May-SOC 2013

Southern California’s Publication for the Real Estate Professional

EXECUTIVEAGENT MAGAZINE

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Kevin Hill Executive Agent of the Month

INSIDE FEATURES: Rick & Patty Arvielo New American Funding ..................................

Marlene Dietrich First Team Estates ..................................

Jennifer Gelles Buyer’s Choice Realty ..................................

Chrissie Haneline Team Laguna Real Estate ..................................

Aaron Hanson imortgage ..................................

Deborah Linden Realty ONE Group ..................................

Valerie Torelli Torelli Realty

You need a lender who knows how to finance your tough sales, too.

Let’s face it. If real estate sales were easy, any lender would do. But when you have a tough sale, you need a smart lender, or even better… a direct lender like imortgage with a proven track record and access to loan programs that fit specific buyer needs.

If there’s a way to finance your buyer, we’ll know about it. Yes, we do simpler loans as well as any lender, but we’ve gained the respect of our Realtor® partners by serving their buyers with a wide range of more complex programs, like the following:

● Foreign National Loans

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Call imortgage today! (949) 705-0555

John J. Reed (949) 705-0555

Ryan Grant (949) 705-0582

NMLS ID 869516 Branch Manager

NMLS ID 118767 Sales Manager

Alan Cipolletti (949) 705-0558

Edna Austin (949) 705-0543

Chris Black (949) 705-0567

Marc Bui (949) 705-0587

John Davis (949) 705-0576

Cory De Pass (949) 705-0584

Aaron Hanson (949) 705-0593

Nipper Larson (949) 705-0569

Brett McDonell (949) 705-0577

Matthew Miede (949) 705-0573

Lynn Nelson (949) 705-0580

Mina Roditis (949) 705-0586

NMLS ID 653005 Sales Manager

NMLS ID 382768

NMLS ID 283761

NMLS ID 273037

NMLS ID 275073

NMLS ID 303085

NMLS ID 380219

NMLS ID 470783

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 05/2013. Equal Housing Opportunity.

NMLS ID 341251

NMLS ID 653022

NMLS ID 259274

NMLS ID 392977

contents ExecutiveAgent

Magazine

MAY, 2013

VOL. 5 NO. 51

Cover Story

Editorials

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

38 - Tony Alessandra:

How To Show That You Are Listening

28 - Anne Bachrach:

Getting Angry Doesn’t Benefit Anyone

16 - John Boe:

Citiwide Home Loans.......................35 Eagle Home Mortgage.......................43

Are You A Bridge Builder?

Evergreen Realty...............................19

32 - Zig Ziglar: 5

ADVERTISERS’ INDEX

imortgage.................................2

Why I Love America

i Photography Studio.........................11 Kinecta Federal Credit Union...........13

Kevin Hill

Prominent Escrow...........................12

Executive Agent of the Month

PWAOR......................................24 Realty ONE Group............................44 The Termite Guy................................42 Ticor Title Company..........................34 Wells Fargo Home Mortgage...........18

30 Rick & Patty Arvielo New American Funding

26 Marlene Dietrich First Team Estates

22 Aaron Hanson imortgage

40

14

Jennifer Gelles Chrissie Haneline Buyer’s Choice Realty Team Laguna Real Estate

36 Deborah Linden Realty ONE Group

20 Valerie Torelli Torelli Realty

ExecutiveAgent Magazine

Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Jeffrey Johnson, Dara Holland © Copyright 2013 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

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Nomination Form

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

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: FArrias45@gmail.com

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Cover Story

Kevin Hill Executive Agent of the Month

ExecutiveAgent Magazine

Kevin Hill Consistent Success

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

F

or over 30 years he has dedicated himself to building a thriving real estate career, and Kevin Hill shows no signs of slowing down. A natural leader with solid business acumen, he has weathered the cyclical nature of the industry and emerged a consistent top producer with a focus on providing exceptional client care.

Kevin launched his sales career after establishing himself in the corporate sector. An avid investor, he was intrigued by the art of the deal and had a firsthand understanding of the process of building wealth through a portfolio of real estate holdings. As his business grew, so did his aspirations. Kevin went on to manage a thriving clientele while opening a full-service franchise brokerage that grew to house over 120 agents and ancillary service providers.

Though he enjoyed the opportunity to facilitate better business for others, he says he is thrilled to have refocused his efforts, after management, on his own sales business.

“I have trained agents, brokers and managers and have seen the business from every angle, and I am well-versed in the strategies that work,” Kevin asserts. “Recently redirecting my sales business to work directly with my clients has been an exciting challenge after being in management.”

He is, by nature, highly competitive. Kevin was an All American soccer player and is acutely aware of the importance of training, planning and execution in achieving his goals. His professional toolbox is overflowing with the skills that propel agents to long-term success. A highenergy professional, he’s analytic and effective at solving problems, an excellent negotiator, and well-versed in the art of marketing and promotion. To top it off, notes his assistant Molly Green, “Kevin is completely hands on with his clients. He believes in doing the right things, and leads by example.”

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L to R: Molly Green, Paul Cawley, Kevin Hill, Roberta and Charles Lisciandro While he maintains a focus on attending to his own clients’ needs, his growing business required the support of a team of accomplished professionals who would uphold his commitment to providing top-notch customer care. In the process of assembling his group, he was meticulous. “I wanted the right people,” Kevin explains. “Over the years I have had the opportunity to work with such a variety of individuals that I understand the tremendous value associated with having the right person in the right position.”

The effort paid off; in late 2012 Kevin assembled his team and has been pleased with the quality of representation that each member offers. Beyond his immediate group, Kevin has also cultivated a team of ancillary professionals who, he says are “the absolute highest quality service providers contributing to a transaction.” From escrow and title specialists, to lenders and home care professionals, he refers his clients to trusted individuals who have proven to

maintain a focus on achieving their clients’ satisfaction and exceeding their expectations.

Kevin is well known for his work in Lake Forest, though he specializes in selling homes in South Orange County.

His online, print marketing and advertising campaigns are unparalleled in their scope and spectrum; he continues to invest heavily in promoting his business and his listings.

Professional photography showcases the distinct features of every home, virtual tours provide a glimpse into the spirit and feeling of each property, and he assures clients that his exposure is second to none. “There is no doubt in my mind that my promotional efforts exceed those of any other individual agent in my area,” asserts Kevin. “I have access to a wealth of resources and outlets, and I use them consistently and successfully.”

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Integrity, Knowledge, Determination Client Shannon West notes that she felt immediately comfortable calling Kevin to sell her home, thanks to his extensive marketing outreach. “To begin with, Kevin’s signs for open houses were always posted on weekends in our neighborhood,” she observes. “This told me Kevin was a busy agent, working hard for his clients. Also, I had received many flyers from Kevin Hill highlighting the homes he had sold and all the homes he had for sale.”

When they met face to face, recalls Shannon, she was immediately impressed by his presentation and attention to details. “Throughout this entire process, he was always available to answer questions and give options of what would sell my home quickly,” she says. “Kevin always listened to my concerns and was able to give good advice based on his many years of experience.” She continues, “The whole experience of selling a home can be very stressful, and having a hard working agent with great

knowledge of the real estate market on my side made the experience much simpler.”

Facilitating a better client experience is Kevin’s ongoing objective, and he continues to develop his business in order to meet the changing needs of his clientele. He recently purchased a new truck, which is available for clients to use for moving or other tasks. The branded vehicle is a mobile reminder of the lengths Kevin will go to, to care for his clients. Throughout the communities he represents, Kevin has become known for his high-profile open houses.

“My son and I strategically place upwards of eighty signs to channel traffic to the property,” he says. The day-long events start at 7:30am and typically run for 12 to 14 hours.

“Then we follow up with guests,” Kevin adds. “This allows us to utilize feedback that will assist us in improving upon the marketing and presentation of the home.”

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His efforts have paid off handsomely. Kevin’s book of business continues to grow, previously in management, he has rapidly re-established himself as a top producing agent within his marketplace. In 2012 he earned Prudential’s Chairman’s Diamond Circle Award, which reflected his position among the top 1/2% of 1% of over 50,000 agents within the brokerage’s national system. He has also been recognized as the top-producing agent within his Mission Viejo office, and the top selling agent within Lake Forest for listing volume sold as well as total sales. The honors reflect more than quantity, though. They reveal the dogged determination with which Kevin’s business is run.

They are all accomplished in their own rights, with one attending Irvine Valley College, one an ROTC student at Texas A&M, and one who just completed his Bachelor’s Degree at Cal State Fullerton, and is starting his Master’s program. The family juggles get-togethers and activities.

“It takes some effort,” Kevin acknowledges. “But it is so worth it.”

His driving philosophy is at once simple and powerful: “I believe in doing the best that you can at all times for your clients,” Kevin says. “That’s how my business runs.”

And with that, success continues.

While much of his time is dedicated to his business and his clients, Kevin finds balance with his children.

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Molly Green - Licensed Office Manager Sharon Jackson - Transaction/Compliance Coordinator Paul Cawley - Marketing Coordinator, Licensed Agent Cindy Mutz - California Title Representative Roberta and Charles Lisciandro - Licensed Buyers Rep Team Ellen Hunter - Prudential Office Support Christopher Dale - Pickford Escrow Manager ExecutiveAgent Magazine

Kevin Hill Prudential California Realty 25909 Pala Drive, Ste. 100 Mission Viejo, CA 92691 Cell: 949.677.6500 KevinHill@pruoc.com www.KevinHillRE.com DRE # 00866218

Happy Memorial Weekend!

For your bravery, hard work, and dedication to our country, we Thank You.

Branch locations in Irvine, Newport Beach, Mission Viejo, and Brea

Alissa Hittner Account Executive Direct (714) 496-1970 Alissa@prominentescrow.com

Nancy Feathers Account Executive Direct (949) 282-9899 Nancy@prominentescrow.com

Lance Indes Account Executive Direct (714) 423-6882 Lance@prominentescrow.com

www.ProminentEscrow.com RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION

Looking for a Good Fit? Kinecta can help you find the right home loan for your client.

ü 3% Down on Conforming purchases – beats many FHA offerings ü 5% Down on Condo purchases (Conforming) ü Low MI rates with exclusive credit union-only programs ü Jumbos to $4,000,000 ü Jumbo MI-insured to 90% LTV and up to $250,000 over FHFA limits ü Asset Utilization – use portion of liquid assets as qualifying income ü 30-Day Purchase Guarantee – we fund on time or we pay administration fees ü HomePath® - REO properties from FNMA with low down and no appraisal needed ü 70 Years providing a wide range of financial services to Southern California We also offer exclusive Realtor Performance Seminars with industry experts. Check out our special Realtor web page at www.kinecta.org/realtor for more information.

Contact me for more info!

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Orange County Mortgage Center 4041 MacArthur Blvd., Suite 100 Newport Beach, CA 92660

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage and Real Estate professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.

11654-01/13

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Christine E. Haneline

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“Dream It, Buy It, Live It.”

By Dara Holland

T

he motto of Team Laguna Real Estate is “Dream It, Buy It, Live It.” For clients of Team Laguna Realtor® Christine “Chrissie” Haneline, it’s a goal that’s readily achieved. Born and raised in Laguna Beach, Chrissie takes pride in being a fourth-generation resident of the beautiful beachfront community.

Her first-hand experience of living and doing business in Laguna gives her a unique advantage when it comes to marketing properties and closing transactions in a way that truly makes her clients feel at home.

Chrissie’s combination of real estate knowledge and personalized customer service is tough to beat.

She grew up in the hotel industry, studied real estate at Rancho Santiago College, and is driven by a desire to serve others. She views her key role as making sure clients receive the most from the negotiation process and that everything is stress free. But Chrissie is just as dedicated to helping clients assimilate into the Laguna Beach community.

Her concierge approach ensures every client is well-informed on the property they’re purchasing or selling. “It’s a personal touch that clients really appreciate, because it enables them to plug into life in Laguna Beach, says Chrissie.”

Chrissie honed her skills growing up in the hotel/ property management environment and serving as Vice-President of Vacation Bay Hotel Properties. Her family owned and ran the former Vacation Village Hotel, and lived on the premises. Raised in an environment that was both home and hotel, Chrissie quickly learned the intricacies of hotel management, property ownership, and customer service. “When you own and operate a hotel, you just learn everything about property and client management – from maintenance and accounting issues, to handling customers, to resolving problems of every type. We had some apartments too, which added to the experience and need for expertise. In fact, being in property management is what drove me to take real estate courses – I wanted to better understand the business and help it thrive.”

When her family sold Vacation Village in 2006, Chrissie knew getting into real estate was the obvious career move. Her background in hotel management and familiarity with Laguna Beach shortened the learning curve and fueled her success as a Realtor®.

She worked first for several agencies before signing on with Team Laguna Real Estate in early 2012. With Team Laguna, Chrissie feels she’s found the perfect fit. The downtown firm has been in business for 25 years and specializes in Orange County coastal real estate. Chrissie raves about working for a company that provides a real sense of camaraderie among its agents. “Owner Danielle Purcell is an excellent businesswoman and very hands-on with her staff. Plus, I work with a lot of Laguna Beach High School alumni.

We have a history together, as we all grew up here.

Everyone likes each other, which really makes Team Laguna Real Estate a great place to work.”

Being part of a winning team definitely has its advantages, but, as Chrissie emphasizes, “At the end of the day, it’s not about the money; I just want to help people. Getting clients to close their transactions and start enjoying life in the Laguna Beach community is what it’s all about.” In other words, with Chrissie Haneline, the goal is not only realizing the “dream it, buy it, live it” motto for her clients, but helping lay the groundwork that assures they’ll love calling Laguna Beach home.

Christine E. Haneline Team Laguna Real Estate 1190 Glenneyre Street Laguna Beach, CA 92651 Tel: 949-813-2286 Chrissie@teamlaguna.com DRE # 01794908

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Are You A Bridge Builder?

W

hen you get right down to it, there are really only two types of people in this world, those who build bridges and those who do not.

Are you a bridge builder? You very well may be and not even know it.

Bridge builders are team players and go out of their way to render support and encouragement to people they meet along the road of life. They truly understand the power of a well-timed kind word and the importance of sincere appreciation.

Bridge builders make outstanding mentors because of their eagerness to share and nurture. They are terrific role models and leaders in every sense of the word. Bridge builders unselfishly invest their time and energy helping others to reach their full potential.

Bridge builders are always quick to praise people who have mentored them on their journey. They are extremely grateful that someone recognized their talent and helped them develop their potential.

Bridge builders help others not for personal gain or credit, but simply because it is the right thing to do.

They do not build bridges for the sake of mere recognition; they build because it is in their very nature to do so. Bridge builders care more than others think is wise, risk more than others think is safe and expect more than others believe is possible!

If you are a bridge builder congratulations, the world is a much better place because of the difference you make in the lives of others. How many bridges have you built lately?

16

The Bridge Builder An old man going a lone highway, came at the evening cold and gray, to a chasm vast and deep and wide. The old man crossed in the twilight dim, the sullen stream had no fear for him; but he turned when safe on the other side and built a bridge to span the tide. “Old man”, said a fellow pilgrim near, “You are wasting your strength with building here; your journey will end with the ending day. You never again will pass this way. You have crossed the chasm, deep and wide, why build a bridge at evening tide?” The builder lifted his old gray head; “Good friend in the path I have come”, he said, “there followed after me today a youth whose feet must pass this way. This chasm that has been as naught to me, to that fairhaired youth may a pitfall be. He, too, must cross in the twilight dim. Good friend I am building this bridge for him!”

- Will Allen Dromgoole 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; http://www.FrogPond.com

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Written By John Boe

ExecutiveAgent Magazine

17

Why Wells Fargo

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

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

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

Call us today to find out more.

J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462

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

My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285

Mark Preston Home Mortgage Consultant 714-585-6444 NMLSR ID 490912

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

Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475

Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934

Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520

Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497

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

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

Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027

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

Phillip Nguyen Home Mortgage Consultant 714-809-2394 NMLSR ID 724040

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

Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888

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

Thao Vu Home Mortgage Consultant 714-363-6751 NMLSR ID 840276

Chris Preston Home Mortgage Consultant 714-264-5162 NMLSR ID 490895

Steven Lee Home Mortgage Consultant 714-264-5162 NMLSR ID 516391

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. AS981886 3/13-6/13

Offices Corporate Office: Irvine Office 9901 Irvine Center Drive Irvine, CA 92618 Phone: 949.753.7888 Brea Office 3040 Saturn Street, Ste 101 Brea, CA 92821 Phone: 714.990.0770 San Clemente Office 1397 Calle Avanzado San Clemente, CA 92673 Phone: 949.492.4868 Upland Office 450 N. Mountain Ave, Ste A Upland, CA 91786 Phone: 909.527.8252 Huntington Beach Office 18682 Beach Blvd, Ste 165 Hu Huntington Beach, CA 92648 Phone: 714.465.2000 Mission Viejo Office 27802 Vista Del Lago Ste E2 Mission Viejo, Ca 92692 Phone: 949.365.1888 Long Beach Office 6621 East Paciic Coast Hwy Ste 140 Long Beach, CA 90803 Phone: 562.431.3739

At Evergreen Realty, HomeSmart, you have after hours access to one of our many brokers. Real help when you need it! Make the smart move and you’ll never have to go it alone again. Our agents receive the best in service and support. At Evergreen Realty, HomeSmart, you’ll have all the tools to ensure your success. Contact our corporate office at (949)753-7888 or visit http://www.joinevergreen.net for complete in information.

All inquiries are kept conndential.

Dana Point 24501 Del Prado Ste A Dana Point CA 92629 Phone: 949.463.1200

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$40/Month. 100% Commission.

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Valerie Torelli

By Lalaena Gonzalez-Figueroa

Torelli Realty: Redefining the Real Estate Experience.

“Our Motto is Being The Change in Real Estate.”

message is being spread, and the results are nothing short of astounding.

By Lalaena Gonzalez-Figueroa

H

er passionate approach to real estate has made a tremendous impact on those around her. From clients to colleagues, Valerie Torelli touches lives through thoughtful and purposeful business. It’s not uncommon to hear professionals verbalize their beliefs in cultivating meaningful professional relationships, but there is an urgency in Valerie’s message, a tie-in so personal that it cannot be written off as a simple catch phrase. Torelli Realty is the vehicle through which her

Valerie launched her real estate career after working in the accounting department of a property management firm.

The industry intrigued her, though she was drawn to the elements beyond finances and paperwork. “I realized that I had a desire to be a part of the creation of the transaction, rather than simply recording it,” she explains. She earned her license in the late 1970s, opening Torelli Realty in 1984.

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Costa Mesa’s # 1 Real Estate Company From the onset, Torelli Realty employed a unique perspective in its approach to real estate. At the heart of most residential transactions, Valerie reasons, are very personal motivations. “That’s what drives us,” she affirms.

“What we’re looking for is the why. When we understand that, we’re able to serve our purpose.” In an industry where relationships are critical, no one is more aware of the magnitude of interpersonal communication and understanding than Valerie and her agents. “What we do is truly noble,” she reflects. “We are an integral part of acquiring one of the most basic needs a human being will have- shelter. When we act with purpose, knowledge and skill, our clients’ lives are enriched.”

Torelli Realty has consistently attracted a distinct breed of real estate professional: one whose motivations lie well beyond the traditional agent. The office is a group of individuals who share in the belief that “being the change” is the platform upon which the best business practices are established, and agents thrive in the collaborative atmosphere that buzzes with excitement and positivity.

Meeting the professional needs of established agents requires concerted effort, and Valerie is dedicated to ensuring that her office provides the support, inspiration and resources necessary to assist individuals in achieving their highest level of potential. Agents are encouraged to delve into the mechanics of communication and relationships, which allows them to better develop and strengthen their sales skills.

consistently out-performing larger offices, and we are so proud of that. It’s a direct result of our commitment to meeting the needs of our clients, and to being active and productive members of our community.”

Torelli Realty and its agents are, indeed, woven into the fabric of Costa Mesa; the organization invests a fixed percentage of its profits back into community events including annual activities such as Snow Land, Pumpkin Patch and Egg-Citement, which attract hundreds of visitors to the region. Torelli Realty also actively supports local schools and charities through fundraising and volunteerism. “We appreciate what it means to be a part of Costa Mesa,” Valerie observes. “It is exciting to have the opportunity to play a vital role in our community’s ongoing success.”

Valerie is equally committed to the success of her agents and their clientele. “I don’t allow people to fail,” she asserts; “I am here as a mentor, a resource and a platform of support for individuals who are seeking to develop their careers through relationship-driven business.”

Agents with Torelli Realty are unique individuals, with distinct talents and skillsets. But they are all connected by a prevailing philosophy: “We don’t sell homes,” says Valerie. “We use real estate as a way to make a positive difference in peoples’ lives.”

An amazing thing happens when talented and driven individuals are empowered to serve others; they perform with a sense of fervor and purpose. Torelli Realty agents consistently outperform their peers, says Valerie, reflecting their intense dedication to the markets they represent.

Valerie Torelli - Torelli Realty 1700 Adams Ave., Ste. 101 Costa Mesa, CA 92626 714.540.7355 valerie@torellirealty.com www.torellirealty.com DRE # 00878443

“Of Costa Mesa’s current top-eight producers, four are with Torelli Realty,” notes Valerie. “Our brokerage is

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Aaron hanson

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Professionalism with Purpose

By Lalaena Gonzalez-Figueroa

I

t might come as a surprise to his new clients; Aaron Hanson doesn’t want to start a conversation talking numbers. “I want to understand each individual’s unique goals,” he explains. “Are they starting a family?

Moving up? Returning to their roots?” With information pertaining to their short- and long-term objectives, he reasons, he’s better able to assist them in achieving those goals. Relationship-driven, Aaron offers personal and attentive service throughout the course of every loan transaction.

He has always deigned to help others. Aaron studied Kinesiology and worked in health care before transitioning into the lending industry. The shift, he says, wasn’t as drastic as it might seem. “Whether you’re helping someone re-learn to walk, or assisting a firsttime buyer, there’s a common thread,” he explains.

“Every day, I’m helping people and their families. It’s something I truly enjoy.”

Aaron launched his career with an internationallyknown lender before aligning himself with imortgage in 2010. The move, he says, has allowed him to offer consumer clients and industry partners the highest quality of service. “We’re a truly unique company, with a boutique atmosphere but substantial production,” notes Aaron.

“While imortgage is growing at a tremendous pace, we are still focused on providing exceptional customer care.” A strong internal structure, he adds, facilitates better business. “When I need to talk to someone in marketing, I reach that person. My team of underwriters and processors work with me to do whatever we can to close loans in a timely and efficient manner.”

people at every end of the spectrum,” he explains. “I can help first-time buyers, or assist investors who are adding to their portfolios.”

Aaron strives to consistently add value to his consumer clients and industry partners. He is proactive, communicative and accessible. Technology allows him to maximize his efforts, but he observes that the foundation of successful business within his industry is the relationships that are forged and carefully cultivated.

“I’m here to contribute to a successful transaction,” he explains. “I want my clients to feel that I listened to them, appreciated their goals, and helped them navigate the process successfully.” He strives to minimalize stress and inconvenience, making every effort to address challenges and identify solutions.

He is driven by a quote gleaned from an unlikely character; a famous playwright John Teller muses, “When relationships become a ledger of profit and loss, you have no friends, no loved ones, just pluses and minuses.

You are absolutely alone.” This embodies Aaron’s approach to business and to life. In an industry defined by balance sheets, he finds true value in establishing relationships steeped in trust and respect.

imortgage strives to offer “a loan for every home,” and Aaron notes that the company features a full menu of products and services at competitive rates. “From conforming loans to jumbo products, we have something for

ExecutiveAgent Magazine

Aaron Hanson imortgage - Newport Beach 1301 Dove St., Ste. 101 Newport Beach, CA 92660 Tel: 949-705-0593 Aaron.Hanson@imortgage.com NMLS ID 382768

imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 06/2013

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EXECUTIVEAGENT

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Advisory/Selection Committee

MAGAZINE

Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting the cover Agent of the Month and inside Feature Stories.

The Executive Agent Magazine 2013 Advisory Selection Committee members:

949.705.0582

Jim & Marcia Brashier Teles Properties 949.734.6228

Sue LaPeter Prudential California Realty 714.369.4689

714.422.1840

Bob & Gayle Gottuso First Team Real Estate 949.533.3009

Elizabeth Do Keller Williams Realty 714.317.7243

Spyro Kemble Surterre速 Properties 949.717.7248

Chris McKeen Prudential California Realty 714.921.9457

David & Avarelle Silver-Westrick Keller Williams 949.248.1310

Barbara Amstadter Prudential California Realty 949.500.0155

Jim Mecklenburg Prominent Escrow 949.825.5125

Dino Katsiametis Citiwide Home Loans 949.720.1616

Lynn Wong First Team Real Estate 714.414.8809

Janice Eckles Eagle Home Mortgage 949.275.3005

Fred Arrias Executive Agent Magazine 949.366.3349

Ryan Grant

Marlene Veal

E XECUTIVE AGENT MAGAZINE

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Marlene Dietrich Home Team ExecutiveAgent Magazine

F IRST TEAM® WELCOMES

By Jeffrey C. Johnson, Ph.D.

W

hen Marlene Dietrich moved to Orange County from Chicago in 1990, she knew that she would have a career in real estate for the rest of her life. “I was working in the Orange County market before I even unpacked,” she remembers. Twenty-three years later, she is the recipient of 13 Chairman’s Circle Awards and ranks among the top 1% of agents nationwide. While the accolades make her proud, it is her commitment to her community that really defines her business as well as her life.

“We have to feel good about what we are doing for other people. It actually keeps me awake at night. Anything we do has to be right for our clients. So when it came time to make a career move, I chose First Team Estates state-ofthe-art office at 4 Corporate Plaza, Newport Beach. I have always been impressed by First Team’s dominant market share and First Team’s Live Beautifully® high impact marketing campaign, along with its luxury partnerships that include Luxury Portfolio International™, Leading Real Estate Companies of the World®, LUXE Interiors & Design Magazine and Fix¬tures Living, it’s a great fit for me and my expanding business. ” For the past decade, Marlene Dietrich’s Home Team has been a family effort as she has been joined by her husband, Tony Massod, and her son, Michael Bohinc.

Between the three of them, they have developed a procedural system for providing the highest quality of customer service to their clients. In any situation, the goal is to make the transaction run as smoothly as possible for the client by operating as a team with honesty and integrity. “We all know and work with all of our clients at the same time, and we are always available on their schedule, not on our schedule. That’s what a good solid family relationship can do for our clients.”

Their dedication to their clients extends far beyond a single transaction; Marlene and her team remain in contact with all of their clients, communicating with them at least once a month. “Our clients mean a lot to us. We want them to stay in our lives forever.” While she extends this level of care to everyone that she works with, she knows that it is particularly helpful for those who are relocating to Southern California. Marlene, Tony, and Michael are all Certified Relocation Specialists. “We don’t stop helping our clients after they move into their home. We help educate them when they are coming to a new area, and we have a list of trusted contacts whether they need a hardwood flooring contractor or a doctor.”

Additionally, Marlene’s clients know that they can count on her to facilitate successful commercial real estate transactions by partnering with trusted associates.

An important aspect of Marlene’s involvement in her community is her work with the Make-A-Wish Foundation, which she has supported for more than 15 years. She and her team help to grant wishes for children who are suffering from life-threatening illnesses. For Marlene, her work with Make-A-Wish reflects her approach to real estate. “Whether it’s a child or a client who has just walked into the home of their dreams, I love putting smiles on people’s faces.” She and her family also donate their time by feeding the homeless in Santa Ana and by participating in Human Options, a non-profit organization that provides safe haven and life-changing programs to abused women and children.

Always seeing each new transaction as an opportunity to learn something new, Marlene is grateful that she has a career that allows her to help people make their lives better.

“Real estate is the best thing that has happened to me. I just fit into this kind of work perfectly.” When Marlene is away from the office, she enjoys traveling, though her clients are never far from her mind. “Even on vacation, I love to look at homes, and I’m often looking for an internet connection to take care of transactions.” She looks forward to many more years of working with her family to bring honest, professional service to the Southern California real estate market. “Everything I’ve ever done in my entire life has led me to this job. My family and I live real estate!”

Marlene Dietrich First Team Estates 4 Corporate Plaza, Suite 100 Newport Beach, CA 92660 Tel: 949.400.1021 MarleneDietrich@realtor.com www.MarleneDietrichRealEstate.com DRE # 01291332

ExecutiveAgent Magazine

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Getting Angry Doesn’t Benefit Anyone

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verybody gets angry sometimes, and as an old green friend once said, “You wouldn’t like me when I’m angry.” Most people are not “likable” when they are upset, because anger is a strong and defensive emotion, one that is defined as “an aroused state toward someone or something perceived to be the source of an aversive event.” When we sense that someone else is angry this immediately creates uneasy feelings, since we do not wish to be the source of that agitation. Of course, anger is not merely directed towards other people; often times, places, things, situations and other intangible properties can be a source of great anger. Some people are angry with their government or the politics that permeate their office of work. Some people are angry with lawmakers, while others are angry at how the criminal element appears to prosper at times. There are plenty of things in this world that can make us angry at any given moment in time.

A 1976 film entitled Network had a famous scene that involved a newscaster telling his audience that it was okay to “get mad.” In fact, he encouraged his viewers to get mad and to yell their frustrations outside the living room window. This illustrates a good point. When you are angry, it’s never a good idea to bottle up that strong emotion inside. This could lead to festering resentment over a period of time, and in the end, could cause an ordinarily calm person to become filled with rage. On the other hand, you don’t really want to take your anger out on others as that typically doesn’t produce the result you want.

The Harmful Effects of Being Angry Allowing yourself to become angry doesn’t necessarily solve problems. In fact, it’s no coincidence that people who are known to be constantly angry are also the ones that have problems with their heart or with high blood pressure. Why is anger linked to heart disease? It has been observed that anger actually reduces the capacity of the heart to pump blood. Over an extended period of time, this can wear down the heart muscles and cause medical problems.

While it is best to express your anger, constantly becoming agitated can be very unhealthy. Recurring anger

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has also been linked to chest pains, headaches, migraines, stroke, kidney failure, obesity, skin wrinkles and ulcers.

Sometimes we can avoid these negative and unhealthy reactions if we choose not to let some things anger us anymore.

We can choose to not get angry or we can choose to get angry. Which is really better for you?

If you feel that someone or something is becoming distressing or even injurious to you, the first reaction is to get angry. As stated, do not deny yourself the right to become angry. You have the right to become angry with a person that has done you wrong, especially if he or she has shown no remorse over their actions. What is important though is that you are able to make peace with that person, to forgive them and to forgive yourself. Why should you forgive someone that has offended you?

There are many reasons to forgive, on a moral basis, as well as on a personal level. You must be willing to forgive others and yourself for your own actions, because this will make your life more enjoyable. Life is too short to become obsessed with vengeance and deep-rooted animosity.

You could liken the idea of “never forgiving” to letting someone repeatedly stab you in the back with a knife.

It hurts when someone betrays your confidence, like a sharp stab. However, when you cling to those painful memories every day, you are just reinserting the knife into that sensitive wound. Whether or not you choose to resume the relationship with the offender is up to you; but it is imperative that you forgive that person at least in the sense of letting go of that heavy ball of negativity that is slowly developing in your heart.

Anger Management Professional Life

in

Your

Personal

and

Not only must you learn to control your anger in view of your own health, you will also be expected to exercise proper anger management appropriately by your friends and professional colleagues. This can be tricky, because if you are prone to temper tantrums or impulsive behavior, you will be perceived as an unstable personality. If you

ExecutiveAgent Magazine

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are known for having a bad temper at work, don’t expect to get a lot of opportunities for advancement. The more responsibility you are given the more maturity you are expected to show. On the other hand, if you handle anger so well that you don’t even express your feelings, you may be perceived as a bit of a push over.

Basically, you have to give people what they want to see. If you are interested in appearing assertive and responsible, then try not to let others slight you without a discussion. This doesn’t require that you be “mad”, but you can certainly share your opinion on the matter.

Balancing your anger, as well understanding how others perceive you is all a part of learning anger management.

If you want to control your anger in healthy ways and progress in your career, then begin today to choose to react differently to situations that normally would have made you angry. Make different choices and keep yourself as healthy as possible. Learn to control your anger and choose to handle situations in a new and more positive manner.

Anne M. Bachrach is known as The Accountability Coach™. She has 23 years of experience training and coaching. The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. Anne is the author of the book, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives. Go to www.AccountabilityCoach.com and get the FREE special report on Keys to Working Less, Making More Money, and Having a More Balanced Life.

Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (http://www.accountabilitycoach. com/coaching-store/inner-circle-store/). © 2012, Anne Bachrach. All rights reserved. For more information about this article or author, contact Susie@FrogPond. com. For the most current local Housing Trends, go to http://www.HousingTrendseNewsletter.com.

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E XECUTIVE AGENT MAGAZINE

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R ICK & PATTY ARVIELO

By Lalaena Gonzalez-Figueroa

N

amed one of the Top O.C. Workplaces for 2012 by the O.C. Register, national mortgage banker New American Funding has managed to achieve a successful balance between the quality of services it provides, and the attitude with which

hundred loans each month, but because we have maintained the same boutique, family-friendly atmosphere since day one.”

New American Funding was launched as a callcenter mortgage banker, though Rick recognized the potential to transition into the field as the industry shifted in the mid-2000s. “We were already highly competitive in our turnaround times and pricing,” he explains. “And because of the tremendous volume that we consistently manage, our mortgage originators are experienced in a spectrum of financing products.”

it operates. Founded in 2003 by entrepreneur Rick Arvielo and his wife Patty, the company has defied industry odds to become one of the fastest-growing businesses in its field. “We are gaining notoriety,” remarks Rick. “Not only because we house over seven hundred employees and close over fourteen ExecutiveAgent Magazine

EA

“REAL ESTATE LENDING FOR LIFE” When he realized that the market at large was not meeting the standards upon which New American Funding was launched, he determined that there was a true need among outside mortgage originators for his company’s services. Retooling the organization’s infrastructure took tremendous time and effort, but the investment paid off: New American Funding continues to thrive and expand throughout the United States.

Rick, who launched his first business straight out of high school, boasts the creative vision of a true entrepreneur. His ability to systematize and structure is phenomenal, and has allowed him to hone in on the elements that differentiate New American Funding from its competitors. “The interesting thing about the mortgage meltdown is that many of the lenders who went under did so because they didn’t understand how to monitor and manage their business,” he reveals. “They didn’t know what was working and what wasn’t, and they weren’t able to maximize their customer outreach.” This, Rick adds, is his area of expertise.

“I am focused on business development, marketing, technology and accounting.

everyone you come into contact with deserves to be treated with dignity and respect,” says Rick. “Our customers are important, but so are our employees, vendors and industry partners. When we treat everyone right, we gain stakeholders who are all vested in our success.”

New American Funding currently operates in 26 states throughout the country, with short-term plans to expand into six additional markets. The national mortgage lender offers an array of products including bond programs for first-time buyers and Wall Streetfunded jumbo loans. The company is also approved to sell directly to Ginnie Mae, Fannie Mae and Freddy Mac. Turnaround times beat industry averages, with loans consistently closing in 30 days or less. “We have access to so many options, and we really work with our borrowers to provide them with the information they need to make the right choices,” says Rick. “Our motto is, we don’t just quote a rate; we analyze and educate.”

Rick was recently nominated for the Orange County Business Journal’s Excellence in Entrepreneurship Award. He looks forward to continuing to grow the business that, as of 2013, was funding over $400 million a month in home loans.

I capitalize on opportunities and drive our business to consistently outperform.”

Patty was still a teenager when she began her mortgage career. Over three decades later, she continues to rank as one of the top-producing loan originators. “She has incredible experience,” notes Rick. “Patty has been an underwriter, a processor and a funder. Her knowledge has helped us stay focused on the products that work.”

New American Funding 14511 Myford Road, Suite 100 Tustin, CA 92780 Telephone: 1-800-450-2010 www.NewAmericanFunding.com NMLS ID 6606

Their employee buy-in is another significant factor in New American Funding’s succes. The company’s cultural climate is driven by a deep-seeded belief in the value of exceptional care for all parties, and is reflected in its “NAF360” motto. “We believe that ExecutiveAgent Magazine

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Why I Love America

I

turned 17 on a Saturday and applied to the Navy the following Monday when World War II was being fought. I was waving the flag then and am waving the flag today.

I’m not as avid a flag waver as third generation flag waver Tom Harken from Beaumont, Texas, and since his son now does the same thing, that makes four generations of Harkens who wave the flag like nobody I’ve ever heard of! He has three flags in front of his corporate offices and one large flag in front of each of his Crazy Jose’s and Casa Ole restaurants. Each of his employees in all of these establishments waves the flag in front of his or her home.

As a boy, Tom had a considerable number of illnesses and fell through the educational cracks. As a result, he did not learn to read until he was 28 years old. Despite this fact, through hard work and persistence, he had done well even before he could read. In 1992 he was recog-

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nized as a Horatio Alger Award winner, surely the top recognition anyone receives in America for their “rags to riches” story. Tom shared with me that he never dreamed he would earn as much money as he now contributes to a number of worthwhile charities. He is a strong advocate of literacy and preaches and contributes to it everywhere he goes. Yes, Tom Harken is one reason I love America.

I also love America because of Muggsy Bogues. At age 36, Muggsy has played in the NBA for 14 years and was a member of the Dallas Mavericks, where he was highly regarded. Despite the fact that an arthritic knee is going to keep him out of action, owner Mark Cuban wanted to keep him aboard because of his attitude, leadership abilities, and commitment to the game. Mr. Cuban figures Muggsy is the kind of guy he wants in the locker room to encourage the other guys. “They will listen to him because, first of all, anybody who can survive 14 years in the NBA is special.” Now add to that in this land of giants, and

ExecutiveAgent Magazine

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Written By Zig Ziglar

particularly on the basketball court, Muggsy is five feet, three inches tall. That’s astonishing! He gives 100% effort and coaches learned long ago to measure him not by his height, but by his heart. Only in America could a Muggsy Bogues do what he has done.

I love America because Mary Kay Ash could start a cosmetics company with the purpose of giving women a chance to create their own businesses by sharing their vision and opportunity with other women, and be well paid in the process. Outstanding performers drive pink Cadillacs, too! That’s America -- and that’s why I love it.

I love America because Neil Rudenstein became the president of Harvard University from 1991-2001. His mother is a part-time waitress and his father is a prison guard. But in America it’s not who your mother and father are; it’s who you are and what you do with what you’ve been given.

I love America because of the privileges it has given me.

My mother had a fifth grade education but she was a hard working woman with lots of love and incredible wisdom.

She gave me the foundation that has enabled me to visit all of the continents, speaking and writing, and to enjoy a life that was beyond my wildest imagination when I was growing up in small-town Yazoo City, Mississippi.

Yes, America is still the land of the free and the home of the brave, the land where any man or woman willing to use his or her ability to the fullest extent can enjoy not only freedom but a balanced life and success that people in many other lands only dream about. God bless America.

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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success is Our

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Go mobile and gain a competitive edge with Ticor Title’s mobile apps and automated services.

Our mobile apps are designed to streamline efficiency in the title process. Ticor Express Pocket Profile allows you to quickly search for property information from your mobile or tablet device. Our Pocket Profile app provides real time access to valuable property information.

TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes equipped with local tax rates, closing fees, title policy prorated taxes, and much more to ensure accuracy. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business.

Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database.

Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in today’s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.

Felix Duarte 714.392.1400

felix.duarte@ticortitle.com

Tomas Duarte 714.272.9552

tomas.duarte@ticortitle.com

www.TeamDuarTe.NeT

Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780

People Who Help People

STEVEN J. GOORMAN Founder/Owner of Citywide Home Loans

“

BECAUSE OF EXTRAORDINARY LOAN OFFICERS AND

AGENTS LIKE YOU, WE HAVE DONE $1.5 BILLIONS IN

”

SALES IN THE LAST 15 MONTHS.

W W W. C H L . C C FOR CAREER OPPORTUNITIES: CONTACT DINO KATSIAMETIS @ 949.720.1616 OR DINO@CHL.CC 4685 MACARTHUR COURT SUITE 170, NEWPORT BEACH, CA 92660

NMLS #923114 CA DOC # 252733 Corporate NMLS #67180

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Deborah Linden

By Jeffrey C. Johnson, Ph.D.

Tenacity and a sense of genuine caring are at the heart of Deborah Linden’s straightforward attitude toward real estate. “I always begin by asking myself, ‘What can I do for this person to help them get the home of their dreams?’ I realize that this is the biggest decision they will make.”

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An Agent Who Makes It Personal

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er commitment to customer service was honed during a 15-year career in Medical Billing Management, where she also spent hours each day speaking with clients who were making life-changing decisions. For her, the responsibility that she has to her buyers and sellers is an extension of that experience. “It’s all about helping people. I want to take all the stress off my clients. I am available 24 hours a day by phone, text, or email. I want to give them the service they deserve.”

Both buyers and sellers alike benefit from Deborah’s honest, hard-working attitude. One of her clients, who was relocating from Oregon, visited 60 properties in his search for a home in Southern California. None of the first 59 felt like home, he told Deborah, who determinedly refined their search every step of the way. When he walked into house number 60, however, he put his hand over his heart, turned to Deborah, and said, “This is the one.” They quickly made an offer only to discover that two other parties had made offers as well. In order to decide between the three interested parties, the seller asked each of the buyers’ agents to write a letter explaining why their client should be the next owner of the home. Deborah set to work writing her letter, explaining how the home had made her client feel when he walked through the front door. “I just told the truth, that he had made an emotional connection with the house. This made an emotional connection with the seller, as well, who connected with the buyer and knew that the house would be in good hands.”

Helping homebuyers relocate from other parts of the country to Southern California is one of Deborah’s strength’s as a real estate professional. Relocations give her the opportunity to arrange not only house tours, but also explorations of cities, and she takes these opportunities to help her clients find the ideal location for their next home.

In order to make certain that she is current on industry

trends and new programs that will benefit buyers and sellers alike, she focuses on education, both for her clients and for herself.

One of the many ways in which she focuses on education is by sitting on the Board of Directors for the National Association of Hispanic Real Estate Professionals (NAHREP), a non-profit organization that provides educational opportunities for real estate advisors.

She combines this knowledge with a relentless drive to maximize her clients’ value: for one of her sellers, she was once able to negotiate a price of more than $60,000 above the appraised value of a property. “I don’t take no for an answer,” she insists. “I fight for what’s right for my clients.”

In spite of this seemingly non-stop dedication to improving her abilities as an agent, Deborah always looks forward to spending time outdoors with her two children, Breanna (12) and Glen (11), particularly at the beach or on bike rides. Deborah continues to approach her work with an eye on top-notch service, working to guide her clients toward their next home. “I love showing properties. I love to set up a tour of 12 homes and take my clients out for the day. If I could do an open house every day, I would; it never gets old for me. meeting new people and building relationships is the best part of my business!”

Deborah Linden Realty One Group Direct: 949-478-2821 DLindenHomes@yahoo.com www.DeborahLindenGroup.com www.NewportBeachShortSaleHelp.com DRE# 01768219

ExecutiveAgent Magazine

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How To Show That You Are Listening 38

ExecutiveAgent Magazine

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Written By Tony Alessandra

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hink about how you like to be listened to. What are the important responses you look for in other people when they are listening to you? Here are four things most people mention:

• First, eye contact. As we just discussed, this is a sign of attention. When you don’t have eye contact with your listener, you may feel like you’re talking to a brick wall.

• Second, verbal responses and vocal participation such as, “Hmm,” “Yeah,” “Wow!” and “No kidding?”

These show interest in what’s being said.

• Third, other acknowledging gestures such as smiling, nodding one’s head, leaning forward with interest, directly facing the speaker, and appropriate facial expressions or body language. All of these gestures say, in effect, “I’m really interested in what you have to say.” Speakers like to see that.

• And, the fourth kind of acknowledgment is making clarifying remarks that restate the speaker’s points, such as “If I understand you correctly, you’re saying that...” or “In other words, the biggest hurdles are...”

Use these techniques, and you’ll show courtesy to the speaker. Equally important, you’ll enrich yourself by joining in a give- and-take that increases your understanding.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.”

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

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By Lalaena Gonzalez-Figueroa

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driven professional with a serious competitive drive, Jennifer Gelles thrives in the high-stakes arena of real estate investments. Her comprehensive market knowledge, which includes traditional equity, REO and short sales, allows her to best position each investor to maximize results. As markets nationwide continue to shift, Jennifer remains at the forefront of industry trends and changes.

She’s a calculated risk taker who ekes out opportunities and faces challenges head-on. Jennifer readily throws herself into the professional trenches; her solid work ethic is the platform upon which professional success has been built. She transitioned into the business after plying her

skills in finance for a media servicing firm. The dichotomy was unique: “I was navigating the traditions of the financial industry with the eccentric spirit of Los Angeles,” she recalls. “It was different!”

Jennifer’s ability to adapt and think on the fly were assets in her financial career, and they’ve proven invaluable in her role as a real estate professional. Early on, she established herself through the savvy use of technology; as her business grew and the market revealed signs of change, she pursued education and training that pertained to what she determined to be a growing niche: the distressed property market.

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Motivated, Knowledgeable, Dedicated “It was 2005, and we were on the cusp of the market shift,” explains Jennifer. “I was fortunate to see this and guided myself – and my business- accordingly.”

Her success, in fact, has been driven more by innate business acumen than by good luck. Jennifer has consistently positioned herself at the forefront of market trends, dedicating herself to acquiring the information and knowledge necessary to best navigate the conditions impacting her industry. Her initial foray into the short sale market was a gritty proving ground, and she rose to the challenge.

transaction, ensuring that each process runs as smoothly and efficiently as possible. Her investor clients appreciate Jennifer’s energetic, no-nonsense approach to business.

She knows her markets, and she knows what it takes to accomplish her clients’ goals. Consistent, determined and focused, Jennifer is a natural choice for discerning real estate investors.

“I door knocked for short sale listings. It was brutal,” she acknowledges. “But at the time, that’s what it took to acquire a solid understanding of the process and the options available to buyers and sellers.” Already wellversed in REO transactions, Jennifer shared her knowledge with owners of distressed properties. “I gave them a sense of reality,” she explains. “By communicating with them in a manner that was up-front and value-oriented, I gained listings.”

Aligning herself with Buyer’s Choice Realty has allowed Jennifer to create a platform for successful business with her investor clientele. “We’re a one-stop shop, with systems and partnerships in place to enable us to facilitate seamless transactions,” she says. With ancillary in-house services including escrow, plus vendor agreements with a wealth of industry-related specialists and service providers, Buyer’s Choice Realty is the agency of choice for investors who seek to build their portfolios with long- and short-term holdings.

While Jennifer works with clients throughout North Orange County, she is particularly well-versed in the markets of Whittier, Buena Park, La Habra and Downey.

She actively pursues ongoing education and training, and continues to expand her professional network in order to capitalize on the opportunity to acquire cuttingedge information and knowledge. A natural leader, she collaborates well with the parties involved in a given Jennifer Gelles Buyer’s Choice Realty 1207 W. Imperial Hwy., #101 Brea, CA 92821 310-748-9632 Jennifer@jennifergelles.com www.JenniferGelles.com Facebook/jennifergelles DRE # 01412576

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Another Deal Saved by Our EMT’s!

Eagle Home Mortgage 8105 Irvine Center Dr., Suite 500 | Irvine, CA 92618 | NMLS #849059 Equal Housing Lender. CA CL# 813i609 Universal American Mortgage Company of CA DBA Eagle Home Mortgage of CA Licensed by the Dept. of Corporations under California Residential Mortgage Act. Certain restrictions apply. This is not a commitment to lend. Applicants must qualify.