MARCH 2015 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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CYNTHIA CASTIGLIA Executive Agent of the Month

Inside Features: Gina Alderson imortgage Alpine Mortgage Planning Company Profile Isabel Alvarez Century 21 Award Mark Martinez imortgage Sandra Thiel HÔM Sotheby’s International

COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

• Alpine Mortgage Planning is a direct lender • Retail branch of Pinnacle Capital Mortgage Corp • 2013 – Funded $7 billion • Focused on purchase business • Broker and banker • In branch set-up, processing, and docs • In-house marketing support • CRM • Production assistants to allow you to be in the field • Employer paid health benefits • 401K • Multiple sources for jumbo product with excellent pricing and delegated underwriting

We’re proud to announce our new office in Newport Beach at Bayview Corporate Center. Alpine Mortgage Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right support team behind you. Join us!

VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION! JOHN J. REED Branch Manager MLO-869516

Cell 714.305.2912 Fax 855.688.2743 jreed@alpinemc.com © 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.

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Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

March, 2015

N. Orange County

Cover Story

Editorials

12 - Tony Alessandra: Visualization

30 - Matt De La Cruz:

Work/Life Balance Having It All

16 - Jason Hanson:

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

ADVERTISERS’ INDEX Alpine Mortgage Planning..................2

How To Determine If A Seller Is Not Motivated

Greenpath Funding..............................9 imortgage....................................27

36 - Dirk Zeller:

imortgage HB..................................33

Can You Afford To Take A Break?

19 Cynthia Castiglia Executive Agent of the Month

i Photography Studio..................25-32 Kinecta Federal Credit Union............13

06 - Zig Ziglar:

PWAOR.........................................8

Worry

The Termite Guy..............................38 Ticor Title Company.........................40 Wells Fargo Home Mortgage...........39

34 Gina Alderson

10 Isabel Alvarez

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2015 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.

04 Alpine Mortgage Planning

28 Mark Martinez

14 Sandra Thiel

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E XECUTIVE AGENT

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MAGAZINE

Alpine Mortgage Planning Opens New Branch in Newport Beach

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o provide the Orange County area with top-producing mortgage advisors and in-branch operations, Alpine Mortgage Planning (AMP) has opened a new retail mortgage banking branch in Newport Beach, CA. The beautiful 7,582-square-foot branch is in the Bayview Corporate Center, overlooking the Back Bay of Newport Beach.

The new branch is the result of Alpine Mortgage Planning’s continual growth, propelled by repeat and referral business driven by customers who appreciate the company’s range of products and its commitment to providing responsive client care.

AMP offers a variety of home-loan solutions, including first-time homebuyer programs with down-payment assistance, local bond programs, FHA, VA, Conventional and Jumbo products.

As a direct lender with Freddie Mac and Fannie Mae, and a Ginnie Mae servicer, AMP is able to control all

aspects of the transaction. With its state-of-the art loan platform and customer contact management (CRM), the company is able to communicate timely to all parties involved in the transaction.

John J. Reed (MLO 869516) will lead the new office, along with sales manager Robert Fair (MLO 816387), operations manager Leann Guggenmos and marketing branch contact Sarah Underwood. “John is a seasoned mortgage veteran with ample leadership to his credit.

With over 27 years of experience in the business, he has aligned with industry leaders, maximizing his potential and inspiring others to follow suit,” said Jeff Strode, regional vice president of Alpine Mortgage Planning, a Division of Pinnacle Capital Mortgage Corp.

AMP was founded to educate first-time homebuyers on the benefits of homeownership and how to plan for the future. The company’s mortgage advisors work with each client so that financial goals are made and expectations are exceeded.

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Along with individual client planning, AMP aims to build and maintain strong relationships with its real estate partners, the surrounding community and local businesses through first-time homebuyer seminars, Realtor® partner lunch-and-learns and charitable contributions to several different organizations.

“Alpine Mortgage Planning attracts consumers and real estate professionals who seek to work with motivated and knowledgeable mortgage advisors,” Reed said. “AMP is always seeking to hire driven and motivated mortgage professionals who are looking to advance in the industry and assist in educating the public on the most responsible ways to plan for the future.”

Headquartered in Roseville, California, with locations throughout the West Coast, all employees of Alpine

Mortgage Planning share one vision and practice AMP’s core values: Teamwork, Empowerment, Positivity and Excellence.

John Reed

MLO 869516

Alpine Mortgage Planning 3501 Jamboree Rd., Ste. 200 Newport Beach, CA 92660 Tel: 949.398.3655 Email: JReed@alpinemc.com Web: www.alpinemc.com/jreed NMLS ID 81395 © 2015 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender | NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act Regulated by the Division of Real Estate Colorado. .

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Worry orry has been described as “interest paid on trouble before it comes due.” One of America’s worst enemies is worry. Worry is like a rocking chair; it requires a lot of energy, and it gets you nowhere. Leo Buscaglia said, “Worry never robs tomorrow of its sorrow, it only saps today of its joy.”

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Question: Are you a worrier? Americans take more pills to forget more worries about more things than ever before and more than people in any other nation in history. That’s bad. According to Dr. Charles Mayo, “Worry affects the circulation and the whole nervous system. I’ve never known a man who died from overwork, but I’ve known many who have died from doubt.” Doubt always creates worry, and in most cases, lack of information raises the doubt.

Life is much like Christmas. You’re more apt to get what you expect than what you want. Mathematically speaking, it really doesn’t make sense to worry. Psychologists and other researchers tell us that roughly 40 percent of what we worry about will never happen and 30 percent has already happened. Additionally, 12 percent of our worries are over unfounded health concerns. Another 10 percent of our worries involve the daily miscellaneous fretting that accomplishes nothing. That leaves only 8 percent. Plainly speaking, Americans are worrying 92 percent of the time for no good reason, and if Dr. Mayo is right, it’s killing us.

One solution that will reduce your worry is this: Don’t worry about what you can’t change. Example: For a number of years I’ve flown in excess of 200,000 miles a year. On occasion, flights are canceled or delayed. As I write this, I’m sitting on the runway waiting for my gate to clear. If I worry or get angry, nothing will change. If I take constructive action and finish this article, I’m ahead of the game. That’s a positive way to use the energy that I would have wasted on anger, frustration, or worrying.

The message is clear: If you don’t like your situation in life, don’t fret or worry--do something about it. Worry less, and act more.

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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Written by Zig Ziglar

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THE PREMIER PURCHASE LENDER • Purchase focused lending • Turn times unmatched by other lenders • Mortgage solutions to meet your buyers needs Brian Liebman President 949-860-3495

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J. Horacio Herrera Sr. Mortgage Consultant 619-646-5800

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Doc Spaulding Sales Manager 858-750-9110

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Ryan Amaro Mortgage Consultant 619-729-1161 NMLSR ID 1101389

Joel Berman Sr. Mortgage Consultant 619-279-2935

Chris Young Mortgage Consultant 949-340-2622

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Scott Miller Mortgage Consultant 949-228-2497

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Shawn Gallup Sr. Mortgage Consultant 951-219-4373 NMLSR ID 1007912

E XECUTIVE AGENT

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MAGAZINE

Isabel Alvarez

sabel Alvarez is a self-motivated, energetic person who recognized early in her life that real estate was a profession where she would excel. Her initial aspirations of becoming an elementary teacher cooled as she realized that being tied down in a building all day was not a good fit for her lively personality. In her early twenties, Isabel enrolled in real estate training with

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Coldwell Banker. “I wanted something that allowed me to control my income and hours. I don’t like having the same routine every day. I like being on the move, and I’m pretty adventurous. I already had experience with commission sales, and I had really enjoyed working as a receptionist for Century 21 when I was in college.”

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Driven to Serve and Succeed Written by Haley Freeman

Isabel was the youngest agent in her office, but her determination to succeed helped her to gain the confidence of clients and colleagues. “I have to say that everybody in my office helped me along the way. It was hard for people to trust that I knew what I was doing because I was young and looked even younger. I realized that to succeed, I had to really know my business. So I spent a lot of time looking at properties and learning about the areas. I also educated myself on the local market conditions and trends.”

Today, with more than 19 years of experience in the business, Isabel is a top-producing agent with Century 21 Award. “I came here when the market fell, and I was looking for a positive, motivating work environment.

Century 21 is an enduring brand, with a reputation that is recognized worldwide. I especially like the backing and training I receive here that helps me to give more knowledgeable service to my clients.”

Isabel is certified as a Cartus Relocation Agent and a USAA & Navy Federal Preferred Agent. Both elite designations require rigorous training and annual recertification.

Isabel prefers to work primarily as a solo agent, not only because she is a self-starter, but also because most of her business comes from referrals. “I don’t want to pass them off to another agent when it is me they have been referred to for what could be the largest investment of their life. I want to be sure they get the service they have been promised. My mom is also an agent, so sometimes I team up with her when I have a client in south San Diego where she works and lives.”

Real estate is a family endeavor, as Isabel’s brother is a lender, and her nine-year-old daughter is a Realtor®-intraining who often accompanies her after school. Isabel’s family is also in construction and enjoy working together.

“I have learned a lot from remodeling many times and doing things myself, so I have extra knowledge to help my clients. I may notice things that could be a potential problem and am able to point that out to them. There are a lot of investor flips on the market right now, and sometimes they look good on the outside but are not so good underneath.”

Magazine’s 5 Star Reader Satisfaction Award. In 2014, Isabel received Century 21’s Masters Ruby Award, selling almost $8 million in Real Estate last year alone. “Last year was a great year. I was able to help so many clients who came to me through referrals. I’m not doing much advertising, so it means a lot to me to know that people respect me that much to entrust me to their friends and family.”

Isabel contributes a portion from every sale to Easter Seals through the Closing for Kids program. This 35-year partnership between Century 21 and Easter Seals has generated over $100 million for the organization. “I have a friend whose 22-year-old son is autistic. I really wanted to help support an organization that she and others can go to for resources and guidance.”

“I love helping people get into a home. Showing property is fun to me. I have become friends with many clients, and I really enjoy my time with them. My manager told me recently that I’m like a mama bear. I’m always out there looking out for my clients’ best interests and will fight for them if needed. I think my best qualities are that I am no-nonsense, driven and trustworthy. I don’t believe you can talk someone into buying a house. My job is to guide them so they can choose the right home where they will be happy for many years.”

Isabel Alvarez Century 21 Award Carlsbad 2011 Palomar Airport Road Carlsbad, CA 92011 Tel: 760-207-2831 Email: isabelsellshomes@gmail.com Web: www.sellingsandiegocounty.com CalBRE # 01219632

Isabel’s professional dedication has earned her many honors. She has been a Top 10 Club member since joining Century 21 in 2007, and she is a recipient of San Diego ExecutiveAgent Magazine

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Visualization

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isualization is indispensable tools in helping people attain their goals. Musicians and athletes have proven that visualization is an effective substitute for real practice.

Feel. What would your tactile sensations be? You would feel people rubbing up against you in the crowded room. You would feel others shaking your hand. What else?

In visualizing your goals, you will live your accomplishments in your mind’s eye. The more of the five senses that you can involve, the greater your chances are of accomplishment.

Taste. Taste in your mind the champagne you will be drinking.

For example, you may want to be the Salesperson of the Year in your company. You know that each year an awards banquet is given during which a plaque is presented to the year’s sales leader. You may choose to focus on this banquet for your visualization exercise. Here is what you do: Make yourself comfortable. Close your eyes and relax.

Slowly and systematically go through all of the five senses. Imagine what you would be experiencing at the banquet.

Sight. Imagine what you would see there. You would see other salespeople and their spouses. Imagine what they are wearing.

You would see tables decorated and waiters scurrying about.

You would see the bar and people standing around talking.

Keep expanding what you “see” for several minutes.

Sound. What would you hear? You would hear the chatter of people. You would hear laughter, the tinkling of glasses, music from a band, and people talking. You would also continually hear people coming up to congratulate you. Imagine that!

Taste the food you will be eating. Experience the sweet taste of success - in advance! Most importantly, imagine the exhilaration you will feel when your name is called to receive the award! Take your time during this exercise and enjoy it. The more you can “visually” attend this banquet, the more motivated you will become.

To aid in your visualization exercise, you might want to start a visualization file. This is a file into which you put pictures, clippings, letters, and other reminders of what it will be like to succeed. Your file should also contain letters or awards that you have received in the past.

Anything that makes you feel good about yourself can be included in the file. It can then be used as a source of motivation and inspiration, especially if you begin to feel a little down or de- motivated. We all need to be reminded of our past accomplishments once in a while. Be your own best friend -- remind yourself!

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. Copyright© 1999, Tony Alessandra. All rights reserved. This article has been adapted from Dr. Alessandra’s book, The Platinum Rule (Warner Books, 1996). Dr. Tony Alessandra is recognized

by Meetings and Conventions Magazine as... “one of America’s most electrifying speakers.” For information about Tony’s keynote presentations, please call The Frog Pond Group at 800-704-FROG (3764) or email susie@ frogpondgroup.com; http://www.frogpondgroup.com.

Smell. Imagine all the smells you would experience: women’s perfume, food, alcohol, men’s cologne, and the smell of floral decorations. What else?

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ExecutiveAgent Magazine

A Partnership

Rooted in Success

Kinecta Federal Credit Union’s mortgage professionals are committed to making the financing experience simple and seamless for you and your clients.

We support local Realtors by building personal relationships • Join us in presenting free workshops for first-time home buyers • Loan Consultants answer questions about financing options at your Open Houses • Highlight your prime properties on our Facebook House of the Week feature What your clients can expect • Pre-approvals to help save time when shopping for the right property • Fast, priority turn times for all purchases • Our Purchase Guarantee – we close on time or we pay1 • Competitive rates, flexible terms and low fees

With 75 years in the financial services industry, Kinecta understands the dynamic needs of today’s borrowers. We also are committed to building stronger communities through our network of employee volunteers. Partnering for success starts with all of us, and we look forward to partnering with you.

Contact us today!

Erik Jenner, NMLS# 38025

Mgr. Mortgage Loan Sales direct: 949.253.5337 • fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Not-for-profit | Member-owned | Est. 1940 All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions.

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E XECUTIVE AGENT

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Sandra Thiel has always been passionate about helping clients choose and create a beautiful space in which to live. She uses that passion to guide sellers on how best to emphasize their homes’ attributes for the market as well as assisting buyers to see a properties’ hidden potential. She holds a BA from California State University, Fullerton and a certificate in interior design from the Interior Designers Institute, Newport Beach.

otheby’s International Realty is perhaps the world’s most elite real estate brand, recognized around the globe as a purveyor of extraordinary homes. The company has more than 700 offices in 52 countries and territories, and the HÔM Sotheby’s brand is synonymous with the luxury homes and lifestyles unique to Southern California.

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Sandra began her real estate career managing multifamily property renovations for a real estate reinvestment company. Later, she became the director of design at The Irvine Company, a developer of residential and commercial communities throughout coastal California. She managed interior design projects for apartment communities, from ground-up development to the reimaging of existing properties. “I collaborated with contractors, architects, interior designers, landscape designers, property managers – anyone who was involved in the aesthetic design and function of the property and would have an impact on the community’s comfort and livability. I have always had a passion for home design, creating a space of well-being for families to live in. We all respond to the ambiance of our environment and choose places based on the feelings we get when we spend time there.”

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Sandra Thiel

Unparalleled Service in a World-Class Market Written by Haley Freeman

Sandra left this position when the economic downturn forced company-wide layoffs in 2009. “I loved my job and would not have decided to leave in a million years.

I was unable to imagine a more gratifying business for myself. As it turned out, this was a blessing in disguise -I wish I made the change to real estate sooner. I feel more in control of my destiny. I work ten times harder, but it is rewarding in every way.”

With her husband’s encouragement, Sandra began selling real estate at the end of 2009. “I started at the hardest time, and when I decided to do it, I was determined to succeed at it. I definitely learned a lot of good habits in that market, among them, to have a positive attitude. There is opportunity in every market. People always ask when is the right time to buy or sell. I tell people that the right time is whenever it is the right time for you and your life needs. There will always be a way to get their needs met in any market.”

Sandra transferred her business to Sotheby’s this year.

“I wanted to leverage a brand that is established and recognized in the luxury market. It is important to me to be associated with a company that has an international presence, and my vision is to use that reputation for excellence to increase my business.”

HÔM Sotheby’s marketing is second to none. “Our marketing image is high-class. It sets me apart from other brokerage firms. The materials that are done by our marketing group create an emotional response. They are simple, current and relevant. Most of my business is done by referral, so one of my goals is to use Sotheby’s marketing to get myself out to more, new people. This is an opportunity for me to enhance what I’m already doing and make my business new again.”

they lived in for 20 years and feel like they’re selling off all of their memories of the holidays and raising their children. They may have endured the ups and downs of losing multiple purchase bids. My client can be emotional, but I don’t want to negotiate on their behalf through their emotions. I am always surprised when I see seasoned agents on the other end of transactions become too emotionally involved. When agents find a way to work together, even if there are issues, we can create a win-win for both clients.”

Sandra, her husband and their twin daughters enjoy outdoor activities, art, spending time with family & friends and travelling, particularly to national parks. She and her husband also love to sample the hip, new restaurants around south Orange County, especially in the coastal communities.

“My philosophy is to put clients first and secure their loyalty through exceptional service. I believe that if I’m providing great service, I will earn my clients’ future business and the respect of my colleagues.”

Sandra Thiel HÔM Sotheby’s International Realty 32356 South Coast Highway Laguna Beach, CA 92651 949.307.0400 sandra@orangecounty-homes.com orangecounty-homes.com CalBRE # 01874934

One of Sandra’s greatest strengths as a real estate professional is her skill as a negotiator. She stands out in her ability to cooperate with other agents and encourage a spirit of teamwork in meeting the needs of both buyer and seller. “One of the main reasons that people hire a Realtor® is to take the emotion out of the transaction. I definitely have compassion for people who are selling or buying a home. They may be downsizing from a home

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How To Determine If A Seller Is Not Motivated

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recently got off the phone with a seller. The deal involved a property in a neighborhood I really like.

There was decent cash flow ($200) and this was the bread and butter type of deal I like to close.

I didnt get the deal. One of the funny things about this business is how sellers will appear motivated at first and then when you talk to them the next time their story completely changes.

Well, with this particular deal I was trying to buy the property subject-to. I want to show you how I try and close a seller and how I know when its time to give up.

When you first talk to a seller you build rapport and ask questions you need regarding the property. (For me, I was talking with this person after my assistant found out the initial information about the property). Once you’ve gotten all of the information you need, you present your offer to the seller.

Now, if a seller is truly motivated they will take it immediately. However, on this particular call the guy informed me that he didnt want to be on the hook for the loan and he would try and rent his property himself. I then proceeded to re-explain all of the benefits of working with me such as he would have guaranteed payments for the next 5 years; he wouldnt have to worry about vacancies or any tenant hassles at all. After I explained all of this, he still wasnt interested.

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Do you know how to tell if a person is at least slightly motivated? If they ask questions! You see, every time I explained all of the benefits of working with me, the guy didnt ask any questions or care at all. If he were even a little bit interested he would have at least asked me a few question questions are good and this is when your sales skills and scripts come into play.

However, if you’re dealing with an unmotivated seller it doesn’t matter if you’re the best salesperson in the world, because he doesnt want what you’re selling.

Anyway, so after I explained to him the benefits of selling to me about three different times and how not once did he bite or ask any questions, I knew there was no deal to be had. But, Im still going to follow up with this guy in 30 days because time always increases motivation.

And remember you can’t force a deal. I know we all want deals badly but if they aren’t interested there is nothing we can do. So as soon as you figure out someone is not motivated, get rid of them and move on to the next person.

Jason R. Hanson is the founder of National Real Estate Investor Month, author of How to Build a Real Estate Empire and mentor to students all across America. To get a FREE copy of Jason™ Special Report The Insider™ Guide To Buying Your First Investment Property in 83 Days or Less! visit http://www.PrimoCoach.com or call 800-865-1702.

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Written By Jason Hanson ExecutiveAgent Magazine

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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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

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Cover Story

CYNTHIA CASTIGLIA Executive Agent of the Month

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CYNTHIA CASTIGLIA Keller Williams Realty Written by Haley Freeman - Ian Wiant Photographer

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standout professional with more than 13 years in the business, Cynthia Castiglia has earned the respect of her clients and peers, along with numerous awards for service excellence. When she began

being the difference and consistently exceeding expectations.”

“When I decided to pursue real estate as a life career change, I hit the ground running,” she says. “Everything clicked, and everything about it felt right. I’m fortunate to have the gift of communication, as someone who will listen to the needs of my clients first, and then assess, advise and counsel. By following through on what I’d learned about real estate and cultivating new business, as well as utilizing my prior skillset from my years in sales, by the end of my first year in this business, I was the number one agent in my office. I loved every facet of the business and still do.”

Cynthia is a hands-on professional who does not leave her clients’ happiness or the successful close of a transaction to chance. A solo agent, she sees every deal through from beginning to end. She is present for inspections and appraisals and personally goes over all disclosures with her clients. “I am often asked by my clients if I will be their specific contact throughout a transaction. The answer of course is a resounding ‘yes.’ It’s vitally important to me that when I am hired by a client, they know they get me. Not my assistant. Not another agent. For this reason, I keep my business at a leveled tier whereby I can deliver personalized service.”

selling real estate in the early 2000s, she brought with her a love for the Southern California community where she grew up, along with the skills she had acquired as a successful recruiter and business development manager.

“I enjoy people, and ultimately I would like to be the professional in my field that provides my clients with the best experience they’ve had in the sale or purchase of a home,” says Cynthia. “I try to make a difference by

Cynthia has developed a unique system for exchanging information with new clients and establishing realistic expectations right from the beginning. The process involves upfront efforts to thoroughly prequalify buyers, establish market value and clear title for listings, as well as candid dialogue with clients about what their financial responsibilities are in a transaction. “I have a quality screening process when meeting with a potential client.

If I am going to commit to someone, I want to know they are committed to me as well. Together, we discuss realistic expectations and projected outcomes. I want a seller to understand how the commissions are calculated, what they are paying for, and to whom at what point in time.

Likewise, I want a buyer to understand current market inventory and how we can best position ourselves to write an offer for acceptance.”

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In order to ensure that transactions run smoothly, Cynthia enlists the support of a team of proven affiliates with whom she has worked for over a decade, each having 25+ years in their respective fields. “We have mutually respectful professional relationships with one another. Having had first-hand experience with each of them - I know they will provide my clients with an unparalleled level of professionalism and outstanding customer service. Ted Learakos at UAMC is unsurpassed in his field as a lender.

Reliable and thorough, there is never a doubt my file will get to the finish line when he’s involved in the buyer’s loan. My appraiser, Kevin Barnard, meets with each of my sellers. Elaine Janks at Chicago Title is a walking encyclopedia of knowledge and a customer service icon.”

Melinda Kirkwood, Cynthia’s transaction coordinator, is also a licensed veteran agent who has chosen to capitalize on her extraordinary quality control process by keeping all files organized and compliant so Cynthia can focus her personal attention on her clients.

Everything Cynthia does ensures that her clients receive one-on-one attention. “I am very high-touch in a very high-tech industry. With the ease at which the consumer can access information online today, it is vitally important

to maintain a live presence. No matter how high-tech this industry becomes, I believe there is no substitute for human interaction – it is a necessity in this business.”

That high-touch business philosophy has earned Cynthia a Five Star Zillow rating and Orange Coast Magazine’s Five Star Real Estate Agent designation for five consecutive years. The honor is based on independent client satisfaction surveys, which evaluate agents based on nine criterias: customer service, communication, finding the right home, integrity, negotiation, marketing of the property, market knowledge, closing preparation and overall satisfaction. “This business is very much reputation-driven. You earn that reputation – whatever it is – by your work ethic. This particular recognition award is important to me because it isn’t about how many homes I’ve sold. My sales are the byproduct of skills and commitment to business. I will never compromise my integrity or jeopardize my reputation for money. What I’m most proud of throughout my career is that my clients’ expectations are exceeded and they’ve referred me to the people in their lives who are important to them. Nothing speaks more highly of a professional in any respective field than a referral.”

ExecutiveAgent Magazine

Exceeding Expectations Every Time Clients in Yorba Linda expressed their appreciation for Cynthia’s care and expertise, “Within a three-year period, we completed four transactions with Cynthia: two sales and two purchases. Marketing and advertising of our homes both times was top-notch. Purchases were incredibly smooth, negotiations swift and precise. She was personable, communicative and honest – one of the hardest working professionals we’ve ever encountered.”

The natural result of honoring her clients’ best interests is high production. For the past two years, Cynthia has finished as one of the top 10 performing agents for GCI, closed volume and units out of nearly 700 agents in

her Keller Williams office. She also has the distinction of achieving the highest recorded sale to date for the Anaheim Hills/Yorba Linda/North Tustin Market Centers: $4,050,000.

Among the reasons Cynthia chose to bring her business to Keller Williams three years ago were the company’s reputation and advanced technology. “My decision to join KW was based on evidentiary data: The organization’s technology platform is light-years ahead of the competition, thus allowing my business to expand in a shorter period of time while reaching a larger audience.”

ExecutiveAgent Magazine

With respect to the company’s leadership, Cynthia states, “I have great respect for my broker, Blake Vartanian. We have worked together at two other brokerages over the years. When he opened this office, he invited me to join him. Blake is an exceptional leader and a motivator with incredible vision and fortitude. He has been my personal coach and mentor and the most influential individual in my real estate career.”

There are few things more gratifying in a career than earning the respect of the professionals you admire most.

Blake comments on his professional regard for Cynthia, describing her as having “the true ‘win-win or no deal’ spirit, driven by a high-minded sense of integrity, always focused on doing the right thing in pursuit of success/ results for her clients.”

Cynthia’s focus and dedication to her business often makes for 12+ hour days, but she always makes time for her greatest love, her 13-year-old daughter, Amanda.

“She’s an honor student and very active in the community. She’s been playing soccer since the age of four and is an amazing athlete. In my free time, you’ll find me on the soccer field or volunteering at the local animal shelter.”

“You can’t buy experience, success, loyalty, respect or business for that matter. These intangible commodities can only be earned.” Cynthia’s outstanding record demonstrates that she has earned all of these things, exceeding the expectations of her clients every time.

ExecutiveAgent Magazine

Cynthia Castiglia

Keller Williams Realty 19631 Yorba Linda Blvd., Suite A Yorba Linda, CA 92886 Tel: 714-348-7114 Email: Cynthia4RE@hotmail.com Web: www.agentcynthia.com www.zillow.com/profile/Cynthia-Castiglia CalBRE # 01371924

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30972 CARRARA - LAGUNA NIGUEL Nipper Larson Mortgage Planner

Nipper Larson, Loan Consultant Direct (949) 297-1405 nipper.larson@imortgage.com NMLS ID 273037

Joanne Grisaffi, Realtor (949) 294-4442 209Avenida Del Mar, #104 San Clemente, CA 92672

24442 Avenida De La Carlota, Suite 110, Laguna Hills, CA 92653. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 03032014.

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cell:

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NMLS ID 373037

Samantha Gorrell Realtor®

cell:

951.265.9432

samantha.gorrell@cbzhomes.com BRE #01494471

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. If you are working with lender or Realtor® this is not meant as solicitation. Licensed by California Department of Corporations 4130969. All rights reserved 12/2011.

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Mar 15 5 pm - 10 pm

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Community Ctr (CC)

Sat/Sun Jul 19/20 All Day

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Sun

Apr 6

Village Art Faire

Del Mar Street

Sat

Jul 19

Band Meets Sand

Pier

Sat

Apr 12 8 am - 4 pm

Garden Fest

CC

Sun

Aug 10

All Day

Street Faire Fiesta

Del Mar Street

Sat

Apr 19 7 am - 11:30 am

Springtacular

Vista Hermosa Park

Thurs

Aug 14

6 pm

Bands Meet Sand

Pier

Sat

Apr 26 10 am - 2 pm

Earth Day

San Clemente Pier

Thurs

Aug 28

6 pm

Bands Meet Sand

Pier

Sat

May 3

Sun

Oct 5

11 am - 3 pm Seafest

9 am - 3 pm

12 Noon - 6 pm

6 pm

Pier

Pier

Cinco De Mayo

Max Berg Plaza Park

Mon May 26 11 am

Memorial Day

CC

Fri

Nov 7

6 pm - 11 pm Taste of San Clemente SC Casino

Thurs Jun 19 6 pm

Bands Meet Sand

Pier

Wed

Nov 26

5 pm - 7 pm Thanksgiving Dinner

Sun

Paint San Clemente CC

Thurs

Nov 27

6 am - 11 am Turkey Trot

Dana Point Harbor

Fireworks

Fri

Nov

5 pm-9 pm Puttin on the Glitz

Del Mar Street

Mike Calvert Fri

June 22 All Day July 4

9 pm

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Laguna Hills Branch Manager Nipper Larson, Loan Consultant Direct (949) 297-1405 nipper.larson@imortgage.com NMLS ID 273037

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Joanne Grisaffi, Realtor ® (949) 294-4442

949.297.1412 mike.calvert@imortgage.com NMLS ID 174457 24442 Avenida De La Carlota, Suite 110, Laguna Hills, CA 92653. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 03032014.

209Avenida Del Mar, #104 San Clemente, CA 92672

occoastalrealestate@ymail.com CA BRE# 01164869

24422 Avenida de la Carlota, Suite 110 Laguna Hills, CA 92653

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Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 01152015.

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We have a loan for every home... simple as that.速 ExecutiveAgent Magazine

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Mark Martinez

Committed to Customer Service Excellence Written by Haley Freeman

A

19-year veteran of the home lending industry, Mark Martinez is a stand-out professional known for dedication to his craft and care for his clients. As a sales manager at imortgage, he has built an outstanding loan team with a high-touch customer philosophy.

“Customer service is a strong part of why I got into this business,” Mark says. “We do a lot of hand-holding all through the loan process and give clients as much information as possible. We believe that if a customer has to call us, they have doubts about what we’re doing for them.

My team is committed to calling clients first with updates about their loan so they don’t have concerns. We work with a lot of first-time homebuyers, and those are usually the clients who have a lot of questions and can’t sleep at night because they are worried about their loan.”

In addition to his long-time assistant, Gloria Knutson, Mark’s team has recently grown to include Anthony Gonzalez. “All three of us together make customer satisfaction our primary goal. Most of that experience is delivered through excellent communication and followup.” After every loan closing at imortgage, customers are asked to complete an independent consumer survey conducted by Eliant, an industry leader in client satisfaction measurement. The survey that goes to imortgage customers rates their experience on nine primary points, and includes compelling inquiries like whether or not the customer felt they could trust their lender representative, if their loan status was communicated without having to ask for it and whether or not final fees were consistent with the good faith estimate.

Customers also have an opportunity to share comments about their lending experience in their own words, as Gisselle did when she wrote, “I have nothing but good things to say about my experience with imortgage. Mark Martinez and Gloria Knutson have been extremely helpful from start to finish. They both made themselves available whenever I had questions or concerns and kept me well informed with the status of my loan. The escrow process was completed so quickly, and it was all thanks to the hard work of both Mark and Gloria. I will highly recommend imortgage to anyone looking to purchase a home.”

The numbers speak for themselves, as Mark and his team have achieved an overall customer satisfaction rating of 96.5 percent. “Our goal is to get 10 out of 10 in each category. We don’t get a bonus for our survey performance. We do it because we want to give our clients the exceptional service they deserve.”

Another important component to his service delivery is Mark’s precise attention to detail. “I like to protect my buyers. When they get into escrow, they have to pay appraisal and inspection fees upfront. That can be almost $1,000. If I can’t deliver the loan I promised, my client will lose their money. That’s why I do a very detailed job of prequalifying my buyers to make sure that they are well-prepared to purchase a home at the agreed-upon price.”

Working for imortgage gives Mark the confidence that he can deliver what he promises to clients. “One of the outstanding things about the culture here is our wellthought-out processes. Everyone is following the same system so that transactions maintain a smooth flow. The system works quickly and efficiently on its own. No one here has to use their status or seniority to get in the front of the line. We get loans done because our system works well, and we work well together. As a result, Realtors® know they can trust me to close and close on time.”

Mark has achieved President’s Club status every year since he joined imortgage and has served as a member on the President’s Council, an elite group of President’s Club members who meet regularly with the company’s executive leadership to discuss ways of improving the organization for both its employees and customers.

Mark was also invited to become part of a select group of loan professionals certified for CalHFA’s programs for down payment assistance. His experience and reputation qualified him for this opportunity. “I take pride in helping people buy homes. A lot of people get declined someplace else, and when they come to me, we work together to create a plan. My goal is to continue to grow my team, so that we can assist more people every year in achieving their dream of home ownership.”

Mark Martinez, Sales Manager imortgage 24422 Avenida de la Carlota, Ste. 110 Laguna Hills, CA 92653 Telephone: 949.297.1424 mark.martinez@imortgage.com www.imortgage.com/mark.martinez

NMLS ID 302745

ExecutiveAgent Magazine

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

EA

Work/Life Balance Having it all

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here are many people that don’t believe that you can have both a successful career and successful life without sacrificing one or the other, this is simply not true. We all have the capabilities and the time to have abundance in our lives. The only way to do that is to plan it.

Work/life balance is a concept including proper prioritizing between “work” (career and ambition) and “lifestyle”

30

(spiritual/meditation, family, health, social, mental and financial). Related, though broader, terms include “lifestyle calm balance” and “lifestyle choices”. Life is supposed to be in harmony that brings joy, happiness and fulfillment not destruction, destruction is stress, frustration, guilt or regret. If you were to look at each area of your life as a glass ball, except your career; which should be seen as a rubber ball and that you were trying to juggle all 7 at once. If you happen to drop your family, health or even spiritual ball they would break. If you dropped your career/job ball it would bounce back, in other words there are some things that you just cannot afford to drop.

I have some ideas that may help remember no one gets more than 24hrs a day! plan and use it wisely.

ExecutiveAgent Magazine

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5 Keys For Better Work / Life Balance: 1. Build downtime in your day - schedule time for family and friends. Date night with spouse significant other.

2. Drop unnecessary activities that drain your time and energy - time you spend surfing the web, social media sites, personal calls and checking your bank accounts.

3. Rethink your to do list - grocery shopping once a week, dry cleaners have them dropped off and picked up, hire a gardening service to do the yard work.

4. Get moving - get up early and get your workout done

first thing, it will kick start your metabolism and give you the energy to get through the day.

5. Relaxation goes a long way - set a goal to leave the office 1 hour early once a week. plan on some one on one time with your children. Plan a 20-30 minute power nap daily, plan a 3 day weekend get away with your partner or just good old fashion communication.

Matt De La Cruz Founder / CEO Winning Minds Tel: 248-249-7350 – 800-781-1118 Email: Matt@winningminds.com Web: www.winningminds.com

ExecutiveAgent Magazine

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Your career with imortgage? The sky’s the limit! ● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the perfect time to target imortgage. ● imortgage and its partner, loanDepot, have combined to become one of the top five* private mortgage lenders in the United States. ● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.

Watch your career take flight with us. Call today!

(714) 657-1220 John Wellsandt, Branch Manager Direct Mobile

(714) 657-1220 (916) 835-8129

NMLS ID 448583 john.wellsandt@imortgage.com imortgage 7755 Center Ave., Suite 1200, Huntington Beach, CA 92647. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 01012015.

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ou’d think that because Gina Alderson responds to her mortgage clients so quickly, she doesn’t have much to do. But that’s hardly the case. The truth

is this imortgage loan consultant in Huntington Beach is highly skilled at managing her work load and is sensitive to her client’s needs. So when your call is returned faster than you expected, rest assured Gina is just doing what she does best – looking out for her clients’ best interests.

“My philosophy is to do everything and anything for my clients,” Gina says.

“I want them to have the absolute best experience. This is why I am so quick at answering questions, email or phone.

Also, I am quick to deliver good and bad news as they come so that my clients know that I’m working for them.”

Gina’s interest in the real estate profession began while she was working toward degrees in finance/real estate/law and international business at California State University, Long Beach. After graduating and getting married, she decided to leave the retail side of banking at Wells Fargo and go into the mortgage side at the bank. She joined Wells Fargo Home Mortgage in September 2010.

Gina credits husband and wife Ruben Amaro and Tina Vo with teaching her while at Wells Fargo how to thrive even in the most stressful situations. “I am very organized, and this helps me manage my pipeline more effectively.

I am a people-person; I like to make people feel like I’m talking to them as a friend. I know home buying and refinancing can be stressful for people, I do as much as I can to reduce the stress for my clients,” Gina reveals.

Today Gina puts these skills to work for her clients in the Orange County area. She is able to offer FNMA, FHA, VA, HUD and USDA loans at imortgage, one of the largest independent mortgage banking institutions in the United States.

Gina Alderson ExecutiveAgent Magazine

EA

We have a loan for every home... simple as that.® Written by Shannon Hartsoe

Hard work is a gift instilled in her by her mother, she says. “My mom always told me that we need to work hard to achieve anything in life, and because of that she raised me to work hard and strive to be the best,” Gina says. “It stuck with me so in everything I do I aim for the top. This advice has helped me maintain outstanding customer service and product knowledge so I can give my clients the best deal possible to meet their specific needs.”

A person can begin a career in real estate with all of these skills and still struggle. The art of perseverance and remaining positive and focused -- even when the economy slides -- can carry a real estate professional far. Gina knows this as well as anyone.

It took her about a year to gain traction as a loan consultant. Despite the hours it took to learn regulations and loan products, there was never a moment when Gina thought she’d chosen the wrong career.

“When I came over to the mortgage side I was lucky that it was a very busy time. I was working long hours in the beginning which help me better understand the business. As a result, I’m able to provide my clients with the highest level of service.” Gina recalls. “That gave me the time to pay attention to all of my clients and their needs.”

goes for imortgage – we make sure our clients get the best experience in the business when it comes to buying or refinancing their home. I will go over the process step by step so my clients clearly understand everything about their loan.”

In her spare time, Gina loves to travel and spend time with family, especially her husband of 5 years and her two young sons Jalen, 2, and Jackson 2 months.

For the rest of 2015, Gina’s goals include building a team that she can mentor – the same way her mentors did for her. And, she adds, “In the coming year I also hope to take my career to the next level.”

Gina Alderson - Loan Consultant Eliant Certified imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 714-315-9886 Email: Gina.Alderson@imortgage.com Web: www.imortgage.com/Gina.Alderson NMLS ID 455450

To maintain that success, Gina continues to make herself readily available to her clients, business partners, Realtors® and others. “My selling myself never stops.

Everywhere I go, if I’m meeting people I let them know that I do mortgages and if they ever need my help they can call me anytime,” she says.

Her clients return to her time and time again because they know she’s a loan officer that will look out for their best interests. “I will provide them with the best customer service and give them my all on their loan. The same

imortgage is licensed by the CA Department of Business Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing Opportunity. All rights reserved. 2015.

Skilled Professional ExecutiveAgent Magazine

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Can You Afford To Take A Break?

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work.

s the summer heats up, vacations become more frequent for clients, prospects, and you. It becomes easy to fall into a complacent attitude toward

But when you feel the pull of the beach or the golf course on a day you know you should work, here are a few ways to get back on track.

Review your goals for the year.

If you’ve noticed that you’ve been making days off too much of a habit lately, you might need to evaluate how in step you’ve been with your sales goals lately. Can you really afford to take the day off today? In other words, have you earned the right by your previous actions up until today through disciplined effort to take the day off?

Have you reached your goal for the year? Are you tracking toward your goal? Have you taken the number of listings you need for the year? Do you have the number of transactions pending and closed that you need?

When I am coaching a client, I’m most concerned about the number of listings compared to the goal, as well as the quality of the listing in terms of pricing and the pipeline of pendings the client has currently. If the client is a little behind in production but the pending pipeline is strong, as well as the pipeline of inventory, I’m confident they will catch up to their goal.

So ask yourself: Where are you at right now?

Consider how consistent you’ve been in your prospecting, lead followup, and lead generation calls in the last 30 days.

If you’ve been consistent in hitting the phones and making face-to-face appointments in the last 30 days, you won’t be slowed in your momentum or break your established habit with one day away.

However, if you’ve been erratic in these efforts, you might want to rethink that day off. One day off may only add to the problem that already exists: inconsistent effort and results.

You might think that one more day won’t hurt, but that’s exactly why you are where you are currently. The 36

most important moment is now; the moment to change the outcome is now.

You can’t afford to add to the problem so, sorry, you can’t afford the day off.

Accept that a day off to recharge is sometimes needed.

We all need time off, and we all deserve time off. As real estate pros, we tend to make ourselves available to our clients and prospects 24-7. But we can burn out quickly if we don’t take time off regularly. Sometimes we need to let ourselves take that day off.

But make it count. When was the last time you took a whole day off where you shut off your cell phone and didn’t answer it? When were you not “on call” or interrupted when you were with your family?

Maybe today needs to be that day.

For most real estate professionals, we have too many of what I call “half days.” These are days where we are half in and half out of the game. We are half at work and half at home. I think we kid ourselves when we do this, and actually spend most of the time in the land of neither.

The secret to success is to be all in at all times. If you decide to be at work, be all there. If you decide to take the day off, be all there as well.

So if the beach is calling and you’ve earned it, go enjoy what you earned without guilt!

Dirk Zeller is recognized as the premier coach for the real estate industry. He is one of the most sought after speakers and authors for high volume production while attaining life balance in the real estate industry. Dirk is the President of Real Estate Champions. Real Estate Champions provides exceptional business and developmental training to real estate agents and managers through cutting edge coaching programs and seminars including the “Four Day Work Week System Program™.”

Visit their web site at Real Estate Champions. © 2010, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

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Written By Dirk Zeller ExecutiveAgent Magazine

37

Why Wells Fargo

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

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

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

Call us today to find out more.

Joseph John Ballesteros Branch Manager 714-934-7388 NMLSR ID 404462

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

My Hoang Sales Manager 714-356-8991 NMLSR ID 453285

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

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

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

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

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

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

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

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

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

Christopher James Preston Home Mortgage Consultant 714-323-8825 NMLSR ID 490895

Brigitte Golay Haberl Home Mortgage Consultant 714-396-5590 NMLSR ID 899374

Kevin Thach Home Mortgage Consultant 714-454-9810 NMLSR ID 455195

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

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

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1051072 Expires 4/2015

RICK BASHORE Executive Vice President

(714) 289-3313 rbashore@ticortitle.com

Orange County Team Contact us today for your next title and escrow transaction!

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PATRICK TAYLOR (949) 350-3593 patrick.taylor@ticortitle.com

BRYON BASHORE (714) 975-1773 bryonbashore@ticortitle.com

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