EXECUTIVE AGENT MAGAZINE INLAND EMPIRE - FEBRUARY 2021

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TM

MAGAZINE

E x e c u t i v e

EXECUTIVEAGENT Ag e n t

M a g a z i n e . I n l a n d

Chris Leeper E m p i r e

E d i t i o n . F e b r u a r y, 2 0 2 1


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Contact Contactme meto tolearn learnabout aboutwhat whatmellohome mellohomecan cando dofor foryou! you! Richard RichardHedrick Hedrick

District District Manager Manager | NMLS | NMLS #1059650 #1059650 (909) (909) 912-7835 912-7835 office office (714) (714) 400-2753 400-2753 cell cell rhedrick@loanDepot.com rhedrick@loanDepot.com www.loanDepot.com/rhedrick www.loanDepot.com/rhedrick 3281 3281 E Guasti E Guasti Road, Road, Suite Suite 550 550 Ontario, Ontario, CACA 91761 91761

Ontario Ontario Branch Branch

Riverside Riverside Cactus Cactus Branch Branch

Temecula Temecula Branch Branch

San San Juan Juan Capistrano Capistrano Branch Branch

(909) (909) 912-7810 912-7810 3281 3281 E Guasti E Guasti Road, Road, Suite Suite 550 550 Ontario, Ontario, CACA 91761 91761

(951) (951) 375-4800 375-4800 41607 41607 Margarita Margarita Road, Road, Suite Suite 101 101 Temecula, Temecula, CACA 92591 92591

(951) (951) 368-1850 368-1850 21804 21804 Cactus Cactus Avenue, Avenue, Suite Suite 102 102 Riverside, Riverside, CACA 92518 92518

(949) (949) 799-3050 799-3050 30448 30448 Rancho Rancho Viejo Viejo Road, Road, Suite Suite 250 250 San San Juan Juan Capistrano, Capistrano, CACA 92675 92675

loanDepot.com, loanDepot.com, LLCLLC (NMLS# (NMLS# 174457, 174457, www.nmlsconsumeraccess.org) www.nmlsconsumeraccess.org) andand mellohome mellohome (Texas (Texas brokerage brokerage license license #9006745) #9006745) are are sister sister companies. companies. loanDepot.com, loanDepot.com, LLCLLC NMLS NMLS ID 174457. ID 174457. Licensed Licensed by by thethe Department Department of of Business Business Oversight Oversight under under thethe California California Residential Residential Mortgage Mortgage Lending Lending ActAct CRMLA CRMLA 4131040. 4131040. (082020 (082020 374550) 374550)


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Cover Story Chris Leeper Executive Agent of the Month Home is all about family, and for RealtorÂŽ Chris Leeper, the two have always been inexorably intertwined. He grew up wiring houses with his father, a master electrician, and made the construction business his first career.

25 Featured Professionals

08 John Menke Coldwell Banker 4

14 Adriana Ponce e-Homes ExecutiveAgent Magazine

20 Samuel Castorena Jr. Realty ONE Group West


Content

February, 2021

E XECUTIVE AGENT

Developing Competence -Tony Alessandrang Like a Pro -Steve Cook

TM

MAGAZINE

PRESIDENT & CEO EXECUTIVE PUBLISHER

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Fred Arrias VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

Sales Tip – The Correct Enthusiasm -Bob Burgng Like a Pro -Steve Cook

EDITOR Trudy Vanderhoff

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PROFESSIONAL PROFILES H.K. Wilson

Shifting Perspective For Phenomenal Rewards -Mark Victor Hansenting Like a Pro -Steve Cook

CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen

46 The Habit of Success -Earl Nightingaleting Like a Pro -Steve Cook

PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography

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EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com

A Dollar and Some Ambition -Jim Rohniating Like a Pro -Steve Cook

06 The Efficiency Curve -Brian Tracyating Like a Pro -Steve Cook

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© Copyright 2020 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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A Dollar and Some Ambition

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ach of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less. To try less and discipline ourselves less. These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation. And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice. To do or not to do. To be or not to be. To be all or to be less or to be nothing at all.

Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings. Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results! And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become. Jim Rohn was a leading author, speaker and business lecturer. He is the author of 7 Strategies for Wealth & Happiness: Power Ideas from America’s Foremost Business Philosopher , among other fantastic books and audio programs.

Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every moment that we can, the best that we can, for as long as we can? ExecutiveAgent Magazine

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E XECUTIVE AGENT

TM

MAGAZINE

Written by H. K. Wilson

John Menke Brokering Happiness

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client described Realtor® John Menke as “a diplomat, a gentleman and a great bargainer.” This is an apt description of a man who was once a Cold War intelligencer and is today a broker associate at Coldwell Banker Town & Country, where he fulfills the American Dream he helped to preserve. Influenced by an uncle who was a real estate attorney, John took an interest in real estate at a young age, but the military caught his notice after college. With his gift for languages and amiable nature, he was selected to learn German and go to interrogator school. He spent the next several years working first at the German border and then inside a refugee camp gathering intelligence for the U. S. government and its allies. During his last

nine months in service, he debriefed 26,000 people and received the Army Commendation Medal. “I loved it,” John says. “It was the coolest job I ever had.” The Berlin Wall came down shortly after John returned home to begin civilian life with his wife Karina, and with that momentous event, the world changed. John dedicated the following years to government service, earned his master’s degree in negotiation and conflict resolution from California State University, Dominguez Hills, and eventually retired from his post as maintenance superintendent for the City of Glendora. It was then that John returned to his first love — real estate. “I always wanted to be in real estate,” he says. “I was fortunate to be old enough to retire and still young enough to start a new career.”

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From his extraordinary journey John brought with him a keen ability to read people and negotiate win-win terms. “I think one of my greatest skills is determining what everybody’s true needs are in a transaction. Once I know what’s most important for everyone, it’s possible to negotiate to that on both sides.” In this people-centered business, John excels as a communicator, and he is known for answering his clients’ calls, texts and emails around the clock. “I enjoy talking to people no matter where I go. My wife and I are the same — we start conversations out of the blue with strangers all over the place. I’m just interested in other people and want to know their story.” During the last 10 years of John’s government career, he was in charge of building maintenance for the City of Glendora. His experience in construction and engineering is another boon to clients, since he can advise them about improvements and costs for greatest return on their real estate investment. As part of the management team at Coldwell Banker Town & Country, John enjoys mentoring newer agents and collaborating with them on deals. “I don’t have a team of my own, but agents pair with me all the time. I really enjoy teaching and coaching.” John commands the respect of colleagues and clients alike. A cooperating agent said about him: “It was such a pleasure working with John. His professionalism and politeness made a world of a difference during our transaction.”

Boy Scouts of America and contributes often to veterans organizations, including the Fisher House Foundation and the Semper Fi & America’s Fund. In 2020, John opened his own 501(c)(3)organization, the Veteran Van Project. “I’m with the Chamber’s Military Affairs Committee. We were visiting a housing facility at March Air Field that houses disabled and homeless vets to help them get a fresh start. I asked the director, ‘What do you need most?’ She said what they really need is a new transportation van to take their residents grocery shopping and to doctors and recreation. So I thought about how to make that happen, and I realized that I needed to have a nonprofit, so the money could go directly to buying a van. And if I can make it happen for one organization, I can make it happen for others. I’ve tied that mission to real estate. If anyone would like to help our vets, I take 10 percent of every sale and put it into the project.” For more information, visit: veteranvanproject.org. Whether he is hiking, kayaking or exploring local cuisine and culture, John’s life motto has long been, “Live curiously.” He brings a sense of adventure to the home buying experience, along with a lifetime of skills that make it possible to close the deal with minimal stress and maximum satisfaction. “I want to be your happiness broker,” he says. “My goal is to help you buy or sell a home with the best result possible and move you along to the next step in your life without a lot of worries.”

In her five-star review, a first-time buyer stated: “I am forever thankful I came across John Menke. He understood my needs with his knowledge of residential areas and his given word to help me find a safe home for me and my family. Always available whenever I needed him, whether to view a home or via email, just to rant and stress about the process. He always went one step above and beyond for me. I believe it is his integrity that makes him an exceptional person and Realtor®. And know he will do the same for you!” Public service remains an important focal point in John’s life. He has held various leadership positions for ExecutiveAgent Magazine

John Menke Coldwell Banker Town & Country 23631 Sunnymead Blvd. Moreno Valley, CA 92553 Tel: 951.318.6147 Email: John@Menke.re Web: https://menke.re DRE # 01959317


Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

DO YOU KNOW SOMEONE

TO NOMINATE? I Nominate: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Submitted By: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Fred@ExecutiveAgentMagazine.com Tel: 949.297.8323


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DEVELOPING COMPETENCE

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ompetence goes beyond having a specific expertise. It certainly means being knowledgeable and skillful in your field. But it also means possessing a problem-solving ability that goes beyond your own specialty. If you don’t know the answer, or how to fix the problem, with competence as an ability, you know how to go about getting someone who does. Competence means having a can-do attitude and following through on it. We all know Incompetence when we see it. I speak a lot in public and once in a while I run into a situation where the person handling the technical aspects of the event – the “AV” as it’s called, for audio-visual – doesn’t know what to do when something goes wrong. There’s feedback in the microphone, or the projector is showing the slides crooked, and the person, who obviously hasn’t had the right training for the job, looks hopeless. Sometimes they look at ME to see if I know how to fix it. I’m happy to say the great majority of the time I work with people who are truly competent at what they do. When something goes wrong, like a buzz in the PA system, for instance, they may not know exactly where it’s coming from, but they know how to troubleshoot to find it. They check one piece of equipment, and then another, and then another, until they find the problem. Exhibiting competence in knowing what you’re doing, or knowing how to get something done, is

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communicated to others in a variety of ways. There’s the obvious level of actually being able to do what you say you can do. Your “non-verbals” – how you look, the sound of your voice – go a long way toward conveying competence. So does the style of behavior you choose -whether you come across as a very casual person, or as someone who’s a professional and takes herself seriously. Notice I said, “The style of behavior you choose,” because you do have a choice. And that’s my tip on competence: you can choose to behave in a way that exudes competence, or you can choose to undercut what skills you do have by looking and acting as if you’re not sure of yourself. Your ability to gain influence with other people is dependent on how they see you, whether they judge you to be trustworthy, and whether they think you really know what you’re talking about, or can manage the tasks you claim you can. You’ll go a long way toward gaining that trust when you’re able to impress them with your competence. Dr. Tony Alessandra has authored numerous books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. If you would like more information about Dr. Alessandra’s books, audio tapesets and video programs, or about Dr. Alessandra as a keynote speaker, visit his website at www.alessandra.com.

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E XECUTIVE AGENT

Written by H. K. Wilson

TM

MAGAZINE

Adriana Ponce

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ealtor® Adriana Ponce never had a mentor when she started her real estate career, but that never stopped her from succeeding. An entrepreneur since the age of 11, Adriana has demonstrated a knack for sales and a savvy

high school, she worked in property management, title and as an assistant to a successful real estate team. “Real estate pretty much included all the things I love in life,” she says. “I wanted to help others overcome difficult challenges while creating my own income. I saw that this was a career with few limitations and something that could fulfill me completely.” Along the way, Adriana also went back to school and obtained her esthetician’s license. She built a beauty bar from the ground up and enjoyed making her clients feel good about themselves. But ultimately, she pivoted and gave real estate her full attention. “I was so proud of my business and all the potential it had, but with an entrepreneur mindset, you have to know when it’s time to get out. The timing was right for me six years ago, and I’ve never looked back. I’m super happy and excited about where I’m going in real estate.”

business mind from childhood. Raised by a single mom who set the example with a strong work ethic and willingness to sacrifice, Adriana took the lessons to heart.

At boutique brokerage eHomes in Costa Mesa, Adriana enjoys working with and learning from some of the best in the business. “Elmer Morales and Jackie Soto are well-known in the industry, and they are selective about the agents who represent their brand. There is a lot of accountability here. I made the move in 2020, and I am excited about my partnership with them. I’ve been with big brokers in the past, but this one is different. We give clients that personal touch. As far as support goes, the broker backs you up here with anything you need. There’s an entire team behind every transaction that the client won’t see, but as an agent, it’s great knowing help is just a message away. The interoffice platform we use is phenomenal. It all makes a huge difference when you’re negotiating a contract or finding a property for sale in a market with so little inventory. It’s nice to know our broker has all this experience and really wants you to do well.”

Adriana saw opportunity in real estate and, after

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Serving Others From The Heart

With a friendly, calm and patient demeanor, Adriana strives to maintain communication with her clients and eliminate the stresses inherent to the real estate process. “Anyone can sell a home, but they’re not all easy deals. It takes an agent who is willing to put in the work, do the legal stuff with you, deal with the lawyers. When you hire me, you’re getting a fullservice agent. You can always reach me with phone calls, text or email.” Adriana’s clients consistently give her five stars for her outstanding customer service. Although the pandemic has created unique challenges, a recent buyer said this about working with Adriana: “Adriana was able to help us buy our first (home) during the initial onset of the pandemic. She did an amazing job helping us to find the perfect home to accommodate our family of six. She also was able to negotiate a wonderful purchase for us. She is absolutely amazing and highly recommended!” By doing well in real estate, Adriana is able to do good in the world and contribute to the causes that she is most passionate about. “I love doing anything empowering for women. I’ve spoken at a couple of events for women in business. I started from the bottom and worked my way to where I’m at, and I love empowering other women to do the same. Anytime someone has a question, I’m always here to lend a hand or give advice. I’m very passionate about helping others achieve their goals, and not just in real estate — any organization I can help out, I’m all for it. My heart is always with giving back in any way I can, not just money, but time is important, words of encouragement, letting others know if I can do it, you can do it too.”

mentoring a team of like-minded professionals so that together, they can help more people. “I don’t just run my business that way, that’s who I am. If you know me, you know that’s what I stand for. I have huge gratitude for every opportunity and every client. Even the difficult things in life are an opportunity to learn something. I have a lot more goals to achieve and more people to help. God willing, 2021 will be a healthy and successful year!”

Never deviating from her core values, Adriana brings integrity, hard work and a passion for helping people better themselves through home ownership to her real estate practice. She looks forward to

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Adriana Ponce eHomes 2942 Century Place #121 Costa Mesa, CA 92626 Tel: 925.705.1165 Email: Adriana@soldbyadriana.com Web: www.soldbyadriana.com DRE # 01909747


The Efficiency Curve

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he more you discipline yourself to working nonstop on a single task, the more you move down the “Efficiency Curve.” You get more and more high quality work done in less and less time. Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming. Self-Discipline Is The Key… Elbert Hubbard defined self-discipline as, “The ability to make yourself do what you should do, when you should do it, whether you feel like it or not.” In the final analysis, success in any area requires tons of discipline. Self-discipline, self-mastery and self-control are the basic building blocks of character and high performance. The True Test of Willpower… Starting a high-priority task and persisting with that task until it is 100% complete is the true test of your character, your willpower and your resolve. Persistence is actually self-discipline in action. The good news is that the more you discipline yourself to persist on a major task, the more you like and respect yourself, and the higher is your self-esteem. And the more you like and respect yourself, the easier it is for you to discipline yourself to persist even more.

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Focus Clearly on Your Number One Task… By focusing clearly on your most valuable task and concentrating single-mindedly until it is 100% complete, you actually shape and mold your own character. You become a superior person. You become a stronger, more competent, confident and happier person. You feel more powerful and productive. Build Your Self-Confidence… You eventually feel capable of setting and achieving any goal. You become the master of your own destiny. You place yourself on an ascending spiral of personal effectiveness on which your future is absolutely guaranteed. And the key to all of this is for you to determine the most valuable and important thing you could possibly do at every single moment and then, “Eat That Frog!” Action Exercises: Once you start your most important task, discipline yourself to persevere without diversion or distraction until it is 100% complete. See it as a “test” to determine whether you are the kind of person who can make a decision to complete something and then carry it out. Once you begin, refuse to stop until the job is finished. Brian Tracy is one of the world’s leading authorities on personal and business success. Visit his web site and take advantage the many success & achievement resources he has available.

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SAMUEL CASTORENA, JR. A Legacy of Service Written by H. K. Wilson

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ocated in the “Triangle City” of Diamond Bar, where San Bernardino, Los Angeles and Orange counties intersect, Realtor® Samuel Castorena, Jr. enjoys a unique perspective on Southern California real estate. He began his career as a roofer in Diamond Bar, just as the economy was emerging from the 1990s recession. As he observed the many “For Sale” signs going up and coming back down, he began to wonder about a career in real estate. He started out in mortgage lending, working with a top-producer and learning exactly what it took to be successful in the business. By the time the next recession came around in 2008, Samuel was wellpositioned as a Realtor®, using his banking contacts to sell REO properties. He became one of the most prominent REO agents in the area, selling more than 250 homes in only two-and-a-half years. Now a top-producing agent and team leader at Realty ONE Group West, Samuel works in partnership with his wife, Nancy Castorena, with whom he co-owns the American Pacific Mortgage branch in Diamond Bar. Samuel’s combined expertise in lending and real estate translates to superior advice and service for his clients, and a steady stream of repeat and referral business. He is supported by a team of experienced and dedicated professionals. “We have our loan processors, I have a transaction coordinator that works with me, and we have relationships with escrow and title companies we’ve been using for years. I also have a buyers’ agent that works directly with me.” A lifetime resident of the area with decades of industry experience, Samuel knows the nuances of every neighborhood. He is an expert on property values, and he regularly reaches out to past clients with a current Comparative Market Analysis on their property. “People really appreciate knowing what their house is worth versus how much they owe and what their options are if

they refinance or sell in the current market. Maybe they want to pay off all their debt or buy a home that better fits their needs now. Providing the information opens their mind to new possibilities. If they decide to sell, I offer a reduced commission on the listing, since I’m also representing them on the new purchase.”

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Samuel goes the extra mile to make a home transition as seamless as possible. “We have a home detailer who goes to all the properties when they’re empty and polishes everything. We recently purchased a huge trailer because we know when people are vacating their homes after they’ve lived someplace for a long time, they have so much stuff they want to get rid of. We offer to park it in front of their house for a week so they can throw stuff they don’t want into it, and then we’ll dump it for them. We’ve seen a real need for this, especially lately, when a lot of people are moving out of state.” Samuel has cultivated referral relationships with reputable agents in the nearby states of Arizona, Idaho, Nevada and Texas, so that when his clients relocate, he can place them in competent hands. “I’m also getting a lot of listings from them here in California,” Samuel says. You won’t often see Samuel without his wife Nancy. This power couple is active in the industry and in the community at large, leading social clubs and serving on public boards. As active parents to their daughter Eleahna and son Elijah, much of their volunteerism is dedicated to education and team sports. “We’re part of an off-road club called the SoCal Outdoorsmen, and we both sit on boards within our community. Right now, I’m vice president of the Walnut Valley Education Foundation and one of the founding members of the Walnut Valley Endowment, a new organization with a goal to raise $2 million to create a fund to support our Walnut Valley Unified School District and add more programs to help our graduating high school students on their career paths. I’m president of our Walnut Valley Unified Coordinating Counsel parent group that helps coordinate every nonprofit associated with the 15 schools across the district. And I’m also president of the Diamond Bar Girls Softball league that my daughter plays for. My wife and I volunteer together in all of these organizations.”

the way I want to be treated.” For Samuel, real estate is more than his profession; it is his legacy. “We’re building something to leave our kids. This is our family’s name and reputation, and we plan on being part of this community for a long time.”

According to Samuel, he’s not just a typical real estate agent, one who will sign a contract, put up a sign, and walk away. “I do whatever it takes to make sure my clients get top dollar for their property or the best home for their money. I represent them to the fullest. I’m a hard worker. I roll up with my truck and tools to help clean your house and get it ready to sell. I believe in karma and treat people

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Samuel Castorena, Jr. Realty ONE Group West 10681 Foothill Blvd., Suite 140 Rancho Cucamonga, CA 91730 Tel: 626.253.5129 Email: gatewaysamuel@gmail.com Web: www.samcastorena.com DRE # 01264865- NMLS # 1107479


The Habit of Success

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o each day all that can be done that day. You don’t need to overwork or to rush blindly into your work trying to do the greatest possible number of things in the shortest possible time. It’s the quality that counts… Don’t try to do tomorrow’s or next week’s work today. It’s not the number of things you do, but the quality, the efficiency of each separate action, that counts.

impatient. They want easy success, or none at all. They see the path to success as a frustration, an impediment. Each day spent short of the ultimate goal is viewed as a time of failure and as an annoyance. As such, they get distracted by hundreds of little things that each day try to get us off our course. Yet the successful among us know the truth: If the end goal is all we desire, we simply cannot put in the time and effort it takes to be a success when it counts—each day—and therefore cannot lay the foundation for tomorrow’s success.

Success isn’t about being lucky… Consistency will get you there… To achieve this “habit of success,” you need only to focus on the most important tasks and succeed in each small task of each day. Enough of these, and you have a successful week, month, year and lifetime. Success is not a matter of luck. It can be predicted and guaranteed, and anyone can achieve it by following this plan. But most people live a life of quiet mediocrity and never achieve the success they truly desire because they get

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Pay no attention to petty distractions. Enjoy the easy days and shake off the bad days. Stay steadily on your track. Concentrate on each task of the day from morning to night and do each as successfully as you can. Know full well that if each of your tasks is performed successfully, or at least the greater majority of them, your life must be successful. - Earl Nightingale

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Know of a Realtor doing amazing things? NOMINATE them to be our next

Executive Agent of the Month


EXECUTIVEAGENT

TM

MAGAZINE

Chris Leeper

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Chris Leeper Treating You Like Family Written by H. K. Wilson - Photography by Ian Wiant

H

ome is all about family, and for Realtor® Chris Leeper, the two have always been inexorably intertwined. He grew up wiring houses with his father, a master electrician, and made the construction business his first career. Always the adventurer, he obtained his helicopter pilot’s license along the way. When construction all but stopped during the Great Recession, Chris partnered with a Realtor® friend to rehab bank-owned properties. “That was my first introduction to real estate,” Chris says, “and after working with a

lot of Realtors®, I decided to get my license.” Chris leveraged his construction background to generate rapid success in his real estate career. His first transactions were part of a builder closeout. He fearlessly put on his boots and hard hat and walked the construction site and, after meeting the head of sales, he liquidated the last five houses in the upscale development. “That experience catapulted me into the business and, after a few years, I had more business than I could handle.”

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Chris and his fiancé, Tina Nathasingh That was a decade ago, and today, Chris is the CEO of the Leeper Realty Group at Coldwell Banker Town & Country in Moreno Valley. After establishing himself as a successful solo agent, Chris turned real estate into yet another family enterprise. His sister, Misty Meyers, is a licensed agent and notary who acts as the team’s operations manager. “She

is my right hand and does everything to better serve our clients — marketing, accounting, transaction coordination, team support — she does it all.” Chris’s brother Ryan and brother-in-law Jarrod are also agents on the team. The family atmosphere has attracted additional talent, including power producer Staci Guevara.

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Under the tutelage of real estate trainer Tom Ferry and Coldwell Banker Broker Lance Martin, Chris has continued to up his game and create a dynamic workplace where agents thrive and clients’ dreams come true. “I’m dedicated to my craft,” Chris says. “I wake up in the morning and go through trainings and continuing education. I’m not naive to think I know everything. In fact, I think the exact opposite of that. I’m constantly trying to better myself and stay up to date so I can help my team and our clients achieve their goals.” Chris takes inspiration from the Jesse Itzler quote, “How you do anything is how you do everything.”

playing baseball or trying different careers, both parents said if you do something, do it 110 percent. Don’t leave anything on the table. I believe it’s put me in the position I’m in today. From early in my career helping other agents in the office, I always showed up early and was the last to leave. Now I’m getting referrals from those agents because I earned their trust. Agents are either very competitive and out to beat the next guy or collaborative because they believe there is plenty of business for everybody. I fall into the latter. To me, it’s not about being number one. I’d rather throw someone on my back and help them climb the mountain. It makes sense to be building and growing a team, and I try to lead by example.”

“It’s always stuck with me. No matter whether I was

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Chris says he is always looking to expand with likeminded agents who are dedicated to service, and he is anticipating a prosperous 2021. “One of my goals moving forward is to help mentor younger agents and share what has made me successful. Ultimately, unit sales are not my motivation. It’s more that I’d like to help 250 families achieve their goal of buying or selling their single biggest investment of a lifetime this year.” Chris’s entrepreneurial endeavors extend to his company LRG Productions, an in-house videography service that he is now offering to other agents. He also manages Riverside County Eats, a platform that highlights some of his favorite local businesses. “It’s really about developing relationships in the community, doing a service to business owners and

adding value to my clients by recommending great places to go.” Born and raised in the Inland Empire, Chris is closely connected to his neighbors and community. He and his fiancé, Tina Nathasingh, enjoy hanging out with old friends and making new ones. For Chris, real estate is a means by which his family is taking care of yours. “I think people do business with those they know, love and trust. I do what I believe is right, and I’m committed to the process. I’m not trying to sell anybody on anything. I present the facts so they can make the best decision possible for them and their family.”

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Chris Leeper - CEO Coldwell Banker Town & Country - Leeper Realty Group 23631 Sunnymead Blvd., Moreno Valley, CA 92553 Tel: 951.741.5311 Email: agentleeper@gmail.com - Web: https://www.agentleeper.com DRE # 01881634 ExecutiveAgent Magazine



A SUPERIOR REAL ESTATE E XPERIENCE

Compass is a licensed real estate broker (01991628) in the State of California and abides by Equal Housing Opportunity laws. All material presented herein is intended for informational purposes only. Information is compiled from sources deemed reliable but is subject to errors, omissions, changes in price, condition, sale, or withdraw without notice.

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REX MCKOWN 949.689.5018 rex@mwaluxury.com DRE 01275953

MARCY WE I NSTE I N 949.689.3550 marcy@mwaluxury.com DRE 01094198 mwaluxury.com

Private Beach Estate | Irvine Cove | Laguna Beach, CA $26 Million | 2565Altamar.com

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THE POND ESTATE PALM SPRINGS, CALIFORNIA Discover an exceptionally rare combination of luxury, privacy and room to roam at The Pond Estate in south Palm Springs’ prestigious Andreas Hills neighborhood, where a gated and walled 12-acre compound is unmatched in the Coachella Valley. Enjoy 360-degree mountain and desert views, equestrian facilities, temp-controlled garage parking for nearly 100 cars, a tennis court, pool and spa, and its namesake pond. A one of a kind luxury treasure. Located at 64725 Acanto Dr. $9,200,000 34

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Nelson-Moe Group John Nelson & Cat Moe DRE # 01116367 / 01324158

(760) 502-6777

Compass

NelsonMoeGroup@compass.com NelsonMoeGroup.com ExecutiveAgent Magazine

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SPANISH REVIVAL STYLE ESTATE RANCHO SANTA FE, CALIFORNIA Patterned after the homes of early Rancho Santa Fe architect, Lillian Rice, this Dena Gillespie masterpiece on approx. 2.98 acres is an achievement in Spanish Revival design that blends exquisite finishes to pique curiosity at every turn. A breezy courtyard punctuated by lush landscaping and stone accents introduces the 12,000+ SF residence encompassing a separate guest ensuite and seven-bedroom main residence. Upon crossing the home’s threshold, the residence boasts sumptuous common areas including formal living and dining rooms, an executive office or library, billiards room and chef’s kitchen that opens to the great room fit with stunning full wall fireplace and grand lift and slide doors which open to the outdoor covered loggia. Note the Wine Grotto which is tucked in within the great room and outdoor area. The estate’s exterior living offers an unparalleled venue for entertaining, showcasing an incredible pool and spa with exciting fountain features and dining pavilion. Another great escape is the Guest Courtyard which has its own fireplace and can be accessed from the dining room on a balmy summer evening. Limestone and granite of various depths and color adorn the estate’s floors and counter tops, while designer wall coverings and lighting bring a refined warmth to the setting. Lavish master suite features an outdoor terrace, retreat with fireplace and oversized spa-like bath. Offered at $7,995,000 36

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Danielle Short DRE # 01199071

John Farris DRE # 00525511

Tel: 619.708.1500 Tel: 619.548.6840 Danielle@DanielleShort.com / John@DanielleShort.com www.DanielleShort.com

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WILDFLOWER FARM ENCINITAS, CALIFORNIA Wildflower Farm is a beautiful, income-producing commercial equestrian center located in gated Wildflower Estates. Amenities include 5 separate barns, jumping & dressage arenas sporting top quality footing, Euro walker, paddocks, a small residence and a City-maintained recreational trail system with 30 miles of natural beauty. Enjoy significant income with this pride of ownership facility in the world’s best climate for riding, training and the coastal equestrian lifestyle. 3211 Wildflower Valley Drive, Encinitas, CA 92024 Offered at $6,599,000

Caren Kelley DRE # 01003787

(858) 350-1018 caren@equestrianre.com www.equestrianre.com ExecutiveAgent Magazine

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OCEAN RANCH 10 FERN CANYON, LAGUNA NIGUEL, CALIFORNIA Panoramic Ocean & Sunset Views! Nestled behind the prestigious guarded gates of Ocean Ranch, this stunning estate boasts over 6,600 sqft, 5 ensuite bedrooms+bonus+office, & ocean views. Enjoy the California lifestyle with built-in wet bar, BBQ, pool/spa, and large patio amongst a backdrop of tranquil coastline views. Office, guest-ready MAIN FLOOR BEDROOM with full bath, master suite with ocean and sunset views, and three additional ensuite bedrooms+bonus room with viewing balcony complete the accommodations. Ocean Ranch amenities include a pool, playground & basketball court. Blue-Ribbon Award-winning schools, shops & restaurants, outdoor recreation & 5 star resorts nearby! Only 2.5 miles to Salt Creek beach! $3,988,800

Lori McGuire

DRE # 0095318

RE/MAX Tel: 949.248.8401 info@mcguireteam.com www.McGuireTeam.com ExecutiveAgent Magazine

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CALIFORNIA LIVING LAGUNA BEACH, CALIFORNIA This is your dream beach home: turn-key, ocean view, single level and mid-century architecture. Enjoy the spacious open floor plan with romantic fireplace, beamed ceilings, custom lighting, wide plank hardwood floors and impeccable style throughout. Breathe in the ocean air as you gaze at the views of the city with the sea as a backdrop. Featuring clean lines, light filled interiors with indoor/outdoor living on the ocean view entertaining deck. The chef’s kitchen is beautifully remodeled with attention to every detail: new cabinetry, quartz counters, subway tile backsplash, farm house sink, 6 burner Wolf Range, pot filler, U-Line wine cooler and Subzero refrigerator. The fenced in, private backyard welcomes you with lush green grass and a patio for relaxing. This home is nestled into the West facing ocean side of Temple Hills and rejuvenates your soul in this setting of tranquility and serenity. The private master suite is highlighted with large master closet and a master bath offering a luxurious tub, glass enclosed shower, brass fixtures and built in vanity. California living in Laguna Beach close to the beaches, shopping dining and many art galleries. This home awaits you! Virtual Tour: www.2065SanRemo.com. $2,295,000 42

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Shauna Covington DRE # 00991380

949.412.8088 direct shauna@shaunacovington.com http://shaunacovington.com PREMIER RANKINGS & AWARDS Shauna Covington was recently named one of the leading real estate professionals in the entire country, placing among the top one-half of 1 percent of more than 1,100,000 RealtorsŽ nationwide. #1 Individual Agent in Orange County 2012-2019. Top 10 Individual Agent in North America 2014-2018. Chairman’s Circle Diamond from 2009 -2019 ExecutiveAgent Magazine

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INDIAN WELLS ESTATE INDIAN WELLS, CALIFORNIA Experience next level resort style living like none other in this gorgeous Indian Wells Estate. This well-planned house allows a seamless flow between indoors and outdoors, ideal for entertaining. Cathedral ceilings with exposed beams featured in the great living room greet your arrival. Completely upgraded Cook’s Kitchen enjoys direct access to the outdoor entertaining area. Spoil your guests with a resort experience while swimming in your private pool and enjoying the breathtaking views across the course. A cleverly disguised pantry not visible from the kitchen provides extra storage. Perfectly designed with indoor-outdoor living in mind. The luxurious master bedroom suite features an elegant ensuite, extra-large walk-through wardrobe and an additional sitting area outside the sliding glass doors. Find each bedroom boasting a private bathroom separate from your guest’s powder bathroom. Many custom upgrades throughout like built in motorized shades for all the windows and doors keep things private. With windows and Sliding glass doors on all sides, natural light pours in through the day. Beautiful Mountain Views beyond the custom designed opulent, resort-style pool with spa and outdoor entertaining area, perfect for parties or weekend getaways. Surrounded by mature well maintained landscaped gardens. Escape to the idyllic surrounds of luxury resort home with fairway views. You’ll be living in the safety of this quite desirable gated community with 24-hour guard gated access. This estate offers the perfect balance between privacy and community. 3 Bedrooms - 4 Baths - 4 car garage. www.45744ViaVillaggio.com. Offerred at: $1,749.000

Carl Capitano

DRE # 01078792

COMPASS 303 3rd Street # 200 Huntington Beach, CA 92648 Tel: 714.625.8767 carl@carlcapitano.com https://www.carlcapitano.com ExecutiveAgent Magazine

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Shifting Perspective For Phenomenal Rewards

T

he truth is that when you have done everything you know how to do and your career, finances, marriage, etc. isn’t working; you have to start over from scratch.

Maybe the old way of doing things works for your friends or colleagues, but judging from your results and where you are (rock bottom) the old way, or normal way, just didn’t give you the success you desire. Some people may, and more than likely will, try to convince you that hitting rock bottom is a bad thing. They may even feel sorry for you. Don’t let them. Shift your prospective and realize the fabulous opportunities you now have. You now know what doesn’t work. You won’t try doing those things again. Today, you can start something new, something that has unlimited potential! Shifting your perspective about rock bottom takes a shift in your thinking. Think about the words ‘rock bottom’. Rock is a solid word. Things that are strong and tough are described as ‘rock solid.’ Even the Bible describes houses that will never be destroyed as being built on rock. So, if you have hit rock bottom, it’s a pretty solid place to be. It’s actually a great springboard for the rest of your life. Claim and believe hard tasks are easy and they will become easier and be accomplished more quickly. Mark Victor Hansen is the co-author of the wildly successful Chicken Soup For The Soul series of books. For over 30 years, Mark Victor Hansen has focused solely on helping people in all walks of life reshape their personal vision of what’s possible for themselves. Visit the Mark Victor Hansen website.

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Sales Tip – The Correct Enthusiasm

T

A huge mistake many salespeople make (I’ve caught myself doing this many times), is attempting to persuade our prospect to buy what “we” like without considering what “they” like. Have you ever done that? After all, because ‘I’ think this style looks best, obviously the prospect must, too.” Or, “‘I’ like this financial growth plan better than any of the others.” Maybe even, “Take a look at this widget; it’s got 107 ways that you can blah blah blah, blah blah blah. Isn’t it magnificent!?”

accent on your own). Yes, enthusiasm (gentle enthusiasm) is a key to success in sales. Still, we need to discover what enthuses our prospect even more than what enthuses us. Author, political speechwriter and master persuader Michael Cloud says, “When I go fishing I put worms on the fishhook. I don’t like to eat worms; fish do. So I put on the hook what the fish like instead of what I like.”

How to Create the Right Amount of Enthusiasm When Selling

Great point. So, yes, by all means, be enthusiastic. But first, find out what enthuses your prospect, then simply become enthusiastic about helping your prospect own what he or she wants.

Now, please don’t get me wrong. Genuine enthusiasm is very important. It’s a key to successful selling. Sales superstar and bestselling author, Zig Ziglar, even teaches that “The last four letters of ‘enthusiasm’, which are I – A – S – M, stand for ‘I Am Sold Myself’” (you’ll have to imagine his classic

Bob Burg speaks on “Endless Referrals” and “Positive Persuasion.” He is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: The Art of Positive Persuasion”, “The Go-Giver“, and “Go-Givers Sell More.” Visit Bob Burg at www.burg.com.

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Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

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

11/25/13 6:02 PM


HELPING MILITARY & VETERAN

FAMILIES REALIZE THE

AMERICAN DREAM! 2,600 + VETERANS

EDUCATED ABOUT HOMEOWNERSHIP

1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.

WERE HELPED THROUGH VAREP CARES

OUR FIVE POINT PLAN

750 VETERANS PLACED IN HOMES THROUGH OUR PROGRAMS

WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries... WE WANT YOU!

1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities. 2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services. 3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families. 4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program. 5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.

info@VAREP.net | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485


Meet the

CLAREMONT BRANCH

101 N. Indian Hill Blvd., Suite C-1 207, Claremont, CA 91711 Build a partnership with a direct lender that offers exceptional service.

BUSINESS IS ALWAYS PERSONAL! JOHN J. REED Branch Manager NMLS-869516

(949) 398-3655

RYAN PRISCO Sales Leader NMLS-987736

(626) 818-1919

NANCY CONNORS Senior Mortgage Advisor NMLS-240768

(951) 212-3044

RYAN DABICH

Senior Mortgage Advisor NMLS-1659500

(909) 282-4506

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2020 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.