MARCH 2017 CALIFORNIA

EXECUTIVEAGENT MAGAZINE

Executive Agents of the Month

INSIDE FEATURES: Danny Gascon Harcourts Premier Properties Ian Rusnell RE/MAX Estate Properties Tarah Walker Team Nationwide Real Estate Executives

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Executive Agents of the Month

The Noonan Team Keller Williams Realty

21 19 Professional Profiles

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Danny Gascon

Ian Rusnell

Tarah Walker Team

Harcourts Premier Properties

RE/MAX Estate Properties

Nationwide Real Estate Executives

ExecutiveAgent Magazine

March, 2017 - California Edition

Editorials 8

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

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One Brand. One Rule.

-Scott Gross

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 FArrias45@gmail.com www.EACal.com

ADVERTISERS’ INDEX Benchmark Mortgage...........................................2

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The Perfect Time For Change -Louise Morganti Kaelin

City of Hope........................................................39 Finance of America Mortgage...........................29 iPhotography Studio...............................................25

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Kinecta Federal Credit Union...............................40

Want To Sell More?

-Ron LaVine

PWAOR...................................................................28 SBAOR....................................................................35 The Termite Guy......................................................3

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Ticor Title Company....................................................34

How To Trade For Advertising -Kevin Nunley

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

Better Is Something You Become -Jim Rohn

© 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.

WORRY -Zig Ziglar

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E XECUTIVE AGENT

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Written by Haley Freeman

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ealtor® Danny Gascon comes from a long line of enterprising Californians. He grew up in Laguna Niguel and earned his business degree from Chapman University, all the while learning real-life business applications from his father, a chemist and

But once he had maximized his potential in that business, Danny was ready for a new challenge. “I wanted to remain in sales and in an industry where I could continue to develop and maintain my own clients,” he says. “The owner of the company always invested in real estate, and I had friends in real estate. I made a plan, got my license and spent the remainder of that year shadowing other agents so that I was fully prepared when I made the transition.”

He joined Harcourts Premier Properties in Irvine, under the leadership of Landon Miller and Brandon Hobbs, professionals with whom Danny shares roots in Orange County and at Chapman University. Danny was a perfect fit with this group of dynamic, young OC Realtors®.

During his first year in real estate, his entrepreneurial drive and immense talent for customer service came to the fore, earning him the Rising Star of the Year Award.

“Right away, I fell in love with the culture here,” Danny says. “This is a true people-first, customer serviceoriented and tight-knit environment. Everybody works together to help everyone else succeed, and we all have the same drive and ambition.”

manufacturer of skin and hair care products. Danny went on to join a start-up hair care company, where he worked directly with the CEO and developed a strong sales territory among elite salons throughout Orange County and Beverly Hills.

Danny’s enthusiasm for service excellence makes him a masterful communicator and builder of relationships.

He prides himself on being available whenever people need him and always ready with answers to their questions. A couple that Danny helped with the purchase of their first home described him as “patient, steady, and knowledgeable through the whole process from start to finish. He always reported back any updated news to me seconds after finding out, and he always answered my calls or returned my calls right away! I named him “The Vampire,” because I said he never sleeps! He would even get back to me late at night! We were blessed that he was the one that could ride along this adventure with us, and we are grateful. I love writing reviews for people that truly deserve the world to know they’re great!”

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Harcourts is an international brand with more than a century of success representing clients from points around the globe. In Southern California’s culturally diverse marketplace, Danny is well-equipped to help people from around the world find their dream home. He speaks fluent Spanish, French and Italian, as his own heritage extends beyond the borders of the U.S. “My parents are originally from Venezuela, and my family all speak Spanish and French. They taught me both growing up. In college, I studied abroad in Italy and traveled all over Europe. The best way to learn a language is to be in the country. My mom is also an Italian instructor at Long Beach State. We come from a multi-cultural family and are all very openminded. I think it helps me to make people from other places feel comfortable and better-connected through the process of buying or selling real estate.”

A believer in planning and preparation, Danny works with a private business coach who challenges him with greater accountability. He also sets daily and yearly goals, and constantly seeks inspiration through professional education and personal reading. “I like to be up-to-date on everything and sharing ideas about what does and doesn’t work with other good agents. I’m also a big believer in having a positive attitude. I work on starting every day fresh, staying healthy and continuing to learn so that I always have something of value to offer my clients.”

Danny’s love for his home community comes through in the time he spends giving back. He is an active member of the Irvine Chamber of Commerce, and he has taken the lead in supporting Caterina’s Club, a local charity that provides meals and assistance to underprivileged families in Orange County.

It is no wonder that since applying his entrepreneurial fervor to real estate, Danny has become an award-winning top producer and trusted advisor to many who are seeking the perfect home in beautiful Orange County. He says his greatest reward comes from the satisfaction of helping a seller to effectively market and sell their home, and also from knowing he has helped someone acquire the home of their dreams in this vibrant community.

Danny M. Gascon The Gascon Group Harcourts Premier Properties 2600 Michelson Drive, Suite 110 Irvine, CA 92612 Tel: 949-370-4069 Email: danny@harcourtspremier.com Web: http://facebook.com/dannygasconrealestate CalBRE # 01965646

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A Team Is More Than A Group Of People

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

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

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

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

A “team” is not just people who work at the same time in the same place. A real team is a group of very different individuals who share a commitment to working together

to achieve common goals. Most likely they are not all equal in experience, talent or education, but they are equal in one vitally important way, their commitment to the good of the organization. Any group of people -- your family, your workplace or your community -- gets the best results by working as a team.

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

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

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

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

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

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

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

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Written by Haley Freeman

Ian Rusnell

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rom Confucius to Warren Buffet, many wise people throughout history have propounded the advice: “Choose a job you love, and you will never have to work a day in your life.”

Ian Rusnell understood this truth early in life, and his journey has been a progression of his passions and inter-

ests. A native of the Midwest, Ian dedicated himself to learning to play the piano when he was 9 years old, and he went on to earn his degree in music from the University of Michigan. “There is a high level of discipline that goes with being a classically-trained musician,” Ian explains.

“It takes hours and hours of practice. In college, I was behind the piano eight hours a day.”

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Ian was one of the extraordinary few with the talent and discipline to parlay his love of music into a lucrative career.

He toured as a musician until 1995, when he decided to establish his home in Southern California. He then applied his finely-honed blend of creative and mathematical skills to a career in entertainment finance with Sony Pictures. His love of finance naturally led him to real estate, where for more than a decade he has been helping people find a home they love and create personal wealth.

“I love getting out and meeting people around the South Bay, finding out who the next person is looking to buy or sell a home and how I can help them out. I also love investments. I have investment properties of my own, so I can talk to people on a personal level about 1031 exchanges and how to make the most of their assets.”

Whether he is assisting a first-time buyer, helping someone through a life transition or guiding them through an investment opportunity, Ian’s clients benefit from his unique combination of creative and analytical skills. A diligent researcher, he is always up-to-date on trends and ready with market details. He prides himself on taking the time to prepare listings for sale, making them inviting to buyers while capturing the highest value for sellers. He is also a creative problem solver and effective negotiator who looks for innovative ways to resolve challenges and bring people together.

Above all, Ian is great with people, as evidenced by the heartfelt reviews his clients write about his service. One recent buyer said: “Ian helped us buy our first home in Hermosa Beach. He was extremely professional, helpful, and very knowledgeable of the local market. He checked in with us often and kept us in the loop on all new listings. Ian worked with our busy schedule to arrange for showings and phone calls, and he went above and beyond in making communicating easy. It’s clear he really loves what he does. We knew he had our best interests at heart and appreciated his integrity and dedication. On top of his professional skills, Ian is just a really nice guy. You’ll want to hang out with him after you move into the neighborhood!”

Ian also maintains collegial relationships among his peers, and networking with other professionals is important to delivering outstanding service to his clients. “By building relationships with other agents, I get to know the inside of what’s going on with properties. It can make all the difference in closing a transaction when other Realtors® know you and have the confidence that you will get the job done.”

A client commented on the difference this made in their transaction: “Ian Rusnell recently helped us buy our first

home. His knowledge of the local real estate market, recommended resources and negotiating skills really set a new standard in customer service for us. One thing we learned during this process is that the good Realtors® know one another. Ian has a very strong local network and leveraged his reputation to get us opportunities that others might not have.

We believe this was an important factor in getting us our home in a multiple offer situation. Ian has an amazing talent of knowing the best and most reasonable ways to negotiate a deal without being overly aggressive.”

Ian continues to pursue his love of music, which feeds his soul and keeps him connected to his community. He is a member of a 25-piece band that performs at the iconic Shrine Auditorium. He is also a member of an original folk rock ensemble in El Segundo and continues to work on his own music, and most recently, jazz.

A great believer in pursuing his own dreams, Ian is relentless in the pursuit of the American Dream on behalf of his clients. “I love real estate and the process of guiding people through it, and how tight you get with people along the way.

Putting a family into the right home and seeing their goals fulfilled is gratifying work.”

Ian Rusnell RE/MAX Estate Properties 1040 Manhattan Blvd.

Manhattan Beach, CA 90266 Tel: 310-866-7586 Email: ian@rusnellrealestate.com Web: www.rusnellrealestate.com CalBRE #01454581

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Better Is Something You Become

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wise and resilient old gentleman who used to dine every month in his club downtown—sitting at a long table covered with a white linen tablecloth and sporting silver candlesticks, and served by tuxedoed waiters—loved to regale companions with the fruits of his many years of experience. After dessert and coffee were served, he would push back from the table and light an enormous imported cigar.

“This cigar is the only indulgence of an old man,” he would say with a chuckle as he struck the wooden match against his thumbnail, and then he’d launch into one of his stories.

They usually began with a question, such as, “Did I ever tell you about the time when I was setting up factories for the Giant XYZ Corporation in the backwoods of Georgia and was compelled to teach them a little lesson in business and good manners?”

Although the stories always started out the same, no two stories were ever alike, and there would always be a wealth of wisdom through example, a veritable mother lode of remarkable instruction. And this man who was so old, so wise and so flexible had one ironclad rule for dealing with other people. This rule involved learning and growing from every experience, so the negative ones need never happen again.

He said, “If a man fools me once, I think, That’s not nice, and I remember it. If the same man fools me a second time, I think, Shame on you. If the same fellow tricks me a third time, well, I have been warned and should have changed my ways and didn’t, so I think, Shame on me.”

If you’re not changing your responses to the situations and circumstances that make up your life, you’re not being flexible, and you’re throwing away the greatest asset as an individual human being. None of us can completely control external events, but we can always control and adapt our responses. None of us can know which cards fate is going to deal out, but we can always control how we play them.

None of us can completely control external events, but we can always control and adapt our responses.

I once did a seminar for a group of oil company executives during their convention in Honolulu. While we were sitting around the conference table, one of them asked, “Mr. Rohn, you know some important people around the world. What do you think the next 10 years are going to 12

be like?” I said, “Gentlemen, I do know the right people.

I can tell you.” So they all listened very carefully. I said, “Gentlemen, based on the people I know and from the best of my own experience, I’ve concluded that in the coming 10 years, things are going to be about like they’ve always been.”

I said that to make a point, but also because it’s accurate.

Things are going to be about like they’ve always been. The tide comes in, and then what? It goes out. That’s been the case for 6,000 years of recorded history, and probably long before that, so it’s not likely to change.

It gets light and then what? It turns dark. For 6,000 years.

We are not to be startled by that now. If the sun goes down and someone says, “What happened?” he must have just gotten here, I guess. It always goes down about this time of day.

In rotation, the next season after fall is winter. And pray tell, how often does winter follow fall? Every time, without fail, for 6,000 years that we know of. Of course, some winters are long and some are short, some are difficult and some are easy, but they always come right after fall. That isn’t going to change.

Sometimes you can figure it out, sometimes there’s no way to figure it out. Sometimes it goes well, sometimes it gets in a knot. Sometimes it sails along, sometimes it goes in reverse. That’s not going to change. That last 6,000 years read like this: opportunity mixed with difficulty. It isn’t going to change.

Someone says, “Well, then, how will my life change?”

And the answer is: When you change.

Whether I’m talking to high school kids or business executives, my message is always the same. The only way it gets better for you is when you get better. Better is not something you wish for; better is something you 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! Reproduced with permission from the Jim Rohn Weekly E-zine. © 2008 Jim Rohn International. 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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Written By Jim Rohn

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THE TARAH WALKER TEAM Written by Haley Freeman

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arah Walker is a person of extraordinary passion and purpose. She grew up with her grandmother in West Long Beach and worked her way through college to become the first in her family to not only earn a college

an asset to my real estate business and I believe it’s one of the reasons that I’ve experienced so much growth from referral business. It’s truly the highest compliment a person in this line of business can receive.”

One of Tarah’s favorite quotations is attributed to Vincent Van Gogh: “Your profession is not your job, your profession is what you’re put here on earth to do, with such passion and intensity that it becomes a spiritual calling.”

Tarah found her calling in real estate. “I wanted a career that would allow my passion for people, strong integrity, attention to detail, standard for excellence, and love of learning and creativity to be put to use,” she says. “I followed my passion and found my purpose. I am deeply fulfilled by this career.”

Recognized in 2016 as the top-producing agent among her peers at Nationwide Real Estate Executives in Laguna Hills, Tarah is thriving in this forward-thinking firm that is “reinventing real estate” and has been named by Inc. 500 as one of America’s Fastest-Growing Private Companies.

“Nationwide is entrepreneurial and progressive, and I am constantly inspired by them. They have a commitment to never-ending improvement, and the technology and service we provide is always evolving so that we can better serve our clients.”

degree, but to do so with honors. “I am extremely grateful for my humble beginnings. I learned early on that success isn’t given; it’s earned. I had to be focused and relentless in the pursuit of my goals, and I apply this to my career today when it comes to my own aspirations and those of my clients’.”

Multitalented and self-motivated, Tarah went on to work for a prominent law firm where she contemplated careers in psychology or law. “During the five years that I worked at the law firm, I served individuals who were experiencing extreme trauma in their lives. My position required me to be extremely meticulous and attentive to every detail, while maintaining a people-first approach. This skillset has been

In 2016, Tarah obtained her broker’s license and began building her own real estate team. She describes herself as a “side-by-side leader. I believe in synergy and that the right partnership can more than double what you can alone. When I met Jorge Mercado, I saw such good qualities in him and that he is an action-oriented, go-getter like myself. Recently recognized as Rookie of the Year, he is a Marine veteran who honorably served our country for 12 years. He served in Iraq. He’s a fighter with the heart of a champion, and that’s someone I want on my team. He has an unmatched work ethic, dedication to service and a level of generosity that speaks to his character. Having Jorge as a reliable teammate is expanding my ability to provide quality service to more people while achieving greater work/life balance.”

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A career in real estate allows Tarah to make time for her life’s greatest passion, her family. “One of my greatest longings was for the nuclear family that I lacked growing up. Foremost, I wanted to be a wife and mother. My husband and I have been married for 10 years, and our two daughters are both social and confident little girls. They are proud of my career, and they both want to be Realtors® when they grow up! My husband is a former college and professional athlete, and is now an entrepreneur, so we live busy lives. The time we spend together as a family is very precious, and we are members of a church in Irvine where we go as a family every week. To us, family and faith are everything!”

Tarah’s approach to real estate is governed by her high integrity and uncompromising pursuit of excellence. Because she is more active in the marketplace than most agents, she has garnered tremendous professional experience and insight, honing her ability to avert complications and creatively solve problems. Her legal skills are also a great asset, as she is adept at crafting and negotiating bullet-proof contracts.

But it is Tarah’s balance of high-tech and high-touch that truly distinguishes her as a professional. “A real estate transaction is a significant milestone in a person’s life. It’s a keystone of wealth, financial affluence and emotional security. To be entrusted to guide the process is a tremendous gift and an honor, and I treat it as such. While the real estate and finance industries are becoming more automated, I feel there is a lot of value in being willing to sit down with someone face-to-face and get to know them. It’s important for me to understand the scope of what they want to accomplish, and for them to understand their full range of options.”

her life purpose of “connecting with people at the heart level. We are here to bring value to our customers, clients, prospects and community. Every person we encounter deserves the highest level of service.”

Tarah Walker Nationwide Real Estate Executives 24422 Avenida de la Carlota, #450 Laguna Hills, CA 92656 Tel: 949-424-3604 - 714-375-6430 Email: TarahWalker@ournationwide.com Web: www.TeamNationwideHomes.com CalBRE # 01928992

Tarah is passionate about this career in which she fulfills

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The Perfect Time For Change!

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o matter where you live, the chances are you are either (finally!) moving into the spring or fall season. Unlike winter or summer, where either because of the heat or cold, we tend to move less, both spring and fall fill us with hopefulness and energy.

A great way to really jump into the season is to help change, well, change! There are two simple techniques I suggest that will increase your energy on a daily basis. Although you might start small, there is a gradual build-up that propels the momentum until you are enjoying constant and sustainable movement.

1. Move ‘em around and shake ‘em up.

There is a Chinese proverb that says, roughly, ‘If you want 16

change in your life, move 27 things.’ These can be any 27 things, big or small. I’m finding that the number doesn’t appear to be the significant factor. Keeping things moving does seem to help. To start, think small. Very often, when we ‘decorate’ a room, we place something in a particular spot and keep it there for years. Try moving an ornament to the other side of the room. Bring that vase from the dining room into the bedroom. In my guest bathroom, I flip-flopped two items, one that was on the sink and one on the commode. A number of my clients are also working on this as well and we’re all feeling a shift in energy.

2. ‘Do’ a drawer, shelf or container a day.

Once a day, every day, go through a drawer, shelf or container.

Clean it off, discard what needs to be discarded, replace only

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the loved and/or functional. Start thinking of this the way you think of brushing your teeth or shaving. You have to do it on a regular, consistent basis to see the results you want. I started doing this ‘in order’, but find that every day, some drawer or shelf will catch my eye and that’s the one for me to do that day. Also, don’t forget to look inside the things in the drawer.

For example, the folder may need to go back in the drawer, but half the paper in the folder can be tossed.

I want to emphasize again the value of thinking small. It doesn’t need to be big change for you to feel the results. So start by moving your toothbrush to the other side of the sink and feel the energy flow through you!

Louise Morganti Kaelin is a Life Success Coach who partners with individuals who are READY (to live their best life), WILLING (to explore all options) and ABLE (to accept total support. She publishes a free bi-monthly newsletter, The 3-Minute Coach, which offers tools, ideas, strategies and action plans to assist individuals in creating the life they truly want. In addition, she is the author of the ebooklet Blueprint for Success: 101 Tips to Reclaim your Vital Energy & and Get the Results You Want. Copyright 2004, Louise Morganti Kaelin. All rights reserved. For more information about Louise, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com

Written By Louise Morganti Kaelin ExecutiveAgent Magazine

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Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

Written by Haley Freeman - Photography by Ian Wiant

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hawn and Helena Noonan, also known as The Noonan Team, are approaching Orange County’s coastal real estate market from a radically distinctive point of view. They are combining their tremendous industry knowhow, extraordinary business acumen and global outlook to provide clients with expert advice wrapped in world-class service. Together, they are truly raising the bar on California real estate.

A graduate of UCLA, Shawn competed in track and field and cross country while earning his degree in Physiological Science. He applied his athletic gifts and enterprise leadership to a successful first career teaching principles of wellness and personal development to

Olympic athletes, Academy Award-winning actors and business leaders. He later became a consultant for several companies in the nutritional products industry, where he established himself as a sought-after speaker and sales trainer.

Helena was born and educated in Rio de Janeiro, Brazil. She has traveled the world and lived abroad as a successful entrepreneur, making her mark in the fashion industry as a designer of swimwear and high-end shoes.

She was living in Miami beach when a friend suggested that the vibrant, charming Helena would do very well in real estate. She obtained her license and excelled right away with the top company in the region.

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When the paths of these two dynamic individuals eventually crossed, there were fireworks. They married soon after, and Helena continued her real estate career in Southern California. As the economy downshifted in 2008, Shawn was lured by the unique opportunities in the marketplace. He joined Helena, and they made the decision to combine their talents and capitalize on some of their unique relationships in banking and finance. During this time, they developed customized strategies for banks and hedge funds to help them sell the high numbers of foreclosed properties that had suddenly hit the market.

But as the market shifted back to a more traditional business environment, they leveraged that unparalleled experience and formulated a deliberate strategy for mar-

keting properties and delivering unprecedented service in coastal South County.

“The fiduciary responsibility that comes with selling homes is one we take very seriously,” Shawn says. “We treat a client’s money like it’s our money, and our primary objective in selling their home is to net them the most money possible. Selling at the top end of the price range requires a meticulous approach to the entire process and the flawless execution of a very specific plan. We walk the seller through everything from A to Z. People hire an agent because they feel they can’t do the job for themselves. In our opinion, people are hiring us to be the expert, so we act as the expert.”

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Raising the Bar on Real Estate Helena adds, “Because of our approach to customer service excellence and dedication, we dissect every single stage of the home selling process, and through our experience, we look at what can be improved. There are several differences in our approach that help us get better results. We are proactive in avoiding certain issues within escrow, and we are aggressive in the premarketing and marketing processes.”

Preparing a home for market is a crucial step toward success, and Shawn and Helena are highly adept at guiding sellers through the process of preparing their homes for a profitable sale. “I like to tell sellers that how you sell a home differs from how you live in a home,” Shawn explains. “There are steps we need to take to make the home appealing to buyers. It’s no criticism of how they live, but we make suggestions based upon our knowledge of what buyers respond to, and more importantly, what they are willing to pay for. Everything we say and do in this process is with one goal: to net our clients the most money possible on the sale of their home.”

Shawn and Helena engage in a meticulous, room-by-room analysis, walking the property with a designer and a stager.

Helena’s passion and talent for design are great assets here, as decisions are made about what repairs or enhancements are necessary to create just the right ambiance in each room.

The whole process is followed up with exquisite photography and video that will elicit the desired response from buyers. Shawn continues, “We set ourselves up for successful negotiation right from the start. It’s all about leverage.”

When it comes to the art of masterful negotiation, Helena is among the best in the business. Through bold diplomacy, she renders favorable outcomes for everyone at the table.

“I am the one who loves negotiating,” Helena says. “If I could, I’d negotiate contracts 12 hours a day, and the more challenging it is, the more I like it. I am very interested in people and I love getting to know and understand them. I try to solve problems in a way that makes everyone feel like we’re on the same team.”

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Helena speaks fluent English, Spanish, Portuguese and conversational Italian. Her international roots and genuine warmth help her to form connections with people from around the world, a tremendous benefit in Orange County’s cosmopolitan community. “Helena is extraordinary at talking to all kinds of people and creating rapport with them,” Shawn says. “People instantly feel comfortable with her and are quick to let their guard down. This is a talent few people have, and she has it in spades. Her charge is really being the face of our company. We get asked a lot how we work together as husband and wife.

The reason it works is that we don’t do the same things in the business. When we put this partnership together, we recognized that our backgrounds and skillsets were different, but blend well together.”

ness. They work regularly with a real estate coach, an exNFL athlete whose no-nonsense style is a great fit for each of their strong personalities. “We subject ourselves to this kind of intensity that makes us accountable to our coach and our clients because we take our business very seriously,” Helena comments.

“We are very different,” Helena adds. “We look different, as I am 5’11” and very Brazilian, and he is 6’6” and very Irish looking. And our personalities are different, too. But somehow, together we are perfect. I’m the person who’s out there talking to everybody, while he is focused on attention to detail. Because of his experience in public speaking, he leads our listing presentations; he communicates authentically and therefore our clients trust him.”

The Noonan Team has proven their ability to serve clients with distinction in both challenged and robust markets. They have recently hired Stephanie Garvey, a dynamic and knowledgeable Buyer’s Specialist and they are actively looking to add motivated professionals to their team. Together with the first-class reputation, global reach and elite resources of Keller Williams Luxury Homes International, they are raising the bar on real estate in Orange County and beyond.

Shawn and Helena are constantly refining their professional skills as they seek to elevate their standard for busi-

While concentrating on their business with such force, Shawn and Helena bring the same energy to making their family a success. They parent with purpose, shuttling their two boys to and from school, sitting down for dinner every night and making time just to have fun with their family ‘Friday-Fun Day’. Shawn is a youth soccer coach and coaches both of his sons on the same team. “We have a great life!” Helena declares.

ExecutiveAgent Magazine

Shawn & Helena Noonan - The Noonan Team Keller Williams Luxury Homes International 23807 Aliso Creek Rd., Suite 100, Laguna Niguel, CA 92677 Cell: 949-903-0306 - 949-400-0751 - Email: Info@noonanteam.com Web: www.NoonanTeam.com - CalBRE # 01717673 / 01371994 ExecutiveAgent Magazine

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ExecutiveAgent Magazine

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Want To Sell More?

S

ometimes sales reps lose track of the basics. What do the coaches say when you’re in a sports slump?

Go back to the basics.

What do you think the person on the other end is thinking? “This person likes our company’s products and therefore likes me. I should try to help them.”

You can be a greater presenter or a fantastic closer, however if you lack good solid prospecting skills, who will you be presenting too or what sales will you be closing?

Ron, that sounds real corny. I know it sounds corny but it works. Try it before you judge it.

Probably no one unless you have someone doing the prospecting for you in which case they are building the relationships, not you.

Call on the account you have always wanted to call on but never have. What’s the worst that can happen on the phone? A person can hang up on you. They can’t punch you through the phone.

First, get out there and do it! Stop making excuses or putting things off. If it is cold calling, then make cold calls.

If your presentation needs work, then practice presenting.

There is no time like the present to get things done.

People are people wherever you go and good manners transcend all borders. Guess what, Lou Gerstner or any famous person for that matter and you both have the same color blood, “red”.

Set aside time to get the most important things done first by asking yourself this question. “What do I need to be doing right now that will make me the most money?”

“When do I need to have it done by?”

“How much time am I willing to commit to make what I want to happen, happen?”

There’s nothing to be afraid of they’re just people be it the CEO of CISCO or a Janitor. Some maybe a little old, smarter and wiser and yet that can work to your advantage.

Pick up the phone. Make one more call.

Pick up the pen and write one more sentence.

Get to the keyboard and type one more line.

People love to teach other people. It is very rewarding, spirit energizing and is the main reason I do what I do.

People are often amazed at people who are friendly and yet that is what they crave.

Push yourself a little further each time than you have before and watch the improvements take place in your life.

Make a extra effort to be nice and complement someone.

Complements are free and people enjoy hearing them. So boost your sales by using them.

When is the last time you complemented a prospect? One of the first things I do when I call on a corporation whose products I use and like is to immediately let them know just that.

People crave other people who are interested in them and their problems and what they have to say. Want to sell more? Be interested not interesting.

Ron LaVine is president of Intellworks, Inc., a sales training firm located in Oak Park, CA which specializes in teaching technology salespeople how to cold call into the Fortune 1000. Sign up for his free weekly Sales Tips for Selling Success email newsletter at intellworks.com.

Copyright© 2004, Ron Lavine. All rights reserved. For information about Ron’s training programs, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

If it’s GE, it might start something like this. “Hi there.

You know I’m a big fan of yours. I love the GE Refrigerator I bought. Maybe you can help me.”

Written By Ron LaVine ExecutiveAgent Magazine

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EA

How To Trade For Advertising

W

hat do you do when you don’t have enough cash to advertise? You trade! Trading products and services for advertising is one of the hottest marketing topics in business discussions. And for good reason. Bartering for ads can give the small business person excellent opportunity and value.

One radio station owner, who never forgot his pennypinching beginnings, is always on the lookout for businesses wanting to trade. When he needed extra storage sheds behind the studios, he got a carpenter to build them in exchange for free commercials on his stations. When the station promotional vehicles required regular detailing, he traded commercials for custom car washes. A big snow brought a private snow plow purchased with traded on-air mentions.

The station owner figures he has a few commercials that his sales reps won’t sell. Why not trade them to other business people who have extra products and services 30

they can’t sell? It’s a classic WIN-WIN arrangement.

And lots of media managers welcome the situation.

Joan, who owns a very successful donut shop, bases her advertising entirely on trade. She gives boxes of her high-quality donuts to select radio stations for daily giveaways. In return, they speak highly of her donuts on the air. It’s not unusual to hear a morning DJ go on and on about how wonderful her product is. She has a rock solid reputation in the community as a result. The cost?

A few boxes of donuts that might be surplused anyway.

A newspaper editor reminds us that radio isn’t the only fertile ground for trade. Newspapers frequently need traded items and services to give away as prizes to readers, advertisers, and employees. He advises to check with the circulation department.

They often need prizes to give to paper boys and girls.

ExecutiveAgent Magazine

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Written by Kevin Nunley

A TV exec recently emailed me to say that TV stations in many medium-sized and small cities like to trade advertising for products or services. “You’d be surprised at how flexible some TV stations are on this,” he said. Be creative.

Got a book store? It’s trendy now days for TV weathermen to publish their own books on local weather stats. Call the manager at your favorite TV station and offer to do a cooperative promotion with the station. They can place the books in your store, AND have their weatherman do instore appearances, in exchange for mentioning your store’s locations. Offer to help them write and publish the book.

“But I’m a Realtor®,” one man told me. “How would I trade real estate services to a media outlet?” There is a Realtor® in my town who solved the problem. He does his own real estate show on talk radio. Enlisted sponsors pay his on-air fees. For the Realtor® who doesn’t have that show biz zeal, appearing regularly as a real estate expert on someone else’s show can be just as effective.

Not all media outlets do trade. Some welcome trade some times of the year and not others. Many will do a part trade, part cash arrangement. A great many will bonus a certain number of free commercials or mentions when you buy ads.

No matter what you do or sell, there is probably a newspaper, newsletter, magazine, TV station, cable system, radio station, or on-line provider that needs you.

Kevin Nunley provides marketing advice and copy writing for businesses and organizations. Read all his money-saving marketing tips at http://DrNunley.com/. © 2008 Kevin Nunley. 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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EA

One Brand.

One Rule.

Written By T. Scott Gross

Y

ou’ve got a great brand. Plenty of equity. Why not spend a little? Why not? Well, go ahead and spend but only so long as you don’t violate the first and only rule of brand extension: honor the values.

On the far edge of my desk, just close enough to reach in a moment of emergency daydreaming is the Craftsman tool circular from Sears. Page 63 is dog-eared, a sign that I am waiting for an excuse to call for the 336 piece Mechanics Tool Set plus 6 FREE fully polished wrenches. What’s the brand?

Craftsman 336 times over.

What’s a Craftsman? Incredibly durable shop tools backed by a lifetime guaranty. One brand, 336 mechanics tools.

So long as you don’t step on the brand values, extend all you like.

Could Craftsman build a vacuum cleaner? Yes, and they have. But they’ve built shop vacs, see page 32. Could you use a Craftsman shop vac on carpet? Yes, but perish the thought!

Could Craftsman build a carpet vacuum. Yes, but it would violate the values that are Craftsman. Show me a Craftsman carpet vacuum and suddenly my turbo-charged shop vac would look a little wimpy.

Then there was Coke. Actually, Coke wasn’t the problem, it was New Coke that violated the values. After decades of telling us that ‘Coke is it’ and ‘Coke is the real thing’ someone failed to notice that the value of Coke lies in a unique taste, that “I can’t get this anywhere else” feeling that defines every true brand experience.

And what is it that makes Krispy Kreme a brand worthy of protection? Fresh, hot, and sweet are three values that come to mind. So what would you say to Krispy Kreme dinner rolls?

Probably not. Krispy Kreme gravy mix? Definitely not! Just remember, honor the values and you’ll be fine.

Ford F-150 brings to mind three key values: authentic, tough, pick-up truck. So long as you honor the values you can do what you want. Ford has. You can order an F-150 in a thousand permutations but you can’t get an F-150 lawn mower or an F-150 station wagon. If you could I’d be looking to trade my old gray ranch truck for something a tad more manly.

When you have a strong brand the best move is not to do anything that would undermine its strength. On the other hand, if a brand has an attribute that is negative don’t wait until it is too late to take action. As I was heading to the office this morning the local news anchor ended the half-hour saying, “When we come back, a former Dallas Cowboy is arrested on drug charges. And it isn’t Michael Irvin.

Brands are powerful. Be careful.

T. Scott Gross is more than the creator of MicroBranding… he lives it! His best known MicroBrand, Positively Outrageous Service, puts him in front of nearly 100 business audiences each year. Read his books, try his ideas, and you’ll become a MicroBrander too! Copyright© 2002, T. Scott Gross. All rights reserved. For information about his keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

Want to extend the line? Diet Coke makes sense. Cherry Coke is alright. Even caffeine free Coke works. Why? Because each is true to the one value that makes Coke Coke… it tastes like Coke.

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Congratulations to the South Bay Associaiton of REALTORS® Awards of Excellence Winners and the 2017 Board of Directors

REALTOR® of the Year Danny Fredericks The Real Estate Group

Commercial REALTOR® of the Year Steve Notaro DECOMA Industries

Broker of the Year James Sanders RE/MAX Estate Properties

Citizen of the Year Carol Olney The Real Estate Professionals

Affiliate of the Year John Peterson New American Funding

Rookie of the Year Chrissie Grasso Berkshire Hathaway HomeServices

2017 Board of Directors

Rob Morel President

Cheryle Ushkow President Elect

Danny Fredericks Director

Shyrl Lorino Director

Tom Nickl Immediate Past President

Brittny Burford Director

Jack Pharris Director

Jennette PhillipsToderick Director

Paul Clark Director

Mina Semenza Director

David Coe Director

Norma Fernandez Director

Crystal West Director

EA

WORRY

W

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.” .

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

36

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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Our bone marrow transplant reunion is now standing room only.

Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for.

If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance.

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A mortgage lender with the magic touch? More like the personal touch – See for yourself.

What members say: ¬ “Alex and the Kinecta team are quick to respond to needs and trustworthy during a time in which you need someone looking out for you most. They are great!” ¬ “The service we received from Kinecta during our home purchase was absolutely amazing. Everyone that was involved in the process was incredibly professional and responsive.”

What Real Estate partners say: ¬ “I recently successfully closed an escrow with a 30 day time frame, which these days is not an easy task!

Thanks to Todd Hull and his team at Kinecta for keeping myself and my buyers informed every step of the way - we were able to pull it off!” ¬ “With Mr. Van Duser’s help we were able to close in less than 30 days, and everyone involved were kept well informed at all times. I strongly recommend Kinecta to everyone looking for a mortgage loan.”

Let’s talk!

Jason Redmond, NMLS# 1234810 Manager, Mortgage Loan Sales tel: 310.643.4667 | cell: 310.871.1673 jason.redmond@kinecta.org www.kinecta.org/jredmond

Duane Reddington, NMLS# 410579 Manager, Mortgage Loan Sales tel: 310.643.2238 | cell: 310.292.7527 duane.reddington@kinecta.org www.kinecta.org/dreddington

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

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