MAY 2015 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

BRETT WYLAND Executive Agent of the Month

Inside Features: Gary Acha imortgage Sherry Bahrami Realty ONE Group Keith Frainie Keller Williams Newport Estates Shaun Hurley First Team Estates Loretta Pierce Keller Williams Realty

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

May, 2015

S. Orange County

Cover Story

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

Editorials

36 - John Boe:

The Power of Choice

06 - Matt Bowman: Overcoming Fear

ADVERTISERS’ INDEX Alpine Mortgage Planning................27

16 - Steve Cook:

Greenpath Funding..............................9

Quality Deals

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

30 - Adem Hamidovic: A Real Estate Primer

imortgage HB..................................33 i Photography Studio....................25-32 Kinecta Federal Credit Union............13

19

Mike Ferry.........................................12

Brett Wyland Executive Agent of the Month

PWAOR..........................................8 The Termite Guy..............................26 Ticor Title Company.........................40 Wells Fargo Home Mortgage...........39

34 Gary Acha

14 Sherry Bahrami

04 Shaun Hurley

10 Keith Frainie

28 Loretta Pierce

ExecutiveAgent Magazine

Marketing Director: Frank Arrias Editorial Manager: Trudy Van Graphic Designer: Garon T. Arrias Photography: i Photography Studio, Ian Wiant, Rob Paino Writers: Shannon Hartsoe, Haley Freeman, Steven McReynolds © Copyright 2015 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

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

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E XECUTIVE AGENT

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MAGAZINE

Written by Shannon Hartsoe

Shaun Hurley ExecutiveAgent Magazine

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“The Client Comes First, The Client Always Wins”

S

haun Hurley’s ability to listen, show genuine compassion for people and an ability to make the most of every opportunity made him a natural to succeed in a variety of career options. (He even considered the priesthood).

But Shaun’s calling to help people would take a different path. He’s still able to deal kindly and effectively with people of all walks of life in all socioeconomic levels. But the work that came most naturally for Shaun is in real estate. “After 25 years as a broker I know how to find deals and sidestep the ‘landmines,’” he says. “Clients, fortunately, have the luxury of not knowing what I know.

I guess that’s why they hire me.”

What Shaun does know is why he’s catapulted to the top of the real estate industry in Orange County. Based in Laguna Niguel, First Team boasts of recieving some 6,000 buyer ad calls each month, a $4 million annual advertising budget (LA Times, Wall Street Journal placement, among others), exclusive exposure on Luxuryportfolio.com and exposure on more than 300 websites. Why so much success? A big part of it is Shaun’s customer service philosophy: “Client comes first, client always wins.”

From Encyclopedias to Luxury Homes In 1984, after Shaun graduated from a Jesuit University in Mexico City with an MBA in business commerce, the economy was in a standstill. He had an outstanding degree, spoke two languages, but there were no jobs and the peso had been devalued. Ever the entrepreneur, he headed to California and started selling learning programs and encyclopedias.

Soon after, Shaun met his first mentor at a mortgage loan seminar in Orange County. Jack Conrad, a former owner of Sycamore Homes that built more than 4,000 homes throughout Southern California, was semi-retired and looking for a protégé and a project. He and Shaun hit it off, and Jack made the young graduate an associate in his subdivision sales company, Conrad & Co. “I was a quick study,” Shaun recalls. “I learned some of the finer points of the business and soon landed my first sales and marketing project of 60 townhomes in Long Beach. That was the first of many projects where I was personally involved in the direct sales and financing, which includes more than 15 projects comprising over 500 housing units.”

A Continual Rise In 2000, Shaun affiliated his broker’s license with First Team Real Estate. At that time the company was not the most recognized in Orange County, but it had solid management, Shaun says. He cites Mark Kojac, a veteran manager of the Dana Point/Laguna Niguel Office, as playing a critical role in the consistent success of agents who worked at the office, including Shaun.

“I knew very quickly after meeting Mark Kojac for the first time, this was the place to hang my license,” Shaun says. “Mark’s perspective on market conditions and how to have our clients reach their goals in this ever-changing marketplace is unsurpassed. The company spends over a million dollars a year in major media advertising. This brings higher demand and thus higher prices for our seller clients.”

Today 70 percent of Shaun’s business comes from referrals and past clients. But he remains very careful in handling who and how he represents, never taking on more business than he can personally handle himself.

This approach doesn’t bode well in building a real estate empire, he notes with a laugh, but that has never been Shaun’s goal. “I’ve always preferred quality to quantity, which can bring many different and satisfying rewards to a career and a life worth living,” he says.

As for the future, technology will continue to play a growing importance in reaching clients’ goals, and Shaun and First Team Real Estate are well-positioned to meet the demand. They are highly skilled in using mobile, social media, video and just about every technology tool to provide their clients with the optimum potential for success.

“I am very thankful for the success I have had,” he says.

“I’ve been fortunate to work alongside some wonderful, world-class people during my career. I look forward to more opportunities to help people achieve their dream of owning a home, and that’s what this is all about.”

Shaun Hurley First Team Estates 32451 Golden Lantern, Suite 210 Laguna Niguel, CA 92677 Tel: 949-463-4663 Email: ShaunHurleyHomes@gmail.com Web: www.ShaunHurleyHomes.com CalBRE # 00870450

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Overcoming Fear Written By Matt Bowman

I

was driving down the road the other day with a friend of mine putting up some “WE BUY HOUSES” signs.

I mentioned to my friend that it was kind of funny that I often got e-mail or phone calls from students of mine who are actually afraid to put up these signs. They feel that people will stare at them or they will get into trouble.

I have got into the habit of riding down the road and whenever I find a good spot for a sign, pulling over if I can or simply pulling over as far as I can to one side of the road, putting my flashers on, hopping out and jamming a sign in the ground, then hopping back in my van and continuing on down the road. (Yes, I’m the idiot you had to slow down and change lanes to get around! Don’t hate me! I’m trying to run a business here!) I have even done this with a police officer behind me. As long as you are not violating any laws or local regulations, you have nothing to worry about. (Of course, you need to check with your local code enforcement to check on local regulations regarding the use of these signs, which I already had.)

Now this is easy for me to do now, but when I started out doing real estate deals and using signs, I was nervous about going out and putting up signs, as well as a lot of other things. Why is this? I know that by just putting up a sign, I can make anywhere from $2,000 to $30,000! I have learned that the things that we are most afraid of are the things that we need to take a close look at and find out if the fear is keeping us from something good or something bad.

It had been sitting empty and broken down for years. I did all the “tough” work of inspecting the property, estimating repairs (I went so far as to go to home improvement stores with a list and price every item, then call all the local contractors and ask how much they would charge for each tiny little aspect of the rehab), finding the owner through tax records, figuring out what I could offer, etc.

I then got the phone out, sat down on my bed, got out my notes on the property and stared at the phone. I rehearsed in my mind over and over what I was going to say and how I was going to pitch the deal. And I stared at the phone.

I went back over my numbers and all the research I had done to confirm what my highest offer could be. I knew where I would start as an opening offer. Heck, I even knew some slick negotiating tactics that would get the owner to name a price first. And I stared at the phone.

After 2 and a half hours, I set the phone aside and thought, “OK, I’ll give it a little more thought and call tomorrow.” My mind instantly relaxed and said to me, “Good boy. Now go watch some TV and have some potato chips.” So I did. (Hey, who was I to argue with my brain?)

The next day, against my brain’s advice, I decided to get out my notes and phone again. To make a LONG story short, after about hour and a half of staring at the phone again, I thought to myself, “This is so stupid! What the worst that can happen? The guy says no?”

Fear has its place in our lives. Fear keeps us from doing many things that would harm us. However, it also keeps us stuck in our “safe”, secure little world, never to go out and try something new and unfamiliar that may be far better for us than anything we are currently doing to keep ourselves “safe and secure”.

I picked up the phone and dialed the number. After the first 2 rings my brain said, “Well, I guess he’s not home.

Hurry up and hang up before you annoy him if he really is there!” Just as I was about to set down the phone, someone answered!

When I was getting ready to do my very first deal years ago, I was looking at a house that needed to be rehabbed.

I fumbled around telling the man that I had noticed his vacant property and was wondering if he might be inter-

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ExecutiveAgent Magazine

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ested in selling. He excitedly answered that he would and had been wanting to get rid of it for some time! What the heck had I been afraid of???

If you can overcome your fear of the unknown and simply take some steps towards getting a deal, I can guarantee you it will be a downhill slide once you get over that initial “hump” of fear! The rest of that deal went so easily for me! Even when I had trouble getting the deal to go through, it was fun because it was a learning experience!

The hard part was just talking to the owner!

squash that fear and move beyond it. It will be REALLY uncomfortable the first time, and maybe even the second time. However, if you can make it a habit to push through the fear, the other side is a lot better feeling than the mere “comfort” of inaction!

Matt Bowman, www.reitoolbox.com, is a full time investor who started investing in 1997. After several attempts to get started in creative real estate investing, he found his niche in sandwich lease options.

Fear is good if it is protecting you. However, if it is keeping you from bigger and better things, it is time to ExecutiveAgent Magazine

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E XECUTIVE AGENT

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ExecutiveAgent Magazine

Keith Frainie

Succeeding in a People Business Written by Haley Freeman

K

eith Frainie is a seasoned Realtor® with more than 18 years of industry experience whose longevity is attributable to his uncompromising commitment to customer service and his wide-ranging industry knowledge. With a foundation of an economics major in college, Keith initiated his career in real estate. Keith brings a 360-degree approach to his clients due to his first-hand experience in appraisal work, mortgage lending and real estate services. “Through my experience in the residential appraisal business, I developed a good understanding of property valuation. Working as a loan officer gave me the knowledge of various loan programs, interest rates and a borrowers ability to qualify for a loan.” During this journey, Keith realized he had a passion for meeting clients, working with them and helping them find their dream homes and this passion is what drives him to work hard for his clients.

In 2013, Keith chose to be a part of the Keller Williams Newport Estates team due to the company’s technologydriven focus. As a fellow advocate for technology, Keith understands the role technology plays in providing information to buyers and sellers in a quick and efficient manner and strongly believes this is the future of real estate.

Keith’s relationships with experienced and reliable industry partners also help to ensure that customers are well cared for at every stage of the process. “My transaction coordinator, mortgage, escrow and title partners have over 70 years of combined experience. My team is always there to support me and my clients to ensure a smooth and successful transaction.” With this strong foundation of support amongst team members, Keith is free to focus his attention on his clients’ needs. “My goal is to establish relationships with clients for life by providing outstanding customer service. I strive to ensure that my clients are happy with the real estate transaction from start to finish. I proactively communicate with my clients and am available when they call. Having had experience in different aspects of the real estate business allows me to educate buyers and sellers about their investments and guide them expertly through the process.”

Keith also offers his clients a long-term relationship with property management. He gains insight into his clients’ needs by investing in real estate himself. “I own income properties and have managed several properties for clients and myself. This experience is very helpful to my clients in the property management arena. The most important aspects about the rental business are marketing the property properly to prospective tenants, having strong skills in selecting the right tenant, maintaining the property and overseeing the financial management.”

“Keith Frainie has managed our rental property for over eight years. His selection of tenants has been ideal. Under his property management, it has never been vacant. We highly recommend him for all real estate purposes,” say Dennis and Mary Bazant. Keith is strongly motivated to help clients realize their financial and personal goals. “My main priority is to make my clients happy with their real estate investment, whether it’s working with first time homebuyers or seasoned investors.”

“This is a great time to purchase a home. With interest rates at historically low levels, anyone who has been thinking about purchasing real estate, and is qualified to obtain a loan, should take a serious look at purchasing a home,” Keith says.

“Keith was fantastic, he represented us in the sale of our home in Newport Coast and also our replacement home in Costa Mesa. He knows the process and helped to easily conclude both transactions to more than meet our expectations. He knows the housing market as well. Great real estate professional,” says James L. A 19-year resident of Costa Mesa, Keith is married and has two children. Outside of real estate, Keith enjoys playing golf, tennis and going snow skiing. He also enjoys coaching both of his children’s sports teams and spending time with his family.

No matter how great a role technology plays in the real estate business, Keith believes that there is no replacement for the human touch. A computer can’t listen to a client’s needs, understand their goals or counsel them about investing. “Websites don’t always give the most precise information. I have the true experience of working with fellow Realtors®, viewing homes on a weekly basis and understanding true market values. I can walk a client through every step of the real estate process, help them understand the documents they’re signing and negotiate their best deal in a timeframe that’s convenient for them.

The conveniences of technology will never replace the role of the Realtor® in terms of customer service. This will always be a people business.”

Keith Frainie Keller Williams Newport Estates 800 Newport Center Dr., Ste. 150 Newport Beach, CA 92660 Tel: 949-400-6276 Email: kfrainie@yahoo.com Web: www.Frainie.com CalBRE # 01224860

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17657-03/15

E XECUTIVE AGENT

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Written by Haley Freeman

S

herry Bahrami’s broad-ranging skills and dedication to professional excellence make her a stand-out agent and Broker Associate at Realty ONE Group in

Mission Viejo. Her more than ten years of experience as a REALTOR® are enhanced by her knowledge of multiple facets of the industry along with her sincere efforts to better the lives of everyone she meets.

Many of Sherry’s family are connected with real estate, and her industry education began right out of high school working with her dad and uncle in their appraisal company.

Sherry also spent time in the banking sector. As a result, she can competently explain to her clients how an appraiser reaches a conclusion about value, or help them to understand what an underwriter needs to clear a loan for funding.

“Working in appraisals and banking helps me to see a transaction from so many different vantage points.

Looking through those different lenses allows me to see past obstacles to help my buyers and sellers get over something that could be a sticking point. I can also anticipate certain problems and formulate solutions before they become an issue.”

Sherry is also a member of the Association of Staging Professionals and trained in the art of home staging.

“All of these things come together so that I can give my client the best advice through every step of the transaction, making sure the home is priced right, is presented well and my client has the right loan.”

ExecutiveAgent Magazine

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Sherry Bahrami Investing In Her Clients’ Happiness

Among the reasons that Sherry chose to build her business with Realty ONE Group are the company’s outstanding image in the marketplace along with its cutting edge technology and marketing tools. In addition, Realty ONE’s business model gives Sherry the discretion to manage her funds in a way that brings more benefits to her clients. “Working here has allowed me to increase my marketing budget. During the last few years, I think a lot of agents have skimped on marketing. For me, a small condo deserves as much attention and quality marketing as a million-dollar-plus listing. Every home needs to be presented in the best possible light. I use my funds to hire professional photographers and movie-quality videographers. I can also do things like give a child a bonus for keeping their room clean for showings or treat my seller to a facial so they can de-stress. I enjoy being able to invest in my clients’ success and happiness, bridging any gaps to ensure that their experience is seamless.”

Sherry also doesn’t skimp on education. She is constantly honing her craft and bolstering her motivation through training and seminars – knowledge that she puts into action. “From the beginning of my career, I have been dressed and ready for work every day – even when I didn’t have an appointment. I am always prepared for whatever my day may bring and ready to help a client with any contingency. I am constantly learning and keeping up-to-date with changes in the industry.”

She teaches classes to first-time homebuyers through Neighborhood Works OC, helping them to qualify for down-payment assistance and grant programs. “This program offers education about credit, budgeting and home ownership. They learn about how a transaction works so they know what they’re doing when they sign a contract.

It’s a great organization to be a part of.”

In her free time, Sherry is always active, whether she is practicing yoga or cycling, skiing or walking around the lake. “I spend time with family and friends and am passionate about cooking good food. Family is my number one basis for everything I do, and I would not be able to succeed without the support of my family.”

Sherry explains why she loves real estate, “By helping people get from one stage of life to the next and realize their dreams, I feel like I am doing something that makes a real difference in their lives. Everyone is in need of being appreciated, acknowledged and cared for. I stick to the Golden Rule and treat everyone I meet with respect and compassion.”

Sherry is adept at fulfilling the needs of her international clients, as well. She speaks both French and Farsi. “I am originally from Iran, and I think my background helps me to connect with other cultures and build trust. I know to be respectful and listen so I can learn what someone is looking for and match them with the right product.”

Sherry gives generously of her time and expertise to numerous community and professional organizations.

ExecutiveAgent Magazine

Sherry Bahrami REALTOR®, CDPE, CRS, e-Pro, SFR Realty ONE Group 25910 Acero, Suite 100 Mission Viejo, CA Tel: 949-456-9291 Email: Sherry@sherrybahrami.com Web: www.SherryBahrami.com CalBRE # 01437264

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Quality Deals ’ve been meaning to write this article for quite some time on real estate investing advice, and those who have heard me speak in the last couple of years have already gotten an earful of this. This topic isn’t about a neat investing technique or new idea, but about a mindset.

It’s my mindset and one that I believe will make many other people successful.

I

What are quality deals? They’re real estate deals that contribute to the advancement of your goals. They get you moving in the direction that you want to go. Many investors start buying homes with no idea of what they really want to accomplish with investing. As a result, they buy anything that looks like a deal and, all too often, get pulled in directions they never intended to go.

Back in 1998 when I took my first step into real estate investing, I was given strong real estate investing advice by others around me who believed you had to be a dominant force in your market to make real money. They stressed doing as many deals as possible and beating out the competition. The world around me was saying that the person who does the most wins. More real estate deals lead to more profits which ultimately leads to greater success – all going hand-in-hand.

Your goals should drive your decision making. For example, a person who needs money today and buys a property to keep it as a rental is contradicting or not fulfilling the original goal. Rental properties will not reap quick, fast cash today. Let’s say your goal is to free up your time so that you can do other things important to you. If you only want to work 20 hours a week and are taking on deals that require 40 hours a week, you’re not doing quality deals. You’re focused on quantity.

As a newbie, I took the advice to heart and did over 100 deals in my first two years. I was proud of my real estate investing accomplishments and knew many around me were impressed with my successes. However, when I stopped to look at the big picture, I was doing a lot of deals and making more money than ever before, but I had little control elsewhere. My time wasn’t my own and the deals truly controlled me. In short, I wasn’t living a life that felt fulfilling.

We need to make sacrifices to achieve the success that we desire, but need to be careful not to sacrifice the important things in life. If you are pursuing investing to achieve a better quality of life, focus on quality deals and not quantity.

I’ve talked with many investors across the country and always ask what draws them to real estate investing. The answers vary, but typically can be summed up in one sentence, “I want a better quality of life.” Over my years of investing, I have come to realize that QUANTITY does not lead to QUALITY. My advice, if you want real estate investing to provide you with a good quality of life, you need to pursue good quality deals, not a good quantity of deals.

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Since 1998 Steve Cook has flipped many hundreds of houses as an active Baltimore-area real estate investor.

Steve’s unique specialty is the “flipping homes 1-2 punch”, a proven system of real estate investing that powerfully combines wholesaling and rehabbing houses.

Also the founder of www.FlippingHomes.com, Steve is dedicated to helping others in this thriving online community succeed through understanding and aggressively applying his time-tested, step-by-step approach to flipping real estate. Get FREE weekly tips from Steve Cook and other house flipping experts at www.flippinghomes. com

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Written By Steve Cook

ExecutiveAgent Magazine

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

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

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Cover Story

BRETT WYLAND Executive Agent of the Month

ExecutiveAgent Magazine

BRETT WYLAND For All Your Real Estate Needs

By Shannon Hartsoe - Ian Wiant Photographer

L

ongevity and loyalty aren’t always the norm in real estate. For Brett Wyland, realizing he has worked at Coldwell Banker Residential Brokerage in Irvine for more than two decades generates a nod of amazement at his accomplishment.

“Funny to think that I have been with the same company continuously for over 20 years when you take into account the continuation of the Jon Douglas Company to Coldwell Banker,” Brett says. “In looking back, this is something that I can be really proud of.”

And for this veteran of the Orange County real estate market, there’s a lot of things to be proud of.

Destined for Real Estate Growing up in Fresno and Tustin, a young Brett was surrounded by real estate professionals. His mother, Cheryl Wyland, owned Burrow Escrow, Orange Counties oldest escrow company. Brett worked in some of the offices while in high school and college, but the experience didn’t convince him to pursue a real estate career.

There were other possibilities to check out.

ExecutiveAgent Magazine

Brett attended the United States Military Academy at West Point, earning a spot on the U.S.M.A. Dean’s List.

He then returned to Orange County, where he graduated cum laude with a bachelor’s degree in economics from the University of California at Irvine. Brett is still very active in his College Fraternity and the Alumni Club of Phi Delta Theta.

Out of college, he worked at Fluor Daniel for several years as a project controls engineer, working with budgeting, planning, forecasting and scheduling. While he loved

the company and the experience, real estate was always tugging at his heart. During one of the downturns in the engineering industry, Brett decided to change course and follow his family’s lead into the real estate industry, obtaining his real estate license in 1989. “With my family in the escrow business, we had a lot of family friends that were Realtors® and I was able to meet and work with them at the escrow company,” he recalls. “I met many dynamic individuals -- brokers and industry leaders. I have had some great mentors throughout my career and have learned that Realtors® can work together to do great things.”

ExecutiveAgent Magazine

A FAMILY TRADITION Brett started his career at independent companies in Irvine, one of which went out of business in the early 1990s.

He then went to work at the Prudential Jon Douglas office, where he focused on the Newport Beach market. “I was able to hit Leading Edge Society my first year and have continued to grow my business,” he says. “After the previous company I worked for went out of business I made the decision to only work with large, ethical companies that will last in the business.” As the company transitioned to Coldwell Banker Brett found the company that could take his career to new heights.

The Keys to Success “I tend not to think of myself as a salesman. I have just been very good at helping people find the right houses for them and in putting together the right marketing programs to help sellers get the best prices for their homes,” says Brett. “I have found that I am really good at explaining the details to my clients so they know what the process is and communicating throughout the transaction.”

Brett’s credentials include Short Sale and Foreclosure Certification, Five Star Short Sale and Five Star REO training, Quantum Management Program for Real Estate and Certified Distressed Property Expert. He also has completed many hours of management training courses through Coldwell Banker.

Asked what he does that might be considered innovative in the industry, Brett’s answer is simple: “We treat every listing as extremely important and provide full marketing services and systems for them. We find that the quality marketing we do on even the lower-priced properties stands out over and above that which many of the other agents marketing do when they just provide the minimum services.”

That’s part of the philosophy of Coldwell Banker, he says, where the goal is to convince their clients to become Customers for Life. “I try to offer high touch along with high expertise,” Brett says. “I find that clients don’t care how much you know until they know how much you care.”

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The result is that he can rely on referrals for the majority of his business, which is further bolstered by the company’s outstanding marketing efforts that utilize social media, video and a solid Web presence. One particularly successful transaction involved a residential property. Brett says a waterfront listing had been on the market on and off for years, and the client’s goal was to get over $5 million. “We put it on market at $4.9 million, and garnered multiple offers allowing the seller to obtain a closing price of over $5 Million.”

Life Outside the Office When he’s not working directly with clients, Brett is involved with organizations including the Orange Chamber of Commerce, the National Association of Hispanic Real Estate Professionals, Asian Real Estate Association of America, and is a member of the American Legion/Yacht Club. He also enjoys golf and boating.

More importantly, Brett enjoys spending time with his wife Marci, and children Hunter and Whitney. “Part of my success is because I tend to treat the sales profession as a full-time job and try to fit the workload into regular business hours as much as possible,” Brett says of how he maintains his work-life balance. “I use a mantra that I

have heard over the years -- work hard, play hard.” Working for a proven, supportive company like Coldwell Banker makes maintaining that balance much easier.

“We have always strived to use the best support team possible and use experts in marketing to assist with marketing, a transaction coordinator to assist with paperwork, a lender to assist with loans, and escrow/title companies to assist with facilitating the transaction. By using the best team and working with a great company like Coldwell Banker, it helps us look good by doing the best job possible and it also affords us time to really spend time with clients and other important things in life.”

Brett’s team members consist of assistant Beatriz Wade (also a successful Realtor®), T/C Sue Kelly, marketing specialist Dana Celio, manager Erol Bayraktar and administrator Joan Tall.

With a lifetime in and around real estate, Brett possesses a wealth of knowledge and practical expertise. For any real estate agents just starting out, he offers this advice: “Treat the business like a job and work with a company that has the support to make you successful.”

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BRETT WYLAND Coldwell Banker Previews International 6833 Quail Hill Pkwy.

Irvine, CA 92603 Tel: 714-325-1436 Email: BrettWyland@juno.com Web: www.BrettWyland.com CalBRE # 01083782 ExecutiveAgent Magazine

COME JOIN OUR TEAM! ALPINE MORTGAGE PLANNING NEWPORT BEACH

ALPINE MORTGAGE PLANNING CONTINUES TO EXPAND IN ORANGE COUNTY

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

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

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

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

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Loretta Pierce ExecutiveAgent Magazine

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Generating the Wow Factor Written by Haley Freeman

istening, learning & laughter – these qualities make Loretta Pierce the kind of Realtor® that clients return to again and again. Loretta is an outgoing person who knew early in her life that she had a passion for connecting with people, prompting her to earn her bachelor’s in communication from UC Berkley. She entered the real estate profession during the down market, but her positive spirit and ability to relate to people led to her rapid success as a Realtor®.

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By applying her combination of knowledge, determination and responsive communication, Loretta makes a real difference in the lives of real people. “I didn’t grow up luxuriously – I was the youngest of four kids with a single mom. She managed, but we never had a lot of extras. I think that experience taught me to push through boundaries to make things happen, and it is one of the reasons why I am so passionate about being able to help improve the lives of others and provide options for them.”

“It was a difficult time to be learning real estate, but my first impressions of the industry and how it relates to society at large made it an amazing experience,” Loretta recalls. “I remember being out door-knocking and how upset people were when they heard how much their neighbor’s house had sold for. I turned that into more positive energy and started working with a lot of investors, which catapulted me to the clients I work with today. My business has grown to the point where I work with a lot of referrals and buyers of multiple properties.”

To demonstrate the point, Loretta recently talked to a client who was looking for a rental. “My lender asked why he was renting when he had such good credit. Now, with my lender’s help, my client is buying a house instead of renting. He is making a financial investment that will have long-term benefits. That’s the wow factor that puts a smile on my face – telling a client that they can do it! They can own a home!”

Loretta’s genuine compassion for the challenges many were facing during those years helped her to build a foundation of trust with clients. “Everybody seemed to be suffering then – our family had our own financial difficulties. But I think sympathizing with people was a big part of my success. Helping them helped me too, and I had an internal sense of determination to strive for something better for everyone. I continue to learn a lot from my clients by being a good listener.”

In 2013, Loretta joined Keller Williams as part of her ongoing commitment to personal and professional growth.

“Interacting with another Keller Williams agent opened my eyes to the structures and opportunities there. I’m always striving to be better, and I know there is no such thing as knowing everything. I saw the opportunity to expand myself and my business with this international brand. The thing I love about Keller Williams is that even though they are the largest company in the industry, they let me focus on branding myself and helping me to be as successful as I can be as an individual.”

Loretta continues to cultivate her knowledge of the industry by taking advantage of the seminars and training that KW provides. “The classes are very motivational, and the inspiration from other agents is amazing. I feel energized and even overwhelmed by it sometimes. As the industry changes, you need those nuggets of knowledge to move you forward, and sometimes you need reminders of things you’ve learned and forgotten.”

Loretta has been a resident of South County for over 20 years and loves the community where she lives and works. She and her husband, Randy, have three daughters, and they spend time together enjoying the extraordinary weather and beautiful Pacific sunsets.

“My husband is the person I most admire,” Loretta says.

“He has encouraged me to grow as a woman, mother and businesswoman, and he has never set boundaries. He helps me to see a clearer vision so that I can reach my dreams.

He also helps me to laugh at myself. We all make mistakes – sometimes we have to just brush it off and keep going.”

“The key to making good decisions about anything is being educated about your choices. I provide that education to my clients, whether they are buying, selling or investing.

I want them to have the best information, so they can move forward with confidence when they place an offer or set their listing price.”

Loretta Pierce Keller Williams Realty 27101 Puerta Real Mission Viejo, CA 92691 Tel: 949-689-6464 Email: Loretta@lorettapierce.com Web: www.LorettaPierce.com CalBRE # 01888449

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A Real Estate Primer

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here are a great many books and web sites devoted to real estate investing out there, but most of them concentrate on one specific area of investing. It’s often hard to find a general description of real estate investing, one that lists the various real estate investing strategies and how to get started. That’s what this article will set out to do.

Before beginning, you must understand that real estate investing is not a get rich quick scheme. Real estate investing can, and will, make you wealthy, but it certainly won’t happen overnight and it will require work. As you perfect your technique and gain experience, the amount of work needed to gain a lot of money will reduce, but it will take effort and persistance to make it there.

If you’re completely new to real estate investing then the only sort of investing strategy you’re likely aware of is rental properties. Landlording has been around since there have been houses and people to rent them to, and it will continue to be a wealth builder. In fact, most of the ‘no money down’ real estate strategies you hear about still include rentals as part of their plan. Still, there are other ways to make money from real estate investing out there.

The next most ‘traditional’ method is to buy a fixerupper, fix it up, and then sell it for a profit. This is commonly referred to as ‘rehabbing’ and is a very good way to make a lot of money in a relatively short period of time. Most rehabbers won’t even look at a property unless they can make at least $20,000 of profit, and this is usually within 3-4 months time. Rehabbers tend to be experienced investors with available money, or have partners who help provide any extra cash required. But if you’re just starting out you likely won’t have access to large amounts of money. One way to get involved in this area of real estate investing without needing any money at all is to ‘flip’ houses to these rehabbers.

What this entails is you going out and finding these fixeruppers, noting all the work required to fix the place up. You then place a low offer in to the owner, taking into account the fix up price and some built in profit.

Once you have the house under contract you then flip it to a rehabber for a small fee. This can result in several thousand dollars for you, without you having to spend a dime. ‘Flipping’ properties can be a great way to start your real estate investing career. Another ‘no money down’ technique that’s popular on the late night infomercials is called ‘lease optioning’. This is basically a rent to own strategy that allows you to control a property without ever taking ownership of it.

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It’s a slightly more complicated strategy that warrents its own article, but it does allow you to make money in several different ways, each without ever having to spend any of your own money. If you’re not put off by longer term investments then lease options are definately worth more research. There are other strategies that involve foreclosures and getting the home owner to sign the deed over to you, but for now I’d suggest learning more about flipping and lease options as entry-level real estate investing strategies.

How do you find properties that would make good real estate investments? Again, an entire article can be devoted to that, but there are basically two ways: you go looking for them, or you get them to come to you. The first way involves reading the newspaper classifieds and scanning the Multiple Listing Service (MLS). This is where having a great real estate agent is a must - they can get you more details on homes than you can view on the mls website, and can often let you know of great deals before they even become available to the general public.

Having home owners contact you means setting up an advertising campaign. This can involve placing ads in the newspaper, placing bandit signs at strategic locations around town, starting a direct mail campaign, etc. There are many ways to let people know that there’s a new real estate investor in town, and it would be in your best interest to try each of them to see which ones work best for you.

Whether you decide to go looking for deals, have them come to you, or both, they key is to be persistant. Real estate investing is a numbers game - most of the time you won’t be able to make the deal work, but every time you do it translates into thousands of dollars for you. The more owners you talk to, the more deals you’ll be able to do, the more money you’ll make.

I hope this article gives you a bit of an idea of what the world of real estate investing is like. There’s a lot to learn out there, and all of it is very interesting. Find the area that interests you the most, then get out there and start talking to home owners. Don’t be discouraged if you’re getting turned down a lot - just remember that when it does pay off, it will pay off big!

About the author: Adem Hamidovic is a part time real estate investor and operator of www.ProfitPiggy.com, a website devoted to new and experienced real estate investors alike.

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Welcome Aboard!

Watch your high-flying career take off at imortgage!

It’s the perfect destination and departure point for your breathtaking career.

About imortgage...

About you...

● In 2013, imortgage and loanDepot created a partnership that ranks them among the top–five private mortgage banking institutions in the United States. Their servicing portfolio exceeds $15 billion.

● Competitive compensation plan for loan originators and operations employees.

● imortgage is a direct lender for conventional, FHA, VA and USDA and actively participates in hundreds of state and local government programs.

● In–house marketing support, graphic–design services, co–branded marketing, personal websites and comprehensive customer–relationship management (CRM) solution powered by Salesforce.

● We’re a fully approved seller–servicer for Fannie Mae, Freddie Mac and Ginnie Mae.

● Company–paid life insurance and disability.

● Dedicated processing and underwriting teams for each branch office.

● Medical and dental insurance available. ● imortgage is one of the highest–rated lenders in the U.S. based on Eliant* customer surveys.

● 401K Plan and more.

The sky’s the limit with imortgage! Call today!

John Wellsandt

Branch Manager Direct (714) 657-1220 Mobile (916) 835-8129

714.657.1220

NMLS ID 448553 john.wellsandt@imortgage.com * Eliant is an independent third party that measures, ranks and reports customer experiences for the homebuilding industry.

Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 04012015.

imortgage 7755 Center Ave., Suite 1200 Huntington Beach, CA 92647

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Gary Acha ExecutiveAgent Magazine

Written by Shannon Hartsoe

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We have a loan for every home... simple as that.®

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ometimes it’s the simplest things that make the difference. For Gary Acha of imortgage, those are the things that mean success or failure for any given transaction. “I am a firm believer in ‘doing unto others as you want done unto you,’ so I strive to make every transaction a positive, seamless experience for my clients,” he says. “I always try to think about what I would want if I were in their shoes.”

Those closest to Gary know this positive method of customer service is no surprise. After all, he had the best mentors a person could have – his parents. “My parents were both just genuinely nice people who taught me a lot about selflessness and helping others,” he recalls.

“So when I entered the personal banking industry several years ago, it just came naturally.” Gary was also fortunate to begin his career working alongside someone he counts as a close personal friend.

His first branch manager was an intensely driven person, but also felt a deep connection to his clients. “He came from a low-income background, but put himself through school to be a success,” says Gary. “He earned two degrees, travelled to Europe to study international business and then came back and managed several branches of Union Bank. But he did it without sacrificing his commitment to others.”

From his beginnings as a banker with Union Bank, Gary has made lending his calling card. His sacrificial philosophy of customer service combined with an incredible work ethic and attention to detail, Gary has become one of the most successful loan officers in the area.

Approachable, with a positive outlook on life, Gary says it’s important to be flexible as well as knowledgeable.

“The first six months were the hardest,” he says. “But once I started to relax and have fun with it, as well as add to my knowledge base, it got a lot easier. These days, by the end of my initial interview with potential clients, I feel like we’ve been lifelong friends! I believe in always seeing the silver lining even when there are challenges to overcome – there’s always an answer.”

As a result, Gary often receives letters like this one from Franz and Claudia. “We really appreciate your help … in overcoming the hurdles presented in the underwriting process. We appreciate your assistance on the credit that we received through closing as a reimbursement for all of the

stress we endured during the process and we are excited and thankful for the opportunity to finally own a home!

We know that without your hard work and extra effort this may not have become a reality for us.”

Tireless in his efforts, Gary says growing up in the Midwest shaped his outlook on work. “We had a saying in Michigan – work hard or freeze!,” he says with a laugh. “So maybe it’s not that intense as a loan officer in California, but that strong work ethic has stayed with me and working with imortgage offers me the opportunity to work with others who share that commitment. My company and I share the same morals and the same passion to see the job done right.”

If Michigan informed his work ethic, it also inspired his leisure time. “I have a HUGE passion for bowling,” he laughs. “There aren’t a lot of outdoor activities in the winter, so a lot of people take up bowling.” Gary started bowling at 14 and bowled his first perfect game three short years later. Since then, he’s added several perfect games, along with a laundry list of achievement awards.

Professionally, he’s also a member of OCAR and the AIA (Affiliates in Action). “I don’t do anything halfheartedly,” he states. “Anything worth doing is worth doing well and if I can give something back to the industry I love, I’ll help out wherever possible.” He’s also looking forward to adding to his professional achievements, including leading and growing a successful team.

“As my list of repeat and referral sources continues to grow, I want to expand on the imortgage experience,” he says. “I’d like to mentor a new generation of loan officers and eventually become a sales manager. I never want to stop growing and reaching for success – both for my company and for my buyers.”

Gary Acha imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 989-493-9028 – 714-657-1221 Email: Gary.Acha@imortgage.com Web: www.imortgage.com/gary.acha NMLS ID 765513

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

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The Power of Choice

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n aviation, the word “attitude” is a term that refers to the angle that the plane meets the wind, if the wings are level with the horizon and whether the aircraft is climbing or descending. The pilot who fails to take responsibility for the attitude of his or her aircraft is in serious trouble. And likewise, any leader who fails to control their thoughts and take responsibility for their attitude runs a similar risk with their organization.

As a sales manager, you not only set the pace for your sales team, but you’re responsible for setting the tone as well. For better or worse, the leader’s attitude is contagious and permeates throughout their organization.

Positive, upbeat companies are always led by positive, upbeat managers. While we’re not always able to control our circumstances, we can and must control how we respond to life’s difficulties, setbacks and challenges. We have a choice about how our day is going to be.

How often do you talk to yourself and what do you say? Research in the field of psychology indicates that the average person maintains an ongoing mental dialog, or “self-talk,” of between 150 to 300 words per minute.

Unfortunately, not all of these thoughts are positive.

In fact, it has been estimated that of the thousands of thoughts we have each day, approximately 40 percent of them tend to be negative and self-critical in nature. Most of us are generally unaware of this negative background chatter, let alone its sabotaging effect on our emotional state, performance and well-being.

Watch your thoughts, for they become words. Choose your words, for they become actions. Understand your actions, for they become habits. Study your habits, for

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they will become your character. Develop your character, for it becomes your destiny.

-- Anonymous Earl Nightingale, cofounder of the Nightingale-Conant Corp., concluded that life’s “strangest secret” is that you become what you think about all day long. If you want to know where your predominant thoughts lie and what you believe, look at what you are experiencing in your life.

Your thoughts are creative by nature and express themselves through your emotions, which in turn, drive your actions. Everything you say both positive and negative is in fact an affirmation and reflects your belief. Whatever you think, feel or say about your life today is the scaffolding that builds the events you will experience in the future.

Affirmation And Positive Self-Talk William Shakespeare said, “Nothing is good or bad, but thinking makes it so.” The first step in the process of changing your belief system is to monitor your thoughts and the next step is to control them through the power of choice. Once you become conscious of the critical aspects of your internal dialogue, you can choose to reframe your negative thoughts by substituting affirmative statements.

World-class athletes understand the value of affirmation and recognize the impact of their mental preparation on their physical performance. They use the power of positive affirmation to reduce anxiety and increase their expectation of achievement. To be of maximum benefit an affirmation must be simple, encouraging and stated in the present tense. By repeating an affirmation over and over again it becomes embedded in the subconscious mind.

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POWER Do affirmations really work and can they propel a person to greatness? As a teenager beginning his boxing career in Louisville, Kentucky, Cassius Clay would frequently affirm, “I am the greatest of all time!” While many considered him boastful and few took this eightynine pound, twelve year old seriously, Mohammad Ali used the power of affirmation to become the greatest boxer of all time and arguably the most recognizable sports figure in the world.

Henry Ford was right when he said, “Whether you think you can or think you can’t - you’re right.” Your belief system, like your computer, doesn’t judge what you input; it simply accepts it as the truth. The key to cultivating and maintaining a positive mental attitude is to use your power of choice and take control of your thinking. It’s a challenging task to develop a calm, focused mind, but well worth the effort.

Action Plan: Here are some suggestions to help you have a good day every day.

1. Establish the habit of getting up early.

• You’ll See It When You Believe It, by Dr. Wayne W. Dyer • The Power Of Positive Thinking, by Dr. Norman Vincent Peale • Think and Grow Rich, by Dr. Napoleon Hill • Psycho-Cybernetics, by Dr. Maxwell Maltz 3. Take a few moments to consider the upcoming activities of your day. Visualize events flowing. See people accept your ideas and your day unfolding in a harmonious and productive way. This is a good time to verbalize your affirmations.

4. Take time for some physical exercise.

5. At noon, take a 10-minute mental break to relax and replenish your energy.

John Boe presents a variety of training and motivational programs for meetings and conventions. John brings over twenty years of experience as an award-winning sales trainer to the platform. Copyright© 2005, John Boe. All rights reserved. For addition information, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

2. Upon rising, read or listen to something positive and inspirational. Clinical studies indicate that our mind is most receptive to suggestion during the first 15-minutes upon awakening. Here are some books that will help you start your day off on the right foot.

• How I Raised Myself From Failure to Success in Selling, by Frank Bettger • The Magic Of Believing, by Claude M. Bristol

Written By John Boe ExecutiveAgent Magazine

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