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EXECUTIVEAGENT MAGAZINE

Henry Dang Executive Agent of the Month

Inside Features: Bernice DeVries Kastell Real Estate Group

Tony Elias Century 21 Award

Holly Frost imortgage

Kathy Kennedy Realty ONE Group

James Theel imortgage

Our Non-Conforming loans will fit the unique needs of your affluent clients . . .

● Maximum financing up to $5 million

● Up to 80% LTV

● 15 and 30-year fixed-rate loans

● Single-family home or condo

● 3/1, 5/1, 7/1 and 10/1 ARMs

● Primary, secondary & investment properties

● Competitive interest rates

● Minimum credit score

● Reserve amounts: 10-40% of loan amount

● Maximum debt-to-income ratios apply

● Can be tailored to borrowers’ specific needs

● Refinancing options possible

Our Non-Conforming loans are a great solution for your luxury-home sales. Call today! (714) 422-1840

Marlene Veal Branch Mgr. (714) 422-1852

Wendy Buettner Sales Mgr. (714) 422-1858

Anthony Colacion (714) 422-1872

Holly Frost (714) 422-1863

Laura Neves (714) 422-1840

Teresa White (714) 422-1870

Nancy Olivares (714) 422-1854

Janet Lee (714) 422-1869

Nicole Lopez (714) 422-1888

Francis Lau (714) 422-1889

NMLS ID 450765

NMLS ID 209710

NMLS ID 329651

NMLS ID 483931

NMLS ID 267679

NMLS ID 485094

NMLS ID 1106021

NMLS ID 248696

imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806 Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 12012014. * Interest-rate locks require a buyer-paid deposit equal to 0.50% of the loan amount. Buyer will receive a credit at closing for the lock deposit. If buyer does not close the loan with imortgage, there will be no reimbursement of the lock deposit.

NMLS ID 430391

NMLS ID 459545

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

January, 2015

N. Orange County

Cover Story

Editorials

30 - John Boe: Burn Your Boat

36 - Linda Brakeall:

Successful Realtor® Profile

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

ADVERTISERS’ INDEX

07 - Mike Ferry:

Alpine Mortgage Planning................27

Monthly Report

Greenpath Funding..............................9

16 - Chris Widener:

Seven Steps to Achieving Your Dream

imortgage.......................................2 imortgage HB..................................33 i Photography Studio..................25-32

08 - Zig Ziglar:

Kinecta Federal Credit Union......12-13

Recognizing Potential

PWAOR........................................6

Henry Dang Executive Agent of the Month

The Termite Guy..............................38 Ticor Title Company.........................40 Wells Fargo Home Mortgage...........39

28 Bernice DeVries

04 Holy Frost

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2014 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.

10 Tony Elias

14 Kathy Kennedy

34 James Theel

ExecutiveAgent Magazine

E XECUTIVE AGENT

MAGAZINE

Written by Lalaena Figueroa-Gonzalez

or over 25 years, Holly Frost has been in the business of helping others achieve their dreams of home ownership. After launching her career as a real estate agent she transitioned into the lending industry where, she discovered, she had found her niche. A diligent professional with an amiable person-

Relationship-driven, she adds value to her services by maintaining communication long after her closings; Holly’s efforts have earned her a loyal clientele who believe in her commitment to their success. Holly’s early career was spent working in new home construction. Cultivating business with the building community meant meeting the exacting demands of the industry. Her ability to consistently perform and her exceptional communication skills made a difference; not only was she working to garner consumers the loans that would allow them to purchase homes, but she was also adding significant value to her builder clients, who relied upon her ability to maintain their flow of business. Her energetic and personable approach appealed to a range of clients, allowing Holly to successfully expand into the resale market as well. She eventually moved her business to national banking institutions, though she reveals that the organizations’ guidelines and overlays began to impede her ability to accomplish her clients’ goals.

ality, she easily connects with clients and business colleagues alike, offering attentive and thorough care throughout the course of every loan transaction.

She joined imortgage in 2012 and has been thrilled with the company’s philosophy of customer care. “imortgage has returned to the traditional lending model, a way of doing business that makes sense,” Holly asserts. “We’re able to provide great products at competitive rates, and to operate with a focus on meeting each client’s unique needs.”

Holly Frost ExecutiveAgent Magazine

We have a loan for every home... simple as that.®

Success is in the Details The result, she notes, is simple: “We’re consistently closing loans early or on time.” Her penchant for numbers is matched by her genuine enthusiasm for the human element of her industry. “These transactions aren’t just about dollars,” she observes. “I have the terrific opportunity to meet real people, to assist them in defining and achieving their long - and short-term goals. It’s a tremendous responsibility, and an exciting one.” Thorough communication allows Holly to understand the distinct paths each of her clients might follow to reach their objectives, and years of experience enable her to offer creative strategies designed to meet their needs. Supported by imortgage’s comprehensive array of products and programs, Holly provides her clients with ample information, educating them to their options so that they may make their best decisions. “I’m not here to ‘sell’ something,” she states. “I’m here to facilitate successful transactions that will have lasting impacts on the lives of others.” Holly’s versatility has led to her ability to establish a far-reaching professional clientele as well. Top-producing residential agents appreciate her thorough and diligent approach, while builders and developers are thrilled to have the strength and reliability of a trusted teammate whose commitment to their success is unwavering.

than ideal credit, products for investors adding to their portfolios, FHA, VA, FNMA, state and local programs, jumbo loans, and construction loans. “We are helping individuals who might, with larger banks, find obstacles in achieving their goals,” Holly states. Consultative by nature, Holly enjoys the opportunity to forge professional partnerships with agents and builders, availing herself to match their business needs. “My hours are their hours,” she smiles. “I’m able to manage prequalifications after hours or on weekends, which is particularly important in today’s competitive buyer’s market.” Every day offers a new challenge, a new opportunity, and Holly looks forward to the journey. Her ambition remains fixed on achieving a greater good. She explains, “I’m helping people get to where they want to be. There’s nothing like it.” Holly Frost imortgage 2400 E. Katella Ave., Ste. 150 Anaheim, California 92806 Telephone: 714-422-1863 Email: Holly.Frost@imortgage.com Web: www.imortgage.com/holly.frost NMLS ID 483931

“Beyond the loan application is someone’s livelihood, dreams, and financial future,” she observes. “It’s imperative that those needs be met.” To that end, imortgage continues to offer products and programs for every end of the real estate spectrum: low down payment loans for individuals with less

Versatile & Communicative ExecutiveAgent Magazine

E XECUTIVE AGENT

MAGAZINE

Monthly Report Category 2 are the agents doing 5/6 to 9/10 transactions a year and, so often, these are people who’ve been in the business for a period of time and just worked past clients and center of influence. It’s interesting talking to them because they can’t even imagine doing any more than what they do. Category 3 would be everybody else, with the exception of that unique group of people like yourself who truly want to make sales a profession ... productivity a natural conclusion ... and make respectable money in the process. What I want you to think about as we enter 2015 is which category you’re in and if you want to move up and do more, we need to plan carefully how that’s going to happen. Depending on where you want to go, we’ll determine the amount of planning and execution that is required. Don’t kid yourself, you can do a lot more. And, if we can help you do it, be sure to let us know. In the meantime, have a great holiday season.

or many years everybody talked about the 80/20 rule when it came to selling or to business. It seems things have changed dramatically. Over the last 2 years, in talking to tens of thousands of Real Estate agents ... and virtually watching the blank look on so many agents’ faces ... it seems the rule has now become 95/5 (at best). When you think about it carefully, it’s probably not an exaggeration. If you look at the office you work in (and I’m sure there are some exceptions) you’re going to see that the majority of people simply don’t do anything. There are reports, and there’s no way to verify them, that up to 50% of all the agents in the U.S. did not do a deal in 2014.

“Get Your Plans Written And Keep Learning” Mike Ferry - CEO The Mike Ferry Organization 7220 S. Cimarron Road, Suite 300 Las Vegas, NV 89113 800-448-0647 702-430-4406 (Fax) www.MikeFerry.com

The blank look on agents’ faces that I see every day almost verifies what we’re referring to. I believe there are still 3 categories of agents ... and we need to decide in 2015 which category you would like to be in. Category 1 is the new licensees or the people doing from zero to 4/5 transactions a year. I don’t know why they stay in the business ... they’re certainly not great salespeople ... and new ones coming in don’t seem to be that interested in learning how to do their jobs.

Your Success is Our Mission! ExecutiveAgent Magazine

Recognizing Potential

New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils from the cup. Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to sell and it’s fairly priced.” Then he caught the next train. At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a businessman.” A wise man said, “A lot of people have gone further than they thought they could because someone else thought they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them, but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human being. Just as the first step to success is knowing your own potential, the second step is knowing the potential of others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we can help them discover it for themselves. 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.

Written By Zig Ziglar 8

ExecutiveAgent Magazine

THE PREMIER PURCHASE LENDER • Purchase focused lending • Turn times unmatched by other lenders • Mortgage solutions to meet your buyers needs Brian Liebman President 949-860-3495

NMLSR ID 519190

David Gaylord Sr. Mortgage Consultant 949-939-6011 NMLSR ID 257383

Mark Joplin Sr. Mortgage Consultant 619-368-1294 NMLSR ID 653792

Brian Fraser Sales Manager 714-488-2245

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Jenna Tolman Mortgage Consultant 949-702-0532 NMLSR ID 999566

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Manny Cien Sr. Mortgage Consultant 619-277-3431 NMLSR ID 664734

Dreama Brown Sr. Mortgage Consultant 619-890-3037 NMLSR ID 512330

Mark Schumann Sr. Mortgage Consultant 858-688-1617 NMLSR ID 237029

• Experienced local professionals who deliver exceptional service

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J. Horacio Herrera Sr. Mortgage Consultant 619-646-5800

Tim Fiero Sr. Mortgage Consultant 619-223-4184

Doc Spaulding Sales Manager 858-750-9110

Josh Lander Sales Manager 619-602-1587

George Radlick Sr. Mortgage Consultant 760-579-1998 NMLSR ID 681674

Pat Whitney Sr. Mortgage Consultant 760-427-7676 NMLSR ID 283273

Ryan Amaro Mortgage Consultant 619-729-1161 NMLSR ID 1101389

Joel Berman Sr. Mortgage Consultant 619-279-2935

Chris Young Mortgage Consultant 949-340-2622

Greg Wickstrand Sr. Mortgage Consultant 619-471-1708

Scott Miller Mortgage Consultant 949-228-2497

NMLSR ID 653795

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Armando Formariz Sr. Mortgage Consultant 619-733-3697 NMLSR ID 294420

NMLSR ID 1221129

NMLSR ID 1238171

Shawn Gallup Sr. Mortgage Consultant 951-219-4373 NMLSR ID 1007912

E XECUTIVE AGENT

MAGAZINE

Tony Elias

ony Elias is a top-producing Realtor® at Century 21 Award, where he has earned the prestigious “Centurion” designation three times, placing him in the top 2% of his peers. This dedicated and ambitious

young professional has modeled his career on the wisdom of Zig Ziglar, “You will get all you want in life, if you help enough other people get what they want.” A native San Diegan, Tony first learned about the industry from his father, a home builder. “Early on I noticed that one of the biggest customer service complaints my father had was the poor communication he received from the Realtors® he worked with. I never forgot that lesson.” Tony began his career selling insurance. “I learned the discipline of being on the phone, how to adhere to a strict schedule and how to create value for clients. I took all of that discipline and knowledge with me when I decided to go into real estate. So many agents enter real estate not knowing what customer service is. I felt that if I could fill that void, I would be successful.” He never left his success to chance. “From the beginning, I coached with the best of the best, like Mike Ferry. I surrounded myself with top producers and spent a lot of time and money improving myself and my systems in the market. Buying a home is one of the biggest facets of someone’s life. I thought a lot about how I would want to be treated and what I would need to feel comfortable through this process.” That logical and thoughtful approach led Tony to design a simple, step-by-step process for customer service. “I want clients to feel like they are the only client I have and they have my undivided attention. My system ensures good communication and makes the process simple and smooth for a buyer or a seller. It all comes down to considering, ‘What would I want’ and ‘How would I want it explained to me?’”

ExecutiveAgent Magazine

Creating Success by Helping Others Written by Haley Freeman

Tony spent three years as part of a large team, building sales and coaching agents. Today, he is building his own award-winning team. “It was a good experience for me, because it taught me how an effective team is run. I wanted to duplicate that by starting with a tight-knit team of quality agents, holding them to the highest standards and helping them to develop their people and sales skills. My bigger goal is to change the industry by helping to develop better professionals.” Part of Tony’s strategy for success is eliminating the admin and busy work that he believes agents should not be doing, freeing them to focus on helping clients find or sell a home. “The client should be the only focus. In my mind, it’s not about making money – it’s about how I can wow my client.” Tony describes his team as “people my clients rave about. My transaction coordinator takes care of the whole deal from the opening of escrow, and my listing/marketing coordinator takes care of listings, signs and making sure the property looks good in person and online. I have leveraged my time so that my main focus is on sellers. The four agents on my team are buyer and buyer/listing agents. I hold everyone accountable to their plan. Accountability is one of the greatest assurances of success in our business.” Another way that Tony ensures his team’s success is leading by example. “I believe that success is attracted to us if we become it. By doing it myself, others see my consistency and are motivated to do the same thing. I don’t hire based on skills. I hire based on a high interest in business and a will to succeed. We establish goals and accountability, and then I help to train people so that they can accomplish what they say they are going to do.”

tant to me to be a good husband and father. I am always striving for balance in my life, so that I can give the best service to clients and still have quality time left for my family.” Tony also practices martial arts and continues his education with a regular regimen of reading and audio books. “I believe the biggest strength in this business is mindset. You must always be improving and focusing on positive things. I am a firm believer in like attracts like. I want to do good for others in my life, and I want to have fun doing it!”

Tony’s greatest motivation for success is the happiness of his family. He and his wife, Serena, have a 1-year-old daughter and another baby on the way. “It is most impor-

ExecutiveAgent Magazine

Tony Elias Century 21 Award 7676 Hazard Center Drive #200 San Diego, CA 92108 Tel: 619-838-9838 Email: Tony@tonyrelias.com Web: www.tonyrelias.com CalBRE # 01305085

Depend on Your Local Mortgage Lender

Serving members in Southern California since 1940, Kinecta Federal Credit Union provides borrowers with a seamless experience from application to funding. Kinecta’s Mortgage Loan Consultants and underwriters understand the marketplace and continuously strive to meet the needs of regional homebuyers. Working with a local lender means you get the personalized support you expect and your clients get the outstanding service they deserve. It means you have access to competitive pricing and a full suite of mortgage products to fit your clients’ lifestyles, including conventional, government, jumbo, and even niche product offerings. It also means profits stay in the communities Kinecta serves, contributing to economic growth and stability.

Homebuyer offers: • $500 off loan closing costs1 • 21 day loan closing guaranteed1 • 0.75 point discount on conforming loans and super conforming fixed rate loans2 • 0.125% rate discount on Jumbo Loans • Loans up to $3 million

Contact me today! Erik Jenner, Mgr. Mortgage Loan Sales cell: 949.293.1237 • tel: 949.253.5337 Erik.Jenner@kinecta.org • NMLS# 38025 www.kinecta.org/ejenner Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 2) 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock. 15040-08/14

LOAN CONSULTANTS

Now Hiring Mortgage Loan Consultants throughout Orange County!

Offering twice monthly pay, high commission splits, full benefits, expense accounts, marketing support, local processing operations, laptop and mobile phone. We need top salespeople to promote our unique products and join a great team!

Contact me today! Erik Jenner Mgr., Mortgage Loan Sales tel: 855.900.9825 Erik.Jenner@kinecta.org | NMLS# 38025 www.kinecta.org/ejenner

You can also APPLY NOW at www.kinecta.org or e-mail resumes to ajackson@kinecta.org The Kinecta Difference: Not-for-profit â€˘ Member-owned â€˘ Over 70 years in Business NMLS (Nationwide Mortgage Licensing System) ID: 407870. Kinecta is an Equal Opportunity Employer. 16931-12/14

E XECUTIVE AGENT

MAGAZINE

Written by Haley Freeman

athy Kennedy is a highly-motivated entrepreneur, whose combined creativity, determination and outgoing personality have led to her success in many ventures. A resident of South Orange County for 30

selling 1.5 million units, led her to an exciting journey of Direct Respose Licensing and QVC television appearances, and 5 patents to her name. “I’ve learned a lot over the years. The single biggest factor to getting a Product/ Property sold is doing Good Targeted marketing to reach the perfect buyer!” Tony Villani is Kathy’s partner in life and in business. “We have always run businesses together. Now Tony runs our real estate marketing. He spends a lot of time online doing personalized property marketing, designing flyers, just sold notices and getting people to our open houses. He puts out yearly Football Sports Schedules, setting up Community Garage Sales, that include over 1000 homeowners, putting out 2500 flags for July 4th. and all holiday promotions. Andrea Flores is a former client who was inspired to get her real estate license and start working with Kathy as her transaction coordinator. She reliably follows each transaction from escrow to closing and assists with marketing support. Kathy also relies upon the exceptional support she receives from Mary Van Dorn at Kinecta Federal Credit Union and Melissa Bolda at Escrow Leaders who make sure that “buyers are well-taken care of and transactions are stress-free.”

years, she has over 20 years of experience helping people to buy and sell homes in the community she loves. Kathy has invented several products over the years, taking them from mere ideas to manufacture, marketing and sales. Her most successful product, Bead Magic

Having a conscientious and dedicated team frees Kathy to focus on her expertise – negotiating on behalf of her clients, solving problems and getting deals closed ontime. “It is hard to be everything, and I couldn’t provide this level of service without my team. My job is to keep everybody together and happy throughout the transaction. I always try to think of the customer as myself. Buying a home is a drama-filled process, and I do what I can to diffuse the stress. I find that a sense of humor always helps! This is a people business, and sometimes it is almost like a therapy session. I always like to know people’s stories so I can help them through it.”

Kathy Kennedy ExecutiveAgent Magazine

Reputation, Relationships, Results Kathy transitioned to Realty ONE Group in 2013, where the people and technology resources help her to get business done more efficiently. “I can do the whole transaction online. It helps me to get all the paperwork in correctly and keep it organized as the transaction goes along. We also have an online posting board so you can go in at any time and see who in the office has the most transactions. Seeing what my coworkers are doing is very motivating to me and makes me push a little harder! I can also look at various graphs on my own production and see sales, listings and rentals and evaluate where my strengths are and where my money is coming from.” With her signature good humor, Kathy describes her proudest achievement so far in her real estate career. “I had a short sale transaction that took two-and-a-half years and nine different buyers before it finally closed. I think that proves that if somebody wants something, I will get the job done! When this closed, I actually got an award for the longest escrow. I have it hanging in my office where I can see it every day. It is a celebration of my tenacity. If you’re just persistent enough, you will get the job done eventually!”

will be even better equipped to take care of her clients’ needs. “I love to understand people. I am a good listener and a fixer. My strength is getting people to come together when they might not have been able to do so on their own.” “Whether buying or selling, I am committed to providing the finest Real Estate services available. Giving sound advice for your largest investment is my top priority.”

Kathy has been a Rancho Santa Margarita Real Estate Specialist since 1993. Kathy Kennedy Realty ONE Group, Inc. 25910 Acero, Ste. 100 Mission Viejo, CA 92653 Phone: 949-350-7444 Email: Kathy@kathykennedy.biz Web: www.ISellOCHomes.com CalBRE # 01158763

Kathy credits her mother, Reveille Kennedy, with inspiring her creativity and belief in herself. “She’s the best. When we were kids she was always artsy and encouraged us to do whatever we loved.” She also credits her friend Mary Hicks for always being there to help her sort through the issues of life! Tony and Kathy share a 27-year-old daughter Krystal Kennedy, an actress in Hollywood. They have lived in Rancho Santa Margarita in the same home for 25 years. Kathy loves animals and has turned their small backyard into a haven for their many Finches, Button Quail, and Tortoises. They also have 2 dogs and a cat. Always heeding the call of her entrepreneurial muse, Kathy is now studying for her broker’s license so that she

Helping People Come Together ExecutiveAgent Magazine

Seven Steps To Achieving Your Dream “Vision is the spectacular that inspires us to carry out the mundane.”

an achievement be broken down into steps? Well, it is not always that clean and easy, but I do know that those who achieve great things usually go through much of the same process, with many of the items listed below as part of that process. So if you have been struggling with achievement, look through the following and internalize the thoughts presented. Then begin to apply them. You will be on the road to achieving your dream! 1) Dream it Everything begins in the heart and mind. Every great achievement began in the mind of one person. They dared to dream, to believe that it was possible. Take some time to allow yourself to ask “What if?” Think big. Do not let negative thinking discourage you. You want to be a “dreamer.” Dream of the possibilities for yourself, your family, and for others. If you had a dream that you let grow cold, re-ignite the dream! Fan the flames. Life is too short to let it go. (Also, check out my article “Dare to Dream Again,” Which has been read by close to a million people in the last 4 months alone. You can see it at the website.) 2) Believe it Yes, your dream needs to be big. It needs to be something that is seemingly beyond your capabilities.

But it also must be believable. You must be able to say that if certain things take place, if others help, if you work hard enough, though it is a big dream, it can still be done. Good example: A person with no college education can dream that he will build a 50 milliondollar a year company. That is big, but believable. Bad example: That a 90 year-old woman with arthritis will someday run a marathon in under 3 hours. It is big alright, but also impossible. She should instead focus on building a 50 million-dollar a year business! And she better get a move on! 3) See it The great achievers have a habit. They “see” things. They picture themselves walking around their CEO office in their new 25 million-dollar corporate headquarters, even while they are sitting on a folding chair in their garage “headquarters.” Great free-throw shooters in the NBA picture the ball going through the basket. PGA golfers picture the ball going straight down the fairway. World-class speakers picture themselves speaking with energy and emotion. All of this grooms the mind to control the body to carry out the dream. 4) Tell it One reason many dreams never go anywhere is because the dreamer keeps it all to himself. It is a quiet

ExecutiveAgent Magazine

Written By Chris Widener

dream that only lives inside of his mind. The one who wants to achieve their dream must tell that dream to many people. One reason: As we continually say it, we begin to believe it more and more. If we are talking about it then it must be possible. Another reason: It holds us accountable. When we have told others, it spurs us on to actually do it so we do not look foolish. 5) Plan it Every dream must take the form of a plan. The old saying that you “get what you plan for” is so true. Your dream will not just happen. You need to sit down, on a regular basis, and plan out your strategy for achieving the dream. Think through all of the details. Break the whole plan down into small, workable parts. Then set a time frame for accomplishing each task on your “dream plan.” 6) Work it Boy, wouldn’t life be grand if we could quit before this one! Unfortunately the successful are usually the hardest workers. While the rest of the world is sitting on their couch watching re-runs of Gilligan’s Island, achievers are working on their goal - achieving their dream. I have an equation that I work with: Your short-term tasks, multiplied by time, equal your long-term accomplishments. If you work on it each day, eventually you will achieve

your dream. War and Peace was written, in longhand, page by page. 7) Enjoy it When you have reached your goal and you are living your dream, be sure to enjoy it. In fact, enjoy the trip too. Give yourself some rewards along the way. Give yourself a huge reward when you get there. Help others enjoy it. Be gracious and generous. Use your dream to better others. Then go back to number 1. And dream a little bigger this time! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

ExecutiveAgent Magazine

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

Cover Story

Henry Dang Executive Agent of the Month

ExecutiveAgent Magazine

HENRY DANG Keeps it Simple and Honest Written by Shannon Hartsoe - Ian Wiant Photographer

or Henry Dang, success as a Realtor® is just not that complicated. The most important element isn’t the type of college degree or university he attended. It’s not lessons learned from mentors. Nor is his success the result of an over-achieving personality that leaves colleagues in his wake. No, for this soft-spoken Realtor®, the most important aspect of success can be summed up in one word -- honesty. “What my clients tell me most often is that they appreciate my honesty and humility,” says Henry, a Realtor® with Melia Homes in Irvine. “People like to work with an individual they either trust or at least don’t feel is a threat to them. Besides,” he adds, “I sincerely feel that I can learn something from every single person I come across, and people in general would appreciate that and reciprocate as well.”

Ask if anything in his background that led him to believe he’d be good at sales, and you’ll get a down-toearth response you’d expect from Henry. “Not really,” he says. “I’m pretty easy going and like to listen to what people have to say.” And with that it’s easy to get a peek at the modesty that has helped propel Henry to becoming a top-producing agent with Melia Homes. His Unintentional Start Henry’s career in real estate was not planned, he says, calling it “an accident.” A native of Saigon, Vietnam, where he lived until he moved to the U.S. at age 20, Henry found that his ability to speak Vietnamese provided him with an edge in multicultural Southern California.

ExecutiveAgent Magazine

Henry studied chemical engineering while still in Vietnam. Several years later after moving to the U.S., he attended California State University, Long Beach, as a double major in finance, real estate and law, and international business. He never planned to work as a RealtorÂŽ, saying he got

his real estate license in the late 1990s by accident. â€œI got the license because my friend told me that since I was already in business school the only extra class I needed to take was real estate principles, so I could then take the state license exam, which I did,â€? he recalls.

ExecutiveAgent Magazine

Passionate About Placing The American Dream Within Reach What happened next solidified Henry’s calling as a Realtor.® “One day I was driving by a new home community that just opened up in Westminster. So out of curiosity, I went in,” he says. “There were a lot of prospective buyers speaking Vietnamese and the non-Vietnamese sales ladies couldn’t understand. I ended up asking for an interpreter job and got it. Within a few months, I ended up with a junior sales position and sold out my first 123 units at a new homes community before graduating from college.” He has since furthered his skills through sales training courses, including from Charles Clarke Consulting and Jeff Shore. How Clients Benefit Henry’s approach to business is simple: Treat people the way you would like to be treated. “I don’t mind going above and beyond for my clients,” he says. “I value each and every one of them. Buying and selling a home is such

a big transaction, and I believe my honest, transparent and easy going approach makes my clients more at peace during these experiences.” When buyers or sellers hire Henry to be their Realtor®, some of the benefits they experience are that he listens to their needs, analyzes those needs based on the local market then delivers the best customer service and transaction possible. “I anticipate problems and try to prevent them from actually happening. I follow through with each set of problems until reaching an acceptable solution to all involved parties,” Henry says. “You can’t bandage a problem and hope it would go away.” Henry sets goals once or twice a year but has been in the business long enough to know that adjusting them whenever necessary is important to maintaining his success. This is why he’s earned several noteworthy awards in his career, including multiple sales awards from William Lyon Homes, D.R Horton, John Laing Homes and The Irvine Ranch.

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Henry says he joined Melia Homes because he likes its people and culture. With developments throughout the Los Angeles area, Melia Homes is a private, controlledgrowth company “specifically designed for our homeowners, enabling us to offer a uniquely hands-on approach,” according to the company’s website.

cil, various Chamber of Commerces and hobbies such as gardening, travelling and networking.

There was a time when Henry thought about quitting real estate, back around 2007 when the the housing market took a huge hit and the recession began to rumble. “I bought a couple of franchises and thought I would change careers for good, but somehow I keep going back to real estate,” he says.

For inspiration, Henry just looks to his two daughters and jokes: “One inspiration is paying for their college tuitions, which will be a lot higher than mine.”

Henry has no plans to quit now. In fact, he has already established his goals for the next five years. “For the next five years, my goals include maintaining consistent growth at a manageable rate. Since I am trying to keep things simple, I don’t anticipate taking too much growth that could potentially further complicate my already very busy life. I approach my business one client at a time.”

Though not exactly relaxing, Henry is also co-owner of a small pizza franchise called New York’s Upper Crust Pizza, which he expects to add locations in 2015.

And finding a life-work balance? “I like to stay calm when issues or problems arise. I do not over-analyze things and have a few minutes of ‘me time’ a day,” he says, adding, “A decent sense of humor helps as well.” For new agents just starting out, Henry offers some proven advice that has worked well for him. “Patience is the virtue,” he says. “Things take time and there are no short cuts.”

That busy life includes being a part of professional and civic organizations including a sales and marketing counExecutiveAgent Magazine

Henry Dang Melia Homes 8951 Research Dr., Ste. 100 Irvine, CA 92618 Phone: 714-323-9899 henry@melia-homes.com www.melia-homes.com CalBRE # 01233158 ExecutiveAgent Magazine

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COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

• Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Newport Beach at Bayview Corporate Center. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! JOHN J. REED Branch Manager MLO-869516

Cell 714.305.2912 Fax 855.688.2743 jreed@alpinemc.com © 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

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Bernice DeVries ExecutiveAgent Magazine

Kastell Real Estate Group Written by Shannon Hartsoe - Photography by Timothy O’Leary

ong before Bernice DeVries became a top-producing real estate broker at her company Kastell Real Estate Group in Newport Beach, she was developing the skills and the philosophy of customer service that would help make her one of the most sought-after real estate professionals in North Orange County. “I learned early that real estate never stops,” she says. “And I pride myself on being there for my clients every step of the way.” In fact, the competitive nature of real estate is one of the many aspects of the industry that attracted Bernice. As a former sales associate at Nordstrom, Bernice was a consummate professional. Attentive, knowledgeable and able to meet her customers’ needs almost intuitively, Bernice began breaking sales records immediately. Her sales acumen didn’t escape the notice of upper management and she was quickly promoted.

Today, Bernice’s clients – both buyers and sellers – benefit from her more than 14 years of real estate knowledge and her dedication to a high-end customer service experience. She has won 15 national real estate awards for her success in East Costa Mesa and the surrounding areas. A full-service real estate expert, Bernice puts her wealth of knowledge about the area and her stellar negotiating skill to work for her buyers. For sellers, Bernice utilizes innovative, cutting –edge marketing techniques as well as up-to-the minute market analysis. In today’s market, she knows that maximum exposure and appropriate pricing are crucial. “Buyers today are used to incorporating a variety of technology and social media tools into their home search,” she acknowledges. “It’s important to meet them where they are.” Toward that end, she’s not afraid to try new marketing techniques -- including video -- and maintains a healthy Web presence for all of her listings. Along with her flair for the creative, Bernice has access to experts in staging and home repair to help prepare her listings – showcasing them in the best light possible. “Just like in relationships, first impressions are sometimes everything,” she says. Knowledgeable in all aspects from first-time homes and short sales to the luxury market, Bernice provides world-class service with each and every transaction. She only makes it look effortless With all of the success behind her, it would be easy to believe that Bernice has earned the opportunity to rest on her laurels. Nothing could be further from the truth. Bernice is continually working on ways to improve her

business skills, often working with a coach to help her meet personal and professional goals. Her perennially optimistic personality and seemingly endless energy level help her face the challenges inherent in the industry. Bernice works hard to make sure her clients’ goals are met with minimal stress. “This is likely one of the largest single investments my clients will ever make, so it’s important that they work with a professional they can count on,” she says. “No two transactions are alike, just as no two homes are alike.” Additionally, Bernice has developed relationships with several of the area’s premier builders serving East Costa Mesa. As an Orange County native and resident of Newport Beach, Bernice’s intimate knowledge of the neighborhoods, schools, recreation opportunities and area attractions is key to her success in helping her buyers find just the right home. In her spare time, Bernice enjoys spending time with her daughters, ages 8 and 10, exploring all that Southern California has to offer. “I am truly grateful for the opportunities that real estate has afforded me,” she says. “Because I have been able to build a business I’m passionate about that also allows me a somewhat flexible schedule, I can spend the time with them while they’re young. It goes so fast, as any mother can tell you!” She is a frequent presence at their schools and sporting activities and together the family loves spending time boating, fishing and swimming. Bernice is also a tireless advocate for her community, and supports organizations such as the Surfrider Foundation and Greenpeace. “We live in a truly beautiful area with a delicate eco-system, but if we don’t protect our waters and sea life, we’ll have nothing to pass along to our children and future generations.” Professionally, Bernice looks forward to further success as she continues building her team and her business. “I wake up every day excited to put my feet on the floor and make good things happen for my clients and for my company,” she states. “To me, there is no better way to build a career.” Bernice DeVries Kastell Real Estate Group 1048 Irvine Avenue, Ste. 453 Newport Beach, CA 92660 Tel: 714-488-9381 Email: Bernice@kastellgroup.com Web: www.KastellGroup.com CalBRE #01276952

ExecutiveAgent Magazine

Written By John Boe 30

ExecutiveAgent Magazine

Burn Your Boat

believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping commitments? Do you allow the negative influences of fear, anxiety, self-doubt and worry to dominate your thinking and sabotage your results? Sadly, most people fail to achieve their goals, not because they are lazy or lack self-motivation, but because they were never “fully committed” to succeed! I cannot think of a single great achievement that has ever been attained without first a plan of action and then an unshakable commitment to its accomplishment. Walt Disney was arguably one of the most creative dreamers and determined men of the twentieth century. Walt understood the power of commitment and would frequently tell those around him, “When you believe in a thing, believe in it all the way, implicitly and unquestionably.” The ancient Greek warriors were both feared and respected by their enemies. In battle, the Greeks established a well-deserved reputation for their unsurpassed bravery and unshakable commitment to victory. The key to their overwhelming success on the battlefield had far more to do with how the Greek commanders motivated the warriors, than it did with issues of tactics or training. The Greeks were master motivators who understood how to use a “dramatic demonstration” to infuse a spirit of commitment into the heart of every warrior. Once the warriors had been offloaded from their boats onto their enemy’s shore, the Greek commanders would shout out their first order…”burn the boats!” The sight of burning boats removed any notion of retreat from their hearts and any thoughts of surrender from their heads. Imagine the tremendous psychological impact on the soldiers as they watched their boats being set to the torch. As the boats turned to ash and slipped quietly out of sight

into the water, each man understood there was no turning back and the only way home was through victory. In your sales career your battles are not fought with weapons on foreign shores, but within the confines of your own mind. A truly committed salesperson does not have the luxury or the time for the self-indulgence of negative thinking. The true underlying motivation for all success is a deep and unwavering commitment to the task at hand. The sales profession is a demanding and challenging career, but it is also personally rewarding and financially lucrative for those who are fully committed to becoming successful. If you are being pushed around mentally by thoughts of fear, anxiety, self-doubt and worry, it is time to “burn your boat” and become fully committed to your sales career! “Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative and creation, there is one elementary truth the ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, and then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents, meetings and material assistance which no man could have dreamed would have come his way. Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now.” - Johann Wolfgang von Goethe John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International. All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

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Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect time to target imortgage. ● imortgage and its partner, loanDepot, have combined to become one of the top five* private mortgage lenders in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

Watch your career take flight with us. Call today! (714) 657-1220 John Wellsandt, Branch Manager Direct Mobile

(714) 657-1220 (916) 835-8129

NMLS ID 448583 john.wellsandt@imortgage.com imortgage 7755 Center Ave., Suite 1200, Huntington Beach, CA 92647. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 12012014.

E XECUTIVE AGENT

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Written by Haley Freeman

ames Theel is a consummate professional, whose dedication to his craft has been evident from the very beginning of his career. After studying economics at Cal State Fullerton, he went directly into real estate lending. “This is my first and only career. For my

James began his professional career working at an investment firm where he facilitated loans for real estate investors. He found his passion analyzing complex financials and packaging loans that others did not have the perseverance or skill to complete. In time, he obtained his real estate broker’s license and worked with one of Southern California’s largest real estate companies as a commercial agent, specializing in investor transactions involving many multi-family and retail properties as well as owneroccupied purchases. James returned to residential and commercial lending, and today he is a loan consultant at imortgage, where he leverages a diverse portfolio of lending products and the efforts of a talented and enthusiastic team to deliver the best possible service experience to both clients and industry partners. “The customer experience is 100% of the focus here. Everything else has been reverse-engineered to create that experience.” After years of working with unique tax and financial scenarios, James identified imortgage as the place where he could best serve his clients.

entire adult life I have been in real estate and lending. I always knew I loved helping people build wealth, and finding a home is one of the most important things people get to choose in life. I knew I wanted to be a part of that experience.”

“It is hard to ignore that imortgage is the 2nd largest purchase lender in California. You don’t become a powerhouse in lending in California if you’re not doing something right. The number of programs and options that I have available is superior to those I’ve had access to before. Many people have the financial ability to pay but are ignored by the big banks because they don’t fit into a small box. imortgage has the programs, underwriting and processing to support me through the most challenging transactions. We want to get loans done here.”

James Theel ExecutiveAgent Magazine

We have a loan for every home... simple as that.® James is committed to getting the job done, whether he is structuring loans for investors or first-time homebuyers. Always informed about new loan programs and changing guidelines, one of his niches is down payment assistance programs. “Many loan officers have neither patience nor specialization. I have always gravitated toward clients with unique and complex qualifying situations. I see myself as an analytical person, and I spend a lot of time keeping up-to-date on changes in the markets and products. Knowing the answers quickly adds value for the client. Loan officers who can take an application are a dime a dozen. The differentiator is what you do in the face of adversity.” Professional investors have greater knowledge and higher expectations than first-time buyers, but James’ approach to serving both clients is much the same. “My first objective is delivering all of the information they need up front. I strive to provide updates and keep them involved in the process as much as possible. With complex loans, one of my primary jobs is to make sure that the file is properly documented. When additional information needs to be gathered, I make sure to explain the goal and reasoning behind the documentation and then help them through the process. So often, this is where an inexperienced loan officer will throw up their hands and give up on a difficult loan.”

down roots and are invested in the area and want to help it to grow and improve.” James and his wife, Kimber, actively support their local community by assisting the Women’s Transitional Living Center, for which Kimber serves on the Board of Directors. They both love the SoCal lifestyle and spend their free time camping on the beach in their restored, 1954 Fleetwood travel trailer along with their three Chihuahuas. “Our 14-foot canned ham turns a lot of heads,” James says. “I plan on spending my entire life in this business. My longevity depends upon always serving my clients’ best interests with honesty and integrity. imortgage helps me to provide that with every transaction.” Vanessa Schwartz is that kind of James Theel imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 949-294-8177 James.Theel@imortgage.com www.imortgage.com/james.theel NMLS ID 891331

His comprehensive industry experience allows him to anticipate potential challenges during a transaction and intuit the needs of the real estate professionals he works with. “I have seen both sides of a transaction, since I have also been on the real estate side working with lending partners. I understand what their concerns and needs are.” “I identify with Southern Orange County, and I have relationships with many agents who are involved in the community. It is fun to work with people who have put

A Lifelong Commitment to Lending ExecutiveAgent Magazine

Successful Realtor速 Profile

Written By Linda Brakeall 36

ExecutiveAgent Magazine

’ve been involved in a number of studies that tried to figure out why top agents are top agents.

Do they have a common educational background? No. Good ones have high school diplomas, masters and doctorates. No correlation. Similar previous careers? No. One of the best agents I know used to teach baton twirling. I doubt if I could find a lot of those if I tried! I’ve had waiters, teachers, high powered executives and stay-at-home Moms who were all very successful. Common interests? No. Other than eating, (which we Realtor-types seem to do exceptional well) the interests are widely diverse. After 13 years in real estate sales and management, I’ve only found a few constants. 1. Successful agents treat the real estate business as a business. They actually have a business plan and a budget. They understand that you have to spend money to make money. They know how many sales they need to make

the income they require and then they figure how they’ll get from here to there. They plan in advance and execute the plan. 2. They actually work when they work and play when they play and take a day or two off every week. (just like a “real job!”) 3. They have fun and enjoy selling real estate but know that it won’t be forever. 4. They buy a lot of real estate for investment when they see good deals because they know that no one gets rich selling the stuff. You get rich owning it! Financial independence gives one a lot of freedom, autonomy and a certain air of confidence that smells like success. . . . And people like to do business with successful people so they do more business! 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.

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Why Wells Fargo

We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.

Call us today to find out more.

Joseph John Ballesteros Branch Manager 714-934-7388 NMLSR ID 404462

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

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

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

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

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

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

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

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

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

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

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

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

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

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

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

Elli Nguyen Home Mortgage Consultant

714-408-8245 NMLSR ID 448027

Information is accurate as of date of printing and is subject to change without notice. This information is for real estate professionals only and is not intended for distribution to consumers. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1039135 Expires 11/2014

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