designed to assist inner city kids and homeless.

According to Ben, you can never rest on your laurels and the season you had. Successful people are always improving. “I don’t set goals that limit my potential. I want to come in a little bit better every day and bring my team up with me.”

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Ben Anderson - Branch Manager Guaranteed Rate 230 Commerce, Ste. 200 Irvine, CA 92602 Tel: 949.430.0807 Ben.Anderson@guaranteedrate.com www.guaranteedrate.com/benanderson NMLS ID 320166 Guaranteed Rate: NMLS ID 2611 ExecutiveAgent Magazine

匀䄀嘀䔀 吀䠀䔀 䐀䄀吀䔀 䄀一䐀 倀刀伀唀䐀䰀夀 倀刀䔀匀䔀一吀匀

䴀伀一䐀䄀夀Ⰰ 一伀嘀䔀䴀䈀䔀刀 ㈀Ⰰ ㈀ ㄀㔀 刀䔀䜀䤀匀吀刀䄀吀䤀伀一 伀倀䔀一匀 䄀吀 㠀㨀㌀ 䄀䴀 倀刀伀䜀刀䄀䴀 刀唀一匀 㤀䄀䴀 ⴀ 㐀㨀㌀ 倀䴀

圀夀一䐀䠀䄀䴀 䄀一䄀䠀䔀䤀䴀⼀䜀䄀刀䐀䔀一 䜀刀伀嘀䔀 ㄀㈀ ㈀㄀ 䠀䄀刀䈀伀刀 䈀䰀嘀䐀Ⰰ 䄀一䄀䠀䔀䤀䴀Ⰰ 䌀䄀 㤀㈀㠀㐀

刀䔀䜀䤀匀吀䔀刀 䘀伀刀 䔀䄀刀䰀夀 䈀䤀刀䐀 倀刀䤀䌀䤀一䜀 一伀圀 圀圀圀⸀䔀倀刀伀一䄀刀⸀䌀伀䴀⼀一䄀刀ⴀ吀䔀䌀䠀ⴀ䔀䐀䜀䔀⼀䄀一䄀䠀䔀䤀䴀

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Written by Rich Casto

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Empowering Your Agents reat recruiters are great coaches. They have a great sense of the business and pass that knowledge to their agents. This will be the first of a series of articles that address critical areas that agents need coaching in. It is called The Empowerment Series.

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you. Then we will come up with a counter offer price. At that time, I will gather all the evidence possible that proves that your counter offer makes your house the best house at that price in the entire area. I will attach this evidence (comparables) to the counter offer.”

One of the most crucial skills sellers’ want from their agent is the ability to negotiate. Most agents have no strategy. No strategy means it is not addressed in the listing presentation. This makes the agent vulnerable to discounting agents.

“I will put a cover letter on the counter offer, covering a few items: 1. Thanking the buyers for their offer.

2. Letting them know their agent is working hard for them and has earned my respect.

3. Letting them know that our counter offer, based on the evidence attached, makes the property the best house in the area for this price. And to please review the offer with their agent.

4. Telling them that the sellers (you guys) are very thankful for the offer and want to insure that all parties are pleased with the contract and want to create a win-win.”

Below is actual dialogue that is based on principle: “Mr. and Mrs. Seller, the most critical piece in the process of getting your home sold is the negotiation. Let me specifically detail how I will negotiate an offer on your home.”

“When we receive an offer I will immediately call the buyer’s agent and thank them for their hard work.

Commend them for a job well done, recognizing the fact that it takes a lot of hard work to find the right home for buyers and also to go through the contract process. I will also commend them for making the offer on (my sellers’) home.

“I want to enroll the other agent. We want to make this a win-win situation. Most agents negotiate win-lose or they have no negotiating strategy at all. Did the other agents explain their specific negotiating strategy? Wouldn’t you agree that this is the most important part of getting you the highest price?”

“Ok, back to this offer. I will let the agent know that we will get back to them promptly.”

“No matter what the offer looks like, even if it is way too low of a price, we do not have to get upset. The reason? We don’t have to sell it for that price!”

“Mr. and Mrs. Seller, wouldn’t you agree this is by far the best way to get the highest price for your home? Did the other agents demonstrate their skill and understanding in negotiation? Would you agree the ability to negotiate could get you 2, 3, 4 or 5% more for your home? So, you may be getting a listing fee discount of 1%, but it may cost you much more on what you actually receive from selling your home.”

If you want your agents to have more value in the listing presentation coach them to be more skillful. That is the value you should bring to your agents. Provide that kind of value and you will stop recruiting, and start attracting.

Rich Casto is Founder of Rich Casto & Company, The Real Estate Coaches, The Leading Management and Recruiting Solutions Experts. © 2008, Rich Casto.

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

“At that point, I will show you a snapshot of the market, both houses sold and those currently in competition with

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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

800-826-HOPE

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

11/25/13 6:02 PM

Your homeownership goals deserve our attention Contact one of our Wells Fargo Home Mortgage consultants for your free preapproval today.

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

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Brigitte Golay Haberl Home Mortgage Consultant 714-396-5590 NMLSR ID 899374

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Devon Doan Home Mortgage Consultant 714-767-5664 NMLSR ID 754683

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Lorena G Rodriguez Home Mortgage Consultant 714-625-6100 NMLSR ID 419125

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

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

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. Š 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1066288 Expires 05/2016