JULY 2016 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

Annika Godfrey Executive Agent of the Month

Inside Features: Kerri & John Adams Realty ONE Group Bobbi Caves Keller Williams Realty Brian Doubleday

Doubleday Group Rodney Felipe Finance of America Mortgage Jim Salem First Team Real Estate

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NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Sophie Abboud

Alan Cipolletti

Doug Davis

NMLS-342621

NMLS-653005

(949) 584-5363

(949) 394-1757

NMLS-249349

Robert Fair

Rodney Felipe

Brandon Garcia

NMLS-816387

NMLS-487714

NMLS-950014

Senior Mortgage Originator

Senior Mortgage Originator

(714) 566-5400

Michael Keegan

Senior Mortgage Originator

Senior Mortgage Originator

Senior Mortgage Originator

(562) 673-0376

Senior Mortgage Originator

(714) 227-5032

(949) 375-5566

Senior Mortgage Originator

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Barry David Krevoy

Mark Martinez

NMLS-187195

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(949) 887-8493

(949) 735-4009

(714) 863-8470

Lynn Nelson

Shawn Pagano

Jeff Shortley

NMLS-653022

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(714) 412-8608

James Theel

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(949) 633-7852

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(949) 291-9273

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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2015 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | AZ BK 0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

Executive Agent of the Month

24 19 Annika Godfrey Coldwell Banker Residential

Professional Profiles

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26

30

6

14

Kerri & John Adams

Bobbi Caves

Brian Doubleday

Rodney Felipe

Jim Salem

Realty ONE Group

Keller Williams Realty

Doubleday Group

Finance of America Mortgage

First Team Real Estate

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ExecutiveAgent Magazine

July, 2016 - S. Orange County Editorials

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E XECUTIVE AGENT

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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

The Thinker Leadership

Style -Tony Alessandra

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A Team Is More Than A Group of People -Patricia Fripp

ADVERTISERS’ INDEX Finance of America Mortgage...........................2 Guaranteed Rate...................................................9

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HARCOURTS Premier Properties...................................38

Six Powerful Prospecting

Tips -John Boe

i Photography Studio.............................................25 Kinecta Federal Credit Union...............................13 PWAOR...................................................................12 The Termite Guy......................................................3

36

Patterns Of Buying -Linda Brakeall

Ticor Title Company...................................................40 Wells Fargo Home Loans.............................................39

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Haley Freeman, Julie Brown

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The Best Little Sales Book in the World -Bill Brooks

© 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.

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Speed, Convenience, Choice -Saul Klein

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

Rodney Felipe “From the first interaction, I want to make sure my clients get red carpet service.”

Rodney Felipe, loan consultant at Finance of America Mortgage, makes this commitment to every client he serves. Rodney began his career working for a large bank,

where he excelled in customer service, operations and management. But it was working with homebuyers that inspired him most. “I really got a lot of satisfaction out of helping clients experience the American Dream of home ownership. After all of my different roles, I knew that was my place. It was a calling for me.”

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In 2014, Rodney joined Finance of America Mortgage (formerly Alpine Mortgage Planning). He teamed up with former bank colleague Robert Fair, with whom he shares the professional polish that comes from more than a decade in big banking. “Not everyone in our industry has such a disciplined background, where you wear a suit and tie every day and have almost every interaction with your client critiqued by management right after. That stuck with both of us. The bank had its own review system, and I always got a lot of good customer surveys. Making the customer happy came naturally to me.”

For Rodney, that professional training manifests in his round-the-clock availability and his reliability in answering and returning phone calls. “I’m always available to provide what the customer needs, even if it is late.

In order to achieve an unbelievable customer experience, I believe the ultimate secret in our industry is quite simple: pick up the phone and call people back. Robert and I have the same background and business acumen, and we have a common goal. Our biggest concern is making the customer happy and making sure at the end of the day, we put the keys in their hands.”

Putting the keys in every client’s hands requires both skill and determination. Rodney is known as the go-to resource for hard-to-close loans. He is certified in numerous firsttime homebuyer programs, and he is proactive when it comes to finding solutions where others see problems. “I approach every deal like a puzzle,” he says, “and try to be as creative as possible for the client. Then I follow up with excellent and honest service.”

Rodney is also known as a zealous advocate for his clients. He collects the right data ahead of time in order to clearly and convincingly lay out his clients’ financial story for his underwriters. Rodney does his research about loan programs and qualifying guidelines, and he enrolls others in his cause. “I get the right people involved from the beginning. Sometimes I copy and paste guidelines into an email and send it to five different people to make sure there is a majority who agree on its interpretation. I’m not afraid to stand up for my clients. I have several colleagues at various mortgage companies and people in my branch which who have started coming to me for advice about how to structure their loans. That’s when I knew I had learned a thing or two.”

Rodney’s calm, friendly nature and genuine care put first-time homebuyers at ease. Right away, they sense that Rodney is someone who will treat them like a person

rather than a number, and who will look out for their ultimum interests. “A lot of people are very nervous, and I want to make sure they are comfortable from the beginning. No question is stupid, and no call is unwelcome. I will spend as much time as it takes for them to understand their program options and the loan process.”

A lifetime resident of Orange County, Rodney has watched the surrounding community evolve from farmland and orange groves to the bustling metropolis it is today. He loves spending time outdoors with his family and friends, whether they are camping in their motorhome or playing at the beach. Rodney also looks for opportunities to contribute to social causes he is passionate about, including no-kill animal shelters and local beach clean-ups.

Rodney’s outstanding professionalism makes working with him an extraordinary experience both for clients and colleagues. His commitment is the same for everyone: “My job is to make sure that homebuyers and Realtors® are fully informed at every stage of the transaction as we are all on the same team, and that they are comfortable going through this process with me.”

RODNEY FELIPE NMLS ID 487714 Finance of America Mortgage 3501 Jamboree Rd., Ste. 200, South Tower Newport Beach, CA 92660 Tel: 714.277.5032 Email: Rodney.Felipe@financeofamerica.com Web: www.financeofamerica.com/rfelipe ©2016 Finance of America Mortgage LLC | Equal Housing Lender | NMLS 1071 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act.

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Speed, Convenience, Choice

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he Real Estate Professionals and companies that survive the major changes taking place in this industry are those that can quantify what they do and how they earn their money.

One method of doing this is to look at what consumers, not just real estate consumers, but all consumers are looking for today as they shop for products and services.

These items can be referred to as “Consumer Demands” and when you look at what you do, how you do it, and how you market it, bring as many of these driving forces to bear as possible: Speed - think of fast food and 1 hour film developing.

The quicker you can take care of the administrative aspects of a purchase or sale, the more valuable you are.

Convenience - think of Seven Eleven stores. Also remember that people will often pay a premium for convenience. What do you do for the convenience and comfort of your clients?

Choice - the more alternatives initially, the more consumers like it, but then they narrow it down. Don’t we all enjoy choice, from ice cream (31 Flavors) to Coffee (Starbucks). What can you do to give your client more alternatives.

Value-added - people like to get MORE than they pay for, this is value added. Real Estate Professionals provide value added services everyday, but few take the time to reenforce it to their clients. Have you ever cleaned or painted a house for a client after a sale? Helped them move something...or something like that, an extra, that WASN’T in

the listing agreement but you did it anyway? That’s “Value Added” Discounts - If it is convenient enough, you will use a coupon. Lots of people look for discounts in everything they do. This doesn’t mean you should offer discounts, but you must be aware that for many this is a “driving force” so play to your strengths in your marketing Quality - Are you willing to pay more for quality? Many people are Service - think of Norstroms who prides itself in its service Information - this is the age of information! Consumers won’t by a toaster or a microwave without first buying a copy of Consumer’s Guide”, let alone a piece of real estate.

Make it quick (speed) and convenient for your clients to access lots of (choice) information.

Deliver the above at every available opportunity and your clients will not only love you, they will send you more business.

Saul Klein is a principal of RealTown™, an Internet training, consulting, and publishing company. For additional information, please contact The Frog Pond Group at 800-704-FROG (3764) or email: susie@frogpondgroup.com

Written By Saul Klein 8

ExecutiveAgent Magazine

"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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The Thinker Leadership Style

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f You’re a Thinker...Your high standards are a twoedged sword. Your employees are inspired by your quest for excellence, but often they feel frustrated because they can never quite seem to please you.

One of the best things you can do is lessen and soften your criticisms spoken or unspoken. You can seem so stern sometimes!

Ease up on your need to control. Walk around and spend more time with the troops, chatting up people at the water cooler or in the lunchroom.

Wake up to the fact that you can have high standards without requiring perfection in each instance. That’ll take a load off your shoulders--and off your employees, too.

concerns, their strengths and weaknesses, you can get the most from your people as well as leave them more satisfied.

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. This article has been adapted from Dr. Alessandra’s book, Charisma (Warner books, 1998. Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2003, 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; http://www.frogpond.com

Whatever your style, being adaptable can help you to build bridges to your employees and make them feel valued. By learning to best respond to their interests and

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Written By Tony Alessandra

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JUNE 27, 2016 | OLD RANCH COUNTRY CLUB ALREADY IN OUR SIXTH YEAR, THE PWR CHARITY FOUNDATION’S PWR GOLF CLASSIC HAS BECOME A HIGHLY ANTICIPATED EVENT FOR PWR MEMBERS AND THEIR FRIENDS & FAMILY, AS WELL AS OUR AFFILIATES AND SPONSORS. GREEN FEE, CART FEE, RANGE BALLS, LUNCH, CLOSEST TO THE PIN CONTEST, LONGEST DRIVE CONTEST, AFTER PARTY

Surpassing the status quo.

At Kinecta, we do it impeccably well.

Commitment? We’ve got loads of it.

• Ground-level marketing and sales support – For your clients who are selling their home, 7 days a week.

• Local direct lender means personal attention – We’re within reach and your clients are our top priority.

Value? Now we’re talking.

• First-time buyers – As low as 3% down payment, FHA loans, discounted credit union MI. • Jumbo Loans – To 90% LTV, up to $3 million.

Service? Nothing less than top notch!

• Your clients will be more than customers, they’ll be members. Member satisfaction score of over 85% in 2015!† • Free education & resources – Homebuyer and seller workshops, and homebuyer kit.

Curious? Allow me to share more – Contact me.

Erik Jenner, NMLS# 38025 Mgr. Mortgage Loan Sales direct: 949.253.5337 • cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Member satisfaction score derived from Net Promoter Score, which measures how likely someone would be to recommend Kinecta.

NMLS (Nationwide Mortgage Licensing System) ID: 407870. Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

10726-02/16

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E XECUTIVE AGENT

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Jim Salem Written by Haley Freeman

J

im Salem, broker/associate at First Team Real Estate in Anaheim Hills, stands distinctly apart from his competition in the ways that matter most. He is a well-rounded professional with a bachelor’s degree in

sales exceed $150 million. But he is more than competent, experienced, and loyal. He is also a guy people really enjoy getting to know. When you meet Jim, you know you have a friend in the real estate business.

Past clients recently came to Jim and asked him to sell the home they bought from him 21 years ago. According to Jim, that bond with people is what makes his business so rewarding.

“I like to become a part of my clients’ lives,” he says. “I’m in it for the long term. Each person is a relationship I want to maintain. This is what I enjoy – I really don’t think of it as work.”

Clients who choose Jim are in the best possible hands. He is steadfast and committed to seeing every transaction through with the utmost ease. His experience contributes to his ability to foresee challenges ahead of time and confidently steer his clients clear of obstacles. His balance of analytical and creative talents ensure that he can effectively negotiate a contract, while devising original marketing strategies to maximize his sellers’ opportunities and profits.

Jim lists each home with precision and forethought, determined to begin with the best impression. “Before putting a home on the market, I help my clients prepare their home and stage it for sale. I do a room-by-room review and give them advice about the lowest cost, highest return upgrades. It is important not to spend money on the wrong things.”

finance from Cal State Fullerton and a master’s degree in marketing from USC. He is a leader in his field with more than 25 years of experience representing California’s number one independent real estate brand, whose personal

According to Jim, “Marketing is an invitation to come see the home. People look online to disqualify homes from their search. It’s important that the images presented online highlight the best features of the home. I may take 200 photos, but select only 20 that show the home in its best light and tell the story to the buyer. I want to help buyers see themselves in the home and entice them to come see it in person.”

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Jim uses technology and the superior resources available through First Team Real Estate to create targeted marketing campaigns. “First Team listings are syndicated to hundreds of websites. I also do my own advertising through Facebook, with sponsored ads that go to targeted people and generate thousands of views and clicks. I’m not just posting an open house on my personal Facebook page.

I can provide statistics that demonstrate the marketing results to the client. These resources require a monetary investment, but it’s something I do to make sure my clients are getting the best possible representation.”

Married for 28 years, Jim and his wife Christy have a son and a daughter, both of whom are currently attending UCLA. Jim stays in shape playing racquetball in his free time.

Both professional and caring, Jim is often sought after by other real estate companies. However, Jim remains with First Team because “their goal is always to help our clients.

That hasn’t changed. They provide me with the unmatched resources to help my clients have a successful move. I care most about helping my clients reach the outcome they want to achieve. It’s not just a business to me.”

Jim’s work ethic is a reflection of the Midwestern values with which he was raised. When Jim was a child, his parents moved with him and his two sisters from Ohio to California, where they opened a Winchell’s Donuts franchise. At 10 years old, Jim began working in the donut shop after school and on weekends.

Donuts still figure into Jim’s business today. Three times a year for the past 20 years, Jim has shown up at 5:00 a.m., donuts in hand, to organize the community yard sale he hosts in Anaheim Hills. It is an event that everyone looks forward to, and one that Jim promotes with his signature marketing pizzazz, sponsoring numerous banners and signs, and widespread advertising. He is doing his neighbors a good service, and showing up as a real friend in the real estate business.

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Jim Salem First Team Real Estate 8028 E. Santa Ana Canyon Rd. Anaheim Hills, CA 92808 Tel: 714-694-0880 Email: Jim@jimsalem.com Web: www.JimSalem.com CalBRE # 01087900

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The Best Little Sales Book in the World

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s a professional salesperson I invariably find myself gravitating towards books, tapes, audios and videos that allow me to improve my selling skills. Perhaps I should read more novels, thrillers or even books about our local Triad history.

Unfortunately, I am a real sales and personal improvement junkie - in fact I own over 2,000 books related to sales and personal growth! I was recently browsing my personal library and came across a book that is, truly, one of the absolute best I have ever read on sales.

Originally published in 1992, it is titled Questions That Make The Sale and the author is a good friend of mine, Bill Bethel. In this little jewel (196 pages) Bill reveals all the secrets. A true sales genius, Bill Bethel believes what I, too, believe. And that is this - questions make the sale. Not flashy presentations (remember the movie Robocop?), not scores of “closing skills” (remember the movie Tinmen?)... instead, the sale is made with questions.

Bill breaks questions down to 5 basic types. Here they are: • Open-ended questions - “What do you think?”

• Reflective questions - “Let’s see if I’m clear on this. You’re saying that...”

• Directive questions - “Where do you think this would help you the most?”

• Multiple Choice questions - “Red? Blue? Green?”

• Closed-End questions - “Do you understand what I mean?”

This initial breakdown may look familiar to you. But let me ask you this. How often do you utilize them in your day-to-day selling? How often do you find yourself telling, presenting, selling and overcoming objections instead of utilizing just the right type of question at precisely the right time?

Bill goes on to explain that there are 8 classifications of questions.

They are: • Motivation questions - “What do you think you need to get the job done?”

• Prospecting questions - “May I see the owner?”

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• Qualifying questions - “What is your organization’s position in the market?”

• Probing questions - “What problems do you absolutely want to avoid?”

• Presentation questions - “How much time would this save you?”

• Objection questions - “You say it’s too complicated. What do you mean by that?”

• Closing questions - “What do we have to do to get started?”

• Follow-up questions - “Is it performing up to your expectations?”

It is my belief that if every salesperson could simply master the art of questioning, products and services would be sold at increasingly higher volumes and at increasingly higher margins within every organization from coast to coast. Not only here in the Triad.

Here’s my challenge to you. I would like you to do two specific things first, make a conscious effort to observe sales interactions around you and keep a mental log of what you see. How many questions are being asked? Is there a lot more telling and selling than asking? I believe you already know the answer.

Next, I’d like you to take Bill Bethel’s advice. I’d urge you to learn the masterful art of questions. Professional selling is all about asking. Not telling. It’s about working just as hard on the questions you ask as the product you sell. It’s all about discovery and determining needs, motivations, objections, problems, challenges, clarification and more from prospects.

There is little doubt that sales education is sadly lacking as it relates to what really (and I mean, really) does drive the success of a sale. Think about your sales education.

How many of Bill Bethel’s questioning skills have you been taught? How many do you use?

Better yet, how could your productivity improve if you learned them. I urge you to think more about the questions than the answers and you, too, like Bill Bethel, will become a top flight, first class sales professional.

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Written By Bill Brooks ExecutiveAgent Magazine

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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

Annika Godfrey Executive Agent of the Month

ExecutiveAgent Magazine

Annika Godfrey The Godfrey group Written by Haley Freeman - Photography by Ian Wiant

T

here’s no doubt about it. Annika Godfrey is one of Orange County’s real estate power hitters. After playing a major role in building not one, but two of Orange County’s most successful real estate teams,

Annika is building her own dynasty, and doing it well!

Born and raised in Laguna Hills, Annika attended Kent State University, in Ohio, where she earned her Bachelor of Fine Arts degree in dance choreography and performance. Upon her return from University life, she settled back into the OC life with which she grew up. After college, her parents said, “Okay kiddo, go to work.”

She began working for a family friend in 1998, who owned what she likes to refer to as a “Mom and Pop shop” real estate company. Ambitious from the start, Annika applied herself to learning the company’s full range of real estate services. When she obtained her license, she was already well-versed in multiple aspects of the industry and eager to go out and start creating business on her own.

Annika took to heart the advice she received from her first broker: “Show up, tell the truth, and don’t be attached to the outcome.” She invested in coaching and began making calls and knocking on doors five days a week. “I decided that I didn’t want to be only a buyer’s agent; I also wanted to be a listing agent. I dove in right away doing both and put in a lot of sweat equity. Every time another agent’s sign went up in my farm area, I was determined to work that much harder.”

In 2004, Annika’s drive and success was noticed by a top producer who really wanted her to join his team. She declined several times, but always observant to opportunity, Annika saw it could be a valuable chance to learn new skills and take her real estate career to the next level. With a focus on expired listings, Annika was a buyer’s agent, a listing agent and incredible on the phone. This team had a full contingent of sales callers, and Annika was soon out-producing everyone. She was setting an average of 60 listing appointments a month.

“When the crash happened in 2008, I went from his top producer to his only producer. It was a tough time, yet I stuck it out for two more years because of my loyalty.”

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In 2010, Annika was recommended by the president of Coldwell Banker to meet an up-and-coming agent within the company. After months of negotiating, she joined his team. True to form, Annika rose to the top, pushing the brand to domination in several new communities which led to years of success and achieving team sales of $350 million in 2015.

“Now it’s time for me to write my own story,” Annika declares. “My goal is to implement what was working on both previous teams and be aware of what was not working. As I build my own team I will implement the good and negate the bad. I want each of my clients to feel like they are my only client and for my team members to feel like they can shine. The client experience is huge with me. I really want to be hands on with clients and delegate the stuff I shouldn’t be doing anyway. But I realize it’s not all about me. I want to create opportunities for my team to learn and build a profitable business while taking care of clients in an unforgettable way.”

Annika’s real estate formula works. Her listings close, and they consistently close 11 to 30 percent higher than the competition. She recently sold a home for a client who was downsizing. Annika got $65,000 more than the last model match that sold in that tract a month-and-a-half before. “When I take a listing, I devise a plan to maximize profit margin, and in a way that the client is comfortable with the process. My stats show that I rarely, if ever, expire a listing.”

Creating consistently dazzling results requires a precise plan of action. Annika’s success is partially attributable to the team of exceptional, results-driven people she has assembled to work on every transaction, from tradespeople to designers to lenders. “I literally come to every client with a plan that’s going to work for them from beginning to end. I do whatever it takes to get it done, and not just get it done, but I mean knock it out of the park get it done!”

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Powerful, Focused and Driven It’s that enthusiasm that infects the people around Annika and inspires them to succeed along with her. Annika’s vision includes sharing her systems with other agents by developing a duplicable business model that agents can acquire. “It’s something that doesn’t exist in the industry.

Helping other agents to be successful is something I’m really passionate about. I want to perfect a team model for agents who want to grow and learn and give their clients the ultimate real estate experience.”

Annika is leveraging the authority of one of the world’s most respected brands, to create unparalleled results for her clients and opportunities for herself and her team. “We are the only luxury brand that has offices in China – not just agents, but actual locations throughout the world. We are also the only real estate company that prints in Chinese. Our marketing tools are exceptional, and people everywhere trust our brand. Our View magazine is printed and distributed quarterly in the Chinese market.”

In addition, Annika takes full advantage of the global network of top agents with whom she cultivates strong

working relationships. Their shared business culture and internal communication makes transactions happen swiftly and smoothly.

Solid relationships and mutual respect with other agents are key drivers of Annika’s success. “We crush it with agent relationships,” she says. “No one can come back and say, ‘I hated that transaction with her.’ I’m really good at listening and hearing what the other side is saying. Everyone’s egos can get involved, but I don’t do that. I’m all about getting it done, and that means you have to soften it on both sides and validate the other agent while still representing my client’s best interest.”

While Annika is masterful at managing luxury transactions, she is also known as “the one who raises the comps in your neighborhood.” She explains, “I specialize in selling houses. That’s what I do. Many luxury specialists will look at a starter home or mid-range house as something they don’t want to touch, or they will take the listing and eliminate services. I go all out on everything. I market every property and get it show ready, no matter the price.”

Annika and Brian

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This sharp and savvy agent is a powerhouse negotiator, who is confident about her knowledge of contracts, marketing and ultimately the value of her service. Whether she is negotiating a sale for top dollar or selling herself to a new client, Annika closes the deal. “I recently did a listing presentation for a seller who was going to list with a commission cutting agent. Quality never costs, it only pays. After my presentation was over, we signed the contract. I navigate through stuff they never see, which is where my magic powers come in.”

Annika’s mother was born and raised in Sweden. Annika grew up traveling the world. She embraces people and their differences, and she has real appreciation for the privilege of life lived in Orange County. She is diligent about finding opportunities to engage in random acts of kindness, and she regularly supports causes that make the world a better place. She is a doer, who wants to “do”

more than write checks. “I’m all about making a difference because I want to, not because I have to.”

Annika strives for balance in her busy life, making time to connect with her husband, Brian, and their three-yearold son, Hayden. She is up at 4:00 a.m. every morning so she can get to the gym and back home to prepare for the day and take Hayden to school. “There is a fine balance in being a powerful business owner, super-mom and wife,” she says. Annika manages all three, and she makes it look good!

Annika is passionate about so many things, and she strives for excellence in all she does. But what makes her great is the fact that she doesn’t take the people in her life for granted. “I’m all about prosperity for everybody around me. I believe in uplifting others. To do that, you have to do the right thing every single time.”

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Annika Godfrey The Godfrey Group Coldwell Banker Residential The Center at Rancho Niguel 28051 Greenfield Dr., Ste. A Laguna Niguel, CA 92677 Ph: 949.683.1809 Email: Annika@AnnikaGodfrey.com Web: www.annikagodfrey.com CalBRE # 01322358 ExecutiveAgent Magazine

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Bobbi Caves or Bobbi Caves, life is an adventure. Whether she is rappelling down a 300-foot waterfall in Costa Rica, hiking the remote hills of Thailand, or helping a

family find their dream home in Orange County, Bobbi meets every day with enthusiasm and anticipation of the grand adventure to come.

ExecutiveAgent Magazine

Navigating one of Life’s Greatest Adventures Written by Haley Freeman

Bobbi grew up in a small New York town where her close-knit family provided her with the moral foundation to live a mighty life. Always ambitious, Bobbi graduated early from high school and at only 16 years old began attending community college. She was eager to set out and see what life had in store for her, so it wasn’t long before she was headed off across the country – alone – to finish college at Cal Poly in Pomona. As she said goodbye to her grandfather on his driveway, he gave her this advice: “Keep looking for new opportunities.”

Bobbi took his advice to heart and obtained her real estate license in the year 2000, when the market was thriving. “The inventory was flying off the shelves then,” she remembers. “I thought it was the most exciting thing.

Every time I put up one sign, four more people would call me to list.”

A short time into her career, Bobbi found herself a single mother with a baby son to raise. Real estate was the perfect career, allowing her to earn a prosperous living and still be a good mom. “Working late at night on contracts after my son went to bed didn’t bother me. I like working 24-7. A nine-to-five job just isn’t my thing. I love that in real estate, every day is exciting and different.”

Bobbi continued her positive momentum even when the market took a downturn. She merely changed her focus to REOs and teamed up with a partner who had a bank relationship. “I was the buyers’ agent for all of his REOs. At one time, I was voted the number one agent in Santa Ana. It was a super busy time and a completely different kind of sale. It was fun to learn something new, and I feel like having that experience helps me to remain level-headed in any market.”

Bobbi joined the widely-respected Stepanian Group at Keller Williams in 2015. “I met Esther, and she said they were looking for a buyers’ agent. I knew the reputation that she and Fred had built in the Irvine area and thought it would be the perfect fit for me. So far, it has been. It’s wonderful to be part of such a professional company and team, where there is always someone to back you up. We have a gorgeous office that is always open to our clients

and the positive name recognition of Keller Williams that clients trust.”

Bobbi has many years of experience working throughout South Orange County, and she is very comfortable assisting buyers in the Westpark community of Irvine where the Stepanian Group does a high volume of business with foreign clients. Bobbi’s global expeditions are a tremendous asset to her in relating to the high number of Asian clients she encounters there. “I love working with foreign buyers. The reason I travel is to get immersed in culture. Every time I work with a foreign person, I want to hear about where they’re from. It helps me to identify their values and what they will be looking for in the perfect home.”

Real estate is the ideal profession for this daring, spontaneous lady, who balances her personal and professional life in such a way that she gets the most out of every day.

Her son, now 15, is a student at South Orange County School of the Arts at Dana Hills High School. He is a talented visual artist whose pictures fill Bobbi’s walls. He is also Bobbi’s favorite traveling companion, and together they are conquering the world, one continent at a time.

Bobbi’s love of people and zest for life are authentically conveyed in the way she helps people to navigate one of life’s greatest adventures: buying the home of their dreams. “I don’t think of it as a job,” she says. “I think of it as a lifestyle. When I bring a client to view a home, I want to be the first one inside because I’m so excited to show them. I’m the person in the other room saying, ‘Guys, hurry! You have to come and see this!’”

Bobbi Caves Keller Williams Realty-Fred Stepanian 4010 Barranca, Ste. 100 Irvine, CA 92604 Tel: 949-230-4080 Email: bobbicaves@gmail.com Web: www.fredandesther.com CalBRE # 01309394

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A Team Is More Than A Group of People

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hen John Amatt led the 1982 Canadian team on a successful Mount Everest Expedition, only three people reached the summit. Many climbers who were part of the team, whose lifetime ambition was to stand on top of Everest, made the conscious choice to stay in the base camp. Why? Because they knew the effort was likely to fail if everyone tried to make it. They chose to forego their individual dreams in favor of helping the team succeed.

This wasn’t John Amatt’s first time to plan an Everest expedition. Ten years earlier, with one of his friends from Norway, he had gathered a team of world- class climbers from many different countries, for the challenge. But at the last minute, he backed out. Officially, it was to get married. “But that was just an excuse,” he said later. “I knew that, despite having the best climbers in the world, this expedition would not succeed. Everyone wanted to reach the top for their own glory or that of their country.

No one seemed willing to make decisions for the good of the team.”

His fears proved founded. Not only did the team not cooperate to make it to the top, at one point these sophisticated expert climbers even indulged in a rockthrowing fight.

A “team” is not just people who work at the same time in the same place. A real team is a group of very different individuals who share a commitment to working together to achieve common goals. Most likely they are not all

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equal in experience, talent or education, but they are equal in one vitally important way, their commitment to the good of the organization. Any group of people -- your family, your workplace or your community -- gets the best results by working as a team.

I believe that all of us want to be part of something bigger than we are. Team relationships fulfill that basic need.

They are an immensely powerful force, yet they always need to be nurtured. Be sure to show each team member exactly how far reaching his or her contribution can be.

The team, each member, and the larger organization will enjoy greater enthusiasm and ultimately greater success.

What makes a team? Individuals who are not equal in talent, experience or education, but equal in commitment.

It is not realistic to think we can live or work with others without some conflict, but by communicating about the differences, focusing on the common goals and not throwing verbal rocks, we will make great strides.

Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. Copyright© 2006, Patricia Fripp.

For information about Patricia’s Keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http://FrogPond.com

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Written By Patricia Fripp

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E XECUTIVE AGENT

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MAGAZINE

Written by Haley Freeman

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roker/owner Brian Doubleday knows his business.

He is a well-rounded professional with more than 20 years of industry experience and a keen under-

standing of real estate markets, financing and sales. He also understands that his business is about people, and he is committed to helping them navigate one of life’s biggest events with confidence and ease.

After graduating from USC, Brian went straight to work for a mortgage company, and by the year 2000, he had obtained his broker’s license. Brian has always been a devoted, full-time professional, whose focus has been on acquiring the expertise necessary to serve his clients with distinction.

During the tumultuous years of the Great Recession, Brian became an authority on REOs and short sales, masterfully negotiating complex transactions to his clients’ benefit. “I think my lending experience and knowledge of the process from front to back made me more effective at handling these transactions. Most agents don’t really understand the process, so there is a limit to what they can do for the client.”

If Brian has a specialty, it is helping clients through the complexities of a contingent transaction. His experience working with both buyers and sellers, his grasp of lending alternatives and his longtime familiarity with South Orange County make Brian adept at guiding clients through the many timesensitive tasks that contingent sales require. “The real challenge in real estate is helping someone buy and sell at the same time. I’m extremely experienced at dealing with contingent buyers and bridging the gap between their present and future home.”

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Doing OC Real Estate Like a Boss A contingent buyer who worked with Brian last year had this to say: “Brian managed the rental of our home for 2 years prior to our decision to finally sell. Once we made the decision to sell, Brian managed renovations, listing, showings and pricing the home and guided us through a complicated contingent offer that resulted in a very positive result. We would highly recommend Brian for the sale or purchase of any home.”

Brian’s reputation for competence and straight dealing are well-recognized throughout South Orange County, and his clients are quick to express their gratitude for a job well done. But Brian’s experience is a benefit to parties on both sides of a transaction. One person was so awed

by Brian’s professionalism, he took the time to write this heartfelt Zillow review: “Brian was the selling agent when I purchased my current residence about nine months ago. I used a different Realtor® as my purchasing agent. So why am I leaving a review for (technically) “the other side of the table?”

Because I was so darn impressed with his professionalism.”

He works together with his wife, Gina, to give clients personalized, responsive service. And as the owner and decision maker for his company, Brian has the flexibility to resolve issues and get deals done. “One of the biggest complaints I hear from clients is that they sign a listing agreement and never hear from their agent again. They end up talking to someone’s assistant or buyers’ agent. My clients don’t get stuck with someone with no experience. I do my own open houses. Nights and weekends my phone is always on. I don’t have business hours. I know my clients are in a stressful process, and my job is to make it as painless as possible, to walk them through the paperwork and the emotional side of it too.”

Brian is an NMLS approved professional, a Zillow Premier Agent and a Best of Trulia Top Agent Award winner. His dedication to excellence is evident in the way he carries out his fiduciary duty and the manner in which he treats his clients and colleagues. “I want people to always feel they are 100 percent supported throughout the process,” he says. “It’s a true partnership.”

He continued: “This is not the first house I have bought or sold, but this is the first time that I have ever felt that the agent for the other team has worked equally hard in the interests of both parties. Brian’s abilities to facilitate the natural friction that occurs during such an emotional and important transaction while keeping both sides happy is amazing. Since that very successful transaction, I have gotten to know him further and he’s an absolute genius when it comes to Ladera Ranch real estate. He can coordinate efficient prep, staging and sales campaigns like a boss. He knows the community and the way to sell to a property here in a manner that well exceeds the abilities of the other area experts. He is truly a standout and will deliver on sales commitments that he makes - truly a man of his word.”

One of the great advantages of working with this boutique brokerage is that when clients call, they get Brian.

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Brian Doubleday Doubleday Group 6 Parliament Place Ladera Ranch, CA 92694 Tel: 949-378-6402 Email: Brian@briandoubleday.com Web: www.BrianDoubleday.com CalBRE # 01216167

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Six Powerful Prospecting Tips

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or her way to recommend you to a friend or associate.

Most customers are initially reluctant to provide referrals without some basic training and motivation.

The answer to this question is painfully simple; the sixfigure sales reps spend more time on the phone and never forget to ask for referrals!

Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief roleplaying exercise will build your advocate’s confidence and keep them from over educating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance.

hy is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet?

Top producers don’t need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.

Six Powerful Prospecting Tips to Build Your Business

This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.

Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals.

Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his

Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to

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ExecutiveAgent Magazine

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Written by John Boe

have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confidence and professional.

Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or

services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally.

Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success.

By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed!

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. © 2008, 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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E XECUTIVE AGENT

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Written by Haley Freeman

The Adams Team EXPERIENCE THE DIFFERENCE

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erri Adams and John Adams are a mother-son real estate team that is continuing a tradition of professional excellence in Orange County begun

by Kerri’s mother, Kathie Peterson, over 40 years ago.

They share more than 30 years of combined real estate experience and a well-defined set of family values that govern their dealings with clients and colleagues alike, making the experience of buying or selling a home with them extraordinary.

Kerri’s mother became a Realtor® when Kerri was only 10 years old. Kerri loved helping out by distributing flyers in the South Orange County neighborhoods where Kathie did business and playing hostess at open houses. “I started learning really young, and I loved it,” Kerri says. After she graduated from UCLA, Kerri obtained her real estate license in 1988, and teamed up with her mom. “I learned so much from her,” she continues. “I know so many agents in this area because I grew up with them, and they all respect my mom.”

ExecutiveAgent Magazine

John says real estate really got his attention when he was 16. In his senior year of high school, he had the foresight and dedication to begin taking courses at local Saddleback College, so that he was a licensed Realtor® by the time he turned 19. Rather than going to work with Kerri right away, he went out on his own for the first year and began networking and refining his real estate education. Today, in addition to working in real estate full-time, John is a senior completing his bachelor’s degree in business communications at Arizona State University online.

The traditional values of customer service and communication remain the focus of the Adams Team. They want every client to feel like they are the only client. When clients hire the Adams Team, they get the people behind the name. Both Kerri and John make a practice of showing up together for every listing appointment and every open house. They are available to clients every day and around the clock, ready to answer questions or deliver updates, because they take pride in delivering on what they promise.

Kerri’s success through all kinds of markets gives her a perspective that can only come with experience. “Our ultimate goal is to sell our clients home and help our buyers find the right home,” she says. “When someone hires you, it’s your job to get their home sold; you can’t blame anyone else. Sometimes you have to think outside the box to get it done. With my experience I can pretty much handle any real estate scenario that comes up.”

John’s youthful energy and familiarity with technology are tremendous contributions to the partnership. He is making the most of the technological assets at Realty ONE Group, and leveraging social media and digital marketing to drive sales. John explains, “The industry has changed so much, so when Kerri and I teamed up, the first thing I focused on was establishing a great website and building our Zillow reviews. Now when people search our name, they find us. Most people who visit our open houses find us through online resources. The courses I’m taking in college have really opened my eyes to things we can implement in our business. It’s a great benefit of continuing my education while I’m working.”

and online exposure, they commonly have 50 people walk through a home, in contrast with the average of five to 10 visitors, and they have recently sold several properties at the first open house. “It’s all about creating a frenzy at the open house so the perception is this is a hot property,” John says.

As long-time residents of South Orange County, Kerri and John are also dedicated to making their community an even better place for everyone to live. They support numerous causes and are always eager to get involved when people ask for help and support. John states, “My aunt started a small dog rescue that is a huge success called Lovebugs Rescue.” In addition, he has volunteered with Habitat for Humanity through college. He continues, “The experience was one I will never forget and would like to be a part of in the future.”

This multigenerational family team truly lives up to their motto: Experience the Adams Team Difference. According to Kerri, “We believe our service separates us from a lot of agents out there. It’s very important to read your clients and understand their needs. Buying or selling a home can be very stressful. Often clients are experiencing a major change in their life, and they need to be treated with compassion. We truly care, and we want them to know we are here for them.”

Kerri & John Adams Realty ONE Group 25910 Acero, Ste. 100 Mission Viejo, CA 92691 Tel: 949-939-4158 Kerri@AdamsRealEstateTeam.com John@AdamsRealEstateTeam.com Web: www.AdamsRealEstateTeam.com CalBRE # 01004378 – 01949681

Together, Kerri and John are brilliant at marketing and hosting open houses. Due to their advanced advertising

ExecutiveAgent Magazine

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Patterns Of Buying

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here are four common types of buyers out there in buyerland:

1. The Impulse Buyer - sees it & buys it.

2. The Investigator - researches, studies, thinks and buys.

3. The Fooler - researches (for maybe a year) and then one day walks in and buys. Looks like The Impulse Buyer.

4. The Never Buyer - investigates, agitates, & procrastinates. (Every salesperson’s nightmare!)

How do you identify who buys how? Ask questions.

You might ask the prospect directly or you might ask an assistant if the opportunity arises. “I noticed you just got a new phone system. How did that happen?” OR . . . “How did you buy your last car (or computer)?”

• Did some of the B activities, then one day called and had the phones installed the following week. (style #3) • Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4) Once you know the buying pattern you can tailor your presentation and your expectations to that buying style.

The reason so many salespeople - in real estate, mortgages or widgets - get frustrated is because they expect faster decisions. Many people cannot make fast decisions.

Morgan Carter, the Chicago PR guru, says: “Frustration is a function of expectations.” If your expectations are appropriate, your frustration is diminished. Lower frustration means more energy and that equals more sales.

Investigate those buying patterns!

With just a little prompting, people will tell you how they decided they need new phones: • They got out the yellow pages, made three calls, listened to three presentations the next day and had the system in place the following Friday. (Style #1) • They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the phones installed. ( Style #2)

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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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Written By Linda Brakeall

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Leader in innovation.

As profiled by Apple.

Harcourts are industry leaders in Real Estate technology. Our suite of mobile applications has been recognized by Apple as world class. Harcourts is one of the fastest growing real estate brands on the globe, now operating in 10 countries, selling over $13 billion of property per year.

To find out more about why Apple has identified Harcourts as a leader in innovations, and how the impact of our apps is helping our team win more business go to apple.com/business/harcourts

“Tools that help deliver even better service to customers.�

Apple Inc. press release, October 2015.

Harcourts Premier Properties P 949-877-3710 E hello@harcourtspremier.com

2017 Apple profile ad 7.5x10 HARCOURTS USA.indd 1

26/02/16 10:49 am

Let’s work together to help more homebuyers achieve their goals Let’s start the conversation today.

Julie A. Piccione Branch Manager 714-934-2061 NMLSR ID 409747

Kevin Thach 714-454-9810 NMLSR ID 455195

Jenn Levin 714-904-9424 NMLSR ID 448482

Jason Doby 949-445-3629 NMLSR ID 823512

AJ Kouhi 909-255-6844 NMLSR ID 883069

Kathy Niemczyk 714-934-2065 NMLSR ID 433497

Nathan Lindsey 714-394-0506 NMLSR ID 665133

Mary C. Lee 714-308-8576 NMLSR ID 420573

Robert Bruch 714-717-6617 NMLSR ID 223111

Chip Esajian 714-934-7397 NMLSR ID 883067

Mark W. Bowman 866-531-3229 NMLSR ID 450934

Robert Michael Garin 714-483-5504 NMLSR ID 490240

Yoona Kim 714-886-7484 NMLSR ID 461746

Kristi Nguyen 714-580-5211 NMLSR ID 457844

Rommel Salazar 714-934-2063 NMLSR ID 798673

Rishant Taneja 714-655-8861 NMLSR ID 473697

Devon Doan 714-767-5664 NMLSR ID 754683

Julie D Pham 714-934-7381 NMLSR ID 811690

Ross Varahrami 949-424-7677 NMLSR ID 904125

Information is for real estate professionals and is not intended for consumers.

Information is accurate as of date of printing and is subject to change without notice.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2016 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801.

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