FebruarySOC2013

Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

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David & Avarelle Silver-Westrick Executive Agents of the Month

INSIDE FEATURES: CORY DE PASS imortgage

MICHELLE FRY

Harcourts TCG Real Estate

MAKEBA STALLINGS Keller Williams Realty

MARTIN & LAURA URIBE First Team Real Estate Keller Williams OC Coastal Realty

STEPHANIE YOUNG Coldwell Banker Beachside

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contents ExecutiveAgent

Magazine

FEBRUARY, 2013

Cover Story

VOL. 5 NO. 48

Editorials

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com

16 - Anne Bachrach:

How To Increase Your Sales Through Networking

28 - Linda Brakeall: Prioritize Your Farm...

ADVERTISERS’ INDEX

36 - Mark Hunter:

Advantage Title..............................11

”Learn/Teach/Sell” Yourself To More Sales

Eagle Home Mortgage.......................39 Evergreen Realty...............................21

34 - Zig Ziglar: 5

First Team Real Estate.....................25

Positive Thinking

imortgage.................................2 i Photography Studio.........................38

David & Avarelle Silver-Westrick Executive Agents of the Month

Kinecta Federal Credit Union...........19 Prominent Escrow...........................12 PWAOR......................................24 Realty ONE Group............................40 The Termite Guy................................18

30 Cory De Pass imortgage

32 Makeba Stallings

Keller Williams Realty

22

9

Michelle Fry

Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe

Harcourts TCG Real Estate

26 Martin & Laura Uribe First Team Real Estate

Wells Fargo Home Mortgage...........20

14 Stephanie Young

Coldwell Banker Beachside

ExecutiveAgent Magazine

© Copyright 2013 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

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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:

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NAME:______________________________ COMPANY:__________________________ ADDRESS:___________________________ ____________________________________ Southern California’S PubliCation for the real eState ProfeSSional

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CITY/STATE/ZIP:_____________________ ____________________________________ PHONE:_____________________________ E-MAIL:_____________________________

Executive Agent of the Month

REASON:____________________________ _____________________________________ INSIDE FEATURES: EAGLE HOME MORTGAGE

Company Profile

JULIA EVANS

Star Real Estate South County

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JEFF STOKES

Coldwell Banker Previews

ROBYN WEBB

OC Real Estate 411

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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 info@executiveagentmag.com

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Cover Story

David & Avarelle Silver-Westrick Executive Agents of the Month

Keller Williams OC Coastal Realty ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

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hey are consummate professionals who work with purpose and empathy. Husband and wife team David and Avarelle Silver-Westrick have earned the respect of colleagues and clients alike for their knowledge, expertise, and commitment to providing consistently exceptional representation. As owners and partners of Keller Williams OC Coastal Realty, the Silver-Westricks lead by example. “At the heart of our business is the responsibility to assist our clients in accomplishing their goals,” says Avarelle. “That’s vital to us, and it drives everything we do.”

A graduate of the University of California San Diego, David attended USC Law School before launching his real estate career in 1987. Four years later, Avarelle left a successful practice as a real estate transaction attorney to join him. Together, the Silver-Westricks not only offer a comprehensive knowledge base and skillset; the duo also share a sense of passion for their profession. “It is so very rewarding,” recalls Avarelle. “David and I tremendously enjoy helping others in the process of buying and selling real estate.”

They rapidly established themselves as top producing agents who flourished in their capacity to meet the needs of a diverse clientele. While he earned a spot as his office’s #1 agent, David, a high-end homes specialist, also became

prominent in a number of professional associations. David was elected President of the Orange County Association of Realtors® and then served twice as President of the Southern California Multiple Listing Service Corporation.

David is honored to have been a director of both the California Association of Realtors® (CAR) and the National Association of Realtors® (NAR). Most recently, David helped negotiate the merger of the two largest MLSs in California into the California Regional Multiple Listing Service, now the largest MLS in the world.

Serving on boards, says David, allowed him to give back to the communities that have contributed to his own suc­ cess. His efforts have had a lasting effect; as a member of a CAR committee overseeing standard industry forms, David helped create the Seller Property Questionnaire, a document used today across the state. Well-versed in the distressed property market, he was tapped to co-author NAR’s “The Short Sale Work Flow,” an educational tool designed to provide brokers and sales associates with a comprehensive over­view of the components of the short sale process including listing, marketing, negotiating and closing properties. David was also instrumental in the movement to generate affordable housing options in Orange County, working closely with the Fair Housing Council to strat­egize solutions for individuals who might have otherwise only dreamed of one day becoming homeowners.

ExecutiveAgent Magazine

Avarelle, too, has given her time and talents to benefit others. After working closely with Family Assistance Ministries on a commercial lease endeavor, she was invited to join the organization’s Board of Directors. “I’m so honored to be a part of this amazing group,” she says.

The Silver-Westricks have touched every level of real estate throughout Orange County; in addition to their grassroots efforts in the affordable housing market, they also negotiated “the highest selling price in San Clemente for a single residence in the history of MLS reported sales,” notes Avarelle, who reveals that the marketing and sale of the property in Cotton Point Estates, San Clemente shaped the way she and David approach their business today. The 2010 sale marked a turning point in the community’s luxury home market, and served as a testament to the couple’s commitment to meeting their clients’ needs.

To successfully market the stunning estate which closed for $7.6 million, the duo assembled a team of talented

specialists including graphic artists, website designers, PR consultants and photographers. The result was nothing short of spectacular: 4070 Calle Isabella was seen around the world, including on the Jumbotron in Times Square, New York; in approximately 500 print publications, and through a significant online presence. Their exhaustive efforts, says David, provided career-changing insights into the field of value-based advertising.

“We had been utilizing a great range of tools including proprietary websites for each listing,” David explains.

“But with this estate, Avarelle and I explored innovative opportunities including aerial photography and narrative marketing techniques.” He continues, “While traditional real estate marketing tends to focus on physical features, we delved into the property’s ambiance and explored the experience of living in such a remarkable home.” The duo has continued to incorporate this perspective into their ensuing marketing campaigns, with notable success.

ExecutiveAgent Magazine

David has been named REALTOR® of the Year for OCAR, and he and Avarelle are the proud recipients of Orange Coast Magazine’s “Five Star Award” for 2010 and 2011. David also co-authored The Plain Language Dictionary of Real Estate, a comprehensive dictionary of real estate terms intended for both consumers and real estate professionals. The dictionary is available on Amazon.com and will soon be available as an ebook.

There’s no shortage of awards and accomplishments linked to David and Avarelle, but their most treasured accolades come from their clients, who laud their consistent commitment to excellence.

ease. Second, they have great compassion for others. They know that a real estate purchase or sale is not simply a business deal, but often an emotionally charged and stressful event in a client’s life. So they put their own egos aside, and take the time to attend to the feelings and concerns of the client. Third, they are tirelessly devoted to their client’s happiness. It is their standard operating procedure to go the extra mile, often at great inconvenience to themselves.”

“It’s easy for me to sum up my feelings about David and Avarelle,” says attorney Jeffrey Rovner. “Put simply, they are the wisest and most decent people I know. They are my role models.”

Ammar Al-Ali attests to the impeccable follow-through of the Silver-Westricks, who have represented him on a number of real estate transactions. “One of their best qualities is their ongoing communication,” he says. “In the past, I have worked with agents focused on closing a deal. David and Avarelle remain helpful beyond a given transaction.”

Al-Ali recalls the purchase of a San Juan Capistrano home, upon which he planned to construct an addition. “Avarelle arranged for a meeting with a reputable architect, and went to the city to obtain informative reports and property history records,” he says. “She was incredibly proactive and helpful. I appreciate that level of professionalism, and have felt comfortable referring the Silver-Westricks to many of my own friends.”

“During the nearly 30 years I have known Avarelle and David, as their friend and as their client, I’ve watched the development of their real estate careers. I believe their great success as Realtors® can be traced to three qualities. First, they have deep experience in law and finance, in addition to real estate, and they’re extremely smart. So complex transactions don’t intimidate them. They have seen all of the twists and turns before, so they can navigate their clients through difficult terrain with confidence and

Rovner continues, “Each of these qualities is rare. The combination is practically a miracle. Just the sort of stuff role models are made of.”

ExecutiveAgent Magazine

A Relationship-Driven Business Yields Success From expansive luxury mansions in Orange County, to starter homes for Marine families stationed at Pendleton, the Silver-Westricks enjoy the opportunity to work with a cross-section of individuals throughout the region.

Though they live and work in San Clemente, they are well-versed in surrounding communities and go the extra mile to ensure they’re finding the right homes for their clients. “We are thrilled to contribute directly to the success of others in a unique and special way,” offers Avarelle. “David and I are committed to our mission to make this area a better place for others so that they can go on to live more successful and fulfilling lives.”

been inspired to continue our tradition of volunteer work,” beams Avarelle. “Our family’s values have always been entrenched in the idea of giving back to others.” Amanda currently works for a non-profit organization in Washington, DC. David, a talented guitarist, acknowledges that work and family leave little time for his musical pursuits. His penchant for rock & roll music, though, remains strong.

David and Avarelle look forward to continuing to represent their clients with the tenacity and dedication that have defined their real estate careers.

Though they’re dedicated to their clients and their brokerage, David and Avarelle find balance in quality time with their daughter Amanda, a charismatic young woman who has traveled the world as a volunteer with a number of human service programs. “I believe she has

ExecutiveAgent Magazine

Keller Williams OC Coastal Realty

David & Avarelle Silver-Westrick Keller Williams OC Coastal Realty 111 Via Pico Plaza San Clemente, CA 92672 Ph: 949.248.1310 David@silver-westrick.com Avarelle@silver-westrick.com www.silver-westrick.com DRE # 01004854 - 01005429

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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By Lalaena Gonzalez-Figueroa

ExecutiveAgent Magazine

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STEPHANIE YOUNG The Intelligent Choice

S

mart, driven, and impossibly energetic, real estate professional Stephanie Young has earned a spot as one of Orange County’s top producing agents, but it’s the relationships she has cultivated that truly define her business. A native of Oahu, Hawaii, she adheres to the island values that have contributed to her success. “Hawaiians are heart-driven, treating everyone like family,” she reflects. “I’m this way in my work; I believe that if you earn respect, put clients first, you’ll see the returns in your business. At the end of the day, I need to feel good about what I’m doing for others.”

Stephanie launched her career in real estate in 2007 after graduating from the University of California, Irvine with a Bachelor’s degree in Biology, Psychology, Criminology, Law and Society. She went on to attend medical school, but after a year determined that there were opportunities better suited to her disposition and her growing family. “My son was born the year before entering medical school,” she explains. The move was, adds Stephanie, a life-changing experience. “I got into real estate and discovered my passion,” she asserts. “Every day is a new challenge, I’m able to meet amazing people and help them as they move into new phases in their lives. It’s wonderful!”

Her academic background proved an ideal foundation upon which to thoroughly educate herself in real estate matters. Stephanie has earned a remarkable array of designations and certifications including e-Pro, ShortSale & Foreclosure Resource (SFR), Accredited Buyer’s Representative (ABR), and Graduate REALTOR® Institute (GRI). The credentials have a special significance though; they represent Stephanie’s commitment to providing exceptional client care. “I never wanted to be someone who sold houses,” she says. “I saw myself as someone who would add value by advising others, educating them on their options and providing them with ways to accomplish their goals.” Professional education is a means to that end, and Stephanie reveals that while she has garnered an incredible amount of knowledge, she plans to continue her learning journey. “I’m always looking to better myself and my services,” she smiles.

of each transaction with a sense of purpose and care.

Buyers appreciate her patience and objectivity; Stephanie asserts that there’s no reason to settle when looking for your dream home. “There are challenges in every market,” she explains. “We can still accomplish what we set out to do.” Sellers benefit from Stephanie’s comprehensive marketing and advertising campaigns, which are promoted in print and through a heavy online presence. Her open communication ensures that no client is left wanting for information or updates. Stephanie and her extended team of professional referrals adhere to the philosophy that clients come first.

As her clients’ needs have evolved, so has Stephanie’s business model. Her executive assistant Sayeste utilizes her background in management to ensure that no details are left to chance, no needs remain unmet. Julei Sisk works as a buyer’s agent and transaction coordinator. Stephanie has also partnered with Lia Marie, an experienced and wellregarded agent whose ethical standards match her own.

“We share a similar insight into the business, and complement each other in many ways,” Stephanie observes.

“Together we’re a great team that can enhance the experience for every client.”

Her “Aloha Spirit” practically radiates from Stephanie’s very being; her positivity is infectious and her can-do attitude continues to propel her success. The energetic wife and mother of two looks forward to continued work with her growing clientele, providing the best possible experience every time.

Stephanie Young Coldwell Banker Beachside, Realtors® 19671 Beach Boulevard, Suite 101 Huntington Beach, CA 92648 Telephone: 949.342.4177 Email: Stephanie@ochomesforyou.com Web: www.OCHomesForYou.com DRE # 01793999

Stephanie works with buyers and sellers throughout Orange County and the surrounding regions, offering knowledgeable representation with a spirited sense of positivity. “I’m energetic,” she laughs, alluding to her nickname; they don’t call her “The Hurricane” for nothing!

Detail-oriented, she effectively manages the components

ExecutiveAgent Magazine

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How To Increase Your Sales Through Networking

A

re you searching for new ways to boost your sales and increase your business? Wouldn’t you like to make warm calls instead of cold calls? Wouldn’t it be great to get more quality referrals? Whether you are new in your field or a veteran, networking could be the answer that you’re looking for. It can give you a lot of satisfaction and increase your revenue.

Years ago, I was new to San Diego and needed to earn extra money (I already Had a full-time job). I somehow landed on selling costume jewelry part-time. Networking was a whole new experience for me and so was having my own business and selling jewelry. I looked in the paper to find out when networking groups got together and made a list and just took a deep breathe and started attending.

Within two years, I was making the same amount of money selling jewelry that I made in my full-time job (which I had been doing for 10 years). Networking worked for me, and it can work for you, too.

It’s your turn to take the plunge. Choose a couple of groups that are Specific to your industry, what you sell or you have an interest in. Find out when they meet and put it on your calendar to attend. Set an initial goal of attending two networking meetings per week and increase the number from that point as time goes on. The more meetings you attend, the more opportunities you will have. You will find networking groups that meet for breakfast, lunch, dinner and even on weekends.

You may or may not be comfortable right away. As an introvert, I was not comfortable right away. Keep in mind, other people attending meetings may also be nervous (it is not just you). Once you are at the meeting, take a deep breath, put a smile on and go for it. Walk up to anybody, put your hand out and say Hi, my name is _____, I do ______. What do you do? Hand them a business card with your left hand and shake with the right. Put your business cards in one pocket and others you collect in the other pocket. This keeps you organized.

Keep a pen in your pocket also so you can write notes on the person’s business card after you walk away. This will help jog your memory for future conversations.

If you are sincere in learning about someone that will show through and they will have a positive impression of you. If you act as though you just want to ‘sell’ and have

16

no desire in building relationships, people will sense that and may not be as open to you.

Arrange you business cards. You will have tons of cards after attending many networking meetings and you will want to refer back from time to time. Write where and when you met the person on the card. Look at different ways to categorize cards (industry, where met, etc.) I have chosen to arrange my cards by profession (ex. real estate, salon, mortgage, insurance, attorney, massage, etc.).

You want to talk to a person for _____ amount of time and move on to someone else. Have a goal to acquire X amount of business cards each time you attend a meeting.

Don’t expect someone to do business with you right away. When people feel all you want is $ from them they will not trust you and chose not to ever do business with you. Don’t go with the idea of selling your product/ service. Go to learn about other people and have them know you.

Ask about other organizations/groups’ meetings you might attend based on the person’s experiences.

Send a note to people you met. It can be about anything.

For example, send one that says it was nice to meet you and if I can ever help you, please let me know. Send an article that you saw that reminded you of something they said to you and attach a note that simply says, thought you might be interested in this article. Doing these things help build relationships and will assist you no matter what you do.

As your list grows, you can start referring people to one another. When you meet people and they tell you they are looking for X, you can go to your cards and send them the person’s name and they both might be able to do business together. If you say you might have a name, information on something, send it to that person. They will appreciate it and appreciate you.

So go out and get busy networking. Just thinking about it doesn’t get you your desired results. Doing it does.

Have fun!

ExecutiveAgent Magazine

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Written By Anne Bachrach

Anne Bachrach is President of A.M. Enterprises.

Copyright© 1999, Anne M. Bachrach. All rights reserved.

Anne has 16 years of experience training and coaching.

Her main focus is training entrepreneurs and salespeople how to build high-trust relationships, on purpose (ValuesBased Selling™). The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For information on about Anne M. Bachrach, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com

ExecutiveAgent Magazine

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ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa

EA

MICHELLE FRY

T

here’s something unique in the way that real estate professional Michelle Fry approaches her business: a depth of authenticity shapes her client-centric model. “People are my passion,” she says with undeniable sincerity. Her mission is, without fail, to offer her clients advocacy and representation designed to assist them in meeting their long- and short-term goals.

Before earning her license Michelle spent nearly two decades in the corporate industry, creating incentive marketing programs for preferred customers. “I was constantly strategizing ways to add value to client relationships with our company,” she explains. She then launched and ran a consultative marketing communications firm. Michelle’s ability to connect effectively with others, paired with her acumen for identifying creative and sound business solutions, enabled her to establish a solid clientele throughout a successful 10-year period. A change in residence – her family relocated from Georgia to her native California – prompted her transition into real estate.

“With plans to invest in properties, I wanted to study the market and the industry so that I’d make the right decisions,” reveals Michelle. “I didn’t necessarily think I would be working with my own clients as a salesperson.”

It’s just not in her nature, she explains, to push a product.

“I’ve always believed in my abilities to assist others through consultation and education. I want to be the force that contributes to their success.” After interviewing with several brokerages in 2006, she realized that she had the skills – and the approach – to do just that.

Though she launched her real estate career at the cusp of a global economic crisis, Michelle wasn’t among the industry’s early victims. “I didn’t know the difference between an up market and a down market, so I just approached my work the way I always had,” she explains.

Her grassroots efforts - helping people ascertain their needs, then identifying ways to accomplish the steps to get them there - worked. Michelle’s real estate business grew steadily, even as other agents were leaving the industry for good.

As a buyer’s representative Michelle is patient and thorough, ensuring that every question is answered and every concern addressed. “It can be tough for buyers to decipher our industry lingo, so I communicate on their terms, provide information in a way that’s relatable and understandable,” she says. Understanding that the search for a home can be as stressful as it is exciting, Michelle strives to alleviate the tension and facilitate an enjoyable experience. “We’re organized,” she notes. “I’m not going to try to cram in a slew of home visits without knowing what my clients truly want and need. When we do preview homes, we’re well-prepared.”

Michelle’s selling clients appreciate her distinctive marketing and advertising campaigns. Individual websites, professional photography and complimentary staging consultations ensure that every home’s unique appeal is showcased. A significant online presence allows prospective buyers to readily access property information, while Michelle’s extensive collegial network enables her to take advantage of international exposure. Locally, she reaches out to her professional community through themed broker previews. “They’re events,” she reveals. “I love to make the experience – and the home – a memorable one.”

Knowledgeable, experienced and enthusiastic, Michelle has earned the trust and loyalty of a thriving clientele, who appreciate her commitment to upholding their best interests throughout the course of every transaction and beyond. “I love it when my clients call me with questions, or to share great news,” she says. “Their happiness is my greatest success.”

Michelle Fry Harcourts TCG Real Estate 28202 Cabot Rd., Suite 510 Laguna Niguel, CA 92677 Telephone: 949-584-3527 Email: michelle@fryteamonline.com Web: www.fryteamonline.com DRE# 01502948

Today Michelle continues to thrive, working with buyers and sellers in communities throughout South Orange County. Her personable approach is part of her professional signature; she’s known as much for her ability to incorporate a sense of fun into her professional repertoire, as for her attention to detail in cultivating and maintaining relationships with buyers as well as industry colleagues.

ExecutiveAgent Magazine

You Have the POWER to CHOOSE…

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Why join the Pacific West Association of REALTORS®?

Three convenient locations to serve you (Anaheim, Long Beach, & Walnut)

COMING IN 2013

Direct access to Matrix MLS through www.pwr.net –

• New & Improved Education

no more multiple logins!

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FREE access to PWReports through www.pwr.net (local market trends & statistics) FREE Education FREE Informational & Networking Events /Meetings Supra Keybox & Card Support PWR Charity Foundation supporting local veterans PWRStore for all your real estate needs

To become a PWR Member, please call 714.245.5530 or email lalainec@pwr.net.

To become a PWR Member,

please call 714-244-5530 or email lalainec@pwr.net Pacific West Association of REALTORS® • www.pwr.net

LOOK WHO’S MADE THE TO

FIRST TEAM FIRST TEAM WELCOMES

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WHEN YOU WANT TO

BE THE TOP DOG As the market leader, First Team® is consistently chosen by more consumers throughout Southern California. We make it easy to exceed your clients’ expectations. Our reputation and unbeatable selection of services and support provide the edge you need to be the top dog in any market.

ARE YOU CONSIDERING YOUR NEXT REAL ESTATE CAREER MOVE? FIND OUT WHY MORE REAL ESTATE PROFESSIONALS HAVE JOINED FIRST TEAM. CONTACT FIRST TEAM TODAY.

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MARTIN URIBE LAURA CARRERAS DE URIBE PHOEBE CHIANG SANDRA LEE JOHNSON MICHAEL KIM WILLIAM PERRY CAROL VANLEEUWEN CHERYL WATTS RAMIREZ SHARI MORETTI BRETT DANNER MICHAEL MITCHELL SERGIO DURAN NICHOLE DOUGHTY MELVIN STEINER BRYAN PORE EMILY HU SHELLEY LAM UYENO SUNA KIM RAND KENNETH JACKSON STACY SOOTER JASON HOWARD CONN CONRAD PELERAS LAURIE DUHART MELISSA CORRIVEAU JASON HIRAM GONZALEZ YAN JIE WANG AMIR NIA JACOB RAABE MARIA KRISTINA ROGERS LILA KOVACS PATRICIA AKINROTOYE DIERDRE MALLOY SUSAN POWERS BRITTANY HUBLER ERIC LIN MICHAEL CHRISTENSEN JORGE MERLOS SALLY ROSAUER KEVAN ZAMENI MATT BLOND RUBEN RAMIREZ JEREMY MCNAUGHTON SHERI FOUREZ KEVIN SULLIVAN MAHTAB KAMOOSI CHRISTOPHER KOERNER ROBIN WENDELL OWENS AMY GIBBO FRANKLIN THOMPSON GREGORY FARRELL ICHING WANGMACATUNO BRIAN TILLMAN MICHAEL FARINA MICHAEL ODENBREIT ISIS EINBUND

JOSEPH DELONG DEDELLE BARBANTI MALCOLM DIXON JACK SIART CAREY RICHTER TRACY MARTINELLI KAREN POPE ROBERT SILVERMAN JACKIE BARBARA SHELLI BOEHM CHASITY BERG SAKINA ZERREL TRAVIS WHITE MICHAEL THIELE CAROLYN SANTORO CHING TING HSUEH ROBERT FARR EDWARD WOJCIECHOWSKI ROBERT DELMONT JONATHAN ALKIN SANDRA CONTRERASDONOHUE MARINA LEUNG MELVYN RICHARDSON DINO CASAGRANDE ROBERT LINDNER JESSICA WARD RHETT SIERRAS GEORGE SANCHEZ MICHAEL CAMACHO MIGUEL GUTIERREZ JESSICA OLGUIN GIL GARCIA JANET DEITSCH GILBERT DUZICH JONATHAN WISSEL KRYSTLE SABUNJIAN RICHARD WAMSAT III PENNY LUX JUNG KIM JOHN BROWN III RONALD RHEA DENISE LAWSON ROBERT FRANCE JOSE CARDENAS BRUCE BROWN NATHAN DEGODT TOMMY WAGNON JAVIER ANTHONY SOLIS MARIA BANDAK CHRISTOPHER VIGIL MARY RYAN PAUL DEESE MICHELLE LEE WILSON NATHAN UNG JR.

#1 Independent Real Estate Company in Southern California ©2013 First Team Real Estate. All rights reserved. 16517.

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By Lalaena Gonzalez-Figueroa

Martin & Laura Uribe ExecutiveAgent Magazine

First Team welcomes

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efore launching their careers in real estate, Martin and Laura Uribe each established themselves as highly-respected, goal - oriented professionals.

Martin utilized his background in accounting and finance in the corporate sector, where he plied his skills in highlevel positions associated with operational responsibilities including financial analysis and senior business planning.

A native of Argentina, Laura paired her Law degree with an MBA in International Marketing in her practice as an accomplished attorney. Successful in their own rights, the Uribes determined that real estate offered remarkable opportunities for personal and professional growth. The two believed that a partnership would allow them to capitalize on their unique strengths and skills, and in 2005 they transitioned into the field.

Their resolve would be tested early on; shortly after the Uribes launched their real estate partnership, the industry took a harrowing nosedive. “It was challenging,” recalls Martin. “We persevered, though, and managed to maintain business despite the downward trend.”

From the onset, notes Laura, the duo’s commitment to success propelled their business. Starting with a small sphere of influence they strategized opportunities to network and market their services, expanding their reach and distinguishing themselves as client - centric professionals. “We are responsive, supportive and understanding,” Laura adds.

“Our primary focus has always been to understand our clients’ goals and needs, then to assist them in achieving those objectives.”

The Uribes thrived on the opportunity to pursue ongoing education and training, which has differentiated them within their field. “Since we’ve launched our careers, we have dedicated ourselves to actively acquiring more knowledge every year,” Martin asserts. “Knowledge is key, the foundation of the pyramid of success. The more we know, the better we’re able to serve our clients.” The duo holds a number of designations and certifications including Short Sales and Foreclosure Resource (SFR), Certified HAFA Specialists, REO accreditation, and e-Pro certification.

Martin is a licensed broker, while Laura is in the process of acquiring her broker’s license.

Martin and Laura represent a range of clients throughout Irvine and the surrounding regions, facilitating transactions including traditional equity purchases and sales, short sales, REO/Bank owned properties and multi-family units.

They have a successful track record of closing short sales.

Their adaptability speaks to their commitment to longevity; Martin notes, “We have embraced the trends and changes that our industry presents, and work to ensure that we have the knowledge to ensure that our clients remain well-positioned to take advantage of ongoing opportunities.”

Andrea West and her family worked with the Uribes in the sale of their condominium and subsequent home purchase. “We couldn’t be happier with their service!” she exclaims. “The sale of our condo was a tricky process and their persistence and expertise made it happen.” She adds, “Martin and Laura are both incredibly responsive and were always willing to provide an explanation on something we didn’t understand. I have already recommended them to friends and will continue to do so!”

Cecilia Holowko likens her experience with the Uribes to a fairy tale. Astute negotiators who managed every detail of their short-sale purchase, the Uribes, she says, facilitated a storybook happy ending for her and her husband. “We have been living in our dream home, happily ever after, in the house of our dreams,” says Holowko.

Their outstanding level of service is enhanced by their brokerage, First Team Real Estate. Martin states that the firm’s comprehensive resources and tools contribute to its notable footprint within the local marketplace and beyond.

“First Team has a great management and leadership group, tremendous advertising, and a vision for the future of our industry,” he explains. “We’re at the cutting-edge of technology, and have an amazing collegial network that extends across the country and abroad.”

The Uribes enjoy the opportunity to work with a culturally diverse clientele, establishing relationships that often extend beyond the scope of a given transaction. The couple estimates that upwards of 70% of their business stems from repeat and referral clients, who appreciate Martin and Laura’s personable approach. “We appreciate the chance to learn about others,” muses Laura. “Different cultures, different professions; it’s interesting and exciting for us.”

Despite the challenges of a changing marketplace, Martin and Laura remain focused on their clients’ success. “Our profession is our passion,” Martin states. “The goals of our clients become our own goals; we are driven to see them to fruition.”

Adds Laura, “We never know what tomorrow will bring, but Martin and I look forward to every new day.” When clients are ready to embark upon their real estate journeys, Martin and Laura Uribe’s consultative guidance can make the difference.

Martin & Laura Uribe First Team Real Estate 4040 Barranca Pkwy., Suite 100 Irvine, CA 92604 Telephone: 949-400-6052 Email: MartinAndLaura@Live.com Web: www.LauraUribe.com DRE # 01708896 / 01708895

ExecutiveAgent Magazine

EA

Prioritize Your Farm....

R

ealtors® are always told that “farming” will pay off in the long run. As Realtors®, it sometimes seems that we might not live long enough to reap the harvest of all this “farming”.

What if there was a way to find out who planned to move soon?

Is there any kind of a community issue that deserves a homeowner survey?

Perhaps a new transfer tax? A highway going through?

Or a school or political issue?

Put together your community issue survey (no more than 5 questions) and ask these final two questions: 1. What year did you move into this neighborhood?

2. And how long do you plan to be a member of this community?

The survey is most effective when done in person.

Phoning is the second choice. Don’t bother to mail them out. You’ll be killing trees for no reason!

What you can do with this information: First forward the community information to whoever needs it; the school board, the village or whomever.

Prepare a report for those who participated in the survey.

Then take a look at the answers to the last two questions.

Statistically, 20 per cent of the population usually moves every 5 years. So those who’ve been in their homes for more than five years deserve special attention.

When you asked the last question lots of interesting information probably popped out.

“Just till we retire.” Which leads into a nice conversation about where they plan to retire and when.

“Till we can afford a house in.......” You say: “Wouldn’t that be wonderful! When do you plan to do that?”

And, of course, many will plan to stay put forever.

Once you’ve targeted who’s planning to move and when, you can adjust your marketing. The “live ones” get contacted fairly often, the possible movers get contacted half as often, and the ones who have no intention of ever moving get an annual or bi-annual contact. All homeowners are not created equal for Realtors. Concentrate your attention on those who will need you soon.

Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall.

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

“Not too long. We get transferred every few years.”

That obviously, is a live one!

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ExecutiveAgent Magazine

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WRITTEN BY LINDA BRAKEALL

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Cory De Pass ExecutiveAgent Magazine

EA

Consistent Mortgage Solutions Lalaena Gonzalez-Figueroa

nown for his salesmanship, exceptional customer service and attention to detail, mortgage consultant Cory De Pass has earned a thriving clientele who appreciate his knowledge and consistency. His emphasis on solid communication ensures that Cory’s clients receive thorough care throughout the course of every transaction, and that his professional partners aren’t left wanting for information.

Backed by imortgage’s promise of excellence, Cory is continuing to facilitate successful closings throughout Orange County and the surrounding regions.

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government programs, jumbo loans, and products designed for individuals managing property portfolios.

“We offer aggressive pricing on conforming loans, with great rates available to consumers,” Cory says.

“Among our most popular programs right now are low down-payment loans (five to ten percent down) with mortgage insurance built into the loan.” With in-house processing comes open communication throughout a given loan transaction; Cory and his team are handson and ensure that no detail is left to chance, no file is neglected.

Cory launched his career in 2003, rapidly establishing himself as an outstanding and proactive professional.

When the market shifted, while many of his colleagues were seeking new business opportunities, he was revitalizing his approach. “I stayed in the industry because I believed in it,” he asserts. “I still do.”

Cory’s professional commitment is unwavering; he avails himself to answer questions and address concerns voiced by consumers and real estate partners.

Creating balance is important, though, and he tempers his busy work schedule through family time with his wife Kelli and a number of physical outlets. He golfs, works out, and coaches for Matt Leinart’s Flag Football League, stating that “staying healthy outside of the office helps me to stay on point at work.”

In 2011 Cory transitioned his business to imortgage, an organization committed to excellence. “We’re different,” Cory says. “We’ve got amazing customer service, terrific support systems, and a sense of accountability that allows us to follow through on what we promise.” During an era when large banks are often stymied by ineffective layers of management and corporate-like structures, imortgage maintains a sense of fluidity and adaptivity to the needs of an evolving marketplace. “imortgage offers the mobility of a boutique shop, with a significant presence in eight states,” adds Cory. “We have a great range of competitive products and a structure that allows us to consistently close early or on time.”

Cory appreciates the support of a skilled team of professionals, including an assistant and a processor who’s dedicated solely to his files. imortgage’s array of loan products also reflects the company’s mission: a range of options are available to meet the needs of a clientele spanning from first-time buyers to experienced investors, at every level of the market. In addition to conventional programs including VA, FHA, FNMA and HUD, imortgage offers state and local

Cory looks forward to continuing to assist his real estate clients in building their businesses as a reliable and thorough professional partner. He also anticipates continued success for his consumer clientele, who enjoy the opportunity to work with a skilled and experienced team dedicated to assisting them in achieving their real estate goals.

Cory De Pass imortgage - Newport Beach 1301 Dove Street, Suite 101 Newport Beach, CA 92660 Telephone: 949.705.0584 Email: cory.depass@imortgage.com NMLS ID 388271

ExecutiveAgent Magazine

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 02/2013

E XECUTIVE AGENT MAGAZINE

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ExecutiveAgent Magazine

By Lalaena Gonzalez-Figueroa

EA

Makeba Stallings

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decade into her career, it’s evident that real estate professional Makeba Stallings embodies the best that her industry has to offer. An astute negotiator with keen business acumen, she offers exceptional representation backed by attentive and personalized care. Her comprehensive approach ensures that every transaction is handled thoroughly, with exquisite attention to detail. And her unwavering commitment to meeting her clients’ needs drives every element of her practice.

Before earning her license, Makeba excelled as a business manager in the health care industry. The work was demanding, requiring a skillset that ranged from balancing budgets to inspiring and empowering personnel. Her uncanny ability to successfully manage the diverse professional requirements proved an ideal foundation upon which to build a real estate career; Makeba reveals that a businesslike focus allows her to facilitate consistently successful transactions for her clientele. “In our industry, it’s imperative that agents anticipate the challenges and issues that can arise,” she states. “Attention to detail and an ability to strategize solutions are critical.”

Makeba’s professionalism is tempered by her personal approach; communication, she says, can make a significant difference. “After years in the business, it’s easy for an agent to assume, based on a brief conversation, that you know what he or she needs,” she observes. “But if we’re not tuned in to those needs, we can derail a transaction.”

By establishing solid working relationships with her clients, Makeba ensures that she understands and maintains a focus on the driving factors behind her clients’ decisions to buy or sell.

Gloria Walker worked with Makeba in the purchase of her first home, and lauds the praises of the agent who, she says, isn’t a typical salesperson. “She’s different,” explains Ms. Walker. “I always felt that she was concerned about my needs, not about closing a deal.” Adds Ms. Walker, “Makeba was so patient, placing an emphasis on finding a property that would make us happy. She was thorough and communicative, answering every question and giving us the information we needed to make our best decisions.”

Makeba made an impression with her stellar negotiation skills; Ms. Walker says, “She was relentless in working to preserve our best interests in the purchase process. She was professional but caring, empathetic and understanding.

I don’t think of her as just a real estate agent; she’s also a friend.”

Whether she’s working with buyers or sellers, Makeba strives to add value to the course of every transaction, and to cultivate lasting relationships with her clientele. She

consistently pursues ongoing education and training opportunities; as the broker of record for her Keller Williams office, Makeba is a professional leader who regularly mentors agents and facilitates classes. The combination of education and experience, she asserts, allows her to offer an elevated level of client-centric care. Technology is a personal focus for 2013, she adds, noting, “As our industry continues to evolve, so must agents. If we’re not adaptable, we aren’t doing service to our clients. The ways that we manage information, the strategies we employ, and the manners in which we handle business should all be designed to maximize the customer experience.”

Makeba’s professionalism places her in high regard with her colleagues, as well. Though she’s a fervent advocate for her clientele, she has also established solid working relationships with agents throughout the region. “There are times when we’re working behind the scenes, doing what we can so that our clients experience transactions that are as seamless as possible,” she explains. “We’re not likely to achieve this if we are engaged in adversarial relationships.”

A successful and productive agent, Makeba strives to maintain the personalized and attentive care that has helped her to build a loyal and thriving clientele. “I try to make each client feel like my only client,” she says. “Taking the extra time to communicate or to listen is a way to ensure that my business remains relationship-driven.”

Dedicated to her work, Makeba is also committed to spending quality time with her family. Sunday evenings are reserved for cooking with her sisters. The wife and mother of two sons places a priority on the men in her life as well.

Makeba looks forward to the opportunity to make a difference in the lives of others, and to pursuing what she describes as her “professional purpose on the planet.” She is unpretentious despite her accomplishments, and sincere in her passion for the industry and her clients. “I love what I do, and love the fact that I’m able to be a part of the success of others,” she smiles. “There’s nowhere else I’d rather be.”

Makeba Stallings Keller Williams Realty Westchester-Playa 8939 Sepulveda, Suite 500 Los Angeles, CA 90045 Telephone: 323.481.6156 info@makebastallings.com www.MakebaStallings.com DRE # 01332672

ExecutiveAgent Magazine

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Written By Zig Ziglar

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ExecutiveAgent Magazine

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Positive Thinking J

ust what can positive thinking do? To be candid, some people have given positive thinking a bad name. I can’t stand to hear some gung-ho individual say that with positive thinking you can just do “anything.” If you think about that one for a moment, you recognize the absurdity of it. As a ridiculous example, I’m a positive thinker, but I could never slam-dunk a basketball or perform major surgery - or even minor surgery - on anyone and expect that person to survive. Nate Newton, the 300-plus pound lineman for the Dallas Cowboys is positive, optimistic and outgoing but he’d be a complete failure as a jockey or a ballet dancer.

It’s safe to say that positive thinking won’t let you do “anything.” However, it is even safer to say that positive thinking will let you do “everything” better than negative thinking will. Positive thinking will let you use the ability which you have, and that is awesome.

It works this way. You can walk into a dark room, flip on the switch and immediately the room is lighted.

Flipping the switch did not generate the electricity; it released the electricity which had been stored. Positive thinking works that way - it releases the abilities which you have.

The student who hasn’t studied and prepared for the test won’t be helped by “thinking positively.” However, positive thinking will help the student who has studied and prepared by “releasing” the stored knowledge when the questions are asked. To express it in a different way, knowledge breeds confidence; confidence breeds enthusiasm; and enthusiasm is an important key to being and doing more with your life.

Buy the positive approach to life and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.ziglar.com

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EA

“Learn/Teach/Sell” Yourself to More Sales

E

very sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a competitive edge in the marketplace, we must find ways to distinguish our selling process from our rival’s.

One of the most effective ways to do this is to use each call to “learn” something about the customer and to “teach” them something about the business. When we take the time to both “learn” from and “teach” the customer something, then we have earned the right to “sell” them. This is a consultative selling approach.

“Learning” something about the customer is absolutely essential if we are going to be in a position to help identify their true needs. Therefore, the questions you ask must allow you to gain information that can be used either in the current call or at a later time with the customer. An example might be finding out from a customer what their financial limits are.

“Teaching” is the way we can help the customer become more qualified in their position and, in turn, make better decisions. Teaching them something should not be centered on the products or services we offer, but on the industry and business practices. The key is to provide them with practical information. By

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doing so, you will demonstrate that you are interested in helping them be more successful, rather than just selling them something. ”Selling” is the final step. Naturally, we want to sell our products on every call. However, reality reminds us that many times there are objections and other issues that must be overcome before the customer will buy from us. Still, it is essential for us to do on every sales call, whether it is simply selling our integrity, our listening skills, or our personal style.

In the end, we have been successful if we have earned the right, privilege, honor, and respect to call on the customer again. This is best achieved when we’ve taken the time to learn from them and teach them information of benefit.

Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http://www.TheSalesHunter. com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPOnd. com; http://www.FrogPond.com

ExecutiveAgent Magazine

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Written By Mark Hunter

ExecutiveAgent Magazine

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