Southern California’s Publication for the Real Estate Professional
Executive Agent of the Month
INSIDE FEATURES: EAGLE HOME MORTGAGE
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OC Real Estate 411
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imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 10/2012. Equal Housing Lender.
VOL. 4 NO. 46
28 - Tony Alessandra:
How To Be Street Smart On And Off The Street
34 - Jim Rohn:
The Four Emotions That Can Lead To Life Change
ADVERTISERS’ INDEX Advantage Title..............................11
36 - Chris Widener:
Eagle Home Mortgage.......................39
Once In A Lifetime
16 - Zig Ziglar: 5
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 firstname.lastname@example.org www.ExecutiveAgentMag.com
i Photography Studio................31 & 38
The Right Mental Attitude
Kinecta Federal Credit Union...........19 Prominent Escrow...........................12
Executive Agent of the Month
PWAOR......................................24 Realty ONE Group............................40 Talk of the Town......................20 & 21 The Termite Guy................................18 Wells Fargo Home Mortgage...........13
14 Eagle Home Mortgage Company Profile
26 Julia Evans
Star Real Estate South County
Coldwell Banker Previews
Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2012 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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NO MINAT I O N
E XECUTIVE A GENT EXECUTIVEAGENT Ê
Nominate a fellow REALTOR® to be profiled 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 or affiliate. 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. Nomination form I nominate:
NAME:______________________________ COMPANY:__________________________ ADDRESS:___________________________ ____________________________________ Southern California’S PubliCation for the real eState ProfeSSional
CITY/STATE/ZIP:_____________________ ____________________________________ PHONE:_____________________________ E-MAIL:_____________________________
Executive Agent of the Month
REASON:____________________________ _____________________________________ INSIDE FEATURES: EAGLE HOME MORTGAGE
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MAIL, Fax or E-mail:
ExecutiveÊAgentÊMagazineÊ Fax or Email to: 2929 Calle Frontera Executive Agent San Clemente, CAMagazine 92673 Phone (949) 366-3349 Fax: 949.266.8757 Fax (949) 266-8757 email@example.com
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Executive Agent of the Month
for the building side of the industry,” she recalls. She was tenacious, pursuing her passion in a corporate position with a respected home builder where she established an insider’s understanding of the homebuilding process. Her creativity and work ethic distinguished Cesi, who was recruited into a position as a new home sales associate. “It wasn’t my first choice,” she recalls. But before long, she discovered she had found her niche. Cesi is one of those unique individuals whose comprehensive skillsets allow her to thrive in professional and interpersonal roles. From the onset, she understood that the core of real estate wasn’t about selling homes. “I am driven to meet my clients’ needs and exceed their expectations,” she explains. After cultivating an accomplished career in new home sales, Cesi sought new prospects. She transitioned into the resale market, maintaining professional relationships with a number of regional builders. By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer
dynamic real estate professional with an intuitive approach to business, Cesi Pagano has proven to be a formidable force in a volatile marketplace. Her education, experience and international background allow her to successfully connect with a range of individuals at every level of real estate, and her unwavering determination has propelled her –and her clientele- to consistent success.
After earning a degree in Architecture with a minor in Interior Design from Cal Poly Pomona, Cesi reevaluated her career outlook. Though she originally intended to forge a professional path as an architect, an internship opportunity changed her course. “I discovered a passion
She is a natural leader, almost restless in her pursuit of ongoing opportunities. Her gritty determination is tempered with a natural sense of eloquence and grace. Cesi is as graceful as she is enigmatic, bounding with energy and ideas. Her dynamism has earned the interest of clients and colleagues alike; Cesi continues to work with builders and as a listing agent for a thriving clientele, while leading a group of professionals who comprise the Cesi Pagano Team. In addition to representing equity sellers at every level of the market, her group also specializes in working with distressed home owners in short-sale and REO transactions. The work is complex, demanding. Her team, she explains, has been carefully crafted to meet the evolving needs of a still-transitioning industry.
Success in Motion “When you represent a consistently significant volume of transactions, as we do, you’ve got to ensure that every client receives an exceptional level of service and attention,” Cesi says. “I believe that the best way to accomplish this is by cultivating a team of individuals with unique strengths and talents. We are cohesive, working together to facilitate smooth transactions for every client with whom we work.” Among the 12 members of the Cesi Pagano Team are Chris Milonakis, a short sale negotiator who has cultivated solid relationships with bank personnel and asset managers; buyer agents Brandye Quinn; husband and wife teams Paul and Joan Nadel and Greg and Julie Schneider; and Adam Evans; listing manager and transaction coordinator Charisse Wolf. Administrative and marketing
support is provided by Katie Gould, while Heather Jones is a showing assistant. And Cesi is thrilled to welcome her daughter, Gina Pagano, as the team’s social media director. The group maintains cohesiveness through adherence to a collective purpose. “We are committed to advocating for our clients and assisting them in reaching their long- and short-term goals,” Cesi explains. Ongoing communication ensures that the team is up-to-date and in sync; the group meets regularly to address issues and identify solutions to challenges. Beyond her team, Cesi shares her insight and knowledge as a mentor with her brokerage, Keller Williams Realty. She has also been tapped to speak at regional events and through a number of media outlets.
The Cesi Pagano Team of Professionals ExecutiveAgent Magazine
She has earned a reputation as a trusted and respected member of the real estate community, and Cesi aspires to serve as an example to her industry colleagues. “My team and I are looking to raise the bar in setting the ethical standards within our industry,” she reflects. “It’s challenging enough out there, and we believe it’s critical that real estate agents operate on the same level of professionalism and integrity. There are tremendous people out there, and there are individuals who might benefit from an opportunity to re-examine their priorities and motives.” The topic is a difficult one to acknowledge, but Cesi communicates with a sense of urgency and purpose. “Ultimately, our responsibility as real estate professionals is to uphold the best interests of our clients, not ourselves. My team and I are committed to providing consumers with the information and resources they need to make the right decisions and to ultimately achieve their goals.” Cesi credits Keller Williams Realty for its outstanding support to agents, professional partners and consumers. “Our company has streamlined models and systems that allow us to maximize the use of technology in marketing, communication and acquiring information,” she says. “I’m proud to be affiliated with an organization that understands how business works. We’re successful and we’re growing, throughout the United States and in the global marketplace.”
As a member of her brokerage’s Masterminds group, Cesi is also thrilled to have the opportunity to dialogue with top-producing agents around the country, who readily share their best practice procedures and approaches. “We’re an energetic organization, very positive and focused on production,” she says. “At Keller Williams Realty, we are committed to maximizing our potential and acquiring the knowledge and skills we need to best represent our clients.” Beyond her professional commitments, Cesi enjoys the opportunity to spend time with her family and to maintain an active lifestyle. She is fluent in Italian and Spanish, and travels annually to Europe. Cesi looks forward to continuing to capitalize on opportunities, and to meet challenges head-on. Her clientcentric attitude drives her ongoing goals. “My team and I want each client to feel that we were there to facilitate smooth transactions that were as stress-free as possible,” she states. “As our market continues to change, we are dedicated to the end goal: to help our clients’ dreams come true.”
Over 1,600 Homes Sold Unsurpassed Customer Satisfaction Cesi Pagano
The Cesi Pagano Team Keller Williams Realty 27101 Puerta Real, Ste. 150 Mission Viejo, CA 92691 Ph: (949) 370-0819 cesi@cesiPagano.com www.CesiPagano.com DRE # 01043716
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1. Due to daily pricing variations between products, please work with your home mortgage consultant to determine that the pricing available is the most advantageously priced home financing option for you. These nonconforming loan interest rates reflect a discount for having a Wells Fargo personal or small business checking or savings account and using Wells Fargo’s Preferred Payment PlanSM options, which includes a requirement that the borrower agree to monthly payments via preauthorized electronic funds transfer. Nonconforming loan interest rates are higher for borrowers who do not meet these criteria, but otherwise qualify for a nonconforming mortgage loan product. Limitations apply. 2. Rates may vary and are subject to increase after consummation. 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. ©2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801 AS961951 11/12-2/13
E XECUTIVE AGENT MAGAZINE
Eagle Home Mortgage:
Written By Lalaena Gonzalez-Figueroa
s the real estate market continues to transition, agents and consumers alike have struggled to identify sound industry partners with whom to align themselves. Nowhere has this become more critical than in residential lending, an arena that has succumbed to the myriad of challenges facing the marketplace. But opportunities exist, and savvy individuals recognize that institutions like Eagle Home Mortgage may hold the key to future success.
Eagle Home Mortgage is a financial subsidiary of Lennar Corporation, an S & P 500 company recognized as one of the nation’s leading homebuilders. The traditional mortgage banker offers a comprehensive range of products and programs, as well as the capacity to broker through a channel of industry affiliates. With 60 offices in seven western states, Eagle Home Mortgage opened its flagship Orange County office in Irvine in November 2011. Branch Manager Brett Smith reveals that the organization has established a solid foothold within the regional real estate market. “When we came into this market, we identified what we viewed as a significant gap in the levels of service and attention that were being offered to individual clients,” observes Brett. “Our industry, which had once been infused with a passion for service and personal relationships, had lost much of that drive.” With a decentralized model emphasizing adaptability and responsiveness to the unique needs of local markets, Eagle Home Mortgage has positioned itself as a lending institution that marries the strength and financial stability of an established corporation, with the hospitable atmosphere of a boutique office. The organization is financially sound, reporting just under $1 billion in cash assets. But they’re also unencumbered. Explains Brett, “We’re not a typical lender, and our motivations reflect that. We aren’t a bank; we didn’t acquire a bank. We are a mortgage company in the business of real estate. Our driving motivation is to assist consumers in successfully purchasing homes.”
Brett Smith - Branch Manager NMLS ID 483930
One of its most notable distinguishing factors is Eagle Home Mortgage’s completely in-house model. “We complete everything- processing, underwriting and documenting- in one office,” states Brett. “This is a critical component of our ability to consistently close transactions on time. We’re working together to achieve success for our clients.” A systematized approach streamlines processes and utilizes technology to maximize efficacy, while open communication ensures that every client matters. “I believe in the value of business conducted face-to-face,” Brett says. “Even as today’s consumers seek ExecutiveAgent Magazine
The Road to Success..... the convenience of online access, they are still thrilled to know that they can walk into our offices and meet with loan officers and processors. Our localized model allows us to maintain a focus on the end goal- closing successful loans.” Eagle Home Mortgage offers an array of competitively-priced options for individuals at every stage of real estate, from first-time buyers to individuals in the market for luxury homes, to investors pursuing financing for renovation and rejuvenation projects. Enhanced guidelines on select loan products appeal to individuals who seek creative solutions to their financial needs. Their client-centric model isn’t limited to consumers; the organization is particularly tuned in to the unique needs of real estate professionals, as well. “We’re acutely aware of the issues impacting our industry partners, and are constantly evaluating methods of assisting them in building business,” Brett reveals. In addition to co-branding opportunities, Eagle Home Mortgage is also committed to discerning best practices in establishing and maintaining professional relationships with and through referral sources. Conveniently located adjacent to the Irvine Spectrum, Eagle Home Mortgage sits in the heart of Orange County. The company holds three additional offices in Southern California, as well as a San Diego branch. Brett notes that the organization is poised for continued success and additional growth. “Since our inception in Washington State nearly thirty years ago, we have expanded thoughtfully and carefully. We understand that sustainable growth takes time. We’re ensuring that the right pieces are in place, and that we maintain a focus and an ability to consistently accommodate our clients’ evolving needs.” Eagle Home Mortgage - Irvine Branch Brett Smith - Branch Manager 8105 Irvine Center Dr., Suite 500 Irvine, CA 92618 Telephone: 949.892.2400 Email: firstname.lastname@example.org Web: www.eaglehomemortgage.com NMLS ID 849059
Equal Housing Lender CA CL813i609 Universal American Mortgage Company of CA DBA Eagle Home Mortgage of CA Licensed by the Department of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify.
Mark Dudzinski - Sales Manager NMLS ID 484134
The Right Mental Attitude
Written by Zig Ziglar
n old Ann Landers column contains some excellent advice from one of her readers. This lady said that at one time she assumed that a wealthy woman whom she only knew slightly was an arrogant snob because she rarely spoke and never smiled. She also had the feeling that the woman in the supermarket with the whining children was a lousy mother. “Then,” she said, “one day I stood in line at the grocery store. I noticed that the clerk never smiled at the customers and ignored light conversation.” She said, “I was tempted to tell her what I thought of her sour attitude when the elderly woman in front of me took a different approach. She said, ‘Honey, you look like you’re having a bad day.’ The clerk looked up with the saddest eyes I’ve ever seen and said, ‘My husband lost his job yesterday and I just found out I am pregnant.’ The lady patted her hand and said, ‘Dear, things will work out.’ When it was my turn,” she said, “the clerk had tears in her eyes, but she smiled, and I felt ashamed of myself for being so intolerant.” Then the lesson she teaches is significant. She said, “That instant made me realize that people usually aren’t rude because they’re mean and want to make my life miserable. They are unpleasant because they have problems on their mind and a heavy heart. My entire outlook changed that day and I am now much more compassionate.” She said, “I now assume the frowning woman might be worried about the results of a biopsy. The rude young driver could be on his way to the emergency room to meet an injured relative, and the distracted mother with the screaming child in the supermarket may need my smile and a kind word. Perhaps the only one she will get all day.” This reader said, “This change in my attitude has made those around me happier, but the greatest benefit is mine. I am less angry and more serene, and I like myself better than I used to.”
morning seminar, I greeted the young woman who was guarding the backstage door with a cheerful “Good morning, how are you doing?” She said, “I’m not doing well. I hate to be here.” I confidently, cheerfully and arrogantly said to her, “Well, think about it this way. There are some people who don’t have any kind of job doing any thing, so maybe you’ll feel better with that thought.” The young woman looked at me and said, “Look, I’m not ready for any of your ‘positive thinking.’ I’m having an extremely tough time.” As I walked away I thought to myself, “Boy! What a lousy attitude!” However, as I pondered it during the next few minutes I realized that what she needed was some empathy, somebody to say, “Is there anything I can do?” or, “I’m sorry things are not going your way.” I went back at my earliest possible moment to apologize to the young woman. Unfortunately, she was gone. That’s one of the reasons today I talk a great deal more about the right attitude in addition to having a positive attitude. In that particular incident, my relationship with that young woman, and the possibility of giving her any real encouragement later, was destroyed because I was so intent on saying what I had to say and not really empathetic to her problem. Relationships are built on putting yourself in the other person’s position and trying to, as the old Indian adage says, “You won’t know another person until you’ve walked in his moccasins at least one day.” Try to imagine how he or she must feel and you can deal with them more effectively and get along with them far better – and feel better about yourself in the process. 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
I can certainly relate to what this dear lady was saying. A few years ago when I was doing an early-
Sometimes it’s the niche mortgage product that closes the deal.
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Contact me for more info! Jason Sasena, NMLS# 465199 Manager Mortgage Loan Sales Tel: 855.273.9849 email@example.com www.kinecta.org/JSasena
Orange County Mortgage Center 4041 MacArthur Blvd., Ste. 100 Newport Beach, CA 92660 The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 226.2 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. 8318-10/12
AWARDS - ANNOUNCEMENTS - RECOGNITIONS - EVENTS * CERVANTES PUBLISHING COMPANY ANNOUNCES THE ACQUISITION OF VELAZQUEZ PUBLISHING INC. Cervantes International’s subsidiary Cervantes Publishing Company announces the acquisition of Velazquez Publishing Inc., Miniondas and FarandulaUSA newspapers, the premier Hispanic newspapers in Orange County, California. This trusted brand has been established for over 35 years and is the leader in both local coverage and community partnerships. It is one the largest Hispanicowned Spanish-language newspapers in Orange County. While Miniondas and FarandulaUSA will continue to focus on local, statewide, national, and international news, it will also expand coverage to include issues concerning Hispanics such as homeownership, education, and health. “As a minority-owned Hispanic businesswoman, I am very excited about taking both Miniondas and FarandulaUSA newspapers to the next level and I’m committed to providing information to the community that is relative and informative,” says Cervantes. Understanding that giving back is an important key to success, Cervantes Publishing Company has partnered with Chapman University, University of California, Irvine and California State University, Fullerton to provide internship opportunities for students with majors in journalism, business, graphics design, accounting and marketing providing students the opportunity to gain real world experience. Sandra Cervantes is a visionary with the business acumen to take a deal from conception to fruition. Ms. Cervantes is a highly successful real estate business owner and investor with an uncanny ability to bring together the right people in the right place at the right time. The National Association of Hispanic Real Estate Professionals (NAHREP) has recognized Cervantes as one of the top 250 real estate professionals in the nation. She has worked in the field of housing and community development throughout her career and
is an advocate on homeownership education and sustainability issues. As a multi-cultural, bilingual, 30-year veteran volunteer, Cervantes is well known as a person who gives back to the community and will bring this passion to Miniondas and FarandulaUSA. Cervantes International’s holding include Cervantes Commercial, Cervantes Real Estate, Cervantes Publishing Company and the Cervantes Scholarship Foundation. If you would like more information about this topic, or to schedule an interview with Sandra Cervantes, please call Bernedette Medrano at 714.668.1010 or 714.458.1244 or email Bernedette Medrano at cervantes@ cervantespublishingcompany.com * Cesi Pagano, Keller Williams Realty, is proud to present her latest listing: The Perfect Dream Home is Now Available! Relax in your private backyard spa with tropical surrounds and enjoy great canyon & sunset views! Gorgeous backyard also features a built-in BBQ with bar seating & a cozy firepit. Over 1,600 Homes Sold Amazing Floorplan Unsurpassed offers 4 Bedrooms Customer Satisfaction + master retreat + office. Chef’s dream kitchen features granite countertops, ample cabinetry, Viking
stainless steel appliances & walk-in pantry. Great Floorplan for entertaining! Enjoy dining
PRESS RELEASES - PROMOTIONS - HONORS - ACTIVITIES
in the formal dining room, spacious breakfast nook, at the breakfast counter/bar, or outdoors in the enclosed patio located off the kitchen. Formal living room & expansive family room, each with their own fireplace. Luxurious Master Suite with Retreat & Covered Viewing Balcony. Master Bathroom features dual vanities, oversized tub, separate shower stall & large walk-in closet with built-ins. 3 secondary bedrooms on the upper level. Convenient main floor office with built-ins, private bathroom & French doors to entry courtyard. Stunning interiors include designer paint, upgraded carpeting, built-ins. Fabulous location on a single-loaded cul-de-sac in the prestigious gated community of Silver Oaks in Westridge. Please contact Cesi Pagano at cesi@ kw.com or (949) 370-0819. * Realty ONE Group Affiliates, Inc., Names First Franchisee: Prominent Real Estate Broker Barbara Baker Joins as “Realty ONE Group Southwest” - Realty ONE Group Affiliates, Inc. announced the debut of its first franchise: Temecula-area real estate icon Barbara Baker will open a new office as “Realty ONE Group Southwest.” “Having Barbara on board – and as our very first franchisee – is an amazing coup, and proof that our franchise concept is attractive to the best in the business,” said Kuba Jewgieniew, CEO and owner of Realty ONE Group. Baker, who has more than 30 years of experience in the Temecula Valley, said that she had been watching Realty ONE Group’s advance for some time. “They exemplify the best of upscale professionalism, but with a personal touch, and it is clear they are heavily invested in my success.” Talks are underway with several other potential partners and three veteran real estate professionals have joined to expand the brand nationally. Realty ONE Group is a full-service real estate brokerage firm with more than 4,000 associates,
headquartered in Las Vegas, Nevada, with offices in Arizona and California. It focuses on providing ethical, professional and results-oriented services to property owners and prospective real estate buyers. Since its inception in 2005, the company has grown to become the largest real estate brokerage in Nevada and the fastest-growing real estate company in Arizona and California. For more information, visit www.RealtyOneGroup.com. * All That Glitters Christmas Mixer, Marbella Country Club 30800 Golf Club Drive, San Juan Capistrano, CA 92675 – December 6th, 5-8pm supporting – “Toys for Tots” - Please bring one new unwrapped toy to the mixer for Toys for Tots. “Are you looking for that special gift, or an evening to network with partners in the industry or perhaps just some fine food and beverages? The Realtor® mixer is
coming up on December 6th at the Marbella Country Club in San Juan Capistrano. The evening starts at 5pm and will be rocking until 8pm. Lots of silent auction items, great raffle prizes PLUS a chance to win $1000 cash sponsored by imortgage. We strongly encourage RE-Gifting!! Toys for Tots is the charity and our wonderful Marines will be on hand to accept your donation of an unwrapped toy! Realtors® get in for free and affiliates are just $35 at the door. Come out for the best and last mixer of the year, you will be glad you did!”
If you or your office have information you would like to share in Talk of the Town, please contact one of our affiliates listed below or Executive Agent Magazine at: 949-366-3349 - firstname.lastname@example.org
E XECUTIVE AGENT MAGAZINE
By Lalaena Gonzalez-Figueroa
R OBYN W EBB The 411 on Orange County
real estate professional with an entrepreneurial spirit and a passion for doing good business, Robyn Webb is an integral component of the success of her companies, OC Short Sale 411 and OC Real Estate 411. At the heart of her approach is an unwavering set of core values; she operates with a distinct vision and a purpose: to provide specialized knowledge designed to assist her clients in achieving their real estate goals. “With the advent of technology, today’s consumers are looking for information that’s not readily available online,” Robyn asserts. “We’re providing the knowledge that comes from years of experience and industry relationships. We give our clients the truth, even when the truth hurts.”
Her candor is the foundation of strength upon which her accomplishments have been built. Robyn, who earned an MBA from the Marshall School of Business at the University of Southern California, has weathered the challenges of a cyclical market and emerged stronger than ever. Her brokerage reflects her perseverance; she explains, “At some point during the economic crisis, we were faced with the reality that business couldn’t continue as usual. It was either adapt or get out, and I didn’t want to get out.” Instead, she examined the marketplace and identified a critical fracture in the short sale closure rate. “There was significant education lacking, for agents as well as distressed homeowners,” recalls Robyn. “We realized that, with the right approach, we could make a difference.” It was an uphill battle, but Robyn and her husband and partner Matt were undaunted. By focusing on building relationships at the large financial institutions, they began to chip away at the convoluted shell that had shrouded the short sale marketplace in the mid-2000s. At that time, banks lacked the processes to expedite short-sale transactions, and industry regulations were changing daily. “We fell down and picked ourselves back up a number of times,” acknowledges Robyn. “It was incredibly challenging, but we believed in the mission.” While OC Short Sale 411 provided the Webbs with a foothold in what was a tumultuous transitory phase, the duo have maintained a focus on the needs of their equity market clients with OC Real Estate 411. While the companies are run in tandem, Robyn notes that they are distinct entities with unique approaches to business. “We have created a design-to-sell business concept which focuses on maximizing the outcome for each client,” she says. “With equity sales, there’s a clear projection of the investment-to-return yield, and we ensure that our clients understand how we can best position them for success.”
“Robyn Webb and her team were absolutely amazing. Not only were they educated and experienced, but they were also professional, timely, and even emotionally supportive. My husband and I are tough critics, but both agree Robyn Webb’s passion for what she does is easily demonstrated by her success and it is for this reason we will highly recommend her to anyone in a similar position,” states Brooke and Bryan D. Robyn’s marketing prowess is matched by her aesthetic. Utilizing her background in staging, decorating and remodeling, she works closely with sellers to identify the actions that will allow a home to show to its highest potential. OC Short Sale 411 and OC Real Estate 411 specialize in communities located throughout Orange County, but Robyn notes that agents within the brokerage don’t limit their services. “When we find clients in need, whose values align with ours, we do whatever we can to work with them,” she says. “As such, we’ve represented listings from Lancaster to San Diego.” Robyn and Matt remain dedicated to the needs of their clientele, their business, and their industry. The duo are actively educating their fellow real estate professionals, teaching 2-day short sale courses with continuing education credit. “When they walk out, they’re able to assist homeowners in distress. It’s an amazing feeling, freeing individuals of the burden of fear and providing them with a path to a better future. It’s one of the most rewarding aspects of my career, and I’m thrilled to share my knowledge and experience with others.” They’ll continue to improve upon their systems and approaches, says Robyn. “We’re ‘sharpen the saw’ people, with high expectations and a sense of accountability for ourselves, our professional partners and our clients. We want the best, and we’re constantly working towards that.”
Robyn Webb OC Real Estate 411 29222 Rancho Viejo Rd., Ste. 109 San Juan Capistrano, CA 92675 Phone: (714) 328-5999 Email: email@example.com Web: www.ocrealestate411.com DRE# 01705948
A housing market recovery? A year of sluggish sales?
What will 2013 have in store for REALTORS®?
SAVE THE DATE PWR General Membership Meeting
Friday, January 11, 2013 Crowne Plaza Anaheim Resort Featuring Keynote Speaker, Leslie Appleton-Young (Chief Economist, California Association of REALTORS®)
Pacific West Association of REALTORS® • www.pwr.net
Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting the cover Agent of the Month and inside Feature Stories. The Executive Agent Magazine 2012 Advisory Selection Committee members:
Jim & Marcia Brashier McMonigle Group Teles Properties 949.734.6228
Derek Graham Advantage Title365 949.584.2570
Sue LaPeter Prudential California Realty 714.369.4689
Elizabeth Do Keller Williams Realty 714.317.7243
Spyro Kemble Surterre速 Properties 949.717.7248
Chris McKeen Prudential California Realty 714.921.9457
Shauna Covington Prudential California Realty 949.395.8786
Barbara Amstadter Prudential California Realty 949.500.0155
Jim Mecklenburg Prominent Escrow 949.825.5125
Gerold Grosso Evergreen Realty 714.396.5514
Lynn Wong First Team Real Estate 714.414.8809
Tom Slyman Advantage Title365 714.585.9333
Fred Arrias Executive Agent Magazine 949.366.3349
E XECUTIVE AGENT MAGAZINE
Jul ia E va n s By Lalaena Gonzalez-Figueroa
er thoughtful approach to real estate is reflected in the career path that Julia Evans charted. She pursued corporate experience before launching her practice, establishing a solid understanding of the business components that would allow her to provide her clients with an exceptional level of representation and care. Today, Julia represents buyers and sellers with integrity and knowledge, assisting them in successfully navigating a range of residential transactions.
Growing up, Julia knew that real estate was in her future. “My dad and stepfather were involved in different aspects of the industry,” she explains. “I loved talking business with them, and looked forward to the opportunity to help others realize their dreams.” Her own experience proved invaluable; Julia’s family moved frequently throughout her youth, and she recalls vividly the process of acclimating to a new community. “So often, there was stress as well as excitement,” she observes. “I think I found joy in the process of starting fresh, though.” Her empathetic approach has been born of those experiences; Julia thrives in her role as an objective consultant and a knowledgeable resource for her clientele. Prior to earning her license Julia earned a Bachelor of Science from Cal Poly, San Luis Obispo, then delved into the corporate world as a Human Resources Executive with Target Corporation, an organization known for its commitment to promoting employee education and professional enrichment. “There was an incredible sense of structure, which I have incorporated into my business,” she states. Her streamlined business model promotes efficacy and allows Julia to dedicate her efforts to meeting each client’s unique needs. Julia is as compassionate as she is professional, an individual who readily connects with her clients to earn their trust and respect throughout the course of every transaction and beyond. Working with equity sellers as well as those dealing with distressed properties, she acts as a sounding board for their wants, needs and concerns, and provides up-to-date information designed to assist them in making the right choices for their distinct situations. Her exponential business growth is a testament to Julia’s client-centric model; she states that she has consistently increased production levels and is exceeding her own professional goals. “I’ve been pleased,” she acknowledges. “The growth has been very organic and manageable; I’m busier, but continuing to offer my clients the personalized care that they deserve.”
She works with a range of individuals, from first-time buyers to seasoned investors, providing sound solutions to the challenges facing consumers in a still-transitioning real estate marketplace. An astute negotiator, Julia works tirelessly to accomplish her clients’ objectives and to facilitate transactions that are as smooth and stress-free as possible. She appreciates the support of her brokerage, Star Real Estate South County, which offers a wealth of resources designed around the needs of real estate professionals and their clientele. “At Star Real Estate South County, agents are given autonomy to run their businesses as they best see fit,” she explains, “With the guidance of a leadership team that is always available when we have a question or issue.” The organization, she adds, boasts a diverse group of real estate professionals who enjoy a collaborative atmosphere. “We are all focused on achieving success, for ourselves and for our clients,” she says. “It’s incredibly motivating.” Julia’s collegial relationships extend well beyond her brokerage. An active member of the Orange County Association of REALTORS® (OCAR), she has accepted a nomination to serve as the Vice Chair of the association’s Young Professional Network for 2013. She’s also an inaugural member of the Aliso Viejo Chamber of Commerce and looks forward to volunteering as a committee member with the organization. Professional commitments aside, Julia states that her priority will continue to be on accomplishing her clients’ objectives. Julia credits her family for their unwavering support. “I’m so blessed to have them,” she muses. “They are my rock, have been there throughout every struggle I’ve had. My family and Christian faith are an integral part of my happiness and well-being.” For her clients, Julia strives to act as a rock as well, to provide them with a solid foundation of consistent and thoughtful representation designed to assist them in realizing their dreams. Julia Evans Star Real Estate South County 26711 Aliso Creek Rd., #200a Aliso Viejo, CA 92656 Telephone: (949) 705-7471 Juliaevans.firstname.lastname@example.org www.jevans.starsouthcounty.com
DRE # 01884122
How To Be Street Smart On And Off The Street
thief looks at two houses on a street -- both are large and well kept, so he is assuming there are great steals in both houses. Both are dark and empty -- all the neighbors are at a block party down at the end of the street. Both houses are exactly the same -- except that the house on the right has an alarm system, and the house on the left does not. Which house do you think this thief is going to go for? Same thing for muggers. Do you think a mugger is going to go after someone walking confidently, paying attention to her surroundings, aware of where she is going? Maybe, but he’d more likely go for the person shuffling along; wearing heels so high they’re hard to walk in, let alone run in; distracted on a cell phone; scanning a map worriedly. Call it awareness; call it survival skills; call it Street Smarts. Whatever you call it -- have it! Street Smarts is not just for keeping you safe --it is an essential business tool. Street Smarts-borne skepticism will allow you to negotiate with ease and skill. For example, once I was in negotiations for a project with a publishing company about my royalties. From conversations with colleagues, I knew that 3% was an accepted target, so that is what I went in expecting. I could tell right away that these guys were people I could joke around with, so my first offer was 50% -which made the publishing guys look at each other, speechless, before they started laughing. So, they countered me at 10%! I guess they thought I was serious. So, I paused, moved my head back, and squinted, really considering their offer. “Hmmmm, is that fair?” I asked. After much deliberation and some hesitation, which made them feel better that they were playing hardball, I accepted their offer. I walked out of that office ecstatic. I got 10% royalties just because I was able to use my Street Smarts to analyze the situation and interpret the best way to approach it. “In any pursuit in life there is a formal knowledge base and an informal knowledge base. The formal knowledge is what you are told. It is what you get in the manual when you start a job. It is what you get in the course work in college. Informal knowledge is everything they do not bother to tell you. Moreover, usually that is the stuff that makes the most difference. It is the stuff they cannot say and
would not say if they could. That is why we call it tacit knowledge.. It is what you learn from your environment. You might say it’s the unwritten rules of life.” According to Dr. Robert Sternberg of Yale, this informal knowledge, or Street Smarts, is a far better predictor of managerial success than academic performance. He even said a very high I.Q. could be a detriment to managerial success. “I don’t think Street Smarts has anything to do with big cities or small cities,” Sternberg said. “It’s no longer a negative term that conjures up images of street gangs or con artists. There is no denying that street smarts has its roots in the impoverished areas of inner cities, places in which people had to develop certain abilities just to survive physically; but just as blues singers are no longer slaves, street smart people are no longer just city-dwellers. They are born, raised, live, and work in all types of environments. “So how do you learn to be street smart? One of the critical things is just your attitude. You must have an attitude that this is something that matters -- something you can use to your advantage. So a big part of learning is motivational. It is almost a prerequisite for developing it. Then you have to seek out the information from other people, from your environment, and from within yourself. The first is done by observing Street-Smart people and asking questions of mentors. The second is done by paying attention, both inwardly and outwardly. You have to let the knowledge you already have come out-and we all have more than we might give ourselves credit for.” Above all, it takes experience, constantly adjusting your attitude to make the most of every situation. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2006, Tony Alessandra. All right reserved. For information about Tony’s keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com ; http://www.FrogPond.com
Written By Tony Alessandra
E XECUTIVE AGENT MAGAZINE
Every Month We Salute The Best In Orange County Who Do You Think We Should Feature As Executive Agent Of The Month?
Send your nominations to:
Executive Agent Magazine www.ExecutiveAgentMagazine.com
E XECUTIVE AGENT MAGAZINE
JEFF STOKES ExecutiveAgent Magazine
In the Business of Success By Lalaena Gonzalez-Figueroa
ith an entrepreneurial spirit and a passion for the value of real estate, Jeff Stokes has cultivated a thriving practice that has endured the challenges of the cyclical industry. Nearly three decades after launching his career, he continues to represent clients with a sense of enthusiasm, purpose and accountability. “I believe in real estate,” he asserts. “It provides a wealth of amazing opportunities.”
Jeff was still in high school when he first pursued his interest in the industry. After attending an investment seminar he earned his license, selling houses while still in his teens. A clear vision propelled him to become an early investor; he gained invaluable experience in the process of rehabilitating homes and managing rental properties. “It made sense,” he recalls. “I’ve seen the tremendous financial benefits that can come from sound investments.” While he never relinquished his passion for real estate, Jeff capitalized on opportunities to expand his professional repertoire. After earning a degree in Psychology from Westmont College, he delved into the residential lending industry, eventually opening and operating an independent mortgage firm. Though he wasn’t actively selling during this period, he didn’t stray far from his professional roots. “I maintained an understanding of market trends and changes,” Jeff reveals. “This allowed me to continue to maximize my own results as an investor.” An analytical approach to business and a long-term perspective provided Jeff with a solid foundation during the radical real estate transition of the mid-2000s. He was back in the field, and had invested in the acquisition of key historical data. “Using sales statistics from a period of seven to ten years, I was able to foresee the shift,” he says. “I conducted my transactions accordingly, and shared pertinent information with my clientele.” He is consultative in his business, an advocate who understands the complexities involved in achieving his clients’ goals. “So much occurs behind the scenes,” Jeff acknowledges. “My clients’ needs and best interests are consistently at the forefront of my actions.” Jeff is a straight shooter, communicative with clients and colleagues alike. He strives to maintain solid collegial relationships, explaining, “When we are able to work together, brokers are more likely to facilitate smooth and successful transactions while accomplishing our clients’ objectives.” Years of experience in a range of transactions including equity, short sale and REO properties have allowed him to operate with purpose and efficacy. There is, he adds, an emphasis on the unique needs of each transaction he
represents. “Every home, every sale and every client is different,” Jeff says. “While I’ve developed systems and processes designed to improve the process as a whole, I continue to focus on the distinct needs and situation that accompany each transaction.” Jeff’s knowledge and experience allow him to add significant value to the real estate experience for buyers as well as sellers. “I’m objective, comprehensive in addressing issues that may impact my clients in the short- and long-term,” he says. “Understanding, for example, how a home’s location and physical attributes can affect its resale value, can help a buyer better determine which property is the right one.” As a listing specialist, Jeff ensures that homes are shown and marketed to their fullest potential. “My listings are showcased with beautiful photography, high-end print pieces and comprehensive online exposure,” he notes. While he specializes in the communities of Newport Beach and Corona Del Mar, Jeff represents transactions throughout Orange County and the surrounding regions. His market knowledge is impeccable; he is engaged in local activities and organizations and in-tune with the distinct markets he serves. Jeff prides himself on offering attentive and personalized client care; he leads a tight-knit group of professionals, members of Jeff Stokes Homes, who work together to ensure clients’ needs are never neglected. “I don’t operate with a traditional team model, though,” he asserts. “My clients work directly with me throughout the course of a given transaction.” After almost 30 years in the business, Jeff hasn’t lost the sense of enthusiasm that launched his career. He continues to invest in real estate, and encourages others to pursue opportunities as well. “It’s a great way to create wealth,” he states. “I believe wholeheartedly in the value of real estate.” Jeff Stokes Coldwell Banker Previews 140 Newport Center Dr., #100 Newport Beach, CA 92660 Telephone: 949.355.3361 Email: email@example.com Web: www.JeffStokesHomes.com
DRE # 00853601
The Four Emotions That Can Lead To Life Change By Jim Rohn
motions are the most powerful forces inside us. Under the power of emotions, human beings can perform the most heroic (as well as barbaric) acts. To a great degree, civilization itself can be defined as the intelligent channeling of human emotion. Emotions are fuel and the mind is the pilot, which together propel the ship of civilized progress.
Which emotions cause people to act? There are four basic ones; each, or a combination of several, can trigger the most incredible activity. The day that you allow these emotions to fuel your desire is the day you’ll turn your life around. 1) DISGUST. One does not usually equate the word “disgust” with positive action. And yet properly channeled, disgust can change a person’s life. The person who feels disgusted has reached a point of no return. He or she is ready to throw down the gauntlet at life and say, “I’ve had it!” That’s what I said after many humiliating experiences at age 25, I said. “I don’t want to live like this anymore. I’ve had it with being broke. I’ve had it with being embarrassed, and I’ve had it with lying.” Yes, productive feelings of disgust come when a person says, “Enough is enough.” The “guy” has finally had it with mediocrity. He’s had it with those awful sick feelings of fear, pain and humiliation. He then decides he is not going to live like this anymore.” Look out! This could be the day that turns a life around. Call it what you will, the “I’ve had it” day, the “never again” day, the “enough’s enough” day. Whatever you call it, it’s powerful! There is nothing so life-changing as gut-wrenching disgust! 2) DECISION. Most of us need to be pushed to the wall to make decisions. And once we reach this point, we have to deal with the conflicting emotions that come with making them. We have reached a fork in the road. Now this fork can be a two-prong, three-prong, or even a fourprong fork. No wonder that decision-making can create knots in stomachs, keep us awake in the middle of the night, or make us break out in a cold sweat. 34
Making life-changing decisions can be likened to internal civil war. Conflicting armies of emotions, each with its own arsenal of reasons, battle each other for supremacy of our minds. And our resulting decisions, whether bold or timid, well thought out or impulsive, can either set the course of action or blind it. I don’t have much advice to give you about decision-making except this: Whatever you do, don’t camp at the fork in the road. Decide. It’s far better to make a wrong decision than to not make one at all. Each of us must confront our emotional turmoil and sort out our feelings. 3) DESIRE. How does one gain desire? I don’t think I can answer this directly because there are many ways. But I do know two things about desire: a. It comes from the inside, not the outside. b. It can be triggered by outside forces. Almost anything can trigger desire. It’s a matter of timing as much as preparation. It might be a song that tugs at the heart. It might be a memorable sermon. It might be a movie, a conversation with a friend, a confrontation with the enemy, or a bitter experience. Even a book or an article such as this one can trigger the inner mechanism that will make some people say, “I want it now!” Therefore, while searching for your “hot button” of pure, raw desire, welcome into your life each positive experience. Don’t erect a wall to protect you from experiencing life. The same wall that keeps out your disappointment also keeps out the sunlight of enriching experiences. So let life touch you. The next touch could be the one that turns your life around. 4) RESOLVE. Resolve says, “I will.” These two words are among the most potent in the English language. I WILL. Benjamin Disraeli, the great British statesman, once said, “Nothing can resist a human will that will stake even its existence on the extent of its purpose.” In other words, when someone resolves to “do or die,” nothing can stop him.
The mountain climber says, “I will climb the mountain. They’ve told me it’s too high, it’s too far, it’s too steep, it’s too rocky, it’s too difficult. But it’s my mountain. I will climb it. You’ll soon see me waving from the top or you’ll never see me, because unless I reach the peak, I’m not coming back.” Who can argue with such resolve?
Think about it! How long should a baby try to learn how to walk? How long would you give the average baby before you say, “That’s it, you’ve had your chance”? You say that’s crazy? Of course it is. Any mother would say, “My baby is going to keep trying until he learns how to walk!” No wonder everyone walks.
When confronted with such iron-will determination, I can see Time, Fate and Circumstance calling a hasty conference and deciding, “We might as well let him have his dream. He’s said he’s going to get there or die trying.”
There is a vital lesson in this. Ask yourself, “How long am I going to work to make my dreams come true?” I suggest you answer, “As long as it takes.” That’s what these four emotions are all about.
The best definition for “resolve” I’ve ever heard came from a schoolgirl in Foster City, California. As is my custom, I was lecturing about success to a group of bright kids at a junior high school. I asked, “Who can tell me what “resolve” means?” Several hands went up, and I did get some pretty good definitions. But the last was the best. A shy girl from the back of the room got up and said with quiet intensity, “I think resolve means promising yourself you will never give up.” That’s it! That’s the best definition I’ve ever heard: PROMISE YOURSELF YOU’LL NEVER GIVE UP.
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.
Once In A Lifetime
Written by Chris Widener
subscriber recently wrote to me and asked me to consider this common phrase – Once in a Lifetime.
The opportunity to play with your children or grandchildren. The opportunity to love your spouse.
“Isn’t every moment of our lives, once in a lifetime?” he asked. Touché! Indeed, he is correct. Every moment of our lives is the last chance we get to live that moment.
The opportunity to take that business risk. The opportunity to take that dream trip you have thought of for years.
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.
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.
The problem is that there is no guarantee of the future…
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!
Take some time this week to think about the Once in a Lifetime opportunities you are passing up each day:
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
Exceeding expectations since 1984. It’s more important than ever to have a dedicated partner and advocate to guide you through the home financing process, removing obstacles and making sure things get done right - the first time. Eagle Home Mortgage is a family of local loan officers who demonstrate a record of placing customers at the center of everything we do. With in-house loan processing, funding and knowledge of the neighborhoods we serve, we can deliver a unique level of expertise, communication and follow-through that gives home buyers the freedom and power to:
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Move In On Time: Our experienced in-house underwriting and processing teams ensure your loan closes when you expect it to - if not sooner.
Relax: As a full-service mortgage banker backed by Lennar Corporation©, an S&P 500 Real Estate and Financial Services company, Eagle Home Mortgage offers a rare level of ethical and financial stability.
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Eagle Home Mortgage 8105 Irvine Center Drive, Suite 500, Irvine CA 92618 NMLS #849059 Equal Housing Lender. CA CL# 813i609 Universal American Mortgage Company of CA DBA Eagle Home Mortgage of CA Licensed by the Dept. of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify.