DECEMBER 2015 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

Inside Features: Marc Bui imortgage Linda Suk CENTURY 21 Award The Ventress Group Keller Williams Realty

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Incomparable Service

= A Loan For Every Home ... Simple as that.速

Call imortgage today to discover how we can help grow your business!

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MIKE CALVERT Branch Manager 24422 Avenida de la Carlota Suite 110 Laguna Hills, CA 92653 Direct: 949.297.1412 NMLS ID: 174457 mike.calvert@imortgage.com

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10262015.

Executive Agent of the Month

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David Delgado Executive Agent of the Month

Professional Profiles

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4

14

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Marc Bui

Linda Suk

The Ventress Group

imortgage

CENTURY 21 Award

Keller Williams Realty

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December, 2015 - N. Orange County Editorials

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

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Would You Like Fries With That?

-John Boe

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Become A Specialist!

-Linda Brakeall ADVERTISERS’ INDEX Alpine Mortgage Planning......................................9

8

City of Hope............................................................38

How to Trample High Turnover and Turn More Profits -Carla Cross

Guaranteed Rate..................................................17 imortgage...................................................................2 i Photography Studio........................................25 - 28

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One Brand...One Rule -Scott Gross

Kinecta Federal Credit Union...............................13 PWAOR...................................................................29 The Termite Guy........................................................3 Ticor Title Company.....................................................40

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Love The Opportunity -Jim Rohn

Wells Fargo Home Loans.............................................39

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

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How To Create Successful Habits -Joe Searle

© 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.

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Once In A Lifetime -Chris Widener

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Written by Haley Freeman

Marc Bui

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ward-winning loan consultant at imortgage, Marc Bui, has a single goal: to create happy clients.

According to Marc, his most important client is his team of five outstanding professionals, whom he supports in giving service to the team’s number one clients: their Realtors®. Marc began in the industry when he was just

19 years old. His first position was with an online company where he worked in a call center helping homeowners with second mortgages. “For the first two weeks, I didn’t pick up any phone calls,” Marc recalls. “I sat and listened to the loan officers around me so I could learn. After the first two or three months, I was in the top 10 percent of production.”

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An ambitious and savvy young man, Marc moved to another company where he could gain more comprehensive lending experience, and a short time later, he opened his own net branch for American Home Loans. There, he gained a 360-degree view of the lending business, participating in everything from operations to recruiting and management. “I didn’t know how to process loans, and in the beginning, I couldn’t afford a processor. I figured if I wanted to really learn the industry, I had to take it seriously. For six months, I processed my own transactions and grew the team from there. By 2007, my team had grown to 20 people.”

Then the housing crash brought business to a grinding halt. Like many in the industry, Marc found himself jolted from his reality and challenged to either adapt or give up.

“At that point I wasn’t originating on my own. I was running a business. I felt like I had to start all over again in terms of pounding the pavement and talking to agents. I kept at it, knowing that if I did a great job for clients, I would get results.”

Marc moved to Bank of America and later followed his manager, Alec Hanson, to imortgage. “I knew I couldn’t operate in the banking environment anymore. The guidelines were so strict. I did the research and realized imortgage was a fresh label with a personal approach to doing business. Every file gets case-by-case underwriting, pricing is aggressive and funding is timely. With that platform, I was guaranteed to succeed if I just put in the work.”

Marc’s tenacity has paid off. Today, his origination team includes a junior loan officer, two production assistants and two dedicated loan processors. He also receives marketing support from a specialist in the office. “Everybody on the team is extremely knowledgeable. We dedicate a lot of time to ongoing training to stay on top of industry and program changes.”

Marc continues, “We are a purchase-focused mortgage company, and we understand how important it is for every loan to close on time, if not earlier. We know how difficult it is for an agent to acquire that lead in the first place.

We treat every client with care. When we produce an extremely happy client, that person generates referrals for everybody.”

Marc and his team understand that trust is earned. It comes from treating people fairly, putting their interests first, and following through on promises. “We are big on Zillow and Yelp in terms of reviews. It’s gratifying when people set aside time to share their experience with the world, even after their transaction is closed and they already got what they wanted.”

Many agents choose Marc and his team because of their thorough pre-approval process. “In my opinion, it is the most important stage of the transaction. It is our opportunity to not only identify what program they qualify for, but to identify what challenges may arise and prepare to navigate efficiently around them if they do.”

You can’t argue with success. Marc’s team production has grown more than 30 percent per year since 2011. Numbers like that get noticed. The team was recently selected to be featured on “America’s Best TV Show,” a program that profiles exceptional businesses across the country.

The episode will be airing soon. Check http://www.americasbesttvshow.com/ for program details.

Maintaining this level of success in the industry requires daily dedication. Marc works long hours, but strives to maintain a work/life balance that reserves time for his amazing wife, Kimberly, and their 16-month-old daughter, Morgan. “I try to be as efficient as possible when I’m away from home. I run every task through a priority system, review my calendar, and delegate where I can. If someone else can do it 80 percent as well, if not better, I delegate it.

Every day I have to make decisions about what is most important and what to respond to. I couldn’t do it by myself.

It takes a team working together toward a common goal to achieve what we do.”

Marc Bui imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660 Tel: 949-705-0587 Email: marc.bui@imortgage.com Web: www.imortgage.com/ marc.bui NMLS ID 380219

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How to Trample High Turnover and Turn More Profits

W

hat’s your agent turnover? In some companies, it’s 100% a year! Just think of the lost income, lost time, and lost opportunities! (See the handout this month to figure out just how much it costs you when an agent fails—you’ll be stunned!)

Were you surprised? Yet, many brokers tell me it costs them nothing when an agent leaves (at the same time, the broker wonders why she can’t recruit winners). Many times, we don’t see the connection between recruiting and retaining.

After you do this worksheet, though, I think you’ll get the connection strong and clear!

A simple yet uncommon solution to high agent turnover: An awesome onboarding process.

Why Onboarding is So Important.

Imagine you’re a new agent (or new to your office). What are you doing that first day? The first week? The first month?

60 days? 90 days? Write down exactly how your office guides that agent through these time periods. Be sure to list managerial/coaching interactions with the agent, too (when you review the agent’s progress). Is your paper pretty blank?

If so, you’re missing the opportunity to create loyalty in the new hire with these four actions: 1. Culturize 2. Familiarize 3. Form relationships 4. Create support How People Feel with a Weak Onboarding Process I just read a wonderful study from Baudville.com (the recognition products company). They talked with and studied onboarding procedures in companies and found: 1. Companies that leave onboarding to chance experience a 50% higher failure to retain rates.

2. 89% of new hires say they do not have the optimum level of knowledge and tools necessary to do their job.

3. 61% of hires say they’ve found aspects of a new job different than expectations set during the interview process.

4. On day one of a new job, 67% of Millennials are already thinking about looking for another job.

5. New hires are 69% more likely to stay more than three years if they’ve experienced a well-structured onboarding program. 6. 86% of new hires decide to stay or leave within the first six months.

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The Operations You Need in Place 1. Support: First day checklist with a check-in between manager and new hire.

2. Familiarize: Thorough operational checklists for the first 1-4 weeks—with a place for the administrator AND the new hire to check off to assure work has been completed; check-in weekly for support.

3. Culturize: A company workshop with all company leaders to explain the culture, the training, the materials/ support (technology, opportunities) the company provides.

4. Form relationships: a mentor program.

Higher Retention Rates with Mentors Do you have a mentor program? Retention rates for hires who are mentored are 72% higher than those who aren’t.

A caveat: Your mentor program must have clear focus, guidelines, and training for your mentors. Someone must manage the mentors. Otherwise, both mentor and new hire will be let down.

First Steps to Take 1. Review your onboarding process as asked in this article.

2. Get a task force together to review your process.

3. Ask those who’ve joined you in the past 6 months to review and analyze their onboarding process and make suggestions.

4. Create deadlines for portions of your onboarding process to be finished.

Taking Away the Fear of the Unknown is a Great Recruiting Tool. So often, the fear of change stops a good agent (or even a prospective agent), from joining a company. Having a thorough, friendly, supportive, culturizing onboarding process and showing it to your potential recruits will go a long way in alleviating their anxiety and helping them make the decision to join you.

Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry. A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or http://www. carlacross.com.

Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn.

All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http:// FrogPond.com

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Newport Beach

3501 Jamboree, Suite 200, Newport Beach, CA 92660

BUILD A PARTNERSHIP WITH A DIRECT LENDER

that offerss EXCEPTIONAL SERVICE. JOHN J. REED

ROBERT FAIR

MARK MARTINEZ

949.398.3655

949.398.3636

714.863.8470

Branch Manager MLO-869516

Sales Manager MLO-816387

jreed@alpinemc.com alpinemc.com/JohnReed

Sales Manager MLO-302745

rfair@alpinemc.com alpinemc.com/RobertFair

mark.martinez@alpinemc.com alpinemc.com/MarkMartinez

ALAN CIPOLLETTI

JIM THIEL

BARRY DAVID KREVOY

949.394.1757

949.521.0039

949.735.4009

Sales Manager MLO-653005

Senior Mortgage Advisor MLO-923896

Senior Mortgage Advisor MLO-907893

acipolletti@alpinemc.com www.AlansLoans.com

bkrevoy@alpinemc.com alpinemc.com/BarryKrevoy

jthiel@alpinemc.com alpinemc.com/JimThiel

LYNN NELSON

RODNEY FELIPE

949.398.3661

949.398.3637

Senior Mortgage Advisor MLO-653022 lynelson@alpinemc.com alpinemc.com/LynnNelson

Senior Mortgage Advisor MLO-487714 rfelipe@alpinemc.com alpinemc.com/RodneyFelipe

WE OFFER IN-HOUSE AGENT

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

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Written by Haley Freeman

Steve Escalante & Darlene Wong

R

eal estate partners Steve Escalante and Darlene Wong of The Ventress Group at Keller Williams are a synergistic duo who exude a genuine warmth and conscientious care for everyone they encounter. As longtime residents of Orange County, they have each built a lifetime of fond memories in the community where they

live and work today. Steve remembers his childhood in Orange County, surrounded by orange groves, playing outdoors in the rural surrounds with his four older brothers.

Those groves have given way to neighborhoods, where Steve and Darlene are helping families build their own happy memories.

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“My parents bought their first home when I was 7 or 8,” Steve recalls, “and I still remember our real estate agent.

Mr. Wagner was always smiling, and he always came to the house with something, like a quart of ice cream or a gallon of Dad’s Root Beer for a treat. He would just drop by to say hello and make sure the house was okay. I think of Mr. Wagner each time Darlene and I go on a listing presentation. Even as a kid I knew Mr. Wagner gave our family great customer service. We want to treat people the Mr. Wagner way.”

foreign nationals who are buying or selling property in Orange County. Darlene speaks Vietnamese, and both Steve and Darlene speak very limited Chinese, enough to bond with their clients. With their combined 20 years of experience, these seasoned experts are known for going beyond the expected to protect their clients’ interests and negotiate win-win solutions. “We understand the transfer of international money,” Darlene says. “We start the process early so when our client is ready to buy, the money is already seasoned.”

Darlene is one of eight children, whose Vietnamese mother and Chinese father cultivated in them a strong sense of responsibility, moral character and love of learning. She began working for a real estate office in high school, but after the market crashed in the late ‘80s, Darlene went on to attain her Doctor of Pharmacy degree. She is also a certified facilitator of Steven Covey’s “Seven Habits of Highly Effective People.”

“Many people, even Realtors®, don’t know that a seller must have a tax identification number to close escrow on the sale of a home,” Steve explains. “Whenever we work with foreign nationals, we make sure we talk about that, and we give them the paperwork and help with the process to get their green card so they don’t find themselves in a compromising situation later.”

“I really found my passion as an educator,” Darlene says.

“I do a lot of teaching in my field of expertise on both a local and national level. When I bought my first home, I was frustrated by how convoluted the process was, and how many factors I didn’t have control over. I realized I could take my love of teaching and expand that into real estate by teaching clients.”

Together, Steve and Darlene have formulated the perfect blend of customer service and education. At Keller Williams, they are part of a culture that organically supports their ongoing education as professionals and their delivery of superior knowledge and service to clients. Steve describes their Tustin office as having a “special energy,” an energy he and Darlene radiate every day.

“We joined Keller Williams because of what it stands for, but there was one person I would really like to say influenced our decision to join the company,” Darlene says.

“That special person is Joanne Koel, CEO/Team Leader. Her energy is contagious, and she is very welcoming. At Keller Williams, we have been taught the dynamics of building a team – how to build a future, not a failure.” That team now includes an assistant, as well as trusted professional partners like Jeff Gibson at First American Title and the Barry Krevoy Team at Alpine Mortgage Planning.

Steve and Darlene are especially skilled in assisting

But it is their compassionate service that truly wins the trust and loyalty of their clients. Recently, Steve and Darlene assisted a young couple from overseas with their home purchase. Since they didn’t have family in the U.S. to welcome their new baby, Steve and Darlene gave them a baby shower, enlisting the participation of colleagues and vendors. “All the people we work with came together to support this effort,” Steve says.

“It stems from being passionate about what we do,” Darlene says. “This is not just a job, and we do not look at tasks and decide whether or not they are our responsibility.

We’re building relationships with people.”

Darlene still recalls her father’s best advice, “He said, ‘Knowledge is power, but only if you do something about it. Pass the gift on to someone, and encourage them to take action.’ We strive to do that every day when we educate clients and help them make decisions that are best for them.

We want that to be our legacy.”

The Ventress Group Keller Williams Realty MC 980, North Tustin 17822 17th St., Ste. 101 Tustin, CA 92870 Tel: 949-246-7511 | 714-655-9593 Email: Steve.VentressGroup@gmail.com Email: Darlene.VentressGroup@gmail.com CalBRE # 01790559 - 01891661

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Would You Like Fries With That?

W

hile you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling.

Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries.

Shortsighted salespeople are often quick to suggest that customers get irritated by attempts to cross-sell products and perceive cross-selling as an aggressive sales technique.

Interestingly enough, consumer research indicates that the reverse is true. The majority of consumers surveyed actually preferred a full range of products and services and appreciate the convenience that is provided through a comprehensive cross-selling approach. Top producing sales reps and progressive companies understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth.

What is cross-selling? Cross-selling is nothing more than a proactive, ongoing sales process designed to provide your customers with a full spectrum of your company’s products and services. Not surprisingly, two of the key elements that drive effective cross-selling and up selling are trust and convenience. Your customers’ trust in your company can be converted into additional sales that are not directly related to their existing products. The good news about the cross-selling and up selling process is that it’s one of the most profitable and least risky endeavors a sales rep can undertake. It pays to cross-sell and up sell, because when you go the extra mile and provide information about additional products to your customers, you are financially rewarded for helping them make a more informed buying decision.

The first exposure I had to cross-selling and up selling was as a teenager in high school working part-time at McDonalds during my summer vacation. Looking back on my brief tenure at the restaurant, I can still hear my manager’s daily refrain; be polite, keep the counter clean, and always ask the customers if they would like some fries with their meal.

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A couple of years later while attending college, I took a part-time job selling shoes at the mall. I was paid an hourly wage to sell the shoes, but I received a commission whenever I sold any accessory items such as shoe polish, socks, or purses. This was my first taste of commissionbased sales and I took to cross-selling and up selling like a duck to water. After I had sold a woman a pair of new shoes, I would routinely hand her a bottle of leather cleaner and a purse to match the shoes. As a college student, the extra money I was able to make from cross-selling and up selling additional products was like manna from heaven.

The best place to introduce your customer to the concept of cross-selling and up selling is during your initial needs analysis meeting. Unfortunately, many salespeople fail to take the time to conduct a thorough needs analysis and as a result, do not uncover potential products and services that would be of benefit to their customers. The key to effective cross-selling and up selling is all about guided self-discovery. Through a series of thought provoking, open-ended questions, successful sales reps help their customers identify the products and services that they require.

Developing a systematic approach to cross-selling and up selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort. As you prepare for your next sales appointment, I challenge you to look for cross-selling and up selling opportunities that you can incorporate into your presentation. Sales reps who fail to effectively cross-sell and up sell products actually do a disservice to their customers and leave the back door open to their competitors!

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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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: • Credit Union MI

• 1st/2nd Combo

• Direct Lender

• Jumbo Loans up to 90% LTV

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.

19928-09/15-OCSD

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Linda Suk Written by Haley Freeman

L

inda Suk is an energetic and powerful presence in the North Orange County community where she has been serving families and their housing needs for two decades. A top-producing agent at CENTURY 21 Award, she has received more honors than she can fit on her office walls. The reason? She is a woman whose reputation for professional integrity and genuine care for others precedes her in every transaction.

Linda has built an extraordinary team of agents whose values are just like hers, but whose personalities and skills

differ enough to cater to the unique needs of each client.

Her team includes Vladimir Bellemo, who has known Linda since 1995. They met at CENTURY 21 and began working as a team in the early 2000s. Vladimir is a skilled and experienced agent in his own right, who worked in the banking industry prior to becoming a REALTOR®. He takes the lead in handling the team’s paperwork, ensuring that every detail is meticulously addressed.

The team’s experience extends further with Romulo Oliveira, who since 2005 has expertly handled the team’s high volume of marketing, making Linda Suk a household name in Fullerton and the surrounding communities. He is also a professional photographer who uses cutting edge editing software to present every home at its best. Diane Gantt has known Linda since 1994 and takes the lead in hosting the team’s open houses, securing buyers with her exceptional warmth and many years of industry knowledge. This multi-ethnic team speaks fluent English, Korean, Spanish and Portuguese among them, and they are all responsive to the diverse cultural customs of residents in their area.

The team remembers Diane’s late husband, Allan Gantt, with special fondness. “Allan and Diane were the owners of our brokerage, which was CENTURY 21 Accent when we first started,” Vladimir explains. “Allan was the model broker, the best anybody could dream of working with. We all learned from him, and he is still a part of who we are today.”

“Over the years, I’ve seen teams come and go,” Vladimir says. “We know we have something special here, and we don’t have to pretend to be anybody other than who we are. We know the strengths and weaknesses of each one, and our honesty and respect toward each other is the basis for everything we do.” That esteem carries over to the lasting relationships the team has built in their community.

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Romulo de Souza Oliveira

Diane Gantt

Linda is a dynamic leader, whose boundless energy and enthusiasm infuse everyone around her. She arrives at the office each morning by 6:00 a.m., eager to greet her coworkers and start the day. Her motivation comes not from money, but from helping people. Everyone she meets is a friend, not just a client. As a result, the team does a high volume of referral and repeat business.

“Linda has a little phone book,” Vladimir explains. “She calls people every single day just to say hello. She is so good at staying in touch with people. She’s an amazing connector who remembers their wishes and wants and always follows through.”

The genuine warmth exuded by Linda and her team members is reciprocated by their clients. “You can be that agent who shakes hands, or the agent that hugs,” Vladimir says. “So many clients, years down the road, open up their arms to come give me a hug. There’s no money that pays that kind of reward.”

Vladimir Bellemo

if you have a Facebook page or use a tablet when you do a listing presentation. What truly matters is your moral positioning. Her reputation precedes her.”

Linda’s team stakes their award-winning reputation on putting their clients before profits. “Our relationships mean more to us than anything. No commission is worth going against our values. I always say, when I’m old, what am I going to do, buy a solid gold cane? I’d rather be surrounded by friends who are there to give me a hand to walk. That’s what our team is all about.”

Linda Suk CENTURY 21 Award 1021 W. Bastanchury Road #140 Fullerton, CA 92833 Tel: 714-458-6768 Email: Linda@LindaSuk.com Web: www.LindaSuk.com CalBRE # 01179652

Vladimir describes Linda as focused and fair, and a person of the highest moral values. “She has a lot of qualities that make her stand out. I don’t measure a person by the number of trophies they’ve won – and she has a lot of those. She has been a CENTURION and Double CENTURION for as long as I can remember. But more importantly, she has the ethics that stand out in any culture. She goes back to the basics in this profession. It doesn’t matter

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How To Create Successful Habits

F

ind out how forming the right habits can literally make you or break you. You will find out the reason why bad habits are so destructive to your own personal development, business development and how you can form positive ones to serve you. I have also included some of my personal habits that I have developed over the years to help me along the way.

Learning how to create successful habits is imperative if you are going to succeed in the long run, in business or in life.

Everyone has habits that over the years they have formed, which essentially set the groundwork for the person you will become. Now these habits are not always positive habits that push you in the direction of what you want to achieve. Some are completely destructive and can prevent youfrom living a successful and prosperous life, others may not really make much of a difference, and then others are very positive and allow you to keep on improving as a person.

Now it is not a quick thing to do, forming a positive habit, they are formed through consciously making the effort to do something every single day for many weeks, months and sometimes even years, until you begin to start doing them without thinking about it. Your subconscious mind takes control and this is when you know that you have successfully made it a habit.

You can also break bad habits too and one of the best ways to do this is changing the person you believe yourself to be.

You consciously make an effort to change your self-image by no longer seeing yourself as the person who smokes or the person who drinks or the person who is lazy and never exercises. You begin to think every day about the person you have decided to be and get that clear in your mind. You begin to hold yourself as that person and if you ever speak about yourself, you always refer to yourself as that new person with better habits.

So you know that habits form the person you become, I now want to take some time to go through 4 habits that I have applied in my life to great effect and I feel have benefitted

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me massively in improving my self-image, self-confidence, health and given me personal power to go after all of the my goals.

Run Every Day This is such a simple practice that you can initiate immediately in your daily routine and if you can form a habit of doing this every day, then you are well on the way to becoming far more healthy in the long term, lowering the risks of common diseases and also giving you far more energy during the day.

This will make you much more effective in your life, your business, whatever it is you choose to put your efforts into. It’s just a bonus that you will also look very aesthetically pleasing if that get into this, I mean come on, how bad does that sound?

Healthy Home Cooked Meals Now I am not doing to go deep into detail about this one as there is a lot to cover when it comes down to it, but what I want to say with this is that healthy eating can be made far easier with preparation, so cooking your meals the day before and having them ready to go the next day is a great way to ensure you know what it is going into your food and leading a far more healthy lifestyle with far less processed foods.

Visualise The Person You Want To Be Put yourself in the shoes of the person that you want to become. See yourself as the person who reaches all their goals, has the life you want and do it in vivid detail. You need to train your own mind to believe that you are already this person , then your subconscious mind will always be looking at ways to make it happen.So there are some great habits to form on a daily basis. Eventually you will realize the amazing potential in creating some simple habits on a daily basis and learning how to create successful habits isn’t that hard after all.

My name is Joe and I am a digital marketing professional, helping many reach their income goals and give them more freedom. If you would like to know more please visit: http:// joeptsearle.yourmarketingsystem.net/

ExecutiveAgent Magazine

Ben Anderson’s numbers speak for themselves

TOP 20

nationally in lending volume in 2014*

OVER $1 BILLION in closed loans since 2009*

Ben can help increase your sales numbers as well.

Call him today!

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

Ben Anderson Vice President of Mortgage Lending Branch Manager

Phone: 949.430.0807 Cell: 844.841.LOAN

Guaranteed Rate is the 8th largest mortgage lender 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) Ben Anderson 230 Commerce Ste 200, Irvine, CA 92602 • NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611, (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • AL - Lic# 21566 • AK - Lic#AK2611 • AR - Lic#103947 - Guaranteed Rate, Inc. 3940 N Ravenswood, Chicago IL 60613 866-934-7283 • AZ - Guaranteed Rate, Inc. - 14811 N. Kierland Blvd., Ste. 100, Scottsdale, AZ, 85254 Mortgage Banker License # BK-0907078 • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699 • CO - Guaranteed Rate, Inc. Regulated by the Division of Real Estate, 773-290-0505 • CT - Lic #17196 • DE - Lic # 9436 • DC - Lic #MLB 2611 • FL - Lic# MLD1102 • GA - Residential Mortgage Licensee #20973 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • HI - Lic#HI-2611 • ID - Guaranteed Rate, Inc. Lic #MBL-5827 • IL - Residential Mortgage Licensee - IDFPR, 122 South Michigan Avenue, Suite 1900, Chicago, Illinois, 60603, 312-793-3000, 3940 N. Ravenswood Ave., Chicago, IL 60613 #MB.0005932 • IN - Lic #11060 & #10332 • IA - Lic #2005-0132 • KS - Licensed Mortgage Company - Guaranteed Rate, Inc. - License #MC.0001530 • KY - Mortgage Company Lic #MC20335 • LA - Lic #2866 • ME - Lic #SLM11302 • MD - Lic #13181 • MA - Guaranteed Rate, Inc. - Mortgage Lender & Mortgage Broker License MC 2611 • MI - Lic #FR0018846 & SR0018847 • MN - Lic #MN-MO 20526478 • MS - Guaranteed Rate, Inc. 3940 N. Ravenswood Ave., Chicago, IL 60613 - Mississippi Licensed Mortgage Company, Lic # 2611 • MO - Guaranteed Rate Lic # 12-1744-A • MT - Lic# 2611 • Licensed in NJ: Licensed Mortgage Banker - NJ Department of Banking & Insurance • NE - Lic #1811 • NV - Lic #3162 & 3161 • NH - Guaranteed Rate, Inc. dba Guaranteed Rate of Delaware, licensed by the New Hampshire Banking Department - Lic # 13931-MB • NM - Lic #01995 • NY - Licensed Mortgage Banker - NYS Department of Financial Services- 3940 N Ravenswood, Chicago, IL 60613 Lic # B500887• NC - Lic #L-109803 • ND - Lic #MB101818 • OH - Lic #MB0804160.000 & Lic #SM.501367.000 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • OK - Lic # MB001713 • OR - Lic #ML-3836 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • PA - Licensed by the Pennsylvania Department of Banking and Securities Lic #20371 • RI - Rhode Island Licensed Lender Lic # 20102682LL, RI - Rhode Island Licensed Loan Broker Lic # 20102681LB • SC - Lic #-MLS - 2611 • SD - Lic# ML.04997 • TN - Lic #109179 • TX - Lic # 50426 & Lic # 47207 • UT - Lic #7495184 • VT - Lic #2611-1 & 0930 MB • VA - Guaranteed Rate, Inc. - Licensed by Virginia State Corporation Commission, License # MC-3769 • WA - Lic #CL-2611 • WI - Lic #27394BA & 2611BR • WV - Lic #ML-30469 & MB-30098 • WY - Lic#2247

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 Agent of the Month

ExecutiveAgent Magazine

David Delgado Written by Haley Freeman - Ian Wiant Photographer

D

avid Delgado, broker/owner of Delgado Realty Group, has created a boutique real estate brokerage that operates on the principle of accountability.

“A major advantage to doing business with me versus a large franchise brand is that clients are no longer doing business with a company, but with me, the owner. I hold myself accountable to my clients, and I put guarantees in place to protect them. I take on all of the risk for them, which prevents me from overpromising and under delivering. In essence, my guarantee is my brand.”

David began his real estate journey in 1996, when he took his first job in the industry working for a mortgage broker. Two years later, he went to work with a national lender, where his tenacity and work ethic caused

him to quickly advance from an entry level position to management. By the early 2000s, he had thousands of transactions under his belt, and he was ready to pursue his true passion: opening his own real estate company. His grandfather was a prominent real estate investor in Los Angeles who owned one of the largest real estate companies in LA County, with a specialty in land sales. “He played an instrumental role in why I’m doing what I do today. From an early age, I knew I wanted to get involved in real estate. When I first jumped into the mortgage industry, it was because I wanted to help people. This business is a lot about relationships, and over the years I have learned how to both build and maintain quality relationships with people.”

ExecutiveAgent Magazine

David is very humble about admitting that when he first opened his business, he made a lot of mistakes. His willingness to learn combined with his authentic desire to help others has helped him to overcome his missteps and develop a thriving business model. “When I decided to get my real estate broker’s license, my mindset was helping people. This is a business where you play a major role in somebody’s household. But I found that everything I had learned in the past working for other companies didn’t really translate to starting and growing a company of my own. I had a lot to learn. And I’m constantly learning today. It’s a process that never stops.”

The real turning point for David happened in 2009, when he began coaching with Craig Proctor, a mentor of top real estate agents across the U.S. and Canada. “It goes back to the idea that if you want to be successful, you

can try designing the wheel by yourself, or you can find a mentor who has already done it. That is the quickest path to success. I didn’t need to reinvent the wheel, I just needed to find a better wheel.”

By applying the systems he learned from his mentor, David has built a powerhouse team of seven who are unified in their efforts to put clients first. “We’re not like a traditional brokerage where you have a lot of independent agents doing their own thing. Everybody on my team has been personally trained and supervised by me. Each person specializes in a specific aspect of the selling process. We also have assistants who manage the overflow for the agent who is the point of contact, making sure that every client feels like they are our only client.” David is always looking for other quality agents who understand his team’s mission and want to work as part of a proven system.

ExecutiveAgent Magazine

Putting Clients Ahead of Profits Standing Behind His Word David’s unique business model turns on his no-risk guarantees to both buyers and sellers. “My guarantees are very simple. I put them in writing when someone hires me to help them buy or sell a house. For buyers, I do all I can to protect the consumer. I hire licensed contractors rather than home inspectors to go through the property and do a thorough and complete inspection. I make sure they are completely satisfied with the home before they buy it. If we have somehow missed something and they are dissatisfied later, I will be accountable for it and even buy it back.”

Similarly, David goes far above and beyond other Realtors® in protecting the interests of sellers. “I have a really good track record of selling houses faster than my competition – usually in half the time of the average agent. I’m also experienced at negotiating more money. My sellers and I agree on a price and closing date. We put it in writing, and if I can’t find a buyer, I’ll buy the house myself.

I tell anyone who wants to do business that I’m the agent who will take the risk on for them so they don’t have to.

With me, they have a true advocate – someone who is really looking out for their best interests.”

David’s exceptional marketing system is a big part of his success. He has put into practice one of the greatest business lessons he has learned: Never put all of your eggs in one basket. “I’m always looking for new and innovative ways to generate leads,” David comments. “I learned that the worst thing a business owner can do is have only one way of generating business, because when technology changes or the market shifts, it will wipe you out. Today I have multiple lead sources, with seven different lead generation systems bringing in leads every day. And they are not the same seven we used back in 2010. We adapt with the market, using both online and offline strategies generating an overflow of buyer leads.”

And lead generation is the key. When David meets with a seller, he already has a database of more than 7,000 people he can reach out to – and one of them will be the conduit for selling the property. “We understand the concept of leverage, so we can provide superior service and results.

When we speed up sales, the results are better. Better results means better feedback and testimonials, which lead to more clients. We’re already looking for a buyer before the seller ever lists their home with us.”

ExecutiveAgent Magazine

David received a Quilly Award for Best Selling Authors “The Soul of Success” David’s extraordinary business model was noticed by one of the leading proponents of business success, Jack Canfield, who approached David about sharing his story in his latest inspirational publication, “The Soul of Success, Volume 2.” David explains, “I was selected as one of the professionals they wanted to feature in the book. This was an opportunity for me to get my message out there to other people who may be going through a tough situation now or at some time in the future, and to be able to share the challenges I’ve overcome in business. You have to find a mentor and then give it everything you can; eat, sleep and dream it, and you’ll find your success.”

who don’t have the resources to provide medical treatment for their children. I feel very blessed that my kids were born healthy.”

David concludes, “It is priceless to me when someone sends me an email or letter letting us know we did a great job for them. Everyone on my team believes in putting clients ahead of profits. By helping others, we create a circle of goodwill.”

David is also an inspiration to his two children, ages 6 and 17. He and his wife enthusiastically support their children’s sporting activities and often spend time outdoors enjoying all that beautiful California has to offer. David is also an avid supporter of the St. Jude Children’s Research Hospital. “When we get referrals, a portion of the income from those transactions goes to St. Jude to help parents

ExecutiveAgent Magazine

David Delgado - President/CEO Delgado Realty Group 1400 N. Harbor Blvd., Ste. 640 Fullerton, CA 92835 Tel: 949-891-0597 - 562-201-7449 Email: David@cahousingstore.com Web: www.DavidDelgadoRealty.com CalBRE # 01385731 ExecutiveAgent Magazine

EA

One Brand.

One Rule...

Y

ou’ve got a great brand. Plenty of equity. Why not spend a little? Why not? Well, go ahead and spend but only so long as you don’t violate the first and only rule of brand extension: honor the values.

On the far edge of my desk, just close enough to reach in a moment of emergency daydreaming is the Craftsman tool circular from Sears. Page 63 is dog-eared, a sign that I am waiting for an excuse to call for the 336 piece Mechanics Tool Set plus 6 FREE fully polished wrenches. What’s the brand? Craftsman 336 times over.

What’s a Craftsman? Incredibly durable shop tools backed by a lifetime guaranty. One brand, 336 mechanics tools.

So long as you don’t step on the brand values, extend all you like.

Could Craftsman build a vacuum cleaner? Yes, and they have. But they’ve built shop vacs, see page 32. Could you use a Craftsman shop vac on carpet? Yes, but perish the thought! Could Craftsman build a carpet vacuum. Yes, but it would violate the values that are Craftsman. Show me a Craftsman carpet vacuum and suddenly my turbo-charged shop vac would look a little wimpy.

Then there was Coke. Actually, Coke wasn’t the problem, it was New Coke that violated the values. After decades of telling us that ‘Coke is it’ and ‘Coke is the real thing’ someone failed to notice that the value of Coke lies in a unique taste, that “I can’t get this anywhere else” feeling that defines every true brand experience.

Want to extend the line? Diet Coke makes sense. Cherry Coke is alright. Even caffeine free Coke works. Why? Because each is true to the one value that makes Coke Coke… it tastes like Coke.

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And what is it that makes Krispy Kreme a brand worthy of protection? Fresh, hot, and sweet are three values that come to mind. So what would you say to Krispy Kreme dinner rolls? Probably not. Krispy Kreme gravy mix?

Definitely not! Just remember, honor the values and you’ll be fine.

Ford F-150 brings to mind three key values: authentic, tough, pick-up truck. So long as you honor the values you can do what you want. Ford has. You can order an F-150 in a thousand permutations but you can’t get an F-150 lawn mower or an F-150 station wagon. If you could I’d be looking to trade my old gray ranch truck for something a tad more manly.

When you have a strong brand the best move is not to do anything that would undermine its strength. On the other hand, if a brand has an attribute that is negative don’t wait until it is too late to take action. As I was heading to the office this morning the local news anchor ended the half-hour saying, “When we come back, a former Dallas Cowboy is arrested on drug charges. And it isn’t Michael Irvin.

Brands are powerful. Be careful.

T. Scott Gross is more than the creator of MicroBranding… he lives it! His best known MicroBrand, Positively Outrageous Service, puts him in front of nearly 100 business audiences each year. Read his books, try his ideas, and you’ll become a MicroBrander too! Copyright© 2002, T. Scott Gross. All rights reserved. For information about his keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www. frogpond.com

Written By Scott Gross

ExecutiveAgent Magazine

27

EA

BECOME A SPECIALIST! I

n this age of finely tuned niche marketing, I find surprisingly few Realtors® who position themselves as specialists.

you have to give him or her something to work with! If you do like the financing angle, that may be an area for you to focus on.

Most other professionals position themselves as specialists. Doctors do it. Lawyers do it. Dentists do it. Even chefs, landscapers, decorators and CPA’s specialize in one segment of the market that they know inside out. They become a knowledgeable resource and the ultimate expert in their field. And everyone likes to work with an expert.

How about working with people with damaged credit?

That certainly takes some skill and finesse. I’ve got friends in lending who just adore putting the pieces of the puzzle together till it looks like a viable loan!

You are a professional. I’m sure there is something that you do better than most other Realtors®. What is it? And how do you get the word out?

Let’s start with “what is it?” Which customers do you like to work with best? When and where are you most effective? Is there a particular area, buyer or price range that you could sell and talk about all day long?

Examples: If you are bi-lingual, you might position yourself as the lender who specializes in the .....(ethnic) community. Home-buying is tough enough to understand in your native language! If English was not my first language, I’d really appreciate having someone explain things to me in my mother tongue! You might consider compiling a glossary in that language as a resource for your clients.

Do you love working with first time home-buyers?

Does that bring out the nurturer, the teacher, the counselor in you? Position yourself as the First Time Home Buyer Specialist! Do you remember getting your first home? I do! And it was tough. No one wanted to take the time to explain all the details to me. There are wonderful booklets available free or close to free from the government’s printing office in Pueblo, Colorado.

Keep some on hand to enhance your image, and offer helpful information.

Are you really good at government loans or creative financing? That takes a certain amount of experience and expertise that not everyone has. We’ve all seen perfectly good loans rejected because an amateur didn’t know the ropes. And while a lender can back you up 30

We work together to make it happen. Again, make sure that clients and potential clients understand that what you do is not easy. We’re not talking whining but perhaps you’ve compiled “a 54 item check list to assist your clients in the process of repairing credit and getting a loan.” ¾ so that they can actually buy a house.

If nothing comes immediately to mind, you might track your last 50 buyers and see if more than 20% of them had anything in common. It might be a product, it might be a personality type or an occupation. For example, if you find that accountants really enjoy working with you and you serve their needs well, that might be a specialty that you could pursue.

Once you figure out what your specialty is then add that catchy phrase to your business card, write a couple of press releases and start giving talks at civic, social and service clubs to let people know what you do and how good you are.

Now isn’t that special?

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors®. Linda, a Realtor® for 13 years, three of which were as an award wining sales person, spent the next ten years as a manager and corporate trainer. She has been speaking professionally speaking, training and consulting since 1992. Copyright© 2001, Linda Brakeall. All rights reserved.For info about Linda, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

EA

You are a professional. I’m sure there is something that you do better than most other RealtorsŽ

ExecutiveAgent Magazine

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EA

Love The Opportunity

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ExecutiveAgent Magazine

EA

S

omebody said you have to love what you do, but that’s not necessarily true. What is true is that you have to love the opportunity. The opportunity to build life, future, health, success and fortune.

Knocking on someone’s door may not be something you love to do, but you love the opportunity of what might be behind that door.

For example, a guy says, “I’m digging ditches. Should I love digging ditches?” The answer is, “No, you don’t have to love digging ditches, but if it is your first entry onto the ladder of success, you say, ‘I’m glad somebody gave me the opportunity to dig ditches and I’m going to do it so well, I won’t be here long.’”

You can be inspired by having found something; even though you are making mistakes in the beginning and even though it is a little distasteful taking on a new discipline that you haven’t learned before. You don’t have to love it, you just have to learn to appreciate America, appreciate opportunity and appreciate the person who brought you the good news; that found you.

Appreciate the person who believed in you before you believed in yourself, appreciate the person who said, “Hey, if I can do it, you can do it.”

If you will embrace the disciplines associated with the new opportunity you will soon find that your selfconfidence starts to grow, that you go from being a skeptic to being a believer. And soon when you go out person to person, talking to people, you will find it to be the most thrilling opportunity in the world. Every person you meet - what could it be? Unlimited! Maybe a friend for life. The next person could be an open door to retiring. The next person could be a colleague for years to come. It’s big time stuff. And sometimes in the beginning when we are just getting started we don’t always see how big it is.

So, before you are tempted to give up or get discouraged, remember all success is based on long term commitment, faith, discipline, attitude and a few stepping stones along the way. You might not like the stone you are on right now, but it’s sure to be one of the stones that lead to great opportunities in the future.

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.

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BANKER EXECUTIVE

TM

Nomination Form

Nominate a fellow colleague to be featured as Executive Banker of the Month.

All candidates must be nominated by an industry professional and 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/Stae/Zip:____________________________ ________________________________________ Phone:__________________________________ Email:__________________________________

Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949-266-8757 Email: Fred@eamag.net Ph: 949-366-3349

Submitted by:____________________________ Name:__________________________________ Company:_______________________________ Phone:__________________________________ Email:__________________________________

Once In A Lifetime

A

subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.

The opportunity to take that dream trip you have thought of for years.

“Isn’t every moment of our lives, once in a lifetime?” he asked.

Live for today my friends. Make today the best day that you can. Be aware of every moment and how it is the last time you will be able to make the decision on how to spend it.

Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment.

What happens though is that we figure we will be able to live another moment in the same way we are passing on right now. Time becomes a commodity that we trade… and the riskiest commodity of all – futures!

We pass on this moment for the option to live it in the future.

The problem is that there is no guarantee of the future…

Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day: The opportunity to play with your children or grandchildren.

Today is your once in a lifetime opportunity to live your dreams, love your family, and make a difference.

As the marketing profession would put it: Don’t miss this Once in a Lifetime Opportunity!

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

The opportunity to love your spouse.

The opportunity to take that business risk.

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ExecutiveAgent Magazine

Written By Chris Widener

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

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

11/25/13 6:02 PM

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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.

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. AS1386180 Expires 11/2016