SEPTEMBER 2015 S. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

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Inside Features: Tim & Tina Chaudhry Aspero Realty Ryan Grant Benchmark Mortgage Mark Lambert Realty ONE Group Mark Martinez Alpine Mortgage Planning

imortgage is your Dream–Home, Dream–Loan Team imortgage:

#4 out of

the TOP 100

mortgage companies in America.*

* Mortgage Executive Magazine April 2015 loanDepot.com, LLC dba imortgage

At imortgage, we understand that in today’s market, it helps to have strong team. imortage has a proven track record, financial strength, integrity and a passionate culture. Our unwavering commitment to excellence in these key areas has earned us a reputation as a strong business partner in addition to being one of the most respected companies in the industry.

Founded in 1999, imortgage has grown into a consumer–focused company with an array of mortgage products and efficiency–driven technology, giving our Business Partners a clear advantage.

To learn more about how imortgage can help you build your business, contact Mike Calvert today! 949.297.1412

Mike Calvert

Laguna Hills Branch Manager

949.297.1412 mike.calvert@imortgage.com NMLS ID 174457

imortgage 24422 Avenida de la Carlota Suite 110 Laguna Hills, CA 92653

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. 08012015.

Executive Agent of the Month

Executive Banker of the Month

19 Elizabeth Do Executive Agent of the Month

29 Ryan Grant Executive Banker of the Month

Professional Profiles

14 Tim & Tina Chaudhry 4

6 Mark Lambert

ExecutiveAgent Magazine

10 Mark Martinez

September, 2015 - S. Orange County Editorials

E XECUTIVE AGENT

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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

36

Burn Your Boat -John Boe

ADVERTISERS’ INDEX

16

Why Some Agents Sell More Than You -Bob Corcoran

Alpine Mortgage Planning......................................9 City of Hope............................................................38 Guaranteed Rate..................................................17 imortgage...................................................................2 i Photography Studio.......................................25 - 28

26

Love The Opportunity...

-Jim Rohn

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

8

Doing The Remarkable -Jim Rohn

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

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© 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.

Life Rewards Action -Chris Widener

ExecutiveAgent Magazine

5

E XECUTIVE AGENT

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Mark Lambert Written by Haley Freeman

M

ark Lambert is an expert in his field in every sense of the word. After a successful first career with Pfizer, Mark decided to apply his many talents to a career in real estate. Thirty-three years later, he is both a respected agent at Realty ONE Group and custom home builder. His many years of experience and widelyrecognized reputation for honesty and customer service excellence have made Mark one of the most trusted real estate professionals in Orange County.

Mark’s list of credentials is both long and well-earned.

Early in life he earned a master’s degree in finance

and then worked his way up to the position of western regional manager at Pfizer. “Back then we had a senior staff meeting in New York every Monday morning, so I flew out every Sunday to be there. I was always travelling and only home one day a week.” Needless to say, his demanding career made family life difficult, but Mark leveraged his circumstances to his best advantage. “Every time I sold a CAT scanner, I bought a 4-plex.” When he was ready to leave his corporate job, Mark had already established a healthy real estate portfolio, and had his sights set on his second career in real estate.

ExecutiveAgent Magazine

Making an Honest Job of Real Estate Mark applied himself to real estate with great zeal, inspired by his opportunity to enjoy his freedom and pursue his entrepreneurial passions. He is a general contractor, custom home builder and past president of the National Association of the Remodeling Industry. He is also an Accredited Buyer’s Representative (ABR), a graduate of the Realtor® Institute, and a Certified Residential Specialist (CRS), the highest credential awarded to residential sales agents, managers and brokers. Mark also offers expert testimony in court cases.

my customers. I think we’re trending back to more verbal communication. Even though it’s simpler to text, people like to hear it right from the horse’s mouth. I want open, transparent customer relationships.”

Mark’s expertise in the building industry is also a great benefit to his clients. “When somebody’s seller tells me ‘that crack is not a big deal,’ I know the truth and whether or not it will be easy for my buyer to fix. At the same time, if my buyer thinks something is a big deal, I can calm them down and help them get it taken care of.”

Old School Golden Rule Mark prides himself on “giving high quality service since 1982.” A genuine people person with a no-nonsense business style, he says his success in real estate is simply attributable to treating others the way he would want to be treated. “The Golden Rule is something I’ve taken an oath to, and I think it’s why I’ve been successful. I have a transparent business and don’t hide anything. I’m straightforward, which means I sometimes have to tell people things they don’t want to hear. But honesty is always the best policy. People have referred me business because of that.”

Mark has closed more than 3,000 escrows in his career, and most of his business comes from repeat customers and referrals. He gives generous service to the community by sitting on the boards of five hospitals. Mark is also the father of a grown son and daughter. “I still love the business,” he says. “It’s been good to me, and I think my being in it has been good for customers. I’ve done a good, honest job, and my kids have never had to go out and meet anybody who says they got a bad deal from Mark Lambert.”

People have referred Mark a lot of business because of that. He is rated the number one agent in Southern California on Angie’s List, a ranking that comes entirely from client references. “Angie says she did the survey, and I provide three times more service than the average agent. You can’t buy that – you have to earn it.” Mark has also been rated a Five Star Professional by Orange Coast Magazine, yet another honor that derives from the recommendations of real clients.

Having observed so many up and down cycles in the markets, Mark is practical in his outlook, stating “basically, there is no good or bad time to buy real estate. There are always buyers and sellers.” He advises clients to always take the long view. “My people have not lost money in real estate. For those who took my advice during the crash and hung in there, it’s all coming back.”

Mark’s genuine affinity for people is felt by everyone he works with. “There is no substitute for my interest in ExecutiveAgent Magazine

Mark Lambert Realty ONE Group 25910 Acero, Ste. 100 Mission Viejo, CA 92691 Tel: 949-690-7082 Email: MarkLambert4RE@yahoo.com Web: www.MarkLambert4RE.com CalBRE # 00859086

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Doing the Remarkable

By Jim Rohn

W

hen it comes to meeting and conquering the negativity in your life, here is a key question: what can you do, starting today, that will make a difference? What can you do during economic chaos? What can you do when everything has gone wrong? What can you do when you’ve run out of money, when you don’t feel well and it’s all gone sour? What can you do?

Let me give you the broad answer first. You can do the most remarkable things, no matter what happens. People can do incredible things, unbelievable things, despite the most impossible or disastrous circumstances.

Here is why humans can do remarkable things: because they are remarkable. Humans are different than any other creation. When a dog starts with weeds, he winds up with weeds. And the reason is because he’s a dog. But that’s not true with human beings. Humans can turn weeds into gardens.

Humans can turn nothing into something, pennies into fortune, and disaster into success. And the reason they can do such remarkable things is because they are remarkable. Try reaching down inside of yourself; you’ll come up with some more of those remarkable human gifts. They’re there, waiting to be discovered and employed.

With those gifts, you can change anything for yourself that you wish to change. And I challenge you to do that because you can change. If you don’t like how something is going for you, change it. If something isn’t enough, change it. If something doesn’t suit you; change it. If something doesn’t please you, change it. You don’t ever have to be the same after today. If you don’t like your present address change it — you’re not a tree!

If there ability to to get a success.

is one thing to get excited about, it’s your make yourself do the necessary things, desired result, to turn the negative into That’s true excitement.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine.

Copyright© 2006, Jim Rohn. All right reserved.

For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.

FROG(3764) or email susie@FrogPond.com http:// FrogPond.com .

Remarkable 8

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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

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© 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.

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Mark Martinez

A

fter 20 years in the lending industry and many accolades earned for production and customer service excellence, Mark Martinez could work anywhere.

He chooses to work with Alpine Mortgage Planning, a company that shares his personal and professional values.

As a new sales manager in the Newport Beach market, Mark is leveraging his experience and market savvy to bring quality lending products, pricing and service to homebuyers and the RealtorsÂŽ who represent them.

During Mark’s many years in lending, he has worked for some of the largest corporate entities in the industry.

He has learned that when an organization gets too big, it tends to lose touch with the needs of customers, as well as those of the individuals on the inside. At AMP, he has found the perfect balance: a company that is large enough to offer comprehensive products and competitive pricing, but small enough to preserve an atmosphere of personal and responsive customer service.

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Written by Haley Freeman

The company’s core values of “Teamwork, Empowerment, Positivity and Excellence” is reflected in its array of products and services, which meet the needs of a diverse consumer clientele. Programs include loans designed for individuals with low credit scores, first time buyers, investors and high-end buyers.

Mark is able to confer with key decision makers in order to advance outcomes for loans and operations at a grass roots level. “I’m not so far removed from management with all of the layers that keep you from getting to the top. I can resolve issues quickly and face-to-face. At the branch level, we have in-house processing, document drawing and local underwriting. Everything is at our fingertips – including marketing.”

All of those factors translate into a better experience for homebuyers. “We have a one-on-one atmosphere here, and I believe that face-to-face connection is very important,” Mark says.

When Mark came to AMP, he brought his core team members along with him, Gloria Knutson and Anthony Gonzalez. “All three of us together make customer satisfaction our primary goal. Most of that experience is delivered through excellent communication and followup.”

To demonstrate, Mark and his team have been repeatedly evaluated by their customers through independent surveys where they have earned exceptional customer service ratings. A recent survey from one of Mark’s recent loan closings from Gisselle wrote, “I have nothing but good things to say about my experience with Mark and his team. Mark Martinez and Gloria Knutson have been extremely helpful from start to finish. They both made themselves available whenever I had questions or concerns and kept me well informed with the status of my loan. The escrow process was completed so quickly, and it was all thanks to the hard work of both Mark and Gloria.”

For real estate partners, Mark says AMP is “aggressive in co-branding and marketing in places like Zillow advertising and real estate focused magazines. AMP offers in-house real estate agent marketing support for agents, including new home postcards, co-branded listed

and just sold flyers/postcards and video marketing for listings.”

Mark describes a good leader as someone who is “clear, precise and responsive. When there is ambiguity, there is always a gap that causes errors and stress. By communicating properly, everybody has a clear understanding of what to do and how to do it. When there are clear expectations, I think everybody lives up to them.”

Mark is enthusiastic about building a team of quality professionals under the banner of this progressive and rapidly growing company. “We have a vast product line, very competitive rates and a flexible comp plan. The intimate interaction we have with processing and underwriting gives you control of your own destiny.”

A long-term thinker who places a high value on his relationships with clients and colleagues alike, Mark says, “For me to make a move to a new company is a big deal. AMP is a really good company. It is a great responsibility to put people into homes. I love what I do and the personal interaction I have with a variety of different personalities and circumstances. I wanted to work with a company that values and develops individuals, and where I knew I could deliver a higher standard of customer service.”

Mark Martinez - Sales Manager MLO 302745 Alpine Mortgage Planning 3501 Jamboree Rd., Ste. 200 Newport Beach, CA 92660 Tel: 714.863.8470 Email: Mark.Martinez@alpinemc.com Web: www.alpinemc.com/markmartinez

© 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.

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Life Rewards Action

T

hinking is good, yes it is. I strongly encourage thinking. In fact, thinking plays a terrific role in success. It helps you strategize. It helps you get motivated. It tunes you into success. I am all for thinking and I do it regularly!

That being said, just thinking, no matter how good of a thinker you are, will never catapult you to success. The difference between the thinker who succeeds and the thinker who doesn’t is that the thinker who succeeds also ACTS! Life does not reward thinking. Life rewards action. Let me clarify: Life rewards thoughtful action.

thought into a physical reality?

There is only one thing: ACTION. Will you succeed? Will you achieve your dreams? Will you live the life that you want? Only you can make that decision because only you can decide whether or not you will act.

My friends, life rewards action. Your actions do not need to be perfect. They just need to be. And then they get rewarded with success. With achievement.

Accomplishment.

You have the power within you to lead YOUR life as you see it. There is only one question you must answer for yourself:

Think first, by all means… But then ACT! Do you want to gain wealth? Then save your money ACT! Do you want to lose weight? Then hit the treadmill ACT! Do you want a new job? Then quit your current one ACT! Do you want to write a book? Then begin to write - ACT! Do you want a new friend? Then introduce yourself ACT! Anything you want to accomplish will only be done by bold and decisive action.

Wishing won’t bring it about. Neither will dreaming. Nor will hoping.

Will I act?

Because Life Rewards Action.

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© 2002, Made For Success. Used by permission. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@frogpondgroup.com; http://www. frogpondgroup.com.

Nope, you must ACT. What is it you want from life? Tell me. Be specific. Be clear. Think about it. Strategize. Roll it around inside that noggin of yours. Got it? Good. Now what? What will you DO to turn that non-physical electrical impulse we call a

By Chris Widener 12

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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

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Tim & Tina Chaudhry

T

im Chaudhry and his wife, Tina, are the enthusiastic founders of The Chaudhry Team at Aspero Realty.

They are both long-term residents of Orange County who enjoy helping their neighbors find the right home with a spirit of honesty, integrity and reliability. Their deep connection with the local community and superior knowledge of real estate qualifies them to help clients ranging from

first-time homebuyers to experienced investors. Tim is an electrical engineer, who has spent many years working for semiconductor companies. Over time, he realized that he could also use his analytical and marketing skills in finding good real estate opportunities. â&#x20AC;&#x153;I had an interest in meeting people and talking with them about their economic interests, real estate being one of them.â&#x20AC;?

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The Chaudhry Team “A Team That Cares” Written by Haley Freeman

Tim is also an experienced real estate investor who made his first purchase in 1991. He eventually saw the value in getting his license to facilitate his own transactions, as well as to help other people. His career in real estate allows Tim to put his best skills forward while enjoying greater freedom and quality interaction with people. “I really enjoy meeting new people and exploring new real estate opportunities for them, in new existing communities. It’s time consuming hard work, but I like it.”

advantages and tax benefits. Well informed and educated clients make decisions that will save them money and bring long-term benefits.

During the height of the short sale market, Tim used his expertise to negotiate a very beneficial purchase for a good friend and a client. “It was one of the most difficult deals – there were so many things involved. We were finally able to close this deal at a good price, and since then, the property has appreciated over a million dollars. I’m very proud of helping my friend to become a multi-millionaire with just one transaction.”

This year, Tina joined Tim in the business, and together they form a well-rounded and complementary team. Tim describes Tina as, “a very charming and sociable people person. She makes friends very easily and can talk to strangers without any hesitation. That sociable quality helps bring in new clients. She has also been instrumental in closing certain deals. She brings a different perspective, and it is helpful to be able to talk to both sides of the family. Over the years I’ve found the most successful people in real estate work as a team.”

Tim and Tina are well-versed in every aspect of real estate, as they have participated in the market as homeowners, investors and property managers with properties spanning single family residences, townhomes and apartment buildings . They have compassion for clients at every stage of the buying and selling process and are eager to share their first-hand counsel.

Tina’s degree in architecture design and certification in interior design bring another competitive edge to the team.

“Tina has skills I don’t in terms of her knowledge of interior design and décor, complementing different settings with colors and furnishings.” These skills further enhance the team’s ability to prepare and price homes for quick sale at premium value.

When Tim and Tina are not busy with real estate, they spend time with their two teenaged boys, enjoying outdoor activities like hiking, biking and swimming. Tim and Tina are also extensive world travelers, and as caring members of the world community, they support non-profit organizations that help to provide for less fortunate people, building houses and schools in poor countries.

Tim and Tina were both born in Southeast Asia and are fluent in English, Urdu, Hindi and Punjabi. They know the culture of the region and are able to help foreign buyers understand and navigate the U.S. real estate market.

Tim and Tina enjoy helping and educating their clients with a selfless spirit. “We’re not looking for one person or one deal. We want to become a part of their family and be happy with their success. Our team can help make their dreams come true with any real estate buying experience.”

Well-Qualified Advice Contrary to Gordon Gekko’s advice in the movie Wall Street, Tim says, “Greed is NOT good. Before the crash, everybody was greedy – builders, bankers, the public.

People were using the equity in their homes like an ATM machine, and they overleveraged. I tell my clients, ‘Do not overstretch yourself; do not go beyond your affordability.

Stay within your means. Be happy with what you have.’ I think this is good advice in any market, at any given time.”

Tim & Tina Chaudhry Aspero Realty 8929 Irvine Center Drive Irvine, CA 92618 Tim: 949-981-2489 Tina: 949-521-2208 timchaudhry@gmail.com Fatimac11@yahoo.vcom.com Web: www.TheChaudhryTeam.com CalBRE # 01502984 - 01970246

Tim is a businessperson with an analytical nature who devotes himself to the constant study of market trends. He has taken advanced classes in subjects like finance, real estate appraisal, marketing and economics. He is dedicated to educating clients about real estate market trends, their ExecutiveAgent Magazine

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Why Some Agents Sell More Than You

W

ith all due respect to Abraham Lincoln, all real estate agents are not created equal.

see when they see you up close and in person? What do they see when they see one of your ads in the newspaper?

Now before you get mad at me, hear me out. I’m not saying it’s a bad thing that agents are unequal. It’s just the way I see it. For example, if you judge agents by how many houses they sell, they are clearly not equal. Not every agent sells 100 houses a year.

What impressions are your marketing materials leaving with the public? And, even more importantly, what impressions are you leaving with people you meet face to face?

So what I am saying is that each agent brings his or her own unique gifts to the office. And the key is to understand your own special gifts, and then put them to work in a way that not only makes you more successful, but also makes you stand out from all the other agents in your market.

When I work with clients to help them develop their professional identities, I like to use the SWOT analysis – Strengths, Weaknesses, Opportunities and Threats. For purposes of this article, focus primarily on the first two: your strengths and weakness. Then later you can look at the other two as they relate to your particular market.

And I honestly believe one reason some agents outsell some of their peers is precisely because they’ve taken time to – in the words of Ms. Abzug – establish their “professional identity.”

Assess both your strengths and weaknesses carefully.

And recruit others for this exercise. Find out what your friends, family and coworkers see. Many times others see things you miss.

Consider for a minute what you think – what you really think – when you hear about an agent that’s outselling you in your market. Be honest. Probably a little bit of jealousy, sprinkled with a little resentment.

Then develop specific ways to put your strengths to work in your business life. And look at the weaknesses you believe you can change. Work on them to slowly turn them into strengths. When you add your strengths to your services, you begin to shine through in all that you do for your clients and prospects, and before you know it, you’ve created your very own professional identity.

Well, the way I see it, you have a couple of choices. You can feel that jealousy (and there’s nothing wrong with that – you’re only human). But if you leave it at that, you don’t improve. You sit there with your sour grapes.

The other choice is to stop and take a little time to learn from those successful competitors. When you do that, you’re heading up the on-ramp to a speedy interstate of faster sales.

And if you do examine top producers, you’ll soon realize they all have something in common: yes, that strong professional identity. They’re easy to spot, they have a consistent way about them and they exude professionalism.

Best of luck to you!

Bob Corcoran is a nationally recognized speaker who is founder and president of Corcoran Consulting Inc. (CorcoranCoaching.com), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the broker’s or agent’s existing practice. © 2009, Bob Corcoran. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

So, have you taken time to consider your professional identity? Have you thought about the impression you’re making out there in the trenches? What do potential clients

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ExecutiveAgent Magazine

Guaranteed Rate is AMERICA’S #1 LENDER. AGENTS: Want to double your real estate sales?

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-Ty Pennington Guaranteed Rate’s Spokesperson and host of Extreme Makeover Home Edition

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

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

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Cover Story

ExecutiveAgent Magazine

Written by Haley Freeman - Ian Wiant Photographer

lizabeth Do is a smart, savvy businesswoman at Keller Williams who has applied her considerable talents and integrity to building a business worth owning and a life worth living not only for herself, but for the 14 people on her team. She has taken the lessons she learned from her parents who were both industry professionals, along with her own decade plus of experience, and leveraged them into a top-producing team and evergrowing family of happy clients.

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boom market, she did not get caught up in the frenzy, rather, her knowledge of finance combined with her personal integrity prompted her to wait it out. “I sold eight homes my first year, which was above average, but still not a lot of homes. At the time, I didn’t believe in the market. I knew what those loans meant and that it was not good, so I made the decision not to sell a lot of homes. I used my finance and economics background to explain to buyers what was happening.”

After she graduated with her degree in finance and economics from Cal State Fullerton, Elizabeth entered the world of investment banking. However, she soon found the corporate environment did not satisfy her desire to work closely with people. “I had no personal experience with clients,” she says. “For me, it was not a rewarding job.”

Elizabeth’s sage advice paid off, and many clients whom she counseled to hold off benefited from buying homes after the crash. She began selling an average of 40 homes a year as a solo agent and quickly built a large referral base of clients who knew she had their best interests at heart.

Continuing a Family Legacy Elizabeth describes her parents as her greatest mentors in life. Her father was a real estate appraiser, and her mother was a Realtor®. Both parents taught her the importance of treating people well and doing business honorably.

Even though Elizabeth began her career during the

“Clients look at me more as an advisor than somebody who is just selling their home. During the downturn I told my clients, ‘I’m here to consult you, but if it’s not right, it’s not right.’ I go back to thank my mom for that. One thing she said to me is that in this business, you can make a lot of money, but you can lose everything if you make bad choices. At the time she said it, it was like she knew where the market was going to go. I was young, but I listened to her. I’m glad I always maintained my integrity.”

ExecutiveAgent Magazine

THE HOUSE THAT LIZ BUILT A Culture of Excellence When Elizabeth joined Keller Williams and read “The Millionaire Real Estate Agent” by Gary Keller, her perspective on real estate changed forever. She had an epiphany in which she realized she did not have to be part of every function in a transaction, but could create a team of specialists to help her serve more people – and do it more effectively.

Last year, Elizabeth and her outstanding team closed 170 transactions, and this year they are on track to close over 220. She has gone from being the agent who did it all and never got a break, to the leader of a team in which every part of the transaction is systematized, so she is able to

give clients her undivided attention and unrestricted access to her expertise, while maintaining her own work-life balance. “My team is all super close,” Elizabeth says. “It starts with the vision of the company. We all share a common goal, and everyone specializes in their function.”

Elizabeth has assembled an award-winning team of specialists that includes buyer’s agents, a listing specialist, showing specialist, marketing director, licensed administrative team, field representative, and an operations manager. Each is highly educated and uniquely qualified to carry out their particular role, and they are all united in their purpose of delivering a matchless real estate experience to every client.

ExecutiveAgent Magazine

The team’s concierge service is designed to meet the needs of every kind of client, from first-time homebuyers to experienced investors intent on expanding their real estate portfolios. They are proficient in assisting with residential real estate, income property, and property management and leasing. The overseas clients who trust Elizabeth’s team to manage their properties have peace of mind, knowing their interests are left in the hands of qualified professionals.

The team’s marketing director provides the highest quality promotion, combining the best of old school techniques with the latest technology to spotlight clients’ properties in the marketplace, including the use of professionally crafted photographs and drone technology to capture each property’s distinctive features.

Elizabeth cultivates her team’s culture by working hard to create opportunities for learning and bonding, further nurturing the respect that each member of the team has for one another. “As the team leader it’s important to create

opportunities for my team members. It’s not just about clients anymore, but about the entire team’s success.”

“My dad said, ‘Liz, you always have to educate yourself all the time. The only way to empower yourself is to read.’” Elizabeth constantly immerses herself in positive information and surrounds herself with positive people.

She says she rarely watches TV and limits the time she spends on social media that is not related to business. Instead, she reads a lot of books, and especially enjoys those written by John Maxwell. “Our team goes over a chapter of a business book weekly. We go over it for 15 or 20 minutes and talk about, ‘What is your aha from this chapter?’”

Embracing her “Why” Elizabeth says her personal “Why” has changed since she began her real estate career. “Now my big why is definitely my family. I work hard because I want my family to be comfortable, and I enjoy the time that you can’t buy.”

ExecutiveAgent Magazine

“OUR TOP PRIORITY IS TO BUILD HONEST AND LASTING RELATIONSHIPS THAT EXTEND INTO GENERATIONS”

Elizabeth’s husband, Dave, is also a member of her real estate team, where he takes the lead in managing and meeting vendors. Together, Elizabeth and Dave are helping to care for their parents and have found a balance that allows them to enjoy the things that matter most in life.

“Part of my yearly goal is to visit my father in Vietnam. I want to be around my family and cherish those moments with them.”

Elizabeth leaves no detail to chance in her business.

She and her team are constantly collecting and evaluating demographics and market data in order to best serve their various real estate clients. Elizabeth works with a lot of seniors, many of whom are selling their homes. Gen Xers are still in recovery mode and buying homes with a more long-term, conservative view. Millennials, on the other hand, who represent about 38 percent of the market this year, are short-term buyers who demand a whole new

style of technology, communication and service delivery.

At the same time, foreign buyers are increasing in number, and Elizabeth’s multi-cultural, multi-lingual team is wellequipped to meet their needs. She and her team take all of these factors into consideration when creating strategies for marketing and client care.

Elizabeth identifies humility as one of the most important qualities she and her team are striving to maintain.

“We will always remain humble if we don’t lose sight of why we’re working so hard. It is a privilege to be able to help so many people and provide consistent service. It is also a privilege for me to be able to design a business where so many people can provide for their families. We are here to create a good marketplace and better lives for everyone.”

ExecutiveAgent Magazine

Keller Williams Realty 18436 Brookhurst St. Fountain Valley, CA 92708 Tel: 714-317-7243 Email: Liz@elizabethdo.com Web: www.ElizabethDo.com CalBRE # 01473012 ExecutiveAgent Magazine

EA

Love the Opportunity...

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omebody said you have to love what you do, but that’s not necessarily true. What is true is that you have to love the opportunity. The opportunity to build life, future, health, success and fortune. Knocking on someone’s door may not be something you love to do, but you love the opportunity of what might be behind that door.

For example, a guy says, “I’m digging ditches. Should I love digging ditches?” The answer is, “No, you don’t have to love digging ditches, but if it is your first entry onto the ladder of success, you say, ‘I’m glad somebody gave me the opportunity to dig ditches and I’m going to do it so well, I won’t be here long.’”

You can be inspired by having found something; even though you are making mistakes in the beginning and even though it is a little distasteful taking on a new discipline that you haven’t learned before. You don’t have to love it, you just have to learn to appreciate America, appreciate opportunity and appreciate the person who brought you the good news; that found you.

Appreciate the person who believed in you before you believed in yourself, appreciate the person who said, “Hey, if I can do it, you can do it.”

If you will embrace the disciplines associated with the new opportunity you will soon find that your self-confidence starts

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to grow, that you go from being a skeptic to being a believer.

And soon when you go out person to person, talking to people, you will find it to be the most thrilling opportunity in the world. Every person you meet - what could it be? Unlimited!

Maybe a friend for life. The next person could be an open door to retiring. The next person could be a colleague for years to come. It’s big time stuff. And sometimes in the beginning when we are just getting started we don’t always see how big it is.

So, before you are tempted to give up or get discouraged, remember all success is based on long term commitment, faith, discipline, attitude and a few stepping stones along the way. You might not like the stone you are on right now, but it’s sure to be one of the stones that lead to great opportunities in the future.

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn.

All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com http:// FrogPond.com

ExecutiveAgent Magazine

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Written By Jim Rohn

ExecutiveAgent Magazine

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BANKER E X E C UTIVE

Ryan Grant Executive Banker of the Month

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ecognized by Scotsman Guide as one of the “Top 50” loan originators in the nation in 2014, Ryan Grant is both highly decorated and widely respected among his clients and peers for his outstanding customer service, integrity and servant leadership. After more than 12 years in the industry, he has excelled as an originator, manager and business owner. Today he is a producing branch manager for Benchmark Mortgage, where he has the distinction of opening the company’s first branch office in Orange County.

Early in his life, Ryan pursued his goal of becoming an attorney. He earned his bachelor’s degree in law and society from UC Santa Barbara and was accepted to law school. He then decided to take a year off to save money to pay for school and followed his brother-in-law to an opportunity in mortgage lending. “I loved it and realized I was good at it. I enjoyed helping people with a combination of being a consultant, working with numbers and having an immediate impact on peoples’ lives.”

Ryan’s passion and aptitude for the industry quickly opened doors to greater and greater opportunities, and he eventually accepted a position as regional manager for a brokerage firm in Orange County.

Written by Haley Freeman - Ian Wiant Photographer

Master Of His Own Destiny When the market crisis was about to hit in 2007, Ryan did something that many would find shocking – he started his own company. He reasoned that an aggressive, proactive approach was the only way to deal with what was coming. “I knew it would be tough for the company to stay afloat, but I needed to be able to steer my own ship.”

That strategy worked, and two years later, he merged with a San Francisco-based company. “I helped them start their retail division and became the director of retail operations. In 2010 when interest rates moved up, I really wanted to get back into the relationship-based side of finance and focus on purchases rather than refinances.”

Ryan reinvented himself once again and moved his team to imortgage, where they excelled for 4 1/2 years. Ryan describes this period as the beginning of his second career in the industry, during which his shift from management to origination required that he build a client base from the ground up. “I didn’t have a big client list and had done hardly any purchase loans up to that point. I had to get out and make a name for my team and impress people with the way we helped our clients.”

ExecutiveAgent Magazine

The Ryan Grant Team: Amit Singh, Aaron Hanson, Darlene Cathey, Ryan Grant, Jeanette Lee, Angilla Wang, Cindy Rangel, Darcy Gonzalez Over time, Ryan’s strategy for success moved from generating volume through high saturation of the market, to a more focused, consultative approach. “Once I started taking coaching classes and understanding the business to a deeper degree, I stopped trying to be everything to everyone, and instead began focusing on being the right things to the right people.”

success. When we achieve success, we achieve it together.

If anything goes wrong, it’s not anyone’s fault – we just fix it and make sure the client remains the number one focus. When clients see us work as a team, it’s a powerful thing. They realize they’re working with professionals who are on the same wavelength, so they know what to expect.”

Ryan’s concentration is now trained on cultivating the highest quality relationships with an exclusive community of strategic partners, including Realtors®, real estate and estate planning attorneys, CPAs and financial advisors, all of whom are committed to working together to guide customers through a continuum of financial choices and outcomes.

Ryan has built a business that is firmly based on customer service, using lending as a financial tool to help clients do more than simply meet their objective of buying a particular house. “All of our systems are geared to helping people build wealth in the short term and long term. We believe in financial planning through real estate. When moving from one home to another, we help clients see if it’s possible to accumulate real estate rather than sell. We know our clients’ goals, financial plans and family plans because we talk not just to them, but to their other financial advisors.”

“We’ve gotten very specific about who we are working with and why. We all have a mutual level of respect and

ExecutiveAgent Magazine

Armed with a complete understanding of his clients’ financial goals, Ryan follows up every year with an annual review. “On the anniversary of their loan, we talk about whether they are still comfortable or if there have been changes in their life that are causing them to think about moving up or down. I also monitor their mortgages throughout the term of their loan and proactively manage it the same way a financial advisor would manage their assets, making sure they don’t miss an opportunity to save money or leverage equity to consolidate.”

Something Bigger Than Themselves Ryan describes his team as “a core of elite people who know their jobs and are the best at what they do.” He has developed a highly systematized, replicable and consistent system for every process. And if it is ever discovered that there are holes or duplications, steps are taken to redefine

roles and hire help where it is needed. Ryan is an effective delegator, who trusts and respects his team, all of whom are working toward the same goal: having a client for life.

Ryan’s team includes seven dedicated individuals in addition to himself. Angilla Wang and Aaron Hanson are both talented and experienced loan consultants who share Ryan’s consultative lending approach.

Darlene Cathey and Darcy Gonzalez are the “ladies who quarterback clients’ docs. They are both phenomenal at keeping clients informed, updated and working with the processing team on files.”

Amit Singh is the team’s pipeline manager, and he is “brilliant and integral to the business. He ensures that transactions are priced right and moving through the system appropriately.”

ExecutiveAgent Magazine

Cindy Rangel is the team’s marketing coordinator.

“Anytime you see our team, it’s because of her. She works with our vendors to develop flyer creation, co-branded marketing, event production and open houses, and she is integral in working with our real estate partners. She’s almost as much a part of their team as mine.”

Ryan recently began a new and enriching phase in his personal life when he and his wife, Brianne, welcomed their first child. Their 8-month-old baby daughter, Kyla, is a new source of light and inspiration to her parents.

Ryan is also a long-time athlete who still makes time to play basketball and golf.

Loan processor, Jeanette Lee, is new to the team, but worked with Ryan back in 2006. “She is one of the best loan processors in Orange County. She’s phenomenal.”

“I have always been a proponent of leading by example,” Ryan says. “I get into the office early and stay late.

Working with quality people drives me to work hard. I may not be the smartest guy in the room, but I think I care the most, and I have an amazing team. There’s no way I could have done this by myself.”

Ryan takes his responsibility as a leader very seriously, because he believes “the number one inhibitor of business growth is its leader. You hear in coaching that you can’t do it all by yourself. More than anything, I want everyone to know they are part of something bigger than themselves. We’re all working toward the same goal of customer service excellence. But it’s not about the money – that’s just a byproduct of what we do. Our real ‘why’ is making an impact on people’s lives.”

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

The Ryan Grant Team Benchmark Mortgage 65 Enterprise, Ste. 355-B Aliso Viejo, CA 92656 Tel: 949-651-6300 - 949-767-7111 Email: Ryan.Grant@benchmark.us Web: www.ryangrant.benchmark.us NMLS ID 118767 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

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Burn Your Boat

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believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.”

Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping commitments? Do you allow the negative influences of fear, anxiety, self-doubt and worry to dominate your thinking and sabotage your results?

Sadly, most people fail to achieve their goals, not because they are lazy or lack self-motivation, but because they were never “fully committed” to succeed! I cannot think of a single great achievement that has ever been attained without first a plan of action and then an unshakable commitment to its accomplishment.

Walt Disney was arguably one of the most creative dreamers and determined men of the twentieth century.

Walt understood the power of commitment and would frequently tell those around him, “When you believe in a thing, believe in it all the way, implicitly and unquestionably.”

The ancient Greek warriors were both feared and respected by their enemies. In battle, the Greeks established a well-deserved reputation for their unsurpassed bravery and unshakable commitment to victory. The key to their overwhelming success on the battlefield had far more to do with how the Greek commanders motivated the warriors, than it did with issues of tactics or training.

The Greeks were master motivators who understood how to use a “dramatic demonstration” to infuse a spirit of commitment into the heart of every warrior. Once the warriors had been offloaded from their boats onto their enemy’s shore, the Greek commanders would shout out their first order…”burn the boats!” The sight of burning boats removed any notion of retreat from their hearts and any thoughts of surrender from their heads.

In your sales career your battles are not fought with weapons on foreign shores, but within the confines of your own mind. A truly committed salesperson does not have the luxury or the time for the self-indulgence of negative thinking.

The true underlying motivation for all success is a deep and unwavering commitment to the task at hand. The sales profession is a demanding and challenging career, but it is also personally rewarding and financially lucrative for those who are fully committed to becoming successful.

If you are being pushed around mentally by thoughts of fear, anxiety, self-doubt and worry, it is time to “burn your boat” and become fully committed to your sales career!

“Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness. Concerning all acts of initiative and creation, there is one elementary truth the ignorance of which kills countless ideas and splendid plans: that the moment one definitely commits oneself, and then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents, meetings and material assistance which no man could have dreamed would have come his way. Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now.”

- Johann Wolfgang von Goethe John Boe presents a wide variety of motivational and sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you book John for your next sales meeting or convention, you get a nationally recognized author, sales trainer and business motivational speaker with an impeccable track record in the meeting industry. Copyright 2007, John Boe International.

All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com

Imagine the tremendous psychological impact on the soldiers as they watched their boats being set to the torch.

As the boats turned to ash and slipped quietly out of sight into the water, each man understood there was no turning back and the only way home was through victory.

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ExecutiveAgent Magazine

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Written by John Boe ExecutiveAgent Magazine

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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