MARCH 2016 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

TM

Executive Agents of the Month

Inside Features: Cindy Bistany Keller Williams Realty Bradley Martinson Rutan & Tucker, LLP Kerry Skarvan Coldwell Banker Residential James Theel Finance of America Mortgage

NEWPORT BEACH

3501 Jamboree | Suite 200 | Newport Beach, CA 92660

BUILD A PARTNERSHIP WITH A DIRECT LENDER THAT OFFERS EXCEPTIONAL SERVICE. JOHN J. REED

MIKE CALVERT

(949) 398-3655

(949) 633-8089

john.reed@financeofamerica.com FinanceofAmerica.com/JohnReed

mikecalvert@financeofamerica.com FinanceofAmerica.com/MCalvert

ALAN CIPOLLETTI

ROBERT FAIR

(949) 394-1757

(714) 566-5400

Branch Manager NMLS-869516

Senior Mortgage Originator NMLS-653005

alanc@financeofamerica.com www.AlansLoans.com

Sales Manager NMLS-508732

Senior Mortgage Originator NMLS-816387

rfair@financeofamerica.com FinanceofAmerica.com/RFair

RODNEY FELIPE

BARRY DAVID KREVOY

(714) 227-5032

(949) 735-4009

Senior Mortgage Originator NMLS-487714

rodney.felipe@financeofamerica.com FinanceofAmerica.com/RFelipe

MARK MARTINEZ

Senior Mortgage Originator NMLS-302745

(714) 863-8470 mark.martinez@financeofamerica.com FinanceofAmerica.com/MMartinez

JAMES THEEL

Senior Mortgage Originator NMLS – 891331

(949) 294-8177 jamest@financeofamerica.com FinanceofAmerica.com/JamesT

Senior Mortgage Originator NMLS-923896

bkrevoy@financeofamerica.com FinanceofAmerica.com/BKrevoy

LYNN NELSON

Senior Mortgage Originator NMLS-653022

(714) 412-8608

lynn.nelson@financeofamerica.com FinanceofAmerica.com/LNelson

JIM THIEL

Senior Mortgage Originator NMLS-907893

(949) 521-0039 jthiel@financeofamerica.com FinanceofAmerica.com/JimThiel

WE OFFER IN-HOUSE AGENT MARKETING SUPPORT PROVIDING THE FOLLOWING SERVICES: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2015 A division of Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

Executive Agents of the Month

24 19 Stephanie Young & Lia Marie Coldwell Banker Beachside, Realtors速

Professional Profiles

34

4

14

Cindy Bistany

Bradley Martinson

Keller Williams Realty

Rutan & Tucker, LLP

30 Kerry Skarvan

6 James Theel

Coldwell Banker Residential Finance of America Mortgage

ExecutiveAgent Magazine

March, 2016 - N. Orange County Editorials

E XECUTIVE AGENT

TM

MAGAZINE

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

36

Get Fired Up...Without Burning Out! -Carol Grace Anderson

32

If You Can’t Hire A Good Salesperson Make One! -Bill Brooks

ADVERTISERS’ INDEX City of Hope..........................................................38

16

Finance of America Mortgage...........................2

You Need A Vacation!!!

-Michael Dalton Johnson

Guaranteed Rate...................................................9 i Photography Studio.............................................25 Kinecta Federal Credit Union...............................13

8

Success is Easy, But So Is Neglect -Jim Rohn

PWAOR...................................................................12 The Termite Guy......................................................3 Ticor Title Company...................................................40 Wells Fargo Home Loans.............................................39

26

Deternination: It Will Pay Off! -Scott Turner

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

10

Three Rules For Turning Stress Into Success -Dennis Waitley

© Copyright 2016 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.

28

When You Realize That!

-Chris Widener

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

James Theel

E

xperience. Professionalism. Results. That’s what clients expect when they select an advisor to guide them through the greatest financial transaction of their lifetime. And that’s exactly what they get when they choose James Theel, senior mortgage originator at Finance of America Mortgage.

Delivering unparalleled customer service in both commercial and residential markets, James’ knowledge and vigilance have helped to both protect and create fortunes for the clients in his care.

James recently made a strategic move to Finance of America Mortgage, where he and his team are better equipped to deliver the high value and service to their rapidly growing community of customers and referral partners. James’ expanding team includes a personal assistant, a dedicated processor, a marketing specialist and a junior mortgage originator. All of their functions occur inside his office in Newport Beach, while underwriting occurs just a few minutes away in Irvine. “Everyone who is important to the transaction is immediately available,” James explains. “If there is a problem, everybody grabs a firefighter hat and helps to resolve the issues at hand.”

At Finance of America Mortgage, James and his team have adopted leading edge technology to support their real estate partners, including co-marketed websites, aerial photography and videography, and 3-D virtual tours. “We want to help our agents stand out and provide better service to their clients, and that means going beyond the status quo.”

Throughout his career in real estate and real estate lending, James has always sought excellence, striving to differentiate himself from others by remaining ahead of trends and hyper-informed about the market changes that will affect the lives and investments of his clients.

Since June of last year, James has turned his attention to working with divorce attorneys and financial planners, with the goal of helping people through the financial challenges of marital separation and divorce. James is a Certified Divorce Lending Professional (CDLP®) who has gone through rigorous training to fully understand the legal and tax ramifications of divorce. He is also an affiliate member of the Alternative Dispute Resolution; Small Legal Firm; and Real Estate sections of the Orange County Bar Association.

ExecutiveAgent Magazine

James was first inspired to help people in this special niche when he assisted a divorcing couple with a new loan. The goal in that case was to qualify the wife for a loan on their formerly joint residence, while buying out the husband’s portion of the equity. Although it was a challenging transaction, James was able to close it successfully. When the transaction was over, he received calls of gratitude from both the husband and the wife. “I could see how draining this experience was both emotionally and financially, and I thought about how much worse it could have been for them without the right advice. I came to realize what an underserved market this is for customers, and an under supported market for legal professionals. I saw a real opportunity to mitigate the emotional, time and financial costs of divorce.”

James is a competent and reliable resource for professionals in the law. He publishes a monthly newsletter that is distributed to attorneys throughout Orange County and San Diego County, with up-to-the-minute information about changes in the marketplace and government regulations that may impact their clients. His goal is to help attorneys set their clients up for success by helping to preserve their credit and assets and minimize tax consequences, while remaining compliant with the orders of the courts concerning the dissolution of marital debt and assets.

“Many professionals shy away from working with attorneys out of fear or a lack of self-confidence. As a result, some attorneys find it difficult to get the information they need to formulate a sound financial strategy on behalf of their clients. The results in any legal case are only as good as the information the attorney has to work with. Though James is not an attorney and is a Certified Divorce Lending Professional, he has the technical expertise to advise other professionals, but the confidence to stand behind his recommendations. “I am always available for an independent consultation at no additional cost to the attorney or client,” James says. “They know there is always someone with experience who can help them through their situation.”

to focus on the results of the past, but to instead look through the perspective of each individual client to help them achieve the ultimate results for their unique circumstances.”

He has also taken some powerful lessons from Rory Vaden’s book “Take the Stairs.” “I do a lot of reading on personal and professional development, but this one really resonates with me. I recommend it to anyone who is looking to become more disciplined and more productive.” James is eager to share the tools and expertise he has acquired to help real estate and legal professionals shine.

“By forming true partnerships, we all bring greater value to the clients we serve.”

James Theel (CDLP®) NMLS ID 891331 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200 Newport Beach, CA 92660 Tel: 949.294.8177 James.Theel@financeofamerica.com

Leading a team and giving guidance to others requires regular inspiration and motivation. In November, James began working with a personal coach. “I’ve learned not ExecutiveAgent Magazine

©2016 Finance of America Mortgage LLC | Equal Housing Lender

|

NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

EA

Success Is Easy, But So Is Neglect

P

eople often ask me how I became successful in that six-year period of time while many of the people I knew did not. The answer is simple: The things I found to be easy to do, they found to be easy not to do. I found it easy to set the goals that could change my life.

They found it easy not to. I found it easy to read the books that could affect my thinking and my ideas. They found that easy not to. I found it easy to attend the classes and the seminars, and to get around other successful people. They said it probably really wouldn’t matter. If I had to sum it up, I would say what I found to be easy to do, they found to be easy not to do. Six years later, I’m a millionaire and they are all still blaming the economy, the government and company policies, yet they neglected to do the basic, easy things.

In fact, the primary reason most people are not doing as well as they could and should, can be summed up in a single word: neglect.

It is not the lack of money - banks are full of money. It is not the lack of opportunity - America, and much of the free World, continues to offer the most unprecedented and abundant opportunities in the last six thousand years of recorded history. It is not the lack of books – libraries are full of books - and they are free! It is not the schools - the classrooms are full of good teachers. We have plenty of ministers, leaders, counselors and advisors.

Neglect is like an infection. Left unchecked it will spread throughout our entire system of disciplines and eventually lead to a complete breakdown of a potentially joy-filled and prosperous human life.

Not doing the things we know we should do causes us to feel guilty and guilt leads to an erosion of self-confidence.

As our self-confidence diminishes, so does the level of our activity. And as our activity diminishes, our results inevitably decline. And as our results suffer, our attitude begins to weaken. And as our attitude begins the slow shift from positive to negative, our self-confidence diminishes even more ... and on and on it goes.

So my suggestion is that when giving the choice of “easy to” and “easy not to” that you do not neglect to do the simple, basic, “easy”; but potentially life-changing activities and disciplines.

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

Everything we would ever need to become rich and powerful and sophisticated is within our reach. The major reason that so few take advantage of all that we have is simply, neglect.

Written By Jim Rohn

8

ExecutiveAgent Magazine

Ben Anderson’s numbers speak for themselves TOP 20

nationally in lending volume in 2014*

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

OVER $1BILLION

in closed loans since 2009

Ben can help increase your sales numbers as well. Call him today!

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

Another loan saved “We were in jeopardy of our escrow falling through and losing the deposit on our new home when our lender wouldn’t issue a final approval due to the complexity of our selfemployed tax returns.

That’s where Ben Anderson and Guaranteed Rate came in. With only seven days to finalize our loan before the closing date, Ben and his team didn’t rest until the job was done and gave me a great rate.

The whole process was handled very professionally and they truly cared about resolving our challenging situation. We are now living in our dream home.

Thank you Ben and Guaranteed Rate!”

— Rick & Shelley C.

EA

Three Rules For Turning Stress Into Success!!

1. Accept the Unchangeable - Everything that has happened in your life to this minute is unchangeable. It’s history. The greatest waste of energy is in looking back at missed opportunities, lamenting past events, grudge collecting, getting even, harboring ill will, and any vengeful thinking. Success is the only acceptable form of revenge. By forgiving your trespassers, you become free to concentrate on going forward with your life and succeeding in spite of your detractors. You will live a rewarding and fulfilling life. Your enemies, on the other hand, will forever wonder how you went on to become so successful without them and in the shadow of their doubts. Action Idea: Write down on a sheet of paper things that happened in the past that bother you.

Now crumple the paper into a ball and throw it at the person teaching this program at the front of the room. This symbolizes letting go of past misfortunes 2. Change the Changeable - What you can change is your reaction to what others say and do. And you can control your own thoughts and actions by dwelling on desired results instead of the penalties of failure. The only real control you have in life is that of your immediate thoughts and actions. Since most of what we do is a reflex, subconscious habit, it is wise not to act on emotional impulse. In personal relations, it is better to wait a moment until reason has the opportunity to compete with your emotions. Action Idea: Write down in your diary one thing you will do tomorrow to help you relax more during and after a stressful day.

3. Avoid the Unacceptable - Go out of your way to get out of the way of potentially dangerous behaviors and environments. When people tailgate you on the freeway, change lanes. If they follow you at night, drive to a well-lighted public place. When there are loud, obnoxious people next to you at a restaurant or club, change tables or locations. Also, be cautious of personal relationships developed via the Internet. With the massive number of individuals surfing the net, the number of predators increases in like proportion. Always be on the alert for potentially dangerous situations involving your health, personal safety, financial speculation and emotional relationships. Action Idea: What is one unacceptable behavior you have or allow others to do to you that you will avoid starting tomorrow? Example: The way you drive, being around negative people, walking down dark streets alone late at night, etc.

To subscribe to Denis Waitley’s Weekly Ezine, go to www.deniswaitley.com or send an email with Join in the subject line to subscribe@deniswaitley.com.

10

ExecutiveAgent Magazine

EA

Written By Denis Waitley ExecutiveAgent Magazine

11

Our history is rooted in success — Dedicated to helping our members achieve their dreams.

Photo: Howard Hughes Est. 1940 as Hughes Aircraft Employees Federal Credit Union

Home Financing Solutions: • Discounted Credit Union MI • Direct Lender • 1st/2nd Combo

• Jumbo Loans up to 90% LTV • Down payments as low as 3% down

Contact Me: Erik Jenner Manager, Mortgage Loan Sales tel: 949.253.5337 | cell: 949.293.1237 erik.jenner@kinecta.org NMLS# 38025 www.kinecta.org/ejenner

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Information is intended for 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. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

10342-11/15-OCSD

E XECUTIVE AGENT

TM

MAGAZINE

T

he purchase or sale of real property is one of the most complex financial transactions anyone will undertake, whether a first-time homebuyer, or a savvy real estate investor. Having the right counsel is crucial to crafting the most beneficial strategies for short

the residential and commercial development of Orange County. Its team of experts in real estate and tax law provide timely direction to owners, developers, lenders, investors, tenants and builders. Bradley C. Martinson is a partner in the firm’s real estate practice group, specializing in the taxation and structuring of real estate investments, including joint ventures and 1031 exchanges; as well as taxpayer controversies with the IRS, the California State Board of Equalization, and the California Franchise Tax Board.

After growing up in Arizona and earning his undergraduate degrees from Arizona State University, Brad attended law school at the University of Chicago. He began his legal career in the Windy City as an associate with the prominent corporate law firm Sidley Austin, LLP, where he found his niche working in the tax group. When he and his wife, Ria, relocated to Southern California, Brad joined Rutan & Tucker. “Real estate has become a large part of my practice,” Brad says. “What I think sets me apart from a lot of real estate practitioners is having a tax background that helps me understand the tax ramifications of the acquisition and disposition of real estate. Now I describe myself as a hybrid real estate/tax lawyer.”

and long-term success. When a transaction requires more specialized guidance than a Realtor® alone can provide, it may be prudent to seek the advice of a qualified attorney.

For more than 100 years, the full-service law firm of Rutan & Tucker, LLP has been instrumental in facilitating

Brad is often called upon to assist clients with the intricacies of 1031 exchange transactions, and he says there are some common misconceptions about transactions that qualify for tax deferment under the 1031 tax code. “To have a fully deferred 1031, you have to purchase one or more replacement properties having value and equity that are equal to or greater than your value and equity in the relinquished property. For instance, if you sell a property worth $4 million and net $1 million in equity, some people think you can fully defer taxable gain on the sale by using the $1 million in equity to a buy a property for $1 million. That’s not correct. Instead, you have to buy a property worth at least $4 million, using at least the $1 million in equity in the purchase.”

Bradley C. Martinson ExecutiveAgent Magazine

EA

Written by Haley Freeman

He continues, “This is something Realtors® need to keep in mind. I recently had a client who frantically called me because he was a week from closing on a property he was ready to roll his equity into, but it turned out the transaction did not qualify under the 1031 guidelines. He got bad advice, and it was too late for him to get out.”

Brad also cautions that the 1031 tax regime is currently under attack by both parties in Washington D.C. “One thing everybody seems to agree on is that the corporate tax rate should be lowered. As a result, the government is looking for offsets, and 1031 is one of the things they’re focusing on. However, many in the government don’t understand that if they eliminate 1031, the government might recognize more tax revenue, but the change will certainly chill real estate sales activities, and real estate markets will be significantly impacted.”

A lot of seven or eight figure transactions involve pooled money, instead of a single owner.”

Rutan & Tucker takes pride in giving back to the communities it has helped to build. The firm, its attorneys and staff support more than 200 charitable organizations.

Brad serves on the board of the Thomas House Family Shelter in Garden Grove, where Ria joins him as a volunteer.

Brad explains that at Rutan & Tucker, he and his colleagues “are able to service any needs a client has as it relates to real estate, including loan, tax, lease, acquisition and disposition work. We have a strong roster of real estate attorneys, and I have been very impressed by the caliber of lawyers here and their dedication to clients.”

A real estate/tax attorney can also help to sort out the complex rules that apply to foreign investors in U.S. real property. “There are ways create ownership structures that are tax-efficient, but every deal is different. This is a good example of when a Realtor® should get a tax lawyer involved in a transaction.”

Another significant part of Brad’s practice involves real estate joint venture transactions. “That’s really just a generic way to describe any type of real estate transaction that involves LLCs or partnerships with multiple members.

For example, there may be a sponsor who runs the transaction and negotiates the terms of purchase, and then other members are investors who bring the capital.

ExecutiveAgent Magazine

Bradley C. Martinson, Esq. Rutan & Tucker, LLP 611 Anton Boulevard, Suite 1400 Costa Mesa, CA 92626 Tel: 714-338-1870 Email: BMartinson@rutan.com Web: www.rutan.com

EA

16

ExecutiveAgent Magazine

EA

You Need A Vacation !!!

Y

ou deserve a vacation....but not just any vacation. You need one that will restore your spirit, enthusiasm and energy. Spend your time far away from cell phones, computers, newspapers, radio and television. These are electronic leashes which bind you to a complicated and stressful world.

Simply leave them all at home. It’s easier to do than you may think. Get close to nature. Take walks. Enjoy sunsets. Sleep in. Read a good book. Nap. Laugh. Have a long soak. Go for a drive in the countryside with no destination in mind. Have a slice of pie. Smile. Breathe. Unwind. Forget deadlines and obligations. Forget the clock. Eat only when you’re hungry. Go to bed only when you’re tired. Don’t stand in line. Steer clear of casinos, amusement parks and big cities.

People who have disconnected for a week or two describe the experience as heaven. Dropping out of your workaday life is not only good for you, it’s also good for business. When you return to your work rejuvenated, you will enjoy new energy, enthusiasm, creativity and far better productivity.

At first, Type A personalities (like myself) have difficulty understanding and accepting this advice. Anxiety rises in them just thinking about disconnecting. However, when they get past the anxiety and think a bit further down the road, they see a big business benefit. When they consider the possibility of perhaps doubling their productivity, it all starts making sense.

Michael Dalton Johnson is the publisher and founder of SalesDog.com.

ExecutiveAgent Magazine

17

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_______________________________

EA

Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

The Stephanie Young & Lia Marie Group Written by Haley Freeman - Ian Wiant Photographer

W

hat happens when two stars collide? You get fireworks. And that is exactly what happened when two superstar Realtors®, Stephanie Young and Lia Marie, teamed up in 2012. These women

Then she had an experience that offered her a whole new perspective on her role as a Realtor®: she took a call from a lady in a nursing home who needed help during that significant life transition. “Helping her caused me to see the other side of real estate, and the importance of helping people achieve their goals and dreams in life. I not only helped her move, she also became a very good friend.”

Stephanie’s conscientious approach to real estate, combined with her youthful enthusiasm and liberal use of technology, all contributed to her quick success, despite the troubled market. “I’m energetic,” she says, alluding to her nickname, The Hurricane. Stephanie has focused that energy and positivity on serving clients with purpose and care, earning the Coldwell Banker International Diamond Award for sales every year since 2010, along with a number of professional designations that stand her apart from her competition.

were powerful on their own. Together, they are a dynamic force.

Stephanie began her real estate career after completing her triple major at the University of California, Irvine.

She entered the industry in the volatile year of 2007, just as the market was poised to turn on its head. Born and raised in the family-oriented culture of Honolulu, Stephanie brought her island values with her to Southern California. When she observed the ethical relativism that was so prevalent in the industry of the day, she began to wonder if she had chosen the right field.

ExecutiveAgent Magazine

Lia grew up in San Pedro and began her professional journey as a pioneer in the electronics field. She was one of the first women to work in outside sales in the semiconductor industry and became a successful entrepreneur. She later opened sales offices throughout the U.S. for a leading electronics company.

She eventually felt she was ready for a career change.

“I began my career with Century 21 Beachside, which is owned by the same broker as Coldwell Banker Beachside.

I remember leaving a message for the vice president, saying that I was experiencing a midlife crisis and was either going to be a brain surgeon or a Realtor®. He called me back and said, ‘This is the midlife crisis center. You’re too old to be a brain surgeon. Become a Realtor®.’”

Lia didn’t just become a Realtor®. She took all of the passion, energy and intellect that she had applied to her first career and focused it on real estate. She has since earned the trust of the hundreds of clients whose lives she has touched, along with numerous awards and professional certifications.

When these two ladies met at Coldwell Banker

Beachside, they immediately saw in one another a kindred spirit. In 2012, they decided to form a team, and today their clients enjoy the benefit of their combined skills, experience and care.

In a business that never stops, these top-producing agents have found that together, they can give clients more than they could individually. They are better able to maintain the round-the-clock communication and service they promise, while also finding greater work/ life balance for themselves. They serve everyone from young, first-time homebuyers to empty nesters, constantly learning from one another and mixing old-school business methods with leading edge technology and green business practices.

“I am inspired by Lia’s dedication to her clients and the way she is able to create a bond with every individual in a professional, yet personal way,” Stephanie observes.

“She brings the personal touch and charm that comes with being mature and longer in the industry – from a time when buyers and sellers relied on their agents much more because they didn’t have so much information at their fingertips.”

ExecutiveAgent Magazine

Never Settle for Second Best “Stephanie brings a lot of energy, organizational skills and technology skills to the partnership that keep me on track,” Lia says. “While I’m talking with a client, she already has the photographer and the cleaning crew set up before we leave an initial meeting. Our clients are very spoiled by that. Most importantly, we share the same ethics.”

By leveraging technology, Stephanie and Lia are creating greater efficiency and convenience. They generate a cloud drive for each client, providing 24/7 access to documents and information. “We also add notes about things like who has visited a listing, and what feedback we are getting from other agents,” Stephanie explains. “This tool is also great if we are presenting offers from clients who are not local.”

The team prefers to engage with clients in person throughout every transaction, and people are only “clients” until the first meeting. After that, they’re family.

Throughout the real estate experience, the team is present

and responsive. When escrow instructions come in, an appointment is made to thoroughly explain the process and set expectations. By attending the signing of loan docs, they provide clients with comfort and security.

Stephanie and Lia also work with a number of new home developers in the Irvine area, and they remain hands-on with buyers. Lia explains, “When we register a client, we sit with them through all of their design center needs, and we are also there for the inspections.”

Every client is equally important and receives the same concierge service, regardless of the transaction’s dollar amount or the investment of time required to meet a client’s objectives. Lia says, “We would never allow a client to feel we don’t have time for them. We make sure at least one of us is there to hand that key to the client. We don’t tape it into the electric box or leave it in an envelope at the front of the office. This is an important life event. We often take pictures and videos with them.”

ExecutiveAgent Magazine

Both Stephanie and Lia agree that their crowning achievement in real estate so far is receiving the Client Service Award in 2015. Only one agent or team is selected for this honor each year out of more than 1000 agents in eight offices, and they are selected based upon client surveys with only excellent ratings. “It’s the one award we care about, because it’s all about our clients,” Stephanie says.

The professional expertise offered by Stephanie and Lia is unparalleled. Together, these ladies hold an astounding number of real estate designations, including: GRI; ABR®; E-PRO®; GREEN; BPOR; SFR; SRES; STA; MRP; CPRES; CNAS; CNARS; CNBS; CNMS; CNIS; and CNRS. As relocation specialists, they frequently assist corporate buyers and sellers with their needs, using the extraordinary tools available through Coldwell Banker to make their transition as seamless as possible.

Now that they have had three years to establish a successful and productive system for clients, Stephanie and Lia are enthusiastic about building a team to facilitate the

same level of service for an increasing number of repeat and referral clients. They have already added a buyer’s agent to their team, and they look forward to adding another buyer’s agent and a full-time marketing professional in order to increase their production this year.

Stephanie and Lia each have a son and a daughter, and their success in real estate helps them to give their children meaningful opportunities and experiences in life.

This duo is also conscientious about contributing to the community. They donate to local Boys & Girls Clubs every year, and are sponsors of scholarships to the World Taekwondo Center in Lake Forest. They are always on the lookout for opportunities to help those in need, and they invite their clients to participate with them.

Stephanie and Lia promise their clients unconditional commitment, honesty and integrity. Stephanie sums up, “There are two things our clients can count on: We will never allow them to settle; and our clients are never second to anyone. Their number one interest is our number one priority.”

ExecutiveAgent Magazine

The Stephanie Young & Lia Marie Group Coldwell Banker Beachside, Realtors速 19671 Beach Blvd., Ste. 101, Huntington Beach, CA 92648 Tel: (949) 342-4177 - Email: Info@OCHomesForYou.com Web: www.OCHomesForYou.com - CalBRE # 01793999 - 01235031 ExecutiveAgent Magazine

EA

Determination: It will pay off!

A

s we look throughout history, we find that this great country of America was built on the backs of those who had an unwavering determination. It did not matter the trials or the difficulty they faced. It was not predicated on the adverse situations that seemed to surround them as they built families, farmed the land, established towns and cities and created businesses. As I think about our country’s history and how it would have been if I were a part of the toil and labor that it took to build the infrastructure and lay the foundation on which we, a privileged people, now stand, I have to say that the level of determination set the standard for achievement and overcoming adversity we admire today.

While playing in the National Football League, I was faced with many situations that required extreme determination!

Yes, playing in the games on Sunday afternoon calls for a great deal of toughness, grit, strength, and commitment, but you must be determined to overcome adversity, pain, mistakes and failure in order to be successful. Your opponent is doing everything in his power to outmaneuver you, to break you and ultimately beat you down. Well, I had the same attitude towards them! I was not willing to give up an inch. I was determined to hold my ground and not allow the opposing receiver or ball carrier to catch the ball or gain one yard! Now, it didn’t always work out that way, but that was my attitude.

There were always opportunities to give up and throw in the towel—or, more importantly, my career!—during the course of the games. Before I ever put on an NFL uniform, I was told that I would never play professional football. Before I set foot in an NFL locker room, I had faced much adversity, trial, doubt and negative criticism from others. It would have been very easy for me to bow out and not see my dream realized, but I thank God that He gave me a strong determination to not give in to what “people” said and not give up on the “vision” He gave me when I was a little boy growing up in Plano, Texas! What is your vision? Are you determined to see it come to pass and live out your dreams? Along the way, you may face trials and tribulations and have doubt. You may have those that are close to you tell you that “it will never happen, you can’t do that.” You may even fail a time or two, but I encourage you to never give up, never throw in the towel and bow out. Be strong in your faith and have a great determination that says “I will, in spite of….!”

Scott Turner is a former NFL player and a community leader. He speaks with passion about the need for strong leaders and social change to keep our country strong. You can see Scott speak on our August 9th (afternoon) or August 21st (evening) webcast. His presentation is entitled “I Refuse to Lose!”

26

ExecutiveAgent Magazine

EA

Written By Scott Turner ExecutiveAgent Magazine

27

EA

When You Realize That!

S

uccess comes from actions, that when multiplied over time, turn your potential into reality. Results come from actions. Actions come from beliefs.

Beliefs come from realizations. So if you want to change your results, change your realizations! Here are five realizations that will change your life if you make and apply them!

• When you realize that no one else is going to live your life for you, you will take ownership of it and put it in the direction you want it to go! So many people are waiting for someone else to make decisions for them and it just isn’t going to happen. And if they do make a decision for you, chances are high that it will benefit them more than you! If you want to set your own course you will have to take ownership of your life!

• When you realize that actions, even if ever so small build on themselves you will find the key to longterm success lies in short-term action. Many people don’t accomplish much because their thinking is that they wouldn’t be able to accomplish it soon, so they won’t accomplish it. Those who accomplish much do so through ongoing effort each and every day. Great writers write every day. Professional athletes have practiced every day.

Small action each day adds up!

• When you realize that sometimes bad things happen without reason, you will be on your way to getting over the victim mentality that holds so many people in bondage. Many people do not try because they are afraid something bad may happen to them. I have news for you: Something bad MAY happen to you! Look at the life of any successful person and you will see that bad things happened all they way down their road to success!

and move forward. Thomas Edison failed a thousand times, but oh what a glorious success that final attempt was!

• When you realize that if one can do it, so can two or more, you will be on your way to achievement. Too many times we look at successful people and think that they must be smarter or something than us. The fact is that most successful people are so because they chose to be. And if they can choose to be, so can you. I know so many successful people, including more millionaires than you can shake a stick at and I don’t know one of them that isn’t just an ordinary man or woman successful, yes, but ordinary in so many ways.

Realize that you must take control of your life!

Realize that you must take small action every day!

Realize that bad things happen and get over it!

Realize that there is no such thing as failure, only learning opportunities!

Realize that if someone else did it, so can you!

And when you realize that, you will be good to go for life!

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© 2003, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; http://www.frogpond.com.

• When you realize that failure is only failure if you fail to learn from it, you will be taking the first step to having every experience be one that moves you forward.

If you succeed you move forward. If you fail, you learn

28

ExecutiveAgent Magazine

EA

Written By Chris Widener ExecutiveAgent Magazine

29

E XECUTIVE AGENT

TM

MAGAZINE

K

erry Skarvan is a long-time resident of South Orange County who counts herself lucky to live in this coastal paradise we call home. “There is so much diversity here,” Kerry says. “I love to market this beautiful culture and welcome people from everywhere who want to share in it.”

Kerry was born in New York, and moved to the Los Angeles area when she was 12 years old. The oldest of five

children, she developed the attributes of leadership and responsibility at an early age. Kerry’s connection to both coasts give her a unique edge in her real estate practice. “I had a boss one time who called me ‘East Coast bred, West Coast buttered.’ I think that is a pretty good description.

Having lived on both coasts, I understand the different business and communication styles, and it has helped me to deal with people who are very structured, and with people who are more relaxed.”

ExecutiveAgent Magazine

Kerry Skarvan Written by Haley Freeman

After attending the University of California, San Diego, Kerry began working as a litigation paralegal for a law firm that specialized in real estate transactions. She gained a wealth of real estate knowledge through her career with several large firms, dealing with numerous contracts and complex scenarios. She always knew that at some point, she would become a Realtor® and apply this knowledge, avoiding the mistakes she had seen others make and giving her clients a truly exceptional real estate experience.

Kerry and her husband, Jeff, have bought and sold 10 different properties together over the past 20 years. They have raised two children, and along the way they have become integrally involved with the schools and community assets South County has to offer. When Kerry decided to transition into real estate, she was already well equipped to guide her clients through the buying and selling process.

Since Kerry decided to move her business to Coldwell Banker Residential Brokerage last year, she has been delighted to give her clients greater service than ever before. As a result, she has increased her production by a phenomenal 70 percent.

And as a Previews International Luxury Home Specialist, she has the reach to provide exceptional service from coast to coast, and anywhere in the world. “Our huge, global network puts the power of Coldwell Banker behind every agent.

No matter who I speak to in Orange County or elsewhere, everyone recognizes the name. If one of my clients needs to find a property in China, there is somebody out there in my network who can help them. I just closed a sale for a client who got a new job in Washington state. I put her into our relocation program, and I was able to find her an agent up there who could provide her with excellent service.”

This year, Kerry is committed to significantly increasing her business once again. To facilitate, she is implementing past skills, as well as learning new ones. Through her years of litigation experience, she has developed the wisdom of a seasoned negotiator. “I’ve learned that everybody needs to give a little, and everybody wants to feel like they’re winning.

People get so uptight about little things in the overall picture.

I think everybody can be satisfied if they are willing to be flexible and reasonable.”

Kerry is mentoring a new agent, which is also an opportunity for her own personal growth. “It is a big responsibility to teach someone else,” she says. “One of the number one lessons I’ve

tried to teach is to be a good listener. If you’re not listening, you’ll never find out what your client needs. You learn a lot from not talking.”

According to Kerry, educating clients is a big part of her job, and it is important to give them realistic options and set expectations that are attainable. “I never promise anything I can’t deliver. But when challenges arise, I never give up. I’m forward thinking, positive and willing to negotiate.”

Kerry, Jeff, and their daughters, Samantha and Sophia, love sharing outdoor activities like skiing and hiking. Kerry began playing tennis when she was eight, and she still plays competitively. She volunteers at Mission Hospital and has a goal of bringing her family together to participate with Habitat for Humanity. “Providing someone with a home where they can feel safe really resonates with me. A home is a solace everyone should have.”

Kerry is known for treating her clients like family, and for working harder than her competition. Customer satisfaction is her number one priority, and it is the foundation for her everincreasing base of referrals. In a business built on relationships, she has surrounded herself with industry professionals who have integrity and support her in providing unparalleled service to clients.

This Realtor® embodies the best of both coasts, and she embraces people, wherever they come from in the world.

Kerry Skarvan Coldwell Banker Residential Brokerage 28051 Greenfield Dr., Ste. A Laguna Niguel, CA 92677 Tel: 949-412-9200 Email: KerrySkarvan@gmail.com Web: www.coldwellbanker.com CalBRE # 01935962

ExecutiveAgent Magazine

EA

If You Can’t Hire A Good Salesperson….

Make One!

T

urnover for salespeople typically hovers around 25%, and at some organizations, it’s even higher.

As a result, managers like you spend weekends or lunch hours sorting through countless resumes, trying to find that elusive candidate who has demonstrated expertise in sales. And if you are one of the lucky managers who has found a salesperson to hire, how long has it taken your new employee to get up to speed? How much of your time has it taken to get him or her there?

If this sounds like your experience, I’d like you to think about an important question: Is a great salesperson born, or made?

The Myths We all have the tendency to believe two things: 1) there is such a thing as a “natural” salesperson, and 2) previous experience at selling will guarantee success. But I propose to you that neither of these assumptions is necessarily correct.

First things first. Is there such a thing as a natural salesperson? Probably. But there are probably 20 times more successful salespeople who had to learn, one day at a time, one challenge after another, how to sell and sell well. I’m one of them, in fact. I actually got fired from my first sales job! I was that bad, and had to teach myself what it took to get better. It is possible to learn how to be a salesperson.

Next. Past experience at sales. I will give you three key reasons why prior sales experience can be the worst reason for hiring someone: 1) It presumes that the person’s previous experience was positive and productive.

2) It assumes that the person has a high level of motivation, drive, and sales skills.

3) It reflects a belief that the person is available for hire because of circumstances he or she had no control over (e.g., downsizing), rather than because he or she simply had average or below average performance.

32

The Solution I am challenging you on these assumptions to make a point: If you cannot find a salesperson you want to hire, or if you have no budget to hire a new salesperson, why not offer the opportunity to someone already on your team in another area? At my company, we have a history of discovering sales talent in our marketing department. Many of our clients in the financial services industry have had success transitioning underwriters and analysts to sales roles. And just about every industrial equipment company has promoted engineers to sales roles with great success.

Think about non-sales employees at your organization.

Who shows commitment to your organization? Who is enthusiastic and knowledgeable about the products/services your organization sells? Who has a personality and approach that you think will mesh well with that of your customer base? Who on your team do you think might have a genuine interest in taking on the sales challenge?

Who Has the Personal Skills Needed for Sales?

Now that you have someone in mind, let’s look a little deeper to help you figure out if he or she has the broad base of essential personal skills necessary for sales, including: • Resiliency: Have you observed the individual recover quickly from adversity? How persistent is he?

Does the person take initiative and handle rejection without taking it personally?

• Flexibility: Is the person able to readily modify, respond to and integrate change with minimal personal resistance? Can she think quickly on her feet?

• Handling Stress: Have you seen the individual maintain composure and draw on his internal strength when coping with pressure?

• Results Orientation: Is the individual capable of implementing the solutions necessary for obtaining desired results? Is she personally motivated to achieve, accomplish or complete tasks or goals?

• Attitude toward Others: Have you observed the person develop (and maintain) productive relationships with others based on trust and respect?

ExecutiveAgent Magazine

EA

Written By Bill Brooks If the individual you have in mind has all of those necessary personal skills, you need to look one step deeper: What motivates the person? Why would he or she put the effort into learning what it takes to be a good salesperson, and why would he or she want to sell your product or service in the first place?

Who Will Be Motivated to Sell?

Our research has shown that the best, happiest, most productive salespeople are typically motivated by two things: 1) A need for financial gain and practicality of thought. An interest in the financial rewards of the work.

2) A need for power, influence and personal renown.

A strong interest in controlling their own destiny and the destinies of others.

Does the person you are considering moving into a sales role feel motivated by these two things? How can you tell? Here are a few questions you can ask the individual directly: • How important is earning a lot of money to you?

What do you consider to be a “lot of money”?

• Where would you like to be, financially, in 5 years? 10 years? Why? • Would you consider yourself to be a bottom-line, practical thinker, or are you more theoretical? Why do you say that?

• How important is independence to you? Power?

Influencing others? How satisfied would you be with a job if you had none of these?

• Can you give me a concrete, real-world example of a time you were able to move a group of people to action, and exactly how you did it.

some common assumptions. But if you are still reading this article, you have grasped the concept: Although selling skills are essential, they really should be the least important factor in your hiring decision. Selling skills can be taught and learned by someone whose personality, interests, values, and personal skills are well suited to selling your organization’s product or service. Looking within your organization for new salespeople is especially relevant in today’s job market, where turnover is typically high, and loyalty is usually low. Just be sure to look for people who have strong personal skills and a salesfocused value structure.

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 2007, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

The person’s answers will tell you a lot about how motivated they are by financial concerns and power/influence.

Here’s a hint: If he or she has trouble answering any of these questions, he or she likely ISN’T motivated by the value it refers to!

I am aware that what I have been telling you challenges

ExecutiveAgent Magazine

33

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

A

nything is possible when dynamic people are united in thought and action. Cindy Bistany and Ben Buchanan prove it. Together, they inspire a family of energetic, positive professionals who never quit when it

her full-time career at age 20. She doesn’t just sell real estate, she owns it. She believes in the extraordinary opportunities for wealth building that only California real estate can offer, and she assists clients with the purchase and sale of everything from mobile homes and single family homes to income properties, raw land and one-ofa-kind luxury estates. She is a certified short sale, HAFA and relocation specialist who is ranked among the top one percent in the nation for listing and sales production.

Ben has 40 years of industry experience spanning corporate management, sales and training. He is a member of the Keller Williams Luxury Homes International division and is well-qualified to advise clients from around the world in the elite housing market. He is perhaps best known for his charisma as a trainer and coach. He has helped countless industry professionals to make the most of the opportunities in real estate by teaching strategies borne of his extraordinary expertise and personal passion.

Passion is the glue that binds Cindy and Ben with their powerhouse team of agents and support professionals.

Keller Williams provides the ideal cultural environment for this team to excel, due to the company’s emphasis on team building and professional development. By helping people in the industry become better professionals, Cindy and Ben are contributing to the elevation of the industry as a whole. And with these two skilled trainers and mentors in the lead combined with the global authority of the Keller Williams brand, every team member is reaching new heights.

comes to helping their clients find the right home in coastal and south Orange County. Both broker associates at Keller Williams Realty, Cindy and Ben each have a lifetime of expertise in guiding people toward their real estate goals.

Cindy has been a top-producing agent since she began

Cindy and Ben have the greatest praise for their team, which includes their two sons, a daughter, and a whole community of people they consider family. Their daughter and son-in-law recently branched off to form a successful team of their own. (They also just welcomed a new baby boy!) The team’s assistant, Merin Kennedy, keeps the family together, with an eye to detail and catching spirit of positivity.

Cindy Bistany ExecutiveAgent Magazine

This dynamic real estate duo is absolutely passionate about spending every day engaged in a career worth having and a life worth living. Cindy’s first real estate trainer was Tom Hopkins, and to this day she adheres to his mantra, “Do the most productive thing possible at every given moment.”

Ben’s respect and admiration for Cindy come shining through. “Her intensity with helping her clients is unbelievable to watch. She gives the same level of service to a person buying a $40,000 mobile home as she does to someone buying a $4 million house. She never looks at the dollars. Period.”

Ben is a skilled motivator of people, who leads with authentic care. Cindy says that when she met him, she knew immediately he was the type of person she wanted to be with when she saw his extensive library of books.

“They were all about being a better person and helping others. When you help others succeed, the money follows.

He’s all about putting people first.” Cindy and Ben agree that the Bible is the most important guidebook in their collective library.

According to Ben, “Our business really is like a family, and we try to run our business with heart.” Cindy and Ben

also live with heart. Cindy and her granddaughter share time helping at a local Banfield-sponsored cat shelter. Ben has a black Labrador therapy dog with whom he visits children at CHOC and Mission Hospital. He also visits patients who are preparing for or rehabilitating from heart surgery, and is a supporter of the nonprofit organization Mended Hearts.

Cindy and Ben are firmly aligned in their commitment to family, faith and community. They find balance spending time together with family at their second home on the Colorado River, enjoying the tranquility that comes from being surrounded by nature and loved ones. Their success comes from living and giving with heart, and having lots of fun along the way!

Cindy Bistany & Ben Buchanan Keller Williams Realty 27101 Puerta Real #150 Mission Viejo, CA 92677 Tel: 949-735-1777 - 949-338-1193 CindyBistany007@gmail.com BenCBuchanan@gmail.com www.cindybistany.homesandland.com CalBRE # 00786253/00625124

ExecutiveAgent Magazine

EA

36

ExecutiveAgent Magazine

EA

Get Fired Up…Without Burning Out!

M

ore than ever before, we need to get… and figure out how to stay…fired up!

There’s so much change going on, it can be a challenge to keep up with it all. But take heart, big changes and challenges are happening every where.

You’re not alone.

Stress and burnout are often a result of feeling overwhelmed…not having enough time or energy to get everything done. When this happens, every part of your life is effected. Your health, work life, family life, and social life are challenged. That’s when we become less productive for starters and can even become physically sick or depressed.

So what’s the solution? Here are three easy but important tips to get you started and fired up again:

DECIDE. The first step is to decide to have a positive, fired-up attitude through these overwhelming times. Yes, you can make that choice. Let it become a habit. Realize that challenge and change make you grow into a better, wiser, more experienced person. When we eliminate the fear of failure in our lives, we can make some powerful de-cisions. I met Garth Brooks when he first moved to Nashville. Even after being turned down by every record label, he stuck by his decision to hang in there no matter what. That attitude helped make him a superstar!

It’s not always easy, but deciding to go for it in a positive way beats the alternative. It’s a valuable choice for all of us to make. A fired-up attitude reduces stress both on and off the job.

To make everything easier, decide to spend more time with positive people, read motivating books, listen to fired-up music, get your life balanced and lighten up!

We’ve got to stop taking ourselves and our lives so seriously. Laugh more!

Try out different options to discover what brings the very best results. Thomas Edison gave us the light bulb.

But it took thousands of tries before he discovered what worked. Discover all the possibilities that work best for you.... on the job, with your family, getting healthier, improving your technical skills, prioritizing your life ..... whatever!

DEVOTE yourself to hanging in there while you and the rest of the world keep changing and moving for-ward. This is where the big, valuable stuff really happens. You can take giant steps forward if you devote your time and efforts to the important areas that need firing up. Just do a little at a time! Think like a superstar…no matter what your goals are. It may seem tempting and easy to quit, to lower our expectations, to lose our dreams. But if nothing changes, then nothing changes! Yep. To get different results, we HAVE to do something different. NOW is the time. And don’t ever give up. We need you.

Throwing in the towel just leads to a bigger pile of laundry!

Remember the 3 D’s: Decide, Discover, and Devote.

That’s really all there is to getting fired up.

I wish you the best on your changing pathway. You really can get and keep fired up!

Carol Grace is a former psychology teacher, entertainer, and national speaker. She’s performed on The Tonight Show, has worked with Faye Dunaway, Sandra Bullock and others in feature films…has sung with Roy Clark, Willie Nelson…and many more. What great stories! Copyright© 2003, Carol Grace Anderson.

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

DISCOVER all the possibilities. After we’ve decided to improve our lives with a great attitude, then it’s time for the next step... to discover all the possibilities to take us to our goal. This helps us to change effectively.

ExecutiveAgent Magazine

37

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

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM

Your clients’ homebuying goals deserve attention Let’s start the conversation today.

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

Kevin Thach Home Mortgage Consultant 714-454-9810 NMLSR ID 455195

Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482

Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058

My Hoang Sales Manager 714-356-8991 NMLSR ID 453285

Nathan Lindsey Home Mortgage Consultant 714-394-0506 NMLSR ID 665133

Mary C. Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573

Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844

Mark W. Bowman Home Mortgage Consultant 866-531-3229 NMLSR ID 450934

Robert Michael Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240

Christopher James Preston Home Mortgage Consultant 714-323-8825 NMLSR ID 490895

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

Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697

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

Yoona Kim Home Mortgage Consultant 714-886-7484 NMLSR ID 461746

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

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

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

NMLSR ID 399801. AS1723581 Expires 1/2017