July n orange county

EXECUTIVEAGENT MAGAZINE

I NSIDE F EATURES: KATHY BARBATA imortgage

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KEVIN DOVERSPIKE RE/MAX Premier Realty ..................................

DAVID GUARINO First Team Real Estate ..................................

LANDON MILLER Harcourts Prime Properties ..................................

SIDONI & ARRIOLA Keller Williams Realty ..................................

SEBASTIAN STOFENMACHER Edgestone Real Estate

David & Argie Executive Agents of the Month

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imortgage ● 2099 S. State College Blvd, Suite 102 ● Anaheim, CA 92806 Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 06/2013. Equal Housing Opportunity.

Teresa White (714) 422-1870 NMLS ID 209710

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

JULY, 2013

VOL. 5 NO. 53

Cover Story

Editorials

28 - Craig Harrison:

Go Google Yourself! How Are You Known In The Marketplace?

16 - Mark Hunter:

Quit Being A Salesperson

ADVERTISERS’ INDEX Citiwide Home Loans.......................35

38 - Walter Sanford:

So Many Different Business Plans, Which Do You Choose?

David Silva & Argie Nastasi Executive Agents of the Month

Eagle Home Mortgage.......................43 Evergreen Realty...............................19 imortgage.................................2

32 - Richard Weylman: 5

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

Executive Briefing

i Photography Studio................11 & 27 Kinecta Federal Credit Union...........13

22 - Zig Ziglar:

Prominent Escrow...........................44

Being Nice...

PWAOR......................................26 Realty ONE Group............................12 The Termite Guy................................42 Ticor Title Company..........................34

24 Kathy Barbata imortgage

20

14

Kevin Doverspike RE/MAX Premier Realty

David Guarino First Team Real Estate

36

30

40

Landon Miller Harcourts Prime Properties

Sidoni & Arriola Keller Williams Realty

Sebastian Stofenmacher Edgestone Real Estate

Wells Fargo Home Mortgage...........18

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Julie Brown © Copyright 2013 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Nomination Form

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MAGAZINE

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

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: FArrias45@gmail.com

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Cover Story

David & Argie Executive Agents of the Month

ExecutiveAgent Magazine

David

Silva

&

Argie

Nastasi

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

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creative team with a penchant for community involvement, David Silva and Argie Nastasi have found that real estate is the ideal vehicle for maximizing their combined talents and positively impacting the lives of others. The industry has allowed them to cultivate success – in business and in their personal lives- and to assist their clients in achieving their goals as well. With over 400 closed transactions, David and Argie have the experience and knowledge to meet the needs of a diverse and demanding clientele.

David grew up with an entrepreneurial spirit and professional acumen. After graduating from Villa Park High School he joined the family business, a well-known shoe repair shop in the City of Orange. The experience, paired with studies in architecture, drafting, business and advertising at Fullerton College, established a solid foundation upon which to build a career in real estate. Though he

began licensing studies at just 19 years old, David wasn’t immediately called to transition into the business. “It didn’t click with me right away,” he recalls. Instead, he focused his energy on his family’s establishment, developing solid customer relationships and gaining invaluable insight into the complexities of owning and operating a business before earning his real estate license in 2002.

Argie launched her career after garnering a position with a trustee company that handled foreclosures. The work became emotionally draining. “We were taking homes away from people,” she explains. “I began to realize that I actually had the opportunity and capacity to help people become homeowners.” Pursuing this appealing alternative, Argie earned her real estate license in 1998 and quickly realized that she had found her professional calling. As a bilingual agent, she has capitalized on the ability to work with a broader range of clients from diverse cultural backgrounds.

ExecutiveAgent Magazine

Committed to Excellence They met while working opposite ends of a transaction, but there was no denying the mutual attraction between David and Argie. “When I received a call from a client who needed a Spanish speaking agent, I immediately thought of Argie,” reveals David. “We’ve been partners ever since.”

Their professional relationship evolved from a deep-seeded sense of respect and admiration; David notes that he appreciated Argie’s solid work ethic, honesty and integrity.

“I knew from the get-go that she was a kind and genuine person,” he says. “I wanted to be around that energy.”

Argie, too, was drawn to David’s professionalism. “He commanded a sense of trust and respect,” she recalls. “We soon discovered that we shared similar business philosophies that focused on community service and outstanding client care.”

They also shared a deeper connection; not long after joining forces professionally, the duo made their partner-

ship a personal one as well. Their easy rapport and open communication translate into a more efficient and effective business model that’s steeped in a unique level of trust and support. Expanding that model, they realized, was a critical component of their ability to continue a successful growth curve. David and Argie have carefully cultivated a solid team of professionals whose individual skillsets form a cohesive and highly efficient group. Buyer’s agents, a dedicated transaction coordinator and an extended group of ancillary service providers including title, escrow and lending facilitates transactions that run smoothly and efficiently.

“For over a decade we have enjoyed great working relationships with many of the members of our professional group,” remarks David. “There’s a sense of accountability, a shared belief that together we can accomplish the elements necessary to close any sale or purchase, regardless of the challenges that may arise.”

ExecutiveAgent Magazine

They are incredibly proactive, but when the inevitable issue does come up, it is dealt with immediately and effectively. “Our aim is to alleviate stress for our clients,” explains Argie. “This means that our team is constantly working behind the scenes to ensure a smooth flow of business for every transaction.”

David adds, “While we consider ourselves to be partners in the process, we are also realistic in the expectations we place on our buyers and sellers. We strive to handle every element possible to limit the pressure our clients must face, and to minimize anxiety on their behalves.

While we are up front and honest in our communication, we also know how to best communicate information that addresses challenges.” Experience, he says, makes the difference. “Throughout the courses of our careers, Argie and I have encountered so many unique situations that we understand how to resolve them. And thanks to our creative, results-oriented team, we are consistently able to move forward to accomplish our clients’ goals.”

David and Argie work with a range of clients, specializing in residential and income property throughout the City of Orange and the surrounding regions. They have expanded upon their notable experience through con-

tinued education and training. Among the professional designations held between the two are Graduate Realtor® Institute (GRI) and certification in probate, short sale and REO transactions. Their accomplishments have earned them numerous industry awards and honors, but they reveal that their greatest achievements involve the lasting relationships they cultivate with their clientele.

“It’s not uncommon for our clients to become our friends,” David offers. “We’re fortunate to have the ability to socialize and maintain contact with individuals long after we have helped them buy or sell.”

Their uncompromising professionalism is tempered by a genuine sense of creativity and adventure. What sets David and Argie apart is their innovation and passion for fun. While traditional marketing, for example, sets the stage for a listing, the duo amps up visibility beyond print and online campaigns. “We utilize staging, professional photography and comprehensive marketing strategies including open houses, broker previews and caravans,” notes David. “But we also distribute neighborhood announcements on our Segway, which has become a tool for mobile branding.”

ExecutiveAgent Magazine

Experience, Knowledge, Communication The black and yellow Segway has also made appearances at a plethora of community events including the 2012 Villa Park Dry Land Yacht/Boat Parade, where David shared the holiday spirit by distributing candy to the crowd. Members of the Orange North Rotary and Orange Chamber of Commerce, they are active in their community and enjoy promoting local businesses and celebrations. Argie and David, who has served as the Vice President of the Chamber Ambassadors, are consistently present at ribbon cutting ceremonies and community outreach efforts. “We love the opportunity to give back,” Argie explains. “Orange has been a wonderful home to us both, and it is a pleasure to be involved in the success of our fellow residents and business professionals.”

and Argie do make time to simply enjoy themselves.

“When we are truly not working, we enjoy quiet time together at the beach and listening to live music at local venues,” David says. The couple is often seen with their dear Shih-Tzu Sandy; they also enjoy time with their grown children.

As their business continues to flourish, David and Argie look forward to the opportunities that await. “We love what we do,” says Argie. “It’s an amazing thing to be able to add value to the lives of others, to assist them in realizing their objectives through real estate. As the market continues to shift and evolve, we will be there to help our clients navigate those changes, maximize their investments and achieve their goals.”

While community events are ideal venues for expanding their network of clients and industry colleagues, David

ExecutiveAgent Magazine

David Silva & Argie Nastasi Ricci Realty 616 E. Chapman Ave. Orange, CA 92865 David: 714-227-3822 Argie: 714-878-9934 Email: ArgieNastasi@aol.com Web: www.givemearing.com DRE # 01327642- DRE # 01241340

ExecutiveAgent Magazine

Moving in. A day to remember.

Kinecta can help you find the right home loan to ensure your client’s special day is a memorable one.

Ø “Savings Advantage” Jumbo at 89% LTV to $1.25 Mil. or 90% LTV to $1 Mil. on condos. Ø 3% Down on Conforming purchases – beats many FHA offerings Ø Low MI rates with exclusive credit union-only programs Ø Jumbo MI-insured to 90% LTV and up to $250,000 over FHFA limits Ø Asset Utilization – use portion of liquid assets as qualifying income Ø 30-Day Purchase Guarantee – we fund on time or we pay administration fees

We also offer Homebuyer Workshops where you can meet potential clients, along with exclusive Realtor Performance Seminars with industry experts. Check out our special Realtor web page at www.kinecta.org/realtor for more information.

Contact Kinecta for more info!

Jason Sasena Mgr., Mortgage Loan Sales cell: 949.439.0460 | tel: 310.643.3399 jsasena@kinecta.org | NMLS #465199 www.kinecta.org/jsasena Orange County Mortgage Center 4041 MacArthur Blvd., Suite 100 • Newport Beach, CA 92660

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage and Real Estate 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.

12358-04/13

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David Guarino Perseverance Pays Off

By Julie Brown

A

fter working in retail sales for 20 years, David Guarino took a leap of faith and pursued a career in real estate at the age of 44. While many people thought he was experiencing a midlife crisis, David looked at it as an exciting new opportunity. He applied his entrepreneurial spirit, sales expertise and passion for working with others to building his real estate business. Yet when the recession hit, David struggled to stay afloat with all odds stacked against him. He was young in his career and older than most other agents at that level, but that didn’t stop him.

David’s perseverance paid off as he has become a rising star with First Team® Real Estate in Seal Beach, who plans on joining the company’s Hall of Fame and reaching $10 million in gross sales this year.

“Failure just wasn’t an option for me,” shares David of his struggles to build his real estate business during the recession. “I started my career at the perfect time when selling homes wasn’t easy. I learned to survive during the toughest years and it has made me a better agent. If I can survive that, I can survive anything.”

David grew up in Orange County and began his career in retail sales managing his own car audio and alarm business.

He was successful, but after 20 years he decided it was time for a change. “I didn’t want to be in the store all day and needed more variety,” says David. Many of his customers were real estate agents and he was always attracted to the entrepreneurial, sales and income potential that the industry offered. “These real estate guys were successful and spending lots of money on their cars,” adds David. “I figured that if they could do it, so could I.” He sold the car business but stayed to manage daily operations while earning his real estate license. He joined First Team in 2006 and has been there ever since. “I had a family to support and a mortgage to pay, so I was highly motivated to sell houses,” says David. He completed three transactions in his first few months by leveraging his personal relationships and calling on past retail customers for business. His luck quickly changed when the recession hit in 2007.

Even though the market is in recovery and business has picked up for David, he has remained modest about his success. “You can make lots of money really fast in this business, but I’m driven by success and enjoy taking care of people,” shares David. “Having a good lifestyle and being able to provide for my family is important, but I genuinely care for my clients. I try to put myself in their shoes and treat them the way I want to be treated.”

David attributes much of his success to the resources, training and support that is provided by First Team. The agents all work for one broker and operate as an affiliate network. “Our company really focuses on taking care of the agents and supporting one another,” states David. “Our business model is focused on securing buyers and not just getting listings.” He also focuses much of his efforts on marketing and is working hard to expand his Internet presence and referral network.

Another key to success for David is having the support of his family and friends. Several of his relatives are in the real estate industry including his wife Tanya who is also an agent and works with him. His son Michael is in the process of earning his real estate license and plans to join the family business. David also thanks his manager Fred Nassab and real estate coach Kirby Ellis for their support.

When he’s not selling homes David enjoys spending time with his wife and two children at his vacation home in Lake Havasu. Finding enough time for work and play is always a challenge, but David has no plans to slow down yet.

“I’m not trying to conquer the real estate world,” shares David. “I just want to have a good balance between work and family and have the flexibility to do the things that I enjoy.”

“I survived many challenging economic times throughout my retail years and it toughened me up for real estate,” explains David. “I learned how to sell and get people to work with me. Plus I was fiscally conservative and didn’t have lots of debt, so I was able to stay afloat during the recession.”

Surviving the downturn took a great dose of patience, perseverance and flexibility according to David. He worked as a stagehand and took other part time jobs to earn extra income.

ExecutiveAgent Magazine

David Guarino First Team Real Estate 12501 Seal Beach Blvd., #100 Seal Beach, CA 90740 Telephone: 714-402-3283 Email: DGuarino7@gmail.com DRE # 01708899

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Written By Mark Hunter 16

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Quit Being A Salesperson...

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any sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can overwhelm the customer, causing them to become confused, ultimately losing any sale.

For the salesperson, it all begins when Marketing comes out with what they perceive as the greatest new product or service to hit the market. Marketing will proclaim that their latest creation will solve all of the problems any customer has or could possible ever have. They continue to lay it on with an assortment of product characteristics all matched to whatever issues the customer has.

Meanwhile, attentive salespeople absorb this information and subconsciously begin to look for ways to apply everything Marketing has proclaimed. It is only natural for sales professionals to believe the information and to assume that it applies to everyone. Once they adapt this mindset, one of the biggest “quiet mistakes” in Sales occurs. It is not an error made in front of a customer such as misquoting a price or missing a key date. Rather, it is a “quiet mistake” because it happens long before a sales call, and, therefore, becomes hard to see how it could result in a lost sale.

Anytime a salesperson is dealing with a customer, patience must be exhibited to not only find out what their needs are, but also to discover which particular need best matches what is being offered.

Unfortunately, salespeople often do not take the time to validate the needs they hear. Instead, they treat all of the needs as being equal, remember what Marketing has told them, and begin to think they have come across the perfect customer for their product/service.

This is where many sales are lost because the salesperson does not narrow their focus. Therefore, it is critical for sales professionals to think “sale”, not “sales.”

Top performing salespeople are confident of their skills and their ability to close a sale. They focus on helping the customer fulfill their primary need. Average salespeople, on the other hand, attempt to satisfy numerous needs and in so doing, end up losing the sales by overwhelming the customer.

The key to being a successful salesperson is to focus on selling to the primary need of the customer, not on multiple needs. This will result in a higher closing percentage and, in the long-run, allow you the opportunity to continue the relationship by helping the customer solve the other issues they have identified.

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

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Why Wells Fargo

We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market.

• Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more!

• PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.

Call us today to find out more.

J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462

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

My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285

Mark Preston Home Mortgage Consultant 714-585-6444 NMLSR ID 490912

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

Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475

Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934

Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078

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

Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520

Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497

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

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

Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027

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

Chris Preston Home Mortgage Consultant 714-264-5162 NMLSR ID 490895

Rodney Felipe Home Mortgage Consultant 714-277-5032 NMLRS ID 487714

Bryan Nguyen Home Mortgage Consultant 972-657-0351 NMLSR ID 339745

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

Cindy Tran Home Mortgage Consultant 714-328-3510 NMLSR ID 892531

Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888

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

Thao Vu Home Mortgage Consultant 714-363-6751 NMLSR ID 840276

Steven Lee Home Mortgage Consultant 714-264-5162 NMLSR ID 516391

This information is for real estate professionals only and is not intended for distribution to consumers.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS981886 Expires 8/2013

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Kevin Doverspike Residential Customer

Kevin Doverspike 949.395.4250

kevin@kevindoverspike.com http://www.kevindoverspike.com

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t the height of his 35+ year career in corporate sales, Kevin Doverspike was a national sales manager, responsible for a territory that spanned the United States and Canada. He was thriving professionally, but logging hundreds of thousands of travel miles each year began to take a toll on his family life. “I was gone a lot,” he recalls. “Still, I did what I could to be an active husband and parent to my two sons.” Seeking balance and an opportunity to ply his exceptional communication and customer care skills, Kevin determined that real estate was an ideal industry for his continued success. He transitioned into the field in 2007 in what was, he acknowledges, a risky move.

local / Your RE/MAX agent

“People were questioning my timing,” he says. To be fair, the market was a challenging one; a global economic downturn was impacting business at every level, and many agents were making their ways out of the industry. Kevin, though, was undaunted. “I knew I had the opportunity to make a difference,” he explains. “I wasn’t afraid to start at the bottom, and to work my way up.” And that’s exactly what he did. Years of experience in the corporate arena, solid business acumen and an entrepreneurial spirit provided an effective platform upon which to establish a successful real estate career.

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CERTIFIED DISTRESSED PROPERTY EXPERT

By Lalaena Gonzalez-Figueroa

Kevin’s thoughtful approach to business made the difference early on. “Good communication is critical to meeting the needs of any client,” he says. “I’m here to answer questions that are never asked, to ensure that people’s short- and long-term needs are consistently met.” He is results-oriented and highly adaptable, constantly evaluating the trends and changes that will impact ongoing business.

“The only constant in any business is change,” Kevin observes. “I have maintained a commitment to staying ahead of the curve and keeping up with the changes in real estate in order to provide my clients with the highest level of knowledge and representation.”

Adapting to a changing market has meant managing a business that has evolved to address opportunities for buyers, sellers and investors. Kevin has handled a range of transactions including traditional equity sales, short sales and REO properties, and has established productive relationships with asset managers and financial institutions. As the market continues to change, so does his focus. “With every client, my aim is to make the process as painless as possible,” he explains. “This is as important to first-time buyers as it is to seasoned investors.”

As an entrepreneur and successful business owner, Kevin isn’t lost to the importance of a strong support team; in real estate, he appreciates the efforts of talented and knowledgeable industry professionals who specialize in a range of ancillary services. “My lenders, Brett Smith and Mark Dudzinski, are an integral part of my team,” says Kevin.

“I’ve also got a great team of affiliates like Mary Gwak at Orange Coast Title, American Home Shield, Brickstone Escrow and Rick McLaughlin Termite Service.” He adds, “Brokers Tom and Travis Baron, and my manager Eldon Olave have been great resources as well.”

isn’t always about a transaction,” he reflects. “There are opportunities to help change peoples’ lives for the better.”

His thriving business has become a family affair of sorts; Kevin’s sister Cheryl, of photography by Cheryl is a talented photographer whose works enhance print and online marketing material. He thanks his wife Linda and sons Kyler and James for their unwavering support, as well.

Kevin looks forward to continuing to build his business, growing his clientele and pursuing opportunities for ongoing professional development.

Kevin has earned a reputation as a local agent who takes great pride in the communities he represents. Though he works with clients throughout the region, the Irvine specialist enjoys the opportunity to facilitate sales in the city he calls home. “I’m consistent within the Irvine market,” Kevin says.

“I’m involved in real estate every day, researching, selling and expanding my local knowledge.” He’s giving back, too, as a supporter of local schools, the Children’s Miracle Network and the American Cancer Society. “Real estate

ExecutiveAgent Magazine

Kevin Doverspike RE/MAX Premier Realty 5299 Alton Pkwy.

Irvine, CA 92604 Phone: (949) 395-4250 Kevin@KevinDoverspike.com www.KevinDoverspike.com DRE # 01791998

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Written By Zig Ziglar 22

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Being Nice...

I

’m seated in the Tampa airport on Pearl Harbor Day, December 7, 2005. A gentleman recognized me and approached me saying, “Greater love hath no man for his wife than to always open her car door.”

That’s something of a takeoff on what I’ve been talking about for many years, that it’s the little things husbands and wives do for each other on a regular basis, not the big things once or twice a year, that breed long-term, successful marriages and lots of honeymoons instead of just anniversaries.

I believe quite strongly that is the approach we need to take. It’s the little things. For many, many years I’ve been doing exactly that. As a matter of fact, since I first caught sight of her on September 15, 1944, at 9:08 p.m., at the YWCA in Jackson, Mississippi, I have been courting that woman of mine avidly. Two years, two months and eleven days of relentless pursuit later she finally said “yes.” I’m convinced that the little things make the difference.

The Redhead and I take turns trying to outdo one another in being nice, thoughtful and helpful to each other. Simple example. On this trip, as in all trips when I’m gone for more than just the day, the Redhead has followed through on things we started doing years ago. I stopped carrying my cash in a wallet; I just fold it over and put it in one of my pants pockets. In the evening I lay the money on our bathroom counter. She counts my money and if she doesn’t think I have enough to cover emergencies where cash is needed, she gets me more. Now that’s not a big

deal, but it’s one of those little things that says an awful lot. It says, “Honey, I love you very much. You’re very important to me. I will be more comfortable knowing that if there is an emergency and cash is needed, you will not be embarrassed, delayed, or perhaps endangered.” That’s a big thing. Little things, over the years, can make a big difference. Husbands and wives, first be faithful to each other. Second, keep the romance going all of your life by courting each other every day.

Immediately after my encounter with this gentleman in the Tampa airport, I called the Redhead to tell her about it. Her response fascinated me because it emphasizes what I’m talking about. She said, “Honey, I just want you to know I’m in the process of making you your uncooked fruit cake,” which just happens to be one of my favorite of all things for the Christmas season. I really love that fruit cake! It’s the only one I really do enjoy. While I was gone, there she was, thinking about what she could do for me.

Yes, when husband and wife try to outdo each other by being nice, thoughtful and attentive, it’s amazing what that does to the romance!

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

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Kathy Barbata

Bringing Faith Back into Mortgage Lending ExecutiveAgent Magazine

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By Lalaena Gonzalez-Figueroa

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ith a wealth of comprehensive industry experience and a passion for helping others, Kathy Barbata thrives on the opportunity to make the dream of home ownership a reality. Her client-centric approach maintains a focus on meeting the unique needs of borrowers and real estate agents alike, and she continues to identify methods of improving the lending experience. Industrious, intelligent and committed to success, Kathy is changing lives every day.

Early in life, Kathy felt a calling to be of value to others.

As a pre-med student in college, she foresaw a career in medicine. Instead she focused her attention on her growing family, raising two daughters and a son before seeking a professional opportunity that would be challenging, yet flexible. The lending industry, she determined, was an ideal match for her detail-oriented nature.

Kathy launched her career as a bank processor. Her drive propelled her into a series of positions with increased responsibility, and she gained a comprehensive understanding of the scope of the lending process. “I’ve had a hand in so many aspects,” she reveals. “I have been fortunate to work in operations, sales, management, auditing files, even trading on Wall Street.” Exploring many facets of the business, Kathy discovered that she thrived in the opportunity to work directly with consumers and real estate professionals as a home loan consultant.

“Obtaining the right loan is at once a simple and complex process,” she observes. “My aim is to simplify the experience and to alleviate stress for my clients.”

An ambitious self-starter, Kathy consistently seeks out solutions to the challenges presented in a changing marketplace. “When I believe in a deal but am missing an ingredient, I’m digging,” she explains. “Transactions aren’t simply numbers; they’re about real people with real goals and desires. I’m going to always seek the opportunities that will allow us to close successfully.” To that end she stays current on regulations, trends and changes impacting the lending industry. “I read our guidelines twice a year,” she says of the 1300+ page tome that sets standards for the lending practice. “I want to ensure that I’m consistently providing the highest possible level of customer service.”

Kathy, who works with a range of clients that includes first-time buyers and seasoned investors, notes that her relationship-driven business extends well beyond the closing of a single transaction. “I’m invited to social gatherings and family functions,” she reveals. “It’s great to know that I’m truly making a difference.”

She joined imortgage in 2013, bringing with her a team of skillful and accomplished home loan professionals with like-minded philosophies of business. Aligning herself with one of the industry’s most well-respected independent mortgage bankers has allowed Kathy to continue to provide her clients with an array of products and services designed to meet their evolving needs. “I dig deep, too,” notes Kathy. “My clients include individuals who are selfemployed, move-up buyers and first-time homeowners. I want to ensure that I’m identifying the products that will allow them to achieve their goals.”

Kathy’s community involvement includes volunteer work as a member of Rotary Club of Monrovia. She enjoys time spent with her husband of nearly 20 years, as well as athletic activities including coaching softball.

Kathy is also an advocate for MS awareness causes, regularly participating in fundraising events.

Kathy looks forward to the opportunity to continue to assist consumers and agents as a trusted partner in their real estate endeavors.

Kathy Barbata imortgage 8686 Haven Ave., Suite 150 Rancho Cucamonga, CA 91730 Telephone: 909.912.7839 Kathy.Barbata@imortgage.com NMLS ID 319796

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 07/2013

ExecutiveAgent Magazine

3rd Annual

The PWR Charity Foundation recently launched “Opening Doors for the Men & Women in Uniform.� This program will provide any qualified United States Armed Forces veteran with cash for costs not covered by a VA loan in their home buying transaction.

July 23, 2013 Anaheim Hills Golf Course 6501 East Nohl Ranch Road, Anaheim, CA

$

165

Per Player. Includes:

Green Fee Cart Fee Range Balls

Luncheon All Tournament Amenities

Events include: Best Ball, Putting Contest, Closest to the Pin Contest, Longest Drive Contest 8:30 am - Shotgun Start 1:30 pm - Awards Luncheon Not a Golfer? Join us for lunch only! ($40)

To Sign Up or Sponsor...

Contact Joey Vargas at 714.245.5555 / joeyv@pwr.net or go online at www.pwr.net/pwrcharity/golf To Volunteer Call Lalaine Castillo at 714.245.5530 or lalainec@pwr.net

EA

Go Google Yourself! How Are You Known In The Marketplace?

H

ow does the world see you? It may not be the way you see yourself. Either way, it’s time you find out!

Recently I typed my own name into a series of search engines to see how well known I was. Surprise surprise!

I learned in England I am a soccer star with adoring fan clubs and celebrity status; in New Zealand I’m a playwright, author and editor. Stateside I am either a Gastroenterologist in Kalispell, Montana or a gospel singer with 4 CDs to my name in Ohio. Who knew!

My point? We need to know how our customers regard us. Is there market clarity or market confusion? Are customers as clear about who we are and what we can do for them as we are? If not, it’s our responsibility to send a clear and consistent message about who we are and what’s special about us.

Be the Best At What You Do Best In our quest for customers there’s a tendency to try to be all things to all people. In our desire to be serviceoriented when a customer says “jump” we naturally say “how high?” Yet you should operate from a position of strength. Signal to others what it is that you do best. Let it flow off your tongue in your elevator speech, sparkle in your web banner ads and be reinforced throughout your collateral material. Whether it is your product line, company or the services you provide you must tell the world in a consistent fashion what it is that you excel in.

TAG — It’s You! Does your, or your product or service’s tag line tell a tale that’s embraceable? Many company names leave customers pondering what your core business is. If your name does not say it all, make sure your tag line tells the tale. Focus on the benefits, not the features. Emphasize the results of the work, not the process. The clearer you are on the results that accrue to your customers, the better they will be able to determine how best to hire you or buy your products.

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Written by Craig Harrison It’s Your Defining Moment If you do not define yourself and your business effectively your marketplace will do it for you. In terms of positioning, you want to be the focal point. There was once a database company whose brilliant engineering was undermined by weak marketing. Despite superior products, they lacked name recognition. They were resigned to introducing their company name, then having to say “Have you heard of Oracle? We’re a competitor of theirs.” As you can imagine, they no longer exist.

Carve your own niche, stake claim to your own territories and position yourself appropriately. Be known for your strength. When you come from that place of strength, competitors will be left to carve out what’s left.

Once you Google yourself successfully you will leave the rest of the Yahoos in the dust!

Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com.

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E XECUTIVE AGENT MAGAZINE

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By Lalaena Gonzalez-Figueroa

ExecutiveAgent Magazine

EA

F

or years, real estate professionals David Sidoni and Suzy Arriola established themselves as accomplished solo agents with client-centric business models.

Though they forged their own paths into the industry, their approaches revealed uncanny parallels. Eventually the duo, who share a history of mutual collegial respect and collaboration, determined that a professional partnership would enhance their opportunities to best serve their clients’ needs. In 2012, the top-producing agents joined forces to create a fully-staffed power team which provides exceptional care at every turn. “Real estate transactions are complex,” explains David. “Our team is designed to address challenges and meet the needs of each client, facilitating a process that is as smooth and stress-free as possible.”

David grew up in Orange County before making his way to Hollywood to pursue a career in the entertainment industry. An accomplished actor and TV host, he recognized the opportunity to create long-term financial stability through real estate. “There’s a great opportunity not only to assist others in realizing their goals, but to also pursue my entrepreneurial interests and business skills,” he explains.

“I really enjoy the diversity of the business.”

For Suzy, real estate was an ideal transition from her career as an international flight attendant. “I loved travel, learning about different customs and cultures,” she recalls.

“My work allowed me to live abroad and to gain a unique understanding of the global marketplace.” The exotic lifestyle was appealing, but after starting a family, Suzy sought the opportunity to ply her skills in a more stable environment. Her impeccable communication and customer service skills provided a solid foundation upon which to launch a successful real estate business.

In 2012, David and Suzy were each faced with a unique professional dilemma: their individual successes had placed their businesses at a breaking point. “I was simply unable to continue with the growth of my clientele,” acknowledges Suzy. “I realized that I needed to forge a strategic alliance that would allow me to maintain the quality of care that was attracting new, repeat and referral business.”

They had each earned status as top producers, consistently ranking among the top 25 agents in Orange County, and David and Suzy shared a deep-seeded sense of respect and admiration for each other. “We watched each other grow professionally,” David says. “Suzy and I had a lot of similarities in our approaches to our work and we realized that, together, we had a unique opportunity to take business to a new level.”

David and Suzy transitioned their business to Keller Williams, a brokerage designed to foster powerful and productive real estate teams. Joining forces wasn’t without its challenges, but the duo’s dedication to their long-term success – and that of their clients- drove their efforts. “We complement each other,” says Suzy. “David and I hold each other accountable, as well.”

David and Suzy employ a comprehensive approach to real estate, with a full-service team intact that is designed to foster their high quality of services. They work with a clientele that ranges from first-time buyers to savvy investors, with a focus on luxury and high-end listings. Through stunning marketing and advertising campaigns, David and Suzy maximize exposure for every property they sell. Their expansive network of collegial contacts is an added value, facilitating business with buyers within the region, across the country and around the world.

As their clientele continues to expand and evolve, David and Suzy remain committed to preserving the quality and integrity of their professional representation. Their combined experience is enhanced by ongoing education and training; between them the duo has a host of specialty designations including International Luxury Homes Marketing (ILHM), e-Pro, Certified HAFA Specialist (CHS), Short Sale and Foreclosure Certified (SFR) and Broker Price Opinion Resource (BPOR). These qualifications reflect their adaptability and dedication to professional growth, and allow them to better navigate the challenges of a changing marketplace.

Their team holds limitless potential, and David and Suzy look forward to ongoing growth and professional success.

At the heart of their partnership, though, is the genuine concern and care that each holds for their clients’ well-being.

“Everyone needs a home,” remarks Suzy. “David and I believe so much in the value of assisting others, helping them achieve their unique goals. Through real estate, we have the capacity to make a lasting impact on our clients’ lives.”

David Sidoni & Suzy Arriola Keller Williams Realty 27101 Puerta Real, Suite 150 Mission Viejo, CA 92691 David: 949-939-7045 Suzy: 949-842-1447 David@SidoniArriola.com - Suzy@SidoniArriola.com www.SidoniArriola.com DRE # 01721688 - 01727432

ExecutiveAgent Magazine

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Written By Richard Weylman

Acquisition—Growing Your Business With The Affluent and Wealthy Sales Keep You in Business--Only Marketing Can Keep You in Sales

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EXECUTIVE BRIEFING

A

dvisors are typically investing more time running their business than growing their business, i.e., becoming well known and trusted in the markets in which they desire to work. Part of the challenge is that many advisors are unsure just how to position and promote themselves to the affluent and wealthy market. The result is that their positioning and promotion is replete with mixed messages and weak value propositions that diminish their access and acceptance. Once the advisor has identified the market in which they intend to focus their efforts, they need to be clear about the value they can bring to these targeted groups and promote themselves appropriately. Unfortunately, few advisors understand the difference between selling and marketing. The confusion is largely due to the fact that most advisors believe their success path lies in their ability to make a sale. However, contrary to this belief, the fact is that the affluent and wealthy will only conduct business with advisors with whom they have developed a relationship and they feel they can trust. What are your advisors doing to become known and trusted in the markets in which they want to work?

Merchandisers Focus on Products-- Marketers Focus on People Much communication in the industry supports the concept that affluent and wealthy individuals buy solutions to their problems. For this reason, many advisors typically focus on promoting products and services to penetrate this market. However, successful market access requires more than targeting individuals with a product approach just because they have money in motion or have substantial assets. What significantly increases the advisors opportunity for success is their ability to focus on the “people side” of the business—getting to know and understand them and discovering what they are most passionate about.

Effective advisors act as marketers by identifying how their best clients and prospects network and communicate with one another based upon where and what they do for enterprise and/or recreation and what their special interest involvements are such as cultural and charitable. Thus, advisors gain favored access into their targeted markets by: (1) demonstrating a passion for their clients and prospects as individuals, (2) getting involved and becoming visible in their network, and (3) being authentically curious, interested, and engaged about their goals, dreams, lifestyle, and business activities. This approach establishes and cultivates the relationship. Further, the client or prospect gains confidence in the fact that the advisor has the desire

to partner with them to address their particular issues rather than solely to sell a product or service. Are your advisors focused on marketing to the people or on merchandising the products?

Stop, Look, and Listen The affluent and wealthy buy people before they buy products and services. By scheduling a meeting, they have already acknowledged that the advisor has the capabilities and credentials and the brand represented has value. That portion of the “sale” has been made. Therefore, instead of the advisor spending time at the meeting presenting a lengthy review of their credentials and experience, they should attend with a mindset to engage the client or prospect, observe, listen, and learn—listen intently to what they value and prefer, ask questions that reveal issues, and be open to discussion. With the insight gained, the advisor is more attuned to the particular needs and issues of their clients and prospects. This new awareness will enable the advisor to present an entire platform of specialized services and products available through them instead of pushing singular concepts or products. The end result is a positive presentation of informed solutions that differentiate.

When meeting with prospects and clients, are your advisors focused on themselves or gaining insight into issues?

C. Richard Weylman is an expert in helping financial services professionals and their organizations grow their business with the affluent and wealthy. To discover the many resources available to you call 800-535-4332 or visit www.richardweylman.com. CopyrightC 2002, Richard Weylman. All right reserved. Richard Weylman, CSP, serves as President of The Achievement Group, Inc., an Florida-based consulting firm dedicated to professionally and ethically help people move to the next level of productivity and fulfillment. He is the author of “Opening Closed Doors, Keys to Reaching Hard-to-Reach People” and numerous other sales, relationship marketing and management audio and video programs. To receive more ideas and insight on how to market to high net worth people, recruit quality people, or practice management issues, schedule Richard to speak at your next meeting, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com

ExecutiveAgent Magazine

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DePeND ON

Team DuarTe! We believe in building quality partnerships with our clients, so together we can achieve more. yOur

success is Our

GOAL!

Go mobile and gain a competitive edge with Ticor Title’s mobile apps and automated services.

Our mobile apps are designed to streamline efficiency in the title process. Ticor Express Pocket Profile allows you to quickly search for property information from your mobile or tablet device. Our Pocket Profile app provides real time access to valuable property information.

TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes loaded with our title and escrow fees, local tax rates, our recording fees, and all other closing costs. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business.

Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database.

Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in today’s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.

Felix Duarte Vice President 714.392.1400

felix.duarte@ticortitle.com

Tomas Duarte Vice President 714.272.9552

tomas.duarte@ticortitle.com

www.TeamDuarTe.NeT

Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780

People Who Help People

TO N Y P I N TO Western Regional Manager

“

CHL MORTGAGE IS GROWING AND I BECAME A PART IT.

”

W W W. C H L . C C

FOR CAREER OPPORTUNITIES: CONTACT DINO KATSIAMETIS @ 949.720.1616 OR DINO@CHL.CC 4685 MACARTHUR COURT SUITE 170, NEWPORT BEACH, CA 92660

NMLS #923114 CA DOC # 252733 Corporate NMLS #67180

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Landon Miller

ExecutiveAgent Magazine

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Communication, Integrity, Commitment

By Lalaena Gonzalez-Figueroa

A

forward-thinking professional with an unwavering commitment to success, Landon Miller has proven himself early in his career. With a solid work ethic and an entrepreneurial approach, a top-producing real estate agent, who sold over $7.5 million in property his first year in business, continues to thrive.

Landon, who earned a degree in Business Administration with an emphasis in Entrepreneurship from Chapman University, was introduced to real estate during a college internship. Just nineteen years old at the time, he was paired with mega agent Bob Wolff. At the time, Landon acknowledges, he wasn’t looking at career options. “I was there to learn about the foundation of building a business,” he explains. But shadowing Wolff, who is known for his integrity and ethics, provided Landon with an insider’s perspective of the ins and outs of residential real estate. He began to establish himself in the industry while completing his coursework, and upon graduation launched his career in earnest.

From the onset, Landon established himself as a diligent professional with a results-oriented approach. His enthusiasm and level of client care have remained steadfast, propelling him through the challenges associated with a transitioning market.

Adapting to the ongoing needs of his clientele is critical, notes Landon. “Communication is crucial,” he explains.

“It’s incredibly important to be proactive and responsive.

As my business grows, I’m maintaining the commitment to providing every client with attentive and personalized service.”

He is at once confident and unassuming, with a natural aura of leadership that immediately fosters a sense of trust.

Landon’s energy and positivity are present in every facet of his business, shaping the course of each transaction.

“Listing the house is just the beginning,” he observes.

“An agent really adds value during the escrow process by maintaining communication and addressing details to keep everything on track.”

Landon represents residential buyers, sellers and investors. Well-versed in the communities of Dana Point, Laguna Niguel and Newport, he works throughout the region. “I conduct business where my clients need me,” he remarks. Focusing on education and information, he empowers his clients to make the right decisions for their unique needs by providing them with the resources necessary to accomplish their goals. “We’re prepared,” Landon

explains. “My clients have a deeper understanding of what to expect throughout the course of a transaction, which allows us to adapt as needed without losing sight of their big-picture objectives.”

Aligning his business with Harcourts made sense, says Landon, because the brokerage’s values are in keeping with his own. “We believe in putting people first, in doing the right thing,” he explains. “I was raised the same way; my parents were exceptional role models who instilled in me a great work ethic and a sense of accountability.” His office colleagues, Landon adds, are now fueling the fire. “We’re a competitive group, but we’re also incredibly supportive.

We work to ensure that our clients’ needs are consistently met.”

Landon has achieved status as a top producer within his organization, earning recognition as a “Rising Star” for two quarters, and ranking as the number five salesperson for gross commission during the final quarter of 2012.

“Our company is home to nearly three hundred agents,” he explains. “It’s an honor to have achieved this level of success at this point in my career.”

He continues to pursue opportunities – for his clients and himself. Believing deeply in the value of giving back to his community, Landon has shared his passion for sports as a volunteer coach with a local youth basketball team. Family oriented, he also enjoys spending time with his parents Lee and Laura, and his girlfriend Danielle.

Landon looks forward to continuing to meet the needs of his clientele. “I have always established lofty goals, and am determined to do what it takes to achieve them,” he says.

“Every day, I’m grateful for the opportunity to help others reach their real estate objectives as well.”

Landon Miller Harcourts Prime Properties 3 Monarch Bay Plaza, Suite 100 Dana Point, CA 92629 Telephone: 949.212.7303 Landon.Miller@harcourtsusa.com www.OCResidentialHomes.com DRE # 01883305

ExecutiveAgent Magazine

EA

So Many Different Business Plans, Which Do You Choose?

D

o you ever get confused on what business aspect you should implement next? Just about ANYTHING is better than doing nothing at all while you wait for the business to come to you; however, is there one that is THE BEST? Sure, there are guys out there who have a huge team, numerous pages of advertising using direct response, and promises that if you implement his website, you just don’t have to work anymore. Before you fall for this, you need to check this guy’s take home pay! There are numerous speakers that tout around the clock referral generation. It is genius, but it usually works best when new leads are brought into play through other lead generation systems, increasing the referral base.

There are the fringe speakers who usually have something to sell – staging books, software, websites, et al.

Their talks are normally centered around their product.

It might be a good product, but usually, it is only a tool that should be used when appropriate as part of a total business plan. Some of the products are dangerous to implement in your business all of the time!

Truthfully, there is just nothing that beats a business plan that includes the following items:

8. ties.

Time-block consistent dollar productive activi-

9.

Delegate procedures through systems, technology, family, clients, affiliates, and staff.

10. Budget by increasing resources to the items that work and improving or eliminating the systems that do not work.

Now that you have the general business plan, you will need to develop specifics on how to implement each step.

We hope you come to us. www.waltersanford.com If not us, please go to individuals who understand the big total picture of high production real estate and not just experts in very small parts that just happen to match the product they are selling.

Walter Sanford was one of the top real estate agents in North America for nearly thirty years, and now, he is one of the most requested speakers, trainers, and coaches. He has authored dozens of systems and books on checklists, pro-active lead generation, affiliate lead generation, plus others. © 2008, Walter Sanford. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond. com.

1. Intelligent, inexpensive, and effective seller lead generation systems.

2. Client-centric listing presentation that explores the seller’s needs while meeting their expressed goals.

3. Consistent buyer program weeding out the noncommitted but offering better service to the survivors.

4. Design checklists that can be followed no matter how busy you are while still making sure that net profit and customer perceived service remain top priority.

5. Referral generating program leveraging existing business.

6. Leveraging sellers to get buyers and leveraging the search for inventory for your buyers to get sellers.

7. Utilizing the opportunities available to you and getting a dual-value from looking at all the inventory by buying a little for yourself.

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Written By Walter Sanford

ExecutiveAgent Magazine

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E XECUTIVE AGENT MAGAZINE

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Edgestone Real Estate

Sebastian Stofenmacher

By Lalaena Gonzalez-Figueroa

ExecutiveAgent Magazine

EA

Edgestone Real Estate Is Dedicated To Providing Unmatched Levels Of Client Care

F

ounded by brothers Sebastian and Matias Stofenmacher, Edgestone Real Estate reflects the duo’s entrepreneurial spirits and innovative approaches to business. “We aren’t your typical agents,” acknowledges Sebastian. “Matias and I are focused on building business through strategic marketing while improving upon processes and systems to maximize the experience for our clients and our agents.”

The brothers, natives of Argentina who are fluent in Spanish, each launched their real estate careers after graduating from USC. Their early years in the business were spent at a traditional brokerage, where they became wellversed in the distressed property market.

Managing upwards of 100 short sale and REO listings a year, Sebastian and Matias quickly determined that a traditional real estate model wouldn’t support the volume of business they were poised to continue to generate. By apportioning their business duties, they were able to maximize their distinct strengths and skillsets.

When their brokerage closed its doors, the Stofenmachers capitalized on the opportunity to establish their own real estate firm. “We had solid relationships with a great group of agents, asset managers and banks throughout the state,” Sebastian says. “Matias and I concluded that we wanted to create something bigger; a real estate brokerage that would allow us to engineer the experience for our clients and agents.”

Edgestone Real Estate continues to meet the needs of clients throughout the State of California, with agents handling a spectrum of transactions including traditional equity sales, investor purchases, short sales and REO properties. Sebastian and Matias have continued to represent their own clientele with a team approach: Sebastian focuses on client relationships and negotiations, while Matias is exceptionally skilled at valuations and market analyses.

“We believe that two brains are better than one,” quips Matias, who adds, “Our partnership allows us to offer our clients a truly unparalleled level of service; we pride ourselves on this.” While many REO sales offices utilize large teams to manage the day-to-day responsibilities of complex transactions, the Stofenmachers have designed a hands-on approach that maximizes efficiency and maintains thorough communication throughout the process. “We’re a lean company,” Matias observes. “We have streamlined our systems and continue to refine our approach to consistently improve upon our services.”

Technology is a driving factor in their success; Sebastian and Matias incorporate the appropriate tools to facilitate transactions that run as smoothly as possible. But at the

heart of their business – and their success- is their relationship-driven style. Collaborating with a vast network of industry specialists, the duo has utilized the strength and talents of collegial allies to accomplish their goals.

“Our clients benefit tremendously when we work together with our peers,” Sebastian explains. “By maintaining good relationships with other agents, we are better positioning our buyers and sellers to reach their objectives.”

Their sphere of contacts runs throughout California and beyond; Sebastian observes, “We are always looking to learn and implement best practices from other successful agents, and dialogue regularly with top producers in other states.” Locally, they are active in professional organizations including the National Association of Hispanic Real Estate Professionals (NAHREP) and the Asian Real Estate Association of America (AREAA).

As broker/owners, the Stofenmachers have established a supportive office environment that encourages collegiality and communication. Conveniently situated at Sunset and Fountain, the brokerage features comfortable meeting and office spaces as well as ample parking. Simple splits appeal to agents at every stage of their careers, observes Matias, who reveals that Edgestone Real Estate is well positioned for internal growth. “We’re looking at a careful expansion in personnel and services,” he says. “Our focus remains on maintaining a full-service model that meets the ongoing needs of our diverse clientele.”

The brothers continue to invest time and energy into their brokerage and their family-driven business. Sebastian’s wife Vanessa, a talented graphic design artist, is heavily involved in the company’s marketing, advertising and branding efforts. They find balance with family, as well: the Stofenmachers note that Monday lunches are meetingfree, thanks to a running appointment with their mother, a wedding gown designer.

Successfully merging business and family can be an overwhelming process, and the brothers acknowledge that they aren’t always on the same page with ideas and issues.

“But our different perspectives allow us to examine things from a broader scope,” says Matias. “We respect each other as professionals, and we enjoy the opportunity to work together to help others.”

Sebastian Stofenmacher Edgestone Real Estate 4344 Fountain Ave. G Los Angeles, CA 90029 Telephone: 213.245.7928 S.Stofenmacher@gmail.com www.EdgestoneRE.com DRE # 01328684

ExecutiveAgent Magazine

Integrity, Excellence, and Achievement.

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Branch locations in Irvine, Newport Beach, Mission Viejo, and Brea Call one of our Account Executives today!

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Lance Indes Account Executive Direct (714) 423-6882 Lance@prominentescrow.com

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