July 2014 s orange county by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Inside Features: Nick Roshdieh HÔM Sotheby’s International Executive Agents of the Month

John Wellsandt imortgage

Andy Yang RE/MAX Premier Realty

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

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

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

Marlene Veal Branch Manager (714) 422-1852 NMLS ID 450765

Mark Martinez Sales Manager (714) 422-1856

(714) 422-1840

Wendy Buettner (714) 422-1858 NMLS ID 485094

Holly Frost (714) 422-1863 NMLS ID 483931

Laura Neves (714) 422-1840 NMLS ID 267679

NMLS ID 302745

imortgage ● 2400 E. Katella Avenue, Suite 150 ● Anaheim, CA 92806 Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 06012014. * Interest-rate locks require a buyer-paid deposit equal to 0.50% of the loan amount. Buyer will receive a credit at closing for the lock deposit. If buyer does not close the loan with imortgage, there will be no reimbursement of the lock deposit.

Teresa White (714) 422-1870 NMLS ID 209710

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

July, 2014

S. Orange County

Cover Story

Editorials

30 - Tony Alessandra:

Becoming More Persuasive

06 - Theresa Behenna: Seeds of Change

26 - Louise Morganti Kaelin: Master Your Craft

16 - Laurie Moore-Moore: Three WILD Ideas To Help You List & Sell

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

ADVERTISERS’ INDEX Eagle Home Mortgage......................39 Evergreen Realty HomeSmart...........8 Greenpath Funding..............................9 imortgage.....................................2 & 5 imortgage HB...................................33 i Photography Studio...............4 & 25 Kinecta Federal Credit Union.......28-29 Mike Ferry.........................................36

PWAOR.........................................32

Dina & Dede

The Termite Guy...............................13

Executive Agents of the Month

Ticor Title Company........................40 Wells Fargo Home Mortgage...........12

10 Nick Roshdieh

34 Andy Yang

14 John Wellsandt

ExecutiveAgent Magazine

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, Juliet Meredith © Copyright 2014 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.

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

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

• Industry-leading Compensation Plan

• 2nd largest lender in CA for purchase business

• Excellent health benefits coverage. 401K match, too!

• Fastest-growing mortgage correspondent in the U.S last 3 years.

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• Broadest product line of any direct lender

• Most complete builder-support platform of any company.

Your new career with imortgage? The sky’s the limit! Call Marlene Veal today! (949) 390-3902 Marlene Veal Branch Manager Direct (714) 422-1852 Mobile (949) 390-3902

marlene.veal@imortgage.com NMLS ID 450765 imortgage 2400 E. Katella Ave Plaza, Suite 150, Anaheim, CA 92806. Rates, terms and loan program availability are subject to change without notice. Consumer is subject to specific program qualifications. This is not an advertisement to extend consumer credit as defined by section 226.2 of Regulation Z. Licensed by California Department of Corporations CRMLA 4130969. imortgage NMLS ID 3096. All rights reserved. 09/2013. Equal Housing Opportunity.

Seeds Of Change

efore you freak out - this is SO not about politics. It’s about the only sure thing in our lives before death and after taxes. For most people ‘change’ is a scary word particularly if you work for a company that goes through reorganization and mergers. You’re fine with that warm fuzzy cubicle decorated with family photos, the regular pay check and your water cooler buddies. Sure you’d like more money and perhaps more job satisfaction and maybe more recognition for all you do, but hey, it pays the bills, right? The thought of stepping outside your comfort zone to change jobs is too scary for words so you don’t try. As a keynote speaker at conferences it’s my job to inspire and encourage people to be all they can be and achieve success in their lives. I’ve spoken to diverse groups ranging from 25 year old office admins to 60 year old entrepreneurs and I discovered a common denominator about change that impacts everyone. It’s a powerful, grossly underestimated tool we can all use to achieve goals, realize dreams, be more productive on the job and create a pleasant work environment. (Translation: Cha ching!) Curious? Read on… Twenty odd years ago as a professional entertainer from Australia, I was playing the piano at the Shangri-La Hotel in Singapore. (Don’t be too impressed – it wasn’t like being on American Idol!) Life was good. My picture was in the local newspaper every week and I was almost a Diva in my own mind lol. It was that big fish in a small pond thing working for me….however the pond was getting smaller and starting to smell a tad fishy. I wanted to go to America but there was one major problem: I didn’t think I was a good enough musician. I lacked the self confidence to even attempt to take the next step. (Sound familiar?) The most popular song in Singapore at that time was “Don’t Cry For Me Argentina” by Andrew Lloyd Webber from his Broadway musical “Evita”. One night after I played that song the entire room of 150 people burst out into thunderous applause. This was totally unexpected since I hadn’t paid any attention to what I was doing. I was glowing with the instant gratification this brings and determined to maintain the excitement of the moment by playing an audience participation song with everyone clapping along. They did. Woo Hoo! Big fun! Suddenly a man came up to me at the piano and rambled on about how well I had played “Argentina”blah, blah, blah. I was ticked. How could this dufus have such bad timing? Couldn’t he see I was busy being a Diva? In no uncertain

Aussie terms I told him to buzz off. He then apologized and introduced himself as… Andrew Lloyd Webber. No kidding. He was the real thing. Have you ever wanted to take back your words and be instantly kidnapped by aliens? Do you realize what a tremendous impact words have on our lives? Words are seeds for change. Andrew Lloyd Webber’s few words of praise changed my thinking. They instilled belief in myself and helped realize my dream of coming to this great country. Change your mind, change your life! Words are a powerful tool that can be used creatively or destructively. What are yours doing? Maybe the changes your company is going through are a golden opportunity for you to get a grip on that dream job. Who can you talk to that will support you? If you’re the boss reading this - think about giving an employee a huge boost with a compliment on her work efforts. Then give yourself a pat on the back ‘coz you just gave your company a huge boost in productivity. People work harder for people they like. Got it? Oh, by the way, please don’t send this to Andrew Lloyd Webber’s publicist. Theresa Behenna has been delighting audiences at meetings and conferences for over a decade by combining her talent as a world class pianist with Aussie humor and a timeless message. Her uplifting, humorous keynotes have been widely acclaimed by a variety of organizations as being unique, inspirational, fun and memorable. Theresa is a professional member of the National Speakers Association, founding member of the Australian-American Chamber of Commerce and former President of the Piano Entertainers Guild. In 2007 she was awarded the John Wolfe Award for speaking excellence by her peers at NSA-Houston. Theresa is a contributing author to the anthology “Rekindling the Human Spirit” and resides in Houston where she has yet to master the art of sounding Texan. © 2008, Theresa Behenna. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

Written By Theresa Behenna

ExecutiveAgent Magazine

For your lending needs, please contact: Elijah Aldinger 714-914-3661 NMLS # 244976 Elijah.Aldinger@AcademyMortgage.com

call us at 949-753-7888

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

NMLSR ID 519190

Brian Fraser Sales Manager 714-488-2245

• Experienced local professionals who deliver exceptional service

Josh Lander Sales Manager 619-602-1587

NMLSR ID 653793

NMLSR ID 766437

Doc Spaulding Sales Manager 858-750-9110

David Gaylord Sr. Mortgage Consultant 949-939-6011

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

Daniel Healy Sr. Mortgage Consultant 760-271-8243

George Radlick Sr. Mortgage Consultant 760-579-1998

Joel Berman Sr. Mortgage Consultant 619-279-2935

Steve Meier Sr. Mortgage Consultant 619-890-4103

Mark Joplin Sr. Mortgage Consultant 619-368-1294

Jenna Tolman Mortgage Consultant 949-702-0532

Dreama Brown Sr. Mortgage Consultant 619-890-3037

NMLSR ID 657535

NMLSR ID 653795

NMLSR ID 257383

NMLSR ID 450464

Greg Wickstrand Sr. Mortgage Consultant 619-471-1708 NMLSR ID 664707

NMLSR ID 347564

NMLSR ID 653792

Tim Fiero Sr. Mortgage Consultant 619-223-4184 NMLSR ID 681631

NMLSR ID 340107

NMLSR ID 999566

Charlie Burkett Sr. Mortgage Consultant 858-254-5774 NMLSR ID 240342

NMLSR ID 681674

NMLSR ID 512330

Margarita Georgieva Sr. Mortgage Consultant 858-699-2396 NMLSR ID 346669

E XECUTIVE AGENT MAGAZINE

Written by Haley Freeman

ick Roshdieh, of HÔM Sotheby’s International Realty in Laguna Beach, spends each day striving for the balance that leads to excellence in all aspects of life, including elite service he delivers to his clientel.

anced approach to life. I don’t just want to be good at one thing. I want to be good in all areas – family, spiritual, mental and physical. If I am great in real estate and only average in other facets of my life, I know that I won’t be as good in real estate as I could be,” Nick says. Nick grew up in the greater Cincinnati area and relocated to Southern California in 1992. “I’ve always been a friendly person, and I enjoy helping people. As I progressed in life that opened a lot of doors for me in terms of meeting a lot of good people and making connections that prepared me to achieve what I wanted to do in my life.” Nick was introduced to real estate through a friend. “From my first month in real estate, I’ve never had a downturn. My passion for making friends and connecting with people, coupled with the fact that many in my sphere of influence worked with me in buying and selling homes, helped me enjoy success right from the beginning. It’s a wonderful journey for me, and I love what I do. I have great respect for this profession, and I do it with pride.” Even through the challenging years of the recession, Nick maintained his success through adaptability. “In 2007, I quickly learned how to position myself in a downturn market. It meant not doing what I was doing before. The only constant in the universe is change, and my goal was not just to survive, but to thrive.” Nick did thrive, as the years of 2008-2010 were some of the busiest of his career.

An early riser, he begins his day with a workout of yoga or weight training. “My goal is to take a bal-

Nick is focused on working with clients in luxury, coastal communities. “I came to Sotheby’s as the market transitioned, and I already had many distinguished, upper income clients. We have a team of seven agents who work together. They are all wonderful, experienced people who are professionally coached. We go the extra mile to insure a wonderful and memorable experience for our clients.”

Nick Roshdieh ExecutiveAgent Magazine

Enjoying The Journey Along With The Results Nick and his team have perfected a system for marketing luxury properties globally through strategic internet exposure in key countries like China and Australia. “We begin building a relationship with these buyers months before they ever board a plane to go abroad.” These methods, combined with the exceptional resources offered by Sotheby’s, like prestigious international media exposure and offer clients access to the finest service the luxury market has to offer. The success of these strategies is reflected in Nick’s stunning track record, in which 95% of his listings have sold for an average of 97.3% of the listing price. To keep his own skills sharp, Nick began consulting with business advisors and coaches from his first month in business. “I have been listening to business and self development audio books five days a week for the past 16 years. I think we all need to slow down and digest who we are and how we can better ourselves, rather than just going to work every day. It allows you to enjoy the journey, not just the results.” Nick’s greatest happiness derives from the time he spends with his wife and daughter. “Having a loving home to go to is one of the greatest joys of my life,” says Nick. “We travel a lot and especially like tropical destinations. Every year we go back to my home town of Cincinnati, and we spend the holidays there.” Nick and his wife support over 70 charitable foundations, covering a vast range of causes including Alzheimer’s, animals, abused children, homeless and veterans. One of his long-term goals is to open two homeless shelters, each feeding 100 people three meals per day. “Life would not be complete, in my opinion, if I didn’t live to serve others in this way.”

knowing that even when things don’t work out the way I want them to, they are often leading to something bigger than I wanted for myself.”

“It has been a breakthrough for me in life to always look at everything with a positive point of view,

ExecutiveAgent Magazine

Nick Roshdieh HÔM Sotheby’s International Realty Tel: 949-254-4775 Email: NRoshdieh@homgroup.com Web: NickRoshdiehGroup.com CalBRE # 01339587

Why Wells Fargo

We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.

Call us today to find out more.

J.J. Ballesteros Branch Manager 714-934-7388 NMLSR ID 404462

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

Mark Preston Sales Manager 714-585-6444 NMLSR ID 490912

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

Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527

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

Renee Settas Home Mortgage Consultant 714-474-5275 NMLSR ID 251469

Cindy Tran Home Mortgage Consultant 714-328-3510 NMLSR ID 892531

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

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. © 2014 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS1033705 Expires 9/2014

E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

John Wellsandt

resh out of the University of the Pacific in Stockton with an undergraduate degree in geology, John Wellsandt couldn’t find a job. But a combination of intellect and resourcefulness along with the lessons he learned from his salesman father gave John just what he needed to make the most of the situation.

That’s too bad for geology, but for anyone looking to buy or sell a home in Orange County, the unexpected change of careers has been a blessing. “We started the Huntington Beach office with no employees -- except me! -- on Dec 1, 2013,” John recalls. “We now have 17 and growing. My goals are to have a team of around 30 loan professionals by the beginning of 2015, and to become the lender of choice for the Resale market in Orange County!” Real Estate a Natural Fit John’s father sold farm machinery and was committed to providing the best possible service to his clients. He remembers his father talking about the importance of providing responsive, solid customer service and that honesty and transparency were always the best approaches. John took those lessons to heart but he also describes himself as an outgoing people person. “This industry suits me!” says John, now branch manager of imortgage’s Huntington Beach office. “My philosophy on lending and mortgage is that there is almost always a way to get a deal done, if all parties are willing to think outside the box. I have a very long history in mortgage and lending -- this is my 30th year in the industry. I try to leverage my experience to find ways to get people in homes, or to improve their situation.” John’s experience fits perfectly with the imortgage philosophy. The Arizona-based company provides a wide variety of mortgage products, so it’s easy for a dedicated professional like John to find the best option for his clients.

There was also that element of being in the right place at the right time. While he was looking for a way to make use of his geology degree, John happened to hear about a mortgage company offering a management training program. “What do I have to lose?” he thought. “I actually fell into lending,” John says. “I gave the training class a shot. It turned out that I had an aptitude for it, and I was running my first office one year later.”

“Simply put, imortgage tries harder to get loans closed faster and with less hassle than any other lender I know of,” John says. “We have solid professionals at every level, and we try to provide a unique experience for the industry.” A History of Success Even before John joined the imortgage team, he had developed a consistent history of success, thanks in large part to his ability to effectively manage and motivate.

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“Once I got my first office, I was successful very quickly,” John recalls. “I have a knack for managing and motivating sales people, and I was able to build pretty big offices fairly quickly. I also live by the creed that success builds success – If I build a good support system for my people, they will be successful, then spread the word.” In this highly competitive Orange County, market, that kind of success makes people sit up and take notice. Providing a consistently high level of service to his referral partners -- Realtors®, builders and others -- means that John and his team continue to build a reputation for no-nonsense, experienced lending practices. John doesn’t rest on his laurels, though. He has completed a significant amount of advanced management training, including courses based on the insights of authors Dale Carnegie (“How to Win Friends and Influence People”) and Stephen Covey (“The Seven Habits of Highly Successful People”).

including doctors, lawyers and CPA’s without the extensive educational requirements. “I feel very fortunate that I found a partner in imortgage,” he acknowledges. “They have been great in trusting my vision to build a team of loan officers, and to build a culture of success, to serve our Realtor® community. I always feel personally responsible for the service provided by my team, so people should always know I am available to help at any time.” John Wellsandt - Branch Manager imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Telephone: 949.705.0602 John.Wellsandt@imortgage.com http://www.imortgage.com/john.wellsandt NMLS ID 448583

Looking back, John says one of the biggest surprises has been that in real estate a person has the ability to generate an income and lifestyle that equals that of professionals

We have a loan for every home... simple as that.® ExecutiveAgent Magazine

Three WILD Ideas To Help You List And Sell

hen dealing with listing prospects, share information about the number of buyers in various price ranges. This sets you apart from the competition and provides the seller with important market information. First, do your homework. Divide the specific market area you serve into specific price ranges or price bands. For instance, under $100,000 might be one price band, from $100,000 to $124,999 might be another, from $125,000 to $150,000 might be the third, and so on. The price bands which you select, will be determined by the market you serve. Next, research the number of closed transactions per price band in the last six months. Divide the total number of closings in each price band by six. The resulting number is the average number of buyers per month in each price band. Put this data in chart form showing number of buyers per price band. You can also calculate number of buyers based on pending statistics for a more current look at the market activity.

Show sellers the actual number of buyers in a specific price range and talk about the number of properties competing for those buyers. This information can make your sellers more realistic about market activity, price and selling time. Using the “number of buyers per month” terminology rather than “number of sales” is a more powerful way to explain level of demand to a seller. Idea #2: Enlist the children’s help to keep your listings looking spiffy. Sign them up for your neat kids club. Have you ever had a listing or shown a home where the children’s rooms looked like a whirlwind had blown through -- toys in a jumble or dirty gym clothes hanging from the room’s light fixture? Here’s an idea to encourage the small children who live in your just-listed properties to clean up their act and help you sell the house. Initiate a NEAT KIDS CLUB. Explain to the whole family how essential it is that the house be neat and clean in order to show well. Then let the children know how important it is that they do their part. Ask

ExecutiveAgent Magazine

Written by Laurie Moore-Moore

them to join your NEAT KIDS CLUB. In return for their commitment to keep their rooms tidy, present them with a Neat Kid certificate (make these on your computer). Then every couple of weeks until the home sells, send the kids a funny thank you card, or other small thank you item. Let the kids know they’re important in helping sell the house and they’ll be neat kids. (Parents will appreciate this, too and view it as added value service!) Idea #3: Develop a sweet technique for clearer communication with buyers. Ask, “What’s your favorite ice cream flavor?” You probably know the old technique of giving a carton of ice cream to prospects who visit your open house. This sends them scurrying home to put the ice cream in the freezer rather than going on to meet other agents at other open houses. A top sales associate in the Buffalo (NY) area has developed another ice-cream related technique which he says gives him specific feedback about how well his buyer prospects like the homes he shows them.

He asks his prospects, “What’s your favorite ice-cream flavor?” If, for instance, they tell him, “maple walnut,” he says, “As we look at houses, I want you to tell me how close each house is to maple walnut.” Houses they’re not impressed with become “plain vanilla” while one they like a bit better becomes “maple, but with no walnuts.” Until, ureka! They find the maple walnut house. “The ice cream analogy makes it easier to get meaningful feedback,” says the top producer who originated the ice cream approach. “Making a game of it seems to reduce the pressure and open up communication.” Laurie Moore-Moore is the real estate industry futurist guru. She has her finger on the pulse of today’s changing real estate business. Laurie is co-publisher of REAL Trends newsletter. For information on Laurie’s speaking and consulting services, please contact The Frog Pond Group at 800-704-FROG (3764) or e-mail susie@frogpondgroup. com.

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EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

MAGAZINE TM

MAGAZINE

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

I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Info@eamag.net Tel: 949.366.3349

Name:___________________________________ Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Executive Agents of the Month

ExecutiveAgent Magazine

Written by Shannon Hartsoe - Ian Wiant Photographer

hen Dina Williams and Dede Engelbrecht joined forces at Berkshire Hathaway HomeServices, (formerly Prudential California Realty) in 2008, it must have seemed like folly to others. The most recent market crash was in full swing, and even single agents were having a difficult time obtaining business.

By switching their focus to helping sellers through the difficult process of short sales with compassion and knowledge – and finding the perfect buyers for the distressed properties – the partnership not only worked, it thrived.

But, as time would tell, the women knew exactly what they were doing. Because both had successfully negotiated during down markets in their solo careers, they were skilled at anticipating changes and assisting their clients through tough situations, combining a professional approach with a genuine concern for the well-being of others. “When we decided to form a team it was a challenging time in real estate,” says Dede. “Lots of people, including REALTORS®, were losing their homes. But through hard work Dina and I managed to have great success. It turned out to be one of the best decisions ever.”

Dina’s father was a REALTOR® who ran a successful brokerage in her native Huntington Beach. For years he encouraged her to get her real estate license, knowing that her outgoing, inquisitive nature would be perfect in the real estate business. “I had been around real estate my whole life,” she says. “So I definitely knew what it took to be a success. When I finally did get my license while I was in college, I did so because I thought it would be a nice little career to fall back on after college. It turned out to be a wonderful career.”

They’d Been Here Before

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Dina started in new home sales, using the communications and marketing education she received from California State University at Fullerton to help market and sell for a local homebuilder. In her first five years selling new homes, Dina sold more than 350 homes in both Laguna Niguel and Rancho Santa Margarita, mostly to first-time homebuyers. By putting into practice the sales skills she had honed while working retail in college, Dina found that she truly enjoyed helping people find just the right home. “Communication is a two-way street,” she says. “It’s not just talking, it’s listening. Listening to a client’s

wants and needs – and then doing your best to find it for them. There’s no greater feeling than helping someone buy their first home or helping them find their dream home.” Dina transitioned to resale in 2000 while raising her four children and opening her own real estate company with her husband. “I met Dede 14 years ago while our youngest children were babies. We were already good friends when we decided to team up in 2008 when we made the move to Berkshire Hathaway HomeServices,” says Dina. Dede’s father was also a REALTOR®, who along with his wife owned a CENTURY 21 office near Long Beach. It was here, at CENTURY 21 Coastline, that Dede obtained her early real estate training.

ExecutiveAgent Magazine

Experience and Professionalism With a Client-Centered Business Model “The economy was challenging when I got my license in 1983,” says Dede. “As a young agent just starting out, I had to work very hard to break into the business and earn a living.” But all of her door knocking, cold calling, open houses and marketing paid off. By using systems and processes she learned from her father and from trainers such as Mike Ferry, Dede began to find success. By the time she was 24, Dede had purchased her first home – a duplex in Long Beach. She worked for several brokerages as she and her husband moved to South Orange County where she raised her three children. By the time she arrived at BHHS around the same time Dina did, she was a successful agent in her own right. Perfection Nearly as soon as they met, the women realized they shared the same dedication to customer service and a pas-

sion for helping others. Today, the women are consistently ranked among the top producing agents of Orange County for both transactions and production and have received the Gold Chairman’s Circle award for the past several years. The vast majority of their business comes through referrals, either from past clients, friends or family or as repeat business in the Ladera Ranch Community they serve. Because they handle each transaction as if it were their own, many of the clients they’ve served are now their friends. “We treat each client, whether it’s an entry-level condo or a multi-million dollar luxury home, with the same level of customer service and professionalism,” says Dina. Their marketing tools include high-quality brochures, a comprehensive pricing analysis, a strong online presence and targeted social media campaigns.

ExecutiveAgent Magazine

From staging to pricing, Dina and Dede are dedicated to doing the job right. “Our philosophy is complete and total customer care,” says Dede. “We believe in consistent, quality communication with our clients, advising them on current real estate market conditions and letting them know we truly care. It’s all about going above and beyond what our clients might expect with a typical REALTOR®.” Having worked through several different types of markets, Dina and Dede are uniquely qualified to help their buyers and sellers through any scenario. With a positive “can-do” attitude, the women have rarely seen a challenge that can’t be overcome. By working together, their clients receive comprehensive customer care and are never left to wonder what’s happening with their transaction. “One of us is always available,” says Dede. “The bottom line is we know what it takes to successfully buy or sell a home. We never give up and we rarely have an escrow fail.” “We’re more concerned about the client getting the home they want or selling their home for the price they want, than about our own timelines and profit,” adds Dina.

“We focus on the clients’ needs rather than our own.” Because both women live in South Orange County in the Ladera Ranch Community, the vibrant community has become a specialty market of sorts, but they’re equally comfortable in any Orange County neighborhood. They’re also committed to supporting their friends and neighbors through their donations to local organizations such as Chaparral Elementary School, Ladera Ranch Middle School, Tesoro High School, San Juan Hills High School, Ladera Ranch Little League, Susan G. Komen Foundation and the Tinkerbell Guild. Both women are thankful for careers that have allowed them to be dedicated mothers and dedicated professionals, as well as for a partnership that has propelled them to heights they never imagined. “Dede is an amazing partner,” says Dina. “I would not want to be in this business without her.” “We’re successful because we each have more than 25 years of real estate experience,” says Dede. “Our teamwork has created the best possible situation for our clients.”

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Dina Williams & Dede Engelbrecht Berkshire Hathaway HomeServices 25652 Crown Valley Pkwy., Ste. F1 Ladera Ranch, CA 92694 Tel: 949-433-2332 DinaWilliams6@gmail.com www.LiveInLaderaRanch.com CalBRE # 01018982 - 00843276 ExecutiveAgent Magazine

Master Your Craft

ExecutiveAgent Magazine

Written By Louise Morganti Kaelin

larification: It is no longer enough to just be ‘competent’ at what you do. In order to distinguish yourself and truly know success, you need to become a master at whatever you do. This is especially true if you are trying to attract what you want to you. We all want to be around the ‘best in class’ 1. A big component of mastery is innovation. You don’t just do what you’ve always done. You constantly seek ways to do things better, faster, more efficiently, more effectively. 2. Effective vs. Efficient. To be efficient means getting the job done in a smart, timely manner. To be effective means getting the ‘right’ job done well, whether efficiently or not. Combining the two is incredibly powerful, but if you have to choose between the two, always choose effective. 3. Learning. Another component of mastery is learning, both your learning (from everything and everyone around you) and the learning of others. You may be teaching others, or sharing your learning, or just learning what not to do and who not to waste time with because they like things the way they are.

make what you have better, in small incremental stages. Innovation is evolutionary, which is very attractive. 5. Assimilation vs. Integration. To assimilate means to absorb, to be nourished by what you are learning, eating or experiencing. Whatever you absorb is incorporated into you. Integration implies linking or bonding with something else and creating something new in the process. Both assimilation and integration are powerful concepts that a ‘master’ embraces. Louise Morganti Kaelin is a Life Success Coach who partners with individuals who are READY (to live their best life), WILLING (to explore all options) and ABLE (to accept total support. She publishes a free bi-monthly newsletter, The 3-Minute Coach, which offers tools, ideas, strategies and action plans to assist individuals in creating the life they truly want. In addition, she is the author of the ebooklet “Blueprint for Success: 101 Tips to Reclaim your Vital Energy & and Get the Results You Want “. Copyright© 2003, Louise Morganti Kaelin. All rights reserved. For more information about Louise, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

4. Innovation vs. Improvement. To innovate means to revolutionize, or at least introduce something new and important into the mix. When you improve something, you

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Visit the Kinecta booth at the CA Association of Realtors Expo Anaheim Convention Center, Oct. 7-9 Contact me today! Erik Jenner, Mgr. Mortgage Loan Sales cell: 949.293.1237 • tel: 949.253.5337 Erik.Jenner@kinecta.org • NMLS# 38025 www.kinecta.org/ejenner 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. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 2) 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock. 14601-05/14

BECOMING MORE PERSUASIVE

hy are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never been less true. For a variety of reasons. For starters, people everywhere have become more savvy, skeptical, even cynical. We’ve all become more jaded about advertising, more suspicious of political claims, and less trusting of those who bring us a message, any message--even one that may be in our best interest.

for communicating. But it’s also more difficult in that the deluge of messages and ill-equipped messengers cheapens them all. So nowadays, it’s more crucial than ever to hone the skills that heighten our power of persuasion. Here are some ideas, big and small, for making yourself more persuasive:

Second, and most important, many people just aren’t skilled at the art of persuading. No matter how brilliant your idea, no matter how technically advanced or economically sound it may be, it’ll go nowhere unless you get others to go along with it. And the only way you do that is by persuading them, by communicating clearly why they really should want to do what you really need done.

1. Ask yourself: What do I really want? Sure, we all want security, happiness, health, love, and fulfilling work. Digging a little deeper, we might find further shared values, such as recognition, power, freedom, and serving others. But what’s unique to you? What do you think about alone at three in the morning? What really resonates within your soul? What would you, in a perfect world and freed of family, fiscal, or geographic constraints, most like to be doing? Think about these questions as a means of searching for your great “because-- the difference between your current situation and your desired situation.”

Learning to improve our persuasiveness is both easier and harder than it used to be. Easier because we’ve now got E-mail and voice mail, CD-roms and cellular phones, satellites and skywriting, and a vast array of other tools

2. Shift your focus to others. There’s an old story of a young lady who was taken to dinner one evening by William Gladstone and then the following evening by Benjamin Disraeli, both eminent British statesmen in the

ExecutiveAgent Magazine

Written By Tony Alessandra

late nineteenth century. “When I left the dining room after sitting next to Mr. Gladstone, I thought he was the cleverest man in England,” she said. “But after sitting next to Mr. Disraeli, I thought I was the cleverest woman in England.” If you practice attentiveness to others, you’ll find it does wonders for both of you. They’ll enjoy it; so will you. And together you’ll accomplish much more. 3. Train yourself to remember other people’s names. The sweetest sound, it’s said, is that of your own name being spoken. And calling others by name is an important first step toward building rapport and, thus, persuasion. Roger Dawson, in his book 13 Secrets of Power Persuasion, gives numerous techniques for overcoming this problem. One of the best: When you shake hands with a new person, note the color of his or her eyes. That forces you to make eye contact and, after a while, will also send a signal to your brain to store that person’s name in your short-term memory. Use the name soon afterwards, and you’ll have a lock on it. Try it! 4. Empower others. Skillful persuaders send out the message, spoken or unspoken, that they appreciate others’ abilities. For example, Minnesota Mining & Manufacturing

(3M), the $15-billion-a-year firm famed for its innovation, leaders still utter--and follow--the maxims of William McKnight, its legendary leader for half a century: “Listen to anybody with an idea.”...”Encourage experimental doodling.”...and “If you put fences around people, you get sheep; give people the room they need.” 5. Hone your sense of humor. While being wheeled into the operating room after being shot by a would-be assassin, the ever-persuasive President Ronald Reagan got a chuckle when he wisecracked, “I hope the doctor is a Republican.” We may not all be so cool in a crisis, but we can all profit by not taking ourselves too seriously. Tony Alessandra, Ph.D, is a marketing strategist and applied behavioral scientist, Dr. Tony Alessandra is a leading authority on bottom-line marketing tactics and on building business relationships for life. Copyright© 1998, Tony Alessandra. All right reserved. For information on how to bring Tony to your group, please contact us at 800-704-FROG (3764) or susie@frogpondgroup. com.

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imortgage is excited to hit the beach in Surf City USA!

The #2 lender for purchase business in California in 2013* is coming to Huntington Beach! At imortgage, we understand that in todayâ&#x20AC;&#x2122;s market, home financing requires a company with a proven track record, financial strength and integrity. Our unwavering commitment to excellence in these three key areas has earned us a reputation as one of the most well respected companies in the industry. And we cannot wait to bring our outstanding service to Huntington Beach. *Based on MarketracÂŽ Lender Profile Report | Total number of 1st Mtg Loans/Trans | Jan. 1, 2013 through Dec. 31, 2013.

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imortgage 7755 Center Avenue Suite 1200 Huntington Beach, CA 92647

E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

that weren’t exciting enough, he also owned and operated a successful nightlife business, where he fine tuned his social and marketing skills. Along the way, Andy’s scope grew and he developed a strong interest in real estate.

After graduating from UC Berkeley, Andy worked for 12 years as an equity options trader on Wall Street. As if

“Initially, I branched into real estate investing helping investors find efficient ways to maximize investment models. I had a strong interest in residential remodeling,” he says. “I wanted to create a product for people that they really loved and that was bringing them joy for years to come.”

o say that Andy Yang is a jack-of-all-trades would be a bit of an understatement. From structuring complex equity derivatives, to marketing and hosting large-scale nightlife events, to remodeling homes from the ground up; Andy has been at the center of it all. Sitting down with him, you quickly realize that his breadth of knowledge and experience runs well beyond his years.

A Full Service Real Estate Agent ExecutiveAgent Magazine

Andy Yang But Andy believes in doing all things well, so as he began to immerse himself in the world of real estate, it was only natural to delve into residential sales. Like the consummate professional he is, Andy was able to close 14 transactions and over $9 million in volume in his first four months as a Realtor®. “I was fortunate that I was already working with a strong investor clientele and able to leverage my network to build a strong foundation for my business,” he says.

“These days that means I have what it takes to handle all aspects of the agent business and I’ve been able to create business that can cater to all home owner needs.” Andy’s well-established knowledge and skills mean his clients can enjoy a hassle-free process without any surprises.

In just two years, Andy has become one of the most successful Realtors® in the Irvine area -- a testament to his work ethic, determination and knowledge. By utilizing his experience gleaned from years in finance, risk management and marketing to achieve the best results, Andy is able to fully serve the clients who come to him to help them buy, sell or invest.

“My goal is to be an all-inclusive service and to make sure my clients are not inconvenienced during the real estate process,” he says. Indeed, Andy’s core team of ancillary specialists includes a network of general contractors, sub-contractors, cleaners, window washers, roofers, landscapers, pool maintenance specialists, handyman and more. If his clients have a home-maintenance need, it’s likely Andy can help them fill it. His assistance to his clients goes on long after the transaction is completed.

“Typically, a home is the biggest single investment of a person’s life,” he says. “I put myself in the role of trusted adviser rather than a sales person. I put my clients above everything else and strive for total customer satisfaction.”

As his business grows, Andy remains humble and eager to create a complete customer service experience. From the first meeting to closing of the transaction, he’s all about relationship building.

One of Andy’s early mentors, Marcus Lee from Climb Real Estate in San Francisco, took Andy under his wing and taught him the value of marketing and presentation, the intricacies of negotiating offers and how to leverage a quality product, stressing the need for creating a network of real estate agents and trusted vendors -- all things Andy took to heart.

“Without people, it’s impossible to build a successful real estate career,” he says. “Clients receive the benefit of intelligence, effort and creativity when they entrust their real estate needs with me.”

Today, Andy’s approach to business is nimble and fluid, and he always strives to stay one step ahead of the market, protecting his clients and their properties from legal ramifications in the ever-changing real estate market. “It’s important to stay alert,” he states. “Real estate trends and laws, as well as macro economic factors can affect your clients drastically.”

Andy Yang RE/MAX Premier Realty 5299 Alton Parkway Irvine, CA 92604 Tel: 949-829-3506 Email: Andyman@gmail.com Web: www.homesbyandyyang.com CalBRE # 01941743

Additionally, by constantly innovating, changing marketing styles and trying new ideas, he keeps things interesting and fresh. Andy’s marketing background ensures his listings get the five-star treatment – nothing stale or boring for him. “There are many tools out there to help market properties that weren’t around years ago,” he acknowledges. “I excel at the social aspect, so that helps my clients get maximum exposure for their properties.” And because Andy started out in real estate as an acquisition specialist, focusing on evaluating distressed or original condition homes, he gained valuable insight in construction and residential rehab. “I fell in love with creating a home for buyers that I could be proud of,” he says. ExecutiveAgent Magazine

LAS VEGAS, NV JULY 29 - AUGUST 1, 2014

Plus Bonus Day! Monday, July 28 – 1:00pm to 4:00pm BECOMING A SUPERSTAR LISTING AGENT Learn How To: Price listings so they sell NOW Dramatically increase your personal listing power Make an enthusiastic, powerful listing presentation Get a seller to choose you versus the competition Maintain a large inventory whether the market increases or decreases To purchase tickets to this event please visit us at:

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The Mike Ferry Organization Monthly Report

n the last message that I sent to all of my great LinkedIn connections, I mentioned the 3 mentors I’ve had all my life, and I want to take a few minutes to talk with you about one in particular. It’s a person I think most of you know of or have heard of ... Earl Nightingale.

Let me give you an example ... at every seminar that I start, every coaching call that I do, I assume that 100% of the audience is going to take 100% of what I say, and do it ... no exceptions. Yes, by Day Four, some of them have convinced me that they can’t do it, or they’ll never do it. That’s a choice they make based on what’s going on inside their heads. Remember, my belief is that everybody will take this advice and use it to their advantage.

I worked for Earl from 1968 to 1972 and that’s when I went into the residential Real Estate business when I left his company.

What’s going on in your head as you read this particular message? Is it positive or negative? If it’s not positive, how is that helping you ... build your business, grow as an individual or improve your personal life? If your thoughts are positive ... you have a smile on your face and you’re saying, “Thanks Mike!”

Earl became famous for one sentence ... “You become what you think about most of the time.” It’s a simple sentence, and yet a very profound sentence for anybody who is taking the time to think about their life, their business and their future. I’ll give you my rendition of what I think he meant ...

Look forward to sharing more ideas with you next month.

If you’re the kind of person who has a wide variety of negative thoughts in your head on a regular basis, and you’re not getting the type of results you want from your life ... you may want to look at Earl’s statement and decide if it applies to you (because it probably does). If, for example, you’re a Real Estate agent ... in the mortgage industry ... any type of sales ... or have constant contact and communication with the public ... and you’re holding on to negative thoughts for whatever reason ... the odds of you having a positive experience is at best minimal. If, for example, a Real Estate agent says, “I know that seller will never list with me,” or “I know that buyer will never buy from me,” ... the odds are you will be 100% correct. On the other side of Earl’s thought ... if you’re saying to yourself, “I can do this or that,” ... or ... “I can accomplish this or that,” then your odds dramatically increase. I think the simplicity of the thought allows each of us to see exactly what Earl was trying to say. The question is, what’s going on in your head at any given moment ... is it positive or is it negative? And how is it effecting the results you get?

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Mike Ferry - CEO The Mike Ferry Organization 7220 S. Cimarron Road, Suite 300 Las Vegas, NV 89113 800-448-0647 702-430-4406 (Fax) www.MikeFerry.com

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Exceeding expectations since 1984. It’s more important than ever to have a dedicated partner and advocate to guide you through the home financing process, removing obstacles and making sure things get done right - the first time. Eagle Home Mortgage is a family of local loan officers who demonstrate a record of placing customers at the center of everything we do. With in-house loan processing, funding and knowledge of the neighborhoods we serve, we can deliver a unique level of expertise, communication and follow-through that gives home buyers the freedom and power to: 

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A Cornerstone of California’s History and its Future... Title Insurance and Trust Company, often called “TI”, opened for business on January 15, 1894, with about 30 employees.

OUR HISTORY

When TI began operation, the population of the city of Los Angeles was 66,000, and the county population was 122,000. For more than a century, Ticor has been a premier leader in the title insurance industry providing our customers with an unmatched combination of professional expertise, exemplary customer service, and rock-solid financial security.

today

Today, Ticor Title Company of California continues to be a groundbreaker in the industry for both residential and commercial services. The market share growth for Ticor has been extraordinary.

Ticor Title has increased residential market share in Orange County of nearly 4% in the last four years making it one of the fastest moving companies in the industry.

Jan 2010

5.41%

April 2014

9.11%

Data: Residential resale non-bank closed transactions - Source: TitleMarketShare.com

We would like to take a moment to thank all of our loyal customers who continue to trust their transactions with Ticor Title each and every time. If you haven’t had the opportunity to work with our team of amazing Sales Executives or Officers, we encourage you to give us the opportunity. We want to earn your business!

Adam Cleary

Vice President National Commercial Services Adam.Cleary@TicorTitle.com 714.289.3341

Rick Bashore

Executive Vice President County Manager Rbashore@TicorTitle.com 714.289.3313

Judy Jimenez

Vice President Escrow Operations Manager JJimenez@TicorTitle.com 714.289.3325

“Caring is our Competitive Edge” 18302 Irvine Blvd, Suite 100 Tustin, California 92780 • 714.289.3300

www.TicorOC.com | www.TicorCommercial.com | www.TicorEnergy.com | www.equityisforlife.com | www.TicorTitleBlog.com