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EXECUTIVEAGENT MAGAZINE

ernie aguilar Executive Agent of the Month

PROFESSIONAL PROFILES Scott Affre Danny Gomes Bree Hughes Michael Plummer Steve Silvestri The Yue’s Group

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TOP INDEPENDENT MORTGAGE LENDER IN TOTAL PURCHASE VOLUME IN SOUTHERN CALIFORNIA

2016 OVERALL TOTAL PURCHASE VOLUME ORANGE, LOS ANGELES, SAN DIEGO, SAN BERNARDINO, RIVERSIDE, VENTURA & IMPERIAL COUNTIES

NEW AMERICAN FUNDING

LENDER #2

LENDER #3

$2,175,680,079

$1,601,374,024

$1,434,262,801

TOM BRIGGS

ROB BRIGGS

BRIAN KERANEN

Branch Manager Huntington Beach

Branch Manager Huntington Beach

Branch Manager Newport Beach

NMLS #303474

NMLS #171371

NMLS #483697

PHIL CHENIER

RON BROWN

DUSTY LLOYD

Branch Manager Long Beach

Branch Manager Long Beach

Branch Manager Mission Viejo

NMLS #359384

NMLS #256933

NMLS #247106

DANIEL PEREZ

CHRISTOPHER PALISKA

Branch Manager Anaheim

Branch Manager Anaheim

NMLS #255550

NMLS #1076530

PARTNER WITH US

WWW.NEWAMERICANPARTNER.COM

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 04/2017


Executive Agent of the Month Ernie Aguilar The North Seventeen Real Estate Group

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Professional Profiles

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34

Scott Affre

Danny Gomes

Bree Hughes

New American Funding

RE/MAX Legacy

Teles Properties

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4

32

10

28

Michael Plummer

Steve Silvestri

The Yue’s Group

Pacific Coast Partners

loanDepot®

Realty ONE Group

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June, 2017 - S. Orange County

Editorials 30

Beyond Diversity Training -Oscar Gonzales

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The Power Of Words -Gene Griessman

E XECUTIVE AGENT

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

ADVERTISERS’ INDEX Finance of America Mortgage................27 & 31 iPhotography Studio...............................................25

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Kinecta Federal Credit Union...............................13

Creating A Positive Attitude To Achieve Positive Results -Mark Victor Hansen

loanDepot.............................................................................9 New American Funding.....................................................2

PWAOR...................................................................38 The Termite Guy......................................................3

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Ticor Title Company...................................................40

The Two Choices We Face -Jim Rohn

Wells Fargo Home Loans.............................................39

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

Editors Love Briefs, Fillers & Quizzes -Joan Stewart

© Copyright 2017 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.

The Challenge To Lead -Chris Widener

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Written by Haley Freeman

Scott Affre Enjoying the Journey

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cott Affre is a lifelong resident of Long Beach, a community where Southern California’s bigcity beat blends with a small-town American vibe. As a youngster, he served the community as an Eagle Scout and then attended college locally at Long

Beach City College and Cal State Long Beach. He began his work life swinging a hammer in his stepfather’s construction company, and later migrated to the restaurant business, where he advanced to management.

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A college friend eventually introduced Scott to the real estate industry, and he found his true calling in mortgage lending. “Construction taught me to work hard, and the restaurant business taught me how to treat people; but this business has become my passion. I am totally committed to enabling people to buy homes. Everybody I talk to won’t buy a house, but I think everybody deserves a chance. That’s why it is also the focus of my volunteer work. I teach first-time buyer classes for Neighborhood Works America in Orange County, and I also sit on the board of directors for the Pacific West Board of Realtors®’ charity foundation.” During his more than 25 years in mortgage lending, Scott has worked with some of the largest institutions in the industry. He says the big banking sector taught him the professionalism and self-discipline many in the industry lack. “This is my job, not my hobby. When my clients or real estate partners need to talk to me, they can always get ahold of me. Transparency and accessibility are crucial in this business.” Transparency and accessibility are also hallmarks of New American Funding, the company Scott has called his professional home for the past three years. This purchasefocused direct lender is well-known for its innovative approach to home lending and its people-focused culture, resulting in a wide array of niche loan products and leading edge technology. Local operations mean loans are processed at maximum efficiency, and the down-to-earth business culture allows everyone to communicate. “The relationship between sales and ops is such that everybody is trying to help close the file, not create roadblocks. People are committed to getting the job done, even on weekends. It sure does cement my loyalty when I can get a loan approved on a Sunday. It still boggles my mind! It’s why I work here.” Client diversity is another focus at New American Funding. “Lending is a rainbow,” Scott says, “and I feel we have a home loan for everyone, including low or moderate income borrowers. We have a wide range of products to help them, including downpayment assistance and grant programs. I didn’t have that ability at some of the banks. It gives me the freedom to help more people, and our focus is 100 percent on mortgages.”

Technology has become essential to mortgage lending as tech savvy millennials are becoming homebuyers. New American Funding is setting the industry standard with its proprietary software designed to connect all parties to a transaction in real time. “Some clients still want to meet in person, but often people don’t have the time. I can give them a link to our online app, and they can upload their docs securely.” Through the GoGo Partner app, real estate agents can get up-to-the-minute information about every loan in the pipeline. “It’s helped me to be truly integrated with my Realtors® as a partner rather than a salesman. That’s why my card says consultant, not salesperson. I’m more in the trenches with them to help them with their business -- to help them succeed and make more money.” With his deep, personal connections to the Long Beach community, Scott lives a rewarding life. He has four children whom he describes as “wonderful people,” and two years ago, he met and married his wife, Amy, his “new best friend.” He says it is a privilege to have his mother living nearby with his grandmother, Granny Eileen. “When mom needs help, I go take care of her. I love having these women in my life.” Scott’s zest for life and passion for his work are evident to everyone he meets on the path to the American Dream. “Every client has a different story, and for one brief period, I’m a really important part of their life. My job is to be the trail guide. I’ll take you where you want to go. I’ll give you some options, but you get to pick the trail we’re walking. I pride myself most on making sure everyone enjoys the journey.” Scott Affre Loan Consultant New American Funding 6621 E. Pacific Coast Hwy. Long Beach, CA 90803 Tel: 562-682-4526 – 562-387-1580 Email: scott.affre@nafinc.com www.newamericanfunding.com/scottaffre NMLS ID 726304

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 05/2017.

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Editors Love Briefs, Fillers & Quizzes

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ick up any national magazine, flip through the pages, and count the number of short articles you see. They can include those little 3-inch fillers, short quizzes, 400word “how-to” articles or resource boxes. Editors love them. And you can generate some fabulous publicity for yourself by writing them. 1. Because they are so short, editors often rely on them to “fill a hole” on the page. A 75-word brief stands a much better chance of being published than a 750-article. 2. Briefs help portray you as an expert in your field. 3. They appeal to readers with short attention spans and can be skimmed quickly. 4. They’re easy to write. And you don’t need to submit a query letter to editors. Simply snail-mail, fax or e-mail the copy. 5. Unlike a story idea pitch, or a longer article you are submitting, you can usually submit briefs to editors at a variety of non-competing publications at the same time. Editors don’t expect exclusivity on these items and usually don’t care if they appear in other publications. 6. You can promote yourself, or your product, service, cause or issue much more in a brief than you can in an article you would write. 7. Briefs are an excellent way to promote a new book, particularly if you are willing to give away free advice in the brief that ties into the book. You can include a web site

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URL or contact information where readers can buy from you. Types of Briefs Briefs come in all shapes, sizes and formats. They include how-to articles, tips sheets, quizzes, new product announcements accompanied by a photo, and polls and surveys. If you work within a particular industry that has its own jargon, you can also supply a list of industry words and definitions so readers can better understand your industry. Sometimes all you need to do is provide editors with a list of resources on a particular topic. If you write books on marketing, for example, you might provide a list of the top three marketing web sites, top three marketing magazines and top three audio tapes on the topic of marketing for small-businesses. This brief can be used as-is, or it can be used as a sidebar to accompany a longer article on marketing that someone else has submitted. Joan Stewart is a speaker, trainer and consultant specializing in developing and maintaining good relations with the print and abroadcast media. Reprinted from “The Publicity Hound’s Tips of the Week,” a free ezine featuring tips, tricks and tools for generating free publicity. For information about Joan, Copyright© 2006, Joan Stewart. All right reserved. For information contact FrogPond at email susie@FrogPond.com.

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Written by Haley Freeman

Steve Silvestri A Service Leader

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teve Silvestri grew up in Fullerton with dreams of becoming a law enforcement officer, not a loan officer. But after he graduated from the University of Arizona with a degree in business administration and accounting, he came back home and began working for a mortgage broker. When he closed his first loan, his future changed forever.

innovation keeps improving the way loans are delivered to the public. “We are a leader in financial tech, and working here reminds me of being on the ground floor of a technology company. Our niche lending products and the new tech features we have coming out this year prove what an industry leader loanDepot® really is.” Steve has forged a thriving career in home lending in spite of fluctuating market cycles, and he says that at every turn, his success has come from going back to the basics: hard work, professionalism and customer service. While loanDepot® is masterful at integrating new technologies into its loan services, it has not forgotten that it is in business to serve people. Its culture revolves around a human-focused workplace that empowers personnel to seamlessly deliver the company’s responsive loan products. While many lending institutions still grapple with the age-old struggle between sales and ops, loanDepot® is a collaborative environment where transparency allows sales professionals to communicate with operations teams and underwriters to create positive client outcomes. Technology makes processes fluid and facilitates communication between the parties. As a producing sales manager, Steve oversees a team made up of a production assistant, Lexi, and a loan specialist, Mike. “Our team couldn’t run without Lexi. She was new in the business when she started, and a yearand-a-half in, she is on top of everything. She’s a straight shooter, and when something comes up, she figures it out and handles it.”

“I closed my first loan and got hooked,” Steve says. “Back then, the conforming loan limit was $202,300, and my first loan was a jumbo. It was a huge loan at the time. I thought, holy cow, this is amazing!” After a long and successful career in mortgage lending, Steve still thinks the industry is amazing, especially since joining loanDepot® (formerly imortgage), where

Recently, loanDepot® launched a new pilot program designed to develop young professionals in the mortgage industry through one-on-one mentoring. Mike is a new recruit, and Steve describes him as “a fearless go-getter. The company has been talking for some time about getting young blood into the industry. It’s an industry nobody really knows about growing up, unless someone close to them is in the business. We thought if we could recruit young sales talent, we could help teach them about loans and develop a new generation of strong mortgage professionals. Mike is the perfect example of someone who doesn’t mind hustling and who is becoming an incredible loan officer.”

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While Steve is an expert in all kinds of loans, he still enjoys the challenge of working with jumbo transactions. “I think it takes part technical skill, and part artistry. I love creating a roadmap so the underwriter can easily comprehend the big picture and the compensating factors in the borrower’s profile. Even though there are jumbo guidelines, the files tend to be very complex with multiple layers of assets and income. To me, it’s like putting a puzzle together.” Steve has earned an outstanding reputation for service among his client and peers, but he says his family is his true motivation for doing his best work. “My wife and I have three young kids, and when I go home to all of them, I hit the reset button. I always say I must be a really good salesperson because somehow I talked her into marrying me. She’s always been my biggest fan and supporter, and I owe her everything. As a family, we are really busy with our kids’ sports. We love watching them play. I still like to play golf when I can, and I plan to eventually get my kids out there with me. When they’re teenagers, I hope we can spend long days together on the golf course.”

decision to become a loan officer. He takes pride in serving his community by helping families purchase the home of their dreams. Steve Silvestri Sales Manager loanDepot® 2855 Michelle Drive, Suite 190 Irvine, CA 92606 Tel: 714-476-3000 Email: ssilvestri@loandepot.com Web: www.loandepot.com/ssilvestri NMLS ID 419052

Looking back over his career, Steve is delighted with his Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC dba imortgage NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. (04272017-9208)

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The Power Of Words

ome years ago I wrote this Lincoln soliloquy for the training film “Lincoln On Communication” and subsequently incorporated it into my one-man play “The Wit and Wisdom of Abraham Lincoln.” It is included in Chapter 19 of Licoln speaks to leaders.

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“Words have been used to encourage and praise me. Words have been used to mock, attack, and wound me. But I have never lost faith in their power or their durability. Words can reveal thoughts, conceal pain, paint dreams, correct errors, and pass along dearly bought lessons to the latest generation. Words can transport knowledge from the past, interpret the present, and speak to the future. Words can erect walls between people, or build bridges. Words can inflame passions or cool them, stir up the worst or find the best, pull down or build up, tarnish or cleanse, wound or heal. The ability to use words can endear you to your fellows, win them to your side, and help you to rise to heights you may now only dream of. That happened to my father’s son.

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Pursuing the mastery of words is worth the time, the money, and all the energy you can muster. What you invest will be repaid with interest compounded. Build up your knowledge so that your words will be true. Nurture your spirit so that your words will be true, kind, and wise. The world may little note nor long remember what you say here. And yet it may. For words, once released, take on a life of their own, and find lodging in places and hearts you may never know. And after many days, those words may return to haunt you, or to bless you. Think carefully before you let them go. Gene Griessman, Ph.D. is a professional speaker and Lincoln portrayer. He is author of The Words Lincoln Lived By and co-author of Lincoln Speaks To Leaders: 20 Powerful Lessons From America’s 16th President, with Pat Williams and Peggy Matthews Rose. © 2009, Gene Griessman, Ph.D. 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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Getting just a mortgage is so last year.

That’s why we’re gifting your clients a fabulous perk when they finance their home purchase with Kinecta. We’ve partnered with Househappy to offer traxplus.

Traxplus is a convenient web app that puts your clients’ home information at their fingertips and makes maintenance easy:

ž Includes an in-person initial data collection by a home data collection specialist ž Automated service reminders ž A dedicated home services concierge & more!

Free traxplus1 for your clients! $99 value

Once they’ve funded their Kinecta mortgage we’ll gift them the traxplus1 service.

Let’s elevate your clients’ home buying experience. Erik Jenner, NMLS# 38025 Manager Mortgage Loan Sales direct: 949.253.5337 | cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner Visit www.kinecta.org/househappy to learn more.

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use. Househappytrax and Househappytraxplus home services are made available through a partnership with Househappy. Househappy is not affiliated with Kinecta or its affiliates. All costs and fees associated with the services offered through Househappy are the responsibility of the user. Kinecta reserves the right to modify or cancel these offers at any time. 1 Kinecta will cover the cost of the traxplus service (valued at $99.00) for Kinecta members who finance their home purchase with a Kinecta mortgage in the state of California. Eligible mortgage applications must be submitted on or after 1/1/2017. If eligible and upon consent, qualified borrowers will be enrolled in traxplus upon completion of a home purchase transaction. Additional costs and fees, such as renewal fees, are the responsibility of the user. 15721-02/17


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Michael Plummer In Good Company

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echnology has become the great equalizer for boutique real estate companies, opening the way for innovative entrepreneurs to enter the market with their vision of what a real estate company should be. Michael Plummer is an industry visionary who is

Michael has nearly 20 years of experience in real estate sales, management, investment and company ownership in Nevada and California. In the wake of the market crash, he joined with Paul Wynn to open Wynn Realty in Las Vegas, which has since become a thriving regional brand. After relocating with his family back to their native home of Southern California, Michael began entertaining thoughts of opening a new real estate company, one that would combine all the best features of the companies he has worked with over the years, along with the insights he has acquired throughout his long career. He obtained his California real estate broker’s license and recently launched the & Company Real Estate brand. “I wanted to be different and develop a concept with our own niche,” Michael says. “& Company Real Estate represents the idea of you and us; the power of partnership.” The power of partnership has multiple applications in Michael’s well-drawn, people-centric culture. It begins with recruiting and hiring the right people. A firm believer that like attracts like, Michael is looking for agents who fit the culture. “There are two main types out there, those who are attracted to a big name company they feel will help them excel in their business, and others, who become their own brand regardless of the company they are affiliated with. We’re looking for the latter. We want to help those professionals who have worked so hard to build their brands while remaining compliant with California real estate regulations.”

bringing a fresh approach to the Southern California real estate market in the form of & Company Real Estate.

Michael explains that the California Bureau of Real Estate actually prohibits Realtors® from making their own brand more prominent in advertising than that of their broker. & Company Real Estate allows agents to put their own name first while honoring CBRE rules.

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& Company Real Estate further promotes the power of partnership by acting as a one-stop resource for everything an agent needs to serve their clients with excellence. By means of its network of professional affiliates and its nimble, virtual business model, & Company Real Estate helps entrepreneurial real estate professionals offer the same level of service they would at a big box company, while maintaining greater autonomy. “I have a whole team I work with beyond real estate that includes mortgage, insurance, legal and financial planning professionals. I want to provide a support system our agents can leverage to serve their clients, so they can focus on what they do best. We take care of everything here, from marketing to managing files. Technology allows us to offer processes that are streamlined and efficient.” & Company Real Estate is also committed to creating a world-class client experience. “In Orange County, you don’t have to be buying an ocean-front property to be in the luxury category. When you buy here, you’re buying a lifestyle choice. When I brought my own family back here, it was because I wanted to give them something better, an amazing quality of life and a great education. Clients could pay less by going 25 miles in another direction. I respect that, and I think they need to be treated as such.”

will find they are in good company. “If there were a onesize-fits-all solution to real estate, there’d be only one company out there. People choose to hire or work for different brokerages because they feel they’ve found the agent or company who gets them. At & Company Real Estate, it really is about you and us working together.”

Michael promotes a service model that is high on education and communication. He acknowledges that in the changing consumer climate, clients are no longer solely reliant upon a real estate professional for information. He acts as an educated advisor, one who partners with clients to help guide them through the confusing, and sometimes inaccurate, tangle of online data. He also provides a tech platform that allows all parties to a transaction to stay informed in real time. Agents and clients who choose to partner with Michael

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Michael Plummer & Company Real Estate 949.596.4388 Main 949.478.1660 Direct Michael@MichaelPlummerGroup.com www.MichaelPlummerGroup.com CalBRE License# 01898005


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The Two Choices We Face

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ach of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less. To try less and discipline ourselves less. These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice. To do or not to do. To be or not to be. To be all or to be less or to be nothing at all. Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every moment that we can, the best that we can, for as long as we can? Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings. Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results! And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to themselves and the world around them as a result of who and what they have become. Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! CopyrightŠ 2001, Jim Rohn International. All rights reserved worldwide. For information about Jim’s keynote presentations and seminars, please contact the Frog Pond Group at 800-704FROG (3764) or email Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

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TO NOMINATE? Submit Nominations to: info@eamag.net Tel: 949.366.3349

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Cover Story

ernie aguilar Executive Agent of the Month

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ernie aguilar Written by Haley Freeman - Photography by Ian Wiant

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17th Street. “I would look at those houses and tell myself, ‘Someday, I’m going to own one of these homes.’ Every one is different and has so much history. It was a dream of mine to live right there.”

Disciplined and committed, Ernie continued to excel in his sport through high school and college at Santa Ana College. As part of his athletic conditioning, he often ran through the historic Santa Ana neighborhoods north of

Growing up with a mom in real estate, Ernie got acquainted with the business early, helping out as a courier and assistant during summers. He started working in real estate at 19 and obtained his real estate license when he was only 22 years old, just as the market was taking a turn for the worse. “The first year was really tough,” he says. “But I was with a great company, and I drew on the mindset I’d learned in my wrestling career. People think you just get a real estate license and start selling homes. But it’s more like being a farmer; you plant a lot of seeds and do a lot of up-front work before you see any results.”

t all started with a dream. As he was entering middle school in Santa Ana, Ernie Aguilar decided to try out for the wrestling team. It soon became clear that many of his classmates already had years of practice in the sport, and he was at a disadvantage. But true to his persevering nature, Ernie didn’t give up. “I had to work a lot harder to be on the same playing field,” he recalls. “But I learned things from the process that I’ve been able to apply in my personal and professional life. I learned to stick with it when things are hard, and that when you stay focused and dedicated, things have a way of working out.”

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During the first part of his career, Ernie did a high number of REO transactions, work that, over time, began to feel routine and uninspiring. He finally paused and contemplated why he had entered real estate in the first place. That’s when he revisited his early dream of owning a historic home. “I sat down and began thinking about why I even did this. It went back to wanting to live and work in Santa Ana where all the historic homes are. I began reading about historic homes and subscribed to Architectural Digest. I love design. I thought, if I’m going to do this, I’m going to specialize in something I really enjoy. I began to focus on historic homes and architectural estates.” Ernie’s passion allowed him to expand his real estate practice to unique historic and architectural enclaves in markets throughout Southern California. From the historic

homes in Hancock Park, Los Angeles, to the ultra-modern marvels in the Hollywood Hills, to the Craftsman and Midcentury Modern structures in downtown Orange, Ernie loves them all, and he shares the anticipation and excitement of his clients as they discover these treasures together. “Anybody can sell a regular house,” Ernie says, “but when it comes to historic and unique homes, you have to have a certain level of experience. I’m definitely held to a higher standard, and I have to know more than the average agent. I do a lot of reading and studying to understand how these homes were built and why. They tend to have odd features, and it’s important for me to know what to look for and be able to explain about the property to a potential buyer. I also know contractors who can help with some of the specialized repair and restoration work.”

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living the dream Finding his practice niche reignited Ernie’s passion for real estate, and that passion inspired him to open his own boutique real estate brand in 2017: The North Seventeen Real Estate Group. His vision entails bringing together a family of likeminded Realtors® who are equally enthusiastic about delivering unprecedented service to buyers and sellers in Orange County and beyond. “When people hear my name brand, I want it to be affiliated with excellence. Excellence is what I expect from myself, and excellence is what I’m going to give people.” His is no cookie-cutter agency. The standard is excel-

lence, from the full-service delivery of staging, professional photography and videography, high-end print marketing and complete digital immersion, to the personal care offered to individual clients. “I feel like now I can serve clients the way they should be served, without the limitations imposed by a big corporation. I’ve started with a support team that includes an assistant, a marketing director, a web designer and a stager. Every client and every agent gets the benefit of these services, with no restrictions. I want everyone who comes on board here to be a producer and have fun. In the big brokerages, it’s easy to get lost and become just another number.”

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As a young professional, one of the assets Ernie brings is his proficiency with technology. However, he does not use technology to shortcut personal service. The informative and interesting details he provides to consumers online through his blog and websites provide the foundation for an informed conversation when me meets them in person. “The internet is making it an even playing field for boutiques to compete with big brands. I enjoy marketing online, but I still think a lot of the traditional stuff is very important. Face-to-face is more powerful than any other source of marketing, so I try to be face-to-face as much as possible. My online game supplements and elevates that contact. For instance, if I’m out there talking to neighbors at an open house, and they’ve seen my stuff online, like my targeted Facebook ads or my blog, it gives me credibility and makes the initial conversation easier. I believe my online presence has to be impeccable, and it must have a unified message. Too many agents jump to different companies and never clean up their online profiles to reflect their current business status, but you never know where people are going to see you. It should all say the same thing.”

Born and raised in Santa Ana, Ernie is still a local. Now he has two little boys of his own, the oldest of whom is following in Ernie’s footsteps and beginning his wrestling career. Ernie still trains himself, and he also enjoys playing the drums and hanging out at some of the local hotspots. With the formation of The North Seventeen Real Estate Group, Ernie is truly living his dream. He not only spends every day doing the work he loves, but he is now able to craft the ultimate client experience around buying or selling a home, especially a one-of-a-kind, historic property. He still has his eye on one particular Dutch Colonial Revival house north of 17th Street in Santa Ana. He says that someday, he’s going to knock on the door and ask to buy it. Until then, his focus is on helping his clients find the property of their dreams.

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Ernie Aguilar The North Seventeen Real Estate Group 2090 N. Tustin Ave., #240 Santa Ana, CA 92705 Tel: 714-200-4607 - Email: Ernie@Northseventeenre.com Web: www.NorthSeventeenRE.com - CalBRE # 01792942 ExecutiveAgent Magazine


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The Challenge To Lead

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he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life. Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true. Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown. As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their possibilities. Be assured that there will be a leader of every group. There will be those who influence others, even if you don’t. There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time. This is the compelling motive for you to rise up and lead the way for others.

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Our families depend on it. Our community groups depend on it. Our nations depend on it. People will follow you for two reasons: They follow you because of your character, for who you are. They also follow you for your skills, for what you can do. Make it your every effort to impart skillful and honorable leadership for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit. Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when? Today, more than ever, you are needed. Your strong character is needed. Your finely honed skills are needed. I know you will rise to the challenge. Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind. 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© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com; http://www.frogpondgroup.com.

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The Yue’s Group Welcoming the World Written by Haley Freeman

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he three Realtors® who make up The Yue’s Group at Realty One Group in Irvine have something special to offer their clients. These young, savvy professionals share a passion for their work and a love for people that transcends age, economic status or national origin. They have chosen this profession precisely because it allows them to work with people from all walks of life, helping them to achieve a most precious attainment: the American Dream.

Chin Thomas Yue and his wife, Nan Han, come from different regions of China, while their colleague, Doris Chen, is Taiwanese-American, raised in Southern California. All speak Mandarin, as well as their respective regional dialects, and all come from real estate families. Bonded by a zeal for real estate that runs in their blood, they came together with a vision of providing expert guidance not only to Chinese buyers who are immigrating to the U.S., but to anyone who is seeking the perfect place to call home.

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Realty One Group provides the right tools and resources to support the group’s global real estate practice, with a sweeping internet presence that allows them to market listings and reach interested buyers no matter where they are in the world. Each member of the team is adept at leveraging technology to maximum advantage, thereby increasing efficiency and convenience for their clients. As young professionals, they bring limitless enthusiasm and energy to their work. These qualities fuel their attention to detail and reliable follow-through. They are upto-date on industry regulations and business management skills that make even the most complicated transaction a seamless experience for their clients. The team is patient when helping people navigate the complex process of buying or selling a home, and they are especially sensitive to the many challenges foreign nationals face due to a language barrier or legal and cultural differences in the real estate process. They lead with compassion. Nan explains, “When someone is coming from a foreign country, there are so many uncertainties in their lives. We take the time to find out what is best for them so we can find a beautiful home for them to build their family. It takes time to build trust and to educate them, but by the end of the transaction, we feel like we are friends. We want them to feel that later on, if they need anything as they settle into life here, they can call us.” Doris adds, “Our ability to communicate in various languages and dialects helps a majority of our current clients feel more comfortable and have a more personal experience.” Thomas, Nan and Doris all enjoyed success in other fields before dedicating themselves exclusively to real estate. While they have many things in common, their individual strengths and abilities are an asset to the partnership. Thomas is the team’s staunch negotiator, Nan is an expert on contracts and regulations, and Doris is a stickler for procedure and timelines. As a team, they are solutions-driven, but their differences make for more creative resolutions than any one could achieve on their own. “We all have individual personal experiences and unique points of view that allow us to

come up with different ideas to tackle the same problem,” Thomas says. In addition to the conscientious, professional service they provide to their clients, The Yue’s Group also does their part to make the community a better place to live by supporting local volunteer efforts. Thomas and Nan are part of an Asian charity group that provides food and personal items to homeless in Santa Ana. Doris is a single mom, and she and her son participate in numerous activities, including his school’s community/charitable events, beach clean ups and various charity walks. Above all, it is this group’s humanity that sets them apart from their competition. Thomas says, “We have a successful record of helping local families and families from different backgrounds. We are local enough to introduce our clients to the community, while our multi-cultural background helps us to understand and be sensitive to cultures from other countries.” He adds “We help local and international buyers to buy locally and help local sellers to sell internationally.” “Each culture is something beautiful, and especially for new immigrants, we want them to see the beauty of America,” Nan says. For Doris, who has traveled all over the world, she says real estate gives her a chance to connect with others in a very personal way. “I am able to relate and understand them more than they sometimes know, as I have walked in their shoes at some time in my life.” The Yue’s Group Doris Chen – Nan Han – Chin Thomas Yue Realty One Group 4010 Barranca Pkwy., Suite 120 Irvine, CA 92604 Tel: Doris - 949-355-5881 Tel: Nan - 949-502-1672 Tel: Chin - 626-376-8559 Email: Doris: dorischenhomes@gmail.com Email: Nan: nancyhanforhome@gmail.com Email: Chin: happythomasyue@hotmail.com CalBRE # 01988708 / 01878341 / 01874271

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Beyond Diversity Training

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s the profile of our communities and workforces changes, understanding and developing skills for working environments and consumers is becoming more critical to the economic bottom line of organizations. The first step many organizations begin with is Multicultural or Diversity training, to bring awareness to the changing consumer and workplace teams. Interestingly, this is where many initiatives start and stop, with the assumption that a one-day session is all that is needed to generate more leads and expand the workforce. Successful organizations understand that Multicultural outreach is more than just celebrating differences once a year. An organization must establish a “strategic intent” with strategies and tactics that move beyond awareness and create economic opportunities for the organization. Understanding the Economics The economics of the Multicultural markets is one major oversight that organizations often make when considering the formulation of a Multicultural plan. The buying power among Asians, Hispanics and African-Americans over the next 5 years is expected to grow several hundred percent beyond that of the traditional non-Hispanic consumer. The argument most often made is that Multicultural homebuyers require more time and effort to get to closing. What those rushing to the next transaction fail to realize is that the relational equity built during that extra time will generate more leads and referrals than they can possibly imagine because Multicultural homebuyers are very loyal consumers. Cultivating Top Producers It is no secret that when teams share the same ethics, values, and vision, they succeed as a group. Understanding and appreciating diverse thinkers, languages, and cultures, makes for insight that may create profitable changes to customer segments you may have overlooked.

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Stereotyping limits access to top producers and ultimately your consumer audience. People tend to presuppose the capabilities of Multicultural professionals because of their accents or the way they dress. When homebuyers can relate to individuals who share their method of communication or understand their cultural nuances, they gravitate toward that individual. Known as the “similar-to-me effect,” managers often recruit real estate professionals who are most like them and not one that necessarily relates to the home buying audience. Consider hiring professionals that have those language and cultural skill sets and more importantly, provide them with the necessary tools to serve the Multicultural home buying audience. Creating a Plan As with all business development or marketing programs, a sound strategic plan should be formulated to insure the success of any initiative. Multicultural outreach plans are no different and should be approached with the same tactical formula of establishing a mission, vision, and strategic intent. More importantly, create measurable strategies, tactics, and accountability metrics for those involved in the initiative. Many Multicultural initiatives fail simply from a lack of planning. Sadly, the initiative is often left up to someone in marketing who is commissioned with creating collateral material and then hoping that something sticks. Be strategic and tactical and measure your efforts as you would any other initiative but also factor in the language and cultural dynamics that go along with the growing, economically influential Multicultural consumer. Oscar Gonzales, Ph.D. is president of The Gonzales Group, a strategic consulting firm to the real estate industry specializing in the ethnic markets. © 2008, Oscar Gonzales, Ph.D. 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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MAGAZINE

Bree Hughes

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ree Hughes earned her undergraduate degree from the University of California, Santa Barbara and set out on her professional journey equipped with an entrepreneurial drive and a roadmap for success. The daughter of Las Vegas real estate moguls, she learned

early not only the mechanics of real estate, but what it takes to succeed in business. She learned that it takes more than just hard work and service excellence to be a leader in any industry. It requires having the vision to create a client experience that is truly extraordinary.

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Written by Haley Freeman

After college, Bree ventured to San Francisco, where she joined entertainment giant Live Nation. When the company reorganized, she was presented with an opportunity to acquire a portion of its business and open her own creative agency. She succeeded in producing large-scale events and user conferences for tech companies while managing more than 200 contract workers. By 2010, she was ready for a sabbatical, and she seized the chance to obtain her MBA at Vanderbilt University. Next, she was recruited by Credit Suisse, where she worked with Sharran Srivatsaa, now president of Teles Properties. When Bree was ready to return to her real estate roots, that relationship became the foundation for her choice of real estate companies. “Teles is such an outlier in terms of technology platforms, infrastructure and training,” Bree says. “It was the best place for me to on-board quickly and enter the competitive landscape I wanted to be in. I love being surrounded by highly productive and focused agents.” Bree works in tandem with Natalie Boyle, also an MBA and industry doyen, advising buyers, sellers and investors about South Orange County’s coastal real estate. Their shared sphere of influence is invaluable, especially when handling off-market transactions or representing clients for whom discretion is paramount. The duo’s multi-pronged marketing approach includes an array of strategies that ensure every client is receiving optimum service and every property is receiving maximum exposure. The proof is in the numbers: their team averages 28 days on the market with a list-to-sale value of 98.6 percent. Bree’s many years in experiential marketing give her an edge in creating the ultimate client experience. “I bring a unique perspective to marketing as a listing agent, since I spent 13 years working with Fortune 1000 brands, telling their story as they launched products and engaged with customers. We have a strategic process that includes understanding our buyer profile and then creating a campaign designed to attract that buyer. Our strategy is calculated to create buzz around the property. It’s like when Apple releases a new iPhone. They send out teasers for months with press releases and commercials. By the time it reaches the market, you already know you want it.” Her high integrity and business savvy also contribute

to the extraordinary quality of her clients’ experience. Bree’s comprehensive understanding of finance and tax repercussions are invaluable as she advises individuals and investors about the long-term impact of their real estate decisions. While Bree describes herself as a self-starter who doesn’t like to have limits, she is also a big advocate of coaching. “Before transitioning my career back to real estate, I spent six months working with a career coach. Now I am working with a Tom Ferry real estate coach, Mary Jett. I think coaching is beneficial in all aspects of life, whether it’s career, life, personal or physical training. It goes back to how I view myself and my profession. I know I can’t do it all on my own.” Bree lives with her husband and their growing family in beautiful San Clemente, where they enjoy soaking up the spectacular, sun-drenched lifestyle that only Southern California can offer. As part of her commitment to community in this unique enclave, she has taken on a leadership role with the Los Niños Guild, a volunteer organization that supports Children’s Hospital of Orange County (CHOC). “My son spent two nights at CHOC with an asthma attack. I wanted to get involved in something I believe in, and after the care we received, I felt compelled to give back.” Bree continues to sit on the board of her family’s real estate and business operations in Las Vegas, and she is well on her way to becoming one of the top Realtors® in the nation. While her drive for excellence ensures that her clients are receiving outstanding care, it is her authentic, human connection that makes their experience something extraordinary. “I take pride in building rapport and trust with people. I’m not focused on a commission. My priority is helping people navigate what is probably the biggest transaction of their lifetime.” Bree Hughes Teles Properties Laguna Niguel 28202 Cabot Road, Suite 510 Laguna Niguel, CA 92677 Tel: 949-556-2094 Email: Bree@breehugheshomes.com Web: www.breehugheshomes.com CalBRE # 01440050

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E XECUTIVE AGENT

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MAGAZINE

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anny Gomes knows first hand the magic of the American Dream. He is the son of Portuguese immigrants who came to the U.S. eager for new

Written by Haley Freeman

opportunities and handed on their legacy of hard work and sacrifice to a new generation of Americans. A talented athlete, Danny was required to maintain his grades and a job if he wished to play sports. He got up early every day throughout high school and did whatever was required to pursue his dreams. Shortly after high school, Danny joined the U.S. Army. Upon his return, he earned his degree in kinesiology while playing football at the University of La Verne. He served five years in the Army National Guard, before recommitting to active service with the U.S. Air Force. He has served in the Air National Guard ever since, for a total of 16 years of military service to our country. Today, as co-owner of RE/MAX Legacy in Brea with his wife, Lisa, Danny continues to serve his community with honor by providing unrivaled service to families seeking their own American Dream. With more than a decade of industry experience as a RealtorÂŽ and investor, and with the power of RE/MAX behind him, Danny is giving his all to building a company founded on the core values he believes in: integrity, service, character, professionalism, excellence, respect and teamwork.

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The effort Danny and Lisa have made to personify these traits is enthusiastically acknowledged by people who do business with them and their agents. One client reported: “Danny & Lisa - along with their entire team - are the utmost of professionals and know how to get the job done! Mr. Gomes is a war veteran who understands honor and keeps his word. Highest praise possible.” Another said: “Danny and Lisa Gomes are incredible people who have really done a wonderful job showcasing their real estate knowledge in our local market. I have the pleasure of knowing them as well as other agents in their RE/MAX Legacy office and am so impressed by the kind and professional environment they have created. I would recommend RE/MAX Legacy to anyone with real estate needs.” As a Realtor®, Danny inspires trust, and as a leader, he inspires excellence. “Our office exists to help our agents grow to their full potential. We define leadership as ‘service committed to mastery.’ I provide everything I can to help them grow as leaders in our office and in the industry, and to enrich their lives and lives in the community. We have 22 agents here, and I still produce with a team of six people. I want everyone to succeed.” For Danny, serving with honor means standing by his word. “If something comes up in a transaction, I’ll do whatever it takes to make it work. I’m not going to let a client be upset. Sometimes, I just have to humble myself and remember that my integrity is more important than just this one deal. The client’s happiness is most important.” A true patriot, Danny places special emphasis on assisting military personnel who want to own a home. He is a Military Certified Residential Specialist (MCRS) who often helps veterans with the cost of getting into a home and regularly supports causes that provide services to military personnel and their families.

Danny also has strong relationships with probate and trust attorneys, with whom he works to help families dispose of real estate assets with minimal worry. “There are a lot of downsizing baby boomers in this area and some who are passing away. I have services and vendors in place to make the process as smooth as possible for families going through this life transition, and often under challenging circumstances.” Danny and Lisa enjoy living in their home community of Blackstone, where their young daughters have recently learned to ride their bikes on the neighborhood’s family-friendly streets. “Lisa and I work closely with our Community Home Association to help throw neighborhood events. Our community is unique in which there are many young families with children. We love gathering everyone together and hosting family fun events, like an Easter Egg Hunt, Summer Ice Cream Socials and Halloween parties so that our neighbors and community members can get to know one another.” As a family man, a warrior, a professional, and a member of the community, Danny’s desire is to serve, and serve with honor. “I make it my personal mission to help in any way I can. It is my absolute passion to help others achieve their goals.” Danny Gomes RE/MAX Legacy 135 S. State College Blvd., Ste. 675 Brea, CA 92821 Tel: 714-696-9162 Email: Danny@DannyGomesHomes.com Web: www.DannyGomesHomes.com CalBRE # 01715849

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Creating A Positive Attitude To Achieve Positive Results he grandfather of a friend of mine always said, “Can’t gets nothin’ done.” And boy, was he right. Basically, he was saying that if you say you can’t do something then you can’t. What you think determines your level of success. If you think you can’t do something – you’re right! If you think you can do something, then anything is possible – you’re right!

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It all depends on your attitude. Attitude will lift you up or shut you down. Nothing can stand in the way of the person with a positive attitude. Nothing can stand in the way of the person with a negative attitude. Attitude is the number one reason individuals succeed or fail. So, to guarantee success, to make sure you get everything you want and deserve in life, check your attitude. Your attitude determines the state of world you live in. It is the foundation for every success and every failure you have had and will have. Your attitude will make you or break you. Attitude creates the way you feel about people and situations. Your actions are a result of your attitude, which, in turn, creates a reaction from others. So, basically, what you think . . . you get. It is your attitude toward others and the Universe that determines the resultant attitude toward you. Incorporate a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin. I know it sounds simple, but the truth is….it IS simple! Where Do Negative Attitudes Come From In The First Place? Negative attitudes come from thinking negative thoughts over and over until they have become a part of your subconscious – they’ve become habitual, a part of your personality. You may not even realize you have a negative attitude because it’s been with you for so long. Once you have a bad attitude, you expect failure and disaster. This expectation turns you into a strong magnet for failure and disaster. Then it becomes a viscous circle. You expect the worst - you get the worst - your negative

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beliefs are reinforced – you expect the worst – you get … . . . Got the picture? So, How Do We Shift Our Thoughts And Create A Positive Attitude? It takes work, but creating anything of value takes work. In order to have a new attitude we have to change our subconscious thinking. How do we do this? By analyzing every thought we have until positive thinking becomes habit. You’re merely replacing an old habit with a healthy habit, much like replacing exercise for smoking. You can’t just stop being negative – you have to replace those negative thoughts with positive ones. Some people would say, “But negative situations are a reality. They just show up in every day life.” This is absolutely not true. Situations are a reality, yes. They do show up. It is your ATTITUDE that makes a situation positive or negative. It’s time for you to realize that YOU are in control of how you think and feel – no one else on earth has this power unless you give it away. Take control of your attitude, and you take control of your results. “Your state of mind creates the state of your results.” In closing this week, I’d like to offer an exercise that I’d like you to complete in the week ahead: Think about specific problems you have had in the past. Maybe you were fired from a job. Maybe someone you loved ended your relationship. Perhaps a co-worker took credit for your work. Or you had a flat tire on the way to an important meeting. How did you react to these perceived problems? Did you control these situations or did you allow your perception of the situation dominate you? I use the word “perception,” because that’s what problems are – they are simply situations that you

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Written By Mark Hansen

perceive as being difficult. But situations are neither bad nor good, they just are. YOU are the catalyst that turns a situation into a negative or a positive experience. You are the one who is in control of your own perceptions. You, no one else, is responsible for how you respond. Life is not predictable and most people immediately create a negative situation when thrown a Universal curve ball. As an exercise, the next time a situation occurs in your office or home – step back, stay calm, stay quiet, and stay in control of your emotions. Watch how those around you allow their negative attitudes to control a situation that could have just as easily been positive. Then while others are running around, talking about how bad things are – come up with a positive solution. Smile and tell them how pleased you are that you have this opportunity to be in this situation. Of course, they’ll probably think you’re a little crazy, but that positive, can-do attitude will be contagious. You’ll see how

quickly the negative energy shifts when treat a situation in a positive manner. Creating a positive mental attitude takes exercise. It’s all about realizing that situations are going to arise and you have two choices – you can either join the masses and choose the old, negative, self-defeating way of thinking; or you can meet situations head on and see them as opportunities to flex your positive mental muscles. Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. Copyright© 2005, Mark Victor Hansen. All rights reserved. For information about Mark’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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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

Jenn Levin 714-904-9424 NMLSR ID 448482

Jason Doby 949-445-3629 NMLSR ID 823512

AJ Kouhi 909-255-6844 NMLSR ID 883069

Kathy Niemczyk 714-934-2065 NMLSR ID 433497

Nathan Lindsey 714-394-0506 NMLSR ID 665133

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

Robert Bruch 714-717-6617 NMLSR ID 223111

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

Robert Michael Garin 714-483-5504 NMLSR ID 490240

Yoona Kim 714-886-7484 NMLSR ID 461746

Kristi Nguyen 714-580-5211 NMLSR ID 457844

Rommel Salazar 714-600-0476 NMLSR ID 798673

Rishant Taneja 714-655-8861 NMLSR ID 473697

Devon Doan 714-767-5664 NMLSR ID 754683

Laura P. Licea 714-934-7396 NMLSR ID 196656

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. AS2530479 Expires 08/2017


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