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Southern California’s Publication for the Real Estate Professional



JON DISHON Executive Agent of the Month

I NSIDE F EATURES: J EREMY CONRAD Conrad & Associates, Realtors®

LIA M ARIE & TONY A CCETTA Coldwell Banker Beachside, Realtors®

THOMAS RAHE Realty World Orange Coast

NAHREP Orange County

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contents MARCH, 2012

VOL. 4 NO. 37

Cover Story


16 - Carol Grace Anderson: Get Fired Up...Without Burning Out

36 - John Boe: The Magic Of Positive Thinking

Fred Arrias Executive Publisher 2929 Calle Frontera San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757

ADVERTISERS’ INDEX Advantage Title.................................11

35 - Jim Rohn:

Angels Baseball.................................24

Success Is Easy, But So Is Neglect

Escrow Leaders..................................18 imortgage.................................2

32 - Chris Widener:

i Photography Studio..........................39

When You Realize That!


Kinecta Federal Credit Union............19

26 - Dirk Zeller:

Jon Dishon Executive Agent of the Month


What You Are Worth PrimeLending....................................25 Prominent Escrow............................12 PWAOR................................38 Realty ONE Group.............................40 The Termite Guy................................30


Wells Fargo Home Mortgage.............31

Jeremy Conrad

Thomas Rahe

Conrad & Associates, Realtors®

Realty World Orange Coast

Photography: i Photography Studio Graphic Designer: Rob Paino Editorial Manager: Garon Arrias Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe © Copyright 2011 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.



20 Lia Marie & Tony Accetta


Coldwell Banker Beachside, Realtors®

Orange County ExecutiveAgent Magazine


Southern California’s Publication for the Real Estate Professional


You too can tell us your story and be featured in a local issue of Executive Agent Magazine.

Cover and Feature story profiles

Building wealth and visibility for real estate professionals and businesses alike Executive Agent Magazine, builds visibility for real estate professionals and associated businesses through original and thought provoking feature stories. Each issue showcases extraordinary real estate professionals who are breaking new ground and accomplishing exceptional goals in the local real estate industry. For more information please contact: - 949.366.3349



Cover Story

JON DISHON Executive Agent of the Month

ExecutiveAgent Magazine

JONDISHON By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

s an entrepreneur and businessman, Jon Dishon has an acute understanding of the importance of professional adaptability and long-term vision. A founding partner of one of the region’s most exciting luxury real estate brokerages, he has helped cultivate a brand that has attracted international attention. And as a real estate agent with over 18 years’ experience, he has represented a range of clients in the purchases and sales of exquisite high-end homes throughout Orange County. Jon’s success has been earned; he has consistently proven his mettle through a creative and driven approach designed to accomplish each client’s unique needs.


and diligence paved the path to success. He cultivated business in his hometown of Newport Beach, offering an insider’s perspective into the homes and amenities unique to each neighborhood within the community. Well-known throughout the region, he earned the trust of a thriving clientele early on. “I’m competitive,” Jon acknowledges. “That drive was a positive factor in my career because I wasn’t afraid to take risks in my business.” Today his approach mirrors those early years. “Whatever happens, happens,” he observes. “There are ample opportunities to conduct business within our market, and there is a solution to every challenge we may enounter.”

Though he hails from a family whose roots lie in real estate, Jon didn’t immediately delve into the business. Upon graduation from the University of California, Los Angeles, he launched a sales career in the technology sector. The lure of the industry was strong, though. “I had an interest in becoming a developer,” Jon recalls. “But when I examined the regional residential marketplace, I realized there were great opportunities to become a successful agent.”

Jon’s ability to identify and implement solutions became highly evident in 2005, when he co-founded HÔM Real Estate Group. “It was the right time for a brokerage like ours,” he says. “My partners and I recognized a real need for a high-end, boutique-style firm that offered world-class service tailored to the needs of our region’s consumers.” The company was an immediate standout, thanks to brilliant branding, a responsive business model and exquisite marketing and advertising campaigns. And while HÔM Real Estate Group was created to cater to a locally-based clientele, it wasn’t long before the firm emerged as a notable worldwide presence.

Achieving top-producer status in a highly competitive market wasn’t an easy feat, but Jon’s perseverance

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In 2011, HÔM Real Estate Group forged a strategic alliance with one of the world’s premier international luxury real estate firms. HÔM Sotheby’s International Realty, notes Jon, is a brokerage with the established branding and approach that earned HÔM its stellar reputation, but that now further appeals to a worldwide clientele. “We have maintained the business elements that distinguished HÔM within our market,” asserts Jon. “Our partnership with Sotheby’s has facilitated an unparalleled level of exposure for our real estate professionals, their clients and their properties.” Jon’s business acumen has enabled him to thrive even in a challenged marketplace, and his experience allows him to represent his clients with a comprehensive understanding of the real estate process. He has built and remodeled his own properties, as well as developed

Close, the relationship “is fantastic.” He states, “I have known Jon for six years and appreciate the great energy he brings as a representative of our homes. He is a go-getter, incredibly hard working and focused on achieving successful resolution to transactions. When there is a deal on the table, he is tireless in putting it together.” Close remarks that Jon’s team and the staff at HÔM Sotheby’s International Realty are a solid group of professionals who add significant value to their transactions. Proactive and quick-thinking, Jon has cultivated a solid presence within the regional real estate market. Specializing in the communities of Newport Beach, Corona Del Mar and North Laguna Beach, he offers sellers exceptional service tailored to their unique needs. His aim: “I want more eyes on the properties I

Jon Dishon Cory Christie Allison Root and brokered raw land. Through his endeavors he has accumulated an in-depth knowledge of the elements integral to builders and developers as well as savvy consumers and investors. Spinnaker Development has entrusted Jon with the firm’s projects and, notes founding partner David

represent than on the house next door,” Jon quips. His listings are high profile, thanks to spectacular print and online campaigns which showcase each home’s distinct features. His personal approach adds significant value to the process for his sellers, as well. Capitalizing on his extensive professional network, Jon promotes properties to the region’s most successful and productive agents.

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Jon and his team, which includes Cory Christie and Allison Root, provide stellar service to their buyers as well. The group is up-to-date on current market trends and changes, previewing properties regularly in order to best assist their clientele. “Patience is incredibly important when we are working with buyers,” adds Jon. “Often times, people don’t know exactly what they are looking for. We tend to focus on a geographical region that appeals to our customers, then work with them to identify the homes that will best suit their criteria.” The team is in the field and in-the-know, capitalizing on their collegial networks to ensure that they are up-todate on pre-listed properties and changing inventory. A friend and a colleague, Cory remarks upon Jon’s notable success. “One of the elements that distinguishes him is his ability to readily connect with others,” he notes. “Jon also has an amazing ability to put even the most challenging deals together. He’s incredibly savvy, very driven and great with people.” Jon is constantly thinking about real estate, identifying solutions and opportunities that will allow him to improve his business and facilitate more successful transactions for his clients.”

Achievements aside, Jon isn’t resting on his laurels. His proactive approach has him looking to the future of his business and his brokerage. “I recently began to work with a real estate coach,” he reveals. “Having someone who brings an objective perspective has helped me improve my business.” A full-time trainer has been added to the HÔM Sotheby’s International Real Estate roster, as well. “All of our agents –and their clients- benefit from the opportunity to revisit their business plans and to incorporate best practices into their systems,” notes Jon. While his brokerage and his business demand much of Jon’s energy, he dedicates time to spend with his family as well. Jon and Nicole are the proud parents to three girls, Reese, Dylan and Taylor. The Dishons are an active group and enjoy skiing, camping and travel. Jon’s sophisticated approach and intimate market knowledge have earned him the trust and respect of clients and colleagues alike. He looks forward to continuing to cultivate prosperous relationships and to helping define the luxury real estate market throughout Orange County and the surrounding regions.

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Jon Dishon

HÔM Real Estate Group 1200 Newport Center Drive, Ste. 100 Newport Beach, CA 92660 Ph: 949.554.1202 DRE #01192701

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The most efficient route to closing escrow in orange county

Lance Indes

Account Executive 714-423-6882 3 Pointe Drive, Suite 317 Brea, California 92821

Nancy Feathers

Account Executive 949-282-9899 27101 Puerta Real, Suite 100 Mission Viejo, California 92691

Alissa Hittner

Account Executive 714-496-1970 1201 Dove Street, Suite 650 Newport Beach, California 92660 RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION Find us on




Advisory/Selection Committee

Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting the cover Agent of the Month. The Executive Agent Magazine 2012 Advisory Selection Committee members:


Jim & Marcia Brashier McMonigle Group Teles Properties 949.734.6228

Derek Graham Advantage Title365 949.584.2570

Tom Slyman Advantage Title365 714.585.9333

Sue LaPeter Prudential California Realty 714.369.4689

Elizabeth Do Keller Williams Realty 714.317.7243

Spyro Kemble Surterre速 Properties 949.717.7248

Chris McKeen Prudential California Realty 714.921.9457

Shauna Covington Prudential California Realty 949.395.8786

Barbara Amstadter Prudential California Realty 949.500.0155

Bob Fox Escrow Leaders 949.373.7000

Gerold Grosso Evergreen Realty 714.396.5514

Lynn Wong First Team Real Estate 714.414.8809

Janice Eckles

Fred Arrias Executive Agent Magazine 949.366.3349

Ryan Grant




A History of Success By Lalaena Gonzalez-Figueroa


or nearly 50 years, the family of professionals at Conrad & Associates, Realtors® have offered their clients exceptional representation in a range of residential and commercial real estate transactions. The firm has become a staple within their community, respected for their market knowledge and appreciated for the outstanding level of service that they provide. Consistency has been a key to the company’s success; despite the cyclical nature of the real estate industry, Conrad & Associates are unwavering in their client-centric approach. There’s no denying the increased level of consumer savvy brought on by the advent of technology in real estate. Despite this, notes Jeremy Conrad, buyers and sellers still require the expertise of licensed Realtors®. “People really need our help,” he observes. “While infor-

mation has become more readily available to consumers, the complexities associated with real estate and lending transactions have also increased. We are knowledgeable and experienced, acting as advocates and resources for our clientele.” Their long-standing history is a testament to the quality of services and personable care that the agents at Conrad & Associates offer. Jeremy and his brothers Bill and Steve, along with their father Bob, uphold the philosophy of Bob’s father George Conrad, who founded the brokerage in 1963. “As an independent brokerage, we are focused on meeting the needs of our regional customers,” says Jeremy. “Our intimate knowledge of the local market and our boutique-style firm allow us to be responsive and in-tune with the communities we represent.”

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Jeremy Conrad They have achieved longevity through adaptation. By successfully incorporating the technological tools and systems necessary to stay current on a changing market, the Conrads have ensured that they remain up-to-date on trends and developments within their industry. What hasn’t changed, though, are the longterm relationships they’ve cultivated with clients and colleagues. Online property information is only part of the bigger picture, notes Jeremy. “We are constantly studying the inventory within our marketplace, previewing properties and networking with agents to stay abreast of what’s available and up-andcoming for our clients. Jeremy and Bill have expanded beyond their regional market, networking with outstanding agents nationwide thanks to their participation in the Mike Ferry Organization. Through real estate coaching, notes Jeremy, the team has gained a more comprehensive understanding of how to better meet the evolving needs of their clientele. “We are continuing to expand our industry knowledge, closely following trends in the areas that impact our customers,” he explains. In order to best meet the needs of an incredibly diverse consumer base, Conrad & Associates has expanded their firm to include a fullservice property management division. Headed by Steve Conrad, the business handles an array of arrangements from single-dwelling leases to large apartment buildings. Though the company has, throughout the course of its history, handled the occasional client’s property management needs, there came a point when the Conrads realized they had the experience, knowledge and manpower to create a standalone division within the firm. “Our clients needed a higher level of representation than they were receiving from other companies,” Jeremy notes. “In 2007 Steve took the reins and has been very successful in building our property management business.”

At Conrad & Associates, meeting the needs of clients has also meant working with REO and distressed properties. Their long-standing relationships with businesses and residents have enabled the Conrads to assist individuals in acquiring bank-owned properties and in negotiating successful short sales. “It’s not an easy time for many people, but we do what we can to alleviate their stress and anxiety,” Jeremy explains. He and his partners are highly adept at capitalizing on opportunities for equity sellers and buyers as well, from first-time buyers to sellers of multi-million dollar properties. Based in San Clemente, the Conrads specialize in the South Orange County coastal region and surrounding communities. They have also found a niche market through an alliance with Sportstar Relocation, which works with professional athletes whose moves are prompted by team changes. Every client, notes Jeremy, benefits from the Conrad & Associates promise of exceptional and knowledgeable care. Their family dynamic is one that cannot be replicated. The Conrads operate their business with the vision that has defined their brokerage from its inception. 2011 was a productive year for Jeremy, with a record 65 transactions closed. And Jeremy indicates that he is ready to repeat his performance. “We’re staying positive and focused on business,” he remarks. “We look forward to continued success in the years to come.”

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Jeremy Conrad Conrad & Associates, Realtors® 1000 South El Camino Real San Clemente, CA 92672 Telephone: 949.492.9400


Get Fired Up‌ Without Burning Out!


ExecutiveAgent Magazine


By Carol Grace Anderson


ore than ever before, we need to get… and figure out how to stay…fired up!

There’s so much change going on, it can be a challenge to keep up with it all. But take heart, big changes and challenges are happening every where. You’re not alone. Stress and burnout are often a result of feeling overwhelmed…not having enough time or energy to get everything done. When this happens, every part of your life is effected. Your health, work life, family life, and social life are challenged. That’s when we become less productive for starters and can even become physically sick or depressed. So what’s the solution? Here are three easy but important tips to get you started and fired up again: DECIDE. The first step is to decide to have a positive, fired-up attitude through these overwhelming times. Yes, you can make that choice. Let it become a habit. Realize that challenge and change make you grow into a better, wiser, more experienced person. When we eliminate the fear of failure in our lives, we can make some powerful de-cisions. I met Garth Brooks when he first moved to Nashville. Even after being turned down by every record label, he stuck by his decision to hang in there no matter what. That attitude helped make him a superstar! It’s not always easy, but deciding to go for it in a positive way beats the alternative. It’s a valuable choice for all of us to make. A fired-up attitude reduces stress both on and off the job.

To make everything easier, decide to spend more time with positive people, read motivating books, listen to fired-up music, get your life balanced and lighten up! We’ve got to stop taking ourselves and our lives so seriously. Laugh more! DISCOVER all the possibilities. After we’ve decided to improve our lives with a great attitude, then it’s time for the next step... to discover all the possibilities to take us to our goal. This helps us to change effectively. Try out different options to discover what brings the very best results. Thomas Edison gave us the light bulb. But it took thousands of tries before he discovered what worked. Discover all the possibilities that work best for you.... on the job, with your family, getting healthier, improving your technical skills, prioritizing your life ..... whatever! DEVOTE yourself to hanging in there while you and the rest of the world keep changing and moving for-ward. This is where the big, valuable stuff really happens. You can take giant steps forward if you devote your time and efforts to the important areas that need firing up. Just do a little at a time! Think like a superstar…no matter what your goals are. It may seem tempting and easy to quit, to lower our expectations, to lose our dreams. But if nothing changes, then nothing changes! Yep. To get different results, we HAVE to do something different. NOW is the time. And don’t ever give up. We need you. Throwing in the towel just leads to a bigger pile of laundry! Remember the 3 D’s: Decide, Discover, and Devote. That’s really all there is to getting fired up. I wish you the best on your changing pathway. You really can get and keep fired up! Carol Grace Anderson is a former psychology teacher, entertainer, and national speaker. She’s performed on The Tonight Show, has worked with Faye Dunaway, Sandra Bullock and others in feature films… has sung with Roy Clark, Willie Nelson…and many more. What great stories! Copyright© 2003, Carol Grace Anderson. All rights reserved. For information contact the Frog Pond at 800.704.FROG(3764) or email;

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Melissa Bolda

Holly Major

Bob Fox




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Lia Marie & Tony Accetta By Lalaena Gonzalez-Figueroa


rother and sister real estate team Lia Marie and Tony Accetta interact with the kind of synergy that emanates from a mutual sense of deep-seeded respect and love. Their energy is palpable, laced with humor and positivity, and it belies a foundation of knowledge and experience that have earned the duo a loyal and thriving clientele. “We tell our clients that if they’re not having fun, we’re doing something wrong,” quips Lia, who embodies the spirit of a good-natured professional.

“The reality is that there will be challenges, issues will arise in transactions,” she acknowledges. “The way we handle them can significantly reduce the stress our clients experience, and facilitate successful outcomes.” The siblings hail from a large family that instilled early on the value of hard work. “We all had jobs by the time we were fourteen years old,” Tony recalls. Their professional pursuits led Lia and Tony into complimentary fields: she became a practicing real estate agent in 1998 and he focused on lending in 1979.

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Family Matters A decade into her career, Lia reached out to Tony and invited him to join her business. At the time he had expanded his lending practice and was also acting as a branch manager, and not in the market to make a professional change. “But I realized that, with my lending experience and a team approach, Lia and I could take the business to a new level,” he says. In 2009 Tony transitioned into a dedicated role as a real estate agent, and has thoroughly enjoyed the decision. While he’s no longer a lender, Tony’s extensive experience allows him to offer his clients an enhanced level of service. “When we are with clients and they have loan-related questions, Tony is a great resource who provides solid information and, when necessary, helps direct them to other specialists,” says Lia. Tony adds, “Lia and I strive to be experts in our field, but when questions arise that are beyond our expertise, we are able to refer our clients to our extended team of industry-related professionals, who offer the same quality care that we provide.” From title and escrow officers to trusted lending specialists, the duo has built a solid network of experienced and knowledgeable service providers. Lia and Tony are also in tune with industryspecific resources, noting that they’ve utilized a host of options available through the California Association of REALTORS® (CAR). “Whatever it takes to protect our clients,” Tony states. Though they operate their business with a shared vision and common goal, Lia and Tony acknowledge that each has their own unique strengths and skillsets. To that end, they’ve tailored their approach in order to better meet their clients’ needs.

home sellers. “I’m all about achieving what’s best for a given client at a given time,” she asserts. Technologically savvy and well-versed in the market’s trends and inventory, she is highly credentialed and has been consistently honored as a top producer. Every element of her approach, she says, is designed to facilitate successful closings for her clientele. They specialize in the areas of Huntington Beach, Fountain Valley, Westminster and Long Beach, though Lia and Tony regularly handle transactions throughout Orange County and the surrounding regions. Upwards of 80% of their business, they reveal, stems from repeat and referral customers. Their client loyalty is a testament to the personalized and knowledgeable care that Lia and Tony provide. They are engaging, entertaining and goaloriented, and Lia Marie and Tony look forward to continued professional success. Proactive and positive, they are focused on making a difference with every transaction…and beyond.

Lia Marie and Tony Accetta Coldwell Banker Beachside, Realtors® 19671 Beach Boulevard Huntington Beach, CA 92648 714-878-068 and 949-355-1525

Tony, whom Lia describes as a “calming presence,” typically works with the team’s buyers. His professionalism sets the tone for an organized and efficient process, and his personable nature allows him to earn the trust and respect of a clientele that ranges from first time buyers to seasoned investors. Lia, a go-getter who was among the first generation of women in outside sales in the Silicon Valley, thrives in the opportunity to represent

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DRE # 01235031---01136853




Seated first row from left to right: Albert Del Rio, President; Juan Salas, President Elect Seated second row left to right: Carmen Delgado, Tina Marie Estrada, Charles Armijo Third row from left to right: Felix Duarte, Louis Pacheco, Dan Perez Last row from left to right: Greg Fonseca, Sean McDowell, Cristian Correa, Gerry Fernandez Board Members not in picture: John Macias, Bill Lawton By Lalaena Gonzalez-Figueroa


on’t be fooled by their name: The National Association of Hispanic Real Estate Professionals (NAHREP) isn’t an organization that operates with cultural limits. While it was founded in order to increase the rate of sustainable Hispanic home ownership, NAHREP serves the professional real estate community at large through education and

outreach. There are no language barriers: everyone speaks real estate. In Orange County, NAHREP’s presence continues to thrive thanks to a solid leadership team and an expanding network of industry-related specialists. Looking to cultivate business and expand opportunities for your clientele? Consider the benefits of becoming an active member of NAHREP.

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The National Association of Hispanic Real Estate Professionals Limitless Possibilities Connect Through multiple events each month, OC NAHREP members have ample opportunities to network in professional and social settings. “Our members are a fun group,” remarks President-Elect Juan Salas. “We enjoy the ability to connect at a range of functions, where collegial relationships are developed and people have the chance to connect on a number of levels.” Educational seminars and conferences are tempered by social mixers and events; members of OC NAHREP are privy to a calendar of educational and entertaining happenings each month. The relationships forged by OC NAHREP members extend beyond monthly meetings, notes Salas. “I have had the opportunity to successfully negotiate transactions for my clients thanks to my connections with other NAHREP agents,” he says. “We have created a really strong network of professionals who share similar goals and values, and we enjoy working together.” Learn In order to successfully accomplish its mission of facilitating home ownership for the Hispanic community, NAHREP is committed to empowering and educating all industry-related specialists. As the business of real estate continues to evolve, the organization remains dedicated to providing its members with updated and pertinent information. “This year we will adhere to our goal of offering top-notch education to our membership,” states Salas. “We wholeheartedly believe that, the better educated real estate professionals are, the better they can service consumers attempting to navigate a turbulent marketplace.” Indeed, as transactions become increasingly complex, education has become a focus for specialists in every aspect of the real estate industry.

Share Like their national counterparts, the members of OC NAHREP are committed to improving the lives of others. As industry professionals, they serve as advocates to Hispanic and other minority consumers, who may otherwise find themselves at a disadvantage in real estate transactions. It’s a win-win situation, notes current president Albert Del Rio. “In Orange County, the Asian and Hispanic population are buying homes at a faster rate than their Anglo counterparts. It makes sense to provide them with opportunities to succeed in real estate.” NAHREP members advocate for ongoing homeowner success through community outreach and professional networking, and by lobbying their political leaders. “We maintain productive communication with the California Association of REALTORS® and the National Association of REALTORS®, particularly when we plan our annual trip to Washington,” remarks Del Rio. “While NAHREP is focused on the needs of Hispanic and minority homeowners, we strive to achieve a unified voice with other organizations in order to best communicate and advocate for our population of consumers.” Join Real estate agents and industry-related service providers of all nationalities are welcomed at OC NAHREP, where the focus is on cultivating success for a range of consumers and professionals. They come from diverse backgrounds and all walks of life, but what members have in common is their enthusiasm and motivation. “Success breeds success,” observes Felix Duarte, Vice President of Membership. “There is something so energizing about connecting with others who are focused on something bigger than themselves. We are continuing to grow, and it’s an exciting process.”

NAHREP offers local, regional and national seminars addressing timely topics including how to represent firsttime buyers, steps in representing HUD properties, tips for negotiating REO, bank-owned and short sale transactions, and creating opportunities for individuals with different levels of purchase power. “In every class and seminar, we aim to help agents and other professionals improve their skills and build their knowledge,” says Gerry Fernandez, OC NAHREP’s Vice President of Public Relations. “By empowering our members, we are creating a solid foundation upon which successful transactions will be built.”

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NAHREP Orange County 161 Fashion Lane, Suite 207 Tustin, CA 92780 Telephone: 877-624-7371

Kevin Budde

Neal Pilon

Branch Manager 949-422-2075 NMLS: 325450

Loan Originator 714-206-5521 NMLS: 632720

Tiffany Garcia

Joelynn Warner Loan Originator 949-370-1027 NMLS: 632721

Loan Originator 949-933-7814 NMLS: 632719

Katrina Hanshaw Loan Originator 714-244-0005 NMLS: 483906


The goal at PrimeLending is to provide unsurpassed quality service and support throughout the entire mortgage process for every client and referral source. This proactive sales and operational philosophy simplifies and accelerates the loan process at all levels. The company's experienced mortgage professionals are dedicated to making every customer's home loan experience a positive and successful one.

28202 Cabot Road, Suite 135, Laguna Niguel, CA 92677 Š 2011 PrimeLending, A PlainsCapital Company. Trade/service marks are the property of PlainsCapital Corporation, PlainsCapital Bank, or their respective affiliates and/or subsidiaries. Some products may not be available in all states. This is not a commitment to lend. Restrictions apply. All rights reserved. PrimeLending, A PlainsCapital Company (NMLS no: 13649) is a wholly-owned subsidiary of a state-chartered bank and is an exempt lender in the following states: AK, AR, CO, DE, FL, GA, HI, ID, IA, KS, KY, LA, MN, MS, MO, MT, NE, NV, NY, NC, OH, OK, OR, PA, SC, SD, TN, TX, UT, VA, WV, WI, WY. Licensed by: AL State Banking Dept.- consumer credit lic no. MC21004; AZ Dept. of Financial Institutions- mortgage banker lic no. BK 0907334; Licensed by the Department of Corporations under the California Residential Mortgage Lending Actlender lic no. 4130996; CT Dept. of Banking- lender lic no. ML-13649; D.C. Dept. of Insurance, Securities and Banking- dual authority lic no. MLO13649; IL Dept. of Financial and Professional Regulation- lender lic no. MB.6760635; IN Dept. of Financial Institutions- sub lien lender lic no. 11169; ME Dept. of Professional & Financial Regulation- supervised lender lic no. SLM8285; MD Dept. of Labor, Licensing & Regulation- lender lic no. 11058; Massachusetts Division of Banking– lender & broker license nos. MC5404, MC5406, MC5414, MC5450, MC5405; MI Dept. of Labor & Economic Growth- broker/lender lic nos. FR 0010163 and SR 0012527; Licensed by the New Hampshire Banking Department- lender lic no. 14553-MB; NJ Dept. of Banking and Insurance-lender lic no. 0803658; NM Regulation and Licensing Dept. Financial Institutions Division- lender license no. 01890; ND Dept. of Financial Institutions- money broker lic no. MB101786; RI Division of Banking- lender lic no. 20102678LL and broker lic no. 20102677LB; TX OCCC Reg. Loan License- lic no. 7293; VT Dept. of Banking, Insurance, Securities and Health Care Administration- lender lic no. 6127 and broker lic no. 0964MB; WA Dept. of Financial Institutions-consumer lender lic no. 520-CL-49075.


What You Are Worth By Dirk Zeller


he more I coach and train Agents, the more I realize the biggest battle Agents have is on the battlefield of time. Maximizing the dollars we earn per hour separates the extremely successful from the frustrated. There are many Agents across the country who are merely trading more time for more money. They are simply spending more and more time with people other than their family. If you are one of those people, make sure you do the steps outlined in this article. This article was written for you! The first step to time mastery is knowing what you are worth per hour. By knowing what you actually get paid per hour, you will be able to make wise decisions about your activities. To figure out what you make per hour, take your gross commission (that’s before company split) and divide it by the number of hours worked. To find hours worked, take the number of hours you work in a day, multiply by the days you work in a week and the number of weeks you work per year, and then divide that into your gross commission.


If we know our value per hour then we will be able to evaluate what we do on a basis of “Does it really pay me that amount per hour?” Let’s say you make $50 an hour. There are only certain activities in selling real estate that will pay you that $50 per hour. The rule is if you would not pay someone $50 to do it, neither will anyone else - which means that you will not be earning your $50 an hour doing those specific activities. For example, making flyers, inputting listings into magazines, putting together bulk mail, and typing letters are all activities that I think would not pay anyone $50 an hour. We all know these have to be done. The question is do you have to do them? The second question is can I spend less time doing them? We are all squeezed by time. We all can feel there are not enough hours in the day. We all feel the tug of our family and business and the battle for abundance in both areas. If you truly want to find a few hours daily, do this next action plan.

ExecutiveAgent Magazine


We call this exercise “Task Analysis”. What you are doing is taking a look at what you clearly do each day. Not guessing what you are doing but knowing what is happening. Take an old day timer page and make a few copies. Then every 15-30 minutes, write down what you are doing. Track this process for 2 weeks. This process will enable you to know with certainty where you are investing your time. You will be amazed as to the allocation of your time. For most Agents who have completed this task, they find 10-20 hours weekly that can be better spent. That’s anywhere from 25%-50% increased efficiency when fully implemented. To know what that really means to you in dollars, multiply your gross commission by 25%. That is what you can earn in addition this year without more expenses and without the latest marketing gimmicks. The best part is that you are in total control of that number. The market, your broker, the buyers and sellers have no effect on your ability to increase your income by the amount you wrote down. Work diligently on the task analysis process. Really track the activities and the time invested in each. Then, at the end of each week, add up the time spent in each activity. Ask yourself these questions: 1. Am I getting paid ____ per hour for each activity? 2. How can I reduce the time I am spending in each activity that pays less than ____?

3. 4.

Do I really need to do this activity? Can I get someone else to do this activity?

Knowing what you are worth per hour and what you are investing your work time in are the first two steps to time-mastery. Once you have started down the road to time-mastery, you are moving toward sales mastery and then life mastery. Make the commitment today to yourself and your family to do these action plans. The truth of life is…it is a vapor. We do not know how long we have to enjoy it. We can make up lost revenue but cannot make up for lost time. Know that your time is the most valuable resource you have. Start the process to reclaim more of it today. Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email;

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Thomas Rahe Clients Come First By Lalaena Gonzalez-Figueroa


real estate professional with a background in the mortgage industry, Thomas “Tom” Rahe offers his clients attentive and empathetic care. He is as personable as he is knowledgeable, operating with an innate sense of self-assurance that belies his confidence in his business and his industry. What he doesn’t know, he’ll learn. And he’ll ensure that every detail is handled with precision and diligence so that each client experiences a transaction that is as smooth and stress-free as possible.

Tom launched his career in mortgages; as a loan officer, he gained an invaluable understanding of the real estate process as a whole. Not only did he become well-versed in the elements that comprised transactions, but he also developed an enthusiasm for the client relationships that were cultivated. When the opportunity arose to transition into real estate sales, he didn’t hesitate to act. “I’ve appreciated the ability to develop long-term relationships as a real estate agent,” says Tom. “Buying a home is a process that can be timeconsuming, and I never want my clients to feel pressured or hurried. With patience and diligence, we will accomplish their goals.” Tom’s ability to connect with a range of clients allows him to successfully represent individuals at every stage of real estate. From first-time buyers to savvy investors and luxury home sellers, he offers comprehensive marketing and advertising campaigns, skillful negotiation, and a thoroughly customer-centric approach. Client Clifford Downie appreciated the adaptability and knowledge Tom displayed in a series of related transactions. When Downie and his wife relocated for business purposes, they chose to lease their existing property and purchase a new home. “Tom was well-informed of the market we were moving into,” Downie recalls. “He offered us objective information on homes that met our criteria, helping us to understand which properties would be sound investments and which weren’t as accurately priced.” When complications threatened to derail their home purchase, he adds, “Tom was there to negotiate on our behalves and

to identify and implement a creative solution that would allow us to close our transaction. It was a complicated process, and at some point we felt like the deal wasn’t going to go through. Tom, though, was able to work it out.” Specializing in the communities of Mission Viejo and Rancho Santa Margarita, Tom works with buyers and sellers throughout the counties of Orange, Los Angeles, Riverside and the surrounding regions. He’s well-versed in leases and rental properties, identifying solid prospects for clients for whom selling homes isn’t the ideal option. Proactive in his business approach, he collaborates with his fellow agents in order to achieve successful transactions. And though he no longer handles mortgages, Tom does work closely with his clients’ lenders, when appropriate, to ensure their financial plans are on target with the transaction requirements. With clients he is highly communicative and responsive, fielding questions and concerns with professionalism and care. Tom’s professional endeavors are demanding, but he finds balance in time spent with his fiancé, snowboarding and on his motorcycle. He continues to build his real estate repertoire and looks forward to growing – in his professional knowledge and in his business.

Thomas Rahe Realty World Orange Coast 4482 Barranca Parkway, Suite 118 Irvine, CA 92604 Telephone: 949.292.6544 DRE # 01779688

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Why Wells Fargo We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM program: Our exclusive program that connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We offer financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer Preapproval: You’ll know you’re dealing with serious buyers who have already completed the application, credit check, and first decisioning phase.

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

This information is for real estate professionals only and is not intended for distribution to consumers. Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS940923 2/12-5/12


When You Realize That!


ExecutiveAgent Magazine


By Chris Widener


uccess comes from actions, that when multiplied over time, turn your potential into reality. Results come from actions. Actions come from beliefs. Beliefs come from realizations. So if you want to change your results, change your realizations! Here are five realizations that will change your life if you make and apply them!

• When you realize that no one else is going to live your life for you, you will take ownership of it and put it in the direction you want it to go! So many people are waiting for someone else to make decisions for them and it just isn’t going to happen. And if they do make a decision for you, chances are high that it will benefit them more than you! If you want to set your own course you will have to take ownership of your life! • When you realize that actions, even if ever so small build on themselves you will find the key to long-term success lies in short-term action. Many people don’t accomplish much because their thinking is that they wouldn’t be able to accomplish it soon, so they won’t accomplish it. Those who accomplish much do so through ongoing effort each and every day. Great writers write every day. Professional athletes have practiced every day. Small action each day adds up! • When you realize that sometimes bad things happen without reason, you will be on your way to getting over the victim mentality that holds so many people in bondage. Many people do not try because they are afraid something bad may happen to them. I have news for you: Something bad MAY happen to you! Look at the life of any successful person and you will see that bad things happened all they way down their road to success!

• When you realize that if one can do it, so can two or more, you will be on your way to achievement. Too many times we look at successful people and think that they must be smarter or something than us. The fact is that most successful people are so because they chose to be. And if they can choose to be, so can you. I know so many successful people, including more millionaires than you can shake a stick at and I don’t know one of them that isn’t just an ordinary man or woman successful, yes, but ordinary in so many ways. Realize that you must take control of your life! Realize that you must take small action every day! Realize that bad things happen and get over it! Realize that there is no such thing as failure, only learning opportunities! Realize that if someone else did it, so can you! And when you realize that, you will be good to go for life! Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2003, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the Frog Pond at 800.704.FROG(3764) or email; http://www.frogpond. com

• When you realize that failure is only failure if you fail to learn from it, you will be taking the first step to having every experience be one that moves you forward. If you succeed you move forward. If you fail, you learn and move forward. Thomas Edison failed a thousand times, but oh what a glorious success that final attempt was!

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Success Is Easy, But So Is Neglect By Jim Rohn


eople often ask me how I became successful in that six-year period of time while many of the people I knew did not. The answer is simple: The things I found to be easy to do, they found to be easy not to do. I found it easy to set the goals that could change my life. They found it easy not to. I found it easy to read the books that could affect my thinking and my ideas. They found that easy not to. I found it easy to attend the classes and the seminars, and to get around other successful people. They said it probably really wouldn’t matter. If I had to sum it up, I would say what I found to be easy to do, they found to be easy not to do. Six years later, I’m a millionaire and they are all still blaming the economy, the government and company policies, yet they neglected to do the basic, easy things. In fact, the primary reason most people are not doing as well as they could and should, can be summed up in a single word: neglect. It is not the lack of money - banks are full of money. It is not the lack of opportunity - America, and much of the free World, continues to offer the most unprecedented and abundant opportunities in the last six thousand years of recorded history. It is not the lack of books – libraries are full of books - and they are free! It is not the schools - the classrooms are full of good teachers. We have plenty of ministers, leaders, counselors and advisors. Everything we would ever need to become rich and powerful and sophisticated is within our reach.

The major reason that so few take advantage of all that we have is simply, neglect. Neglect is like an infection. Left unchecked it will spread throughout our entire system of disciplines and eventually lead to a complete breakdown of a potentially joy-filled and prosperous human life. Not doing the things we know we should do causes us to feel guilty and guilt leads to an erosion of self-confidence. As our self-confidence diminishes, so does the level of our activity. And as our activity diminishes, our results inevitably decline. And as our results suffer, our attitude begins to weaken. And as our attitude begins the slow shift from positive to negative, our selfconfidence diminishes even more ... and on and on it goes. So my suggestion is that when giving the choice of “easy to” and “easy not to” that you do not neglect to do the simple, basic, “easy”; but potentially lifechanging activities and disciplines. 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;

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The Magic Of Positive Thinking


ExecutiveAgent Magazine


By John Boe


es, there is magic in positive thinking! In aviation, the word attitude means the angle at which the plane meets the wind, whether the wings are level with the horizon, and whether it is climbing or descending. The pilot who fails to take responsibility for the attitude of his aircraft is in serious trouble. And likewise, any person who has not taken charge of his or her own beliefs and attitudes runs a similar risk.

You’ll See It When You Believe It - Dr. Wayne W. Dyer What It Takes To Succeed In Sales - Jeanne & Herbert Greenberg The Power Of Positive Thinking - Dr. Norman Vincent Peale Positive Action Plan - Dr. Napoleon Hill

The key to cultivating and maintaining a positive mental attitude is to take control of your thinking and avoid negative minded people. It is a challenging task to develop a calm, focused mind, but well worth the effort. Every setback and failure you experience also comes with a great opportunity. When one door closes, a window of possibility opens. The key is to look for the opportunity and avoid dwelling on failure. Think thoughts of defeat and you are bound to feel defeated. Your attitude is not determined by circumstances, but by how you respond to those circumstances. You determine your attitude; you always have the choice to respond either positively or negatively. What happens to a person is less important than what happens within them. The great inventor, Thomas A. Edison, was known for his positive mental attitude. In December 1914, the Edison Laboratory in West Orange, New Jersey, was almost entirely destroyed by fire. Edison lost $2,000,000 worth of equipment and the records of much of his life’s work. The morning after the fire, as the 67-year-old inventor walked among the ashes, he was anything but defeated. Looking around, he remarked, “There is great value in disaster. All our mistakes are burned up. Thank God we can start anew.”

The Master-Key To Riches - Dr. Napoleon Hill & W. Clement Stone Psycho-Cybernetics - Dr. Maxwell Maltz Creative Living For Today - Dr. Maxwell Maltz John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/ seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International. All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond. com;

Yes, there is magic in a positive attitude! I recommend that you read the following books and consider adding them to your personal success library: How I Raised Myself From Failure To Success In Selling - Frank Bettger The Magic Of Believing - Claude M. Bristol ExecutiveAgent Magazine



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