NOVEMBER 2014 N. ORANGE COUNTY by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

ORIANA SHEA Executive Agent of the Month

Inside Features: Ron Arnold

Century 21 Award Francis Lau

imortgage

David MacLeod

Coldwell Banker Tim Ngo

imortgage

Pat Owen

Pat Owen 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 Mgr. (714) 422-1852 NMLS ID 450765

Mark Martinez Sales Mgr. (714) 422-1856 NMLS ID 302745

(714) 422-1840

Holly Frost Wendy Buettner Anthony Colacion (714) 422-1872 (714) 422-1863 Sales Mgr. NMLS ID 329651 NMLS ID 483931 (714) 422-1858

Laura Neves (714) 422-1840 NMLS ID 267679

NMLS ID 485094

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. 10012014. * 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

November, 2014 N. Orange County

Cover Story

Editorials

06 - Mike Ferry: Monthly Report

27 - Omar Johnson:

Real Estate Marketing is the Business

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 Alpine Mortgage Planning................26

16 - Joe Lane:

Assemble Your Investment Team

36 - Peter Vekselman:

The Art of Negotiation...Are You A Skilled Negotiator?

Eagle Home Mortgage......................39 Evergreen Realty HomeSmart...........8 Greenpath Funding..............................9 imortgage.......................................2 imortgage HB..................................33 i Photography Studio.......................25

Oriana Shea Executive Agent of the Month

Kinecta Federal Credit Union............13 Mike Ferry.........................................12 PWAOR......................................32 The Termite Guy..............................29 Ticor Title Company.........................40

Ron Arnold

Francis Lau

34 Tim Ngo

14 David MacLeod

30 Pat Owen

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Wells Fargo Home Mortgage...........28 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, Steven McReynolds, Julie Brown © 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.

E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

Francis Lau ExecutiveAgent Magazine

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

ith a mind for precision and a love for how things work, Francis Lau always saw himself working as an engineer. He studied engineering in his native Central America and figured his career path was set. But the influence of his brother, a mortgage lender, changed all that. Francis saw lending as an opportunity to help people achieve one of the most important goals of their life – owning a home. “I became eager to help people grow financially,” says Francis. “I am passionate about providing knowledge for families in need and that has always been something I am eager to achieve.” Francis offers more than 15 years of lending experience as a loan consultant. He specializes in resale and new construction home loans. Francis is also fluent in Spanish and Chinese, making it easier to communicate with the diverse clientele in the Southern California region. “I never have thought of myself as a salesman,” Francis says. “I focus on providing excellent service and I never over promise. I offer honesty and integrity to all my clients with no exception and the color of their skin makes no difference.” Francis says his upbringing in an ethnically diverse part of the world instilled in him a great respect for the many cultures he encounters in Southern California. His back ground includes leading an Asian Association in Panama, which required him to organize international events and do a lot of public speaking. “The experience and exposure helped me to become what I am today,” he says. Along with providing outstanding customer service at imortgage, Francis also puts on first-time homebuyer seminars, expos and other events to help families learn about buying a home. Keys to His Success “As a lender, I am focused on providing realistic options,” says Francis, citing his mott o, “Under-promise and overdeliver.” “Changes in this industry can occur almost daily. What I was not able to do one day, it may be different on another day. I enjoy the challenge by growing and taking advantage of the opportunity instead. Think of it this way: some think the glass is half-empty when others think it’s half full. I am positive in my thinking and this is the only way to lead.” He appreciates imortgage’s “professional and friendly approach,” where the staff is fully engaged in meeting a client’s needs. “I am committed to providing comprehensive lending options to one client at a time,” Francis says. “No

matter what their background is, I focus on understanding a family’s needs. This has helped me stand apart from the rest, as I come from a large-size family so I understand the importance of communication and treating clients so well I become like a family member they can trust.” Francis credits several ment ors, including his brother, Herald Lau, who not only inspired him to become a mortgage lender, but also how to do his job as a caring professional. “He taught me so much in the early days. It was a lifetime change and all I have today I owe it to him. I have a lot of respect for him.” He also thanks Marlene Veal, manager of imortgage’s Anaheim branch, who he says introduced him to the builder division when they worked together at another lender. “Through hard work and long hours, we picked up and sold an entire 105-unit community in less than a year when there was a lot of standing invento ry around in Irvine,” he says. But atop his list of those who’ve inspired him is his wife of 21 years, Miriam Lau. They have two children, Amanda and Matthew. “They are beautiful individuals, very pure and educated and talented, and for that I am grateful and thankful to God,” he says. Future Goals Personally, Francis says his main goal is to continue being a good father to his children, who are now in college, and to provide for them. As he approaches 20 years as a mortgage lender, Francis says his professional goal is to “work smarter and serve one client every hour, eight hours a day, five days a week.” With a marketing team, a processing team, underwriting team and production assistant, Francis says he can accomp lish much more at imortgag e than with previous companies where he has worked. “I am very happy working with imortgage,” he says. Francis Lau imortgage 2400 E. Katella Ave., Ste. 150 Anaheim, California 92806 Tel: 626.643.7848 Email: francis.lau@imortgage.com Web: www.imortgage.com/francis.lau NMLS ID 459545

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

of thinking. Let me give you an example. If I’m standing in front of a large group of salespeople, I’ll often walk up to the white board and put in capital letters the letters “P” … “P” again … and “C”. I then ask the audience to write below each of these letters the following 3 words. The first “P” stands for prospect, or what we commonly refer to as lead generation. The second “P” stands for presentation, or our ability to present in a professional and timely manner. The letter “C” stands for the word close, or our ability to convince them to sign a contract with us versus anybody else.

Every audience understands exactly what I’ve said and then I ask them to do the following … “Everybody please take a moment to look at the 3 letters and the 3 words they represent and I want you in your mind to decide which of the 3 words is the most important step in the sales process. Don’t overanalyze this by saying all 3 are important, which is what I call ‘creative avoidance behavior’. Pick one now if you would please.”

here is always a debate as to which part of the sales process is the most important. In the work I do with Real Estate salespeople, I tell them there are 21 different steps they need to master to become a highly productive, highly successful sales agent. I believe the same 21 steps apply to all the great loan officers like yourselves who are building and continuing to increase their production and income. With that being said, one of the fun things I’ve done for years is try to simplify the sales process to its lowest level, which allows more people to get involved with the thinking that I’m promoting and, in many cases, helps them move ahead just a little faster than they might have done if they weren’t following this type

I then asked the audience if they would do a vote with me and ask the audience to tell me by a show of hands which of the 3 words they picked. Here’s what I want each of you to see clearly … • 70% of every audience I’ve done this with has always picked prospecting as the most important step in the sale … I always agree with them and say fine. • 25% or more always select the close as the most important step in the sale and these people are quite vocal about why they feel that way, which I appreciate. • A small group, many times 1 or 2 people select the presentation as the most important step.

Your Success is Our Mission! ExecutiveAgent Magazine

Monthly Report I then ask them to listen carefully to what I’m going to say next. Because what I say next, if thought about logically, makes a lot of good common sense. Don’t forget that common sense is certainly not very common to most salespeople. I’ll then say, “For all of you who picked prospecting … if it is as important as you say it is, why don’t you do it every day with a high level of energy and enthusiasm? If it’s so important, why aren’t you committing to making it part of who you are and part of the daily habits that you have? If you’re committed to prospecting, why aren’t you waiting patiently by the phone or by the door of your office so you can start that process the moment the phone is available? The truth is, prospecting is one of the least important steps of the sale.” They never like to hear this. Then I’ll tell them … “If you picked the close, wouldn’t you agree that the close is a natural ending to a good presentation?” They always agree because, again, it’s common sense. The close is a natural ending to a good presentation. I can have 25 trick closes up my sleeve but if I make a lousy presentation … they will buy from someone else every time. So, then I say … nobody ever picks the presentation as the most important step … when, in truth, the presentation is the most important step. Watch this example … if I am a very strong presenter, I mean, if I can really get them excited about what we’re going to accomplish together … the close is simple. If I am not a good presenter … I have a herky jerky presentation and I can’t present with a high level of energy and enthusiasm … the customer picks somebody else.

In summary … master your presentation and you’ll prospect. Be lousy at your presentation and you won’t prospect. Be great at your ability to present and the close is always easy because, as I stated earlier, it’s a natural ending to a good presentation. Read and re-read these thoughts and burn them into your head.

I will then tell the audience that the key to great sales personship is developing the skillset and ability to present at the highest level possible using the best scripts and canned presentations available and presenting in a manner that causes people to buy. This makes prospecting fun. You can’t wait to go out and prospect because you spent your time doing a great job for the client. The close is always easy because after making a great presentation, they want to be involved with you.

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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E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

Ron Arnold ExecutiveAgent Magazine

ased on awards alone, Ron Arnold’s credentials as a Realtor® would impress any potential client. But that’s only part of what makes him a highly favored Realtor® with Century 21 Award in Anaheim Hills. Ron brings an extensive, world-class ability to negotiate, find the best deals and ensure his clients are treated with the utmost respect. “My strategy for success is simple: honesty, experience and education,” Ron says. “My goal is to give the most honest and the most accura te information available. My drive to consistently analyze statistics and market information enables me to offer experienced advice as a real estate professional.” It’s a strategy he has made a priority for more than 20 years. This includes Ron’s days before real estate, when he led large Southern California companies as a sales manager and vice president of marketing, and even during his tim e as a professional baseball player in the Oakland A’s organization. At Century 21 Award, Ron continues to hone his craft as a Realtor®. The branch is one of the fastest growing Century 21 franchises in America, and Ron has consistently ranked in the company’s top percent of agents worldwide for the past decade. His Secret “I aim to redefine real estate success by elevating people as the highest priority and by empowering my clients to make decisions that are the most beneficial to themselves and to their families,” Ron says. Growing up in Montebello, California, Ron set his sights on success early in life. Not only was he a top baseball prospect, but he earned many awards for academic excellence while pursuing a bachelor’s degree from the University of Southern California. Ron then went on to play Minor League Baseball for the Oakland A’s for two years, then as a professional baseball player in Mexico for another two years. In his business life, Ron led companies as a sales manager and VP before he began a successful career in real estate. “My real estate background is extensive. I negotiated my first contract as a principal a little over 22 years ago,” he recalls. Ron became a real estate agent 11 years ago. He says Century 21 Award’s extensive resources are a major benefit to him and his clients. “With three offices in Orange County and 19 in Southern California, I am able to provide quality service to all surrounding areas,” Ron says As for awards, Ron has earned nearly every accolade in the Century 21 system. They include Century 21 Centurion -- 2003, 2004, 2009, 2010 (Top 2 percent in the world); Century 21 Double Centurion 2005, 2006, 2008, 2010,

2011, 2012, 2013 (Top 1 percent in the world). “Of the awards I have been honored to receive, I am most proud of the Quality Customer Service Award,” Ron reveals. “It is based on a ‘post-escrow survey,’ so it is a direct reflection of my performance through the eyes of my clients.” Guiding Principles In their own words, Ron’s clients speak of a dedicated professional who works hard on their behalf and provides honest, transparent advice so they can get the best deal possible. “Ron was our tenacious advocate, absolutely going to the wall for us. We were impressed! He was professional, yet savvy,” says Scott Ganser. “Ron is very knowledgeable and we would trust him to represent us in either a buying or selling situation,” adds JoAnn Eiman. Further evidence of how satisfied Ron’s clients have been can be seen in the dozens of favorable postings on Zillow, the online real estate database. Said one posting: “Ron was very friendly and knowledgeable regarding the property and area that he showed us. I highly recommend Ron because of his respect for our needs and desires. He also acted with great moral character.” “Ron, along with his entire team, are real professionals. He helped me every step of the way with a very difficul t out-of-state estate sale. I could not have done it without him. I definitely would recommend Ron,” reads another. To attain and maintain this level of success requires a solid team, and Ron is quick to give credit to his associates: Sue Arnold, Buyer Agent; Long Chang, Buyer and Listing Agent; Lin Bourke, Buyer and Listing Agent/Transaction Coordinator; and Jeff Munson, Marketing Coordinator/ Agent. In addition to top-notch business skills, Ron says a core principle that has always guided him in life and business is love for others. “Do what’s loving: In all situations, the highest law is the law of love” says one of his core principles. Another sums up his team’s approach to how they treat their clients: “Go above and beyond the ‘letter of the law or con tract’ to do what’s right.” For Ron Arnold, these have been words to live by. Ron Arnold Century 21 Award 160 N. Riverview Drive, #350 Anaheim, CA 92808 Tel: 714-457-4005 Email: RonArnold2011@gmail.com Web: www.whenhomeisnt1st.com CalBRE # 01338671

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800-448-0647

Depend on Your Local Mortgage Lender

Serving members in Southern California since 1940, Kinecta Federal Credit Union provides borrowers with a seamless experience from application to funding. Kinecta’s Mortgage Loan Consultants and underwriters understand the marketplace and continuously strive to meet the needs of regional homebuyers. Working with a local lender means you get the personalized support you expect and your clients get the outstanding service they deserve. It means you have access to competitive pricing and a full suite of mortgage products to fit your clients’ lifestyles, including conventional, government, jumbo, and even niche product offerings. It also means profits stay in the communities Kinecta serves, contributing to economic growth and stability.

Homebuyer offers: • $500 off loan closing costs1 • 21 day loan closing guaranteed1 • 0.75 point discount on conforming loans and super conforming fixed rate loans2 • 0.125% rate discount on Jumbo Loans • Loans up to $3 million

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. 15040-08/14

E XECUTIVE AGENT MAGAZINE

Written by Haley Freeman

agent, he has become an expert on properties in “Surf City” and the surrounding coastal communities. After working for a builder during the early part of his career, David leveraged that experience to craft a distinc tive niche for himself that includes a combination of real estate sales, investment and development.

“I think you need a niche to succeed in business, especially in one like real estate, where the attrition rate is so high,” David explains. “A lot of Realtors® don’t know anything about building and development, so I saw an opportunity. I started selling lots along the coastal areas to builders and then got the listings for the homes when the builders were finished. In the 90s, I started doing joint ventures with builders, while maintaining investments and sales along the coastal areas.” A hometown professional, David has spent his entire career with Beachside, Realtors®, which converted from Century 21 to Coldwell Banker in 2010. “I think Coldwell Banker is a great brand with the right image for working in the coastal areas.”

he Huntington Beach community is the place that David MacLeod has always called home. In his nearly 40 years as a top-producing real estate

David’s team includes three other agents: Lori Thompson, Courtney Greenberg and Charlene Bent, who help to ensure that clients receive prompt and reliable service.

David MacLeod ExecutiveAgent Magazine

Investing In The Things You Believe In “The amount of advertising and open houses we do create a lot of buyer leads. My team is instrumental in working with those buyers to offer them optimum service right away. I also have an incredible referral base from past clients, so it is imperative that my team is there to respond to new buyers and quickly address their needs.” David doesn’t just sell real estate, he participates in it. “An important aspect of real estate is that you own it and invest in it. I personally own over 35 properties, including a lot of apartments and interest in hotels. I have diversi fied over the years in other types of revenue which are also based in real estate.” David attributes his prosperous longevity in the industry, in part, to his adaptability and willingness to continue learning. He has acquired training in sales management, financing, and investment and constantly strives to remain current with market trends and changes in the law. When the market declined in 2008, David opened a foreclosure company with a group of investors. He assisted with the buying, rehabbing and selling of over 300 homes. “The ability to change with the economy is important in this field. Now that the market has come back and is appreci ating, I am refocused on the needs of a more traditional market.” The cultivation of long-term relationships is another contributor to David’s success. “I enjoy helping people buy their first home and then seeing them come back to buy a bigger home or investment property. About 80% of my business is now past clients and referrals.”

David is a great advocate for the community where he grew up and where he is now raising his own family. His son, Kyle, is a senior at the University of San Diego, where he plays soccer. He also has a young daughter, Sophia. “I have always been a supporter of the Huntington Beach police and fire departments. I also give to local services like the Boys and Girls Clubs – anything that can help to improve the city I grew up in.” Having lived along the coast his whole life, David describes himself as an outdoor person who loves fishing and boating. He also enjoys getting away to Palm Springs occasionally – all things that help to mitigate the stresses that come with a fast-paced, 24-7 business. “This is a business that makes great personal demands, but when you love helping people, there is real joy and satisfaction that comes with it.”

David MacLeod Coldwell Banker Beachside, Realtors® 19671 Beach Blvd., Suite 101 Huntington Beach, CA 92648-5928 Tel: 714-271-5645 Email: DavidMacLeod@aol.com Web: www.BeachsideRealtorsCorp.com CalBRE # 00934704

“If a client has used me, they know they can count on me for my knowledge of the area and of real estate. I’ve sold several clients numerous homes and investments, and they have prospered over the years. It is a real testament to the strength of the area for long-term holdings in real estate. I know how valuable real estate is and how it can secure people financially in the future. I stress that to clients to try encourage them to invest for themselves and for their retirement.”

Surf City Specialist ExecutiveAgent Magazine

Assemble Your Investment Team

n sports, the way a team works together to achieve a common goal can mean the difference between success and failure. Much has been made, and rightfully so, about team chemistry in professional sports and your real estate investment goals can benefit from the same kind of solid teamwork. As you delve deeper into real estate investment, the people you work with will go a long way towards increasing your profitability. There are some key people that you will involve in every real estate investment situation and there are some that will see only situational work. Trying to do too much yourself is a great way to burn out on real estate investing all together, so keep that in mind when you decide on just how much work to divvy up. These are some key members that you might consider for addition to a real estate investmentteam. Real Estate Agent/Real Estate Attorney Many real estate investors will rely on a real estate agent to help them hunt down potential listings for investment work. An even better way to use a real estate agent is to draw on their experience with a particular area to get information about the financial situation of the area, which directly impacts the future profitability of your investment. Along those lines, if you are unfamiliar with a particular area, it can sometimes make sense to include a real estate attorney in the proceedings to advise you a bout any laws or regulat ions specific to the area that might affect your investment strategy. These two team members offer expertise where you may lack it, especially if you are a brand new investor. Appraiser/Inspector Getting a good idea for the true value of a property, no matter what sales price is attached, will put you quickly on the way towards determining how viable an investment may be. Relying on an appraiser will give you the ability to not only determine the value of a home but get ideas on what can be improved to quickly add value. Having an appraiser on your side can help you pinpoint those types of

parts of a home, putting on you the road to understanding just how much you can raise the value of your investment quickly after purchase. Similarly, an inspector, especially one that is extremely experienced, can not only tell you what needs to be repaired in a home but also estimate how much those repairs will cost to give you a better picture of what youâ&#x20AC;&#x2122;ll have to spend to get an investment property up to the level it needs to be at. Both an appraiser and inspector can do all of this work before ever making an offer and that will tell you clearly what needs to be done and what dollars are involved when evaluating a property. Cleaning Assistance/Property Management Often times, value will be added to a property after a simple run through by a cleaning agency. Cleaning up prominent areas like the front yard and bathroom will instantly add value to a property and a good, efficient cleaning company can help you turn around your investment quickly. Giving that responsibility to someone else will cost money, but it will also take stress out of the situation as well. Along those same lines for reducing stress, a property management company could be a good team member to add to reduce your involvement in the day-to-day operations of a property. Most of those types of companies will handle the entire process of renting a property and arranging for payment, freeing you up for other real estate investment opportunities. In the great scheme of reducing stress through adding team members, a rental management company can be one of the best ways to do so. This is another original article by Joe Lane, co-owner of The Lane Real Estate Team at http://www.joelane.com/. Are you looking for an experienced Tri City WA Real Estate agency? With 20 years of service based, business experience, Joe and Colleen Lane work hard to serve home buyers and sellers for the Tri Cities of Washingtonâ&#x20AC;&#x2122;s Kennewick, Richland, Pasco, and surrounding areas.

ExecutiveAgent Magazine

Written By Joe Lane

ExecutiveAgent Magazine

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

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

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Cover Story

ORIANA SHEA Executive Agent of the Month

ExecutiveAgent Magazine

Written by Shannon Hartsoe - Ian Wiant Photographer

t’s a common theme in the real estate world: buying or selling a home is the biggest investment or transaction any of us will probably experience. A bad deal can ruin your finances, relationships and even your future.

Fortunately, there are Realtors® like Oriana Shea, who offers a wealth of practical experience, no-nonsense negotiating skills and results. For over 10 years, she has been a top-producing agent for properties in Long Beach, Seal Beach, Los Alamitos, Rossmoor, Lakewood and Huntington Beach, as well as throughout south Orange County. Now with Keller Williams Realty, Oriana continues her trademark style of solid marketing, expert market knowledge and outstanding customer service all while leading an exemplary team, Oriana Shea and Company. “My philosophy has always been that my cli ents come first and my team’s focus is to provide excellent service -- always,” she says, emphati cally. “The client is never wrong and it doesn’t pay to make someone wrong. Often I’m told at the end of the transaction how great my team was and how much they appreciated that we always returned every phone call and knew that we had their back. Our clients know that we are their advocate.” Making customer service such a high priority translates into strong sales. For example, in 2013 Oriana’s goal was for her tea m to close 32 transactions. Instead, Oriana and her team closed on nearly 40 properties. Before Real Estate -- Fashion Oriana was born in Newark, New Jersey, and grew up in East Hanover, New Jersey. Both of her parents are from Italy. Her professional career began in the fashion industry. With a degree in fashion design, Oriana became a senior design director for a women’s apparel company. It was during this time in her life that Oriana learned the importance of high-quality presentations. If you want to be taken as a serious professional, then you do not cut corners and present customers and your audience with anything less than top-notch, she maintains.

ExecutiveAgent Magazine

Meet The Team: Lauren Stern - Buyer Specialist; Emily Alford - Executive Assistant; Laura Schlabach - Transaction Manager; Oriana Shea - Principal

When she desired a change of career back in the 1990s, this dedication to quality marketing carried over to her real estate career . “I never saw myself in sales because my background is a creative one. Somehow , I’ve found a way to incorporate my creativity into my business,” she acknowledges, adding that because of this experience, she can often see what her clients don’t. “Most people have a hard time visualizing, so I try to make it easier for them. I stage the majority of my listings, never put a home on the market before it’ s ready and my

sellers see the results as their home sells faster and typi cally for more than the average price point.” Oriana chose a career as a Realtor® because she was tired of working for someone else and wanted a career that would allow her to help people. “I started selling almost right away and was earning an income the first year,” she says. “It wasn’t easy, but I’m very focused and driven. No one told me that I couldn’t do it or that I shouldn’t do it.”

ExecutiveAgent Magazine

Focused and Disciplined What she didn’t know was how much work was involved in real estate sales. “Like many , I thought I could set my own schedule and ultimately work less. Now, I work more than I ever have, but I enjoy what I do and haven’ t ever seen it as a burden. On average I work six days a week.” Oriana continually adds to her skillset by taking classes and attending seminars on sales and business develop ment. She also enhances her skills through a professional business coach. Her association with Keller Williams Realty further provides added benefits because the company focuses on helping Realtors® build their businesses rather than making them promote its brand. “It just made good business sense to me,” she says of her affiliation with Keller Williams Realty. “I’m a no-nonsense, give-it-to-me-direct kind of person. A lot of what the other agencies were selling were to promote their own brand.”

Then, of course, there is her superior marketing skills she incorporates into her real estate business, which she says separates her from the competition. This includes well-planned staging of the property and expert use of the Internet, where Oriana is a preferred Realtor® on the influential Zillow website. She shared her marketing insights at a recent Tom Ferry Summit in front of more than 3,000 of her peers. And Oriana and her team are starting to do more strate gic knocking on doors and hosting mega open houses for listings. “We door-knock and advertise heavily for those and usually have a tremendous turn out,” she states. Focused and Disciplined It could seem that with her years of success and experi ence, Oriana could cut back on her work and coast. “Not a chance,” she says.

ExecutiveAgent Magazine

To remain on top, Oriana has learned some important truths that no shortcut can replace.Two of these are setting goals and maintaining excellent communication practices. For instance, she sets regular goals for herself and her team (and often exceeds them, as she did when surpassing her sales goals for last year). Oriana also stays in touch with her past clients and does a lot of networking to keep her business on the public and real estate market radar. “I am expanding my networking base and have business coming in from attorneys for probate and trust sales,” she reveals. “I’m a preferred vendor with a few of the major relocation companies and receive referrals from them as well. Now, with a buyer’s agent I’m expanding my online reach and we are focused on capturing more Internet business. This time next year I plan to grow our luxury business and expand the team further with another buyer’s agent.” “I’ve learned a lot in this business; it doesn’ t pay to get emotional and lose it,” she says of those inevitable -- and unexpected -- challenges that can crop up. “Instead I strive to be solution based for the client’s sake and find a way to fix the problem, which is really what they are relying on me for.” For her customers, Oriana breaks down what they can expect: For buyers, her team does a comprehensive “needs analysis” to gain a better understanding of what they are looking for and determine their goals. “This often results in us presenting them with more options for homes and areas they hadn’t even considered,” she says.

Once closing is finished, Oriana and her team often help buyers with cosmetic improvements, including full color consultations -- another benefit of her design experience. “Most people have trouble picking out paint colors and that is the easiest thing someone can do to make a place truly feel like it’s their home.” For sellers, “We simply out-market our competition and our marketing strategy does deliver much higher results,” she explains. “I’m a huge proponent of properly staging a property before it is on the market and I do free staging consultations for all my sellers.” Sellers will get Oriana’ s trademark, no-nonsense advice: “They only get one shot at a great first impression, so if it takes two weeks to get your home ready then that’s what we need to do.” “I never rush to put a home on the market unless they need me to rush,” Oriana says. “Our sellers who had worked with someone else in the past see that we do so much more for the same compensation, and I’m really proud of our marketing. We spend a great deal of time and money on the front end of the listing to make their home stand out against similar homes in the market. I market a home the way that I would expect someone to market my own home.”

ExecutiveAgent Magazine

Oriana Shea

Oriana Shea And Company Keller Williams Realty 10900 Los Alamitos Blvd., #160 Los Alamitos, CA 90720 Office: 562.626.8617 Mobile: 562.477.3388 Email: Oriana4u@gmail.com www.SoCalHomesAndLiving.com CalBRE # 01217538

ExecutiveAgent Magazine

JOHN J. REED Branch Manager

MLO-869516 Cell 714.305.2912

Fax

855.688.2743

jreed@alpinemc.com

Real Estate Marketing is the Business

s a real estate investor and entrepreneur you must truly understand that you are in the business of marketing first and foremost. MARKETING drives the business. Your marketing’s end result should be that it produces leads and prospects to whom you would inevitably like to present offers to and get them accepted. The bottom line is your real estate business cannot survive without you generating a steady stream of prospects for it. So therefore, the key to making money in real estate is marketing. Never forget this. You may know 100 different ways to buy houses but it doesn’t mean spit if you don’t have sellers in front of you to apply what you know. Make sense? Good. Don’t get me wrong your real estate education is super important but you don’t have to spend all of your valuable time learning every detail of the technical strategies of creative real estate investing. Your #1 aim should be to put yourself in the position to make profits. The way that you put yourself in the position to make profits is by crafting a message that is designed to attract motivated seller prospects and delivering that message through the right medium. This is known as the message to market match and should be the basis of your marketing attack. Essentially, what you are trying to accomplish with your marketing is zeroing in and trying to identify the people who have problems and need to sell their real estate as a result of these problems. You want these potentia l prospects to “raise their hand” so that you can continue to prescreen them, follow up and give them more information about your services and how you can help to solve thei r problems. As a real estate investor and entrepreneur you will make a ton of cash by being the ultimate problem solver and the ultimate marketer.

What kind of marketing message should you craft? It all depends on which motivated seller niche you intend on targeting. For example, if you were to target the frustrated landlord niche your message would specifically address the problems associated with having tenants like rental vacancy, not getting the rent on time or not receiving any rent at all, paying attorney and court cost to resolve these situations and others like damages done to the property by the tenants etc. Rather than being general, your message must be meaningful and specific. For example, if you were to send a letter out to the executor in charge of a probate estate you wouldn’t talk about problem tenants in that letter because it wouldn’t be relevant to their situation. In addition, as a marketer you must remember that when a potential prospect receives your message they’re viewing or hearing it and trying to determine “What’s in it for them”? So the message that you craft and deliver must completely answer that question or your response rate will be dismal. In conclusion, if you are not generating sufficient profits in your real estate business or if you want to generate more profits for your real estate business concentrate and improve on your marketing because it is the key to your success as a real estate entrepreneur. Omar Johnson is a successful real estate investor and author of the home study course “Renegade Stealth Marketing For The Savvy Real Estate Entrepreneur” For more info visit http://www.renegadestealthmarketing.com.

Written By Omar Johnson ExecutiveAgent Magazine

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.

Joseph John Ballesteros Branch Manager 714-934-7388 NMLSR ID 404462

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

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

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

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

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

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

Elli Nguyen Home Mortgage Consultant

714-408-8245 NMLSR ID 448027

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. AS1039135 Expires 11/2014

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E XECUTIVE AGENT MAGAZINE

ExecutiveAgent Magazine

Written by Shannon Hartsoe

hile many people are busy trying to acquire more – more money, more business, more stuff – Pat Owen is as busy as he wants to be. “Downsizing my business and my life has been one of the best decisions that I’ve ever made. My life is as close to stress free as it can get.” And Pat should know. As a former Century 21 franchise owner, Pat became consumed with the all-incessant drive to do more, be more and gain more business. From 1990 to 2014 Pat was consistently in the top rankings both statewide and nationwide. At one point, he was in the top ten for the entire region and was inducted into the Century 21 Masters Hall Of Fame in 2007. Additionally, he earned the prestigious Double Centurion award in 2004, 2005 and 2007, topping his run with Grand Centurion in 2008. By 2009 Pat had become one of the top four Century 21 agents in the United States. But it was a path, he says, that was ultimately unsus tainable. He had opened his own franchise in 2005 and, building his company and training many successful agents. But when his commitment to the corporation had been fulfilled, he knew exactly what he wanted to do. “I realized that I wasn’t looking to manage hundreds or even dozens of agents any longer,” he recalls. “Instead, my goal had become to take care of my personal clients to the best of my ability and help a small group of agents to do the same.” With that mission in mind, Pat opened Pat Owen Realty as an independent broker/owner. Today he has a handful of agents who work under him, and looks forward to adding a few more, but says it’s more about quality than quantity. “I have a very close relationship with each of my agents now and no amount of money is worth sacri ficing those relationships. I wouldn’t be able to do that if I had hundreds of agents in this office.” With three locations throughout the region, Pat Owen Realty serves all of Orange County and Los Angeles County as well as Riverdside County and parts of San Bernardino County. Since earning his license in 1990, Pat has proven that he has what it takes to make it in the world of real estate. Using skills he honed while working in construction, along with a self-described “gift of gab,” Pat quickly rose to the top of the industry in Los Angeles County. With an uncanny ability to anticipate and respond to the market needs, Pat not only became adept at straightforward resales and new construction, but also developed expertise in the commercial market as well as REOS and short sales.

“At the end of the day, real estate is a product,” he says. “But it was a product I knew well thanks to my back ground in construction, building homes with my brother. However, the product doesn’t simply sell itself and that’s something I knew I could do.” Pat dedicated himself to helping his clients and building relationships instead of houses. Thanks in no small part to his knowledge and his enthusiasm, Pat’s REO business began to thrive and today, Pat is a certified REO specialist while keeping a solid client roster in the traditional real estate market. His ability to meet deadlines and handle multiple challenges with tenacity and skill is what sets him apart. “My team and I have worked with more than 60 banks and lending institutions,” he notes. “We have experienced professionals that work together to protect and sell dis tressed properties quickly and efficiently.” Now, Pat is building his clientele not based on awards and numbers, but based on quality customer service and personal relationships. And he’s equally committed to his community as he is to his clients. “It’s my belief that a truly successful person is one who gives back,” he states. “I have partnered with the Easter Seals organization since 1991 and have helped raise mil lions of dollars for this worthwhile cause. There is no feeling better than helping someone else.” His lighter schedule has also helped him find balance. Always an active person, Pat now finds time to hit the gym six days a week on average and spend time with his family outdoors. “I love golf, boating, water sports, hiking, biking along the beach and any outdoor activity,” he says. “I’m grateful for a career that allows me the time to help others while doing the things I love as well.” Pat Owen, Broker Pat Owen Realty 1207 W. Imperial Hwy., #103 Brea, CA 92821 Tel: 562-857-0943 Email: Pat@patowen.com Web: www.PatOwen.com CalBRE # 01517679

ExecutiveAgent Magazine

Our JUMBO offerings will fit your clients’ unique needs... At imortgage, we offer:

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Let us create a Jumbo Loan solution for your next sale! John Wellsandt

Branch Manager Office (714) 657-1220 Mobile (916) 835-8129 john.wellsandt@imortgage.com NMLS ID 448583

imortgage 7755 Center Ave., Suite 1200 Huntington Beach, CA 92647

Rates, terms, and availability of programs are subject to change without notice. This is not an advertisement to extend consumer credit as defined by section 1026.2 of Regulation Z. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 10012014.

E XECUTIVE AGENT MAGAZINE

Tim Ngo ExecutiveAgent Magazine

Written by Shannon Hartsoe

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

ustomer service has always been at the center of Tim Ngo’s life. Both his parents’ have worked in sales-oriented fields, and Tim’s resume includes banker with Wells Fargo, where he met basic yet impor tant needs of his clients. But when a friend approached him about joining the mortgage industry, Tim’s vision for how he could help people financially suddenly grew to new heights. “I had a lot of exposure to the lending business since we had a mortgage consultant that we worked closely with in our bank location,” Tim recalls. “The industry always intrigued me because I felt that we had a better opportu nity to help clients with a very important piece of their financial situation. I wanted to make a bigger impact on my customers to help guide them into getting a home to fulfill the ‘American Dream.’ Twelve years later, Tim is a much sought-after loan consultant at imortgage’s Huntington Beach office. Here his experience as a senior loan officer and senior processor gives him added skills that help him better understand both sides of the loan process. In addition, Tim brings a life-long background in sales that began as a youngster when he learned about customer service from his parents. His mother worked at Wells Fargo Bank and his father has been with New York Life for more than 15 years. “I learned a lot from them as far as making your customer and their needs the top priority,” Tim says. “I learned about the importance of listening and being patient with every customer to assure that you are able to assess a situation and meet their financial needs.” Tim has also benefitted from a number of mentors over the past 12 years. But he says the biggest influence has come from his branch manager, John Wellsandt. “I’ve worked with him for the past four years spanning two companies. He’s taught me to be a better mortgage consultant and a better mentor to those around me. He’s provided strong support for me, which has allowed me to be a better business partner to my agents and other business partners.” He is also helped by his production assistant, Mindy Vu. “My success is tied to her because she is so reliable and helpful.” Maintaining Success Remaining an effective loan consultant requires Tim to constantly monitor industry trends and changes so he can adapt and provide his clients with the best options pos sible. He develops plans for 30 days, 60 days, 90 days and

sixth months. But Tim has learned that these plans have to be flexible, because unforeseen changes in the industry are just part of the profession. “I think this thought pro cess has helped me to become successful in lending. I have learned to ‘roll with the punches’ and have been open to change when it comes. I’ve been able to maintain success with my personal goals to always want more and always looking to achieve and find a higher goal to constantly reach for.” Add Tim’s wealth of experience to imortgage’s vast support system, and buyers in Southern California have an outstanding one-two combination. “I feel that I have the support and tools to give my customer and partners the best experience possible. My company and I want to make sure that the customer is always given the type of experi ence that will make them comfortable as they go through the loan process, which can be stressful.” He adds: “When you are a customer that is possibly making the biggest purchase of their life, you want to make sure you have a loan consultant and a company that understands how to handle this life- changing transaction.” But life for Tim is not all work-oriented. He and his wife like to enjoy the many amenities of living in Southern California, which sometimes includes their two dogs. Tim is also a big sports fan, especially football and the Lakers, and he’s a car enthusiast. As for the future, the natural progression for Tim is to become a sales manager. One reason for this goal, he says, is that he enjoys mentoring others – a major role of an imortgage sales manager. “My willingness to listen, desire to help others and ability to work well with others gives me a chance to provide top-notch customer service to my clients and my professional partners,” Tim says. Tim Ngo imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 714-345-1072 – 714-657-1217 Email: tim.ngo@imortgage.com Web: imortgage.com/tim.ngo NMLS ID 459960

ExecutiveAgent Magazine

The Art Of Negotiation..... Are You A Skilled Negotiator?

s a real estate investor and coach, negotiations are a part of my everyday life. As a Realtor®, Seller or buyer the art of negotiation can mean the difference between great success and dismal failure. Everyone should take a lesson in the art of negotiation as it is an integral part of your life and your business. Artful negotiation is what separates the men from the boys so to speak. Can you say as a Realtor® that you are a true negotiator or just the presenter of an offer? If you are a true negotiator, then selling yourself to potential clients should be like breathing in air. Once people realize that you have the power to make deals happen and make everyone in the transaction happy or at the very least feeling good about the deal, then you are worth your weight in gold...Add this to your resume or marketing campaign “I am a skillful negotiator” You have to know your opposition in the negotiation game and understand their motivations. Successful negotiation is when both sides feel like they walked away with what they wanted. This is a true skill and anyone who is in the real estate business knows that this can be the most difficult, challenging part of your job, but it is also in my opinion the most rewarding when done right. When it comes time to making a deal of any kind, you first must establish your bottom line. In other words it is sort of like gambling. If you go to the casino with a set amount of money that you are willing to lose and walk away from it when that money is gone, then YOU are in control of the situation. If you do not have a plan then the casino is in control of the situation. All too often it is the latter. As a buyer and especially if you are a real estate investor, you have to have a ceiling or a maximum amount that you are willing to pay in the back of your mind and stick with it. Start lower than that of course, but walk from it if your ceiling is broken. They say in the real estate investment world your profit is made at the time you buy the home, think about that for a moment! If you go over “the budget” so to speak you are eating right into your profits right off the bat. Not a good way to start. If you are a seller it can be a little more difficult, you want to set a price at which you will not go below, but you also have to take into consideration your carrying costs to hold the property whether you are a real estate investor or not. You want to get that home sold as fast as you can for as much profit as possible. This is where a good Realtor® comes into play to help you determine where that fine line falls. 36

As a Realtor® you are the one that has to make the 2 ends meet if the buyer and seller are too far apart. Many times quick action in other words thinking on your feet is required to make the deal come together, strike while the iron is hot so to speak. I remember when we were selling one of our first homes and we were back and forth on the price. We countered one last time to the buyer, our Realtor® was on the phone with the buyer and it looked like they would walk. This was the first good offer in months. Our Realtor® said to the buyer as soon as there was hesitation on the buyers part that they were only talking about $50.00 a month more over the term of the loan and were they willing to lose the home over this small amount...That was a lot better than focusing on the few thousand dollars more that we wanted on the home. It worked and they accepted our counteroffer. The whole point is if you find you are in a negotiation that is not going to go anywhere, you walk...I know it is easier said than done, but you have to be in control of the situation and not let others control you. This is true not only for buyers and sellers but for Realtors® dealing with potential clients. If they are making you jump through hoops that you would rather not or they are not worth your time and effort...walk away. Negotiations occur in all phases of life both business and personal. How about negotiating with your spouse, family members or friends...this can be especially tricky as personal feelings are involved. You may have to do a little more compromising in these situations, but true negotiators get what they want and the other party feels as though they got what they wanted...big difference from compromising. So review your business and personal situation and con sider how you can hone the art of negotiation. Peter Vekselman has been successfully investing in real estate since 1996. He has completed over 1000 real estate deals, owned a construction company, been a private lender, and owned a property management company. Peter currently works with clients all over the US http://www. CoachingByPeter.com.

ExecutiveAgent Magazine

Written by Peter Vekselman

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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