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CREDIBLE Sue LaPeter Executive Agent of the month

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Agent Spotlight:  Arlen Pantel Professional Profiles: George Barr Lily Campbell

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AGENT SPOTLIGHT: • SHARON CUSTER PROFESSIONAL PROFILES: • JOEL SPENCER • KYM ELDER

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FEATURED PROPERTIES: • DEANNA CRAITE • EDE COSTA • MARY & MICHAEL FRY • RON ACCORNERO

SHAUNA WERTS EXECUTIVE AGENT OF THE MONTH

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About Executive Agent Magazine

“In more than 20 years of residential real

Executive Agent Magazine is a real estate trade magazine published specifically for residential REALTORS®. It’s goal is to increase the professionalism of REALTORS® and contribute to their success. Each issue is a valuable source for real estate news and intriguing articles written by industry experts.

estate, I haven’t enjoyed a more successful

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marketing tool.”

Ede Costa - Prudential California Realty

P P K E

one page brochure

Coldwell Banker Coastal Alliance

K

ym Elder grew up in Long Beach. Through high school and college she developed a sincere interest in the well being of her diverse community. She began her venture into real estate while still in high school and has never looked back. With fourteen fundamental and productive years in the industry,

specialist to Cartus Relocation, servicing corporate executives of Boeing, Honda, Citibank, Raytheon, etc.

She is a recipient of the Quality Service Award for customer care and satisfaction.

In 2008, Kym partnered with long-time colleague Erik Bueno, servicing all of Southern California, but specializing in Naples, Belmont Shore, Peninsula, and Belmont Heights. To date, She has over 200 closed sales totaling over $83,000,000 With customer service suffering in our industry and others, it has become Kym’s #1 goal. As a result, she constantly strives to provide superior customer service and satisfaction. Selling and buying real estate is perhaps one of the most important decisions we will make in our lifetimes.

Mother of 9-year-old Nicole, Kym is a homeowner herself, allowing her to understand the emotional rollercoaster we may endure during this critical time. She wants to help in any way she can to ease this sometimes difficult and stressful process. Kym’s past clients have enjoyed their home-buying experiences, and her wish is that you too will take pleasure in your home-buying or selling experience.

Kym was wonderful! She is extremely detail-oriented, and was available to us anytime we needed her. We are so grateful to have worked with her!!

Mr. & Mrs. B

including several in management, Kym has a lot to offer her clients. She has developed and mastered many marketing techniques that have given her the professional skills and confidence needed to serve her clients in today’s market.

With Coldwell Banker Coastal Alliance for the past 2 years, Kym has received the Top Coldwell Banker Presidential Elite Award, (Coldwell Banker’s highest award). She was previously with the Century 21 system for 10 years (1997-2007), and earned Top Century 21 Centurion Producer, (Century 21’s Highest Award).

Kym has also been ranked in the top 100 Century 21 Agents in the country.

Kym – You are my Hero!! You are amazing. I finally have my life back after 2-1/2 really stressful years!

Couldn’t have done it without you! No kidding. Thank you. Thank you. Thank you!! Big hugs!!

Kristy

K E

Representing Exclusive Beachside Properties 562.254.1489 Kym Direct 562.433.4482 Fax www.GotRealEstate.com

Kym served as a certified corporate relocation account 24

EXECUTIVE AGENT Magazine

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Each month Executive Agent Magazine seek out the most successful and respected REALTORS® and profile their accomplishments in in-depth feature stories. Candidates must be nominated, extensively interviewed and approved by a selection committee.

Cover story: Agents selected for this honor are top producers whose professionalism and industry involvement set an example for others to follow.

Professional profiles: The stories behind the success of exceptional REALTORS®.

Company profiles: These in-depth profiles allow you to introduce your company, products, services and people.

Nowhere else can you match the benefits of the third-party endorsement of this respected magazine.

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MAGAZINE

front

P P REZA SHIRANGI

Real Estate in Laguna Niguel and Surrounding Areas

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orn in Persia and raised in Paris, Reza‘s multicultural background and appreciation for the beauty of Orange County is what makes him appreciate his career in Real Estate. After over 10 years in Real Estate, Reza‘s dedication, passion, strong focus and de-sire to succeed lead him to become one of First Team Real Estates Top Agent. In addition, Reza assists coaching other agents within First Team‘s UVP Training Department. His use of the latest technology allows him to keep you informed of up to date on the changing Real Estate market that might affect the purchase or sale of your home. His consistent priority is to put his clients needs first.

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California. She has her undergraduate degree from USC‘s School of Accounting and has recently obtained her Master in Business Administration from Chapman University‘s School of Business. Working as a team they provide their clients with service beyond their expectations through the power of teamwork.

Top 1% Selling Agents in Laguna Niguel Multimillion Dollar Producer 2000 - 2008 Hall of Fame Top Producer, Award Winner 2000 - 2008

Magazine

What are People Saying???

“Working with Reza to find a property was great! He understood what I wanted and didn’t waste my time and we found the perfect property in record time. Laura made the rest of the process easy. She knows exactly what she’s doing and gets all the details handled quickly and correctly, the first time. They are both a pleasure to work with. If I ever move again, they’ll be my agents... no question about it!”

– Janet DeMint “Working with Reza and Laura made selling my home easy and effortless. They were professional, efficient and truly a pleasure to work with. I have bought and sold many homes over the years and this experience by far, has been the best yet. I have recommended them to my friends and family and will continue to do so.”

– Nader Shaffi

The Shirangi family Reza is committed to offering his clients the advantage of professional, personalized service resulting in successful Real Estate transactions. Reza‘s excellent service, integrity and knowledge of the Orange County Real Estate marketplace have resulted in friends, neighbors, and clients referring a large number of new clients to him. With this remarkable level of community support, clients have come to know that Reza will provide premium Real Estate representation.

Experience the Power of Teamwork Reza has a strong team that assist in every Real Estate transaction. His wife, Laura works very closely with him along with a team of assistants. Laura was born and raised in Mission Viejo,

“Reza and Laura have essential characteristics which are necessary in the field of real estate: commitment, aptitude and people skills. They handled the sale of my home and my recent purchase most effectively--always providing me with the services and information I required in a timely manner. People like Reza and Laura are positive role models for the real estate industry and most deserving in their success!”

– Dr. James Abbott In today’s challenging real estate market, selecting the right real estate agent is crucial. It can make all the difference in the world. Whether you’re planning on buying, selling, or you just have a question, feel free to call Reza direct at 949-466-0920 or visit our website at www.RezasHomes.com!

Reza Shirangi First Team Real Estate

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A S

Sharon Custer O

“I always said that if I had to make a decision based on earning a commission, I would know it was time to get out of the business.”

nce Sharon Custer sets her sights on a goal, there is simply no turning back. She has triumphed over personal tragedy and consistently meets professional challenges with a can-do attitude. After building a thriving real estate career through a foundation of solid business principles and exceptional customer care, she celebrates her tenth year in the industry with a sense of excitement and positivity that has only grown after a decade in the field.

support and a strong collegial atmosphere.

Sharon’s foray into real estate came after she raised four children as an at-home mom and built an online business with her husband. In 1997 she was faced with an unthinkable tragedy- the loss of her teenage son Christopher. The devastation was debilitating, and Sharon withdrew into her grief until, one morning in 1999, she woke up with a new outlook on life. Ready to move forward, she decided to pursue her longtime interest in real estate. After interviewing with a number of San Clemente brokerages, she elected to join Tarbell, REALTORS®, a family-oriented company that offered incomparable

“There is no comparison to the look on the face of a new buyer who has purchased a first home,” Sharon says.

“Success is in finding a client’s dream house, or telling a seller that we’ve closed on a property.” She adds that the opportunity to work with a range of clients, from seasoned investors to luxury home buyers to sellers of rural property, is another draw. “I love people,” she asserts. “I’m very protective of all of my clients, regardless of their position in the market. My job is to act as an advocate and a trusted resource of information and knowledge, and I take that role to heart.”

Executive Agent Magazine builds visibility for real estate professionals and associated businesses through original and thought provoking articles. To build and sustain a thriving real estate business, it’s essential that you master your marketing.

She hit the ground running; Sharon earned the coveted Rookie of the Year title, and has consistently placed among the company’s top ten producers ever since. Despite the professional accomplishments, she reveals that her success is measured not by rank, but by the satisfaction of her clientele.

Sharon’s ability to meet the needs of a diverse clientele is based not only on her thorough market knowledge, but also on the strong working relationships she has forged with industry professionals. “I have known my mortgage consultants for over twenty years,” she reveals. “They are honest and up front about their products, and will not put clients into loans that they cannot handle. They are as protective as I am, and my clients – and I – appreciate that.”

As market conditions shift, savvy agents have adjusted their business accordingly. Sharon is no exception to this trend. She recently expanded her business to include REO properties, and continues to work with select clients facing short-sales. “I don’t consider myself to be a listing agent or a buyer’s agent,” she explains.

“I do it all. This enables me to offer my clients the services they need, and to stay current on the market as a whole.”

When working with buyers, Sharon focuses on education and a realistic perspective on the market. “Honesty is key,” she explains. “There are many options available, and plenty of good deals to be found. But not every buyer is going to walk into equity.” Her aim: to negotiate the best possible price and facilitate a smooth transaction. The same principle applies to her sellers, whom she assists in negotiating today’s still-transitioning market.

“From the start, I’m honest with my sellers,” explains Sharon. “One of the most important factors in successfully closing a listing is working to set an appropriate price.

Houses are selling, and it’s an agent’s responsibility to walk clients through the steps involved.” A comprehensive marketing and advertising campaign, solid pricing and consistent open houses, she adds, are elements to a successful sale.

Assisting Sharon in her business is her daughter Jennifer, who holds a Master’s Degree in Marketing. “She is amazing,” observes Sharon. “Thanks to Jennifer’s behindthe-scenes work, I’m able to focus my energy and time on my clients’ needs. We’re a great team.” She notes that her colleagues at Tarbell are also an essential element of her success.

“Though I don’t have an official team, I am proud to have the support of my fellow real estate professionals, who take calls and assist my clients when I’m out of the office,” she explains. “We’re like-minded, with a focus on meeting the customers’ needs.”

Her approach –a combination of hard work and client-centered attitude- has proven successful, and Sharon’s not looking to reinvent the wheel. She continues to door knock and farm heavily within San Clemente, and she keeps her focus on meeting her customers’ needs. “I always said that if I had to make a decision based on earning a commission, I would know it was time to get out of the business,” she reveals.

Sharon’s passion for helping others extends beyond her role as Realtor®. She gives back to her community in a big way, helping to coordinate Family Assistance Ministries’ “Scare Away Hunger,” an annual Halloween event that entertains hundreds of youth from San Clemente and neighboring communities, while raising enough food to feed hundreds of local families. “It’s huge,” says Sharon.

“We’re making a positive impact on so many peoples’ lives, and that’s an amazing thing to be a part of.”

A grandmother of four, Sharon enjoys the opportunity to spend time with family and friends.

Sharon Custer Telephone: 949-230-5746 www.SharonCuster.com

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inside TRISTONE

COVER STORY

Gain more customers

REALTY GROUP

By Lalaena Gonzalez-Figueroa - Photography by Rob Paino

Shauna Werts and TriStone Realty: Moving Forward, a Step Ahead of the Curve

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n innate business sense, a drive to stay ahead of market trends, and the ability to connect on a personal level with her clients and colleagues are three of the cornerstones to success in Shauna Werts’ real estate career. Utilizing the strength of a professional team, she is meeting challenging market conditions head-on, assisting her clients in a range of real estate needs.

While earning a Bachelor’s Degree in Psychology from California State University, Fullerton, Shauna began working as an administrative assistant for a real estate broker, and soon found herself drawn to the business of real estate. After two months in the office she earned her California sales license, eventually going on to become a licensed real estate agent in several states.

Reach qualified buyers

After building her clientele and helping grow her first brokerage, Shauna transitioned to Seven Gables Real Estate. Well-versed in residential and residentialincome transactions, she says she was quick to pick up on market indicators that pointed to drastic changes. She expanded her services to include short sales and REO properties, and quickly realized she’d need additional assistance to succeed in her endeavors.

“If you don’t have a reliable and dedicated team of professionals, it’s virtually impossible to handle an REO account with multiple properties,” observes Shauna.

“It’s a fast-paced environment that requires quick and efficient work with no mistakes.” She didn’t have to look far to build a team: her assistant at the time, Sean Drumm, had an obvious interest in the business and all the makings of a successful agent. “He’s got a love for life and a great spirit,” Shauna says.

“Sean makes a tremendous impression on everyone he meets.” Kevin Drumm, who boasted a background in electrical engineering and the technical sector, brought a detail-oriented approach and a knack with numbers.

Recognizing the brothers’ potential, Shauna took matters into her own hands. “I signed them up for a real estate licensing course and informed them that they were going to join me as partners,” she recalls.

“They had this passion and love for real estate, and the second I realized what we could accomplish as a team, I just had to make it happen.” Fortunately, the brothers agreed. After earning their licenses they joined forces to form TriStone Realty Group, an independent entity housed within the Seven Gables brokerage.

Ensure repeat business

Their synergy is undeniable, though Sean reveals that the group’s internal structure has been an evolutionary process. “We each bring unique strengths to the table, and we have continually evaluated what we need to do in order to best perform in the market today and in the future. We have invested a great deal of thought and planning into every phase of our business, and we are constantly adjusting our team to suit the needs of our clients and the demands of the markets we represent,” he says.

Sean notes that the members of TriStone capitalize on their strengths as individuals and as a group, and says that the three challenge each other to perform to their best potential at all times. “Kevin’s technical background is a great asset to our group,” he observes. “He is detailoriented and incredibly organized and efficient.” Shauna, he says, “Is the complete package. She handles all aspects of the business, from clients to behind-the-scenes work.”

As for Sean, “I really enjoy working with people,” he offers. “The opportunity to make a difference in the lives of my clients is incredible.” The group is highly driven by the industry’s fast pace and consistent challenges, and their enthusiasm and quest for knowledge impress clients and colleagues alike. “As clients and agents become savvier, it’s imperative for us to stay on top of our business,” remarks Sean. “We are committed to serving as a knowledgeable resource for our customers, and to consistently exceed their expectations for our group.”

Kevin agrees. “We thrive on the excitement and daily challenges that we encounter,” he asserts. “Staying on top of current market conditions and anticipating upcoming trends, plus meeting the daily demands of our business requires high energy and the ability to work at a fast pace. We don’t just get the work done; we enjoy it.”

Though the members of the TriStone Group spend much of their time on REO and short-sale properties, they offer traditional buyers and sellers exceptional service as well, thanks in part to the collegial relationships they have developed. “Every weekend, our team and fellow agents host open houses on our properties, maximizing exposure to attract buyers,” notes Shauna.

A wise broker taught her to stay one to two years ahead of market trends, and Shauna has taken that advice to heart. Her dedication to leading the curve enabled her to learn the unique business of short-sale and REO properties before the boom; it’s a market share that requires patience, perseverance and professionalism. “Though the challenges are immense, there is no better feeling than knowing we’re getting the job done for our clients, whether they are individual buyers or sellers, investors, or asset managers at banks,” she states.

SEAN DRUMM

TRISTONE

- SHAUNA WERTS EXECUTIVE AGENT Magazine

KEVIN DRUMM

In their work with REO properties, Shauna, Kevin

and Sean employ a refined system of tasks and responsibilities, handling repairs and maintenance as needed.

The group also handles cash-for-keys transactions as well as court evictions. They are so systematized, says Shauna, that they’re often working on a task before an asset manager asks them to begin. “We like to be a step ahead in the process,” she says. “It obviously shows that we know what we’re doing, but it helps our asset managers as well, because they’re reporting progress to their superiors. In the end, we all look good!”

Her keen business sense is tempered by a personable approach to her work and her academic training in psychology. This, she acknowledges, is particularly helpful when working with clients who must resort to short sales. “People are under duress and many want to just stay in their homes,” she explains. “It’s not easy; the first option we examine is the possibility of loan modification. If we can pair a client up with someone who can help, that’s great.” The group offers these services at no cost to their clients. “All we ask is for referrals,” Shauna says. “When people are able to avoid losing their homes, they’re more than happy to show their gratitude, and to recommend us to others!” She adds that the group’s relationship with satisfied clients extends well beyond a single transaction. “When we help any of our clients get themselves into better situations, we tend to become lifelong friends!” she enthuses.

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REALTY GROUP

TriStone Realty Group Seven Gables Real Estate 5481 E. Santa Ana Canyon Rd. Anaheim, CA 92807 Telephone: 714-685-2237 www.TriStoneRealtyGroup.com

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2929 Calle Frontera San Clemente, CA 92673 949.366.3349—949.266.8757 info@executiveagentmag.com www.ExecutiveAgentMagazine.com

When a loan modification isn’t sufficient, TriStone members take every step possible to prepare their clients for the process of the short sale which, despite its name, can take months to complete. “It’s an emotionally sensitive situation, and we do what we can to make the process as easy as possible,” offers Shauna. “Many people fear that they’ll be forced to foreclose before they can sell, so we take great pains to ensure that no costly mistakes are made on our end.” The group, she adds, understands how to work well with bank negotiators. “They’re in a difficult position as well,” observes Shauna. “Our goal is to achieve a win-win situation where the bank is satisfied with their payment, and our clients are released of the financial and emotional burdens of being upside-down in their homes.”

It is their congruency as a team, notes Kevin, that allows the group to succeed in a diverse real estate market. “REO work demands that we are on-call and ready to go at short notice,” he explains. “When time is of the essence, at least one of us is always available to handle business. We keep the transaction in motion to ensure a successful closing.” TriStone’s approach works particularly well for banks and asset managers, but their clientele as a whole benefit from their dynamic method as well. Kevin notes, “We receive a lot of positive feedback from colleagues as well as clients, for being a group that works cohesively and efficiently.”

Their work with the challenging REO and shortsale market enables the team to better serve traditional buyers and sellers, as well as investors. “We know what’s out there, and can assist buyers in filtering through the properties on the market,” Shauna says.

“We’re also able to offer sellers an honest evaluation of their property’s worth. In these conditions houses are selling, you’ve just got to market and price appropriately.” The group handles transactions throughout Orange and Riverside Counties, offering their clients a great range of opportunities to buy and sell.

Though they have dedicated much of their time to building their business, Shauna and her partners have found the opportunity to give back to her community through volunteerism. They participate in events through Orangewood Children’s Home, an emergency shelter for neglected and sexually, physically or emotionally abused children. “It’s a wonderful opportunity for us to give back to the communities that support us,” Shauna notes.

Like many top agents, Shauna and her team are guardedly optimistic about the market’s current and projected direction. “We’re already looking at the next wave and planning accordingly,” she reveals. “This is a time when there are excellent opportunities for buyers in particular.

We believe that real estate remains a sound investment.”

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