SEPTEMBER 2017 N. ORANGE COUNTY

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

PROFESSIONAL PROFILES Scott Cunningham Andy Deluca Brenda Dintino Christian Noiroux Eric Schmidt Pamela Stewart

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NEWPORT BEACH 3501 Jamboree | Suite 200 | Newport Beach, CA 92660

Build a partnership with a direct lender that offers exceptional service.

John J. Reed Branch Manager NMLS-869516

(949) 398-3655

Anthony Colacion

Alan Cipolletti

Jill Coss

Senior Mortgage Advisor

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-653005

NMLS-329651

NMLS-286726

(949) 394-1757

(949) 689-3597

(949) 791-7901

Therese Franklin Senior Mortgage Advisor

Senior Mortgage Advisor

Brandon Garcia

Ryan Grainer

NMLS-1151840

NMLS-950014

(949) 375-5566

NMLS-1030205

(949) 394-4624

Senior Mortgage Advisor

(949) 306-3268

Senior Mortgage Advisor

Senior Mortgage Advisor

Jeffrey Scott

Argie Nastasi

NMLS-302745

NMLS-255094

NMLS-1467005

(714) 863-8470

(949) 677-1001

(714) 878-9934

Mark Martinez

Lynn Nelson

Senior Mortgage Advisor

Jim Thiel

Senior Mortgage Advisor

Senior Mortgage Advisor

NMLS-653022

NMLS-907893

(714) 412-8608

(949) 521-0039

We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY Š2016 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID # 1071 (www.nmlsconsumeraccess.org) | AZ Mortgage Banker License #0910184 Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act

Executive Agent of the Month Parisa Houshangi Keller Williams Realty

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Professional Profiles

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28

Scott Cunningham

Andy Deluca

Brenda Dintino

Realty ONE Group

Kinecta Federal Credit Union

New American Funding

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4

14

34

32

Christian Noiroux

Eric Schmidt

Pamela Stewart

Nationwide RE Executives

Harcourts Premier Properties

True Vision Realty

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September, 2017 - N. Orange County

Editorials 30

What To Do? What To Do? -Patti Brotherton

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Choose To Enjoy Life!

-RVM

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Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@eamag.net www.EAMag.net

ADVERTISERS’ INDEX Finance of America Mortgage..................2 & 37 iPhotography Studio...............................................25 Kinecta Federal Credit Union...............................13

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Call-Killing Phrases -Wendy Weiss

loanDepot®................................................................9 & 31 New American Funding...................................................27

PWAOR...................................................................38 The Termite Guy......................................................3

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Your Attitude - You Choose -Chris Widener

Ticor Title Company...................................................40 Wells Fargo Home Loans.............................................39

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Photography: iPhotography Studio, Ian Wiant, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Haley Freeman, Shannon Hartsoe Editorial Writers: Linda Brakeall, Bill Brooks, Tamara Dorris, T Scott Gross, Chris Widener, Dirk Zeller, Zig Ziglar

5 Ways to Have More Best Days at Work -Teala Wilson

© Copyright 2017 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.

Success - What it is and isn’t -Zig Ziglar

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Written by Haley Freeman

Christian Noiroux

C

hristian Noiroux, Broker Associate and Sales Manager at Nationwide Real Estate Executives in Laguna Hills, has enjoyed more than one successful

career. In 1984, he came to the United States and began working in the electronics industry.

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His entrepreneurial drive came to the fore when a friend introduced him to the mortgage industry. He held a range of positions from loan officer to sales manager, before he and a partner created their own mortgage company. When the market crash sent a shockwave through the industry, Christian transitioned to real estate, using his banking connections and market savvy to help investors buy, rehab and resell distressed properties.

Nationwide Real Estate Executives is a full-service, boutique brokerage recognized by Inc. Magazine as the number one fastest-growing real estate brokerage in California, and one of the fastest-growing real estate organizations in America for the last two consecutive years. When Christian met the owners, he knew right away it was a place where he could both give and receive value as a professional. “I liked their vision. For example, we have several divisions to cover every possibility, including investors, residential home buyers, property management and commercial. Having good systems and following routines is key to any successful entrepreneur.”

It is also a company committed to a win-win-win virtuous cycle characterized by outstanding service with absolute integrity. This culture comports with Christian’s approach to real estate and his style of management. “I like building relationships with people, and I do everything I can so the end result is happy and satisfying for the client. You’re only as good as the way you solve problems.”

Christian’s background gives him insight into the cultural differences that come into play during a real estate transaction and motivate people’s decisions. “Perspective is reality to people,” he says. “In this business, you have to be aware of the different cultures out there and the fact that people view things differently. You find out what’s important to them by listening. Then you must respect them and accommodate, or the transaction is not going to work.”

As a manager, Christian brings value by helping everyone succeed. In an office that embraces both experienced professionals and those who are new to the business, he encourages the exchange of ideas and knowledge. “We look for people who are starting out and train them so they can bypass the trial and error. The company does a good job training and getting them focused on what really matters as a Realtor®. We have a family atmosphere that is not highly

competitive internally. Everyone helps each other succeed.”

Christian is a producing sales manager who still works with a good number of investors. He also assists residential buyers and sellers, and he is effective at adjusting his approach to create value for whichever client he is representing. “Rather than being in love with the house, the investor mindset is being in love with the numbers. There is a detachment when someone is buying from a financial point of view, versus someone who wants to be in love with the home they will live in. I think more in terms of financial gain or protection in any transaction. I had a client who built a house, and I told him if he built two streets over, he would get more money when he sold it. He built on a street with condos and multi-unit rentals, but two streets over were only single-family residences. I bring that kind of long-term financial thinking to clients.”

As the real estate industry is being transformed by technology, Christian asserts that there will always be a need for knowledgeable professionals who bring value through expert advice and personal service. “I think the industry will be increasingly under pressure by companies that are trying to make the process a commodity. They are trying to make the Realtor® unnecessary. But I think that approach will only take a small portion of the market. We are meeting many of our clients online, because this is how people connect, but I still have to sit down and have coffee with them and go show them homes. We may need to adapt, but you can’t get away from the importance of relationships and being able to see what a home and neighborhood look like eyeball to eyeball.”

Christian is highly effective at bringing value to his clients in terms of cost, service and overall satisfaction with their real estate experience. He takes time to discover what is important to each individual client and then create an outcome that meets their unique goals and expectations.

Christian Noiroux Nationwide Real Estate Executives 24422 Avenida de la Carlota Laguna Hills, CA 92653 Tel: 714-227-9910 Email: CNoiroux@ournationwide.com Web: www.christiannoiroux.nationwideexecutives.com CalBRE # 01347214

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Choose to Enjoy Life!

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e have a choice to make our life interesting and exciting, or we have a choice to get into the mundane of life. When we get into the mundane of life, life escapes us, to be gone… never to return. Very few of us actually take it up as a challenge to enjoy life and to make it exciting.

Most of us just slip through life. We drive through life as if we are driving on a highway without choosing to go left or right. We just keep going where the road is going, and at the end, we arrive at a destination that we may not have decided to reach. But because we did choose to go where we want to go, we have reached and arrived somewhere else.

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Stop! Don’t just drive through the highway of life, but think who are you? What do you want? Where you want to go? If you keep going where you are going, will you get to where you actually want to go? When you get to where you were going, will you be happy? These questions must always be on the top of our minds , and they must decide the direction and where we are going.

RVM is a ‘Positivelife’ philosopher, an Author, Speaker, Poet, Singer, Philanthropist and Motivator.

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Branch Manager | Irvine, CA

BRENDA HEMRY bhemry@loandepot.com

949-346-3734 office 951-544-6197 cell NMLS ID 450281

www.loanDepot.com/bhemry | 2855 Michelle Dr. #190, Irvine, CA 92606 Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

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Written by Haley Freeman

Scott Cunningham R

ealtorÂŽ Scott Cunningham is a hometown guy.

A native of Yorba Linda, Scott relocated with his family to Indianapolis during his sophomore year at Esperanza High School, but he returned home to

finish his senior year with his lifelong friends and classmates. He just couldn’t see himself living and working anyplace else.

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The Realtor® in Your Home Town It’s no surprise that his love for Orange County’s scenic vistas and unique lifestyle would eventually lead him to a career connecting families with their perfect OC home.

Although his journey to the real estate profession was not a direct one, he developed valuable abilities along the way that make him phenomenal at what he does today.

Scott was first introduced to the real estate industry when, as a college student, he began working for a local mortgage company. He furthered his repertoire of skills in the banking and finance sector as a business banker at Wells Fargo in Anaheim Hills, where he excelled in customer service and developed community ties that he maintains to this day.

But Scott was an entrepreneur at heart. From a large and loving family, he learned the importance of high integrity and hard work. Those family values inspired Scott and his brothers to develop a prosperous fuel distribution company. One of the lessons Scott took away from that venture was this: “It’s all about customer service and making sure people get what they need. Our customers were large and small, from corporate entities with multiple locations to sole proprietors. In either case, without fuel, they couldn’t operate. Each had unique needs, and it was our job to take care of them.”

Scott brings the same standard of care to his real estate practice, where fulfilling his client’s needs begins with being a good listener. “I take the time to talk with people and find out exactly what is motivating them to move, their specific needs, and exactly what they want. Then, I don’t show them things that are off their checklist, and I don’t set them up on an auto-mailer. I go through the listings and send them only the ones that match their criteria.”

Clients appreciate Scott’s individual care. One shared: “In my experience with Scott, he instantly established himself as a great listener and made it clear that my needs came first. I thought he was a true professional in his communication and was impressed with his knowledge of the real estate market. What I like best about dealing with Scott is he was never pushy. He acted as more of a consultant who had the answers for me when I needed them.”

Another commented: “Wow! Our Realtor® Scott is such a godsend. My husband and I are so grateful that

Scott was able to teach us about the process, giving us a heads up before each step came about, and answering our questions. He didn’t just have an answer, he had explanations and examples. We benefitted from his extensive knowledge, getting the best deal with our new home purchase. He looked out for our best interests every step of the way. We highly recommend Scott to anyone looking to buy a home.”

Recently, Scott joined powerhouse OC Broker Felix Hung at Realty ONE Group, a company named on the Inc. 500 as the number one, fastest-growing real estate brand in the nation. From their office in Huntington Beach, Scott is committed to building a local business that is honest. Rather than trying to be all things to all the people, he focuses on assisting clients in the North Orange County communities where he and his wife, Rachel, have deep roots, and where he knows virtually every neighborhood, school and park. “I think to be truly competent in a market, you have to get to know a community, and they have to get to know you. I focus on the areas around Yorba Linda, Placentia, Brea, Fullerton and Anaheim that I know first-hand and can sell. I can’t go elsewhere and tell a client, ‘This is my neighborhood,’ and be truthful.”

As a longtime entrepreneur, Scott is no stranger to hard work. When he takes a listing, he doesn’t just sit and wait for the phone to ring. He exhausts every avenue to sell a home quickly and for its highest value, whether he is door-knocking the neighborhood to find buyers, leveraging his personal contacts, or posting to websites around the world in multiple languages.

If you’re hanging out in downtown Fullerton or camping in Mammoth, you might just run into Scott. And if you’re looking for someone to help you find the home of your dreams in North OC, there’s nobody better than the Realtor® in your home town.

Scott Cunningham Realty ONE Group 2124 Main St., Ste. 100 Huntington Beach, CA 92648 Tel: 714-698-5300 Cell: 714-681-0724 Email: Scott@Cunningham.REALTOR Web: www.realtyonegroup.com CalBRE # 02000691

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Your Attitude – You Choose

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here are lots of things in this life that we do not get to choose. On the other hand, there are lots of things in this life that we do get to choose. Our attitude is one of the things that we get to choose. Nobody else lives inside our brain. Nobody else controls what or how we think. It is up to us, moment by moment, to choose what our attitude is. It is up to us to determine how we will look at and perceive the world around us. It is up to us to decide how we will react to our world around us.

My advice? Choose a positive, optimistic attitude! Here are some thoughts on choosing your attitude.

We cannot choose our circumstances. For the most part, this is true. We cannot control if someone around us gets ill. We cannot control how another person will treat us.

We cannot control the global economy. We cannot control the direction our society as a whole will go. For some, this may seem scary. For me, it is freeing. I do not have to control my circumstances. Running the whole world would be a big responsibility. It is good to know that I am not in charge of, or in control of all of my circumstances.

This dose of reality frees you to focus in on what you can control – your attitude.

We can choose our attitudes. That’s right. We get to choose what our attitudes are. Here is the definition of attitude: “The feeling or opinion about something or someone, or a way of behaving that follows from this.”

We choose how we feel about others and situations.

We choose our opinion about people and situations. We choose the way we will behave in relation to other people and circumstances.

We choose it. It does not have to be bad. It does not have to be anything but what we want it to be. We have the option.

of magic; it is just how the world works. Now, do not get me wrong. It will not cure everything and turn your world into a virtual Shangri-La, but it will significantly improve the world you live in. For example, let’s say that every day you go into work and you gripe about life and work from the moment you get there until the moment you leave. Will others want to be around you? Will others ask your opinion? Will others like you? Will others ask you to join them for lunch? Probably not! But what if you come to work every day and you are the positive optimist of the crowd? Will everybody love you? No, but significantly more people will than if you are the office pessimist! Your choice of attitude will determine what kind of circumstances you get!

Ultimately, it is our choice on what we have as an attitude. Nobody else can force you to have a bad attitude.

Nobody else can force you to have a good attitude. It is simply a choice you make.

Where are you with your attitude? Do you have a good one? Why not sit down and give it some serious thought?

Then, no matter where you find yourself, decide to take your attitude to the next level! If you have a really bad attitude, decide to take it up a couple of levels!

Your attitude. Your choice. Choose wisely.

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© 2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com

The choice of a right attitude will significantly determine new circumstances. Choosing to have the right attitude will change the world around you. This is not any sort

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We’ve got feet all over the streets of OC. Hello neighbor! Tired of the big banks? Experience the difference of having a trusted credit union in your lending corner. Partner with us and see how your business will benefit.

Pair your clients with one of our experienced team members.

Erik Jenner, NMLS# 38025 Manager Mortgage Loan Sales direct: 949.253.5337 | cell: 949.293.1237 Erik.Jenner@kinecta.org www.kinecta.org/ejenner Andy DeLuca

George Deekrich

Debbie Grant

Jake Kim

Mary Van Dorn

Tracy Williams

Corey Schumacher

Eldin Serrano

NMLS# 440903 Sr. Mortgage Loan Consultant tel: 310.297.4528 | cell: 949.291.7189 Andrew.DeLuca@kinecta.org www.kinecta.org/adeluca

NMLS# 644587 Sr. Mortgage Loan Consultant tel: 949.726.2394 | cell: 949.413.8669 Debra.Grant@kinecta.org www.kinecta.org/dgrant

NMLS# 1034211 Sr. Mortgage Loan Consultant cell: 949.275.8838 Mary.VanDorn@kinecta.org www.kinecta.org/mvandorn

NMLS# 491690 Sr. Mortgage Loan Consultant cell: 949.306.1304 Corey.Schumacher@kinecta.org www.kinecta.org/cschumacher

NMLS# 194556 Sr. Mortgage Loan Consultant tel: 310.643.1353 | cell: 949.293.7359 George.Deekrich@kinecta.org www.kinecta.org/gdeekrich

NMLS# 346847 Sr. Mortgage Loan Consultant cell: 714.679.3710 Chae.Kim@kinecta.org www.kinecta.org/ckim

NMLS# 762891 Sr. Mortgage Loan Consultant tel: 949.253.5350 | cell: 714.333.5932 Tracy.Williams@kinecta.org www.kinecta.org/twilliams

NMLS# 287457 Sr. Mortgage Loan Consultant tel: 424.634.0384 | cell: 714.476.4373 Eldin.Serrano@kinecta.org www.kinecta.org/eserrano

Visit www.kinecta.org/home-loans for info.

All loans are subject to credit approval. NMLS #407870. Intended for mortgage professionals only and not for consumer use.

17361-06/17

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Written By Haley Freeman

Andy Deluca

A

ndy Deluca has spent most of his life in Orange County. He was a talented high school and collegiate athlete with the discipline to achieve academically while also playing football. He earned his bachelor’s degree in business economics from Willamette

University, and returned home to California with the future wide-open. When he took a job at a local mortgage company, little did he know that it was his first step to a successful, lifelong career.

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Building Relationships That Last A Lifetime He recalls, “In the beginning, I was thinking commission sales sounded scary, and the first six months were tough. But I learned as I went, and I became more confident and resonated with the Realtors® I met. I always followed the market and kept myself up-to-date on economics, finance and politics. Things started rolling, and I knew this was the career for me.”

It was the career for him, as evidenced by his 31-plus years in the industry. Today, Andy is a top-producing loan consultant at Kinecta Federal Credit Union in his home community of Tustin. “Our branch is only a mile from where I live,” he says. “I can ride my bike to work.”

Kinecta’s strong ties to clients and community fit perfectly with Andy’s relationship-driven approach to business. He prefers to meet with people face-to-face, and he takes the time to get to know them and their needs.

“I genuinely like people, and I’m interested in learning about them and their own unique experience. If I can understand the nuances of their situation, I can package their loan better, so their transaction is smoother all the way through.”

With the broad menu of lending products available at Kinecta, Andy can effectively serve a full spectrum of clients from first-time buyers to high-net-worth individuals, and he has the experience and program knowledge to match the right financing with the right buyer. “We are able to facilitate good financing for the majority of folks out there, and we can do loans in 13 western states. I invest a lot of time up front on each transaction and think like an underwriter as I’m putting the file together, anticipating what could come up with the loan. There are so many gray areas. But I am an expert in guidelines, and I make a case and fight for every deal. It comes down to doing your due diligence, packaging it right and believing in the deal. It’s more than just numbers; it’s also about presenting a compelling story about the borrower. We have some portfolio capacity, which allows us some leeway for out-of-the-box scenarios that make good financial sense.”

his philosophy that he is in “the solutions business. I don’t ever want to leave a client and just say, ‘I can’t help you.

Have a nice day.’ I have to do better than that. I make sure the client understands if I can’t help now, here are the reasons why, and here’s what they can do to get there.

If they’re not quite financially ready to buy, or they need to clean up their credit, I want to feel like I’m marching them in the right direction. I always want to leave them with a way to succeed.”

Andy’s mantra is be available. “A lot of activity happens on weekends, and you have to be accessible. If somebody calls me and I’m at my kid’s soccer game, I let them know I’ll call them back and get it done. I answer the phone and execute. This is a time-sensitive business and a very emotional time for people. I guess it comes from my good middle class roots where I learned an oldschool work ethic. You show up, do the work - and a little extra.”

Andy’s ongoing cultivation of lasting relationships and service excellence are the keys to his professional longevity. He says, “Show up every day with a positive attitude, and make each day better by contributing what you can. At the end of the day, I think what Realtors® and home buyers remember most was that you delivered on your promises, and you stayed in touch.”

When a loan approval isn’t possible, Andy still goes the distance to provide value. This approach comports with ExecutiveAgent Magazine

Andy Deluca Kinecta Federal Credit Union 2324 Park Ave. Tustin, CA 92782 Tel: 949-291-7189 Email: Andrew.Deluca@kinecta.org Web: https://www.kinecta.org/adeluca NMLS ID 440903

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5 Ways to Have More Best Days at Work

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hink about the last time you had a “best day” at work. What happened?

For some people, it involves being a problem-solving hero. Others like being a valued contributor of a team working on a particularly challenging project. A really great day at work could even be a time when someone is trusted to get things done within a team.

work against life has us forgetting too often that we’re still living life when we’re at work. Our work ambitions are often rooted in personal ambitions. We are personally attached to the work we produce. We take personal pride in our work accomplishments and want to talk to our friends and families about them, and we want to talk about the great things happening in our life with the people we work with.

Whatever the reason, something about your best day just clicked. And having one can be energizing and invigorating. It also makes you want to have more days like that.

It makes sense that we want more best days at work because we want more best days in life.

If you could have more control over how many best days you have, I bet you’d jump at the chance. In fact, many people would. In 2016, The Conference Board, a global business research association, found that more than 50 percent of American workers were unhappy at work.

Let’s say you get a solid eight hours of sleep every night. That leaves you with 112 waking hours per week, more than a third of which you spend working if you’re a full-time employee. Having some control over whether those hours are good is important. Think about it. For you to enjoy life, and for your employer to benefit, it all starts with having someone who enjoys what they do for a living.

Why should you want to have more best days at work?

Back in the 1980s, the concept of work-life balance gained popularity as a way of separating the personal from the professional. Before that, the common term was work-leisure balance.

What can you do to have more best days at work?

Here are some ways to help yourself have more best days: 1. Understand why your work matters.

Both terms are a little misleading. The idea that you must balance work against life or leisure leads many to think that the scale tipping too far in one direction or the other means they’re shortchanging employers and colleagues, or friends and families.

The bigger problem is that 30-plus years of pitting

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If you walk into work every day without knowing how your work contributes to achieving team, department and organizational goals, it can feel like you’re spinning your wheels with no real purpose. Even if you feel clear on how you fit into the big picture, take some time to sit down with your manager and discuss it. You might even

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get some insights about what you bring to the table that you hadn’t realized before. Better yet, you’ll begin to understand your why, something very deep and personal that can really open our eyes to realizations you might not have considered.

2. Ask for opportunities to grow.

Whether it’s taking a course that teaches new skills or assignments that build your knowledge and abilities, seeking out opportunities shows your willingness to meet new challenges. When you have a growth mindset in your approach to life and work, you can learn from everything you do.

3. Work with people you like and trust.

Working with a connected team that is invested in the work they’re doing is a gift. When trust is strong, people are more open to ideas, information and even being challenged. There’s a collective interest in achieving the goals of the team. Building solid relationships on teams can open the door to more opportunities to grow. It’s not about working with your best friends. It’s about working with people who help you be better.

5. Speak up when there are issues.

Just like certain aspects of our lives, work can be tough.

But nothing will change if you don’t stand up to say something. Before you assume the answer to what you want is a no, have a conversation about it, especially if you’re considering looking elsewhere for work. Need more time with your manager? Ask. Not sure how you’re doing? Ask. Having a hard time with a project or another person? Speak up.

You can have more best days by staying authentic, honest and curious. When you take an active role in seeking out the opportunities, feedback and information you need to grow, you’ll feel more connected to the people around you and to your work, and more invested in the goals you’re working to achieve.

Teala Wilson is a talent management consultant at Saba Software. She supports HR professionals on a national and global level in areas such as performance management, recruitment, employee benefit programs, training and talent development, workforce planning and internal communications. In her spare time, she enjoys visual arts and design.

4. Be confident in being yourself at work.

No one should have to put on a work persona when “clocking in.” It’s stressful to hold back parts of yourself or hide them out of fear you won’t be accepted. There’s some evidence it can hurt your career but it can also damage companies that don’t value inclusion.

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Cover Story

Executive Agent of the Month

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Written by Haley Freeman - Photography by Ian Wiant

R

ealtor® Parisa Houshangi goes the extra mile to ensure that everyone she engages in her real estate practice receives the highest standard of care. Clients appreciate her market expertise and tireless advocacy, and colleagues value her consummate professionalism.

Parisa has always been drawn to careers that involve being of service to others. After earning her bachelor’s degree in nutrition and working in the medical field, she began pursuing a degree in pharmacy. Then her husband’s career required they relocate from their home in Michigan to Southern California. It was a perfect time for Parisa to change her own professional direction, and as

her daughter entered preschool, she decided to obtain her real estate license. Although she was new to California and had limited ties to the community, Parisa’s kind and friendly nature helped her to establish relationships with neighbors who soon became clients.

More than 16 years later, Parisa is a top-producing agent at Keller Williams Realty in Laguna Niguel, where she is thriving as a professional while contributing to the success of others. “I feel like I’m in the right place,” she says. “It matches my personality. I love it that the agents here are willing to give their knowledge without any hesitance. I believe group success helps everyone get to the next level faster.”

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The company’s culture of growth and learning comports with Parisa’s personal values. A lifelong learner, she has taken The CORE Training, received regular coaching from the Tom Ferry organization and is currently working on her MBA. “Without coaching, I don’t think you can go to the next level as a professional and break the ceiling of higher achievement. I am here because of the guidance, tools and knowledge this company provides. Rino Caturano is a great mentor, and Peggy Delano, our team leader in Laguna Niguel, is a great inspiration for my success. She’s my biggest cheerleader. Peggy has done a great job of bringing in good agents and creating an environment where you can surround yourself with quality people who are successful.”

Parisa’s personal dedication to excellence manifests in her clear and constant communication with clients, her around-the-clock availability and her determination to provide value and service beyond the close of escrow. “I feel customer services is important, and as Realtors®, we need to cater to people. Their biggest investment is in our hands, and we should earn that trust. That means communicating clearly so people know what to expect, and always being available via text or phone. I will immediately get back to someone to let them know I’m working on it, even if I don’t have an answer right away. Over the years, I have developed a good list of vendors that I know I can rely on, from handymen to lawyers. I am still in touch years after the transaction and want to remain a trusted resource.”

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Raising the Standard of Client Care Born in Iran, Parisa’s international heritage and cultural sensitivity are advantageous to many foreign nationals who are buying and selling real estate in Southern California. “I am bilingual in English and Farsi, and I work with a good amount of Persian clients. Some do not speak a word of English, and I can be their translator all the way through closing and even after as they are getting settled in their new home. I enjoy working with this community a lot. The process here is very different than it is in Iran, and it is very important to gain someone’s trust in order to see them through a successful transaction. I care about their investment, and I make sure they invest well.

Buying real estate is a good way to retire fast and create family wealth.”

Parisa has certainly earned the trust of her clients, as evidenced by the dozens of five-star client reviews she has received. One person described Parisa’s steadfast attention throughout their home buying process: “Parisa was a great agent to work with. She was very knowledgeable about the home buying process and took care of the entire

steps very well. Her response to emails/messages/phone calls was consistently prompt. She was very professional in communication with the whole team (seller, lender, escrow), and always supported my rights, which helped me enormously to eliminate the stress of buying a home.

Even after the escrow was closed, she was still in contact with the repair companies to make sure all the repairs to the house were done perfectly. All in all, she cares about her clients.”

Another had this clever way of describing her: “Parisa is a great person who truly cares about her client. She listens and understands your needs and wishes, and then she works very hard to deliver. From the home search, negotiations and getting the keys, it couldn’t be easier than this.

As a first time buyer, I felt comfortable and did not get stressed or worried at any point. Parisa also has endless contacts and resources that could help you from the loan process to remodeling. She is a human Swiss Army knife.

I look forward to the day I work with her again. Thank you, Parisa!”

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As Parisa is constantly raising the bar on her own standard of service, she is also dedicated to the success of her colleagues. One way she is raising the industry standard is by building and training her own team, one that reflects her values and focus on service excellence. “I’ve always enjoyed teaching others what I’ve learned so they don’t have to repeat my mistakes. This is a great opportunity to increase my efficiency and help more clients while mentoring other professionals.”

She is also raising the industry standard through her participation and leadership in many community and industry organizations in South Orange County, including local chambers of commerce, the Women’s Council of Realtors®, and the Orange County Association of Realtors®. She serves on the education committee for ALC of Laguna Niguel office. “I have a passion for teaching and coaching agents who are new to the business, and I believe that when we educate agents, we provide a better experience across the industry. I really enjoy helping them to make sure they’re doing the right thing, and I know if I’m working with other agents who have the knowledge of what to do, my own transactions will be smoother. I want to help push the industry to a higher level. My goal is to also join the Keller Williams coaching system.”

Parisa lives with her husband of 20 years and their two children in Mission Viejo. She enjoys spending her quiet time walking in the early morning or evening, and she practices meditation every morning. She is an avid reader who is building an extensive personal library. “My library is a gift I will leave to my children that will help them get to know me better. I think books represent the journey of the reader as they mature.” Parisa also donates her time and resources to local schools and regularly attends the mayor’s breakfast and local services for the National Day of Prayer. “I am all for a peaceful community where our kids can grow up in a safe environment.”

A plaque in Parisa’s office bears the words: “Do the right thing, and do your best to show people you care.”

“I look at those words at the start of every day, and I am determined to show people I care. The 100 percent satisfaction of my clients matters to me. I make sure the clients on the other side of a transaction are happy, too. I want the whole team to have a good experience. By creating a higher standard for the industry, it makes it better for all of us.”

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PARISA HOUSHANGI Keller Williams Realty - 23807 Aliso Creek Rd., Ste. 100 Laguna Niguel, CA 92677 - Tel: 949-842-7325 - Email: ParisaH@kw.com www.OCBeautifulHomes.com - CalBRE #1314175 ExecutiveAgent Magazine

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SUCCESS - What it is and isn’t

W

hat is success? It is many things to many people.

Here are a few signs of success:

• Success is closing the door to your office at the end of the day with a smile of satisfied contentment crossing your face. It’s knowing that you did a good job and that those who interacted with you had a positive experience.

• Success is looking forward to getting home and seeing the people you love. It’s being mentally and emotionally free to share yourself with them and to be interested in them. Success is being loved by the people you love.

• Success is sitting down to pay the bills and knowing that you have enough money to cover them, this month and next month. It’s knowing that you have taken measures to ensure the financial security of your family in the event of your demise.

• Success is knowing where to turn when it seems that there’s nowhere to turn. Having a spiritual life is akin to eating food and drinking water. It’s necessary!

• Success is having interests or hobbies to call your own. It’s things that you personally anticipate doing again and again. Having interests gives you job and peace.

• Success is waking up in the morning and feeling food. It’s knowing that you eat right and exercise regularly and that you do everything you personally can to ensure continued good health.

• Success is turning out the lights, slipping under the covers, and thinking to yourself, “It just doesn’t get much better than this!” It’s whispering a prayer of gratitude to your Creator before you fall into a deep, restful sleep.

fourth time this week, apologizing because you’re going to miss dinner with the family again.

• Success isn’t hurrying into the house and hiding behind closed doors or the television set because “After the day I’ve had, I need my space!”

• Success isn’t having all the riches in the world and still trying to figure out how to have more of all the riches in the world.

• Success isn’t physically going to a worship service and mentally writing a to-do list for when you get home.

• Success isn’t all work and no play.

• Success isn’t burning the candle at both ends and living on a diet of food that’s delivered through little windows.

• Success isn’t spending mental energy figuring out how to explain why your project isn’t going to come in on time, why you have to miss your child’s school play, why you can’t pay the bill in full as you promised, why your eyes are red and your blood pressure is going through the roof, why you’re canceling your golf game, and why you just don’t find any joy in living.

Success is directly related to having a balanced life. If any one area is out of sync, all the areas of your life suffer.

Take the time to examine your life and take small steps to gain balance.

Zig Ziglar is a beloved author and America’s motivator.

He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www. ziglar.com.

And here are a few things that success is not: • Success isn’t calling home from work for the

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Jeff Moore Branch Manager San Clemente

Dusty lloyd Branch Manager Mission Viejo

Tom Briggs Branch Manager Huntington Beach

Brian Keranen Branch Manager Newport Beach

Eli Fairfield Regional Manager VP, LA West and OC

Brenda Dintino Branch Manager Irvine - North

Rob Briggs Branch Manager Huntington Beach

Daniel Perez Branch Manager Anaheim

Christopher Paliska Branch Manager Anaheim

Matthew Moore Sales Manager San Clemente

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#1 ranking among independent non-bank lenders is based on 2016 overall combined purchase volume for southern California counties. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. Š New American Funding. New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved. Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 6/2017

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Brenda Dintino Taking Good Care of People Written by Haley Freeman

A

fter 38 years in the mortgage business, almost everybody in Orange County knows Brenda Dintino; most know her as “Brenda the Lenda.”

Brenda grew up in Hermosa Beach right next door to her grandmother, who was instrumental in making Brenda the woman she is today. “She had a shop on PCH, and she did slipcovers and draperies. I saw first-hand somebody who worked super hard and loved it.

As a kid, I thought, ‘If I grow up to do something I love, that’s the ticket.’ What made her business so successful was that everybody loved her. She always took good care of people. The way she ran her business had a lot to do with how I learned to think about work.”

In her early twenties, Brenda followed a friend to Colorado, where she hoped to discover fresh opportunities. Once there, she took a temp job with Security Pacific Mortgage, and her stellar work performance led to a full-time position.

Unbeknownst to Brenda, it was the beginning of a lifelong and highly successful career.

Brenda worked her way up in the company, finally becoming the assistant to the Vice President of Customer Service, Ida Fern. Brenda was tasked with trouble shooting various departments within the company, and as a result, she learned virtually every aspect of the mortgage business. She says, “I can open a loan and foreclose on it, and everything in between.”

Eventually, she helped Ida lay the foundation for Home American Mortgage, a company that thrives to this day. Brenda returned to California and continued to refine her mortgage prowess in everything from loan servicing to origination. Then, at a turbulent time in the industry, she met Sam Ellsworth, Senior Vice President at New American Funding. Together with her husband, Jeremy, and her assistant, Justin, Brenda took a leap of faith and joined the company in 2011. It turned out to be one of the best moves of her career.

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As the branch manager for New American Funding’s North Irvine office, she is using her grandma’s wisdom and her 30-plus years of experience to take good care of everyone who enters her doors. “First and foremost, it’s all about service,” she says. “I learned that back in the day watching my grandmother take care of everybody who came into her shop.

She wanted people to be absolutely happy with everything that went into their home. We do things the same way here.

We want everybody to be a repeat customer.”

Home buyers receive the benefit of fast, efficient loans with few hassles. “This whole company represents customer service. It was built for success. We hire qualified people who are sharp and experienced, and operations are set up properly to facilitate smooth transactions. We work hard for our clients, and that means following through and following up. We take care of people, and we want them to feel warm and comforted. Getting into a house payment is a big deal. If they understand how it works and why it’s beneficial, they will feel more secure with their decision.”

Realtors® can refer their clients with confidence, knowing they are receiving white glove treatment, and loans will close as promised. “We value every client a Realtor® brings to us, and we operate on the premise that the customer is always right. We can close most loans in 14 days, and it’s not uncommon for agents to say, ‘Wait! We’re not ready to close yet!’”

Brenda is an upbeat, progressive leader who provides a positive work environment for her team, which now also includes her daughter, Danielle. Her diverse crew is made up of seasoned professionals, as well as those who are new to the industry. “I’m one of the few managers who is willing to train new people, probably because I started at the bottom.

I’ve always had a soft spot for anyone new in the industry,

and I enjoy teaching them what they need to know and helping them build their business.”

Among her bold leadership moves, Brenda hired Anna Smith to be her branch’s marketing coordinator and provide expert marketing support to Loan Consultants and their real estate partners. She also helped to pioneer a new companywide training program called NAF University. “There are so many people wanting to get into the business, and we want to help them get up and running the right way to create a life and future in this industry.”

In 2017, Brenda was named to the prestigious Mortgage Professional America’s (MPA) Hot 100 list alongside New American Funding’s cofounders, Rick and Patty Arvielo.

This award recognizes the industry’s most talented leaders for their outstanding customer service and significant contributions to the mortgage industry.

Somehow, this busy professional and mom of three still manages to find time to volunteer in her community and entertain her friends and family. “I work hard and play hard, but it’s all about taking care of people.”

Brenda Dintino / Branch Manager New American Funding 14511 Myford Rd., Ste. 100 Tustin, CA 92780 Cell: 714-501-1997 – Tel: 949-679-4331 Email: brendathelenda@nafinc.com Web: www.newamericanagent.com/Brendathelenda NMLS ID 239946

Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. NMLS ID#6606. © New American Funding.

New American and New American Funding are registered trademarks of Broker Solutions Inc. dba New American Funding. All Rights Reserved.

Corporate Office is located at 14511 Myford Road, Suite 100, Tustin CA 92780. Phone (800) 450-2010. 10/2017.

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What To Do? What To Do?

Y

es, we are in a changing real estate market. Yes, the events of the last weeks have changed our lives forever. Yes, there is positive about what is happening in the real estate market. Yes, we need to be the leaders in this industry and do what is best for our sellers and our buyers. We need to keep them informed. We need to help them make informed decisions. Let me give you some ideas to keep in mind right now to help all your clients.

Re-qualify Your Buyers The interest rate changes have made a significant difference in this market versus other times when the economy was slowing. And with the changes in the demand of the bond market, we have seen the interest rates again drop to a 30-year low. To give your buyers more confidence, have them pre-qualified again. The chances are that they can qualify for a larger loan. And with softening in home prices, it’s the best of both worlds for the buyer. Even if the buyer didn’t want to use the higher loan amount, it will make him see that this is a benefit to him. It may even motivate your buyer to purchase a property now by giving him more confidence in what he is doing.

Educate Your Sellers We all talk about keeping our sellers informed, but do we really? You need to tell them when you see one page of new listings coming on the market in a week and two pages of price reductions. Something is happening.

An easy way for the market to talk to your client and be the “bad guy” instead of you, is to prepare a CMA every month on the sellers’ property. Show the sellers in black and white what is happening-the competition is coming on at better prices, homes are on the market longer, there are more price reductions than ever, there are more properties falling out of sales transactions, etc. Your CMA will do that.

If you don’t want to do a CMA, then just make a copy of the MLS data for a week and highlight all the activities.

Let the sellers draw their own conclusions based on the printout.

you talk with your sellers. You don’t want to just be painting a “doom and gloom” picture because that is definitely not the case. The truth is, we are in a transitioning market and you are trying to have their property lead the market, not chase it. There are lots of properties selling! And like every marketplace that ever was, price is the key! Put the right price on your listings and if they don’t sell within 60 days, start reducing the price.

One of the problems for us as Realtors® is that we use comparable sales from the last six months, and when prices are changing fast, we don’t always adjust up or down. You need to watch for the signs. Are you seeing more signs?

Are you seeing sales fall out? Are you reading the local newspaper to see what the consumer mood is? Are you seeing properties sell fast when they are just a tad below the comps? You know what to look for.

Be careful; don’t “buy” a listing. It will cost you much more in the long run.

The Bottom Line When you keep both your buyers and sellers informed on what you believe is happening in the marketplace and back it up with facts from the MLS, everyone wins. Your seller will be more inclined to price their property correctly and the buyers will want to purchase sooner than later. It’s a great business-real estate is a sound investment for now and for the future.

Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. Copyright© 20002001, Patti Brotherton. All rights reserved. For additional information about Patti’s presentations and company services, please call the Frog Pond Group at 800.704.FROG (3764) or email susie@frogpondgroup.com; http://www. frogpondgroup.com.

Lead the Market Make sure you emphasize something positive every time

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Pamela Stewart Envisioning Your Future Written by Haley Freeman

P

amela Stewart, Broker/Owner of True Vision Realty, brings a unique perspective to owning a home in Orange County. Born and raised here, she has seen the region transformed from agricultural com-

munities surrounded by lush orange groves to a bustling network of urban villages. She knows virtually every enclave and its unique appeal, and she has dedicated her 30-plus year career to helping families find the one that feels like home.

Pamela and her family moved to Lake Forest when she was in her early teens, and hers was the first class to graduate from El Toro High School. She recalls, “I remember that back then, when you were on the 405 freeway and passed South Coast Plaza, it was all orange groves the whole way to Lake Forest. I thought we were moving to the boonies. Since then, I’ve seen so many changes and have really grown up with the community.”

Hard work and self-motivation were some of the sterling qualities instilled by her parents. “My mom grew up in an orphanage and became a high school teacher with a PhD. My dad was an aerospace engineer who worked on the B-2 Bomber. They were both successful and instilled that same drive in me.”

Pamela worked her way through college, eventually earning her degree in finance.

Along the way, she obtained a secretarial position at a mortgage company, where she worked her way up to a loan officer. Her aptitude for numbers and innate attention to detail made her well-suited to a career in lending. In time, she also began selling real estate and finally obtained her broker’s license. Using her well-rounded knowledge of the industry and familiarity with Orange County to help people buy or sell a home turned out to be her true passion, and in 2003, she made the bold decision to open her own brokerage.

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Pamela has built a successful boutique practice by following through on her vision of personal client service.

Rather than trying to force clients into a tightly focused geographical area which may not meet their needs, she leverages her knowledge of communities throughout Southern California to envision them home.

“One thing I’ve watched through the years is that many agents have built large teams focused on making a lot of money. What I value most is being able to give one-onone attention to clients. People come to me because they feel like they’re more than just a number. I have helpers who provide backend support, but clients deal with me.

My philosophy is not to focus on one particular area. I find that very confining for the consumer and unfair to them. I prefer to give people a broader perspective on areas to look at, so they can consider all the best options for their family and budget.”

Today, Pamela’s business is made up almost entirely of referral and repeat clients who praise her with their expressions of gratitude. One stated: “She is very knowledgeable, personable and full of honesty and integrity, which is hard to find in this business. She made the experience of buying a home which can be scary to an experience I will never forget.”

Another said: “Pamela is everything you could ask for in a real estate professional. Very results-oriented and works tirelessly to exceed your expectations.”

and in Orange County is the depth of her professional relationships, many of whom she has been working with for more than 20 years. Andy Deluca at Kinecta Federal Credit Union is a childhood friend who is now Pamela’s go-to for all her lending needs. “Orange County has changed so much since I was young, but I still have those old-fashioned core values, and I surround myself with people who also believe in doing things with integrity and honesty.”

Pamela never tires of the OC lifestyle, and she still enjoys spending time at the beach. She and her daughter give back by supporting Special Olympics, Dress for Success, and local dog rescue charities.

Pamela’s dedication to service and the ongoing cycle of goodwill she has set in motion are key components to her professional longevity. She has weathered industry crashes and market booms, always with a vision of making every transaction a win-win.

Pamela Stewart True Vision Realty 26895 Aliso Creek Rd., B189 Aliso Viejo, CA 92656 Tel: 949-422-7738 Email: Pamela.Stewart9@gmail.com Web: www.truevisionrealty.listingbook.com CalBRE #00946673

A first-time homebuyer noted: “With Pam’s local knowledge of the SoCal home market, she guided us to communities which were desirable for us. From day one of our search, Pam kept us updated daily on new listings, and was accommodating to our busy work schedules.

Pam’s real-estate and lending experience was invaluable. Her persistence and straight forward attitude was refreshing and helped us close the deal. I would highly recommend Pam to family and friends.”

Another benefit to Pamela’s longevity in the industry

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MAGAZINE

ERIC SCHMIDT Taking the Real Approach to Real Estate Written by Haley Freeman

S

ome of the best advice Realtor® Eric Schmidt ever got about being a Realtor® is this:

“Don’t be a Realtor®.”

He took that advice to heart. This down-to-earth, good-natured guy isn’t caught up in how big the next

And with that zesty tagline, Eric is selling the Schmidt out of South Orange County.

Eric hails from Chicago, a city he describes as “architecturally affluent.” As a youngster, he was enamored with the region’s rich architectural heritage, and he looked forward to frequent class field trips to homes designed

by Frank Lloyd Wright. However, the 10-year-old Eric didn’t see himself going into real estate. About the closest he got was a conversation with his dad about the neighbor who always drove really nice cars. He was, of course, a Realtor®.

Eric grew up and left home to attend the University of Arizona. While there, he got more than an education; he also acquired a wife. She is a California girl from Newport Beach, and after his first trip home with her, he also fell in love with California.

With a father-in-law who was also a real estate developer, young Eric began studying for his real estate license.

At the time, he says, “I was bored by it. I didn’t even understand what escrow was.” Eric persisted, and he became a licensed agent in 2002.

Eric was young, and he looked younger. The sophisticated coastal real estate market was a tough sell for a guy who had just recently started shaving. So, Eric began his career in the mortgage side of the industry, where he could take refuge behind the phone and leverage his phenomenal sales ability. He had skills. He also had a legendary Midwestern work ethic he learned from his enterprising parents, who ran a dental supply company from the basement of their home.

commission will be, or projecting a carefully contrived image of success. There’s no starchy, stuffy Realtor® here. He simply promises: “I’ll sell the Schmidt out of your house.”

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After surviving the market downturn doing mortgages, Eric began helping Realtors® across the country craft their online marketing presences. That’s when it all came together in his head, and he realized he could be applying his industry knowledge, his work ethic, and his wicked sales skills to real estate. He was willing to do the work that other agents just wouldn’t do. That’s about the time Brandon Hobbs persuaded him to join his top-producing team at Harcourts Premier Properties, the Miller Hobbs Group.

“Within 30 days, I sold my first deal,” Eric recalls. “I didn’t make a lot of money, but I learned a lot.”

Eric did open houses every day of the week for six months. On Thanksgiving Day, he sat at an open house in Laguna Beach and sold it on the spot to a guy who walked through the door. After a stellar first year, Eric earned Harcourt’s Rising Star Award.

Now Eric is building a team of his own, The Schmidt Group, on his philosophy of “doing good things for people.”

He takes the real approach to real estate. He explains, “I like to hit pause and step back and look at who the client is, where they are looking, what they can afford, and what is their goal. I want to help them get a home they can

afford and that they love. I like to go out with the client and have fun with them. I want to laugh and be a human being when I’m with people.”

Eric says his home community of Ladera Ranch, where he now resides with his wife, Adrienne, and their two children, is the closest thing he’s found to the Midwest in Orange County. This is also the center of his real estate practice. “It’s a fantastic community to live in and build a business,” he says. “When I was a kid, we used to come home from school, throw down our backpacks, and go outside to play until dinner. It’s like that here. I enjoy getting out in the community and meeting other families and making friends.”

So, when it’s all on the line -- your family, your money, your future -- don’t you want the guy who’s going to give you the straight Schmidt? Eric Schmidt is the real deal, and you can count on him NOT to be a Realtor®.

Eric Schmidt Harcourts Premier Properties 2600 Michelson Dr., Ste. 110 Irvine, CA 92612 Tel: 949-922-1353 Email: eric.schmidt@harcourtsusa.com Web: www. Eric.findyourcahome.com CalBRE # 01349352

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H

ow often have you started a call to a friend, family member or business associate with the phrase, “How are you?” I’m willing to bet the answer is a lot. I know I say it frequently. It’s commonly used as a greeting, as a “hello.”

Because “How are you?” is so commonly used, how often have you started your introductory calls with this phrase? If you do use this phrase as an opening for your introductory call, please stop immediately. It’s an introductory call-killer, and this is why: 1. If you ask this question, you must be prepared for the answer. What if your prospect answers, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday”? Do you really care? Is this the reason for your pho.ne call?

2. You lose control of the call. (This is probably the most important reason.) If your prospect does respond, “I’m having a lousy day. My back hurts, I have a cold, I hate my job and my wife left me yesterday,” how are you going to get the call back on track?

3. It’s a set up, a tip off to your prospect that you are making a s.ales call. It gives your prospect the opportunity to say, “I’m busy. What do you want?” (See number 2 above.)

Similar issues apply with the introductory call-killing phrases, “May I have a moment of your time?” and/or “Is this a good time to talk?”

With both of these phrases, you lose control of the call right at the beginning, before you’ve had a chance to say anything at all. If the prospect answers, “no,” the call is over. These are also both tip off phrases. Friends, family and important business colleagues would probably not say, “May I have a moment of your time?” or “Is this a good

time to talk?” Only someone making a s.ales call would use this language, and it’s all too easy for your prospect to respond negatively.

I know that many of you reading this will argue, “Wendy, it’s polite. It’s polite to say, ‘How are you?’ as a greeting and it’s polite to ask permission to speak.” There are, however, many ways to greet a prospect - saying “hello” works just fine. It is also equally polite to simply introduce yourself and get to the point. This is not only polite, it’s respectful of your prospect’s time, it’s more effective and it allows you to retain control of the conversation.

In order to be truly effective prospecting or selling by phone, it is imperative to control the conversations you have with prospects. You want to set yourself up to have the best possible conversation that you can have with any given prospect. While it is true that not all prospects will respond badly to the above phrases, why take the chance?

Why risk blowing a lead at the beginning of the call if something as simple as not starting out with, “How are you?” can totally eliminate that possibility?

Say hello. Introduce yourself. Get to the point and say what you have to say. Then ask for what you want. This is the formula for a successful introductory call. Save the “How are you?” question for those whose answers really interest you.

Wendy Weiss, “The Queen of Cold Calling,” is a s.ales trainer, author and s.ales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www. wendyweiss.com. Get Wendy’s free e-zine at http://www. wendyweiss.com. Copyright© 2007, Wend Weiss. All rights reserved. For information contact FrogPond at 800.704.

FROG (3764) or email Susie@FrogPond.com; http://www.

FrogPond.com

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· Funding up to: 85% of purchase price 90% of rehab

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Julie A. Piccione Branch Manager 714-934-2061 NMLSR ID 409747

Jenn Levin 714-904-9424 NMLSR ID 448482

Jason Doby 949-445-3629 NMLSR ID 823512

AJ Kouhi 909-255-6844 NMLSR ID 883069

Kathy Niemczyk 714-934-2065 NMLSR ID 433497

Nathan Lindsey 714-394-0506 NMLSR ID 665133

Mary C. Lee 714-308-8576 NMLSR ID 420573

Robert Bruch 714-717-6617 NMLSR ID 223111

Mark W. Bowman 866-531-3229 NMLSR ID 450934

Robert Michael Garin 714-483-5504 NMLSR ID 490240

Yoona Kim 714-886-7484 NMLSR ID 461746

Kristi Nguyen 714-580-5211 NMLSR ID 457844

Rommel Salazar 714-600-0476 NMLSR ID 798673

Rishant Taneja 714-655-8861 NMLSR ID 473697

Devon Doan 714-767-5664 NMLSR ID 754683

Laura P. Licea 714-934-7396 NMLSR ID 196656

Information is for real estate professionals and is not intended for consumers.

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

Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N. A. © 2016 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801.

AS2530479 Expires 08/2017