November soc 2013 by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

Executive Agent of the Month

Inside Features: American Capital Home Loans Company Profile EXIT Prestige Realty Company Profile Brian Fraser Greenpath Funding Steve Kendrick First Team Real Estate Alexis Kim Secured Properties Janice Konkol First Team Real Estate

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 can 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

Call imortgage today!

(949) 705-0555

● If rates drop, use a one-time float-down feature to get an even lower rate!

John J. Reed (949) 705-0555

Ryan Grant (949) 705-0582

Alan Cipolletti (949) 705-0558

Edna Austin (949) 705-0543

Chris Black (949) 705-0567

Marc Bui (949) 705-0587

Kory Clifton (949) 705-0589

Chip Collins (949) 705-0581

John Davis (949) 705-0576

Cory De Pass (949) 705-0584

Tommy Evans (949) 705-0572

Aaron Hanson (949) 705-0593

Nipper Larson (949) 705-0569

Brett McDonell (949) 705-0577

Matthew Miede (949) 705-0573

Lynn Nelson (949) 705-0580

Mina Roditis (949) 705-0586

Connie Wick (949) 705-0601

NMLS ID 869516 Branch Manager

NMLS ID 1042912

NMLS ID 273037

NMLS ID 118767 Sales Manager

NMLS ID 978184

NMLS ID 303085

NMLS ID 653005 Sales Manager

NMLS ID 341251

NMLS ID 470783

NMLS ID 283761

NMLS ID 259274

NMLS ID 653022

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. 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. 10012013.

NMLS ID 275073

NMLS ID 1015000

NMLS ID 392977

NMLS ID 380219

NMLS ID 382768

NMLS ID 223268

contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

NOVEMBER, 2013

Cover Story

VOL. 5 NO. 57

Editorials

36 - Patti Brotherton:

An Office Plan Made Simple

32 - Tim Connor:

Ever Faced A Financial Crisis?

28 - Mark Victor Hansen: Focus On Your Primary Aim

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 American Capital Home Loans.........25 Eagle Home Mortgage......................43

40 - Don Hutson:

Productivity Through Motivation

Evergreen Realty...............................16 Greenpath Funding............................17

imortgage.....................................2 & 11 i Photography Studio................14 & 15

Jon Ettelson

Executive Agent of the Month

Kinecta Federal Credit Union..........13 Prominent Escrow...........................12 PWAOR......................................20 Realty ONE Group............................44 The Termite Guy................................42

21 American Capital Company Profile

26 Steve Kendrick First Team Real Estate

30 EXIT Prestige Realty Company Profile

18 Brian Fraser Greenpath Funding

34 Alexis Kim Secured Properties

Janice Konkol First Team Real Estate

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, Julie Brown © Copyright 2013 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.

Nomination Form

EXECUTIVEAGENT

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: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: Info@eamag.net Web: www.EAMag.net Tel: 949.366.3349

Company:________________________________ Phone:___________________________________ Email:___________________________________

Cover Story

Executive Agent of the Month

ExecutiveAgent Magazine

Make OC Home A

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer

strong work ethic and traditional values provide a solid platform upon which his professional success has been built. Jon Ettelson’s Midwest roots run deep, and drive every aspect of his thriving real estate business. His proactive approach and comprehensive market knowledge allow Jon to assist his clients in navigating increasingly complex transactions, and his exceptional levels of customer care alleviate stress throughout the entire process. Jon, who studied Business at Iowa State University, honed his skills in the hospitality industry before transitioning into real estate. With a “sunup to sundown”

mentality, he established himself as a results-oriented professional managing a well-known Denver restaurant. “I loved the project-management aspect of the business, and the opportunity to work with a diverse group of individuals,” he recalls. But long hours began to take a toll on his family. An experienced investor, Jon earned his license and launched his career in the Colorado resale market, then sold luxury high rise units in Seattle before relocating to California in 2010. “We have always loved Laguna Beach and the surrounding communities,” he says, “and my family and I decided this was where we belonged.”

ExecutiveAgent Magazine

As a specialist in the luxury and beach homes throughout the region, Jon invests significantly in upscale advertising collateral and marketing campaigns. Exquisite photography is showcased in high-end flyers and in a comprehensive online presence. Jon notes that in addition to two proprietary websites for each home he lists, they are also marketed to target audiences worldwide. Jon’s focus on international buyers has shaped the course of his marketing; he publishes flyers in multiple languages when appropriate. He is also a member of Agent Alliance, which he reports is the number one selling team in South Orange County and within Keller Williams worldwide.

Throughout the course of his accomplished career, reveals Jon, his philosophy of business has evolved and his professional focus shifted. While he remains a topproducing agent, he explains that it is relationships, not numbers, that drive his actions. “I truly aspire to earn clients for life,” he says. “There’s a notable difference between a business run based on long-term relationships rather than short-term sales.” His inspiration is Rick Warren’s Saddleback Church, which espouses a value-added business model rooted in trust, respect and loyalty.

ExecutiveAgent Magazine

A Professional With Purpose “In every aspect of my business, I am coming from a place of contribution,” he offers. “If I can make someone’s life better, throughout the course of a transaction or in another capacity, then I know I am doing the right thing for everyone.” While he strives to enhance the quality of life for his clients and their families, Jon remains an astute businessman who operates with purpose and vision. In the competitive Orange County marketplace, savvy agents are diligent in their pursuit of market updates and information. Jon is no exception. “I’m attending an average of three broker previews a week,” he reveals. “I’m often aware of new properties before they are on the market.” He is attuned with the nuances in neighborhoods, conditions and pricing changes that may have significant long- and short-term repercussions to buyers and sellers. And his comprehensive market knowledge allows Jon to

identify prospective properties for his buyers, even those who lack direct access to a given home. “I work with a number of buyers who are in the market for a vacation home, or who are relocating to our area,” Jon says. “I have had the opportunity to put my clients under contract before they ever set foot on a property.” Achieving an in-depth understanding of his clients’ wants and needs requires more than Jon’s stellar listening skills. Years of management experience have fortified his strengths in multi-tasking and project management, and he utilizes these strengths in navigating the layers of increasingly complex transactions. These skills are particularly helpful when he is working with couples, who may need guidance to come to agreements on critical issues. “I’m here to be an objective resource, to help my clients as needed,” Jon explains.

ExecutiveAgent Magazine

resources close to home. His wife Monica offers professional assistance, while 10 year-old son Hunter oversees a portion of his Internet marketing. And his three year old son Bryce, adds Jon, “picks out the cookies for open houses.” His family’s involvement in his business reflects Jon’s professional priorities. “I gain a tremendous sense of satisfaction from negotiating a successful transaction,” he says. “When I can make people happy, I know I’ve succeeded.”

His solid communication skills and integritybased business have earned Jon a growing clientele, and he has adapted his business accordingly. In 2012 he expanded to a team model, which now includes two transaction coordinators, two specialized marketing professionals and a dedicated contract manager who also teaches for the California Association of REALTORS® (CAR). The support of his group allows Jon to maintain a focus on his highest priority: the unique needs of his clients. “Thanks to my team, I have more time and energy to dedicate to coordinating deals,” says Jon, who sees a direct correlation to the success of his buyers and sellers. “I’m not only able to better assist my buyers in honing in on the ideal properties for their wants and needs, but I’m also achieving fewer days on market than average for my sellers,” he says. His business is flourishing, and Jon has adapted a family-friendly model that allows him to utilize ExecutiveAgent Magazine

Jon Ettelson

Keller Williams Realty 32 Campton Pl. Laguna Niguel, CA 92677 Tel: 949.295.0059 Email: Jon@makeochome.com Web: www.makeochome.com BRE # 01884179

ExecutiveAgent Magazine

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

imortgage continues to expand in Orange County! We’re proud to announce our new office in Laguna Hills at Oakbrook Plaza. The office is scheduled to open mid-October, and imortgage is currently in the process of interviewing purchase-focused Sales Managers and Loan Consultants.

• 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.

• Average 30-day closings

• Highest Eliant Customer Service scores in the U.S.

• Broadest product line of any direct lender

• Most complete builder-support platform of any company.

Discover how imortgage can boost your career! Call John Reed today! (949) 705-0555 John Reed Branch Manager Direct (949) 705-0555 Mobile (714) 305-2912 john.reed@imortgage.com NMLS ID 869516

imortgage 1301 Dove Street, Suite 101 Newport Beach, CA 92660. 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.

www.ProminentEscrow.com

Nancy Feathers Account Executive P: 949.282.9899 nancy@prominentescrow.com

Lance Indes Account Executive P: 714.423.6882 lance@prominentescrow.com

Alissa Hittner Account Executive P: 714.496.1670 alissa@prominentescrow.com

Adrienne Salyer Account Executive P: 949.300.7344 adrienne@prominentescrow.com

DBO #963-2570

Israel Villanueava Account Executive P: 714.686.2967 Israel@prominentescrow.com

RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION

Kinecta can help you get a bigger piece of the pie. •

Kinecta is one of California’s largest credit unions and has grown to become a major direct lender with local mortgage consultants and processing to efficiently serve your clients.

•

Competitive conventional, jumbo, and niche loan products with a 21-day closing Purchase Guarantee.

• Joining Kinecta is no great mystery for your clients. It’s simple and easy. •

Kinecta offers a complete range of financial services, from banking to insurance to investments and much more.

We also offer Homebuyer Workshops where you can meet potential clients, along with exclusive Realtor Performance Seminars with industry experts. Check out our special Realtor web page at www.kinecta.org/realtor for more information.

Contact me for more info! Jason Sasena Mgr., Mortgage Loan Sales cell: 949.812.8025 | tel: 949.253.5350 jsasena@kinecta.org | NMLS #465199 www.kinecta.org/jsasena Orange County Mortgage Center 4041 MacArthur Blvd., Suite 100 Newport Beach, CA 92660

The Kinecta Difference: Not-for-profit • Member-owned • Over 70 years in business Terms and conditions subject to change. All loans subject to credit approval. Information is intended for Mortgage and Real Estate professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations. 13173-09/13

Corporate Office: Irvine Office

9901 Irvine Center Drive Irvine, CA 92618 Phone: 949.753.7888

Dana Point

24501 Del Prado Suite A Dana Point, CA 92629 Phone: 949.463.1200

Brea Office

3040 Saturn Street, Suite 101 Brea, CA 92821 Phone: 714.990.0770

San Clemente Office

1397 Calle Avanzado San Clemente, CA 92673 Phone: 949.492.4868

Upland Office

450 N. Mountain Ave, Suite A Upland, CA 91786 Phone: 909.527.8252

Huntington Beach Office

18682 Beach Blvd, Suite165 Huntington Beach, CA 92648 Phone: 714.465.2000

Mission Viejo Office

27802 Vista Del Lago SuiteE2 Mission Viejo, CA 92692 Phone: 949.365.1888

Have you ever wondered why Evergreen Realty, HomeSmart is growing while so many others are contracting? There are many reasons, but most agents say itâ&#x20AC;&#x2122;s because only Evergreen Realty, HomeSmart offers so many tools for their success. We invite you to find out what they already know. Contact Evergreen Realty, HomeSmart Career Services at 949.753.7888 or http://www.joinevergreen.net for complete information. All inquiries are kept confidential.

http://www.joinevergreen.net

Network of

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(increasing every day!)

100% Commission

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

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• Experienced local professionals who deliver exceptional service

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Doc Spaulding Sales Manager 858-750-9110

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Charlie Burkett Sr. Mortgage Consultant 858-254-5774

Brian Goetz Sr. Mortgage Consultant 619-857-4465

Steve Meier Sr. Mortgage Consultant 619-890-4103

Bryan Schurter Sr. Mortgage Consultant 714-442-2650

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E XECUTIVE AGENT T MAGAZINE

hroughout the course of his lending career, Brian Fraser has readily adapted to the changes and challenges associated with the industry. He hasn’t wavered, though, on one key element: his commitment to meeting the ongoing needs of real estate agents and their clientele. “Consistency is so

By Lalaena Gonzalez-Figueroa

important,” he states. “No matter what is happening in the market, I am here to help people buy homes.” A self-starter with an entrepreneurial spirit, Brian grew up with an insider’s understanding of the industry. His mother was a mortgage specialist who encouraged her son to practice math skills by figuring payments on amortization charts. After earning a Bachelor of Science in Business Administration from California Polytechnic State University, Pomona, Brian promptly launched his career. “I love the opportunity to be an integral part of a successful purchase transaction, whether it’s with a first-time buyer or a seasoned investor,” he reveals. “It’s incredibly rewarding to put together the pieces of that complex puzzle.” Brian aligned himself with Greenpath Funding after identifying the company as an ideal platform upon which to forge his successful partnerships with real estate professionals. “As a lending specialist, I have consistently maintained a focus on purchase business,” he says. “While many lenders and brokerages shifted their emphasis to refinances when the market was down, we have never wavered from our commitment to buyers and their agents.” Greenpath Funding backs that promise up with hard facts. “When banks were taking an average of forty five days to close loans, we were averaging twenty five,” says Brian. “The market will always present challenges, from changing rates to increased volume. When things get hectic, we prioritize purchases. It is imperative – to borrowers and agents – that transactions close in a timely manner. We understand that, and have taken the measures necessary to ensure that we adhere to our high standards of service.”

Brian Fraser ExecutiveAgent Magazine

His stellar time management skills and attention to detail allow Brian to successfully balance the duties of his roles as sales manager and loan originator. He leads by example, establishing and nurturing solid relationships with industry partners who appreciate his team mentality. “My job starts before a transaction begins,” he asserts. “I work closely with agents to add value to their businesses and to their clients.” Open and effective communication, says Brian, is the foundation upon which his professional partnerships are forged. Automated e-mails and a highly systematized process keeps each loan transaction on course, while Brian’s hands-on approach allow him to connect with agents and consumer borrowers. “I strive to keep everyone on the same page,” he says. “I’m constantly working to provide updated information so that my clients aren’t worrying about calling me.” Brian launches each transaction by establishing a thorough understanding of each borrower’s unique wants and needs. “I’m searching for details, not filling out a loan application,” he explains. “We discuss individual goals, expectations, time frames and long and short-term financial implications of home ownership. Then I’m looking outside the box to provide each client with the information needed to choose the loan program that will help them achieve their goals. It’s important to me that they fully understand what they are selecting and how a particular loan will impact them.” Greenpath Funding offers an array of products including Fannie Mae, VA, FHA, conventional, jumbo and super jumbo loans. “What truly sets us apart is our ability to take a loan and make it a reality,” Brian observes. “We excel in our capacity to consistently close loans in a timely manner.” This, he adds, is

accomplished through the use of a well-honed pipeline that encourages ownership of each step of the process. “We work individually in processing, managing, funding and underwriting, but come together as a team to ensure that we stay on course with critical dates and communication,” explains Brian. “The driver in any transaction is the purchase contract; we adhere to deadlines.” Brian, who estimates that he has closed upwards of $250 million in loans throughout the course of his career, looks forward to ongoing success for his agents, consumer clients and lending team. His group, he reveals, is ripe for growth. “We’re always open to new talent, individuals who share our commitment to solution-oriented business.” Brian’s own business is thriving, thanks in large part to his continued dedication to his clients and his industry. “I’m constantly adapting and evolving,” he says. “I love the opportunity to learn and tackle new challenges.” A licensed real estate broker and member of the Orange County Association of REALTORS®, Brian strives to serve as a complete lending resource for his agent partners and consumer clients. Brian Fraser, Sales Manager Greenpath Funding 26800 Aliso Viejo Parkway, #100 Aliso Viejo, CA 92656 Phone: 714-488-2245 BrianF@greenpathfunding.com www.FraserHomeLoans.com NMLS ID 653793

Committed to Success ExecutiveAgent Magazine

WHY are these PWR Members so thrilled?

RED – Rapid Ethics Delivery has arrived! No dealing with unethical agents. No lengthy complaints process. PWR’s new RED (Rapid Ethics Delivery) program takes the burden off of members who are reluctant to file an ethics complaint due to reasons such as lack of proof, insufficient penalties, or just not having enough time. RED doesn’t replace PWR’s existing Professional Standards program, it enhances it by making the process much easier and far less time consuming – providing members with a faster yet still effective resolution of the problem!

PWR Leading the Way. RED is an exclusive PWR benefit and is the first and only REALTOR ® association to offer this innovative and unique expedited ethics program.

Pacific West Association of REALTORS® • www.pwr.net

EXECUTIVEAGENT MAGAZINE

ExecutiveAgent Magazine

By Julie Brown- Ian Wiant Photographer

merican Capital Corporation is one of the largest independent mortgage bankers and brokers in California. Since 1994 they have been working to enhance the home loan experience for people by combining unparalleled service with quality products and competitive pricing. Leading that charge is the company’s top producing branch in Aliso Viejo which is managed by Frank Blakeley and Hajir Nejati. With over two decades of experience in the lending industry, these two are building on the company’s core principles and setting new standards for the industry in the areas of service and technology. “We are forward thinking, innovative and make changes when they are necessary,” shares Frank. “We don’t react to the market, we stay ahead of it.” The mission to change people’s often negative percep-

tion of the lending industry is a personal one for Frank. It’s why he left a career in managing fitness centers to jump feet first into the mortgage business. “People in this business were getting a bad rap and I wanted to help turn that around,” says Frank. “Plus I have always been passionate about helping others and working in lending allows me to do that. Watching someone close on a loan and get into a home is an awesome feeling of accomplishment. While working for a mortgage brokerage company Frank had the chance to meet Hajir and develop a friendship that would later evolve into a business partnership. After moving from Iran to the United States in 2002, Hajir left his career in coastal engineering and stumbled into the mortgage business. “I started as an assistant and worked my way up,” shares Hajir. “I got very passionate about the industry.”

ExecutiveAgent Magazine

Raising The Bar In Lending In 2009 the two opened an American Capital branch in Aliso Viejo. The decision to partner with American Capital was an easy one according to Frank. “They have longevity and a great reputation in the industry,” explains Frank. “They have gone through several market changes but have still grown.” The company also offered them the flexibility to work with various channels through their banking and broker divisions. In only four years, Aliso Viejo has become the top producing branch for American Capital and now includes a staff of 15 people. “Our growth is not tied to our number of people, but to the quality of the people we have,” states Frank. “Having the right people who share in our vision and attitude is important.” Frank and Hajir have worked hard to create a company culture that’s focused on teamwork. The company works with a diverse base of referral partners which includes

Realtors®, bank managers, financial advisors and attorneys. Their teamwork attitude extends to all of their partners and is a big part of their success. “Our partners trust us to work for them and their success matters to us,” shares Hajir. American Capital is also heavily invested in technology and have implemented some online tools that are unique to the Aliso Viejo branch. “People prefer to meet face to face, but in today’s fast moving society they also want information delivered to them quickly and electronically,” explains Frank. The company has a thorough process for delivering information which includes sending clients a customized link to a web page that outlines all of their lending options. They also follow up with a video recorded by a loan officer that walks them through the information. “These tools are helpful because many times all parties involved can’t be in a meeting or on a call, but can still have access to the information they need,” adds Hajir.

Frank Blakeley and Hajir Nejati ExecutiveAgent Magazine

Frank and Hajir’s team are also proud of the service process they have created for their clients. “Other companies may prequalify you and then never talk to you again until you have found a home, but that’s not what we do,” explains Frank. “We are part of the entire process from beginning to end to ensure that it’s completed and runs as smoothly as possible.” That process is referred to as “Platinum Approved” and focuses on making sure that clients are not only pre-qualified but also go through the underwriting process before they shop for a home. Their team also has direct access to underwriters which allows them to be flexible, get answers and come up with creative solutions. “We’re not too big to not understand what people are going through, but not too small to not be able to handle complex situations,” says Hajir. American Capital provides refinancing, home purchase and reverse mortgage services and direct a great deal of their marketing efforts to advertising directly to consumers. They partner with several local radio stations and even have endorsements from talk show host Dennis Prager. “We really provide a value proposition,” shares Frank. “What you expect from your lending experience is what you get.” Part of their service standards include

being transparent. “People want to work with those they trust,” says Hajir. “We earn people’s trust and are transparent throughout the entire process.” While they are already a top performing branch, Frank and Hajir have big plans for the future of their business. They hope to increase their volume by 200% and streamline the tools they have so that everyone has access to them. “We don’t want to be just the top branch or top player,” explains Frank. “We want to be the trendsetter.” The two also hope to continue to provide the level of service they have built their reputation on. “Our goal is to exceed our customers’ expectations,” adds Hajir. “We will get the deal done even if that means being creative and coming up with solutions that work for everyone.”

American Capital Home Loans 65 Enterprise Aliso Viejo, CA 92656 Tel: (949) 330-6610 www.acchomeloan.com NMLS ID 264422

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

Steve Kendrick ExecutiveAgent Magazine

F IRST TEAM® WELCOMES

By Lalaena Gonzalez-Figueroa

is no-nonsense approach to real estate has earned him the respect of clients and colleagues alike, and Steve Kendrick maintains a sense of diligence and purpose in his business. His goal is to consistently provide exceptional customer care, and to maximize results for sellers and buyers.

listings, and that his strategy yields consistent results. The self-proclaimed numbers guy utilizes extensive marketing to maximize exposure and garner buyer interest. “My job is to achieve the highest price possible for my sellers,” he says. “I don’t need to sell a house in one day; I need to find the right buyer and close the transaction.”

Steve was a machinist in his native England before relocating to the United States. His transition into real estate might be attributed, he quips, to a divine appointment. “I was in a store parking lot when a purple Maserati pulled up next to me,” he recalls. “I asked the driver what he did for a living and he said he was in real estate.” Without hesitation, Steve asked for more information. His tenacity made an impression, because the agent encouraged him to earn his license and offered him a job. “I started the process the next day,” Steve says.

Historically, he knows how to make that happen. Steve states that he ranked as the number one listing agent for nine years with First Team, though he adds that his focus has shifted beyond award-winning production volume. “I’ve had the opportunity to put life into perspective, and am not driven by my own numbers,” he reveals. “My business is driven by the desire to do the best job I can for my clients.”

If that meeting was a providential one, then Steve’s ensuing success must be attributed to the commitment with which he has built his business. It took time, he acknowledges, to build the skills and knowledge that would earn him recognition as a top-producing agent. But he dedicated himself to the business with purpose and vision. Today Steve works with buyers and sellers throughout North Orange County and the surrounding regions, specializing as a listing agent in Yorba Linda. His exceptional presentation and negotiation skills, comprehensive market knowledge and results-driven business have facilitated a thriving business.

In order to accomplish this, he recently rejoined First Team after aligning himself with another brokerage. “My business is consistently shaped by the opportunity to utilize the best tools and systems for my sellers,” explains Steve. “First Team is a standout in that the family-owned brokerage offers comprehensive buyer delivery systems, exceptional marketing and advertising, and affiliations with companies like Luxury Portfolio, which features the largest inventory of luxury homes worldwide. As California’s leading real estate agency, First Team allows me to elevate the level of service that I offer my clientele.” Steve looks forward to ongoing success, and to making the difference for his buyers and sellers.

He sells a range of properties, from condos to high-end homes, and Steve notes that he offers every client an unparalleled level of representation. He differentiates himself with his hands-on approach; Steve handles his own business rather than relying on the assistance of an extended team. “It’s not uncommon for agents to meet with their clients once, then hand off a transaction to their assistance or team members,” he observes. “When my clients work with me, they get me from start to finish.” Throughout the experience, ongoing communication solidifies the experience. “My clients can speak to the fact that I’m there for them when they need me. I make the time to meet with them face to face whenever possible, to ensure that we effectively address their concerns, questions and issues.” His personable nature is tempered by a keen sense of business. Steve says that he is aggressive on pricing his

ExecutiveAgent Magazine

Steve Kendrick First Team Real Estate 18180 Yorba Linda Blvd., #510 Yorba Linda, CA 92886 Telephone: 714-624-6440 Kendrick4realestate@yahoo.com www.SteveKendrick.com BRE # 00979463

Focus On Your Primary Aim s we go through life we have many goals we wish to accomplish. Sometimes our wants are so numerous they seem to overwhelm us – we don’t know how to do them all at once. The solution? Focus on our goals one at a time until we accomplish them all.

Carry a list of your goals with you everywhere. Individuals will be on your path, who - when you show them your goals - may be able to help you achieve them. ACTION STEP To see our dreams come true we need to discover the natural talents we were born with. Think about the things that you love to do, things that make you feel like a million bucks, things that you really don’t have to try too hard at to be successful. For example, when I stand in front of an auditorium filled with thousands of people, and speak to them about fulfilling their dreams, my mind and body are filled with energy – so much that I’m practically buzzing all over. When I’m speaking to people I’m so excited I can hardly stand still. Speaking and writing are my right livelihood. I love it and it loves me.

ExecutiveAgent Magazine

Written By Mark Victor Hansen

To discover your strengths, ask yourself a few questions, like: 1. 2. 3. 4.

What are some activities that I excel at without a lot of effort, study or preparation? What do I do well that most people find difficult? What skills do I have that makes people make “wow!” comments and compliments? If I had all the money I could ever spend – meaning money is not a concern – what would I do?

Take this list of activities and on a scale of 1 –10 (10 being what you feel you’re most talented at) rank these activities. Your biggest rewards will come from the activities you’ve ranked 7 and higher. Once you have your top activities – you should have 5 or fewer – choose the one you love to do the most, because that is your primary aim. Over a lifetime, a well-chosen primary aim tends to extend itself into many possibilities. “It matters only that you manifest your genius; it doesn’t matter when. It’s never too late or too early.” - Mark Victor Hansen Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. © 2008, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com. ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

ExecutiveAgent Magazine

By Julie Brown

EXIT Prestige Realty “The Dynamic Real Estate Duo”

elinda Harris was raised in a real estate family, so it was no surprise that when she grew tired of working in the financial industry she was destined to become a Realtor®. Melinda has spent most of her 30-year career as a broker who managed several offices and now owns EXIT Prestige Realty® in Anaheim Hills. Her business partner Jocelyn McCord-Schaedler left a career in accounting for the flexibility and financial opportunities that working in real estate offers. Now the two are sharing their passion for the industry by helping other agents to build successful businesses. “We are people builders,” says Melinda. “We help agents grow their business and it’s so rewarding to watch them succeed and build wealth.”

ture that’s focused on supporting one another and sharing knowledge and resources. “We really like and believe in one another and the business we are in,” adds Jocelyn. “We want everyone to be successful.”

Melinda spent several years as a credit analyst for a Fortune 500 company before realizing that her growth opportunities were limited. “I didn’t like the corporate structure and wanted something that allowed me to be more entrepreneurial,” says Melinda. Her mother was a broker so she was familiar with the real estate industry and knew that it offered her the opportunity to build and manage her own business. She earned her real estate license in 1982 and went to work at her mother’s office. Melinda earned her broker’s license two years later and eventually managed and bought the company from her parents.

Giving back is also a core component of the EXIT Realty mission that Melinda and Jocelyn have embraced. A portion of every transaction from EXIT Realty agents supports national and local non-profit organizations. EXIT Realty has raised over $4 million alone for Habitat for Humanity®. “We encourage agents to be active in the community and causes that are important to them,” says Melinda. “This philosophy really trickles down from the top. To be a leader, you have to participate in the community.”

After selling her real estate company, Melinda managed an EXIT Realty office in 2006 and fell in love with the company’s business model. “It has taken other company’s years to do what EXIT Realty has accomplished in a short time and has made EXIT Realty the fastest growing fullservice real estate franchisor in North America,” explains Melinda. Their business approach, referred to as “Real Estate Reinvented,” is focused on providing agents with residual income through sponsor bonuses that can be converted into a retirement plan. While managing that office, Melinda developed a partnership with Jocelyn. After giving up a career in finance, Jocelyn earned her real estate license in 1985 and has worked for two large brokerage firms before joining EXIT Realty. Buying her first home also helped cement her career in real estate. “I knew with my finance background, I would be very successful in real estate,” says Jocelyn. “I like the flexibility of real estate and the chance to be my own boss. I just figured out what I needed to do and did it.” Last year Melinda and Jocelyn opened their own EXIT Realty franchise. “Our skills really complement one another,” shares Melinda. In a little over a year the two have grown the office to 11 agents and quadrupled their business. They have worked hard to foster a company cul-

The two also place an emphasis on technology and training for their agents. “We never stop learning and are very tech savvy,” says Melinda. EXIT Realty provides a variety of tools for their agents including a digital marketing system that features a website, social media tools, video capabilities and a lead capture program. The two also still do their own transactions which helps them to keep a pulse on the market, technology and what it takes to build and maintain a successful business.

While the duo has big growth plans for the business, they also try to find time to spend with their families. Melinda is a single mother whose daughter is ironically working in their office and represents the third generation of real estate in her family. She enjoys traveling, wine collecting and is an avid hockey fan. Jocelyn is married with three grown step children and enjoys football, skiing, reading and traveling as well. “My ‘Why’ for getting into this business was to support my daughter as a single mother and I did,” shares Melinda. “Anybody with drive can make it in this business if they work hard.” Jocelyn shares that this business allows her to have financial freedom and be of help to her family. “I can’t imagine doing anything else,” adds Jocelyn. “This doesn’t seem like a job to me. I enjoy it and I am having fun.” EXIT® Prestige Realty Melinda Harris, Broker/Owner Jocelyn Schaedler, Owner 155 N. Riverview Dr. Anaheim Hills, CA 92808 Melinda: 949.306.6989 Jocelyn: 714.448.1609 melindaandjocelyn@gmail.com www.ExitPrestigeRealty.com

BRE # 00852827 - BRE # 00895619

ExecutiveAgent Magazine

Ever Faced A Financial Crisis?

could write an entire book about this topic. I have been broke three times in my life, and I can tell you, the view from the bottom of the pile is not very good. Everything in our life is there to help us to learn a valuable lesson. When we fail to learn this lesson, unfortunately we get another opportunity to learn it. And another, and another… if we persist in failing to pay attention to our life teachers. Money is a tool – nothing more – that creative people use for any number of reasons – some worthy and some not so worthy. Money, unfortunately, is the primary measuring stick used today by most people to determine their worth as a person. I have known a lot of wealthy jerks, and I have also had the honor to know many hard-working, decent people who were good friends, parents, spouses and sons or daughters, squeaking by financially week after week, year after year. You are not your money and your money is not you, and I don’t really care what you are doing with it. I have met some very wealthy people who gave a great deal to charity only for the recognition, and I know people who have very little and give a great deal (more than they can afford) to others. Financial crises are valuable tools. They can teach you humility, tolerance, creativity, a valuable work ethic, caution, and any number of worthwhile lessons. So, if you are in the middle of a crisis, don’t whine, blame or feel sorry for yourself – get busy. If you are wealthy and want for nothing, don’t get too cocky – you never know. And besides, no one can buy his way into God’s good graces. Trust me, He doesn’t need your cash or your gifts of charity. He is doing very well, thank you, on His own. Remember that money is a measuring stick for your success and worth, but only if that is how you choose to be measured. Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and bestselling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the bestselling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. © 2008, Tim Conner. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond.com.

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

By Julie Brown

Alexis Kim Fit For Real Estate ExecutiveAgent Magazine

native South Korean, Alexis Kim moved to the United States when she was just a child, but still speaks fluent Korean. After earning a degree in fashion and working in the industry for a brief time she quickly realized that she didn’t have the heart for it. “It’s a cutthroat business,” shares Alexis. “I needed a career that offered more stability, structure and financial opportunities.” After following a friend’s suggestion to pursue the real estate industry, Alexis found what she was looking for and more. She earned her real estate license in 1993 and went to work on the property management side for high-rise office buildings and shopping centers. As a successful residential and commercial agent with Secured Properties, she says the fast-paced real estate world is just her style. “I enjoy the hustle and bustle of real estate and I never have the same day twice,” adds Alexis. Alexis spent more than a decade in property management before transitioning to the agent side. “I wanted to make more than just a salary,” says Alexis. “Plus, having three kids I also wanted more flexibility with my schedule.” She went to work for a Korean brokerage firm where she focused on commercial properties, but also learned the residential side. “The Korean community is very relationship based,” explains Alexis. “If I help someone find a property for their business, they usually want me to work with them to find a home as well.” In 2007 Alexis joined Secured Properties. “I was looking for a smaller boutique firm that was very family oriented,” shares Alexis. “They also offer a great support system for their agents.” Joining the company also gave Alexis the opportunity to grow her business by getting more hands on experience working with developers and investors. Alexis also was able to expand her client base beyond the Korean community, which she estimates is about 60% of her business. Helping people find that perfect property whether it’s for their business or a home is one of the rewards of having a career in real estate according to Alexis. Having

great success on the commercial side has translated to her being able to grow the residential portion of her business. “When you help someone find a commercial property you develop a relationship with them and get to know their lifestyle,” explains Alexis. She estimates that almost 80% of her clients work with her on both the commercial and residential side. Alexis even has a full-time team that helps her with the residential business so she can focus on relationship building. Having experience in both commercial and residential real estate has been a huge advantage not only for her clients, but for Alexis as well. With the market constantly changing she has both areas to rely on for business. While the commercial sector has more financial rewards in terms of greater commissions, Alexis enjoys the personal nature that comes with helping people find a home. “The commercial side is very need based,” says Alexis. “Working with people to find a home is definitely more personal.” Regardless of which area Alexis is working in, she admits that the real estate industry is very demanding and time consuming. “Work is my hobby as I am always available and very hands on with my clients,” shares Alexis. “I’m married to my phone.” Balancing the demands of her job with family has been a constant challenge for Alexis. Raising three kids while building her client base has taught her some very important lessons. “You need to have a great support system and schedule in place so that you don’t miss a beat,” adds Alexis. Alexis Kim Secured Properties 3435 Wilshire Boulevard, Suite 2510 Los Angeles, CA 90010 Tel: (213) 389-5888 AKim@securedproperties.com www.AlexisKimRealEstate.com BRE # 01377398

ExecutiveAgent Magazine

An Office Plan Made Simple anagers ask their agents to have a business plan, but it is amazing to me that managers don’t have really concrete, easy to see plans for their offices. When I started managing an office, I knew what my company expected of me, but I didn’t have anything that was specific in terms of when and what I was going to do. So, I developed an easy plan that worked really well for me. Read on.

Break down your most important duties as a manager by month. That’s it! Simple always works best. Take a sheet of paper and divide it into twelve-month segments. In each month, write down what you want to accomplish that month. Start with your sales meetings. What are the topics you are going to cover in that month and how many are you going to have? Are all of your sales meetings going to be at your office or are you going to plan one or two at a nearby restaurant? Next plan what specific training class or classes you are doing to have during any given month. Some months you might be doing one-on-one’s instead of a general training class. Next write down what incentives or contests you plan for your office. You might plan to give certificates of commendation each month as well as have a farming contest where each person who actually farms gets so many points based on the number of mailings, door knocking, calling in their farms. The agent with the most points after three months wins something like free mailings for the rest of the year, a computer, etc. Next write down the number of recruiting calls and appointments you are going to make that month. When it is written down, it is a commitment and you will do it. Just saying that you are going to make recruiting calls, but not actually having a schedule or a number in mind doesn’t work very well.

Next write down any special office promotions that you plan to conduct such as an open house extravaganza or a special giveaway. If you know when you are going to do this you will know how to budget for it. The last item on your calendar would be the sales volume you believe your office should have for the year, month-by-month. All managers know their own market places and when the majority of the sales are made. This also makes budgeting easier. Having all of this information on one sheet is fantastic! You can gauge how you are doing all year. After a month is over, write in another color ink what the actual results were. You had so much in sales volume and so many recruiting appointments and so many agents join you. You can keep focused on what is important for your office. Concentrating on what brings your office revenue is much more important than just showing up each day. Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. Copyright© 2000-2001, Patti Brotherton. All rights reserved. For additional information about Patti’s presentations and company services, please call the Frog Pond Group at 800.704.FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup. com. Bailey. 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 Patti Brotherton

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

ExecutiveAgent Magazine

By Julie Brown

Janice Konkol Goodbye GPA, Hello MLS hen Janice Konkol enrolled in a college real estate course as an elective, she never guessed it would lead her to a new career path as a Realtor®. After working more than a decade in accounting and as a police dispatcher, Janice went back to school to finish her degree in business. She captured the attention of her real estate teacher who suggested that she would be a great agent. Fast forward 30 years later and that teacher was right. As a top producing agent with First Team Real Estate, Janice is proud of the career she has built and excited for what the future holds. “I love my job as it just fits well with my personality,” shares Janice. “I enjoy working with people and it’s very rewarding to be able to help others.”

Janice enjoyed her job as a police dispather and dedicated many years to it before realizing that she had hit a dead end. “There wasn’t anywhere for me to go or any opportunities for growth,” says Janice. “No matter how hard I worked or how good I was at my job, I would always make the same amount of money as the person sitting next to me.” Janice earned her real estate license in 1981 and started building her business part time while still attending school and working as a dispatcher. After completing two sales in her first two months, she was able to quit school as well as her job to build her business full time. A few months later she joined Century 21 Real Estate which later became First Team and it has been her home ever since. “First Team is what has kept me going all of these years,” explains Janice. “They have the technology, tools and education that helps me stay ahead of the market and the industry trends. It gives me that extra boost I need as well as a competitive edge.” Having survived three market downturns, Janice is used to the ebbs and flows that come with a career in real estate. This last recession was tougher than previous ones because her farming area and client base is centered on an older community. “They had equity in their homes and weren’t going to move,” says Janice. “I had been through several recessions and knew I would survive this one as well. I just had to find new ways of getting business and really step up my game.” One area that Janice has always excelled in is working with sellers. Being a good buyers agent helps me make an easy transition to becoming a dominate sellers agent in my Northwood area and for my past clients and SOI. Some of the reasons why I am a successful top agent at First Team is because I know what buyers want, what they expect and what makes them write offers on homes. I can see a home

through a buyers eyes. With this knowledge, I know how to set the “stage” in the home, how to position the home with marketing and how to price the home and by doing so generate higher prices for my sellers. “Each year 75% of my business is listings. Janice also works with buyers and states, “I’m patient and spend time listening to their needs so I can find what they’re looking for.” In 1981 she partnered with another agent Melody Terry which allowed Janice to focus on working with buyers and take her business to the next level. “We leveraged each other’s strengths and kept one another energized and motivated,” shares Janice. The two had such a great repoire with clients they were known as “The Two Honest Women” and worked together for 18 years until Melody passed away in 1999. Janice continues the legacy by putting an emphasis on client service and satisfaction. In addition to honesty and loyalty, Janice brings other unique skills to her clients. Her background in accounting and personal ownership of several rental properties has helped her to work with investors. She also has great home design skills and even owned a staging company for a few years during the recession until her real estate business picked up. “I’ve always been good at looking at a property and envisioning its potential from a design and investment perspective,” explains Janice. “There is no such thing as the perfect home so you have to be creative in making the space fit your needs.” When she isn’t working on her real estate business, Janice has a passion for international travel. She has visited 70 countries and plans to make it to Antarctica which is the only continent she hasn’t been to. While she admits that her business occupies most of her time, Janice enjoys working hard. “The end of the transaction is very rewarding, especially when you have your client hug and thank you,” shares Janice. “You put up with a lot in the middle, but knowing that the end will be magical makes it all worth it.”

Janice Konkol First Team Real Estate 4040 Barranca Parkway #100 Irvine, CA 92604 Tel: (714) 624-3052 Janice@janicekonkol.com www.JaniceKonkol.com BRE # 00815860

ExecutiveAgent Magazine

Productivity Through Motivation

ave you ever noticed that you never see a mule running in the Kentucky Derby? A stringent task is for a stringent achiever, isnยนt it? What about our level of personal productivity? We need to think about the way we have our minds set on what we want to accomplish in our given period of time on Godยนs green earth. Sometimes we need to erase our barriers and see things in a more positive and vibrant perspective. Whatever we think weยนre going to accomplish is what weยนre usually going to accomplish! Isnยนt that true? Itยนs all a matter of perspective and personal vision. I happen to believe thereยนs a correlation between the commitment we have to a cause and the achievement we experience; between the motivation that we have and the energy that we enjoy. The greater and deeper our level of commitment, the more expendable energy we will have. It will become internalized for us. Have you ever heard about the kamikaze pilot who flew 188 missions? He was busy, but he wasnยนt committed. There are a lot of people who are busy but are not committed. They are simply going through the motions they have developed the habit of going through. In training, I have learned that you donยนt directly motivate another person. Motivation is accomplished through an indirect process. If weยนre going to motivate a customer to buy, if weยนre going to motivate a team member--we donยนt do it directly, we do it indirectly. How do we achieve that? We achieve that by creating an environment and atmosphere around them that will serve as an inducement for them to motivate themselves. All motivation is self-motivation. Donยนt wait on somebody else to motivate you.

In terms of motivation, weยนve got to accept the fact that itยนs an idea, emotion, or need from within us which incites us to act or not to act. Weยนve got to take responsibility and accept the fact that we are accountable for our own productivity. Itยนs not an external thing; we canยนt rely on others; itยนs up to us individually. Thatยนs one of the greatest benefits of living in a free society, but itยนs also your responsibility as a member of that free society, is it not? I would like to suggest to you that today and in the future, you think about the fact that we create and control our own level of motivation. We can be productive to the extent that we arm ourselves with the pertinent skills and motivate ourselves to put forth the effort. If you do that, and do that consistently, I promise you a highly productive future. Don Hutson is one of Americaยนs foremost professional speakers and business trainers. He delivers solutions to companies by developing high performance salespeople with strong customer alliances, by helping managers achieve managerial excellence, and by inspiring customer service with more creative insight. He is past president of the National Speakers Association and has over 5,000 presentations to his credit. Copyrightยฉ 1999, Don Hutson. All rights reserved. For information about Donโ s keynote presentations and training seminars, please contact The Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com.All rights reserved. She is President of Lontos Sales & Motivation, Inc. Her seminars, keynotes, and consulting are customized to your company or association. For information, please contact The Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com.

ExecutiveAgent Magazine

Written by Don Hutson

ExecutiveAgent Magazine

THE TERMITE GUY HAS A LOT OF THANKS TO GIVE!

WE THANK YOU FOR YOUR CONTINUED BUSINESS!

More Control. More Deals. At Eagle Home Mortgage, our world revolves around the relationships weâ&#x20AC;&#x2122;ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process; so as partners, we can make more deals happen.

Four Southern California locations: Torrance

Irvine

Michelle Coolidge

Brett Smith

Branch Manager / Sr. Loan Officer / Certified FHA Underwriter

Branch Manager / Sr. Loan Officer

NMLS #804830

NMLS #176580

Phone: 310.818.1011 mcoolidge@eaglehomemortgage.com www.mcoolidge.com

NMLS #849059

NMLS #483930

Phone: 949.892.2422 bsmith@eaglehomemortgage.com www.eaglehomemortgage.com/brettsmith

San Diego

Riverside

Scott Criss

Karen Virgil

Branch Manager / Sr. Loan Officer

NMLS #839289

NMLS #210975

Phone: 619.929.0102 ScottCriss@eaglehm.com www.eaglehomemortgage.com/scottcriss

NMLS #944511

NMLS #613337

Phone: 951.750.7952 KarenVirgil@eaglehm.com www.eaglehomemortgage.com/karenvirgil

Member of the Lennar Family of Companies

Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.