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Seth O’Byrne Executive Agent of the Month

Inside Features: Dreama Brown Greenpath Funding

Joe Garzanelli Keller Williams Realty

Hedy Goldman Windermere Real Estate SoCal

May Nguyen Kinecta Federal Credit Union

Tran Le Keller Williams Realty

More Control. More Deals. At Eagle Home Mortgage, our world revolves around the relationships we’ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process; so as partners, we can make more deals happen.

Four Southern California locations: Torrance


Michelle Coolidge

Brett Smith

Branch Manager / Sr. Loan Officer / Certified FHA Underwriter

Branch Manager / Sr. Loan Officer

NMLS #804830

NMLS #176580

Phone: 310.818.1011

NMLS #849059

NMLS #483930

Phone: 949.892.2422

San Diego


Scott Criss

Karen Virgil

Branch Manager / Sr. Loan Officer

Branch Manager / Sr. Loan Officer

NMLS #839289

NMLS #210975

Phone: 619.929.0102

NMLS #944511

NMLS #613337

Phone: 951.750.7952

Member of the Lennar Family of Companies

Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.


Southern California’s Publication for the Real Estate Professional






Cover Story

28 - Patti Brotherton:

An Office Plan Made Simple

24 - Tim Connor:

Ever Faced A Financial Crisis?

32 - Mark Victor Hansen:

Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 Email: Web:


Focus On Your Primary Aim

Eagle Home Mortgage........................2

16 - Don Hutson:

Productivity Through Motivation


Evergreen Realty...............................25 Greenpath Funding.........................13 imortgage..................................20 & 21

Seth O’Byrne

i Photography Studio.........................12

Executive Agent of the Month

Kinecta Federal Credit Union.........35 Realty ONE Group...........................36 Sotheby’s International Realty..........11 The Termite Guy..............................34


Dreama Brown

Greenpath Funding


Hedy Goldman

Windermere Real Estate SoCal

May Nguyen


Keller Williams Realty


Kinecta Federal Credit Union

Joe Garzanelli

Tran Le


Photography: i Photography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Lalaena Gonzalez–Figueroa, Shannon Hartsoe, Julie Brown © 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.

Keller Williams Realty ExecutiveAgent Magazine


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: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: Web: Tel: 949.366.3349

Company:________________________________ Phone:___________________________________ Email:___________________________________


Cover Story

Seth O’Byrne Executive Agent of the Month

ExecutiveAgent Magazine

Seth O’Byrne By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer


n the tumultuous world of real estate, the highly successful agent achieves longevity in his ability not only to adapt to the industry’s inevitable changes, but to anticipate upcoming trends and developments and prepare himself – and his clients – for the challenges ahead. Seth O’Byrne is one of those individuals. He has differentiated himself as a professional whose business is at once nimble and thoughtful, and whose client-

centric focus is unwavering. And while his clients are his priority, Seth acknowledges that he has his eye on an even greater goal: to lead the revolution on the way real estate is practiced. Seth launched his career while studying at the University of San Diego. An internship with a noted commercial apartment brokerage afforded him a unique insight into the business, and he went on to earn his license and become an active agent before graduating. Early on, he realized that commercial real estate wasn’t his calling. “I’m fascinated with stories,” he explains. “Commercial real estate didn’t afford me the opportunity to become involved in my clients’ stories.” He was incredibly driven, closing transactions in between classes. Seth joined a powerful franchise office in La Jolla, and within a year of graduating had established his own team. By 2008 business was thriving. A top-producing agent, he led a group of nearly 15 successful professionals specializing in high-end homes throughout Mission Beach, Boardwalk and nearby communities. But as the market shifted he recognized the need to transition accordingly; in 2009 he aligned himself with a brokerage focused on distressed properties and investment opportunities. “My heart lies in luxury properties,” reveals Seth. So when the market again began to shift, he revamped his business accordingly. Though he had developed and implemented a platform of systems and procedures, he recognized the opportunity to refine his approach to real estate. “My team was successful, but lacked a certain synergy,” he recalls. “I started from scratch, joining Pacific Sotheby’s Realty with a pared down team. It was one of the greatest moves of my career.” He was steadfast in his dedicated efforts to redesign his approach to the business. Driven by his entrepreneurial spirit, knowledge and a unique vision he streamlined and systematized his model to maximize the client experience at every turn. “I have created a business that consistently meets my clients’ needs,” he states.

ExecutiveAgent Magazine

From left to right: Jon Engle, Keke Jones, Stephanie Jezek, Jodette Goebel, Seth O’Byrne, Alina Mendoza, Javin Hope, Toni Minerman, Frank Glaser “We have assembled a sophisticated support staff that allows us to manage a significant transaction volume while maintaining exceptional levels of customer care. It’s one of the cornerstones of his business;” Seth reveals, “We have made an unwavering promise to our clients. As we continue to grow and gain clients into our system, we will continue to offer incomparable levels of service and representation.” Comprehensive marketing campaigns, states Seth, are critical to the success of his sellers. Exquisite photography showcases every home’s unique beauty and appeal, while a strong print and online presence ensures maximum visibility by potential clients. “My website alone records upwards of thirty five hundred hits a month,”

Seth reveals. “We see the correlation between extensive marketing and successful sales.” Details are crucial to the success of any real estate sale, and Seth and his team invest significantly in planning and executing the elements associated with a transaction. “Our proactive approach alleviates unexpected glitches and helps to maintain a process that is as smooth and stress-free as possible,” he explains. “This aligns with the ethos of our business model as a whole. We continue to perfect the combination of stellar service levels, unparalleled industry knowledge and a professional and personable approach that is tailored to the wants and needs of each client.”

ExecutiveAgent Magazine

Real Estate Reimagined His team is integral to his capacity to maintain an exceptional client experience from start to finish, and the members of Seth’s group are a stunning reflection of his commitment to excellence. Intelligent, educated and driven, individuals achieve a dynamic synergy through collaboration and the pursuit of ongoing education and professional development. “Every week we redefine benchmarks within our business,” Seth reveals. “From the tone of our e-mails, to the aesthetics of our flyers, to opportunities to incorporate cutting-edge technology and tools into our business, we consistently raise each part of the bar higher. Our mission is to improve each client’s experience with every transaction. We never want to reach a plateau; an individual who worked with us five

years ago should notice the difference this time around, and we take measured steps to achieve this.” A significant emphasis has been placed on cultivating an intuitive transaction process. “We want to avoid the need for our clients to call us with questions and concerns,” Seth states. “Our drive is to create navigable road maps that will systematize every step of the transaction.” The work, he acknowledges, involves painstaking attention to detail. “We believe in the value of the time and effort we are investing,” Seth asserts. “Our clients are constantly expressing their appreciation for how we have managed their business.”

ExecutiveAgent Magazine

Client Gary Morefield lauds the praises of Seth and his team. “After buying and selling several homes between San Diego and Las Vegas, I have found that Seth is the very best Realtor® we have ever worked with!” he says. “His knowledge, expertise, and professionalism are only surpassed by his enthusiasm and passion to help and serve. He was available when we needed him, every time.” Gary adds, “Seth and his team are in sync with the current trends of the market and economic climate that made listing with him a very smart move. His expertise in pricing a listing is what caused our home to sell within a day and over our asking price. When contacts were needed and required to perform repairs or improvements, Seth had just the right list of top-notch professionals to perform the needed work at a great price.”

listings and who to recommend to our friends for all their real estate needs.” Seth stays current on industry changes and trends through mastermind groups with top-performing agents throughout the West Coast. He is closely in tune with key markets around the nation as well, gleaning best practices in the implementation of technology and systems. His commitment to excellence drives him beyond his professional practice as well. Seth teaches classes and shares his industry insights and experience with a new generation of agents at the University of San Diego. Seth is a committed professional whose dedication to his clients motivates him to excel. He continues to push the envelope, and looks forward to ongoing success.

“It is rare to find a person who has mastered his craft while connecting to people with sensitivity to their needs, desires, and wishes,” says Gary “Every member of our family enjoyed the experience of getting to know and work with Seth. We know where to go for future ExecutiveAgent Magazine

Seth O’Byrne

Pacific Sotheby’s International Realty 7855 Ivanhoe Ave., Ste. 110 La Jolla, CA 92037 Tel: 858.869.3940 www. BRE # 01463479

ExecutiveAgent Magazine

LIKE NO OTHER It is not uncommon for the perfect buyers of a home to be in another country. It is uncommon for a real estate professional to have the resources to find them. Our global network of listings and highly qualified buyers allows us to perfectly match extraordinary properties with the people who will call them home. Contact one of our offices today to discover more reasons why Pacific Sotheby’s International Realty is like no other real estate brand.

©MMVIII Sotheby’s International Realty Affiliates LLC. A Realogy Company. All Rights Reserved. Sotheby’s International Realty® is a registered trademark licensed to Sotheby’s International Realty Affiliates LLC. An Equal Opportunity Company. Equal Housing Opportunity. Each Office is Independently Owned And Operated. CA BRE #01767484

The Premier Purchase Lender • Purchase focused Lending • Turn times unmatched by other lenders • Mortgage solutions to meet your buyers needs Brian Liebman President 949-860-3495

Brian Fraser Sales Manager 714-488-2245

Josh Lander Sales Manager 619-602-1587

• Experienced local professionals who deliver exceptional service

NMLSR ID 519190

NMLSR ID 653793

NMLSR ID 766437

Doc Spaulding Sales Manager 858-750-9110

David Gaylord Sr. Mortgage Consultant 949-939-6011

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

Daniel Healy Sr. Mortgage Consultant 760-271-8243

George Radlick Sr. Mortgage Consultant 760-579-1998

Joel Berman Sr. Mortgage Consultant 619-279-2935

Carol Krock Sr. Mortgage Consultant 951-634-4807

Andrew Sheftel Sr. Mortgage Consultant 619-523-4309

Mark Joplin Sr. Mortgage Consultant 619-368-1294

Jenna Tolman Mortgage Consultant 949-702-0532

Dreama Brown Sr. Mortgage Consultant 619-890-3037

Cathy Sabater Sr. Mortgage Consultant 619-846-2675

Edie MacGray Sr. Mortgage Consultant 760-802-0142

Teyon A. Johnson Sr. Mortgage Consultant 619-408-3433

Charlie Burkett Sr. Mortgage Consultant 858-254-5774

Brian Goetz Sr. Mortgage Consultant 619-857-4465

Steve Meier Sr. Mortgage Consultant 619-890-4103

Bryan Schurter Sr. Mortgage Consultant 714-442-2650

NMLSR ID 657535

NMLSR ID 284599

NMLSR ID 301415

NMLSR ID 257383

NMLSR ID 453464

NMLSR ID 874149

©2013 Greenpath Funding, LLC. All Rights Reserved. NMLSR ID 996608.

NMLSR ID 347564

NMLSR ID 653792

NMLSR ID 240342

NMLSR ID 340107

NMLSR ID 999566

NMLSR ID 299727

NMLSR ID 681674

NMLSR ID 512330

NMLSR ID 450464

NMLSR ID 653795

NMLSR ID 373470

NMLSR ID 1098850



ExecutiveAgent Magazine


Dreama Brown

Simplifying the Lending Process By Lalaena Gonzalez-Figueroa

er empathetic approach to business reflects the heart of Dreama Brown’s career as a lending professional. A committed advocate and partner for her consumer and industry clients, she strives to facilitate an experience tailored to each individual’s unique needs. “Lending can be a confusing and stressful process,” she acknowledges. “My aim is to make the experience as smooth as possible.”


Dreama, who launched her career as a residential real estate agent, also worked in commercial transactions and property management before focusing her efforts on residential lending. The move, she says, was a natural transition. “I enjoy being an integral part of the process of helping my clients purchase homes,” she says. “So often, it’s a life-changing experience for them.” She established strong communications skills as an agent, and utilizes those strengths in her work today. “I ask a lot of questions,” Dreama reveals. “It’s important to develop a solid rapport with my clients, to be able to have a real conversation and to understand their wants and needs. We address payment options, opportunities to invest, and their long and short-term plans.” Her personable approach and technological savvy allow Dreama to connect effectively with a range of individuals, who appreciate her ability to accommodate their communication styles. Dreama’s client-centric business model promotes long-term relationships with her consumer borrowers. “My clients know that I’m here as a resource after the close of any given transaction,” she explains. “From answering billing questions to referring them to industry-related professionals, I’m here to act as a resource of information whenever I’m needed.” Her solid network of collegial partnerships has also been built on a platform of exceptional customer care. Dreama knows firsthand the challenges facing today’s real estate agents, and she strives to alleviate stress whenever possible. “As an extension of an agent’s professional team, I’m here to portray that individual in the best light and to perform to expectations,” she observes. “I’m proactive, anticipating the issues that may arise and addressing them before they become problems, and working to stay on schedule.” Closing on time, she adds, is imperative. And with the support of Greenpath Funding, Dreama is consistently achieving this benchmark.

The correspondent lender offers an ideal balance of financial stability and professional mobility; as a powerful organization with boutique-style services, Greenpath Funding reinforces the relationships between agent and lender through high-quality products, outstanding service and a commitment to meeting the ongoing needs of its clientele. “We have the capacity to move quickly and close quickly when needed, and to provide timely transactions for all of our clients,” notes Dreama. San Diego-based agent Terri Pontzious has worked with Dreama for over two decades. “She’s incredibly thorough and knows what she’s doing,” remarks Pontzious. “When Dreama tells me that my clients will qualify for a loan, they get the loan. She is well-versed in the programs available to a range of individuals, and she goes to bat for our clients.” Pontzious recalls a recent transaction in which her clients closed on a home in 21 days with a VA loan. “I never have to worry; I know that Dreama will consistently get the job done,” she asserts. While her professional endeavors keep her busy, Dreama finds balance in time spent with her family. She and her husband and her three dogs enjoy quiet time among the majestic oak trees that adorn their small ranch, and she is active in the lives of her grandchildren. “They keep me young,” she says. “I spend as much time as I can with them.” Years in the business haven’t diminished Dreama’s enthusiasm for her industry and her clients. “I thrive on the excitement of a new transaction, and the thrill of helping my clients close on a home or an investment property,” she smiles. “I really love what I do.”

Dreama Brown Greenpath Funding 7676 Hazard Center Dr., Ste. 200 San Diego, CA 92108 Telephone: 619-890-3037 NMLS ID 512330

ExecutiveAgent Magazine


Productivity Through Motivation


ave you ever noticed that you never see a mule running in the Kentucky Derby? A stringent task is for a stringent achiever, isnยนt it? What about our level of personal productivity? We need to think about the way we have our minds set on what we want to accomplish in our given period of time on Godยนs green earth. Sometimes we need to erase our barriers and see things in a more positive and vibrant perspective. Whatever we think weยนre going to accomplish is what weยนre usually going to accomplish! Isnยนt that true? Itยนs all a matter of perspective and personal vision. I happen to believe thereยนs a correlation between the commitment we have to a cause and the achievement we experience; between the motivation that we have and the energy that we enjoy. The greater and deeper our level of commitment, the more expendable energy we will have. It will become internalized for us. Have you ever heard about the kamikaze pilot who flew 188 missions? He was busy, but he wasnยนt committed. There are a lot of people who are busy but are not committed. They are simply going through the motions they have developed the habit of going through. In training, I have learned that you donยนt directly motivate another person. Motivation is accomplished through an indirect process. If weยนre going to motivate a customer to buy, if weยนre going to motivate a team member--we donยนt do it directly, we do it indirectly. How do we achieve that? We achieve that by creating an environment and atmosphere around them that will serve as an inducement for them to motivate themselves. All motivation is self-motivation. Donยนt wait on somebody else to motivate you.

In terms of motivation, weยนve got to accept the fact that itยนs an idea, emotion, or need from within us which incites us to act or not to act. Weยนve got to take responsibility and accept the fact that we are accountable for our own productivity. Itยนs not an external thing; we canยนt rely on others; itยนs up to us individually. Thatยนs one of the greatest benefits of living in a free society, but itยนs also your responsibility as a member of that free society, is it not? I would like to suggest to you that today and in the future, you think about the fact that we create and control our own level of motivation. We can be productive to the extent that we arm ourselves with the pertinent skills and motivate ourselves to put forth the effort. If you do that, and do that consistently, I promise you a highly productive future. Don Hutson is one of Americaยนs foremost professional speakers and business trainers. He delivers solutions to companies by developing high performance salespeople with strong customer alliances, by helping managers achieve managerial excellence, and by inspiring customer service with more creative insight. He is past president of the National Speakers Association and has over 5,000 presentations to his credit. Copyrightยฉ 1999, Don Hutson. All rights reserved. For information about Donโ€™s keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG (3764) or email rights reserved. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, please contact The Frog Pond Group at 800-704-FROG (3764) or email Susie@

ExecutiveAgent Magazine


Written by Don Hutson

ExecutiveAgent Magazine



ExecutiveAgent Magazine

Hedy Goldman By Lalaena Gonzalez-Figueroa


dynamic professional with a passion for making a difference, Hedy Goldman reveals that she thrives on challenges. The former educator launched her real estate career as an investor, and readily shares her knowledge and expertise with a range of clients. “I’m a very social individual,” she says. “I enjoy the opportunity to connect with others and to help them achieve their goals.” Hedy, who works with buyers and sellers, adds value to the experience through her hands-on approach. “Throughout the course of every transaction, I like to be in touch with every step of the process,” she states. With impeccable attention to detail, Hedy attends to her clients’ needs with an unwavering sense of purpose. “Every transaction presents unique issues,” she acknowledges. “I strive to always be there, one hundred percent, for my clients.” She specializes in residential and residential investment properties situated within Encinitas and Cardiff by the Sea, but throughout the course of her career, Hedy has adapted to the needs of a constantly evolving marketplace. “It’s important to stay abreast of industry-related trends and changes,” she observes. “I am always looking for opportunities to hone my skills and build my knowledge through continuing education.” Hedy has earned professional designations as a Certified Negotiation Expert (CNE), Short Sale Negotiator (SSN) and Short Sales and Foreclosure Resource (SFR). She works with a spectrum of clients, from first-time buyers to high-end home sellers, offering an approach tailored to individual needs. Hedy remains consistent, though, in her unwavering commitment to keeping each client’s best interests at the forefront of her actions. “I work to achieve win-win situations,” she says, “and I bend over backward to keep my clients happy.” Hedy is a proactive business professional who utilizes a wealth of resources to enhance the levels of service she provides. She appreciates the support of the stellar staff of individuals at Windermere SoCal, as well as the brokerage’s collegial environment. “I enjoy the opportunity to dialogue with other successful agents,” she explains. “Much of my business is accomplished through professional networking, as well.” As a listing agent, Hedy launches comprehensive marketing and advertising campaigns to showcase homes in their best light. Her online presence is significant; in addition to a revamped custom website, she maximizes exposure through technology via blogging and other social media outlets. “I’m always looking for ways to disseminate

important information,” she says. “As opportunities arise, I am researching the most effective methods of communication.” Her clients know she’s a fighter, and while Hedy has proven her fortitude as a professional, she has triumphed over victories much more personal as well. She’s a cancer survivor, beating a rare form of the disease and returning to her business stronger than ever. “It was great,” she recalls. “After my recovery, getting back to work with my clients allowed me to revisit my passion for real estate. I’ve been fortunate to have a successful career, and look forward to many wonderful years ahead of me.” Her active lifestyle allows Hedy to balance professional demands. In her down time she may be found in the gym, biking or walking along one of the region’s idyllic coastlines. Hedy looks forward to continuing to assist her clients in realizing their real estate-related goals. “It’s always exciting and rewarding to facilitate a successful transaction,” she reflects. “I’ve been fortunate to build a great business of repeat and referral clientele, and am excited about the opportunities that lie ahead.” Hedy Goldman Windermere Real Estate SoCal 124 Lomas Santa Fe Drive Solana Beach, CA 92075 Telephone: 858-504-2334 Email: BRE # 01308147

“Call Hedy...When You’re Ready”

ExecutiveAgent Magazine

Lenders . . . after years of helping others make the move, we’d like to help you do the same. Come join us in the San Diego office of imortgage.

Make the move to imortgage and watch your career take off! If you’re a loan officer or production assistant determined to take control of your high-flying career, target imortgage. We’re one of the largest and fastest-growing lenders in California. imortgage is not only the perfect place to land, it’s the perfect place to launch the next phase of your exciting career. Let us help your career take flight!

• Industry-leading Compensation Plan

• 2nd largest lender in CA for purchase business

• Excellent health benefits coverage. 401K match, too! • Fastest-growing correspondent in the U.S. in the last 3 years. • Average 30-day


• Broadest product line of any direct lender

• Highest Eliant Customer Service scores in the U.S. • Most complete builder-support platform of any company.

Your new career with imortgage? The sky’s the limit! Call Mike Stowers today! (619) 928-0127 Michael Stowers Branch Manager Direct (619) 928-0127 Mobile (619) 520-9138 NMLS ID 60866 imortgage 7777 Alvarado Road, Suite 701, La Mesa, CA 91941. Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10012013.

Let your buyers lock in today’s low rates while they shop for a home. Finding a home for your clients can take longer than expected. And while you’re looking, the threat of rising mortgage rates can add another twist and turn to the rollercoaster ride of buying a home. But what if your buyers could protect themselves from adverse rate movements while they’re looking? Not only would they get immediate peace of mind, they’d also be able to maintain critical focus on the task at hand: Finding Their Dream Home!

Introducing the Lock-N-Shop program from imortgage… ● Lock a low-interest rate today while continuing to shop for a home ● 120 and 150-day locks available ● An accepted home-purchase contract is not necessary ● If rates drop, use a one-time float-down feature to get an even lower rate! Your buyers enjoy protection from rising interest rates along with the flexibility to capture an even lower rate, if available. Use the imortgage Lock-N-Shop program to remove interest rate worries and get happier, more-focused buyers.

Find out how our Lock-N-Shop program can help your buyers! Call today!

(619) 928-0127

Michael Stowers

Branch Manager Direct (619) 928-0127 Mobile (619) 520-9138 NMLS ID 60866

Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved.

imortgage 7777 Alvarado Road, Suite 701 La Mesa, CA 91941



By Julie Brown

Joe Garzanelli ExecutiveAgent Magazine


Engineering Real Estate Success


oe Garzanelli planned a career in electrical engineering, but that plan changed after he took a temporary job in real estate. Over four decades later, little did he know that he would go on to engineer a successful career as a broker, manager and owner of several top performing real estate companies. Now as the broker/owner of Keller Williams Realty in El Cajon, he has engineered it to become one of the top producing and fastest growing offices in the East County of San Diego. He credits his success to the Keller Williams model, investing in good people, and good old fashioned hard work. “I never could have built a company with this kind of quality and volume without the strength of Keller Williams,” shares Joe. “We have the tools, training and technology to help people succeed.”

When Joe relocated from the Midwest to San Diego, he planned to go back to school to study engineering, but took a temporary job in real estate to help make ends meet. His brothers had a real estate company that provided mortgage and escrow services and they offered Joe a job on the mortgage side. He eventually became a Realtor® and went on to earn his broker’s license and manage some of the company’s real estate offices. “I learned that real estate gave me the opportunity to be rewarded financially based on my effort and performance,” says Joe. In 1991 Joe took his first role as a part owner of a Century 21 franchise in El Cajon. He spent the next 16 years managing this office as well as a new one he later opened. Under Joe’s leadership, both offices were rated in the top 10 nationally for Century 21. He enjoyed the management side of real estate and found it rewarding to help shape people’s careers. “I love to create a successful environment for people and watch them grow,” explains Joe. “You’re not judged by who you hire, but by who you keep.” After leaving Century 21 in 2010, Joe was unsure of his next career move. With a successful track record of owning and managing highly successful real estate franchises, he had several offers to join other companies, but only one attracted his attention. “Keller Williams has a much better business and financial model for real estate people than anything I have ever seen before,” says Joe. In 2011 he opened his own Keller Williams office in El Cajon and in only three years it has grown to be number one locally with more than double the sales volume of other companies. The Keller Williams financial model is one that is very attractive to agents according to Joe. Many real estate companies charge agents franchise and national advertising fees. Keller Williams only charges a franchise fee, but caps it off once an agent reaches a certain volume annually. They do the same thing with commission fees by capping them after a certain point allowing agents to keep 100% of

their sales commissions. “It really allows us to attract and retain good productive agents,” explains Joe. “Agents don’t want to be limited financially by their company.” Investing in good agents and staff has been the key to Joe’s success. When he first opened his office, Joe hired a talented team leader who is passionate about growing the business and bringing in the best agents. “The only way to grow is to have solid, hard-working people with integrity,” says Joe. “We assembled a team that is strong in sales and management and have continued to invest in people who share in our mission and are on the same path.” The company also has an Agent Leadership Council where the top 20% of the agents act like a board of directors and take on different responsibilities. “Their goal is to help build a bigger, better company and they take great pride in doing so,” adds Joe. Education and training are also crucial elements of the Keller Williams business model that Joe emphasizes. His company focuses on providing regular training for all agents. “It’s estimated that 80-90% of agents fail, so we make sure to invest the time and training in our new people,” shares Joe. “If they have the skills and the drive to succeed, then we can help them get there.” Having spent 43 years in real estate, one thing that has constantly evolved is the use of technology and Joe believes that Keller Williams is an industry trendsetter in this area. The company dedicates many resources to teaching agents how to utilize social media, blogging and other outlets to help them grow their business. Keller Williams also has a revolutionary eEdge business solution that includes a lead management, marketing library and paperless transactions system for agents. While his office is already number one, Joe has no plans to slow down. He hopes to increase their growth by 20% this year and become one of the leading Keller Williams offices in the nation. He also added a commercial side to the business last year which is continuing to grow and attract more agents. “I don’t put too much emphasis on growth numbers because I know that if I’m passionate about what I do then the rest will follow,” shares Joe. “I just want a great company where people enjoy working here. We have the best of the best and we offer the best of the best.” Keller Williams Realty Joe Garzanelli, Broker/Owner 680 Fletcher Parkway, Suite 100 El Cajon, CA 92020 Tel: (619) 873-2700 BRE # 00373611

ExecutiveAgent Magazine

Ever Faced A Financial Crisis?


could write an entire book about this topic. I have been broke three times in my life, and I can tell you, the view from the bottom of the pile is not very good. Everything in our life is there to help us to learn a valuable lesson. When we fail to learn this lesson, unfortunately we get another opportunity to learn it. And another, and another… if we persist in failing to pay attention to our life teachers. Money is a tool – nothing more – that creative people use for any number of reasons – some worthy and some not so worthy. Money, unfortunately, is the primary measuring stick used today by most people to determine their worth as a person. I have known a lot of wealthy jerks, and I have also had the honor to know many hard-working, decent people who were good friends, parents, spouses and sons or daughters, squeaking by financially week after week, year after year. You are not your money and your money is not you, and I don’t really care what you are doing with it. I have met some very wealthy people who gave a great deal to charity only for the recognition, and I know people who have very little and give a great deal (more than they can afford) to others. Financial crises are valuable tools. They can teach you humility, tolerance, creativity, a valuable work ethic, caution, and any number of worthwhile lessons. So, if you are in the middle of a crisis, don’t whine, blame or feel sorry for yourself – get busy. If you are wealthy and want for nothing, don’t get too cocky – you never know. And besides, no one can buy his way into God’s good graces. Trust me, He doesn’t need your cash or your gifts of charity. He is doing very well, thank you, on His own. Remember that money is a measuring stick for your success and worth, but only if that is how you choose to be measured. Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and bestselling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the bestselling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. © 2008, Tim Conner. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email;


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ExecutiveAgent Magazine


May Nguyen

Making the Dream of Home Ownership a Reality By Lalaena Gonzalez-Figueroa


riven by an entrepreneurial spirit and an intense work ethic, May Nguyen established herself as a go-getter at an early age. Before she was 21 she had earned a role as an executive director of a successful business communications firm with a nationwide presence. In 2006 she parlayed her experience in prospecting, sales, communications and marketing to become a successful loan officer. When the market shifted, she adapted quickly and thoughtfully, matriculating at San Diego State University. She earned a degree in Financial Services, fully intending to return to the field once business has stabilized. But her studies, says May, afforded her a broadened perspective on her professional opportunities. “I had always been drawn to mortgages and financing,” she explains. “I realized I had the ability to take complex processes and assist others in understanding how to make them work.” May also connected to the financial sector on a personal level. The child of Vietnamese immigrants who fled their war-torn country to provide their family with a better life she saw the value of long-term planning, and how real estate could be used as financial leverage. Her father was a broker whose legacy outlived him; May reveals that upon his passing, her mother supported the family as a real estate investor. “I was exposed to so many different aspects of the business, from sales to property management to the financial component,” she says. “That allowed me to direct my skills and interests in a way that would best benefit my clients.” She aligned herself with Kinecta Federal Credit Union to maximize her level of service and representation. “I’ve had the opportunity to work with other financial institutions, and Kinecta offers a completely unique model and approach to residential lending,” she explains. “The organization is truly based on member services; we provide a great platform for our clients with transactions that are tailored to their wants and needs.”

For over 60 years, Kinecta Federal Credit Union (formerly Hughes Aircraft Employees Federal Credit Union) has partnered with members to assist them in fulfilling their dreams. As a mortgage lender, Kinecta offers an array of programs and competitive rates designed to meet the ongoing needs of a diverse borrower base. “We strive to give people peace of mind, whether that’s through a thirty year fixed-rate loan with predictable payments, or a 5/1 ARM with the option of interest only,” says May. “At Kinecta, we are always looking to ensure that our member clients have the options they need to achieve their goals.” May’s attentive care is reflected in her professional partnerships as well. As a lender partner to real estate agents, she strives to add value to every level of business. “Not only am I working with their clients as a resource and a consultant, but I’m also available to help agents in their professional growth,” she explains. “When time is of the essence, it is so important for an agent to have a reliable lender who is able to respond quickly and efficiently. We are able to expedite preapprovals, and to keep loan transactions on track for scheduled closings.” Her passion for real estate drives her business, and May looks forward to facilitating continued success for her clients and professional partners. May Nguyen Kinecta Federal Credit Union 2375 Northside Dr. #125 San Diego, CA 92108 Telephone: 760-855-9485 Email: Web: NMLS ID 1058274

May’s empathetic approach makes the difference; whether she’s working with a first-time buyer or a seasoned investor, she invests the time and effort to connect with individuals, offering information throughout the course of each loan transaction. “It can be an overwhelming experience, even for buyers who have done this before,” she notes. “I believe in the value of education, and I am available to answer questions and address concerns every step of the way.”

ExecutiveAgent Magazine


An Office Plan Made Simple


anagers ask their agents to have a business plan, but it is amazing to me that managers don’t have really concrete, easy to see plans for their offices. When I started managing an office, I knew what my company expected of me, but I didn’t have anything that was specific in terms of when and what I was going to do. So, I developed an easy plan that worked really well for me. Read on. Break down your most important duties as a manager by month. That’s it! Simple always works best. Take a sheet of paper and divide it into twelve-month segments. In each month, write down what you want to accomplish that month. Start with your sales meetings. What are the topics you are going to cover in that month and how many are you going to have? Are all of your sales meetings going to be at your office or are you going to plan one or two at a nearby restaurant? Next plan what specific training class or classes you are doing to have during any given month. Some months you might be doing one-on-one’s instead of a general training class. Next write down what incentives or contests you plan for your office. You might plan to give certificates of commendation each month as well as have a farming contest where each person who actually farms gets so many points based on the number of mailings, door knocking, calling in their farms. The agent with the most points after three months wins something like free mailings for the rest of the year, a computer, etc. Next write down the number of recruiting calls and appointments you are going to make that month. When it is written down, it is a commitment and you will do it. Just saying that you are going to make recruiting calls, but not actually having a schedule or a number in mind doesn’t work very well.


Next write down any special office promotions that you plan to conduct such as an open house extravaganza or a special giveaway. If you know when you are going to do this you will know how to budget for it. The last item on your calendar would be the sales volume you believe your office should have for the year, month-by-month. All managers know their own market places and when the majority of the sales are made. This also makes budgeting easier. Having all of this information on one sheet is fantastic! You can gauge how you are doing all year. After a month is over, write in another color ink what the actual results were. You had so much in sales volume and so many recruiting appointments and so many agents join you. You can keep focused on what is important for your office. Concentrating on what brings your office revenue is much more important than just showing up each day. Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. Copyright© 2000-2001, Patti Brotherton. All rights reserved. For additional information about Patti’s presentations and company services, please call the Frog Pond Group at 800.704.FROG (3764) or email; http://www.frogpondgroup. com. Bailey. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@;

ExecutiveAgent Magazine


Written By Patti Brotherton

ExecutiveAgent Magazine




“Building a Legacy for Her Family”

ExecutiveAgent Magazine


Tran Le By Julie Brown


ran Le was born in Vietnam, but moved to San Diego when she was only five years old. Even though she was raised thousands of miles away, her Vietnamese culture is still with her and that includes having great respect for and allegiance to her family. As a successful Realtor® with Keller Williams Realty at the young age of 28, she is driven to be able to help support her parents. “I grew up in a unprivileged family, so we learned to work hard for everything,” shares Tran. “Everything I do is for my family.” After graduating from San Diego State University with a degree in finance, Tran went to work in the banking industry. Since she spoke fluent Vietnamese she was placed at a branch that catered to that audience and spent nearly three years there. “Sitting at a desk all day just didn’t suit my personality,” says Tran. Though she was nervous about leaving a stable career for a commission job, Tran decided to earn her real estate license and went to work part time for a broker. In 2009 she jumped full time into real estate and building her business at a friend’s brokerage company. Tran built her business entirely on referrals and many of them came from past banking customers and Vietnamese clients. She admits she’s very driven and is often hard on herself, but it all comes from having a strong work ethic. In 2012 she earned her broker’s license, but instead of going into business for herself, she joined Keller Williams. “I’m just too young now to have my own business,” explains Tran. “I want to be surrounded by successful people that I can learn from and motivate me. I work with amazing people who make me want to come to the office every day.” With her background in finance, Tran enjoys working with investors and helping people to see the value of rental properties. “It’s all about working smarter and not necessarily harder,” shares Tran. “Real estate is a great source of passive income.” Having struggled with money growing up, Tran enjoys the financial opportunities that her career in real estate offers. “I want to be financially free and help others to do the same,” adds Tran. “If you work hard and do a good job then the money will follow.”

having a well-rounded understanding of finance and lending issues helps her in working with clients. “It’s important to know what you’re doing and what you’re talking about,” shares Tran. “You also have to deliver great customer service. I always try to put myself in my clients’ shoes. You have to be honest and have a personality that enjoys working with people to do well in this industry.” One of the ways Tran stays motivated is by surrounding herself around new agents. She enjoys spending time with them and can easily relate to what they are going through. “I love the drive and enthusiasm that new agents have,” shares Tran. “It can be tough and discouraging when you’re getting started in this business, so it’s always nice to have someone to relate to.” One of the most demanding parts of the life of a Realtor® is the schedule. “I take the job home with me every day, but that’s the business we are in,” adds Tran. “You have great flexibility with your schedule, but the job still requires lots of hours and hard work.” When she does find time to unwind, Tran enjoys taking advantage of the outdoor lifestyle that San Diego has to offer. Her hobbies include hiking, hanging out on the beach and spending time with her family. Having spent most of her life in San Diego is also a great advantage in that she knows the neighborhoods well. Right now Tran is focused on building her business and client base. She is working on putting a team in place to help her succeed. “I’m young and still have a lot to learn, but I’m having fun doing it,” shares Tran.

Tran Le Keller Williams Realty 7050 Friars Road #100 San Diego, CA 92108 Tel: 619-200-3170 Web: BRE # 01804872

Being young and working in real estate comes with a set of challenges. “I feel like sometimes I have to work harder to prove myself because of my age,” says Tran. One of the ways she tries to stay ahead of the game is to constantly keep educated. She also believes that ExecutiveAgent Magazine


Focus On Your Primary Aim


s we go through life we have many goals we wish to accomplish. Sometimes our wants are so numerous they seem to overwhelm us – we don’t know how to do them all at once. The solution? Focus on our goals one at a time until we accomplish them all.

Carry a list of your goals with you everywhere. Individuals will be on your path, who - when you show them your goals - may be able to help you achieve them. ACTION STEP To see our dreams come true we need to discover the natural talents we were born with. Think about the things that you love to do, things that make you feel like a million bucks, things that you really don’t have to try too hard at to be successful. For example, when I stand in front of an auditorium filled with thousands of people, and speak to them about fulfilling their dreams, my mind and body are filled with energy – so much that I’m practically buzzing all over. When I’m speaking to people I’m so excited I can hardly stand still. Speaking and writing are my right livelihood. I love it and it loves me.


ExecutiveAgent Magazine


Written By Mark Victor Hansen

To discover your strengths, ask yourself a few questions, like: 1. 2. 3. 4.

What are some activities that I excel at without a lot of effort, study or preparation? What do I do well that most people find difficult? What skills do I have that makes people make “wow!” comments and compliments? If I had all the money I could ever spend – meaning money is not a concern – what would I do?

Take this list of activities and on a scale of 1 –10 (10 being what you feel you’re most talented at) rank these activities. Your biggest rewards will come from the activities you’ve ranked 7 and higher. Once you have your top activities – you should have 5 or fewer – choose the one you love to do the most, because that is your primary aim. Over a lifetime, a well-chosen primary aim tends to extend itself into many possibilities. “It matters only that you manifest your genius; it doesn’t matter when. It’s never too late or too early.” - Mark Victor Hansen Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. © 2008, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the FrogPond at 800.704.FROG(3764) or email; ExecutiveAgent Magazine




Kinecta can help you get a bigger piece of the pie. •

Kinecta is one of California’s largest credit unions and has grown to become a major direct lender with local mortgage consultants and processing to efficiently serve your clients.

Competitive conventional, jumbo, and niche loan products with a 21-day closing Purchase Guarantee.

• Joining Kinecta is no great mystery for your clients. It’s simple and easy. •

Kinecta offers a complete range of financial services, from banking to insurance to investments and much more.

We also offer Homebuyer Workshops where you can meet potential clients, along with exclusive Realtor Performance Seminars with industry experts. Check out our special Realtor web page at for more information.

Contact me for more info! Eric Anderson Mgr., Mortgage Loan Sales tel: 619.654.3995 fax: 310.536.4974 | NMLS #381598 Mission Valley Mortgage Center 2375 Northside Drive San Diego, CA 92108

San Diego Mortgage Center 13161 Black Mountain Road San Diego, CA 92129

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. 13173-09/13

November san diego 2013  
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