JANUARY 2017 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

Jin & Anna Ro Executive Agents of the Month

INSIDE FEATURES: Robin Dahlstrom RE/MAX Estate Properties

Dr. Laurence H. Harper Global Real Property Investments

Becky Lu First Team Real Estate

Craig Muller New American Funding

Valerie J. Vihlen Schluter Realty Network

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HOME OF THE 14-DAY CLOSE GUARANTEE *

MEET OUR ORANGE COUNTY TEAM TOM BRIGGS

Branch Manager Huntington Beach NMLS #303474 Tom.Briggs@nafinc.com

DUSTY LLOYD

Branch Manager Mission Viejo NMLS #247106 Dusty.Lloyd@nafinc.com

JEFF MOORE

Branch Manager San Clemente NMLS #324123 Jeff.Moore@nafinc.com

PARTNER WITH US www.NewAmericanPartner.com

ROB BRIGGS

Branch Manager Huntington Beach NMLS #171371 Rob.Briggs@nafinc.com

BRIAN KERANEN

Branch Manager Newport Beach NMLS #483697 Brian.Keranen@nafinc.com

DANIEL PEREZ

Branch Manager Anaheim NMLS #255550 Daniel.Perez@nafinc.com

ALEX PIRRO

Branch Manager Mission Viejo NMLS #491660 Alex.Pirro@nafinc.com

MIKE CALVERT

Sales Manager Newport Beach NMLS #508732 Mike.Calvert@nafinc.com

CHRISTOPHER PALISKA

Branch Manager Anaheim Hills NMLS #1076530 Christopher.Paliska@nafinc.com

MISTY LAPHAM

Regional VP Orange County NMLS #290023 Misty.Lapham@nafinc.com

*14 business day guarantee only applies to purchase transactions. This guarantee does not apply to Reverse Mortgages, FHA 203k, VA, Bond, MCC, loans that require prior approval from an investor, or brokered loans. The guarantee does not apply if events occur beyond the control of New American Funding, including but not limited to; appraised value, escrow or title delays, 2nd lien holder approval, short sale approval, or lender conditions that cannot be met by any party. The 14 day trigger begins when the borrower’s initial application package is complete and the borrower has authorized credit card payment for the appraisal. If New American Funding fails to perform otherwise, a credit of $250 will be applied toward closing costs.

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act License - NMLS ID #6606. All products are not available in all states. All options are not available on all programs. All programs are subject to borrower and property qualifications. Rates, terms and conditions are subject to change without notice. Š New American Funding. New American and New American Funding are registered trademarks of Broker Solutions, DBA New American Funding. All Rights Reserved. Corporate Office (800) 450-2010. 11/2016

Executive Agents of the Month

The Ro Team Keller Williams Realty

24 19

Professional Profiles

16 Robin Dahlstrom

Dr. Laurence H. Harper

RE/MAX Estate Properties

Global Real Property Investments

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4

14

6

28

Becky Lu

Craig Muller

Valerie J. Vihlen Schluter

First Team Real Estate

New American Funding

Realty Network

ExecutiveAgent Magazine

January, 2017 - S. Orange County

Editorials 8

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E XECUTIVE AGENT

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MAGAZINE

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

How Will You Know A Socializer By Phone?

-Tony Alessandra

Seeds of Change -Theresa Behena

ADVERTISERS’ INDEX Finance of America Mortgage..........................31

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Guaranteed Rate...................................................9

How Can You Improve Your Listening Skills?

-Bill Brooks

iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................13 New American Funding....................................................2

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PWAOR...................................................................38

Three Wild Ideas To Help You List And Sell -Laurie Moore-Moore

The Termite Guy......................................................3 Ticor Title Company...................................................40 Wells Fargo Home Loans.............................................39

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Call-Killing Phrases -Wendy Weiss

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Bring on the Boosters -Chris Widener

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Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar © Copyright 2016 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.

Problems Vs. Opportunities -Zig Ziglar

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MAGAZINE

CRAIG MULLER

A Consultative Approach to Home Lending Written by Haley Freeman

H

omebuyers describe Craig Muller at New American Funding as “a 24/7 kind of agent”, “patient”, and “simply amazing.”

Another said, “Craig was not only extremely responsive to any question that arose during our process, but he went the extra mile to make sure we had a smooth and positive overall experience. We would not hesitate to use his

from his lifetime of experience in the credit and finance sectors, combined with his genuine care for the people he serves. Craig grew up in New Jersey and earned his finance degree from Boston University School of Management.

He went on to work with R. L. Polk & Company, where he managed statistics for European auto manufacturers.

He was later recruited by TRW (now Experian) to start their Automotive Information Services division, and he became an expert in navigating the complexities of the credit system. He is also a Certified Identity Theft Risk Management Specialist (ICFE) which provides his clients a high level of confidence in providing their personal information for their loan transaction.

In 2001, Craig brought his expertise to the mortgage industry, and in the years since, he has helped hundreds of individuals each year achieve their financial dreams through real estate.

Craig is well-qualified to evaluate credit and advise clients about the steps they must take to either qualify for financing or qualify for better financing.

He explains, “Understanding the credit system, how scores are generated, and how to restructure debt to improve credit scores may make the difference between qualifying for a dream home or saving thousands of dollars each year with a better loan program or lower rate. I’m not a credit repair person, but I have the knowledge to educate borrowers on maximizing their home buying options and saving money.”

services again and would feel very comfortable recommending him to our friends.”

Craig’s consultative approach to home lending arises

His objective, however, isn’t to push borrowers into going into debt for more house than they can really afford. “I want people to get the house they want, but at the same time, I want to put them into a loan that is financially responsible. I tell them straight up if I think they’re buying a home that’s too big or in some cases too small. I give clients a couple of different numbers in the beginning, the maximum they can qualify for, and a number that will feel more comfortable so they’re not eating Hamburger Helper every night.

Everybody wants to be able to go out for dinner now and then.”

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In like manner, Craig is meticulous about prequalifying buyers, making sure that an approval is iron-clad before sending them out to look at homes with their Real Estate Agent. “For my Realtors®, I don’t preapprove a loan unless I have verified the information a buyer has provided and received an underwriting engine approval.

I don’t want to waste anyone’s time by moving forward with showing property to a buyer that has a zero probability of closing.”

Once a home is in escrow, Craig remains constantly engaged, making sure that all parties are fully informed every step of the way. “The most important thing is communication, good or bad. Sometimes, there are speedbumps along the way. If an issue arrises, I immediately let all stakeholders know, and then detail the steps we are taking to resolve the issue. I also go to all my signings. Most borrowers go to a signing and there’s nobody there they know. It makes them feel secure knowing the person they’ve trusted through the process is there to get them through the last phase. It is time consuming, but my clients appreciate it.”

Craig is proficient with various loan programs, and he works frequently with Orange County Sheriff personnel.

He also enjoys assisting first-time homebuyers. “They have many questions, and I enjoy spending as much time as is required to answer them. The whole idea is to make my client feel comfortable with the numbers, and they can rely on me to make sure their questions are answered no matter what hour of the day or on weekends.”

Craig has been recognized as a Five Star Professional

by Orange Coast Magazine for the last six consecutive years, recognizing him as one of Orange Counties top mortgage originators. He also maintains a five-star rating on Zillow with more than 70 client reviews. Craig credits his assistant, Cathy Crow, with helping him to maintain extraordinary service levels. “She is dedicated just to my production, and she handles a lot of the paperwork and some of the client communication. She is an integral part of my team and of the client experience.”

In a business that is constantly evolving and changing, Craig is always up-to-date on trends and guidelines. He is a consummate professional, whose consultative approach to lending benefits his clients long into the future. “There are so many factors in getting each loan across the finish line, and my job is to figure out the easiest and best path for each borrower. I treat every client as if they were family. I don’t look at them as a number; I do everything possible during the transaction to make them a lifelong customer.”

Craig Muller - Sales Manager New American Funding 27101 Puerta Real, Ste. 320 Mission Viejo, CA 92691 Tel: 714.417.9984 Email: craig.muller@nafinc.com Web: www.mullerloans.com NMLS ID 235964

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding.

New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved.

Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 01/2017.

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How Will You Know A Socializer By Phone?

“What’s up?”or “What’s happening?” are usual Interacting Socializer opening lines. They are sometimes so animated that their gestures can be transmitted via the phone lines.

How? By their varied, emotional vocal inflections/intonations and their colorful choice of words that may tend toward exaggeration. “Really? That’s fantastic!” or, “You have to be kidding me!” The telephone can be a favorite toy that enables them to both prolong conversations and recharge themselves, especially when no one else is physically around. “I just called because I’m bored.” You may also detect background noise when you speak to individuals of this type. They sometimes put on the TV or radio just for the sound, visual stimulation, and activity.

On the phone, Interacting Socializers speak rapidly and emotively. “I feel that if we go through with this plan, the community will resent us as anti-environmentalists,” or, “I feel that I’ve contributed enough to this organization over the years to allow me to talk about this.” Other styles may more naturally use thinking words, instead.

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Say It With Feeling Typically, you’ll notice a wide range of vocal inflection and intonation and a tendency to want to know your reaction. “Do you feel that way, too?” They liven up conversations with personal anecdotes and may keep you on the phone longer than you had anticipated. If you need to extricate yourself from an extended monologue, try something like, “Well, Don, it’s been great talking with you. I’m really looking forward to our appointment on Monday!” If you say it with feeling, the Interacting Socializer may already eagerly anticipate your meeting.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.”

Copyright© 2004, Tony Alessandra. All rights reserved.

For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com;

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"BEN CLOSED MY ESCROW" J. Scott - "I was referred to Ben after 2 other lenders said no. He said yes & delivered & I now refer him business."

Ben Anderson A Top 20 Mortgage Originator in America 2011, 2012, 2013, 2014, 2015

Ref: Mortgage Executive Magazine & Scotsmans Guide

Orange County's Jumbo Mortgage Experts As seen in Dream Homes Magazine 2015 Jumbo loan volume: $4,779,615,070* nationally in lending volume in 2014*

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

OVER $1BILLION in closed loans since 2009

"Try my 14 day closing program!"

Ben Anderson Vice President of Mortgage Lending Branch Manager 230 Commerce Ste 200, Irvine, CA 92602 Office: 949.430.0807 Cell: 844.841.LOAN Ben.Anderson@guaranteedrate.com guaranteedrate.com/BenAnderson Guaranteed Rate is among the top 10 retail mortgage lenders in the U.S. with a 96% customer satisfaction rating ** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) The information in this flyer is for the dissemination to and for the use of real estate entities only and is not an advertisement for the extension of credit to consumers.

Ben Anderson NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611 (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699

M. Meghrouni - " I am self employed, Ben pulled off a jumbo loan with 1 year tax return & thanks to their effort I bought my dream home."

E. Kim - "I shopped several lenders, Ben's rates were the best. I also paid 0 fees & we closed early."

R. Dean - "Ben's team helped me fix my credit so I was able to buy. They treated me like the perfect borrower from day 1."

F. Borao - "I was not sure I could qualify because I owned several homes already. Ben got me an A+ rate & we closed 2 weeks early."

J. Stettler - "Our agent referred us to Ben after their lender said no, we closed escrow early & I have since gone back to Ben for a refi. Best service in the business."

K. Ehteshami - "We'd done 4 refi's with Ben. When it was time to buy out of state, he closed it just as early as all other loans we'd done.

Our out of stare agent was so impressed. They now use Ben." A. Lin - "I moved from TX to CA, our agent referred Ben. Out of state service was so smooth, I felt like I was dealing with someone who lived next door to me all along. I don't think I could have purchased out of state with out Ben." J. Robles - "Our loan was declined by 2 lenders with 15 days left on our contract. We were referred to Ben and we closed on time!"

T. Banker - "Ben's team helped us identify & close on a home before it became a short sale.

We walked into 20% equity day 1."

E. Chavez - "We were turned down by other banks. Ben got my son & I approved & we closed escrow with 10% down with no mortgage insurance."

D. Ihlenfeld - "My wife is an actress with irregular pay. Ben's team worked 24/7 to verify income from 27 jobs so we could buy."

R. Clewett - "Our bank turned us down with 7 days left on our contract. I then called Ben who closed in exactly 7 days."

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Bring on the Boosters!

N

obody becomes a success alone, period. There is no such person who is “self made.” I know this because I have regularly involved myself with some of America’s most successful people and as I listen to their stories I realize that all of them have had what I call their own “booster club.”

When I think back over my life I realize that I have had my own booster club: People who gave me a boost, either through direct help, opening doors to others or opportunities, or through their belief in or encouragement of me.

I think of my mother who was left a widow at age 40 to raise me alone. She believed in me. She sacrificed for me.

She gave up much so that I could become what I dreamed of. My mother was my booster!

I think of a man who is the CEO of a twenty five billion dollar a year company who, when I was only three years out of college and striking out on my own, sent me a check out of the blue. It wasn’t an investment; it was a gift. Then he sent another… and another. Every month for nearly 7 years he sent me a check. Nothing large enough to live on but enough to be a sign that he believed in me. When I asked him why he did it, he said, “Because I believe in what you are doing and that you are the one to do it.” To have someone of his stature believe in you!

Wow – is he ever a booster!

I think of my good friends, Tony and Jenni. When they were married they moved in right next door to us. They have become our best friends. Every step of the way they have loved us, challenged us, and encouraged us. They have been there in the darkest hours and in the brightest days. They are definitely boosters!

I think of my two friends named Kevin. The first, my best friend, lives here in Seattle. He is a guy that I laugh with, talk about things with and thoroughly enjoy all of my time with. He always comes through for me. In fact, as I right this, he came through for me just yesterday! When I know that I need a boost, he does whatever he can. And being one of the most competent men I have ever met, he always gets the job done. Major booster!

The second Kevin lives in Atlanta. He is a “new” friend but has already been a big booster. He has been willing to open doors for me that I never would have been able to budge because those on the other side would have been unwilling to open them. But on his recommendation, they have. A great booster and a person I will get to know better throughout the years.

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I think of Kyle, who I have never met in person, but have spoken with on a few occasions and swapped many emails with. Kyle has boosted me literally millions of times – ever time he publishes my articles he helps me bring my message to the masses. To know that a person like Kyle sees the value in my message is an incredible boost!

I think of my most fanatical booster, my wife Lisa. No one believes in me more than she does. In fact, there are many times I wonder who she thinks she’s married to!

She sees the best in me even when there is nothing good to see. She sticks by me through it all and encourages me to go for my dreams. What a blessing – what a booster!

I think of my kids. They boost me every time I leave in the morning and when I come through the door at night.

They boost my life and my career! Above all, they boost my happiness and my spirits each and every day. Big boosters in little bodies!

I think of God – the ultimate booster. In a scene from The Count of Monte Cristo, the Count, still in prison, tells the old man prisoner who is with him, “I don’t believe in God.” The old man replies, “That’s okay. God believes in you!” While I don’t understand everything there is to know about who God is I do believe that if God is for me, then it matters not who or what is against me! .

So where does this leave us? Is this just a trip down memory lane? No, in fact, I have two specific actions for you as it relates to boosters: One, make a list of your boosters. Then take a moment to send them a note to say thanks for what they have done and been for you!

Second, decide for yourself that you will be someone else’s booster! Be very specific and begin to invest yourself into that person’s life. Encourage them. Open doors for them. Challenge them. Give of yourself to them so that they can soar. Be their booster!

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.

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Call-Killing Phrases

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good time to talk?” Only someone making a sales call would use this language, and it’s all too easy for your prospect to respond negatively.

Because “How are you?” is so commonly used, how often have you started your introductory calls with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It’s an introductory call-killer, and this is why:

I know that many of you reading this will argue, “Wendy, it’s polite. It’s polite to say, ‘How are you?’ as a greeting and it’s polite to ask permission to speak.”

There are, however, many ways to greet a prospect saying “hello” works just fine. It is also equally polite to simply introduce yourself and get to the point. This is not only polite, it’s respectful of your prospect’s time, it’s more effective and it allows you to retain control of the conversation.

ow often have you started a call to a friend, family member or business associate with the phrase, “How are you?” I’m willing to bet the answer is a lot. I know I say it frequently. It’s commonly used as a greeting, as a “hello.”

1. If you ask this question, you must be prepared for the answer. What if your prospect answers, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday”? Do you really care? Is this the reason for your phone call?

2. You lose control of the call. (This is probably the most important reason.) If your prospect does respond, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday,” how are you going to get the call back on track?

3. It’s a set up, a tip off to your prospect that you are making a sales call. It gives your prospect the opportunity to say, “I’m busy. What do you want?” (See number 2 above.)

Similar issues apply with the introductory call-killing phrases, “May I have a moment of your time?” and/or “Is this a good time to talk?”

With both of these phrases, you lose control of the call right at the beginning, before you’ve had a chance to say anything at all. If the prospect answers, “no,” the call is over. These are also both tip off phrases. Friends, family and important business colleagues would probably not say, “May I have a moment of your time?” or “Is this a

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In order to be truly effective prospecting or selling by phone, it is imperative to control the conversations you have with prospects. You want to set yourself up to have the best possible conversation that you can have with any given prospect. While it is true that not all prospects will respond badly to the above phrases, why take the chance? Why risk blowing a lead at the beginning of the call if something as simple as not starting out with, “How are you?” can totally eliminate that possibility?

Say hello. Introduce yourself. Get to the point and say what you have to say. Then ask for what you want. This is the formula for a successful introductory call. Save the “How are you?” question for those whose answers really interest you.

Wendy Weiss, “The Queen of Cold Calling,” is a s.ales trainer, author and s.ales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http:www. wendyweiss.com. Get Wendy’s free e-zine at http://www. wendyweiss.com. Copyright© 2007, Wend Weiss. All rights reserved. For information contact FrogPond at 800.704.FROG (3764) or email Susie@FrogPond.com; http://www.FrogPond.com.

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rsonal. e p ng tti e Now we’re g

A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

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DR. LAURENCE HARPER THE ART OF SERVICE

By Haley Freeman

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r. Laurence Harper is not your average Realtor®, and his company, Global Real Property Investments, Inc. is not your average real estate brokerage firm. This

smart, witty, serial entrepreneur brings decades of business savvy and a unique, global perspective to investors, seeking sound advice about California real estate.

Like many of America’s most enterprising innovators, Laurence has always enjoyed dancing to a rhythm of his own devising. He describes himself as an “awful high school student” whose interests ran more to golf than to study.

After watching him play, a scout for Arnold Palmer’s school in Latrobe, Pennsylvania invited him to attend, even calling him “one of the top young golfers in the country.” But Laurence’s father, a Neurosurgeon, had other plans.

Laurence ended up graduating from the rigorous Loma Linda University, from which he took away a degree in business management, the discipline to earn three more degrees, and the wherewithal to found and sell four successful companies. He still plays golf.

After an exciting and varied career, spanning hotel management to corporate security, Laurence found his new calling in real estate, a profession that inspires his passion and allows him to make good use of his entrepreneurial skills.

Laurence recently founded Global Real Property Investments, Inc. in Capistrano Beach with his partner, Marisol Parand; together they are changing the way people think about real estate investment.

ExecutiveAgent Magazine

“Our logic is that if you’re going to invest money, your main options are stocks, bonds or real estate,” Laurence explains. “Given the choice, real estate is much safer and consistently performs better. Real estate allows you to control your investment. If you buy a duplex, you can either let it run down, or you can renovate every once in a while, make sure the lawn is mowed, and increase the value so you can also increase the rent. If you own a stock, you can only look at the index to see if it’s increasing or decreasing in value, but you’re not controlling anything.”

Leverage is another factor that makes real estate investment so attractive. “In real estate, you can use other people’s money. There are tax shelters; you get to write off repairs, taxes and interest. There are few tax shelters with stocks and bonds.”

Laurence learned a great deal about managing large real estate holdings as the owner of a hotel management company in California. “I’ve done a lot of financial analysis of real property, and I enjoy the investor mindset.

They simply want to know the ROI, cap rate and monthly cash flow. They don’t care about the architecture or what color a property is; if it produces, they want it. Rather than focusing on the residential homebuyer, Global Real Property Investments specializes primarily in helping individuals grow financial assets and create an avenue for retirement. We are still happy to help a first-time homebuyer, but it’s not the primary demographic with which we are working.”

Don’t be fooled by Laurence’s objective real estate analysis. His down-to-earth manner and straightforward wisdom grant him an instant connection with people. He is an ardent student of human behavior (thus the Ph.D. in psychology) who, despite his role in pioneering remote

video monitoring and GPS technologies for multi-national enterprises, prefers to meet with clients face-to-face.

About his business partner, Marisol, Laurence says, “She comes from a different service industry, rescue missions, where she was director of development for many years.

We both understand the importance of providing service to guests, and we both really want the customer to get what he wants. We strive to not leave them in any position of liability, and we are very careful with our contracts. We use very ‘Conservative’ assumptions in our market analyses.

We both understand the importance of the details, because we’ve both been in business.”

Laurence and Marisol are highly educated, professional and service-oriented; they are building a team of like-minded professionals who are equally committed to customer service. “Service is an art form. For me, in the hospitality industry for 20 years, I wanted a guest not to have to think about anything. For example, should a guest accidentally call Hotel Maintenance (instead of Room Service) to order breakfast, I had trained my hotel employees to just take the order; be of service to the guest, I repeatedly reminded my staff. I’ve brought that same sense to my subsequent businesses, including this one. When someone says they need something, our agents are right there, and we are happy to help. It’s all part of the art of service.”

Dr. Laurence H. Harper, Ph.D. Global Real Property Investments, Inc. Tel: 949-295-6935 Email: harper@grpinvestments.com Web: www.grpinvestments.com CalBRE # 00475518

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Robin Dahlstrom Bringing People Together

By Haley Freeman

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fter attending the prestigious College of Visual and Performing Arts at Syracuse University, Robin Dahlstrom made her way West with aspi-

rations of leaving her mark on the Hollywood Walk of Fame. Her 10 year Entertainment career from Assistant Director to Producer included an Academy Award winning movie for Columbia Pictures, The Rolling Stones & works with Producer/ Pianist David Foster. However, when she became a single mother, she sought a new career in real estate that allowed her the flexibility to be fully-engaged as a parent while providing well for her son, Joey.

Robin approached real estate with the same passion she had applied to her film career, sold her first home during her first week in the business, and went on to earn the title of Rookie of the Year. Since, she has received many more accolades and numerous client reviews for her outstanding service. Each heartfelt review touches on the qualities that distinguish her as a soul who brings people together.

A recent seller stated: “Robin Dahlstrom is a true professional real estate agent.

Her excellence flows from the fact that she loves her job. She is calm, natural, personable and knowledgeable. She keeps the whole process in control and reacts promptly to issues that arise. She keeps you informed daily, if needed. She is intuitive because of her listening skills. As well as being resourceful, she goes out of her way to really provide you with suggestions and solutions. She always has your back and always is available and present when it is appropriate. She made the complicated and overwhelming process of selling my home a swift and successful one. You cannot go wrong with her at your side as your real estate agent.�

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Robin’s gift for bringing people together is instrumental in connecting buyers and sellers, as well as in successfully negotiating the challenges that arise during a real estate transaction. For 25 years, her tactful, professional handling of matters has inspired the trust of generations of clients from Pacific Palisades to Palos Verdes who return to her again and again. In fact, Robin recently had one of the most extraordinary experiences of her career when she was asked to resell the very first property she ever sold.

“Receiving that phone call 24 years later was amazing. It’s the kind of thing that makes me love what I do.”

One client described Robin as “not only my real estate agent, but part of my family. Robin has assisted me and my family with many real estate transactions and has always put my family’s needs above her own. It is very comforting to know that Robin is on my side and listens to my concerns. She is very trustworthy, and I am thankful that she is my real estate agent and my friend.”

Robin is joined by a buyer’s agent and an assistant who work with her to deliver the uncompromising standard of service for which she is so well known. “I don’t palm my clients off on a conveyor belt system,” she says. “It’s one of the reasons I have their trust. They know they can call me anytime, and I will answer the phone. I love the people I work with, and I live and breathe my job. That’s why I trademarked the motto: ‘Real Estate, it’s not just a job... it’s MY Lifestyle.’”

try to work this out.’ The bank actually created a department to do it, and we closed in 45 days without a hitch.”

Robin has been a speaker for the California Association of Realtors®, and she currently serves on the MLS Compliance Committee for the Beverly Hills/Los Angeles Board of Realtors®.

Robin seeks serenity and harmony in her life by practicing Buddhism. A year into her practice, her swami gave her a spiritual name, Kamala. “Kamala means ‘lotus.’ In my advertising, I have a beautiful lotus flower. Sometimes people call me just to comment on my signs.” She also enjoys yoga, biking, running and listening to music, and she is currently writing a book about her adventures in real estate, with the working title, “Tales From the Crib.”

Her connectedness to people and community makes Robin an extraordinary real estate professional, one who strives to create lasting relationships with everyone she meets. “I am passionate about building networks and friendships; I love bringing people together.”

Through market cycles good and bad, Robin has provided reliable advice and expert service to her clients. She has not only remained apace with changes and trends, she has taken the lead in creating solutions to real estate-related challenges. Robin was one of the first pioneers of short sales in the early ‘90s.

“A woman said she wanted to sell her home, but owed more than it was worth. I created a third-party letter of authorization so the bank would talk to me and said, ‘Let’s

ExecutiveAgent Magazine

Robin Dahlstrom RE/MAX Estate Properties 504 Center Street El Segundo, CA 90245 Tel: 310.890.7622 Email: robin@realtor4socal.com Web: www.realtor4socal.com CalBRE # 01131013

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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.

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

Jin & Anna Ro Executive Agents of the Month

ExecutiveAgent Magazine

THE RO TEAM Putting Your Family First Written by Haley Freeman - Photography by Ian Wiant

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ssociate Broker Realtor® Jin Ro and The Ro Team are recognized among the top three percent of the 130,000 Keller Williams agents worldwide.

This is because they are genuinely focused on taking care of people; they put clients before commissions.

“When I got the phone call from one of the top executives at Keller Williams, I was so honored and thrilled to be included in that three percent,” Jin says. “When I look back at what we have accomplished as a team, I think it is because of our high standards. We have been true to those. We focus on our clients and what their needs are.

That’s what our success is founded on.”

Jin was born in Korea and came to the U.S. when he was 5 years old. He grew up in the Los Angeles area and later relocated to Orange County. Jin had been working as an architectural draftsman for more than 10 years when he boldly decided to pursue a more lucrative opportunity in real estate. “I entered the business right at the worst

time in 2007. It was pretty scary. I had been behind a desk eight-to-nine hours a day, and I didn’t see myself as a salesman. But at the same time, it was something I’d always been interested in, and the potential income and excitement of each deal being different appealed to me.

My wife was pregnant with our first baby, and my motivation was wanting to create a better life for my family. It was not the best time in the industry, but I knew if I laid the right foundation, when things got better, we would flourish. I took the risk, and now it’s paying off.”

But it isn’t only Jin’s tenacity that has led to his success.

It is his determination to help others succeed. “Giving back to the community is something my parents instilled in me at a very young age. I’ve been very involved with volunteering and youth ministry through my church, and I’ve always enjoyed working with families and the satisfaction of helping others. The core of it is having that special feeling inside when you help somebody achieve a goal.”

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At Keller Williams, Jin discovered a like-minded business culture that fosters the same values and work ethic that distinguish his real estate practice. There, his team is thriving. “The culture here is incredible! Their foundation, KW Cares, is a non-profit that helps people in need throughout the world. Also, following Keller’s systems and models has helped us improve our business, and we have increased our transactions by close to 40 percent this year.

It’s because we are able to provide better service to our clients and focus on their needs and what’s important to them.

I am absolutely thrilled to be working with this company.”

Jin’s wife, Anna, is his partner in life and in real estate.

She has a degree in fine arts, and she enjoyed a successful first career as an architectural renderer and entrepreneur.

She recently joined Jin full-time in real estate. “I couldn’t have accomplished all this without my wife. She is great with buyers and is our lead buyer’s specialist. People feel comfortable working with her. She brings a different perspective to our transactions and is very creative, with a lot of good insight on design concepts and what can be done with a space.”

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Clients Before Commissions Stephen is also a buyer’s specialist with The Ro Team.

“He is a USC alumni and has a background as a structural biochemistry researcher with a lifelong passion for real estate. He is very intelligent and tech savvy. He brings that new, modern feel to our team and is helping us with our social media and internet presence. He’s also serviceoriented and great at connecting with all generations.”

Jin’s calm demeanor and win-win approach to crafting solutions are among his greatest contributions to his team.

“I see myself as a good negotiator, and I have success in finding ways to make things happen in situations where it may seem difficult, or even impossible. I like to help people find common ground so that everyone can walk away happy.”

Finding common ground is also instrumental in helping international clients who want to buy and sell real estate in South Orange County. “We speak Korean, so we can help translate and get people acclimated to U.S. culture. We help them every step of the way with purchasing, leasing,

or whatever they need. We also give guidance about other things, like the process of registering their child in school or setting up utilities. Starting a new life in a foreign country can be difficult. Our goal is to make them feel as comfortable as possible, and no questions are left unanswered.”

Jin previously worked in residential home design and had a hand in creating several communities in Irvine and elsewhere in Orange County. Having worked in the local building industry, he and Anna are intimately familiar with the locations and features of area housing developments.

Jin also has extensive experience working with investors.

By means of their collective experience, he and Anna have created connections with contractors and vendors, and bring a multi-dimensional industry perspective to their clients. “Right off the bat when I go through a house, I can point things out about whether it is up to code, or give advice about which walls are load bearing and which ones can go down. I can help give clients the confidence to buy a fixer-upper by helping them understand what a house really needs, what it will cost, and what is possible.”

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Clients use words like “professional, patient and knowledgeable” to describe Jin. The comprehensive and caring service he and his team provide is so greatly appreciated by their clients, that more than one has said they wish they could give more than five stars to their online ratings. One seller said: “Jin and Anna deserve more star ratings, but I am only allowed to give 5.”

Another first-time homebuyer reported that Jin had “no excuses ever.” She continued: “Of all the things we liked about working with him was his promptness. We have had so many times that we had to disturb him off his work hours to answer our questions and never did he sulk or not respond. The response time with him is the quickest you can find with anybody else in the field. I am writing this with the contentment of having found the best property within our budget, with a stress-free escrow process and timely move-in. We now share a great friendship (so hard to find that personal connect in a business), and I would

recommend The Ro Team 100 percent of the time to anyone. I give a 10 star on 5, if only there was an option for it. Way to go, Jin and Anna!”

Jin and Anna make the most of their time away from work by spending it with their two daughters. “We went to Aulani over the summer, and my wife loves amusement parks, so we take the girls to places like Legoland and Great Wolf Lodge. We recently got a set of bicycles so we can bike around the neighborhood. We are a closeknit family, and giving them a good life is my greatest motivator,” Jin says.

“We are always going to look out for our clients’ best interests. We know what’s important to us as a family, and we’re going to make sure your family is taken care of the same way. For the families we serve, there is nothing more satisfying than seeing happy faces.”

ExecutiveAgent Magazine

Jin Ro – The Ro Team Keller Williams Realty 4010 Barranca Parkway, Suite 100 Irvine, CA 92604 Tel: 949.365.6457 Email: jinro@kw.com Web: www.SearchinIrvine.com CalBRE # 01826936 ExecutiveAgent Magazine

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How Can You Improve

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eople who talk themselves out of sales do a vast majority of the talking and a minority of the listening. But people who use their brains instead of their mouths do a vast majority of the listening and a minority of the talking during the Probe step.

Listening is a skill that can be learned and can also be continuously improved, but most of us have never been trained to listen. For example, which do we do most during the day, read or listen? Most of us generally listen more than we read, yet how many listening skills have we been taught?

Here are some pointers that can help you sharpen your listening skills: Open your mind and ears – be receptive to the messages the person is giving.

Start listening from the first word and give the person your undivided attention.

Focus on what is being said. Avoid trying to figure out what the person is going to say; you may miss what he or she actually says.

Don’t try to read your own meanings into what you think the person is saying. Actively assist the other person in conveying his or her meanings accurately to you.

Never interrupt! It cuts off the flow of dialog.

Besides, it’s offensive and rude.

Use questions to encourage people to talk and to clarify your understanding of what they mean.

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Your Listening Skills?

Make notes of important points. Look for connections between apparently isolated remarks.

Control outside interruptions and distractions.

Get your whole body involved in listening and show that you are paying attention. Look the person squarely in one eye, and use facial expressions and gestures to show that you hear and understand what’s being said.

Stay cool! Don’t overreact to highly charged words and tones. Hear the person out then respond. Most people will cool down and begin to talk calmly once their anger and frustrations are vented.

Remember, your objective is to listen your prospect into buying, not merely to “get your two cents worth in.”

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright© 2004, Bill Brooks. All rights reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email susie@ frogpond.com; www.frogpond.com

Written by Bill Brooks ExecutiveAgent Magazine

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E XECUTIVE AGENT

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MAGAZINE

Valerie J. Vihlen Schluter “Treating You Like Family” Written by Haley Freeman

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or Valerie J. Vihlen Schluter, real estate is a family business. Together, she and her husband have owned and operated companies devoted to helping families with the most precious investment they will ever

make – a home. She is a lifetime real estate professional whose experience spans every aspect of the industry, from escrow, to lending, to real estate sales. She knows and loves her business, and she is committed to helping families build a legacy with California real estate.

The industry has changed a great deal since she began in 1979, but Valerie’s conscientious and caring representation never goes out of style. She first sought a career in real estate as a young, single mother. “It was an opportunity for a single mother to earn a good living and help a lot of people,” she says.

“I had already bought a home and had not had a good experience. I knew it could be better for other people than it had been for me.”

Valerie met her life’s love in real estate, and eventually she and her husband opened a company of their own in Chino.

They pioneered a new model for compensating agents based upon performance and attracted some of the finest professionals in the region. They later expanded the company to include escrow and mortgage services. As their children grew up, they were also engaged in the family business.

“At that time, Chino was new, and it was as far east as the housing went. We enjoyed being part of the community as it grew. The kids used to help with the business by putting up signs, delivering escrow packages and picking up demands.

We remained there until they graduated from high school.”

Today, Valerie is an associate with Realty Network Group and enjoys working from her office in Yorba Linda. She continues to provide the same standard of service excellence, supported by her daughter-in-law who is her assistant, and a team of outstanding industry partners with whom she has a long track record of success. “I have a lot of years with a good team of people in escrow, home warranty, title and lending. When you run into challenges and have a great team behind you, you can solve the problem together.”

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Valerie finds delight in helping first-time buyers acquire a home in California’s uniquely lucrative market. “My passion is getting people into their first home, and my lender, Craig Muller, is a special guy when it comes to helping people reach their goals. Not many will sit with people and give them a game plan and still be there in the six months or year it takes to get across the finish line. He has the same passion for helping people that I do.”

Recently, the duo helped a young man buy his first home.

Valerie explains, “He had just been through college and had new income. Craig gave him a list of things he needed to do to qualify for a home loan. I put him in a lease option, and he saved his money and did what Craig told him to do. He is so ecstatic and proud that he was able to buy a home on his own. The property appreciated $24,000 in the time he leased it, so he is getting the benefit of that appreciation. This is what makes working in real estate so rewarding.”

The advice Valerie gives to clients differs from that of many of her competitors. “I’m one of the few who try to discourage people from selling a home. Most Realtors® want you to sell and buy something else. But I encourage my clients to keep their home as a rental and buy another property. Our rental market is so strong, and it’s an investment they can use to build wealth or keep for their kids.”

Craig’s help, I try to get them enough house for a good tax shelter, but with enough left over to still enjoy life.”

Valerie is a lifelong equestrian who also loves helping horse enthusiasts find the ideal property for their lifestyle.

After she was injured during an equestrian competition, Valerie began using service dogs. “I’ve always had show dogs and show horses, and the dog I have now is a German Pinscher. My business cards and yard signs have a dog on them, so even if people don’t remember my name, they remember me as the dog lady.”

In her busy and rewarding life, Valerie strikes a healthy balance between her family and work. To her, real estate is a vehicle that helps families achieve their dreams. “We have been able to use real estate to make a difference for the futures of our kids and grandkids. I have a genuine interest in the lives and futures of the families I work with. I answer the phone any hour of the day, and I put people in touch with good resources. I love being a part of people’s lives, and I plan to be there long after the close of escrow.”

Valerie J. Vihlen Schluter Realty Network Group Tel: 714-612-6562 Email: HomesByDogLady@gmail.com Web: www.ValerieSchluter.com CalBRE # 00753164

She also doesn’t encourage families to buy more than they can afford. “I want them to still have money left over to go to dinner or take their kids to the movies. With ExecutiveAgent Magazine

EA

Problems vs. Opportunities

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e grateful for your problems. We all frequently deal with people who complain about the trials and tribulations of their daily lives. Life seems to be one big problem for them. I would like to take a common-sense, realistic approach and address this mind-set. If there were no “problems” on your job, then your employer would hire a much less capable person than you to do the routine things that don’t require much thought. In the business world, those who are able to solve complex problems are the ones who have the most value to the employer.

Many times the problems or challenges we face force us to grow and become more capable. The runner who trains for the mile run in the Olympics by running downhill will have no chance of winning the medal. The runner who trains by running uphill is far more likely to develop the speed, mental toughness and endurance which it takes to win the medal.

decided that he would become a scientific boxer and win the title as a boxer, not a slugger. Boxing historians will tell you that he developed into one of the best boxers who ever fought. They also will tell you that as a puncher, he would not have had a chance against Jack Dempsey, who was considered by many to be the hardest hitter in heavyweight history. Tunney would never have been champion had he not had the problem of his broken hands.

Message: The next time you encounter a difficult climb, obstacle, “problem,” you should smile and say, “Here’s my chance to grow.” Develop that kind of an attitude and I will SEE YOU AT THE TOP! Zig Ziglar is a beloved author and America’s motivator.

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

The best thing that ever happened to boxer Gene Tunney was that he broke both of his hands in the ring.

His manager felt that he could never again punch hard enough to be the heavyweight champion. Instead, Tunney

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MAGAZINE

BECKY LU Written by Haley Freeman

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er global perspective and in-depth understanding of real estate make Becky Lu a trusted advisor to families and investors who are looking to create wealth in Orange County. Becky came to the United States from her home country of Taiwan to earn her MBA

properties. I thought that as an investor, I should know what Realtors® know. Once I passed the exam, I started thinking seriously about a career change.”

A savvy investor, Becky was discriminating when it came to selecting the company where she would build her real estate business. She chose Southern California’s number one real estate broker, First Team Real Estate, enhanced by its exclusive partnership with prestigious Christie’s International Real Estate. “I interviewed different brokers and got to know what they each do for their agents to help them succeed. First Team gives agents more knowledge and training, so I have the tools to help people achieve their dreams.”

For Becky, being a Realtor® demands more than just helping people buy and sell property. “It’s not just about putting a roof over someone’s head. Real estate is a tool for accumulating wealth. With a little planning and patience, people can achieve their financial dreams.

That’s why I love the real estate industry.”

from San Diego State University. “I love traveling, and I thought it would be a great opportunity to live in a foreign country,” she said. “I came here to experience life and go home, but I met my husband at school, and we got married and stayed here.”

Becky’s conscientious attention to detail contributed to her success in her first career in supply chain management, in which she became a logistics analyst at Samsung.

After reading Robert Kiyosaki’s book, “Rich Dad, Poor Dad,” she was inspired to begin creating wealth through real estate investment. “My husband and I had made other investments, but we decided to try a different asset. The book gave us knowledge and direction. Then we began reaching out to lenders and investors, and bought a few

Together, Becky and her husband, a successful entrepreneur and manager for Southern California Edison, now own 48 doors in several states. Investor clients look to Becky for sound advice about which properties to buy and how to structure their real estate portfolios for maximum profitability. “When I show properties to an investor, I have already vetted them. Since I have been there, done that, I understand how the numbers work and can help them look at the potential return and risk.”

Whether she is assisting an experienced investor or a first-time homebuyer, Becky’s authentic nature makes her easy to talk to and garners her clients’ trust. “If clients are working with me, they can relax. When I give my word, I will keep it. I want people to feel we are on the same team working toward the same goal. When there is a problem, I will work to solve it in a way that is a win-win situation.

I sleep good at night knowing I am doing my best to help clients any way I can. I want to be in this business for decades to come.”

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FINDING THE AMERICAN DREAM IN OC

Family trip to Germany with (Dad & Sis)

She is also a certified First Time Buyer Specialist (FTBS).

“I can successfully help not only the first-time buyers, but also the sellers, since the first-time buyers represent over one third of the market. I know what first-time buyers want and can help sellers better market their house.”

Becky also makes it a priority to give back to their community. “Giving money is easy, but I prefer to be part of something that unites people. Right now, I am helping a lady in my geo farm in Laguna Hills with a clothing drive.

She collects clothing and takes it to the Philippines, so I am helping to get the word out. We are making her house a gathering point where we will invite people to bring donations and have pizza and get to know each other. People want to do something good, but they want it to be convenient. We are making it easy for them to contribute.”

Becky with Flip or Flop hosts, Tarek and Christina El Moussa

First Team’s affiliation with Christie’s International and Luxury Portfolio International ensure that Becky’s luxury listings are seen by potential buyers from countries around the world.

Becky has visited 20 different countries around the world, but she says she always looks forward to coming home to beautiful Orange County. “My favorite place to visit so far is Japan. The people are so polite and always look happy. But my favorite country to live in is here. Everything is possible in this country. Everyone can have the American Dream if they want it enough.”

Becky is a down-to-earth person who loves real estate, traveling and meeting new people. Her international roots and fluency in three languages – English, Taiwanese and Mandarin – help her establish a unique connection with people in this multi-cultural community. “There is a huge Asian population here, but people feel more comfortable talking to me, even if they are from other parts of the world. It helps open the door because we know we are all international residents, and it opens up the conversation talking about food, traveling and how the culture is different here.”

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Becky Lu First Team Real Estate 4040 Barranca Parkway, #100 Irvine, California 92604 Tel: 949-350-3995 Email: BeckyLu@firstteam.com Web: www.beckylu.firstteam.com CalBRE # 01988113

EA

Seeds Of Change

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efore you freak out - this is SO not about politics. It’s about the only sure thing in our lives before death and after taxes. For most people ‘change’ is a scary word particularly if you work for a company that goes through reorganization and mergers. You’re fine with that warm fuzzy cubicle decorated with family photos, the regular pay check and your water cooler buddies. Sure you’d like more money and perhaps more job satisfaction and maybe more recognition for all you do, but hey, it pays the bills, right? The thought of stepping outside your comfort zone to change jobs is too scary for words so you don’t try.

As a keynote speaker at conferences it’s my job to inspire and encourage people to be all they can be and achieve success in their lives. I’ve spoken to diverse groups ranging from 25 year old office admins to 60 year old entrepreneurs and I discovered a common denominator about change that impacts everyone. It’s a powerful, grossly underestimated tool we can all use to achieve goals, realize dreams, be more productive on the job and create a pleasant work environment.

(Translation: Cha ching!) Curious? Read on…

Twenty odd years ago as a professional entertainer from Australia, I was playing the piano at the Shangri-La Hotel in Singapore. (Don’t be too impressed – it wasn’t like being on American Idol!) Life was good. My picture was in the local newspaper every week and I was almost a Diva in my own mind lol. It was that big fish in a small pond thing working for me….however the pond was getting smaller and starting to smell a tad fishy. I wanted to go to America but there was one major problem: I didn’t think I was a good enough musician.

I lacked the self confidence to even attempt to take the next step. (Sound familiar?)

The most popular song in Singapore at that time was “Don’t Cry For Me Argentina” by Andrew Lloyd Webber from his Broadway musical “Evita”. One night after I played that song the entire room of 150 people burst out into thunderous applause. This was totally unexpected since I hadn’t paid any attention to what I was doing. I was glowing with the instant gratification this brings and determined to maintain the excitement of the moment by playing an audience participation song with everyone clapping along. They did. Woo Hoo! Big fun! Suddenly a man came up to me at the piano and rambled on about how well I had played “Argentina”blah, blah, blah.

I was ticked. How could this dufus have such bad timing?

Couldn’t he see I was busy being a Diva? In no uncertain

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Aussie terms I told him to buzz off. He then apologized and introduced himself as… Andrew Lloyd Webber. No kidding.

He was the real thing.

Have you ever wanted to take back your words and be instantly kidnapped by aliens?

Do you realize what a tremendous impact words have on our lives? Words are seeds for change. Andrew Lloyd Webber’s few words of praise changed my thinking. They instilled belief in myself and helped realize my dream of coming to this great country. Change your mind, change your life! Words are a powerful tool that can be used creatively or destructively. What are yours doing? Maybe the changes your company is going through are a golden opportunity for you to get a grip on that dream job. Who can you talk to that will support you?

If you’re the boss reading this - think about giving an employee a huge boost with a compliment on her work efforts.

Then give yourself a pat on the back ‘coz you just gave your company a huge boost in productivity. People work harder for people they like. Got it?

Oh, by the way, please don’t send this to Andrew Lloyd Webber’s publicist.

Theresa Behenna has been delighting audiences at meetings and conferences for over a decade by combining her talent as a world class pianist with Aussie humor and a timeless message.

Her uplifting, humorous keynotes have been widely acclaimed by a variety of organizations as being unique, inspirational, fun and memorable. Theresa is a professional member of the National Speakers Association, founding member of the Australian-American Chamber of Commerce and former President of the Piano Entertainers Guild. In 2007 she was awarded the John Wolfe Award for speaking excellence by her peers at NSA-Houston. Theresa is a contributing author to the anthology “Rekindling the Human Spirit” and resides in Houston where she has yet to master the art of sounding Texan. © 2008, Theresa Behenna. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

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Written By Theresa Behenna

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Three Wild Ideas To Help You List And Sell

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hen dealing with listing prospects, share information about the number of buyers in various price ranges. This sets you apart from the competition and provides the seller with important market information.

First, do your homework. Divide the specific market area you serve into specific price ranges or price bands. For instance, under $100,000 might be one price band, from $100,000 to $124,999 might be another, from $125,000 to $150,000 might be the third, and so on. The price bands which you select, will be determined by the market you serve.

Next, research the number of closed transactions per price band in the last six months. Divide the total number of closings in each price band by six. The resulting number is the average number of buyers per month in each price band. Put this data in chart form showing number of buyers per price band. You can also calculate number of buyers based on pending statistics for a more current look at the market activity.

Show sellers the actual number of buyers in a specific price range and talk about the number of properties competing for those buyers. This information can make your sellers more realistic about market activity, price and selling time. Using the “number of buyers per month” terminology rather than “number of sales” is a more powerful way to explain level of demand to a seller.

Idea #2: Enlist the children’s help to keep your listings looking spiffy. Sign them up for your neat kids club.

Have you ever had a listing or shown a home where the children’s rooms looked like a whirlwind had blown through -- toys in a jumble or dirty gym clothes hanging from the room’s light fixture?

Here’s an idea to encourage the small children who live in your just-listed properties to clean up their act and help you sell the house. Initiate a NEAT KIDS CLUB. Explain to the whole family how essential it is that the house be neat and clean in order to show well. Then let the children know how important it is that they do their part. Ask them to join your NEAT

KIDS CLUB. In return for their commitment to keep their rooms tidy, present them with a Neat Kid certificate (make these on your computer).

Then every couple of weeks until the home sells, send the kids a funny thank you card, or other small thank you item. Let the kids know they’re important in helping sell the house and they’ll be neat kids.

(Parents will appreciate this, too and view it as added value service!)

Idea #3: Develop a sweet technique for clearer communication with buyers. Ask, “What’s your favorite ice cream flavor?”

You probably know the old technique of giving a carton of ice cream to prospects who visit your open house. This sends them scurrying home to put the ice cream in the freezer rather than going on to meet other agents at other open houses. A top sales associate in the Buffalo (NY) area has developed another ice-cream related technique which he says gives him specific feedback about how well his buyer prospects like the homes he shows them.

He asks his prospects, “What’s your favorite icecream flavor?” If, for instance, they tell him, “maple walnut,” he says, “As we look at houses, I want you to tell me how close each house is to maple walnut.”

Houses they’re not impressed with become “plain vanilla” while one they like a bit better becomes “maple, but with no walnuts.” Until, ureka! They find the maple walnut house.

“The ice cream analogy makes it easier to get meaningful feedback,” says the top producer who originated the ice cream approach. “Making a game of it seems to reduce the pressure and open up communication.”

Laurie Moore-Moore is the real estate industry futurist guru. She has her finger on the pulse of today’s changing real estate business. Laurie is copublisher of REAL Trends newsletter. For information on Laurie’s speaking and consulting services, please contact The Frog Pond Group at 800-704-FROG (3764) or e-mail susie@frogpondgroup.com.

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