AUGUST 2015 CALIFORNIA EDITION

EXECUTIVEAGENT MAGAZINE

Inside Features: Ben Anderson Guaranteed Rate Executive Agents of the Month

Alan Cipolletti Alpine Mortgage Planning

Donna Eller Keller Williams Realty

Richard Hedrick imortgage

Igor Nastaskin RE/MAX Estate Properties

Veronica Soto imortgage

James Villa Coldwell Banker

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

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

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

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

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

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

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

Kathy Niemczyk Home Mortage Consultant 714-934-2065 NMLSR ID 433497

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

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

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

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

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

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

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

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

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

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

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

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

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

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Executive Agent of the Month Executive Banker of the Month Inland Empire

7 Fred & Esther Executive Agents of the Month

Orange County

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19

Richard Hedrick Executive Banker of the Month

Ben Anderson Executive Banker of the Month

Professional Profiles

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43

28

Donna Eller - Gordon Inman

Alan Cipolletti

Igor Nastaskin

30 James Villa

Veronica Soto 4

40

Executive Banker Magazine

August, 2015 - California Edition Editorials

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Empowering Your Agents -Rich Casto

E XECUTIVE AGENT

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MAGAZINE

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 291-8376 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

ADVERTISERS’ INDEX

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

-Walter Sanford

Alpine Mortgage Planning.................................................17 Evergreen Home Loans.......................................................6

i photography Studio.................................13 - 18 Kinecta Federal Credit Union............................................47 PWAOR.............................................................................25

SBAOR.............................................................39 The Termite Guy..................................................................3

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Create Your Past -Chris Widener

Ticor Title Company...............................................48 Wells Fargo Home Loans.......................................2

32

It’s Healthy to be Happy -Zig Ziglar

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 © Copyright 2015 Executive Agent Magazine. All rights reserved.

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

Executive Banker Magazine

5

Purchase Financing:

Compare our stats to the industry.

At Evergreen, we’ve never lost sight of the fact that serving real estate industry professionals and their clients is the cornerstone of our success, yesterday, today and tomorrow.

As evidence of our focus on the home purchase market, we invite you to review our purchase loan percentage compared to the industry: Purchase Business Percentages

2013 YTD

2012

2011

Evergreen

75%

73%

83%

Industry

39%**

29%

**

**

32%

** Source: Mortgage Bankers Association (MBA) Percentages reflect portion of total volume that were purchase transactions.

That’s why we’ve developed an infrastructure with systems and procedures that allow us to quickly process loans so that we close On Time and as Promised®.

In fact, our entire platform is engineered to close purchase transactions in 14 days*.

But stats are only part of the story.

It’s the care and compassion of every Evergreen associate that makes a difference and is felt by the customers we serve. As a lender with strong convictions and a proven track record serving the purchase market, we invite you to become a business partner with Evergreen.

Michelle Coolidge-Tondu Sr. Loan Officer & VP / Corporate Relationships NMLS 176580

tel 310-818-1011 fax 855-296-8279 mcoolidge@evergreenhomeloans.com www.michelletondu.com 21250 Hawthorne Blvd Ste 500 Torrance, CA 90503 Branch NMLS 1127143

*The 14-day close does not imply a guarantee of any kind and only references the historical service level provided by Evergreen on standard FHA, VA, and conforming conventional loans. Assumes expeditious and complete cooperation by all parties to the transaction. Not all applications are eligible for a 14-day close, including but not limited to jumbo loans, renovation loans, loans brokered to other lenders, or properties requiring repairs. Not all applicants will qualify; certain restrictions apply. © 2014 Evergreen Home Loans is a registered trade name of Evergreen Moneysource Mortgage Company® NMLS ID 3182. Trade/service marks are the property of Evergreen Home Loans. All rights reserved. Licensed under: Arizona Mortgage Banker License 0910074; California-DBO Residential Mortgage Lending Act License 4130291; Hawaii Mortgage Loan Originator Company License HI-3182; Idaho Mortgage Broker/Lender License MBL-3134; Nevada Mortgage Banker License 3130; Oregon Mortgage Lending License ML-3213; Washington Consumer Loan Company License CL-3182. 1/14

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Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

A

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

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

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

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

ExecutiveAgent Magazine

Lorraine Murray Buyers Agent

Maggie McIntee Buyers Agent

Mark Gianotti Team Coordinator

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

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

A closed transaction is only the beginning, notes Fred,

Bobbi Caves Buyers Agent

Gina Miramontes Buyers Agent

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

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

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

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

ExecutiveAgent Magazine

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

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

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

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

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

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

ExecutiveAgent Magazine

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

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

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

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

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

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

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

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

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

ExecutiveAgent Magazine

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

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

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

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

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Create Your Past...

14

ExecutiveAgent Magazine

EA

By Chris Widener

T

oday is the day to create your past!

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

Today is the day to create your past.

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

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

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

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

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

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

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

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

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

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

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

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

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

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener.

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

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

FrogPond.com

ExecutiveAgent Magazine

15

E XECUTIVE AGENT

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MAGAZINE

Alan Cipolletti ExecutiveAgent Magazine

EA

Written by Lalaena Gonzalez Figueroa

T

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

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

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

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

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

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

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

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

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

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

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

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

ExecutiveAgent Magazine

BANKER E X E C UTIVE

Ben Anderson Executive Banker of the Month

ExecutiveAgent Magazine

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

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

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

After graduating from Biola University, Ben was encour-

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

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

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

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

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

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

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

ExecutiveAgent Magazine

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

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

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

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

ExecutiveAgent Magazine

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

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

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

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

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

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

ExecutiveAgent Magazine

Morgan, Kingston, Ben and Brody

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

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

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

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

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

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

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

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

ExecutiveAgent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

For instance, maybe have a section on absentee owners.

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

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

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

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Written By Walter Sanford ExecutiveAgent Magazine

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MAGAZINE

Written by Haley Freeman

Igor Nastaskin ExecutiveAgent Magazine

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A Visionary Realtor® With an Inspired World View

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gor Nastaskin is a long-time resident of the South Bay, whose path to Southern California was both perilous and inspiring. Born in the former Soviet Union, Igor left with his mother in 1973, making a circuitous, global trek before arriving in Chicago in 1975. As a courageous and resolute young man, Igor attended two prestigious universities, Loyola University of Chicago, and earned his CPA, and finally completed his MBA at Long Beach State.

Igor’s professional record is as impressive as his academic one. After working as a CPA for a Big Eight accounting firm, Igor relocated to Southern California to work in a series of executive finance positions with PepsiCo, Nissan Motor Corporation and Activision. In 2001, Igor applied his business acumen to his passion for real estate and quickly became one of the top-producing agents in the area.

An International Hall of Famer and Lifetime Achievement Award winner at RE/MAX Estate Properties, he has, with the assistance of his wife and marketing manager, Suzy, accumulated honors too numerous to mention for both sales volume and customer service excellence.

There can be no question of Igor’s professionalism, preeminent understanding of financial markets and dedication to superior customer service. But what makes Igor’s real estate practice truly unique is his international perspective on home ownership. After beginning his life living in a communal, Soviet apartment where residents shared kitchens and baths, Igor lived briefly in Israel, Paris and Belgium before arriving in the U.S. He is also a global traveler whose up-close view of living quarters and lifestyles around the world translate into sage and profitable advice for buyers and sellers in the South Bay. Seeing the Potential in Every Home Just as Igor does with people, he is able to see the unique attributes and potential in every home. In a market where inventory is aging, he says it is important for agents to have the vision to identify a home’s possibilities. “The average home in this area was built in the 1950s,” Igor says. “Sixty years later, many homes are not designed the way people necessarily live right now. Our modern demand for the size of closets, size and number of bedrooms, and the value of a view may not have been built into the original structure.

Western society has evolved and changed so that people now require more in a home than they once did.”

Igor has both designed and built his own living spaces from the ground up and has remodeled existing structures to accommodate the right lifestyle for his family. “I have a good vision of myself as a frustrated architect. When I was a kid, I used to play with Legos. That was my thing.

Deep down, that desire never went away. I love the art of

creation, and someday I want to create something that has not been done before.”

In 2014, Igor purchased a 1500 square foot home for himself that had been improved by another investor. His challenge was “to figure out how to unlock the view and enlarge the bedrooms.” He reconfigured the living space and acquired the permits necessary to achieve his vision while remaining compliant with privacy and height restrictions. The result is a single level, 2,250 square foot home with four bedrooms and a view of the ocean that did not exist before. Combining the charm of an older home with modern upgrades, Igor has created a space well-suited to South Bay living.

Be Daring Going through the process of building and redesigning homes has taught Igor how to set realistic expectations for clients who wish to take on similar projects. “I’ve learned there are always surprises, and when you undertake a project, you cannot expect everything to go perfectly.”

However, Igor’s advice to clients is still to “be daring sometimes. Be open-minded, and do not set limits for yourself when you view a home.” He encourages clients to have a long-term perspective, thinking about how they will feel in ten years knowing they paid less for their home, improved it, and now have a rewarding investment. “Good things happen to those who take calculated risks.”

Igor and Suzy recently did something they found very inspiring. They visited their daughter in Thailand, where she is teaching English. “We spent three weeks there and got to see how people live where she is. It gave me added insight into why people from other countries value what we have to offer here. It makes me appreciate that much more the things we take for granted, and lets me see things that others tend to miss in a property. The way you feel when you drive through a certain neighborhood or walk down a certain street can be transformational – sometimes a property can be made over to be the place you will enjoy living for many years to come. ” Igor Nastaskin RE/MAX Estate Properties 63 Malaga Cove Plaza Palos Verdes Estates, CA 90274 Tel: 310-892-6016 Email: INastaskin2@socal.rr.com Web: www.IgorRealEstate.com CalBRE # 01317822

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Veronica Soto ExecutiveAgent Magazine

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Making Dreams Come True Written by Steven McReynolds

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or imortgage lender extraordinaire Veronica Soto, it’s all about the facial expression. Ask her what attracted her to a career as a mortgage lender, and she recalls the moment her parents bought their first house when Veronica was 21.

“Their faces just illuminated with joy and a sense of achievement and wonder from owning their own home,” she says. “I’ll never forget that moment.”

Remembering that moment inspires Veronica to make more dreams come true for homebuyers in and around Rancho Cucamonga. Not only does she provide her clients with the perfect loan option that enables them to own their own home, she does so with an unparalleled dedication to ensuring they receive outstanding customer service throughout the entire process.

Specializing in great customer service didn’t begin for Veronica when she became a lender. She’s made a career out of helping people achieve their desired goals – from language to homes. “My jobs have all consisted of providing customer service,” she says. “My first job was as a tutor to ESL (English as a Second Language) students in high school. I’ve been doing customer service ever since. I have always gravitated toward helping people.

And when I saw how a helpful lender was able to make a dream come true for my parents, it confirmed for me that whatever I do professionally, providing great customer service would be a part of it.”

So what does that look like for her clients? First, they can expect to be greeted like a family member, with Veronica’s ever-present smile and friendly demeanor.

Then, she’ll listen to her clients explain their goals and needs, research the best loan product to meet those needs, and present the product clearly and with transparency. “I would describe myself as dedicated, hard-working and fun,” Veronica says, flashing her ever-ready smile. “This has helped in gaining the respect and appreciation from the team I’m in. What I say matters to them and makes for a pleasant and -- at times -- very fun working environment.”

that fit our budget and our needs. We would recommend Veronica to anyone looking to buy a home.” imortgage’s specialists regularly cite how much they appreciate the company’s business model – a large, wellresourced company that retains a family atmosphere.

Veronica says her office in Rancho Cucamonga is no different. “In our team, we have years and years of experience and are all very dedicated to our jobs. We all share the same goal in providing the best service to all our customers,” she says, adding: “I think you are most fortunate when you surround yourself with individuals that share the same attitude toward clients and our role as lenders.”

Veronica also credits a number of mentors who have helped her learn about the lending industry and the local real estate market. “When I was an assistant to a loan originator our processors became my mentors, three of them to be exact. They each taught me something different. The most important, I think, is to maintain calm.

In a fast-paced and always urgent field, it’s easy to get overwhelmed, but it’s important to remain calm, cool and collected. It also helps to think reasonably.”

Outside of work, Veronica spends most of her time enjoying her family and friends. This includes taking her children to taekwondo and baseball events and enjoying the many amenities of live in Fontana with friends. For the future, Veronica’s professional goals include further establishing herself at imortgage, a company she says offers growth and allows for continued success.

Then she adds this: “My goal is also to provide the best service I can -- with a smile.”

Veronica Soto imortgage 8686 Haven Ave., Ste. 150 Rancho Cucamonga, CA 91730 Tel: 909-912-7837 – 909-912-7810 Email: Veronica.Soto@imortgage.com

Clients will attest to this “We thought buying a house was just not possible for us, but we decided to look into it anyway,” says one former client. “Veronica made us feel so comfortable and at ease, and she explained that we had options, ones ExecutiveAgent Magazine

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

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It’s Healthy To Be Happy

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he dictionary says that happiness is the “agreeable sensations which spring from the enjoyment of good. That state of being in which desires are gratified by the enjoyment of pleasure without pain.” Happiness is “positive pleasure or an excitement of agreeable sensations.” Mark Twain said that most of us are “about as happy as we make up our minds to be.”

Psychologists and physicians have long known that happy, cheerful people enjoy better health. It goes back several thousand years to Solomon, the wisest man who ever lived, who observed that “A merry heart doeth good like a medicine.” There’s no question but that a cheerful spirit does wonders for your health.

The question is, what’s the best way to be happy? For a long time it’s been my conviction that others can give you pleasure, but the only way you’re going to be happy is to do things for other people. Forest Tennant, M.D., says that serotonin, which is the “feel-good” neurotransmitter, normally hits the system full force at about ten o’clock in the morning. However, we can “jump-start” the flow of serotonin by doing something really nice for someone else.

It doesn’t have to be “earth-shattering.” A simple, sincere phone call to someone you know will do wonders for you and them. Just let them know you were thinking of them and wanted them to know how much you appreciate who they are and what they do. Tell them how much their friendship means to you, how you admire them and that you just want them to know how you feel. It’s amazing how good you will feel about yourself when you pay a sincere compliment to encourage someone else.

Think about it and pick up that telephone to encourage someone else with no thought of benefit to yourself and I will SEE YOU AT THE TOP. Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

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BANKER E X E C UTIVE

Richard Hedrick Executive Banker of the Month

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We have a loan for every home... simple as that.® Written by Shannon Hartsoe - Ian Wiant Photographer

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here’s many ways a parent can influence a child’s career path. Example, opportunities available from joining a family business, and a childhood spent absorbing the work mom or dad do can all lead a child into the same profession. For Richard Hedrick, that parental spark was a little different – mom’s W-2 form.

“When she showed me her W-2 while I was in high school I was sold,” Richard says. “Seems rather shallow, I know, but it was the start of an incredible career serving referral sources and homebuyers.” That experience has led Richard to a successful career as a lender, managing

imortgage’s Rancho Cucamonga office. But it was more than his mom’s income that convinced a young Richard that lending was right for him. He learned early that he was actually good at it.

“In college my mother employed me as a courier to give me some extra spending money. In my junior year of college at Cal State Fullerton I asked her if I could learn how to be a loan officer and she agreed,” he says. “I did well in those early years and learned how lucrative and how dynamic this business could be. I was hooked.”

Rancho Cucamonga Branch ExecutiveAgent Magazine

We have a loan for every home... simple as that.® In the early 1970s female loan originators were rare in Santa Ana, but Richard’s mother was successful. She had to be – she was the family breadwinner. He recalls how hard she worked, and how she always provided for the family.

“I was raised in a family where it was expected that you would use the Golden Rule in all that you did,” Richard shares. “My parents were not shy in their willingness to help others and that came across in the work that my mother did. She loved what she did and her customers were also her friends. I came to know many of them personally and speak with some even to this day. That was the inspiration.”

elor’s degree in business administration from California State University, Fullerton, with a concentration in finance and real estate. Since 1992 he’s been a licensed real estate broker and approved DE Underwriter (HUD).

It’s no wonder then that colleagues are quick to praise Richard.

“My first meeting with Richard was on a visit of mine to our California branches. I was the EVP of operations and he was the RVP for the area,” says business coach Bobby Welch. “I was immediately impressed with his professionalism, how he interacted with the existing branches and his recruiting approach with several face-to-face meetings with candidates I joined him for.”

Strong Foundation Richard not only offers years of experience in lending, he’s also well educated in real estate. He earned a bach-

“If you’re looking for deep mortgage knowledge, great sales management skills and an attitude of teamwork, Richard is your guy.”

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Don’t Give Up

Solid Growth Even In Challenging Times Adds Tom Hunt, EVP of national retail production at Stearns Lending: “Richard is a very capable and dynamic mortgage field leader. He has exhibited strong competencies in both builder and resale mortgage franchise expansion. Richard’s mature leadership style allows him to balance the best interests of his company, customer and employee in his decision-making. I highly recommend Richard as a contributing leader to any mortgage operation.”

Along with his parents, Richard credits former colleague Arnie Sheets as his mentor. While he and Richard worked for GMAC Mortgage in the 1990s, Richard’s father passed away. The tragedy struck at a time when Richard’s business was booming. In 1995 and 1996, he was originating at least 20 loans a month, 80 percent of which were purchases. Arnie, then a sales manager, showed up on Richard’s doorstep while he mourned the devastating loss of his father.

“He took my pager and all my loans and said take the time you need to mourn this loss. I had the biggest month of my career that month … seriously! This guy, and others around him, took care of me when I needed it most. The ultimate team player took me to school on the topic and I learned an incredible lesson for sure,” Richard says.

Secrets of Success Those lessons learned from his parents and mentors like Arnie Sheets taught Richard the importance of having a steadfast dedication to his clients, staff and colleagues.

“Most great leaders find service to others to be the cornerstone of their success. I am not great because of the talents I possess, I am a great leader because I like to find and leverage talents in others,” Richard says. “Giving others the space to make mistakes, learn and own their success breeds loyalty. As for customer service it all starts with expectations, it is sustained with communication and finishes with reflection on the results and experience.”

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The love of a family is life’s greatest blessing “This sounds simple, but it’s not that easy. However, with discipline customer service earns you referrals -- and referrals feed the machine.” One characteristic behind his success is a dedication to details. Richard is a firm believer and practitioner of building strategy and plotting potential outcomes. He believes contingency plans are critical because of the unexpected turns that business and life often take.

“I also am a student of human behavior. Subtle words, mannerisms, etc. can be very telling when dealing with people,” he says. “Paying attention can reap dividends when it comes to things people say and do. Or, frankly, when they need help and don’t ask.”

Goals and Activities

In addition to leading the imortgage team, Richard is in his third term as board president for HomeAid Inland Empire, which builds and renovates homeless shelters in partnership with the homebuilding industry. He’s also a board member of the Baldy View Chapter of the Building Industry Association. In his spare time, Richard enjoys photography, traveling, skiing and playing golf.

With a career in lending and many years of helping people buy a home, Richard has plenty of wisdom to offer, for life and business.

“It’s all about balance,” he says. “Exercise, be grateful, say thank you, ask for what you need. DON’T GIVE UP. Having love in your life brings contentment. Going it alone is, well, lonely.”

This year Richard and his team of 13 at imortgage are aiming for $178 million in production with an Eliant customer service rating of 95+. But work never becomes so serious that this team forgets how to enjoy life. Richard is a firm believer in the benefits of having fun with your co-workers. His office just finished a team-building event at the Claremont Chef’s Academy.

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

Richard Hedrick Branch Manager imortgage 8686 Haven Ave., Ste. 150 Rancho Cucamonga, CA 91730 Tel: (909) 912-7835 Richard.Hedrick@imortgage.com www.imortgage.com NMLS ID 1059650 ExecutiveAgent Magazine

MEMBER APPRECIATION WEEK AUGUST 17 - 21, 2015

This is a week dedicated to our SBAOR members, full of FREE classes, raffles, discounts in our REALTOR速 store, free food including a BBQ lunch in our parking lot each day and of course, lots of fun!

Call us for more information and competitive pricing! 310-326-3010 Join the SBAOR TODAY to take advantage of ALL of the FREE member benefits!

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James Villa Written by Haley Freeman

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Following His Passion ExecutiveAgent Magazine

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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Donna Eller & Gordon Inman

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Donna Eller Written by Haley Freeman

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onna Eller is the dynamic visionary CEO/Team Leader at Keller Williams LA Harbor in Rancho Palos Verdes. A savvy business woman whose face you may recognize from her modeling, commercial and movie roles, Donna was a force to be reckoned with on both sides of the camera. Co-founder and organizer of The Models Guild Local 51 in NYC in 1995, she served as its executive director for five years, and lobbied to protect children in the modeling industry.

After her success in the entertainment world, Donna turned her considerable talents to a career in real estate,

where she built an award-winning Keller Williams team in North Carolina. She caught the attention of Hollywood Hills CEO/Team Leader Gary Reavis, who recognized Donna’s star quality leadership skills and successfully wooed her to Southern California. Gary says, “I knew Donna’s extraordinary leadership skills would help agents succeed at their highest levels, and that our office as well as our region would be better for her being a part of it.”

Donna eagerly embraced her new calling and began working as a productivity coach in Hollywood Hills and Studio City. “It was a big change being on the management end of things instead of production,” Donna says. “But at Keller Williams, people get called to do pretty much anything. KW calls it your ‘Big Why.’ It’s about looking at the world in terms of creating a future big enough, that you want to do whatever you’ve created. Your ‘Big Why’ calls you into action to do!”

Donna excelled as a CEO/Team Leader at the Marina Del Rey Keller Williams, and then Gary presented her with a new opportunity in the Rancho Palos Verdes office to work for one of the owners: Gordon Inman of the Inman Team, a highly respected luxury agent working in RPV for over 40 years. It was the next incarnation of her “Big Why,” and she answered the call. She says, “Having Gary Reavis as my operating principal to train me and having Gordon Inman as the broker is like a dream team.”

Servant Leader Donna may have lived what many think of as the glamorous life, but she is far from a “prima donna.” She is a down-to-earth, roll-up-hersleeves leader who works shoulder-to-shoulder with peers, clients and community to meet collective goals. In her one year as team leader in RPV, she has won the trust and loyalty of the agents and staff she inherited and has attracted many of the top agents in the area to her organization. Among these is Gary Krill Jr. of Krill & Associates, who maintains an additional Keller Williams office and is the #1 award-winning team in San Pedro.

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The main reason for Donna’s success can be summed up in a single word: culture. “For a business to last, it needs to be a family-driven environment where people care about each other. This office is vibrant with a ton of energy and a culture of sharing. There is no hoarding of business models here. Everyone shares what they know to help others be successful.”

It is also a place where the successes and contributions of the individual are valued. “We appreciate everybody. We acknowledge people when they first join us; we celebrate their first escrow or first closing. We’re not just individuals who are competing against one another, we’re part of a collaborative team.”

Donna echoes the Keller Williams philosophy by taking the long view in building “a career worth having, a business worth owning, and a life worth living.” Forwardthinking agents are rewarded for their shared commitment in building business and brand, with an opportunity to receive 100 percent commission after reaching their annual production cap. In turn, the owners share nearly 50 percent of office profits with the agents who helped to build it.

“Since we profit share back to our agents, we are like

an agent-owned operation. Locally, we are number one in office production, and nationally, we are a Keller Williams Bronze level office. When our market center is making money, our agents are rewarded for it.”

Looking to the future, Donna sees opportunities for further expansion in Rancho Palos Verdes. “I will be looking for assistant team leaders and, eventually, a luxury director. We have luxury agents, but I would like to open a luxury division. I’d also like to develop a solid commercial division. I can see opening another office for one or both of those.”

A Walk on the Red Carpet About six months in to her tenure in Rancho Palos Verdes, Donna was already so successful in growing her agent count, she identified the need for a bigger work space. The new office, centrally located in the RPV/Rolling Hills area on Western Avenue, is a center for inspiration and learning. “We have plenty of offices so our agents have space to work. Our training room holds a hundred people, so we can bring in top trainers, which is very exciting.

The offices are beautiful, fresh and elegant, and we want agents and the community to feel welcome when they walk through our doors.”

ExecutiveAgent Magazine

Donna further extends her Southern hospitality, with a warm and open invitation to area industry professionals to attend their grand opening gala at the end of 2015. Staged like a movie premier, partygoers will make an entrance on a red carpet complete with spot lights and camera-flashing paparazzi, and proceed to a casino equipped with black jack and roulette tables. Lucky gamblers will receive tickets that can be traded for prizes later in the evening.

“That’s why Keller Williams and I are such a good match,” she says. “We are for people winning and experiencing themselves as extraordinary.”

“We want everyone to have fun and see our new space.

We’re looking for like-minded agents who want to be part of a fresh, fun, clean and productive environment.”

Donna identifies herself as an advocate for people.

ExecutiveAgent Magazine

Donna Eller – CEO Team Leader Keller Williams Rancho Palos Verdes 28901 S. Western Ave., Ste. 139 Rancho Palos Verdes, CA 90275 Tel: 310-569-2218 - 310-519-1080 Email: DEller@kw.com www.DonnaEller.com www.facebook/kwlaharbor CalBRE # 01501084

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

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

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Duane Reddington

Mgr. Mortgage Loan Sales NMLS# 410579 cell: 310.292.7527 | tel: 310.643.2238 Duane.Reddington@kinecta.org www.kinecta.org/dreddington

Jason Redmond

Mgr. Mortgage Loan Sales NMLS# 1234810 cell: 310.871.1673 | tel: 310.643.4667 Jason.Redmond@kinecta.org www.kinecta.org/jredmond

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