AUGUST 2018 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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MACKENZIE & CANNON TEAM Executive Agents of the Month

INSIDE FEATURES: John Crispo

EHM Real Estate

Kimberly Doner

Douglas Elliman Real Estate

Casey Gordon

Rodeo Realty

Leo Rosete

New American Funding

FOR THE SECOND YEAR IN A ROW

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

NEW AMERICAN FUNDING

$2,104,682,790

LENDER #2

LENDER #3

$1,918,163,485

Brian Keranen Branch Manager Newport Beach NMLS #483697

PARTNER WITH US

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

ELI.FAIRFIELD@NAFINC.COM

(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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EXECUTIVE AGENTS OF THE MONTH

Mackenzie & Cannon Coldwell Banker Residential Brokerage

20 19

Inside Features

28

14

John Crispo

Kimberly Doner

EHM Real Estate

Douglas Elliman Real Estate

32 4

06

Casey Gordon

Leo Rosete

Rodeo Realty

New American Funding ExecutiveAgent Magazine

S. ORANGE COUNTY - AUGUST, 2018

Editorials

E XECUTIVE AGENT

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MAGAZINE

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Empowering Your Agents: Negotiation -Rich Casto

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.ExecutiveAgentMag.com

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Why You Shouldn’t Be Afraid of Making Mistakes -Craig Impelman

ADVERTISERS’ INDEX - NOC City of Hope....................................................38 Finance of America Mortgage.........................39

16

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

Did You Know You Can Create Miracles?

-Steve Rizzo

Kinecta Federal Credit Union...............................13 NAHREP....................................................................8 New American Funding............................................2 PWAOR...................................................................12

30

How to Solve Any Problem That Gets in Your Way -Jim Rohn

The Termite Guy......................................................3 Ticor Title Company...................................................40 VAREP..............................................................................9

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

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Choose to Enjoy Life!

-RVM

© 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.

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Is Technology On The Web Just Another Poorly Planned Open House?

-Walter Sanford

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Leo Rosete Written by Haley Freeman

These heartfelt words of appreciation came from a client who worked with Leo Rosete, Senior Loan Consultant at New American Funding in Anaheim.

After a decade in the industry, Leo is enthusiastic about expanding his service with the backing of New American Funding and the company’s support of an unparalleled production team.

Leo first met Branch Manager, Daniel Perez (NMLS #255550), when he was only 16 years old. “He did all the loans for my family, and I thought it was really interesting. I saw that he dressed nice and looked successful, and I asked him for an opportunity.”

When Leo turned 18, he went to work with Daniel. But shortly after, the market crashed. Leo continued to work with his mentor through those challenging years, acquiring the knowledge and skills to weather the down market.

Once Leo struck out on his own, he was primed for success. He became a top producer, achieving President’s Club status with a focus on purchase transactions.

I

f you’re looking for a Loan Consultant who is knowledgeable, up to date, and truly cares about his clients and their experience, then look no further! Anyone can get you a loan. Leo and his team will get you in the right loan for your situation.

Leo reunited with his mentor at New American Funding in 2018, where today he is building a team and poised for further growth. “New American Funding has developed a perfect system for closing loans fast and on time. I think we’re the best company out there, and it’s the reason we’re growing so fast.”

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Celebrating a Decade of Success Leo is paying forward the opportunity Daniel gave him 10 years ago by giving other motivated young professionals the chance to learn the business. His production team includes his brother, David Rosete, who heads up marketing. “David is very creative and does amazing work. He designs custom co-branded marketing templates for our Real Estate Agents, and that value has attracted some top agents to work with our team.” Junior Loan Consultant, Gandhy Nava, assists with loan preapprovals and helps guide transactions to a seamless close of escrow. Loan Consultant Assistant, Mary Flores, is friendly and efficient, facilitating communication and the thousand details that make a loan successful.

While still relatively young in years, Leo possesses a wealth of experience and is adept at handling complex loan transactions. He is also no stranger to hard work, as his niche is helping first-time homebuyers through CalHFA. “The interest rate on the first is competitive, and they can get a silent second for a downpayment that is deferred for 30 years, or they can refi later and combine the loans. Then all that’s left for purchase is to pay the closing costs. These loans are a lot of work, so most Loan Consultants don’t want to do them. But I know that when someone is buying a home, every penny matters.

This program can make the difference between someone becoming a homeowner or not. Because I have a team, we can help people get through the paperwork and have their American Dream.”

New American Funding also offers a conventional condominium loan with only little money down. “Since a lot of condos are not FHA approved, this program is a good alternative for getting into a home with minimal money up front.”

are out there two to three hours a day door-knocking to find clients. When they bring someone to me, I take care of them.”

While he is always responsive to clients, Leo’s career flexibility allows him time for his most important priority, his son, Dominic. Dominic is the inspiration for this single dad to succeed. “It’s all about making sure he gets the best,” Leo says.

Leo continues to practice the tried-and-true methods of business that have made him successful in the past, while forging new skills and opportunities for the future. “Dan taught me to always dress nice - he was strict about that. It’s all about presentation and the big picture. He also taught me to be a professional and run my business as a business.

I’m grateful for that advice. I believe that you have to love the business and take it seriously as a professional to be successful. I’m happy here, and I love what I do. I wake up every day, put on my tie, and say, ‘Let’s go!’.”

His years of experience give Leo the knowledge to be creative when helping buyers examine their lending options and qualify for a loan. “I’m not just looking for those picture-perfect files. I like to dig in and see all the options for my clients. And if they’re not ready to qualify today, I will work with them to raise their FICO and prepare to qualify in a few months.”

Leo Rosete Loan Consultant NMLS ID 255577 Tel: 949.419.5022 - 714.656.1175 Email: Leo.Rosete@nafinc.com Web: www.LeoRosete.com

When it comes to service, Leo is vigilant about answering his phone and remaining available to clients and Real Estate Agents around the clock and on weekends. “Agents

New American Funding 2099 S. State College Blvd., #102 Anaheim, California 92806

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS #6606. Subject to borrower and property qualifications.Terms and conditions are subject to change without notice. Not all applicants will qualify. Corporate Office 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 9/2018.

ExecutiveAgent Magazine

Introducing: L'ATTITUDE !

NAHREP is partnering with L’ATTITUDE, a new event concept that highlights the powerhouse of Latino buying power, political capital and technological innovation that is propelling the American economy forward. Engaging entrepreneurs, business leaders, artists, politicians and industry influencers, NAHREP at L’ATTITUDE is more than an event, it is a movement.

at

L'ATTITUDE SEPTEMBER 8 - 11, 2018 MANCHESTER GRAND HYATT HOTEL, SAN DIEGO

Four days of content focusing on:

MEDIA, ARTS & ENTERTAINMENT POLITICS & CULTURE BUSINESS & ENTREPRENEURSHIP TECHNOLOGY & THE FUTURE OF EVERYTHING

Register at nahrep.org/convention

HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

UPCOMING LOCAL VAREP EVENT VAREP Los Angeles chapter Veteran Charity Fundraiser - Golf Tournament

66 HOUSING SUMMITS

Friday • August 24, 2018 Rio Hondo Golf Club 10627 Old River School Rd • Downey, CA 90241

TO EMPOWER VETERAN HOMEOWNERSHIP

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries...

WE WANT YOU!

View the full VAREP Events Calendar at:

https://varep.net/eventsfront/advocacy VAREP SOUTHERN CALIFORNIA CHAPTERS

Coachella Valley Riverside San Bernardino

San Diego Los Angeles Orange County

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485

Empowering Your Agents:

Negotiation

G

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.

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.

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.”

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 10

“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!”

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

ExecutiveAgent Magazine

“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.”

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.

“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 ExecutiveAgent Magazine

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• Lunch • Longest Drive Contest • Awards Mixer

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• Scratcher Game • Closest to the Pin Contest – Winner Receives a TESLA for 24 Hours

SIGN UP AT WWW.PWR.NET/GOLF TAX ID: 03-0511249

Oh My, Jumbo Loans up to 50% DTI? Portfolio Lending – Hey, we’re flexible.

Expect the Unexpected when you partner with Kinecta. What better way to deliver on that promise than with our Portfolio Mortgage Program? It gives you the flexibility to close more deals by allowing for a debt ratio of up to 50%.

With fluctuating rates and property values, you need all of the help you can get to boost your clients’ buying power. You can do just that with our expanded debt ratio program: • No adjustments to the rate – That’s right no rate adjustment!

• Most big banks hard stop at 43% DTI – Our 50% DTI program can mean the difference between your clients being approved for their dream homes or being forced to settle for lesser homes.

• Avoid qualifying surprises – Such as discovering one day before loan contingency removal that your client has a debt ratio income issue – uh oh.

Contact me!

George Deekrich

Sr. Mortgage Loan Consultant NMLS #194556 Dir. 949.293.7359 Cell 714.955.9191 gdeekrich@kinecta.org www.kinecta.org/gdeekrich

Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this flyer 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.

19748-05/18

E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Kimberly Doner

R

ealtor® Kimberly Doner is young, savvy and eager to help you buy or sell your next California home. After achieving #1 top-producer status among an office of 250 agents in the South Bay, she joined Douglas Elliman in 2016, one of the nation’s largest residential real estate companies and a service leader in luxury markets around the globe. She is now working alongside some of the top agents in the industry, but that doesn’t shake her confidence. “I’m not at the top

in my office anymore, but I prefer it that way,” she says.

“I have more to strive for.”

From her office in beautiful Manhattan Beach, Kimberly is continuing to shine as a professional who works smart in addition to working hard. She possesses numerous certifications that certify her as a real estate expert, but she says, “The best experience is doing transactions and getting hands-on, as opposed to sitting in a classroom.”

ExecutiveAgent Magazine

Kimberly has gotten plenty of hands-on experience during her decade-long career, as she is approaching $70 million in closed transactions. This go-getter trades on results, not promises, delivering a consistent list-to-sales price ratio of 107 percent with an average of less than 10 days on market.

Demand for Kimberly’s representation is so great, she has begun building a team to ensure that her clients receive seamless customer service. “My goal is to always outperform myself by increasing my sales volume year over year. My full-time, licensed assistant, Lauren, makes it possible to continue on this growth trajectory.”

With 62 five-star Zillow reviews and counting, Kimberly’s past clients are eager to share their opinions about what makes her service extraordinary. A recent seller reported: “Our experience in selling our California home with Kim Doner has been incredible. Being in the mortgage business, I know a lot of agents. She went above and beyond our expectations as a Realtor®. The suggestions she made from staging, updating, repairs and cleaning really made the difference in the sale of our home. We did not expect to get so many offers so quickly and well above asking price. We were out of the state and she handled all organizing and scheduling of our property. There would be no hesitation to use Kim again and recommend her to all of our friends. She is a true professional and has extreme talent in real estate.”

As the wife of a firefighter/paramedic and the mother of two little girls, Kimberly has the added challenge of juggling duties by taking care of her girls (often times by herself for days at a time due to her husband’s work schedule) and working days, nights and weekends. The loving support she receives from her close-knit family makes it possible for her to maintain balance in the personal and professional spheres of her life. She says her motto is “work hard, play hard.” She and her husband are both winter sports enthusiasts and look forward to teaching their young daughters their favorite sport, snowboarding.

First-time buyers who described Kimberly as “highly personable, extremely knowledgeable on the South Bay, and a great process guide,” went on to relate the outcome of their transaction: “Kim started by asking what WE wanted in our first home (honestly, this is more rare than you think - most agents tell you what you should want without listening to you) and armed with that information, she guided us on the best locations in the South Bay to begin our search. But Kim’s real value kicks in after your offer is accepted. Her deep knowledge for the home buying process and her responsiveness to our questions put us completely at ease throughout escrow. In addition, Kim’s network of inspectors, handymen, and contractors helped us take care of all the necessary work needed on our new home before we moved in. And to top it off, after we closed, Kim and her assistant Lauren offered to help manage some of the work being done on the home while we were on vacation (even offering to go to the home to let workers in!).”

Known for her honesty, responsiveness and care, Kimberly remains connected to the families she represents during a real estate transaction and long after it closes. She creates lasting friendships founded on respect and trust, while striving to deliver premium service and unparalleled value. “By doing the right thing every time, I hope to earn my clients’ business for many years to come.”

Kimberly Doner Douglas Elliman Real Estate 3701 Highland Ave., Suite 200 Manhattan Beach, CA 90266 Tel: 310-720-7933 Email: kimberlydoner@gmail.com Web: http://www.kimberlydoner.com CalBRE # 01828186

Doing the Right Thing Every Time ExecutiveAgent Magazine

Did You Know You Can Create Miracles?

D

id you know that you can create miracles? Yes, that’s right. You can create miracles. In fact, our main purpose on this planet is to create miracles.

Keep in mind that sometimes a miracle is nothing more than a shift in perception. It’s looking at something where at one point seems absolutely impossible to achieve, then with a shift in the way that you’re thinking, that impossibility suddenly becomes very possible.

All miracles start with a single thought… and idea. Stay with me here and allow me to make my point.

Besides being dead, what do Thomas Edison, Alexander Graham Bell and the Wright Brothers have in common?

All three were inventors. Well, there was a moment in time where the light bulb, the telephone and a flying machine were just seed possibilities in the minds of the inventors.

But the more attention and intention they gave to those thoughts, the more similar thoughts—or “likethoughts”—came into play. And the more like-thoughts that came in to play, the stronger their vibration to the Law of Attraction was, and so on and so on.

Eventually, those small insignificant thoughts multiplied and evolved into powerful beliefs. And those beliefs eventually led to taking action, which played out into their experience and the Universal Law delivered wonderful circumstances, conditions and people to work in their favor, and their desires began to manifest.

Were they confronted with challenges and doubts along the way? Absolutely! But they kept forging ahead. Until one day, behold, on all three accounts, a miracle took place. What once seemed impossible, even ridiculed and laughed at by the great majority, became a miraculous

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happening for all to witness and praise. And all three, like all other inventions, discoveries, works of art, business endeavors and dreams that come true, theirs started with one simple thought—a simple shift in perception. A seed possibility. That, my friend, is how miracles happen.

Here’s my point. Thoughts are the first step for all things to be. If you believe it hard enough and work hard enough, it will become reality.

Not only does the above statement rhyme, but it is also a fact. Our greatest gift is the power of thought. And I don’t mean just the ability to decide between a salad and a sandwich for lunch. I’m talking about the ability to change your environment with your mind! It is the foundation of free will. Thoughts are pure energy that can take you to the highest of highs, or the lowest of lows.

Each and every one of us has the power to shift our way of thinking to transform our lives from failure to success, from unhappiness to fulfillment and from lack to abundance. You didn’t think you were that powerful, did you? Well, you are! We all are! It’s just that most of us don’t know it. People are more in control of their lives than they think.

Steve Rizzo is a personal development expert, comedian and author known as the Attitude Adjuster. Steve worked as a comedian, sharing the stage with Jerry Seinfeld, Rodney Dangerfield and Ellen DeGeneres, among many others, before becoming a motivational speaker and author. He has been inducted into the National Speakers Association’s Speakers Hall of Fame. Visit his website at SteveRizzo.com.

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EXECUTIVEAGENT MAGAZINE

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

MACKENZIE & CANNON TEAM Executive Agents of the Month

ExecutiveAgent Magazine

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nyone can have success once. But the true measure of success is one’s ability to produce a favorable result time and time again. Mac Mackenzie and Dave Cannon, co-owners of the Mackenzie & Cannon Team at Coldwell Banker in Irvine, lead an elite group of professionals that has successfully closed more than 2,000 real estate transactions totaling over $1 billion. They are a model for real estate success.

Born in Canada, Mac emigrated to the United States with his family as a child, and they embraced the American Dream in Manhattan Beach. Mac raised his own children in South Orange County, and he now resides with his fiancé, Laurie, in Anaheim Hills.

By the late ‘80s, Mac was a top-producing agent at Prudential California Realty. He moved his then 12-person team to Coldwell Banker in 1998, where he has maintained top-producer status ever since.

Dave also began his real estate career as a young 20-something. Two years into his journey, he was introduced to Mac and joined his team as a buyer’s agent. Over the last 16 years, Dave has proven himself an industry leader, accumulating more than $500 million in closed sales, and he became a partner three years ago. Dave is an Orange County native who is now raising his two children in beautiful OC with his wife, Summer.

Written by Haley Freeman - Photography by Ian Wiant

Starting in the industry at age 22, Mac toughed out the early stages of his career through hard work and perseverance, until he began creating duplicatable results. “I knew I

wanted to be a seller representative, so I threw all my time, energy and money into that. Over time, my business grew, and I began focusing on calling expired listings. I hired a part-time assistant, and things took off from there.”

ExecutiveAgent Magazine

Being both adaptable and nimble has contributed to the team’s longterm success. They weathered the years of the Great Recession with grace by preparing ahead of time to keep the company solvent while continuing to bring value to clients in a volatile market. No stranger to the highs and lows of real estate, Mac foresaw the downturn - a fact he didn’t just keep to himself. He made comments on the record with the “Orange County Register” as early as 2006, alerting the public to shifting market conditions. Mac, Dave and the team were quick to take action and among the first real estate professionals in Orange County to assist clients through the short sale process.

They were well-equipped with the right training, staff and professional relationships necessary to escort their clients through the crisis with minimal distress, positioning them

as best as possible for the market’s inevitable upswing.

Mac describes their company as a human-driven organization that uses technology to maximize business efficiency rather than as a crutch. While many agents rely upon the internet to drive leads, the Mackenzie & Cannon Team does most of its business by referral. The personal consideration they give to clients creates a bond that transcends a single transaction. “From the initial meeting, we prefer to meet face-to-face and give someone our 100 percent attention,” Dave explains. “When we shake someone’s hand at the end of a transaction, we want to do so knowing we did the best job we could throughout the whole process. Past clients turning into friends is something we pride ourselves on.”

ExecutiveAgent Magazine

A MODEL FOR REAL ESTATE SUCCESS

Today, the team focuses almost entirely on providing unparalleled seller representation and protection. “That’s where all the volatility is,” Mac says. “The state protects tenants and buyers, and it takes a lot of experience to know how to sell a property and protect the seller’s interests.

The only buyers we represent are those who have sold a home through us and want to buy another one.” The team also possesses the capital and reserves necessary to properly advertise and market listings to the correct audience.

Always innovating, Mac and Dave have recently developed a fresh marketing approach by which they are showing homes fewer than five times and consistently garnering multiple offers and selling over asking price - all in under 30 days. Mac says, “We have been able to change the profile of what we do for the first time in 10 years, and

we are really excited about the results!”

Another sector of the team’s business is unique properties. Dave enumerates, “We sold the Zane Grey Hotel on Catalina Island, and we have sold commercial property for one of the largest independent car dealers in Orange County. We’ve also sold multi-family dwellings throughout San Diego, Orange and LA counties.”

It is no surprise that the team’s extraordinary expertise makes them much sought after by the media. Mac has often appeared on CBS, KTLA, KTTV and FOX local news shows, and has been featured on the popular television series, “Flip This House.” Mac and Dave are also regularly quoted in the “Orange County Register” and other print media.

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Five years ago, Mac and Dave were asked by the “Orange County Register” to host regular real estate symposiums for the public at the newspaper’s corporate offices in Anaheim. “They gave us the opportunity to create 80 percent of the curriculum, and we’re the only agents supported by the ‘Register’ to do home seller workshops in Orange County,” Mac explains. “It’s quite a privilege to be the sole agents selected to educate their subscribers. Every month, we get on stage and interact with an audience of 40 to 50 people about real estate topics that relate to the current market.”

In addition to educating the community, Mac, Dave and their associates give back by supporting many local causes, from homeless outreach programs to local school sports. Mac and Laurie are team captains for their company’s team at this year’s Orange County Walk to End Alzheimer’s, and they are regular donors to the Alzheimer’s Association.

is so successful, but at the core, it is the mutual respect Mac and Dave have for one another - as people and as professionals. “In business, you need somebody you trust impeccably, someone you know you can count on, no matter what,” Dave says. “With Mac, I know I’m working with someone who will do everything as well or better than myself. He gives 100 percent and is always pulling the rope as hard as I am.”

Mac echoes, “Friendship is important, having that commonality of values and purpose that gives you the ability to perform for your client. Partnerships come and go, but friendship is a gift, and it should be treated every day accordingly.”

There are many reasons why this real estate partnership ExecutiveAgent Magazine

Mac Mackenzie & Dave Cannon Mackenzie & Cannon Team Coldwell Banker Residential Brokerage 6833 Quail Hill Pkwy., Irvine, CA 92603 Tel: 949-278-2379 - Email: info@macteam.com Web: www.macteam.com - CalBRE # 01038710 / 01329802 ExecutiveAgent Magazine

Why You Shouldn’t Be Afraid of Making Mistakes

I

n the book How to Be Like Coach Wooden by Pat Williams, Coach Wooden described why he was occasionally bothered if his players didn’t make enough mistakes in practice: “I wanted my players to be active, I wanted them doing things and initiating. I didn’t want them worrying about mistakes. Mistakes made while expanding boundaries are what I wanted. If we weren’t making mistakes, we weren’t far enough out on the edge. If we weren’t pushing against the walls of our capabilities, we weren’t practicing properly. The time to cut down on turnovers is during games, not during practice.”

In his book Wooden on Leadership with Steve Jamison, Coach described how this attitude applies to leadership and business: “A basketball team that won’t risk mistakes will not outscore opponents. The same is true for any organization.

Fouls, errors and mistakes are part of the competitive process in sports, business and elsewhere. Don’t live in fear of making a mistake.

“In sports, action often must be taken instantaneously to capitalize on an opportunity. In every organization, time is of the essence when opportunity knocks.

“Hesitancy, indecisiveness, vacillation and fear of failure are not characteristics I associate with good leadership.

“A leader must have Initiative—the courage to make decisions, to act, and the willingness and strength to risk failure and take a stand even when it goes against the opinion of others.”

“Mistakes come from doing, but so does success.”

–Coach John Wooden *** Coach Wooden believed that the person who is afraid to risk failure seldom has to face success, and that the only real failure is the failure to act when action is required.

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In Wooden On Leadership, Coach described this basic principle: “I told our team many times: ‘Be quick, but don’t hurry.’ By that, I meant to make a decision, take action, decide what you’re going to do and do it.

“Failure to act is often the biggest failure of all. Initiate quickly but not carelessly or in a hurried manner that makes a miscue more likely. I applied this same advice to my own actions. Do not be afraid of mistakes, even of failure.”

In his book Wooden: A Lifetime of Observations On and Off The Court with Steve Jamison, Coach described his approach when decisions didn’t work out: “You can always look back and see where you might have done something differently, changed this or that. If you can learn something, fine, but never second-guess yourself. It’s wasted effort. If I put a substitution in during a game at UCLA and he immediately makes a mistake, was my decision wrong? Absolutely not.

“It just didn’t work out. That was the decision I made based on past experience and without emotionalism. I made it with reason, but it just didn’t work out. Things don’t always work out. It’s also true in life. Does worrying about it, complaining about it, change it? Nope, it just wastes your time.”

Focus on preparation; take action and no selfrecrimination when the results aren’t to your satisfaction.

“If we allow the fear of failure to keep us from acting, we will never reach our full potential.” –Coach John Wooden As Coach Wooden’s grandson-in-law, Craig Impelman had the opportunity to learn Coach’s teachings firsthand and wrote about those lessons for his site, www. woodenswisdom.com. He is a motivational speaker and the author of Wooden’s Wisdom, a weekly “e-coaching module” that is distributed to companies nationally.

ExecutiveAgent Magazine

“If you’re not making mistakes, then you’re not doing anything.

I’m positive that a doer makes mistakes.” –Coach John Wooden ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

tion is truly my reputation,” he says. “People don’t choose me for the logo on my business card. They choose me for the value I bring. My reputation is something only I can control.”

As a young entrepreneur, John’s high energy and willingness to work harder than the competition aren’t the only attributes that have earned his clients’ business. He has also applied himself to becoming an industry expert, with the knowledge to answer questions and guide both first-time and seasoned buyers and sellers through a profitable real estate transaction.

A

former LA Golden Gloves competitor and personal trainer, John Crispo was inspired by a friend’s father to begin a career in real estate.

John’s self-discipline and work ethic were honed by years in the ring as a wrestler and boxer, making real estate a natural fit. Turning his competitive drive from sports to business, he quickly acquired an accountability partner, a seasoned agent who could help him learn the ropes and advance quickly in the profession.

Today, John is building his personal real estate brand at one of Orange County’s leading boutique agencies, EHM Real Estate.

Working with a boutique firm puts John and his brand front and center with his clients. “My reputa-

John is a Pricing Strategy Advisor (PSA) certified by the National Association of REALTORS®. This designation qualifies him to analyze home values from varying perspectives and advise sellers about how to price homes profitably and buyers about how to make appropriate and competitive offers.

“My knowledge in this area helps me set realistic expectations for my clients and make them more comfortable with the process. I can have honest conversations with sellers about the true market value of their home based on a detailed analysis, a conversation that can be difficult if they have an uninformed view of the market.”

Because of John’s strategic advice, homes consistently sell quickly and above asking price. “My last listing sold in three days for $10,000 over asking. We had 10 offers the first day.”

ExecutiveAgent Magazine

Serving With Care, Commitment and Trust

John is also a leader among his peers, serving the Orange County Association of Realtors® as both an ethics advocate and member of the grievance committee. “I have a great interest in real estate law, and what I love most is helping people. Professional ethics have always been huge to me, and I base everything in my business on treating others the way I want to be treated. As an ethics advocate, I coach other Realtors® as to how their actions fit with our industry regulations and code of ethics. In my role on the grievance committee, I get to help agents who have grievances with each other, as well as members of the public who have grievances against Realtors®. Serving the industry this way is a great way to make sure I’m not violating any of the rules myself.”

called genuine is one of the greatest compliments I receive, because I don’t have to be anyone else. I can just be myself, and I really care about people.”

John approaches real estate with the same philosophy he had when he competed in the ring: you get out of it what you put into it. He promises to serve all of his clients with care, commitment and trust. “You can’t enter a transaction half-hearted and expect to win. I’m here to go the distance with my clients and help them achieve their goal.”

John brings further value to consumers via his House 2 Home (H2H) Podcast, where he and Michelle Gorden of Alta Realty offer informative, fun and uncensored talk on timely real estate topics.

“I like podcasts because they are an informal but informative medium, where I can give people a realistic tone of what’s going on in the industry. It’s nice that people can listen at their own pace. Leveraging social media is a must in the current business environment. It lets people know that you know what you’re doing, while seeing you beyond business as just a normal person. I’m not here to be Mr. Perfect.”

His authenticity is one of the qualities John’s clients most appreciate about him. “I feel like being

ExecutiveAgent Magazine

John Crispo EHM Real Estate 31991 Dove Canyon Dr. Trabuco Canyon, CA 92679 Tel: 714.721.9815 Email: jcrispore@gmail.com Web: www.CrispoRE.com CalBRE # 01917048

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ExecutiveAgent Magazine

How to Solve Any Problem That Gets in Your Way

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ou know the importance of applying discipline and effort to overcome any problem that stands in your way. But some problems call for more than steely determination—they require you to step back and apply some mental power.

If you’re faced with a roadblock like this, put it all down on paper. When you write a problem down on paper, you take the emotion out of it. With the emotion gone, you can look at the roadblock objectively. You can figure out what you did right. You can figure out what you did wrong.

You can figure out how to change it.

Here’s what you do: Pick a problem out of your head and pull out a piece of paper. Draw a line down the middle of the paper. On the left-hand side, jot down the problem in detail.

We’ve got so much going on in our heads that it may just be difficult to isolate this particular problem. Just state it the best you can.

On the other side of this paper, you’re going to write some solutions. There are three questions to ask yourself to generate those solutions, to solve almost any problem.

The first question you need to consider is this: What can I do? You don’t want to go any further than that if you can solve the problem yourself. Start jotting down any options that come to mind. Lay out the alternatives. Then begin analyzing them. “Let’s see, number three… no, that one would take too long. I haven’t got that much time. OK. Number two? Not sure. OK. Let’s look at number one.

Maybe the one I thought of first is my best one.”

If that doesn’t seem to work, here’s the second problemsolving question: What could I read? Maybe there’s a book on your problem. Somebody may have spent a lifetime trying to figure out this problem. You could receive

the instant benefit of this person’s advice if you take the time to look. Maybe it’s concisely written somewhere.

You don’t need to reinvent the wheel. If you do your homework, you just may find the solution.

Start taking notes on what you’re reading. Book number one: This guy’s crazy. Book number two: This guy’s too shallow. Book number three: This guy’s got some interesting things to say about this problem.

If that still doesn’t work, then ask question number three: Who could I ask?

What should you have ready when you ask somebody to help you? You’ve got your notes to show them. You say, “You know, I’ve tried my best to figure it out myself, and it has left me short. Here are some of the books I’ve read.

Here are my notes. I’ve researched this material, and I’m still confused. Could you possibly help me?”

You can’t believe how willing people will be to help you if they know that you’re willing to help yourself.

I promise you, if you try these ideas and ask these questions when you’ve got a problem, you’ll be able to solve just about anything that gets in your way.

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

ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Going Above and Beyond for Each and Every Client Written by Haley Freeman

R

ealtor® Casey Gordon is continuing a tradition of best-in-class service begun decades ago by his legendary father, Buddy Gordon. As the steward of the Gordon legacy for a new generation, Casey promises to go above and beyond for each and every client.

Casey had the gift of learning the nuances of real estate

under his father’s mentorship, and he still remembers his first day on the job. “He had this huge corner office, and he shut the door and said, ‘I’m going to tell you this once.

The only important thing in real estate is your client. Put your client first, above yourself and everything else, and the rest takes care of itself.’ That has been the philosophy of my business ever since.”

Casey Gordon

ExecutiveAgent Magazine

Like his father and grandfather before him, Casey first made his mark as a professional baseball player. His innate qualities of drive and perseverance helped him overcome obstacles and excel as an athlete from an early age. “I was never the biggest, strongest or fastest, but I was a good athlete. I learned that there were certain things in life I can’t control, but my work ethic was something I could control. I always had to work twice as hard to compete, but it taught me there are no limits to what I can do.”

These character traits are an asset in Casey’s real estate practice at Rodeo Realty Fine Estates, where he is providing elite service to clients at every price point. “Clients deserve the best when they are buying or selling their greatest asset, and they have every right to expect it. I go above and beyond to create the ‘wow’ factor in everything we do, from our marketing to our customer service. When you’re selling a luxury brand, everything needs to be top of the line, so we do top-dollar advertising across print and social media. We are also putting ourselves ahead of the curve in video marketing. We don’t do brochures, we do luxury presentation books. Whether someone is buying a condo or a multi-million dollar property, we go above and beyond for everyone.”

wife, Amanda, as “the most amazing woman I know. I’m beyond in love with her.” And their son, Henry, is soon to become a big brother to baby number two. The extended family all live nearby, making time together a daily event.

“Every waking second I get to be with my family is my heaven,” Casey says.

Joined by his assistant, Brittani van der Meulen, Casey is building a winning team of like-minded agents with the goal of expanding the Gordon real estate legacy and helping more families become homeowners. “I recruit on character more than anything else. I like the service we provide and the way we do business. I want agents who are on the same page. I can train them to do the rest.”

Casey is an inspiring leader, but he is also a team player.

“Where I’m weak, I bring in someone who is strong, so our clients always get the best.” He also strives for constant self-improvement. “As an athlete, I learned to never compete with anybody else; learn from them. I never stop learning, and my competition is with myself. Today, I always want to exceed what I did yesterday.”

When challenges arise, Casey takes a different view than most. “I don’t run away from problems, I run to them, because that’s where I get to show my worth. I love what I do, and I love being someone’s advocate and helping them get what they want. For so many years, my passion was for baseball. When I discovered my passion for real estate, I determined to give it all I have.”

Casey’s upbeat personality and zest for life charges every transaction with excitement. His energy rubs off on his clients and is reflected in their enthusiastic fivestar reviews with comments like, “the best Realtor® I’ve ever worked with - an absolute rock star,” and, “A man who not only knows his business but keeps his promises.

Tireless; knowledgeable; conscientious - we simply can’t come up with enough positive adjectives! Five stars all around (make it six).”

Casey’s greatest passion is his family. He describes his ExecutiveAgent Magazine

Casey Gordon Rodeo Realty 100 N. Westlake Blvd.

Westlake Village, CA 91362 Tel: 805-750-9804 Email: caseyjgordon@yahoo.com Web: www.caseygordonre.com CalBRE # 01880153

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.

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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.

ExecutiveAgent Magazine

ExecutiveAgent Magazine

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

W

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 client-agent 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. I am 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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ExecutiveAgent Magazine

ExecutiveAgent Magazine

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Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

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

11/25/13 6:02 PM

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