OCTOBER 2015 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

TM

SUSAN STOKER Executive Agent of the Month

Inside Features: Cory DePass Benchmark Mortgage Lorie Kapaun & Jody Davis RE/MAX TerraSol Nicolas Nicolaou Berkshire Hathaway HS Ioana Star Real Estate

Let your buyers lock in today’s low rates while they shop for a 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!

Call imortgage today!

(949) 705-0555

Julie Day (949) 705-0555 NMLS ID 174457 Branch Manager

Virginia Hall (949) 705-5070 NMLS ID 306373

Maxine Yokota (949) 705-0560 NMLS ID 653915 Sales Manager

Matthew Miede (949) 705-0573 NMLS ID 470783

Marc Bui (949) 705-0587 NMLS ID 380219

Matt Switzer (714) 307-3959 NMLS ID 675476

Anthony Colacion (949) 705-0610 NMLS ID 329651

Kalvyn Tong (949) 705-0584 NMLS ID 1001749

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. This is not an advertisement to extend consumer credit as defined by section 1026.2 of Regulation Z. 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. 09012015. * Interest-rate locks require a buyer-paid deposit equal to 0.50% of the loan amount. Buyer will receive a credit at closing for the lock deposit. If buyer does not close the loan with imortgage, there will be no reimbursement of the lock deposit.

John Davis (949) 705-0576 NMLS ID 341251

Melissa Turner (949) 705-0551 NMLS ID 341327

Tommy Evans (949) 705-0612 NMLS ID 1015000

Executive Agent of the Month

Executive Banker of the Month

19 Susan Stoker Executive Agent of the Month

Cory DePass

29

Executive Banker of the Month

Professional Profiles

14 Lorie Kapaun & Jody Davis 4

6 Nicolas Nicolaou

ExecutiveAgent Magazine

10 Ioana

October, 2015 - S. Orange County Editorials

E XECUTIVE AGENT

TM

MAGAZINE

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

16

Exercise Emotional Control -Tony Alessandra

ADVERTISERS’ INDEX

8

Values Based Selling: -Anne Bachrach

Alpine Mortgage Planning......................................9 City of Hope............................................................38 Guaranteed Rate..................................................17 imortgage...................................................................2

12

i Photography Studio........................................25 - 28

How Business Women Who Are Positive Thinkers Win -Roxanne Batson

Kinecta Federal Credit Union...............................13 PWAOR...................................................................35 The Termite Guy........................................................3 Ticor Title Company.....................................................40 Wells Fargo Home Loans.............................................39

26

The How’s And Why’s Of Brochure Printing -Vikram Kumar

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

36

© 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.

Being An Extraordinary Leader Through Tough And Challinging Times -Chris Widener

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

“I was employed by Sony music and their clients who were looking for set designers to help produce TV commercials, music videos and live performance events,” Nicolas explains. “We built custom scenery and lighting packages and managed entire campaigns for the talent.

My pre-law background gave me a hand up on the competition, since I knew how to architect contracts to minimize risk and maximize reward. I learned a lot about risk management and negotiation.”

Nicolas further refined his skills after he relocated to California and began working with a company that produced high-budget auto show displays. He was promoted from production manager to director of sales, controlling tens of millions in business.

N

icolas Nicoloau is a savvy entrepreneur whose charisma and ambition have contributed to his success in not one, but two careers. Today, he leads an elite real estate team recognized among the top one percent in the nation, one that is committed to raising the bar on industry standards to deliver an unsurpassed real estate experience to clients in North Orange County and beyond.

A child of immigrant parents, Nicolas grew up in the New York borough of Queens and learned early the value of hard work. He won the prestigious Westinghouse Scholarship and went on to earn his degree in government and politics from Saint John’s University. He then put his pre-law education to good use as a business owner in the high-stakes world of entertainment.

After the Great Recession, Nicolas saw fresh opportunities in real estate. “All of my relatives came from Greece.

With no education and no pensions, it was the investments in real estate over the years that put them in a position to retire. Witnessing that made me really passionate about real estate, and I always knew that was somewhere I wanted to go in life. I had made money buying and selling homes of my own, and I knew real estate was a business where I could apply all of my skills and realize my full potential.”

A business innovator, Nicolas soon developed a real estate model that outpaced his competition and generated more business than he could manage alone. With a growing database of referrals and a national REO account, Nicolas developed a family of agents like himself, who are sensitive to the human element and “try to meet people where they are to serve their needs. We’re very compassionate toward the mission of helping people meet their goals and getting them where they want to go.”

ExecutiveAgent Magazine

Nicolas employs a three-tiered method to ensure client satisfaction in every transaction: market strategy; contract negotiation; and risk management. As every positive outcome begins with a sound strategy, so every one of Nicolas’ transactions begins with a pre-market home condition assessment to best position a home for sale. Combined with Berkshire Hathaway’s brand recognition and unparalleled marketing platform, clients enter the market with confidence and get quick results.

An adept negotiator, Nicolas brings a spectrum of knowledge to the negotiating table. His tradeshow construction background and understanding of historic homes in the area qualify him to give clients good advice about the condition of a home and guide them in negotiating the most advantageous contract. He and his team also engage in a rigorous discovery process. They carefully authenticate disclosure about each property in order to mitigate liability and other complications that could arise later.

“Transactions are inherently fragile. You don’t always know if a buyer or seller is sincere, if there will be issues with title, the lender or another agent. The discovery process and un-foreseen repairs could implode a transaction.

My team and I strive to get in front of what can go wrong, and prepare for it.”

In 2014, Nicolas was honored with Trulia’s Top Agent Award, a distinction he shares with only the top one percent of agents nationwide. The award takes into account a number of different factors, including sales volume, contri-

butions to real estate knowledge, customer reviews across industry platforms, and responses to customer inquiries.

Nicolas and his team are also ranked tenth in production in Anaheim Hills and boast a full contingent of five star reviews online.

“We publish a home values report every month informing our readers on what we think is happening locally and in the global economy, and we address where mortgage interest rates are headed and how future rates will effect local real estate markets. We are committed to giving better service to our community, and our production is a byproduct of that.”

Nicolas’s clients receive the best in client care, arising from his analytical business approach combined with his genuine desire to help people with one of the most profound events of their lifetime. While Nicolas and his team offer some of the finest expertise and representation in the industry, he stresses, “It’s not just about how competent you are, but how much you care.”

Nicolas Nicolaou Berkshire Hathaway HomeServices 22601 Old Canal Road Yorba Linda, CA 92887 Tel: (714) 458-4508 Email: NorthOCRealtor@gmail.com Web: www.NicNicolaou.com CalBRE # 01879968

ExecutiveAgent Magazine

EA

Values-Based Selling: What It Really Takes To Influence Human Behavior...

T

he purpose of this article is to stimulate your thinking about what really influences human behavior and, if it’s not working, to get you to think beyond your current approach to building long-term business relationships.

There are three ways to influence human behavior. The most common and least powerful way is by addressing needs. More, but not the most, powerful are wants. And, by far, the most effective way to influence human behavior is through core values. Values-Based Selling is the key to deliberately getting people emotionally involved and creating trust. Don’t confuse “values-based” selling with “value-added” marketing.

I am not suggesting that you ignore needs; however, we no longer live in a needs-oriented society. Why are needs the least powerful way to influence human behavior?

Needs are tied to “shoulds”. For instance, take statements like “I should save money”; “I should make more investments”; “I should make better decisions”; “I should get a financial plan”; or “I should have more discipline”. The key to guiding people toward smart choices is to get them to want to.

Tangible wants are a step in the right direction. Tangible wants, such as early retirement, vacation homes, good schools for the kids, new car, estate protection, travel, and other goals are incentives to seek advice. But, in truth, even wants don’t have the emotional pull that values do. Values are intangible feelings. Intangible, pure, undiluted feelings like love, pride, security, freedom, making a difference, independence, accomplishment, self worth, and so forth are key factors in influencing behavior. Values illuminate people’s emotional motives so clearly, they must take action ... for their own reasons. Needs have the power to illuminate emotional motives as much as the penlight on your key ring, while wants work like your average flashlight.

Values, however, illuminate emotional motives like a row of halogen high-beams on the front of a Mercedes on the Autobahn. Your prospects and clients are most likely to take action on your ideas when they feel a strong emotional connection to them. Your job is to illuminate their emotions so they fully understand the relationship between smart decisions and fulfilling their life values.

Your job isn’t to be a traditional sales person and sell the “old school” way.

Everyone has a unique “values hierarchy”. Just like 8

fingerprints, no two values hierarchies are alike. When you stimulate a conversation with current and prospective clients about their values (what is truly important to them), they will become emotionally involved, you can touch on their ranking of values, understand them at a deeper level, and you can dramatically shorten the time it takes to gain their trust. Emotional involvement and trust are two critical elements in creating profitable client relationships.

Without realizing it, you project your own values when you promote yourself. How do you feel when people project their values on you? Do you like it? Are you anxious to do business with people who project their values on you? You can’t get people emotionally motivated when discussing your values. You do it by talking about their values. The first logical question to ask yourself is, “How do I get people to talk about what is important to them (their values)?”

Then, ask yourself, “How do I use that information in a positive way? How does this create trust?” Listen for words and phrases like freedom, control, satisfaction, making a difference, independence, feel really good, pride, achievement, contribution, oneness with God, etc. These are indicators that you are on the right track, because they represent values. And values are emotional and they create positive emotional feelings in the person you are speaking with. The thing to remember is that when needs-oriented planning leaves your client flat, try focusing on your clients values instead. Needs simply don’t have the emotional punch to influence human behavior.

Remember, the least effective approach is to try to satisfy client needs. A better approach is to help clients get what they want and desire. The most effective sales professionals help clients fulfill their values in life. Differentiate yourself! Don’t be a traditional salesperson, become a Trusted Sales Professional.

Anne M. Bachrach is President of A.M. Enterprises.

Copyright© 1999, Anne M. Bachrach. All rights reserved.

Anne has 16 years of experience training and coaching.

Her main focus is training entrepreneurs and salespeople how to build high-trust relationships, on purpose (ValuesBased Selling™). The objective is to do more business in less time through maximizing people’s true potential, and ultimately leading them to an even better quality of life. For information on about Anne M. Bachrach, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com;

ExecutiveAgent Magazine

Newport Beach 3501 JAMBOREE, SOUTH TOWER SUITE 200 NEWPORT BEACH, CA 92660

BUILD A PARTNERSHIP WITH A DIRECT LENDER

that offerss EXCEPTIONAL SERVICE. JOHN J. REED

ROBERT FAIR

MARK MARTINEZ

949.398.3655

949.398.3636

714.863.8470

Branch Manager MLO-869516

Sales Manager MLO-816387

jreed@alpinemc.com alpinemc.com/JohnReed

rfair@alpinemc.com alpinemc.com/RobertFair

Sales Manager MLO-302745

mmartinez@alpinemc.com alpinemc.com/MarkMartinez

ALAN CIPOLLETTI

JIM THIEL

BARRY DAVID KREVOY

949.394.1757

949.521.0039

949.735.4009

Sales Manager MLO-653005

Senior Mortgage Advisor MLO-907893

acipolletti@alpinemc.com www.AlansLoans.com

Senior Mortgage Advisor MLO-923896

jthiel@alpinemc.com alpinemc.com/JimThiel

bkrevoy@alpinemc.com alpinemc.com/BarryKrevoy

LYNN NELSON

RODNEY FELIPE

STEVEN BOUILLON

949.398.3661

949.398.3637

949.562.9348

Senior Mortgage Advisor MLO-653022

Senior Mortgage Advisor MLO-487714

lynelson@alpinemc.com alpinemc.com/LynnNelson

rfelipe@alpinemc.com alpinemc.com/RodneyFelipe

Senior Mortgage Advisor MLO-465375 sbouillon@alpinemc.com alpinemc.com/StevenBouillon

WE OFFER IN-HOUSE AGENT

MARKETING SUPPORT PROVIDING THE FOLLOWING SERVICES

...

TU R IN N Y T O NV O U EN A R TI M RE ON O N A RT T L HO G AL M AG P E LO E AY A PA M N Wh P Y E y?R ROGRAMMENNTT ! $6 $ E !

3, 35 NT 66 0,0 V 8 00 S B H U -$ 13 OM Y! 7, E

CO

Ex

am M on ple th Ta ly xe Pa s& To ym ta In l Pa en Po su t ra te ym nc nt Pr en ia in e t Net cipa l Ta l Pa x Be tim M Re at on ne id ed th nt $2 fit ) alysed ly ,2 sis on Be Pa 00 of ne ym $0 ho a C fit me 60 en as of -M $0 pu t h O Bu rc on Pa w ha th $0 id ne $1 y se To rshi ,3 $0 36 La p $3 $2 nd 80 ,2 lo $1 rd 00 ,7 Ba

(Es

an

0

0

$1

37

,3

86

$4

$3

03

94

16

Ta

ke

ad

va n

ta

ge

of

a

lo w

do w

n

pa

ym

en

t,

Be

lo w

19

ne

fits

Mortgage Advisor MLO-######

Direct 555.555.5555 Main 555.555.5555 Fax 555.555.5555 Email Website

ra

*A Ex lpine Pu am M AP rch ple or 0 no R: ase base tgag $6 • inc t ch 4.11 Price d e Pla 3, ST 66 • • YL • *P lud ange 0% : on nn 8 co lea e len du . Ta $ 35 a $2 ing A E YO RE ALWON • 0 C TA HO AP nditio se co de rin x Br 0, 80 na TIR A E 00 me US UR YS A X BE no Rs ns ns r fe g the acke 0. ,000 is E HO EM A N O N all tice. as of ma ult es, Cl .0 no lo t: YO M EN N ap So 7/ y im with all an 30 os 0 t a W EF U E T SA OW N ITS plica me 1/ pa a 3r ter .0 ing Co ta ER d- m. 0% C YO nv x V N A us nts prod 2015 ct the qual pa N . An Costs en cons N UR IN ER! , ing wi uc . tio ult ifie rty o G A a lo ll qu ts This value d fees prep nual : $7 nal atio FF WA S O Y an al may is no of tax an ay Re ,000 30 n fir RD pr ify no t a the plan d me nta . Do Ye m. pr nt l od fo t ar uc r fin be comm prop ner epai pe Inc wn Fix Pleas re t; ma an av na ai itm er rega d lty as Pa ed e se ke cing. labl en ty an rd items . N e As ym Loan ek en ing t su o ad re It is e in to len d co the. Bo ba sump t: $7 . 2% vic rro llo to im all uld e tio d.

0, ho co po sta Pr re ta we on n: 00 me from mp rta tes ice su x im r pa ar nt . Su s lt in pl mu ym 2%. 0. Int ap a ta e lo to an no ica st pr x en Pr an ma bjec d gu or tio qual ts. inc eres ecia prof typ ke t to id ne ns ify Co ipal t Ra tio es es an revie eline ga of . Re sts te: n a siona tiv ho str ca and wh inf 4. en orme w of s are e eq me ictio lcula int 00 year l. ma d cre su uit ow ns ted eres 0% . kin de di bjec y. Int nersh ma in t do . g a cis t an t to er ip y AP fin ion d/ ch est . M appl R an wh or an ra ar y. cin en co ge tes ke g de se lla wi an t ter tho d cis lectin al ion. g ; no ut an t d

$9

First Last

te

of

O

w

ne

rs

hip

Co

st

of

Re

38nting 6

POSTCARDS & FLYERS

VIDEO & PHOTOGRAPHY

© 2015 A division of Pinnacle Capital Mortgage | 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.

E XECUTIVE AGENT

TM

MAGAZINE

Ioana A Friend and Realtor® for Life Written by Haley Freeman

I

oana is a top-producing agent at Star Real Estate with 11 years of industry experience and a wide-range of expertise. If you need to get a transaction done, no matter how challenging or unusual, Ioana will find the resources necessary to close the deal. That is because she is both tenacious and caring, and her greatest satisfaction comes from sharing the joy and excitement that families feel when they step into their new home for the first time.

Ioana is an outgoing, witty and fearless woman who loves working with people and is focused on business. Her passion for real estate was first sparked when she was shopping for a home of her own.

“I remember meeting my Realtor® at her office in Long Beach. I remember exactly how I felt, and the way that I looked up to her. She seemed so polished and professional. I wanted to be like that.”

Ioana also loves the experience of researching and looking at properties. “I was always online dreaming about houses. I started learning the areas where I wanted to go. I just fell in love with it. It’s not the freedom I love most; it’s seeing people so excited about a home. It’s like shopping for shoes at a big level.”

While Ioana represents both buyers and sellers, she most enjoys working with buyers. “Early in my career I spent a lot of time working open houses and talking to buyers,” she says. “I think that’s when I got the feel of loving that side of the business.”

ExecutiveAgent Magazine

A good reader of people, Ioana pays close attention to her clients’ words and reactions so she can be responsive in delivering the home of their dreams. “I will meet with clients one time and then put three or four properties together based on that conversation. When we see properties together, I watch and pay attention to my clients’ comments and their faces, so next time I know what they really need. I know how to read them and ask proper questions to help them get what they really want.”

result, she is able to help clients with diverse needs, from 1031 exchanges to commercial property to horse and farm properties.

“I learn from asking questions,” she says. “I make it a point to be around people who know better than me. If a buyer says they want something, I get a mentor and learn to do it.”

Never Give Up Ioana is hard-working, self-motivated, detail-oriented and caring, but perseverance is perhaps her greatest quality. When a transaction gets tough, that’s when she shines.

Her five star Zillow rating reflects the sentiments of many appreciative clients. One expressed her gratitude this way, “Ioana is a real estate agent with a deep care for customer need. This is the most difficult real transaction that we’ve got involved in, and this is our sixth property.

The seller was not cooperating, the seller’s agent was not responding, escrow service was much less than desirable.

There are problems with the property, and the HOA. It took us close to three months to close on the property.

We almost gave up several times throughout the ordeal.

With Ioana’s perseverance, we finally were able to close on the house that we like. We are thankful for her professional knowledge, her attitude for customer need, and her desire to do the best job she can. Regardless if we contact her via phone, text, or email, day or night, she’s always responding very quickly. I wholeheartedly recommend Ioana for any real estate need.”

At Star Real Estate, Ioana has found a professional environment that is both positive and supportive, with the tools she needs to get clients where they want to go. “It’s more like a family here. The owner is close to the agents, and we’re all here to help clients together.”

No matter what the market is doing, Ioana says she believes she will always get good results by going back to the basics. There is no substitute for consistency and hard work. Those traits, combined with her genuine love for people, make her great at what she does. “My soul is so sensitive. That’s why I put a lot of effort into making it happen for people. It’s not about the money. My clients need to understand that if I’m their Realtor®, I’ll be their friend and family for life. They better have another chair at the table at Thanksgiving and Christmas!”

According to Ioana, she is not shy and doesn’t mind asking questions of other agents when she wants to learn something new or needs help with a transaction. As a

ExecutiveAgent Magazine

Ioana Star Real Estate/Seacliff 19440 Goldenwest Street Huntington Beach, California 92648 Tel: 714.483.5989 Email: Ioana4re@yahoo.com Web: www.ioana.starrealestate.com CalBRE # 01812816

EA

How Business Women Who Are Positive Thinkers Win

T

hink back. Who inspired you on your path to leadership? We are all inspired by someone, somewhere, along the way in our career. It could have been a parent, grandparent, boss, friend or someone we just read about.

Regardless, they did or said something that motivated us to attempt to achieve more and dream bigger. Aren’t you thankful?

When you look at the source of your inspiration, I believe you’ll find someone who was positive at heart.

Someone who never talked about how hard life was and how difficult the journey would be, but instead they were the kind of person who demonstrated positive thinking.

How do I know?

It is because dull, ordinary thinking never inspires us. Neither does thinking that drags us through the mud of all that go wrong and all that is bad in the world inspire us. As you lead people, whether it be children or employees or managers, remember that what you think is what you get. If you are to inspire people to greatness, you must think greatly yourself. This can only be done through positive thinking.

As Ann Moore, Chairman and CEO of Time, Inc said in a recent speech at the 7th annual Wharton Women In Business Conference, “All behavior emanates from the top and reverberates down the organization to the lowest level.”

Positive thinkers win!

So, if you realize that positive thinking inspires and you realize that inspiration is what leads to achieving success, then how do you keep negative thinking from invading your space?

Mark Victor Hanson, a great motivational speaker, once said “If you hear that negative voice trying to stop you, just visualize putting a big red X through it.”

Before you go to work, or on your way, take a few minutes to meditate on what you want to accomplish during the day. How will you do it? What is the best end result in your mind?

Then see it. Feel it. Do it.

You’ll feel the positive momentum the rest of the day.

It does make a difference.

By the way, there is a new World Positive Thinkers Club for those who want to expand their horizons and join the ranks of positive thinkers around the country.

Check it out at www.worldpositivethinkersclub.com.

Ken Bossone took 10 years of research and discovered the three word motto all Positive Thinkers have imbedded in their hearts, minds and souls that leads to constant winning and happiness. There are now over 500 members of the club in the professional sports and business world.”

All Ken’s research resulted in this book ‘Why Do Positive Thinkers Win’. It is being considered right now for the shelves of libraries around the country.

And remember, that it is you and your thinking that will help you achieve whatever it is that you are looking for in life. I hope you see a future full of lots of positive outcomes!

Roxanne Batson is Managing Partner of WSN Sales 75 LLC, a global marketing company and Co-Founder, WomenCorp, an international women’s leadership training company. She is a speaker, author and sales trainer with 25 years of experience in business development for companies such as Southern Living, Merrill Lynch and TurnerBatson Architects. Copyright© Roxanne Batson. All rights reserved. For information about Roxanne’s presentations, contact FrogPond at 800.704.FROG(3764) or email Susie@FrogPond.com; http://www.FrogPond.com

My own belief is that we should start the day visualizing positive events.

12

ExecutiveAgent Magazine

Turn to Kinecta – Let’s build solid financial futures together.

With a vast array of mortgage products, Kinecta has an option that will fit your client’s financial situation and provide homeownership longevity.

For example, our non-warrantable condo loan program: • Projects with 21 or more attached units • < 20% of the units may be owned by a single entity, such as the builder • At least 35% of the total units in the project must be under contract for primary residence and second homes • Minimum 10% of the total units in the project must be closed and funded

• 50% of units and common areas must be complete • Located in Los Angeles or Orange County • Purchase & Rate/term refinance • Jumbo 5/1 and Jumbo 7/1 Adjustable Rate Mortgages

As your local lender, Kinecta understands the market in which you work and your clients live.

Contact me today!

Erik Jenner

Mgr. Mortgage Loan Sales NMLS# 38025 direct: 949.253.5337 | fax: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner

Visit the Kinecta booth at: OCAR Expo, November 2, at UC Irvine and NAR Expo, November 13-16 at the San Diego Convention Center

Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use.

18169-06/15

E XECUTIVE AGENT

TM

MAGAZINE

Written by Haley Freeman

L

orie Kapaun and Jody Davis share roots that run deep in Orange County. These award-winning Realtors® at RE/MAX TerraSol are also wives, mothers and grandmothers who are personally invested in the community where they and their families live, work and play.

They share a passion for customer service excellence, and each brings her own unique qualities to the partnership that ensure their clients receive the highest standard of professional advocacy.

At only 18 years old, an ambitious Lorie began her career with Verizon and earned her bachelor’s degree in business management while working. By the time she retired from the company in 2010, she had risen to the role of director of operations, managing over 1000 employees and

travelling extensively. With a whole career already behind her, Lorie was still young, energetic and driven. She had always wanted to own her own business, so she merged her long-time interest in real estate with her considerable skills, and fearlessly began a second career.

Jody married and began her own family early. Real estate provided her with the perfect opportunity to balance the demands of her family life, and a rewarding career that leveraged her creativity and desire to have a meaningful impact on people’s lives. When her husband was offered a lucrative opportunity in Las Vegas, the family relocated and Jody obtained her license there. During her first year with RE/MAX, she became the top-producing agent in her office, and she has remained a leader among her peers.

ExecutiveAgent Magazine

When Jody and her family returned to Orange County, her path crossed with Lorie’s at RE/MAX TerraSol. They saw traits in one another they each admired, and last year the duo decided to form a team.

every Friday. We stay up-to-date on legal issues and what’s new on the market, and at the same time meet with other Realtors® so they know who we are and our offers become more appealing.”

Alike But Different Each of these ladies is an exceptionally caring and conscientious expert in her field, absolutely dedicated to crafting the finest experience for her customer and cultivating strong relationships with clients and colleagues alike.

Zealous Advocates The team’s primary focus is their matchless customer service, and they have identified communication and education as two of the most important components of strong client advocacy. Lorie explains, “We’re real people who live in the community, and we want to make sure we are our clients’ best advocate, with low pressure and high service.”

But each brings her own perspective and skills to a transaction that enhances the quality of service and creates a rewarding experience for everyone involved.

“We are like left brain, right brain,” Lorie says. “As a result, we work together really well. One of the things I love about Jody is that our styles are completely different – even the style of homes we like. She is artistic and has a lot of real estate experience. She’s also a talented home stager. I think I’m more financial and business savvy and more black and white about things. I’m very high on customer service. All of our clients get both of us, which means together we have something to appeal to just about everybody.”

“I think we have an attractive presence to people,” Jody observes. “We make it a point to do things together and be visible in the community, whether we’re doing open houses, seller presentations or networking. I was already a strong negotiator when I met Lorie, but she is also a great negotiator who has taught me a lot. Her business knowledge combined with my 15 years of industry experience is a great blend. I’ve gone through two financial crashes in this business, and perseverance is one of my strongest traits. I fight for my clients.”

The professionalism of both ladies comes shining through, and they have worked hard to build rapport with the community of Realtors® in their market. “When we present an offer, people know our reputation,” Jody says.

“We regularly attend functions like the Brokers Preview

Because they work in tandem, someone is always available to answer and promptly return calls, and they are always well-prepared with the information clients need.

Lorie cites a recent example of a client who called about a listing. “The call went to Jody. She was with a client, so she texted me to return the call. I pulled the comps and left the office 15 minutes later to meet the buyer at the property. The client was shocked. If you don’t have a partner, you can’t provide that kind of service.”

“We don’t look at our clients in terms of a dollar value,” Jody says. “We treat all clients equally and build relationships that continue long after the sale.”

They truly live up to their motto, Your Key to Making the Right Move. According to Lorie, “We are committed to helping people. We are so excited when we hand somebody the key to their new home. Our job is to get people into the right home, not just any home.”

Lorie Kapaun & Jody Davis RE/MAX TerraSol 21188 Beach Blvd.

Huntington Beach, CA 92648 Tel: 714-504-4623 - 714-595-5103 Email: JodyandLorie@gmail.com Web: www.JodyandLorie.com CalBRE # 01897430 - 01799331

ExecutiveAgent Magazine

EA

Exercise Emotional Control...

W

hat causes an emotional overreaction? It’s generally prompted by the speaker himself or by something he or she says. For instance, going to an elegant party dressed like a bum might influence the hosts negatively. On the other hand, wearing a high-powered, Wall Street-like suit might put a rural businessperson on the defensive against a supposedly not-to-be- trusted city slicker.

Severe emotional overreaction can also be caused by loaded topics, such as ethnic, racial, religious, or political references.

Differences in values, beliefs, attitudes, education, speed of delivery, image, and a host of other factors can cause a disruption in communication.

So, as listeners, we tend to tune out when we see or hear something we don’t like. As a result, we often miss the true substance of what’s being said.

When your emotional reaction begins, you’ll have an almost irresistible tendency to interrupt, to butt in, and to argue.

You may feel your pulse speed up, your breathing become more rapid, or your face become flushed. You may lose your train of thought. Once you recognize this negative emotional reaction, you can redirect it with the following techniques:

16

First, pause to delay your response or reaction. It’s the triedand-true approach of counting to ten, or taking in some long, deep breaths. These can really work to calm you down.

A second calming technique: Think about what you have in common with the speaker, rather than focusing on your differences. Maybe you don’t disagree with the person’s motivations-such as raising more money for the school. You just don’t agree with her solutions.

And third, imagine yourself calm and relaxed. Think of a time in your past when you were laid-back, on top of the world, and feeling incredibly great. Visualize that experience as vividly as you can When you exercise emotional control, you’ll find that active listening is no longer a struggle.

Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.” Copyright© 2004, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http:// www.frogpond.com.

ExecutiveAgent Magazine

Ben Anderson’s numbers speak for themselves

TOP 20

nationally in lending volume in 2014*

OVER $1 BILLION in closed loans since 2009*

Ben can help increase your sales numbers as well.

Call him today!

“100 HOTTEST MORTGAGE PROFESSIONALS IN THE COUNTRY” according to MPA Magazine

Ben Anderson Vice President of Mortgage Lending Branch Manager

Phone: 949.430.0807 Cell: 844.841.LOAN

Guaranteed Rate is the 8th largest mortgage lender in the U.S. with a 96% customer satisfaction rating** and $12.4 billion in home loans funded in 2014. *According to Scotsman Guide ** 96% Customer Satisfaction: Data Source: Guaranteed Rate’s Client Satisfaction Surveys (Averaged 2007-2015) Ben Anderson 230 Commerce Ste 200, Irvine, CA 92602 • NMLS ID:320166 CA - CA-DOC320166 - 413 0699 NMLS ID #2611, (Nationwide Mortgage Licensing System www.nmlsconsumeraccess.org) • AL - Lic# 21566 • AK - Lic#AK2611 • AR - Lic#103947 - Guaranteed Rate, Inc. 3940 N Ravenswood, Chicago IL 60613 866-934-7283 • AZ - Guaranteed Rate, Inc. - 14811 N. Kierland Blvd., Ste. 100, Scottsdale, AZ, 85254 Mortgage Banker License # BK-0907078 • CA - Licensed by the Department of Business Oversight, Division of Corporations under the California Residential Mortgage Lending Act Lic #4130699 • CO - Guaranteed Rate, Inc. Regulated by the Division of Real Estate, 773-290-0505 • CT - Lic #17196 • DE - Lic # 9436 • DC - Lic #MLB 2611 • FL - Lic# MLD1102 • GA - Residential Mortgage Licensee #20973 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • HI - Lic#HI-2611 • ID - Guaranteed Rate, Inc. Lic #MBL-5827 • IL - Residential Mortgage Licensee - IDFPR, 122 South Michigan Avenue, Suite 1900, Chicago, Illinois, 60603, 312-793-3000, 3940 N. Ravenswood Ave., Chicago, IL 60613 #MB.0005932 • IN - Lic #11060 & #10332 • IA - Lic #2005-0132 • KS - Licensed Mortgage Company - Guaranteed Rate, Inc. - License #MC.0001530 • KY - Mortgage Company Lic #MC20335 • LA - Lic #2866 • ME - Lic #SLM11302 • MD - Lic #13181 • MA - Guaranteed Rate, Inc. - Mortgage Lender & Mortgage Broker License MC 2611 • MI - Lic #FR0018846 & SR0018847 • MN - Lic #MN-MO 20526478 • MS - Guaranteed Rate, Inc. 3940 N. Ravenswood Ave., Chicago, IL 60613 - Mississippi Licensed Mortgage Company, Lic # 2611 • MO - Guaranteed Rate Lic # 12-1744-A • MT - Lic# 2611 • Licensed in NJ: Licensed Mortgage Banker - NJ Department of Banking & Insurance • NE - Lic #1811 • NV - Lic #3162 & 3161 • NH - Guaranteed Rate, Inc. dba Guaranteed Rate of Delaware, licensed by the New Hampshire Banking Department - Lic # 13931-MB • NM - Lic #01995 • NY - Licensed Mortgage Banker - NYS Department of Financial Services- 3940 N Ravenswood, Chicago, IL 60613 Lic # B500887• NC - Lic #L-109803 • ND - Lic #MB101818 • OH - Lic #MB0804160.000 & Lic #SM.501367.000 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • OK - Lic # MB001713 • OR - Lic #ML-3836 - 3940 N. Ravenswood Ave., Chicago, IL 60613 • PA - Licensed by the Pennsylvania Department of Banking and Securities Lic #20371 • RI - Rhode Island Licensed Lender Lic # 20102682LL, RI - Rhode Island Licensed Loan Broker Lic # 20102681LB • SC - Lic #-MLS - 2611 • SD - Lic# ML.04997 • TN - Lic #109179 • TX - Lic # 50426 & Lic # 47207 • UT - Lic #7495184 • VT - Lic #2611-1 & 0930 MB • VA - Guaranteed Rate, Inc. - Licensed by Virginia State Corporation Commission, License # MC-3769 • WA - Lic #CL-2611 • WI - Lic #27394BA & 2611BR • WV - Lic #ML-30469 & MB-30098 • WY - Lic#2247

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

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________

EA

Cover Story

SUSAN STOKER Executive Agent of the Month

ExecutiveAgent Magazine

Written by Shannon Hartsoe - Ian Wiant Photographer

W

hen it comes to excellence and no-nonsense real estate sales, Susan Stoker is among the best.

Her straightforward communication style and full transparency help her to establish trust and lifelong relationships with her clients.

“I am always available and set realistic expectations up front,” says Susan, a part of the Hanning Realty team. “I am usually point on as to the price we will get. If clients insist on listing higher or offering lower as buyers, I let them know what the home should sell for or an offer that should get accepted and am usually right in the end. I will not take a listing with an unrealistic seller without telling them exactly what their home should sell for.”

Susan can do this because she has years of experience and residency in her key market of Foothill Ranch, which gives her the edge over newer agents who might be less familiar with the area. “As an area resident, many buyers and sellers look to me for my expertise,” she adds.

Christie Troxell is one of many clients who is happy to sing Susan’s praises. “Susan is amazing,” Christie says.

“She made the process of selling our home so wonderful.

She was accessible, extremely knowledgeable, professional, patient and easy to work with. With her guidance, our home sold for the full asking price in nine days. By the end of the process, we had an offer and gained a friend of our family. We would never use anyone else, and highly recommend Susan to anyone looking to sell their home.”

And client Tricia Henson adds, “From her initial presentation, in which she provided analysis of our home’s value, the market competition and her multi-faceted marketing approach, it was obvious that Susan is a very experienced, professional and skilled Realtor®. Having Susan by our side through the sales process was an invaluable and terrific experience for us. Buying or selling a house can be stressful, but Susan’s experience, skill and sense of humor gave us confidence and peace of mind. She expertly guided us through every step of the process.”

Midwest Californian Hailing from Indiana, Susan says she loves California.

The beauty, unlimited outdoor activities and weather are among the reasons she loves living and working in Southern California.

ExecutiveAgent Magazine

SUSAN STOKER ~ HANNING REALTY

Live~Laugh~Love Your Home!

That passion for SoCal living mixed with a keen ability to examine a client’s needs, determine how they fit with the market and her years of sales experience work together to make Susan standout in the area housing market.

With a degree in business/finance/communications from Purdue University, Susan honed her sales skills during 12 years in the medical industry, negotiating contracts for major hospitals and HMO groups in the greater Los Angeles/ Orange County areas with Bausch & Lomb.

After taking some time off to raise her young sons, Susan says she was attracted to selling real estate, in part, because it provided flexibility for her and her family. “I thought I could ‘ease’ back into the workforce as a Realtor®,” she says with a laugh. “I knew a lot of people, loved home-shopping/design and thought I could put my sales experience to work in a ‘mom-friendly’ career. I needed the flexibility at the time, as my sons were still young, and it seemed like the perfect fit.” But not long after earning

her real estate licence nearly 10 years ago, the housing market crashed.

Still, Susan was determined. She rode out the downtimes, learning about the industry through mentorship so she’d be ready for the eventual market recovery.

Now, she’s one of the top producers at Hanning Realty, where some 90 percent of her business comes from referrals -- a true indicator of success.

Though trained at a larger real estate company, Susan says she much prefers the boutique atmosphere at Hanning.

“I was trained by a large corporate real estate company but felt they were rigid and a bit outdated,” she says. “At Hanning Realty, our philosophy is all about hands-on fullservice. I have the freedom to run my business as I see fit; Hanning is there as a support system.” As a leader and team player, Susan is quick to give credit to those around her.

ExecutiveAgent Magazine

“I am passionate about what I do and believe it is very important to surround myself with like-minded people,” she says. “When I met Marla McCray, Western Resource Title, I knew it was a perfect fit. She brings unparalleled value to my business with her high level of commitment, creative business and marketing strategies and her proactive way of always knowing what I need, two weeks before I need it! Marla’s positive energy and passion for life and this industry is inspiring. I consider her to be a valuable asset to my team.”

A Standard of Excellence Throughout her successful sales career -- first medical and now real estate -- Susan has found that staying intensely organized and going the extra mile bring many rewards, both for her clients and her.

“Just like when I ran my successful territory in medical sales, I keep meticulous files on any clients I come in contact with. And staying in touch has brought me immense business,” she says.

Sometimes, maintaining this level of dedication requires boarding a plane to get the deal done, part of Susan’s “outof-the-box” way of giving her best for clients.

“I had a client selling in Southern California and moving to Central California. They were frustrated with the agents up north so I joined the MLS in that area, flew up with the clients and secured a home,” she shares. “The referrals I got from those two transactions were amazing.”

Her marketing tools include using the latest technology like social media, professional photography plus twicemonthly sending out 8 ½-by-11-inch full-color professionally designed direct mail pieces.

She sets goals for her and the team every year based on where she sees the market going. This includes evaluating where her marketing money was spent and where it was most effective. Susan will change where that money’s spent if she sees a more effective option.

“Being in sales my whole life has allowed me to be a professional business person. If something isn’t working I change the direction I am pursuing. If something works I pour more funds in that direction,” she says. “Obviously, I cannot control a hot and cold market. However, staying ahead of the market is key.”

ExecutiveAgent Magazine

Experience And Excellence Susan shares a story about a client who had rented his home out for four years during the down economy. When the market heated up, Susan sent him comps, told him prices were rising and sent monthly snapshots of values he could get for his home.

“We listed and I secured one of the highest prices per square foot at that time in my target market by being proactive and getting his home on the market just before the influx of inventory hit,” she recalls.

That’s a prime example of how Susan’s investment in building relationships is at the core of her continued success.

“The way I hand-hold clients from start to finish sets me apart,” she says. “It seems like common sense, but you would be surprised how few agents truly put in the time and give this business the personal touch.

It is what I take pride in and what customers seem to say makes the difference.”

Buyers can expect her to always answer her calls and to return calls within an hour. For sellers, Susan maintains the professionalism she learned in the corporate world. In other words, she does everything with excellence.

“I don’t want to waste my client’s time or mine,” she says, giving credit to her transaction coordinator for helping to keep her business running smoothly.

“I am committed to following the process from listing to close and educate clients on exactly what to expect. I set a very clear plan for the sale of a home upfront and clearly state who will do what and let them know of any expected costs.”

She adds: “I take pride in being compassionate and relatable. The rewards of helping families find their dream home is priceless.”

ExecutiveAgent Magazine

Susan Stoker Hanning Realty 2740 Camino Capistrano San Clemente, CA 92672 Phone: 949-510-8917 Email: SusanStoker1@att.net Web: www.SusanStoker.com CalBRE # 01738521 ExecutiveAgent Magazine

EA

The Howâ&#x20AC;&#x2122;s and Whyâ&#x20AC;&#x2122;s of Brochure Printing

F

or many years now, brochureâ&#x20AC;&#x2122;s have always been a part of business. When it comes to advertising a business, the success of these brochures really is astounding. To obtain future customers, this is a major way of communicating what your business does They are also a reflection of your image. Because a brochure printing is very powerful on the image of the business, it is important that your brochure is visually appealing and attractive. To get into the competition of advertising, brochures are just one powerful way of doing this.

If you have a brochure that is not attractive, it will simply not get noticed. For this reason, it is important that you choose the correct printing service. This printing service will look after the printing of your brochures. Printing brochures really is very easy. But you need to know what it is that you need and what you want to come from them.

26

Always pick the right brochure printing service that suits what it is you are after. Before you decide on the service to use, have the layout of your brochure already designed. Think about how your advertising message will be displayed. Always choose the design and text carefully.

Once this has been done, you are now ready to decide on the printing options. There are two options that you can choose from. These options include: digital printing or off-set printing. These printing methods can print a very large amount of brochures in high quality tools.

How do off-set printing and digital printing differ?

The difference between these print options is that off-set printing uses the 4-color printing method. Its metal plates move the images from the plate onto the paper. This provides the brochure with images of highresolution. Digital images are designed for the printer

ExecutiveAgent Magazine

EA

to use a laser beam that creates an image. However, if you use this option, you can only do a small amount of printing. It might cost less, but the amount printed can only be small.

The paper is the next thing to consider. It is the important part of the brochure. The paper is what causes the brochure to look appealing. The right sort of paper to use is coated-paper stock, heavy weight or glossy paper. Why? Because the paper makes brochure printing appealing and exciting for anyone. As well as this, the way of folding brochures should also be considered.

There are three ways in which brochures can be folded.

They include the: tri-fold, z-fold and single-gold styles.

Once you have thought about these properly, you can now search for the right printing service. For your brochure to stand out, print them by using the fullcolor option. You can find these services in just about every brochure printing business. All brochure printing

businesses provide these services. These can be found online which means you can access these services easily.

Last but not the least, the use of a colored business card will help your clients remember you and your companyâ&#x20AC;&#x2122;s name more easily than is the case with a neutral black or white business card. Once your clients remember and recognize you and your business, you will stand a better chance of making your client interested in your business offers, thereby making business more favorable.

Written By vikram kumar

ExecutiveAgent Magazine

27

BANKER E X E C UTIVE

Cory DePass Executive Banker of the Month

ExecutiveAgent Magazine

TM

D

Written by Haley Freeman - Ian Wiant Photographer

oubling production year-over-year for five consecutive years is not something that happens by accident. Nor is a 100 percent referral-based business. As a branch manager at Benchmark Mortgage, Cory DePass has crafted a team and systems designed to guide clients to their financial goals in a seamless and transparent way, ensuring the success of both home buyers and real estate partners with detail-minded precision.

property and the transaction along with the client. There is a lot of satisfaction in helping them achieve the American Dream. When I meet a family, I hope I’ll be doing loans for their kids one day. I’m creating a relationship with my client I hope will last for the next 30 years.”

When Cory and his team made the move to Benchmark this year, it was to “maximize the experience that clients and business partners have while doing business with us. We wanted to work with a company where clients weren’t just another number. Because my team is 100 percent referral-based, we need to be able to perform and control every aspect of the customer experience.” A direct lender with big bank service capacity and a small company feel, Benchmark provides Cory with the perfect blend of mobility, speed and autonomy he needs to organize the ideal mortgage team. Cory’s team includes a loan processor, two production assistants and an underwriter, all of whom are in-house and dedicated exclusively to his production.

“At a lot of other companies, loan officers have to share a processor and underwriter with 10 other originators.

That’s why it takes so long to close an escrow. It’s about overloaded capacity and waiting in line behind whoever submitted their loan first.” Cory has the authority not only to prioritize his pipeline and push loans that are time-critical, but is also part of a corporate structure at Benchmark that allows him access to high-level decision makers when needed. “We’re small enough to have control of the relationships. When I need something, I can call the underwriting manager or the owner of the company directly. You don’t get that kind of human touch on a loan in a lot of other places.”

“I love taking somebody on the journey from point to point, helping them through the process of buying a home,” Cory says. “The journey you take with each client is totally individual. I’m a people person, and it’s exciting to me to see the properties and the OC market through each client’s perspective.”

Cory’s core business focus is on purchase transactions.

“I chose to work in the purchase market because this is my career for the long term. I get emotionally invested in the

18 Degrees of Separation Cory has identified at least 18 different people who are involved in any real estate transaction. And with that many people in the mix, the odds increase that miscommunications and mistakes will happen. This fact underscores the vital need for efficient and nimble lending operations.

“Our agility makes all the difference in the world,” Cory explains. “It doesn’t take a week of going back and forth to solve a problem, so we’re not putting our clients’ earnest money at risk or causing them to be charged late fees.”

ExecutiveAgent Magazine

With a reliable and consistent system in place, Cory is free to give his clients the individual attention they deserve and take the time to listen to their goals and concerns. “A lot of people don’t do that – they just write the preapproval letter and wait for the property to go into escrow. I like to meet with my clients face-to-face and go over their options with them, showing them what their payment is and why, and what their tax benefit is. I also do a market analysis to show them what interest rates have been doing over the past six months, 60 days, 30 days, and the last week, so they can

see how rates have fluctuated. I ask some tough questions, so I have an idea of who they are and can put them in the right loan for them.”

Once a client starts looking for property, Cory continues to communicate with them via email updates that are cobranded with the Realtor®, keeping the client informed about what the market is doing and where rates are heading. “This helps to solidify relationships with everybody involved,” he says.

ExecutiveAgent Magazine

Leading From the Front When you ask Cory what makes a good leader, he will tell you it is “leading from the front. A lot of leaders out there in my position are not as involved in the transaction as I am. They’ll take one phone call from the client and never talk to them again.”

In contrast, Cory is involved in every transaction from beginning to end, rolling up his sleeves and jumping in to support his team and his business partners. He is committed to growing business along with agents, both by giving their buyers referral-worthy service, and by adding value long after the transaction has closed.

“The majority of agents I work with say the one area they can improve in is follow-up. We have a co-branded, post-closing program that touches clients five times per year for five years. The Realtor® doesn’t have to do anything; it’s automatic. We send birthday and holiday cards and emails once a quarter that keep clients up-to-date on

market changes and the houses that have recently sold in their area.”

Cory says it’s not uncommon for an agent to do a great job, but then see a property listed with somebody else two years later because they haven’t talked to the client since they sold their home. “We’re trying to help eliminate that problem for our Realtors®. It helps the client too, since they stay in the know about the market.”

Cory’s post-closing service goes even further, as he takes responsibility for helping his clients manage their mortgage debt over the life of their loan. “I don’t like giving them debt and then not helping them manage it. Things change throughout people’s lives, and what made sense when they purchased may not make sense today.” He is ever vigilant about helping clients adjust to new circumstances and informing them about rate and program changes that could save them money.

ExecutiveAgent Magazine

Cory’s clients recognize and appreciate his extraordinary service, as demonstrated by the Eliant gold certification he received last year. Eliant is an independent survey company that measures customer satisfaction with a series of questions evaluating the service, communication and integrity exhibited by the loan officer. Cory also achieved President’s Club status with his previous company and ranked consistently every year in the top five out of 1000 originators.

“I’m very big on giving back,” he says. “I believe in order to keep it, you have to give it away. I do purchase business because I care about the client and feel like I’m helping someone. I’m willing to do whatever it takes to help a family qualify for a home. I get a lot of business from transactions that have fallen out of escrow because somebody heard I’m the guy who can get the loan done.

This doesn’t feel like a job to me – it’s more like a shared journey.”

With more than a decade in the industry, Cory is still a young professional, with the energy and enthusiasm to continue learning and growing with his business partners.

He is also generous with his time and resources in the community, where he serves on the board of directors for California Youth Services, a non-profit organization that provides programs and services for at-risk teens in Orange County.

Benchmarks disclaimer: Ark-La-Tex Financial Services, LLC d/b/a Benchmark Mortgage 5160 Tennyson Pkwy STE 2000W, Plano, TX 75024. NMLS ID #2143 (www.benchmark.us) 972-398-7676. This advertisement is for general information purposes only. Some products may not be available in all licensed locations. Information, rates, and pricing are subject to change without prior notice at the sole discretion of Ark-La-Tex Financial Services, LLC. All loan programs subject to borrowers meeting appropriate underwriting conditions.

This is not a commitment to lend. Other restrictions may apply.

ExecutiveAgent Magazine

Cory DePass - Branch Manager Benchmark Mortgage 65 Enterprise #355B Aliso Viejo, CA 92656 Cell: 949-929-3789 Office: 949-330-6242 Email: Cory.DePass@benchmark.us Web: www.CoryDePass.benchmark.us NMLS ID 388271 ExecutiveAgent Magazine

匀䄀嘀䔀 吀䠀䔀 䐀䄀吀䔀 䄀一䐀 倀刀伀唀䐀䰀夀 倀刀䔀匀䔀一吀匀

䴀伀一䐀䄀夀Ⰰ 一伀嘀䔀䴀䈀䔀刀 ㈀Ⰰ ㈀ ㄀㔀 刀䔀䜀䤀匀吀刀䄀吀䤀伀一 伀倀䔀一匀 䄀吀 㠀㨀㌀ 䄀䴀 倀刀伀䜀刀䄀䴀 刀唀一匀 㤀䄀䴀 ⴀ 㐀㨀㌀ 倀䴀

圀夀一䐀䠀䄀䴀 䄀一䄀䠀䔀䤀䴀⼀䜀䄀刀䐀䔀一 䜀刀伀嘀䔀 ㄀㈀ ㈀㄀ 䠀䄀刀䈀伀刀 䈀䰀嘀䐀Ⰰ 䄀一䄀䠀䔀䤀䴀Ⰰ 䌀䄀 㤀㈀㠀㐀

刀䔀䜀䤀匀吀䔀刀 䘀伀刀 䔀䄀刀䰀夀 䈀䤀刀䐀 倀刀䤀䌀䤀一䜀 一伀圀 圀圀圀⸀䔀倀刀伀一䄀刀⸀䌀伀䴀⼀一䄀刀ⴀ吀䔀䌀䠀ⴀ䔀䐀䜀䔀⼀䄀一䄀䠀䔀䤀䴀

Being An Extraordinary Leader Through Tough And Challenging Times

T

ough and challenging times will surely come. That is a given. The question is what kind of leadership we will demonstrate during those time. Those who are weak leaders will see lasting damage done, if not see the organization fall apart completely. With Extraordinary Leaders at the helm, however, an organization can actually become stronger and thrive in spite of the tough and challenging times. That should be our goal so here are some idea on how to be an Extraordinary Leader in tough and challenging times!

1. Keep Your Eye on the Big Picture. When things get tough, everybody’s temptation is to become acutely focused on the problem. The Extraordinary Leader, however, will keep his or her eye on the big picture. This doesn’t mean that we don’t address the problem. In fact, we have to address the problem. But what separates a leader from a follower is that the leader doesn’t get caught up in the problem. The leader sees the big picture and keeps moving toward the vision. The further they take their followers toward the vision, the further away from the problem they get.

2. Don’t Get Caught in the War or the Friendly Fire.

When it gets tough even the most loyal team members can

36

be tempted to start shooting and, unfortunately, they sometimes shoot each other! Rather than focusing on the enemy on the outside, they begin to question each other and find many faults with one another that they normally would not have seen. The Extraordinary Leader is the one who can keep from being drug into the fray. They keep their eye on the big picture and act rationally and objectively. They understand that people are heated and are saying things they don’t really mean. The people are firing because they are angry or scared. The Extraordinary Leader understands this and rises above it. This way, they take fewer arrows and they set the example for their followers.

3. Be First to Sacrifice. When it gets tough, like when there has to be cuts in salaries etc, the leader should do just that - lead. They need to not only be the one who is rewarded the greatest when all is well, but they need to be the first to sacrifice. The Extraordinary leader says, “I know many of you are concerned with the salary cuts. I am too. In the long run we will be healthy again but for the mean time, this is necessary. Understanding this, I want you to know that I am taking a 20% pay reduction myself. I want you to know that we are in this together.” The Extraordinary Leader is the first to sacrifice and will be rewarded with the loyalty of his or her followers.

Executive Banker Magazine

4. Remain Calm. Panic is one of the basest of human emotions and no one is immune to it. The Extraordinary Leader, however, takes time out regularly to think the issues through so they can remain calm.

They remind themselves that all is not lost and there will be another day. They remind themselves that being calm will enable them to make the best decisions - for themselves and for their followers. Panic only leads to disaster, while calm leads to victory.

5. Motivate. In tough and challenging times, people are naturally down. They tend to be pessimistic. They can’t see how it is all going to work out. Thus, they have a hard time getting going. The Extraordinary Leader knows this and will focus in on being the optimistic motivator. He or she will come to the office knowing that for the time being, the mood of the group will be carried and buoyed by them and their attitude. Above all else, they seek to show how the end result will be good - and with this they motivate their followers to continue on, braving the current storms, and on to their shared destiny.

6. Create Small Wins. One of the ways to motivate is to create small wins. The Extraordinary Leader knows that in tough times his or her people think that all is lost. They wonder if they can win. So the Extraordinary Leader creates opportunities for the team to win, even if they are small. They set smaller, more achievable goals and remind and reward the team members when

they hit those goals. With each small win, the leader is building the esteem and attitude of his followers, digging them out of their self-created hole of fear.

7. Keep a Sense of Humor. Look, hardly anything in life can’t be laughed at. The Extraordinary Leader knows that even if the whole company goes down the drain, we still go home to our families and live a life of love with them. The Extraordinary Leader keeps perspective and knows that we humans act irrationally when we get scared and fail, and sometimes that is humorous. Don’t ever laugh at someone’s expense in this situation, because that will be perceived at cold and heartless, regardless of what you meant by it, but do keep the ability to laugh at yourself and the situations that present themselves.

By doing this you will keep yourself and your team in an attitude that will eventually beat the tough times.

Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders.

Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2006, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com.

Executive Banker Magazine

37

Our bone marrow transplant reunion is now standing room only.

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

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

800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

11/25/13 6:02 PM

Your homeownership goals deserve our attention Contact one of our Wells Fargo Home Mortgage consultants for your free preapproval today.

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

My Hoang Sales Manager 714-356-8991 NMLSR ID 453285

Nathan Lindsey Home Mortgage Consultant 714-394-0506 NMLSR ID 665133

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

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

Mark W. Bowman Home Mortgage Consultant 866-531-3229 NMLSR ID 450934

Kathy Niemczyk Home Mortage Consultant 714-934-2065 NMLSR ID 433497

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

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

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

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

Christopher James Preston Home Mortgage Consultant 714-323-8825 NMLSR ID 490895

Brigitte Golay Haberl Home Mortgage Consultant 714-396-5590 NMLSR ID 899374

Kevin Thach Home Mortgage Consultant 714-454-9810 NMLSR ID 455195

Devon Doan Home Mortgage Consultant 714-767-5664 NMLSR ID 754683

Yoona Kim Home Mortgage Consultant 714-886-7484 NMLSR ID 461746

Lorena G Rodriguez Home Mortgage Consultant 714-625-6100 NMLSR ID 419125

Information is accurate as of date of printing and is subject to change without notice.

This information is for real estate professionals only and is not intended for distribution to consumers.

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. Š 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1066288 Expires 05/2016