JUNE 2016 S.ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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Inside Features: Paula & Rick Cosenza Casa Bella Realty Group Eric Johnson Realty ONE Group

HANOLD PROPERTIES速

George C. Hanold & Regan Beegle Executive Agents of the Month

Lorraine Murray

Keller Williams Realty Joseph Terranova Benchmark Mortgage Raymond Tsai & Eric Chao Keller Williams Realty

NEWPORT BEACH

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John J. Reed

Mike Calvert

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Barry David Krevoy

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Senior Mortgage Originator

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Lynn Nelson

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James Theel

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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 Agents of the Month

24 19 George C. Hanold & Regan Beegle Hanold Properties

Professional Profiles

30 Paula & Rick Cosenza

Casa Bella Realty Group

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Eric Johnson

Lorraine Murray

Joseph Terranova

Realty ONE Group

Keller Williams Realty

Benchmark Mortgage

14 Raymond Tsai & Eric Chao

Keller Williams Realty 4

ExecutiveAgent Magazine

June 2016 - S. Orange County Editorials

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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

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The Best Things In Life Aren’t Things -Tony Alessandra

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Boost Your Business Become An Advisor -Bob Corcoran

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

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

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

-Graig Harrison

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

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Quit Being A Salesperson...

-Mark Hunter

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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Finding The Right Way To Motivate Your Employees -Chris Widener

© 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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Planning!!

-Zig Ziglar

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Lorraine Murray “My husband and I met Lorraine at an open house when we were first looking at what kind of properties we could afford, and right away I liked her because she took the time to educate us on the process and didn’t overlook us because we are young. Lorraine was good at helping us understand what to expect about the process of purchasing a property,

was very responsive, worked well with the selling agents and did not rush us in making the decision that we needed to make. She’s also very relatable, which made spending so much time with her an easy thing. My husband and I both highly recommend her.”

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Empowering Clients Through Education Written by Haley Freeman

These words sum up all that is unique and wonderful about working with Realtor® Lorraine Murray. She is a genuine, friendly professional who puts people at ease and empowers them with the knowledge they need to make a beneficial decision about one of the most important transactions of their lifetime.

Lorraine grew up on the East Coast and pursued her love of math all the way through to a master’s degree in computer science. She began her career programming satellites for NASA at the Goddard Space Flight Center just outside of Washington D.C., before moving on to Bell Labs, where she met her husband. They eventually relocated to Irvine, which they recognized as an up-andcoming tech hub. It has proven an ideal place to raise their children and welcome their grandchildren, and since 2009, Lorraine has been helping others to discover a place to call home in beautiful Orange County.

Consistent with her analytical nature, Lorraine calculated that the market downturn was a good time for her to enter real estate. “A lot of agents had fled the market, so I figured it was a good time for me to learn my trade and start to fill this vacuum. I really wasn’t in it for the money.

I just wanted to help people.”

She was fortunate early on to meet Fred and Esther Stepanian, two seasoned and reputable Realtors® who saw her potential and offered her a place on their team.

“I joined the Stepanian Group at Keller Williams as a buyers’ agent, and it has been a great opportunity to learn from two people with a lot of experience and integrity.

They do such an excellent job of marketing a property, making every home a showroom and then putting so many pictures online that you feel like you’ve actually walked through the front door. And on those occasions when they’re representing a seller and I’m representing a buyer of the same property, I love it that we can both represent with integrity and to the best of our ability – and even fight over things – and still respect one another and the job we’re doing.”

Lorraine actively listens to her clients in order to understand their questions and goals, so she may give them the correct information to allay their concerns and inform their expectations. “I want to protect them and give them the benefit of my expertise and the things I’ve learned over time. I try to nurture people, so I especially enjoy working with first-time homebuyers. I always sit down and go through the contracts in detail. One buyer told me she had worked with a lot of other agents and signed a lot of contracts, but they all just said, ‘Sign here.’ I think people appreciate it when you’re thorough, even if they’re not new to the process.”

Lorraine delights in the growth and progress she has witnessed over the years in her home community of Irvine. She has been an active volunteer on many fronts, including neighborhood schools, Girl Scouts and a local chapter of the National Charity League. Today she also enjoys the special thrill of spending time with her two baby granddaughters.

Lorraine’s grasp of technology is a beneficial skill in this rapidly digitizing profession. But she says what she loves most of all is spending her day with people. “When I worked in computer science, I felt like I was just in a hole by myself. It’s rewarding to be working with such honorable people, helping others with the biggest purchase they’ll ever make. I educate my clients to make the best decision for their family, and I am always thrilled when they come back to me for their next home.”

Lorraine Murray Keller Williams Realty – Stepanian Group 4010 Barranca Parkway, Suite 100 Irvine, CA 92604 Tel: 949-400-8613 Email: lwmurray@cox.net Web: www.FredAndEsther.com CalBRE # 01860007

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Planning!!

I

f I were to ask the question, Would you like to improve your productivity dramatically without working any longer or any harder? Chances are pretty good that you would say, “That would be nice! I’d be more effective and I’d probably get a raise! I might even have more fun in the process.”

Question: How many of you, on the night before the day you were going on vacation, sat down and wrote out a list of the things you wanted to be certain to do before you left work the next day? Chances are extremely good that most of you would say you had done that. And most of you would also admit that you managed to complete more than twice the number of tasks you complete on a normal day.

Now think about this for a moment: If planning your job on the day before you go on vacation increases your productivity, doesn’t it make sense that if you were to spend a few minutes every day before you start your work day contemplating what is really important and what you really need to accomplish, that you would have the same great results? And the chances are excellent – definitely better than good – that this process will attract favorable attention, probably leading to more job security, perhaps a raise, and maybe even a significant promotion.

The reality is, productivity has a direct bearing on profitability, and all businesses are interested – very much so – in profits. Profitability comes from loyalty, productivity, and having a character base from which to work. So as you ponder this question, I hope you will seriously consider not only planning your schedule as you prepare to go on vacation, but that every day you will spend a few minutes before you go to work planning how you can be more effective that day It doesn’t take long to plan; it does take a lot of time not to plan, because without a plan of action, people will impose on your time with idle chatter and requests that take you away from the task at hand. Not only will you be less effective, but the effectiveness of the people, who take your time for casual

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chatter, or in some cases gossip, will be greatly reduced and everybody, including management and leadership, will be very unhappy about that.

Chances are good, regardless of the job market, the most productive people with the right attitude are the ones who really have more job security, and in most cases a better income. When you feel good about yourself and your productivity, you probably will also be performing better at home. When there is no job related stress you are more aware of your mate and children, if you are a parent. You will spend more time being better organized so you can spend more time having that balanced life that all of us are really interested in.

Planning for a balanced life will enable you to deal with the physical, the mental, and the spiritual aspects of your life. It will also enable you to develop more friendships, and stronger, better, more lasting relationships. There are many benefits that go with making the plan a daily part of your life. Time well spent results in more money to spend, more money to save, and more time to vacation. It will allow you to attend more of your children’s ball games or school functions as well.

A plan is always successful if the plan is good. And if you’ve been on the job for any length of time, you can develop a better plan of action so that everyone benefits from it. I’m talking about planning today for tomorrow’s future.

Think about it. I promise you’ll be more productive, happier, healthier, and have a much better chance for increased income when you are secure in who you are, where you are, and what you’re doing. I sincerely hope you’ll take action immediately to get that plan into your daily life.

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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"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 Best Things In Life Aren’t Things

I

t’s been said that success is getting what you want, but happiness is wanting what you get. Or to put it another way: perspective, next to money, is the easiest thing to lose.

So, by all means, seek to increase your charisma. Try to become the most effective person you can be. Work at making a good first impression and projecting a positive image-but also try to retain self-awareness.

Look around you; think how you appear to others; be alert to the impression you’re creating, or trying to create.

If you try too hard to impress, or make a big to-do of the grand gesture, or come on too strong or too insensitively, you’ll often end up creating a negative impression.

The best impression and the surest way to charisma often just means putting others first. It’s been reported that one New York cab driver, for example, makes $30,000 more a year in tips alone than other cabbies.

Why? Because he offers passengers a choice of several newspapers, cold drinks, or fresh fruit. He asks them what kind of music they’d prefer, and otherwise does his best to make his customers comfortable. In hectic, brusque Manhattan, his small acts of decency make him stand out.

Thus, folks with the most effective images often are those who are the least obtrusive about it. In fact, sometimes it’s a simple act or gesture of courtesy-like announcing your

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first and last name when you see someone who may possibly have forgotten them-that burnishes your image, that really sets you pleasantly apart. Or maybe it’s a short note of thanks for some favor. Or saying something nice and genuine about someone in front of his or her boss.

If never made, these gestures probably wouldn’t be missed; that’s why they’re so obvious when you make them. In other words, being a genuinely good person, who cares about others and who does things because they are the right things to do, may be the ultimate key to increasing your personal magnetism, or charisma.

Always do right because, as Mark Twain said, that will gratify some people and astonish the rest.

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

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Always do right because, as Mark Twain said, that will gratify some people and astonish the rest.

Written By Tony Alessandra

ExecutiveAgent Magazine

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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

†

E XECUTIVE AGENT

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Written by Haley Freeman

R

aymond Tsai, broker/associate at Keller Williams Realty, believes that real estate is about more than just buying and selling property. It’s about finding the exact right place to house

sales. “I learned how to adapt with the market and have that edge to help buyers to purchase short sales and help distressed sellers to successfully get back with their life.”

Raymond has assembled a team of exceptional professionals who share his business philosophy and commitment to service excellence. “I believe in having absolute integrity. Being responsive and maintaining good communication is a way of showing the respect I have for my clients.”

Originally from Taiwan, Raymond’s multi-cultural background helps him to understand the needs and challenges of the diverse clients who are buying and selling real estate in California. He is fluent in Mandarin and Taiwanese, and he encourages his team to listen carefully and compassionately to foreign clients, whose needs and perspectives may be different from their own.

Raymond Tsai your family and live your dreams. He and his team deliver expert service with the thoughtful, personal touches that make every client feel valued and understood.

Raymond first joined the industry as a mortgage loan processor. From this perspective, he not only learned the behind-the-scenes intricacies of real estate transactions, he also learned how to qualify buyers and help them to realistically plan for the financial responsibility of home ownership. He became a Realtor® during the challenging recession years and bolstered his expertise with specialized education to assist his clients through foreclosures and short

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Eric Chao

PERSONAL SERVICE WITH WINNING RESULTS

As the team leader, Raymond lists and sells residential real estate, including single-family homes, PUDs, condos and townhouses throughout Los Angeles, San Bernardino and Orange counties. Eric Chao is the team’s buyer specialist, and they are further supported by office manager Yvonne Wu. Raymond has the right team members in place to implement an organized system, so that transactions are completed efficiently with maximum communication and minimum stress for clients. “One of our niches is working with first-time homebuyers. We also get good results for contingent sellers and buyers. With me handling the listing and Eric handling the buying side, we work together to make the transaction smoother.”

Raymond and his team are constantly refining their knowledge and skills to ensure that they are providing their clients with the most current and reliable real estate representation. For two years, Raymond and Eric have been training with Gaylee Weinberg, their business coach through the Mike Ferry organization.

“Since working with her, I have tripled my business by improving my mindset, business maturity and upgrading my customer service.”

He continues, “We know the market. We look at it every day. And the relationships we have with other producing agents in the field help us to get more inside information and get our offers accepted. We also offer property management services, so a lot of investors like to work with us. They know they are in good hands, so once they buy a property, they don’t have to look for another trustworthy professional who is qualified to manage their investment.”

The numerous, positive reviews that Raymond and his team receive from their clients are proof of their qualified and conscientious service. One client who both sold and bought homes with the team recently shared: “Working with Raymond and Eric has been an easy and a pleasant experience for us. Raymond

was able to sell our house at the highest price with other comparables in the area in two weeks! And Eric helped us to find our dream home and negotiated the price to below listing, also in two weeks! … Overall, as a buyer and a seller, we couldn’t ask for better agents than Raymond and Eric. Thank you both!”

An overseas buyer was thrilled when Raymond and Eric helped them find their dream home in only two days, secure financing and negotiate the purchase for $18,000 under listing price. Now Raymond and his colleagues are managing the property, as well. The client said: “I had a great experience with Team RT and can’t wait to introduce them to all my friends and relatives.”

Raymond has received many awards for his outstanding achievements in real estate, but he says what matters to him most is “putting together an amazing team who shares values with me and helps me to give service that is greater than what I can give on my own.” Outside his career, Raymond’s proudest accomplishment in life is his family. “My wife and daughter are amazing and very supportive.”

Raymond is a true professional, one who is constantly looking for ways to enhance his clients’ real estate experience. For him, “There is no greater feeling than handing the keys to a family at the close of escrow.

This is what I love to do!”

Raymond Tsai Keller Williams Realty 17870 Castleton St., Ste. 100 Rowland Heights, CA 91748 Tel: 626-329-3986 Email: raymondtsai@yahoo.com Web: www.raymondtsai.com CalBRE # 01784303

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Finding The Right Way To Motivate Your Employees

Z

ig Ziglar says that there are three main ways to motivate people in general and employees specifically.

They are fear, incentives and growth. Let’s take a look at each one.

Fear. This is not good. Number one, it is not right, and number two, it does not work well in the long run and is not good for the overall health of the organization. Yet, still there are people who use it. They make blatant or veiled threats in order to get people to work. There is a better way.

Incentives. John Maxwell says that “What gets rewarded, gets done.” This is the technique that says, “If you do this, then you will get this.” The problem Ziglar sees, and I concur, is that people will be led this way for a while, and it will surely be profitable and productive. Yet eventually, most people come to the end of being driven by incentive.

This is because most people are innately driven by something even deeper.

• Days off to pursue personal development opportunities.

Invest in your employee’s personal growth and they will reward you with high motivation!

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com

Growth. Personal growth. Do you ever wonder how the personal growth industry has gotten so huge? It is because it scratches an itch that lies within each person. Every person has within them, a desire to get better.

Now, obviously, some are more in tune with that desire than others, but each person has it, and it can be a great motivating factor.

First, here is how it does not work. You do not say “If you do this, then I will give you a personal growth opportunity.” That is still incentive.

Here is how it does work: You simply make it a core value of your business or organization that management will give regular opportunity for personal and professional growth to all members of the staff.

I say both personal and professional growth very purposely. There will always be the opportunity and need for professional growth, and the employees expect that. They may or may not appreciate it though.

However, personal growth opportunities, given with no strings attached, will be appreciated, and rewarded with ultra-motivated employees. Here are some simple ideas: • A “Family Library” stocked with books and tapes that help them in their family life.

• A Financial Resources section.

• Any kind of Development Seminar that will benefit the employee.

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ExecutiveAgent Magazine

AN OPEN HOUSE CELEBRATION

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

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

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Cover Story

HANOLD PROPERTIES速

George C. Hanold & Regan Beegle Executive Agents of the Month ExecutiveAgent Magazine

HANOLD PROPERTIESÂŽ Written by Haley Freeman - Photography by Ian Wiant

T

he Hanold family stands resolutely behind the name on their door, because that name represents a legacy of service and integrity begun by patriarch George M. Hanold and honored by his children, George and Regan. Together they have crafted a better way of representing clients who are buying or selling real property. Theirs is a boutique real estate firm free of the bureaucracy and limitations imposed by corporate franchises, one that is governed by uncompromising professionalism and conscientious care.

The professionals at Hanold Properties bring their collective skills to a practice that spans residential, investor and commercial transactions. Their scope and vision is not limited to Southern California, and neither are their clients. Their family roots in New York, the Hanolds possess

the cultural understanding and professional sophistication to genuinely connect with clients globally. They have beneficial relationships all over the world, especially in Saudi Arabia, China and Cambodia.

George and Regan respect their entrepreneurial father, who during his valiant service as a paratrooper in the U.S. Army, did 50 jumps into the jungles of Vietnam. He later joined the NYPD’s Tactical Patrol Force and went on to earn an MBA. His many successes in business began with his prosperous Madison Avenue corporation. He extended his talent for developing innovative financial products to the West Coast, where he eventually turned his formidable mind to real estate, pioneering viable solutions for banks and homeowners during the foreclosure crisis.

George C, George M, and Regan ExecutiveAgent Magazine

“Our father has incredible knowledge and brings a tremendous amount of value to our clients,” George says.

“He has a gift for creating out-of-the-box deal structures.

One of our mottos here is failure is never an option. Where there is a gap between the buyer and seller and other Realtors® would just walk away from the deal, we bridge the gap and close the deal.”

George and Regan are accomplished professionals in their own right. George was a talented youth athlete who later interned for Congressman Dana Rohrabacher before joining his father in business. He has been integrally involved in pioneering short sales to protect clients through

debt forgiveness and credit recovery. George’s broad spectrum of knowledge ranges from selling entry level homes for clients to presenting hundred-million dollar assets to high-ranking principals of billion dollar REIT’s. “My niche is re-entitling industrial and commercial properties into residential developments. It can be difficult to negotiate these transactions, but this is the sort of thing we do well. I especially like working with developer Gregg Herbert. His company is a problem solving company. We contact institutional sellers about taking on the most problematic portions of their portfolios. We look for motivation, and show them how to get deals done.”

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STANDING BEHIND THEIR NAME Regan began her career in the family business before relocating to New York where she joined Wall Street investment and brokerage firm Keefe, Bruyette, and Woods. She obtained her Series 7 and Series 63 licenses and was one of the few women in the company trading stocks for high net worth individuals during the turbulent years of the Great Recession. “I started in July 2007, and I remember going in to work one day when the traders were all wearing construction hard hats on their heads,” she says. “The stock market had tanked that day. I managed to keep my job, and through that experience I was able to learn how Wall Street and Main Street go hand-in-hand with each another. When I came back to California, I was better equipped to guide people about the real estate market.”

The team’s complementary backgrounds and talents result in the best possible service for their clients. They work cooperatively to ensure that every client is receiving personal attention, and every email and phone call is answered. When you hire Hanold Properties – you get the Hanolds. George observes, “Here’s a common misconception when hiring an agent from a large franchise. People think they’re hiring the company. When people choose us, they get seasoned veterans with a combined almost 50 years of real estate experience.” A local franchise agent said recently of Hanold Properties, “You’re not a brokerage, you’re a concierge service,” in reference to the fact that the Hanold’s were handling so many aspects of their client’s transition into their new home.

George adds, “After dealing with so many highly driven individuals and personality types, Regan is able to handle tough negotiators. I’d put her head-to-head with anybody.”

The Hanolds are supported by a select group of professional partners who work to the same standards of service and ethics, making their business both consistent and scalable. “George and I are involved in every transaction,” Regan says, “and everything else we need is relationshipbased. We can handle a very high workload because the support is always in place when we need it.”

Regan says she is confident in putting George in front of their clients because he “knows what he wants to say and articulates it very well so that clients understand. He’s also really good with math and numbers and can go over them in his head without a calculator.”

Regan and George displaying ground-breaking 3D technology called “Dollhouse Effect” ExecutiveAgent Magazine

HANOLD PROPERTIES®

try, where he met the founder of One ATTA Time. “After visiting children in El Salvador that he was sponsoring through Compassion International, Sean was moved by the suffering of the children who had worms and constant stomach pain due to their lack of access to clean water. He found an inexpensive filtration system that can produce a million gallons of clean water. His organization is saving and improving lives by providing safe water. We support them in any way we can. Money is not my master, and I definitely believe it is more of a blessing to give than to receive. This is an opportunity to show love for neighbor and to cultivate gratitude for the little things.”

Bound by their commitment to faith, family and country, the Hanolds are a powerhouse team with a genuine desire to be of service to others, the expertise to deliver on their promises and the integrity to stand behind their word.

Regan sums up, “We’re small, but we’re strong.”

“Regan is able to handle tough negotiators. I’d put her head-to-head with anybody.”

The Hanold’s vast network of contacts across the industry also provide a limitless stream of opportunities for their clients. “A lot of people come to us with their offmarket properties because they know we can assist them,” Regan states. “We are good at matching the buyer and seller together.”

The company recently put a fresh face on its brand, with a new logo, colors and website that more accurately reflect their strength, creativity and caring. George explains, “We think of ourselves as powerful negotiators with outsidethe-box solutions, who are relentless and battle-tested.

But we also have a soft side and really care about our clients and their results. Most become like part of our family. These are things we tried to communicate through our rebrand. Our business has never been handed to us, and it hasn’t always been an easy road, but we wouldn’t have it any other way. Through the challenges we’ve met, we’ve developed patience and endurance, and we’ve become more well-rounded.”

The Hanolds are also active contributors to their community. Along with City Council, Regan and George were founding Chairmen of the City of Costa Mesa Advisory Committee of Teens, and Hanold Properties makes a donation to One ATTA Time for every closed escrow. George is a longtime youth leader at The Crossing Student MinisExecutiveAgent Magazine

George, his wife Nicole, and their twin daughters Isabella and Penelope

George C. Hanold & Regan Beegle Hanold Properties 2901 West Coast Hwy., Suite 200 Newport Beach, CA 92663 Tel: 949.836.5480 - 949.836.5479 George@HanoldProperties.com Regan@HanoldProperties.com Web: www.hanoldproperties.com CalBRE # 01391261 ExecutiveAgent Magazine

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THE VOICE OF EXPERIENCE Written by Haley Freeman

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lients who choose REALTOR Eric Johnson assume a clear advantage: that of putting his 30 years of experience to work for them. Since 1986, Eric has been delivering reliable, ethical guidance to clients buying or selling a home, and his service continues to outdistance the competition.

Eric first worked in real estate part time while reading meters for a local utility. But after he was bitten by a dog for the 12th time, Eric decided he might be happier working as a REALTOR full time. As it turned out he was absolutely right, because 30 years later he says, “This is definitely what I’m supposed to be doing. I love the freedom and flexibility, and I love working in a people business.”

Through up markets and downward trends, Eric has helped clients buy or sell to their best advantage. Eric

says his longevity in the business is attributable to his consistency; no matter what the economic indicators, he is always committed to doing what is best for his customer.

“I had some of my best years during the last downturn,” Eric says. “I went back to basics. I farmed and built my brand – the things that have always worked for me. In any given market there are people who need to buy or sell. My job as a real estate professional is to go find those people and give them what they need. Being accessible and providing good customer service sustained me.”

While Eric has worked with real estate companies large and small, he says that working with Realty ONE Group has been a wonderfully revitalizing opportunity. “I’ve been in the business a long time, but my manager, Bill White, has taught me a lot of things to increase my production and protect my clients.”

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“My first mentor, Joan Garrett, was all about ethics and taught me to never fake it – just be honest enough to say you don’t know the answer and you’ll go find out.

She also stressed communication, which continues to be very important to me, especially with today’s advanced technology. Not only with clients, but with other agents.

Technology is great, but you have to pick up the phone and talk to people. Email and texting can be a trap where things are lost or misunderstood. It still boils down to the fact that this is a people business, and you have to work with other people and talk to them to have a successful real estate transaction.”

Eric is well known in the Mission Viejo neighborhoods of El Dorado; Castille; Madrid; La Paz; Deane and Barcelona where he is constantly knocking on doors and meeting homeowners. (To date, he hasn’t received any dog bites.) “I want people in the area to see me as a real estate resource. I get calls all the time from people who just want information about their house or neighborhood, and I’m happy to help.” He also assists clients in areas throughout Orange, Riverside and San Diego counties.

Clients who choose Eric also get the benefit of working with his trusted associates. “All of the people I’ve built relationships with over the years provide outstanding benefits and service for my customers. They know the level of service I expect and do all they can to provide that high level of service. I believe the number one thing people hire me for is to give them competent, knowledgeable counsel in their real estate affairs. That requires that I also choose the best lenders, title and escrow professionals. I try to make each customer feel like they are my only customer by being accessible. When people have a problem, they want to talk about it with me, not my assistant. We all have to be there for the customer.”

Currently, Eric is developing a program to assist military personnel and first responders such as police, firefighters and emergency medical technicians with the purchase of a home. “I’ll give up to 30 percent of my gross commission to use toward closing costs. The lender I’m working with will also provide a credit. I’m a firm believer in giving back to the area that helps me do so well and to the men and women who serve.”

Soon there will be two real estate professionals in the family. Eric is engaged to Deborah, who shares the “same

level of concern for clients that I do. It’s nice to be able to bounce ideas off one another or cover appointments for one another. I admire her ethics, and we work very well together.”

Eric takes his responsibility as a real estate professional very seriously. He is both personable and persuasive, but he endeavors to use those skills to benefit others. “When you think about it, sales are the ability to influence people.

You can choose to do that in a bad way or a good way. I never do anything to benefit myself over my client, and I will bend over backwards to help them achieve their real estate dreams and goals.”

Eric Johnson Realty ONE Group 25910 Acero, Suite #100 Mission Viejo, CA 92691 Direct: 949-701-8761 Email: eric@ericjohson.REALTOR Web: www.ericjohnson.REALTOR CalBRE # 00914923

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Boost Your Business

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he joke goes like this: A friend at school tells little Johnny all adults are hiding at least one dark secret and to blackmail them just say, “I know the whole truth.”

So Johnny goes home and tells his mother, “I know the whole truth.” His mother hands him $20 and says, “Just don’t tell your father.”

Pleased, little Johnny greets his dad coming home from work with, “I know the whole truth.” The father gives him $40 and says, “Please don’t tell your mother.”

The next day on the way to school he tries it on the mailman, “I know the whole truth.” The mailman drops the mail, opens his arms and says, “Then come give your daddy a great big hug!”

Knowing the truth can really shake things up!

True in life and especially true in today’s real estate industry.

And knowing your facts now has never been more important for brokers and agents because buyers and sellers come armed with loads of information. The

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days of showering sellers with stacks of information have gone the way of the dinosaur.

That means if you want to make a good living in real estate, you must kick it up a notch and know more facts than you’ve ever known before.

In short, you need to become an advisor.

The dictionary defines advisor simply as “an expert who gives advice.”

And that’s exactly what buyers and sellers need today -- an agent who can interpret information for them and guide them through the buying and selling process. They need an agent who’s confident and who expects success, and eagerly tells the truth like it is.

So what is the difference between an agent and an advisor?

Agents just want to list a home and hope it sells.

Advisors help their clients lead the market, not follow the market. They do that by knowing their market inside and out.

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Become An Advisor

Written By Bob Corcoran Advisors also put a premium on understanding the motivation of their clients. One of the questions we pose on what we call our Seller Information Sheet (feel free to visit our site for a copy of this at http://www.corcorancoaching.com/BrokerAgent.php) is why are you selling? When you learn the answer to that question, realize what you have is the client’s hot button and react accordingly.

Advisors are inquisitive because they know they must understand where potential clients are in the process. When you understand that along with understanding their motivation, you’re on your way to being a great advisor.

And please take a minute to read an article that gets more in depth at the job of an advisor titled “Tough Listing Is Tough Love”. The article covers some of the key traits of advisors: confident, optimistic, visionary, motivated, informed and many more.

To me, it all comes down to a mindset. You must adopt the mindset that you are an expert and make a commitment to work hard every day to make yourself better at your job.

Know your facts. Or, like Johnny, know the whole truth!

Best of luck to you!

And start promoting yourself as an advisor.

Consumers aren’t stupid, they know the real estate game has changed just like you do; they know they need advising when they reach the right point in buying or selling.

So look over your marketing materials – your brand – and determine if you’re coming across as an advisor and as someone who stands out from the crowd. As an expert.

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2008, Bob Corcoran. 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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E XECUTIVE AGENT

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Written by Haley Freeman

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aula and Rick Cosenza are brokers and true masters of their craft, each having many years of real estate experience and numerous professional designations to their credit. Together with their team at Casa Bella Realty Group, they make the experience of buying or selling a home truly extraordinary. They have created a place where their clients feel right at home while receiving expert advice and unparalleled personal care.

‘80s and gotten caught in the crunch – without the benefit of an attentive Realtor®. Rick challenged Paula to join the industry, where he knew her warm nature and conscientious attention to detail would make for a winning combination and help others avoid some of the pitfalls they had experienced. “I wanted a solid career in something I could be passionate about and still be available to my children,” Paula says, “so I began classes and got my license in ’89. Eventually Rick decided to leave his industry to join me a few years later, and we became a great team.”

Rick spent 25 years in sales and upper management for a carpet manufacturer, where he worked frequently with new home builders and commercial developers. He merged his understanding of the construction industry with Paula’s real estate expertise, and together they navigated a path through boutique and corporate enterprises before finally establishing their own company in 2005.

“After the way our transaction had been handled so many years ago, we decided that we needed to put some personal attention into the transactions we were handling for our buyers and sellers,” Rick recalls. “This is the largest transaction most people will do in life, and it can be a very traumatic time. We treat people like family and like we would want to be treated. We carried that same philosophy even when we worked for other companies.

We never treated our clients like numbers, and as a result, many become friends.”

Paula & Rick Cosenza Paula was first in the family to get her real estate license. She and Rick had sold and purchased property in Laguna Niguel during the high interest years of the

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Making you Feel Right at Home The Cosenza’s efficient business systems and handson leadership style make them nimble and ready to take action on behalf of both agents and clients. Paula describes Rick as a “trouble shooter. If there is an issue, he will get on the phone and work through it. He knows a lot about legal matters and is creative about finding solutions. He also has a huge understanding of construction, so he usually attends inspections and goes through reports to make sure our buyers are protected.”

“Paula is really the one with the personality,” Rick says. “She is very patient with people. She is also detailoriented and does an excellent job handling contracts and helping our agents explain them to clients. We wouldn’t be where we are without her expertise.”

Whenever possible, Paula and Rick show properties together and strive to develop client relationships jointly.

They bring their individual strengths to the mix and build meaningful bonds with everyone they meet.

Paula and Rick are both respected by their peers as industry leaders. Each of them has served as a director of the California Association of Realtors® and each has been recognized as Realtor® of the Year by the Orange County Association of Realtors®. They also lobby on behalf of the industry in Sacramento and Washington D.C. “We are committed to raising the standards of our industry and crafting policies that help promote home ownership. It’s not all about money; it’s about helping people.”

Paula and Rick share three children and four grandchildren who all live nearby. They sponsor the school and community sports in which their grandchildren play, and a large contingent of Cosenzas can be heard cheering on game days. They are also active supporters of civic interests in Laguna Niguel, and they are charitable sponsors of the American Cancer Society and the American Heart Association.

Together, Paula and Rick have built an intimate team of quality agents who reflect their same values and commitment to professional excellence. Paula explains, “What we are looking for in the agents who join us is ethical behavior. We are on the Professional Standards

Committee with our local association, and we both do hearings as presiding officers. We protect our clients and the integrity of our business by hiring good agents.”

Paula and Rick are always eager to welcome new friends. They are forever available to their clients and ready with that personal touch that makes working with them feel like working with family. They invite you to come on into Casa Bella Realty Group, relax, and make yourself right at home!

Paula & Rick Cosenza Casa Bella Realty Group 28241 Crown Valley Parkway, Suite 490 Laguna Niguel, CA 92677 Tel: Paula 949-584-0817 - Rick 949-295-7789 Email: prcozy@cox.net Web: www.casabellarealtygroup.com CalBRE # 01025393/00619896

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

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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

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MAGAZINE

Written by Haley Freeman

Joseph Powers Terranova ExecutiveAgent Magazine

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he Orange County Division of Benchmark Mortgage, is setting a new standard for the way mortgage services are delivered to home owners. That standard is based on a deliberately crafted array of Core Values designed to bring out the very best in people on all sides of a transaction: Success; Relationship; Dynamic; Excellence; Positive Attitude.

Joseph Terranova is a longtime financial services professional who recently joined The Ryan Grant Team of Benchmark Mortgage because he was inspired by the company’s top-down, relationship-focused business culture.

“Benchmark Mortgage lays a roadmap for establishing longterm relationships and maximizing the client experience in a way that is positively impactful,” Joseph says. “We are committed to minimizing the stress associated with the mortgage process, especially in the current lending environment. We don’t process loan files here. We help families.”

Taking on an advisory role with clients means crafting financial solutions that reach beyond a single transaction.

“We think of managing a client’s mortgage debt in the same way a financial advisor manages a portfolio of assets; we proactively manage their mortgage. We endeavor to stay in touch not only throughout the transaction, but at milestones afterwards, at the six-month mark and then annually. As things change, we may be able to save them money by lowering their rate or recapturing equity to do debt consolidation. We can help further by referring clients to a trusted professional who can help them build a retirement fund, grow their real estate portfolio, or protect the home and estate they’ve built for the future.”

Each Benchmark Mortgage advisor seeks to build a family of experts -- Realtors®, attorneys, insurance professionals, financial planners – who manifest Benchmark Mortgage’s Core Values and commitment to cultivating long-term relationships. “These professionals are hand-picked, and we see them as an extension of our mortgage practice. Someone I’d choose to partner with would share the same values with the people who work here in my office.”

In addition to an alignment of core values, Joseph looks for partnerships to be synergistic and mutually beneficial.

“I’m not just waiting for the next deal from a referral partner. I’m more concerned with their overall success and how to help their business grow.”

To that end, Benchmark Mortgage provides a full range of effective resources to its advisors, and by extension, to its professional partners. The company invests in education, and makes its experts available to provide lending-related coaching and seminars. Benchmark Mortgage also lever-

ages the latest technology to assist with industry-compliant print and digital marketing. The internal relationships at Benchmark Mortgage also ensure that borrowers receive optimal service. Communication channels are open between management, underwriting and advisors, so that problems are resolved quickly and loans close on time.

Joseph’s easy going, affable nature makes him highly relatable to all kinds of people. He puts them at ease, understanding that the complex and invasive process of applying for a loan can cause a lot of anxiety. His years of experience through markets good and bad give him the insight to provide sound advice in any financial climate. “I see the big picture, which is helping families. It’s not just about choosing the best product, but one that fits with their shortand long-term financial goals, and takes into consideration what they are trying to accomplish. This understanding is essential to building trust and motivating people to make decisions. I work hard to remain communicative with both clients and business partners during a transaction, telling them what’s going on, and then making sure I do it. If someone has to reach out to me to ask what’s happening, I haven’t done my job.”

Joseph recently returned from his honeymoon in Cabo San Lucas with his new bride, Amy. They are excited about establishing their new home together in beautiful Orange County. Originally from the Midwest, Joseph loves the weather, the beach and the extraordinary Southern California lifestyle.

“I enjoy connecting with the families we help, and being a part of the excitement they feel when they first identify a property, right down to the day they finally move in. I enjoy staying in touch and hearing about how their family is growing, or what their plans are for retirement. In this profession, I feel like I can make a real difference in someone’s life.”

Joseph Powers Terranova Benchmark Mortgage Mortgage Advisor 100 Spectrum Center Dr., #250 Irvine, CA 92618 Tel: 949-527-6507 Cell: 714-676-8900 Email: Joseph.Terranova@benchmark.us Web: www.josephterranova.benchmark.us NMLS #210130 Ark-La-Tex Financial Services, LLC d/b/a Benchmark Mortgage 5160 Tennyson Pkwy STE 2000W, Plano, TX 75024. NMLS ID #2143 (www.benchmark.us) 972-398-7676. This advertisement is for general information purposes only.

Some products may not be available in all licensed locations. Information, rates, and pricing are subject to change without prior notice at the sole discretion of Ark-La-Tex Financial Services, LLC. All loan programs subject to borrowers meeting appropriate underwriting conditions. This is not a commitment to lend. Other restrictions may apply.

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Written By Mark Hunter 36

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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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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 Home Mortgage Consultant 714-454-9810 NMLSR ID 455195

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

Jason Doby Home Mortgage Consultant 949-445-3629 NMLSR ID 823512

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

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

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

Robert Bruch Home Mortgage Consultant 714-717-6617 NMLSR ID 223111

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

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

Yoona Kim Home Mortgage Consultant 714-886-7484 NMLSR ID 461746

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

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

Devon Doan Home Mortgage Consultant 714-767-5664 NMLSR ID 754683

Julie D Pham Home Mortgage Consultant 714-934-7381 NMLSR ID 811690

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.

AS2000879 Expires 03/2017