September 2014 s orange county by Executive Agent Magazine

EXECUTIVEAGENT MAGAZINE

KirstieNystedt Executive Agent of the Month

Inside Features: Martucci Angiano

First Team Real Estate

Ralph Funes

imortgage

Mike LaValle

Keller Williams Realty

Sue Liu

RE/MAX OC East

Let your buyers lock in today’s low rates while they shop for a 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!

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Ryan Grant (949) 705-0582

Julie Day (949) 297-1407

Alan Cipolletti (949) 705-0558

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Marc Bui (949) 705-0587

Eric Cazarez (949) 705-0595

John Davis (949) 705-0576

Cory De Pass (949) 705-0584

Tommy Evans (949) 297-1425

Aaron Hanson (949) 705-0593

Kaarina Jo (949) 705-0560

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Barry Krevoy (949) 297-1424

Nipper Larson (949) 297-1405

Brett McDonell (949) 705-0577

Matthew Miede (949) 705-0573

Lynn Nelson (949) 297-1406

Marty Noronha (949) 297-1403

Matt Switzer (949) 297-1415

Jim Thiel (949) 297-1419

Angilla Wang (949) 705-0604

Maxine Yokota (949) 297-1411

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imortgage Newport Beach - 1301 Dove Street, Suite 101 Newport Beach, CA 92660 | imortgage Laguna Hills - 24442 Avenida de la Carlota, Suite 110, Laguna Hills, CA 92653 | This is not an advertisement to extend consumer credit as defined by section 1026.2 of Regulation Z. 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. 08012014. * 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.

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contents

Southern California’s Publication for the Real Estate Professional

ExecutiveAgent

Magazine

September, 2014 S. Orange County

Cover Story

Editorials

10 - Oscar Gonzales:

Beyond Diversity Training

16 - Gene Griessman: The Power of Words

36 - Mark Hansen:

Creating A Positive Attitude To Achieve Positive Results

ADVERTISERS’ INDEX Eagle Home Mortgage......................39 Evergreen Realty HomeSmart...........8

26 - Jim Rohn:

Greenpath Funding..............................9

06 - Chris Widener:

imortgage HB...................................33

The Two Choices We Face

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

The Challenge To Lead

imortgage.......................................2

i Photography Studio........................25 Kinecta Federal Credit Union............12

Kirstie Nystedt

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

Executive Agent of the Month

The Termite Guy...............................29 Ticor Title Company........................40 Wells Fargo Home Mortgage...........28

04 Martucci Angiano

Ralph Funes

14 Mike LaValle

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 © 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.

Sue Liu

ExecutiveAgent Magazine

E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

Don’t you deserve a winner representing your best interest? Exactly!

Martucci Angiano

his veteran real estate agent believes her clients’ needs come first, so when buyers find a neigh borhood they love in a price point that fits their budget, Martucci truly goes the extra mile to find that perfect home. “If we can’t find one that’s on the market, I put my walking shoes to good use,” she laughs. “I’m not afraid to walk the neighborhood, letting residents know I have a ready and willing buyer. You’d be surprised at how

many transactions I’ve closed using this method.” One memorable client, an executive with American Express, was previewing a vacant home with Martucci when he looked out across the lot and saw an adjacent home with perfect landscaping and his preferred style of architecture. “He said to me, ‘Martucci, if you could find me a house like that, I’d buy it today,’” she says. “So I said, ‘Hold on, I’ll be right back.’”

ExecutiveAgent Magazine

Takes Door-Knocking To A Whole New Level She went to the home, told the owners who she was and what she was doing. The couple was surprised, but receptive. Having recently built another home, they invited Martucci and her client in to talk. Within 30 days they had closed escrow and everyone was happy. That resourcefulness doesn’t just extend to her buyers, however. For more than 20 years, Martucci has been rep resenting luxury properties of distinction throughout the Orange County region, specializing in executive homes, ranch homes, coastal properties and luxury estates as well as 1031 exchange and relocation clients. Today, she uses the experience gained from literally hundreds of transactions to help her clients buy or sell these upscale properties. “When I started out in real estate, I hit the ground running,” she recalls. “I knew then that there were no shortcuts to success and no substitutes for hard work.” Through a finely-tuned, customer-centric philosophy, Martucci has cultivated a thriving repeat and referral client base and has earned multiple awards, including the prestigious Orange County Business Journal’s “Women In Business Award.” But Martucci has always been a bit of an entrepreneur. As a child her favorite game was Monopoly and she got her first taste of sales when she was only 10. “I wanted to sell greeting cards when I was in elemen tary school, but in order to convince my parents to give me permission to invest in these cards and allow me to go door to door, they had a little bit of preparation they wanted me to do.” Before she was allowed to embark on her first sales job, her parents encouraged her to learn about the holidays represented in the cards, and research all of the reasons her product was better than others on the market. She also began offering personalization for her clients, an “addedvalue” over her competitors. Those lessons stayed with her. Martucci co-founded Bodega Chocolates, where for 14 years she headed up the national and international sales and marketing departments. Her business acumen propelled that company to a spot among the world’s most loved chocolate companies – twice earning No. 1 in Bon Appetit’s list of the worlds’ best chocolates and once landing on National Geographic’s list, coming in at No. 2. “We beat out Godiva, which came in at No. 7. Not bad!” she laughs.

Today, Martucci ties all of her experiences into one exceptional package for her customers, creating an expectation of excellence for her buyers, sellers and her fellow agents. “I believe that we do best as Realtors® when we realize we’re in collaboration with each other, rather than in competition,” she states. “The ultimate goal is to achieve the best for our respective clients in a fiduciary manner and with the highest level of integrity. Wholly focused on their interests and complete satisfaction, enabling all parties to walk away in a win-win situation.” As an agent with First Team Real Estate, her attention to detail, work ethic and tenacity have made her one of the top agents at First Team Estates, a division of First Team Real Estate in Laguna Niguel. Martucci believes the company is a perfect match for her way of doing business. “Our local focus and global reach, combined with the comprehensive approach to world-class service and real estate data analysis is unparalleled in the market,” she says. “As the exclusive affiliate of Christy’s International Real Estate in Orange County we are the market leader in luxury properties, which means I provide my clients with a high level of service in this market.” Her high energy and enthusiasm, coupled with her unyielding determination, has elevated her to the highest echelon within the industry. But for Martucci the only accolade that matters is a satisfied client. “My clients know that I care about the industry I’m in,” she says, “and I care about them.” Martucci Angiano First Team Real Estate 34251 Golden Lantern #210 Laguna Niguel, California 92677 Tel: 714-330-7828 Email: Mar2ucci@gmail.com Web: www.Martucci4u.com CalBRE # 01145304

ExecutiveAgent Magazine

The Challenge To Lead

he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life. Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true. Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown. As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their pos sibilities. Be assured that there will be a leader of every group. There will be those who influence others, even if you don’t. There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time. This is the compelling motive for you to rise up and lead the way for others.

Our families depend on it. Our community groups depend on it. Our nations depend on it. People will follow you for two reasons: They follow you because of your characte r, for who you are. They also follow you for your skills, for what you can do. Make it your every effort to impart skillful and honorable leader ship for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit. Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when? Today, more than ever, you are needed. Your strong character is needed. Your finely honed skills are needed. I know you will rise to the challenge. Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind. Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email Susie@ frogpondgroup.com; http://www.frogpondgroup.com.

ExecutiveAgent Magazine

Written By Chris Widener

ExecutiveAgent Magazine

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

call us at 949-753-7888

THE PREMIER PURCHASE LENDER • Purchase focused lending • Turn times unmatched by other lenders • Mortgage solutions to meet your buyers needs Brian Liebman President 949-860-3495

NMLSR ID 519190

Brian Fraser Sales Manager 714-488-2245

Josh Lander Sales Manager 619-602-1587

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• Experienced local professionals who deliver exceptional service

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Doc Spaulding Sales Manager 858-750-9110

David Gaylord Sr. Mortgage Consultant 949-939-6011

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

Margarita Georgieva Sr. Mortgage Consultant 858-699-2396

George Radlick Sr. Mortgage Consultant 760-579-1998

Joel Berman Sr. Mortgage Consultant 619-279-2935

Mark Joplin Sr. Mortgage Consultant 619-368-1294

Jenna Tolman Mortgage Consultant 949-702-0532

Dreama Brown Sr. Mortgage Consultant 619-890-3037

Pat Whitney Sr. Mortgage Consultant 760-427-7676

Greg Wickstrand Sr. Mortgage Consultant 619-471-1708

Tim Fiero Sr. Mortgage Consultant 619-223-4184

Mark Schumann Sr. Mortgage Consultant 8580688-1617

Barry Hill Mortgage Consultant 714-651-5077

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Beyond

Diversity Training

s the profile of our communities and workforces changes, understanding and developing skills for working environments and consumers is becoming more critical to the economic bottom line of organizations. The first step many organizations begin with is Multicultural or Diversity training, to bring awareness to the changing consumer and workplace teams. Interestingly, this is where many initiativ es start and stop, with the assumption that a one-day session is all that is needed to generate more leads and expand the workforce. Successful organizations understand that Multicultural outreach is more than just celebrating differences once a year. An organization must establish a “strategic intent” with strategies and tactics that move beyond awareness and create economic opportunities for the organization. Understanding the Economics The economics of the Multicultural markets is one major oversight that organizations often make when considering the formulation of a Multicultural plan. The buying power among Asians, Hispanics and African-Americans over the next 5 years is expected to grow several hundred percent beyond that of the traditional non-Hispanic consumer. The argument most often made is that Multicultural homebuyers require more time and effort to get to closing. What those rushing to the next transaction fail to realize is that the relational equity built during that extra time will generate more leads and referrals than they can possibly imagine because Multicultural homebuyers are very loyal consumers. Cultivating Top Producers It is no secret that when team s share the same ethics, values, and vision, they succeed as a group. Understanding and appreciating diverse thinkers, languages, and cultures, makes for insight that may create profitable changes to customer segments you may have overlooked.

Stereotyping limits access to top producers and ultimately your consumer audience. People tend to presuppose the capabilities of Multicultural professionals because of their accents or the way they dress. When homebuyers can relate to individuals who share their method of communication or understand their cultural nuances, they gravitate toward that individual. K nown as the “similar-to-me effect,” managers often recruit real estate professionals who are most like them and not one that necessarily relates to the home buying audience. Consider hiring professionals that have those language and cultural skill sets and more importantly, provide them with the necessary tools to serve the Multicultural home buying audience. Creating a Plan As with all business development or marketing programs, a sound strategic plan should be formulated to insure the success of any initiative. Multicultural outreach plans are no different and should be approached with the same tactical formula of establishing a mission, vision, and strategic intent. More importantly, create measurable strategies, tactics, and accountability metrics for those involved in the initiative. Many Multicultural initiatives fail simply from a lack of planning. Sadly, the initiativ e is often left up to someone in marketing who is commissioned with creating collateral material and then hoping that something sticks. Be strategic and tactical and measure your efforts as you would any other initiative but also factor in the language and cultural dynamics that go along with the growing, economically influential Multicultural consumer. Oscar Gonzales, Ph.D. is president of The Gonzales Group, a strategic consulting firm to the real estate industry specializing in the ethnic markets. © 2008, Oscar Gonzales, Ph.D. 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 Oscar Gonzales

ExecutiveAgent Magazine

Look to Kinecta – Standing strong for over 70 years. The mortgage industry has been weathering stormy waters in recent times. Many lenders have significantly reduced their product offerings… some have even abandoned ship. You need a partner that you can count on to stay the course.

Kinecta has been standing strong since 1940 and is one of the nation’s largest credit unions. Our solid financial foundation allows us to provide a full array of mortgages to homebuyers. Ranging from conventional, government, jumbo, and even niche product offerings, Kinecta will give your clients options to help them choose the right mortgage solution.

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

Visit the Kinecta booth at the CA Association of Realtors Expo Anaheim Convention Center, Oct. 7-9 Contact me today! Erik Jenner, Mgr. Mortgage Loan Sales cell: 949.293.1237 • tel: 949.253.5337 Erik.Jenner@kinecta.org • NMLS# 38025 www.kinecta.org/ejenner Not-for-profit | Member-owned | Est. 1940 Terms & conditions subject to change. All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions. 2) 0.750 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 45-day rate lock. 0.625 discount offer applicable to Conforming and Super Conforming fixed-rate mortgages with 30-day rate lock. 14601-05/14

NOW HIRING MORTGAGE LOAN CONSULTANTS throughout Orange County! Offering twice monthly pay, high commission splits, full benefits, expense accounts, marketing support, local processing operations, laptop and mobile phone. We need top salespeople to promote our unique products and join a great team!

Call or email Erik Jenner at 949.253.5337, Erik.Jenner@kinecta.org You can also APPLY NOW at www.kinecta.org or e-mail resumes to ajackson@kinecta.org

The Kinecta Difference: Not-for-profit â&#x20AC;˘ Member-owned â&#x20AC;˘ Over 70 years in Business NMLS (Nationwide Mortgage Licensing System) ID: 407870. Kinecta is an Equal Opportunity Employer.

14018-01/14

E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

Mike LaValle ExecutiveAgent Magazine

Mr. Yorba Linda

ccording to Mike LaValle, the number one thing to remember when it comes to selling real estate is “no fear.”

“You can’t be afraid to take chances,” he says. “I’ve been a broker since 1978 and I still get excited by the pos sibilities when I go on a listing appointment. There’s never a dull day in real estate and that’s what drives me.” That’s a passion that comes naturally for this self-described people person. As one of nine children growing up in Southern California, Mike learned to communicate – and sell – early on. “I love to talk, ” he says with a laugh. “But I also grew up with a sense of healthy competiveness. My brothers and sisters and I were close and we loved to compete, but in a good natured way.” These days, Mike turns those skills into a successful approach to his real estate business. With a strong work ethic and unbeatable market knowledge, Mike handles his clients’ real estate transactions with professionalism, integrity and knowledge. He is consultative, guiding the transaction with a client-centric business model and a pas sion for doing the job right. “I love working with people,” he says “But service is key. Without communication and going the extra mile for your clients, you won’t have clients for life – you might have a client once, but they’ll never refer you to their friends and family members.” But passion, he says, is not enough Mike’s unwavering commitment to his clients and to their needs has always been paramount. As a child, he was a natural seller, often coming in first in school contests. His first job was selling St. Paul’s chocolate door to door. So when he decided to get his real estate license, he assumed it would be easy. But in 1978, professional sales training for new agents was almost unheard of. With his signature sense of humor, and a large brood of his own, Mike says what motivated him was the fear of returning home empty handed. “I had a family to feed and was blessed with five children,” he says. “Every day I woke up and said, ‘How am I going to pay these bills?’” Turning serious, he adds, “In actuality, I loved real estate then and I love it now. I didn’t want to have to do something else, because real estate isn’t work to me, it’s my life.” So Mike pieced together his own training. By utilizing systems he learned from Mike Ferry’s seminars and by reading Tony Robbins’ “Awaken the Giant,” he began to make strides. Within two years, he had built a momentum that allowed him to stay in the industry he loved and earn a comfortable living.

Today Mike is a proactive agent who goes the extra mile for his clients . Though he’s built an impressive base of repeat and referral clients, he continues to knock on doors and hold open houses. He keeps in touch with his growing client base and is always available to help – even long after the transaction is closed. Additionally, Mike’s knowledge of the area real estate climate and his customized marketing help him garner top dollar for his clients’ listings. He also has a strong back ground in real estate taxation issues, helping him serve clients with 1031 exchanges and short sales. “But the most important thing,” he says, “is that I take the time to listen, I always tell the truth and I’m not afraid to do the unexpected for my clients. Finding out what my clients want and need is crucial to helping them meet their goals.” This work ethic has helped establish Mike as a Yorba Linda favorite. He also believes that partnering with Keller Williams is a key to his success. “Here, everyone works together like a big family,” Mike acknowledges. “Even with more than 500 agents in our Yorba Linda office, it’s a very supportive environment. Keller Williams is one of the most respected names in the industry and has more than a million agents. With systems and tools in place, they’re well-equipped to help their agents and our clients.” Though the industry has changed since Mike got his license in 1978, his intrepid attitude and dedication to his clients has kept him at the forefront of the regional market. And he must have done something right – three of his five children are now considering real estate careers of thei r own. “David, Mike and Kevin are all new licensees,” says Mike. “I’d love to have them share in the success that I’ve experienced as a Realtor® and build this team together!” Mike LaValle Keller Williams Realty 19631 Yorba Linda Blvd. Yorba Linda, CA 92886 Tel: 714-264-4645 Email: mryorba@aol.com Web: www.mryorbalinda.com CalBRE # 01866548

ExecutiveAgent Magazine

ome years ago I wrote this Lincoln soliloquy for the training film “Lincoln On Communication” and subsequently incorporated it into my one-man play “The Wit and Wisdom of Abraham Lincoln.” It is included in Chapter 19 of Licoln speaks to leaders. “Words have been used to encourage and praise me. Words have been used to mock, attack, and wound me. But I have never lost faith in their power or their durability. Words can reveal thoughts, conceal pain, paint dreams, correct errors, and pass along dearly bought lessons to the latest generation. Words can transport knowledge from the past, interpret the present, and speak to the future. Words can erect walls between people, or build bridges. Words can inflame passions or cool them, stir up the worst or find the best, pull down or build up, tarnish or cleanse, wound or heal. The ability to use words can endear you to your fellows, win them to your side, and help you to rise to heights you may now only dream of. That happened to my father’s son.

Pursuing the mastery of words is worth the time, the money, and all the energy you can muster. What you invest will be repaid with interest compounded. Build up your knowledge so that your words will be true. Nurture your spirit so that your words will be true, kind, and wise. The world may little note nor long remember what you say here. And yet it may. For words, once released, take on a life of their own, and find lodging in places and hearts you may never know. And after many days, those words may return to haunt you, or to bless you. Think carefully before you let them go. Gene Griessman, Ph.D. is a professional speaker and Lincoln portrayer. He is author of The Words Lincoln Lived By and co-author of Lincoln Speaks To Leaders: 20 Powerful Lessons From America’s 16th President, with Pat Williams and Peggy Matthews Rose. © 2009, Gene Griessman, Ph.D. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com; http://www.FrogPond.com.

The Power Of Words 16

ExecutiveAgent Magazine

Written By Gene Griessman

ExecutiveAgent Magazine

EXECUTIVEAGENT EXECUTIVE A GENT Nomination Form Nomination Form

MAGAZINE TM

MAGAZINE

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

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

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

Cover Story

KirstieNystedt Executive Agent of the Month

ExecutiveAgent Magazine

KirstieNystedt K

Written by Shannon Hartsoe - Ian Wiant Photographer

irstie Nystedt understands that buying or selling a home can be an emotional time for her clients. That’s why she believes in being there 100 percent -- no drama allowed. “This can be a difficult time, even in the best of circumstances,” she says. “Clients deserve to work with an agent who is positive, and sees the glass half full rather than half empty.”

stay-at-home mom to her two young sons. While she was mulling over options to allow her to go back to work while still providing the one-on-one time she craved with her children, she and her husband made the move to Orange County. There, Kirstie was impressed with the level of service the family received from the agent who helped them buy their home.

Her perennially upbeat personality and her steadfast refusal to allow challenges to interrupt her clients’ dreams, as well as her innovative marketing techniques, have made her one of the most successful agents at Keller Williams Realty in Mission Viejo. So successful is Kirstie’s real estate business that she makes it look as though she’s been in real estate all her life. It’s hard to believe that just six years ago Kirstie was a full-time

“I thought it looked fun and like something I could do on a part-time basis,” she laughs. “I was wrong about the part-time part, but right about the fun. These days I can’t imagine doing anything else. Real estate has given me the ability to be with my family when I need to be, and still create a dynamic career I love. In real estate, I want to be available to my clients at all times, but I’m fortunate to be able to juggle it all.”

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At the time of their move, the Orange County market, like most of the country, was saturated with short sales and foreclosure properties. Kirstie dove headlong into learning everything she could and immediately experienced success. “The key was in learning how to adapt to what my clients needed,” she recalls. “And by constantly changing and learning, I’ve been able to grow my business year after year.” A Business Background Kirstie is no stranger to the business world. Her professional background i ncludes working for Ne xtel Communications, Experian and Ford Motor Credit. She earned a master’s degree in business administration from Pepperdine University. “I’ve always had a head for business,” she says. “But I never thought of myself as a salesperson. I really liked the stability of a steady paycheck.” Once she started in real estate, Kirstie quickly realized she had found her passion. But she still doesn’t see her -

self as a salesperson. Rather, Kirstie believes in simply doing the best job she can for her buyers and sellers. Her in-depth consultations for both help her clients articulate their goals and put a plan of action in place. “Buying a new home can be a bit overwhelming,” she acknowl edges. “I like to sit down with my clients and help them understand the process and get an idea of exactly what they’re looking for. That way, I don’t waste their time showing them properties they’re not interested in. I also work closely with my sellers to educate them on market conditions and appropriate pricing so that we come up with a price that is likely to generate the most interest and allow them the most profit possible.” “This is a very rewarding business,” she adds. “I love helping my clients, whether it’s a first-time homebuyer or an investor or someone looking to realize the next stage of their life by moving up or downsizing. I never had this kind of satisfaction with any other job, sitting behind a desk all day. In real estate, I’m kind of the CEO of my own company and it’s given me a different perspective on life.”

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NystedtGroup Choosing Keller Williams proved to be fortuitous for Kirstie. She had interviewed with a handful of other com panies before meeting with the broker of Keller Williams . At the urging of her father, who is also a successful Realtor®, she chose this company over all the others. With training programs and a full roster of support systems and agent protocols to follow, Kirstie didn’t have to reinvent the wheel. Instead, she was able to focus on serving her clients and learning the ropes in the real estate industry. Her business flourished as she worked alongside encouraging and supportive seasoned real estate agents. Today she’s frequently one of the top-selling agents in an office of 400 real estate professionals, often outperforming teams and more seasoned agents. “One of the best things about this company is the level of support,” she observes. “One of the first things I noticed

was that everyone was genuinely eager to help, and that’s important in any business.” Traditional and Nontraditional Sales Methods Though Kirstie employs a wide variety of marketing methods such as holding open houses and cold-calling, her approach is more advanced than some other agents in the area. For instance, by utilizing new technology, her business has an international reach. One recent client went on vacation in Germany, leaving their listing in Kirstie’s capable hands. Once an offer had been received, Kirstie was able to utilize Apple’s FaceTime technology to facilitate an agreement and get documents signed elec tronically. “All the sellers had to do when they got back was pack and find a new home,” she says with a laugh. “Using technology is an amazing way to reach clients no matter where they are.”

ExecutiveAgent Magazine

Her listings are featured on all the top real estate web sites, and are assigned a single property website designed to generate traffic and increase exposure. Kirstie hosts frequent broker previews and holds special open houses for friends and neighbors. “Your friends and neighbors know people who are looking for a home,” she says. “By hosting a special preview one hour before the house is open to the general public, they get to see the house up close and personal. They remember the home and take the information to their friends. It’s been very successful in generating leads for me.”

It’s that attitude that has her business growing at a consistent pace, and her already impressive repeat and referral clients is expanding. Today, about 50 percent of her business is repeat and the other half are new buyers or sellers who usually have found her through her internet marketing.

In her spare time, Kirstie is living the life she always envisioned – her thriving real estate practice allows her to balance both home and professional life. “We love just hanging out as a family,” she says. “Both my parents and my husband’s parents live nearby, so we spend time with Motivated and driven, Kirstie is also an active volunteer, them. I also helped my sister-in-law’s family purchase a working with both the PTA at her sons’ school and on the vacation home in Big Bear. They renovated it and turned board of her community HOA. it into a fabulous place, so whenever we get the chance, we’re there together.” “It’s in my make-up to want to help people,” she says. “And volunteering just gives me one more avenue in “Every day is a gift, and I wake up grateful that I get to which to do that. I approach my life, and my business, do what I love while helping other people. Living a bal from a place of gratitude and I want people around me to anced life is what drives me.” be able to trust that I have their best interests at heart.” ExecutiveAgent Magazine

Kirstie Nystedt

Keller Williams Realty 27101 Puerta Real, Ste. 150 Mission Viejo, CA 92691 Tel: 949-444-4156 Kirstie@nystedtgroup.com CalBRE # 01863206

ExecutiveAgent Magazine

The Two Choices We Face

ach of us has two distinct choices to make about what we will do with our lives. The first choice we can make is to be less than we have the capacity to be. To earn less. To have less. To read less and think less. To try less and discipline ourselves less. These are the choices that lead to an empty life. These are the choices that, once made, lead to a life of constant apprehension instead of a life of wondrous anticipation.

And the second choice? To do it all! To become all that we can possibly be. To read every book that we possibly can. To earn as much as we possibly can. To give and share as much as we possibly can. To strive and produce and accomplish as much as we possibly can. All of us have the choice. To do or not to do. To be or not to be. To be all or to be less or to be nothing at all. Like the tree, it would be a worthy challenge for us all to stretch upward and outward to the full measure of our capabilities. Why not do all that we can, every moment that we can, the best that we can, for as long as we can? Our ultimate life objective should be to create as much as our talent and ability and desire will permit. To settle for doing less than we could do is to fail in this worthiest of undertakings. Results are the best measurement of human progress. Not conversation. Not explanation. Not justification. Results! And if our results are less than our potential suggests that they should be, then we must strive to become more today than we were the day before. The greatest rewards are always reserved for those who bring great value to them selves and the world around them as a result of who and what they have become. Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! CopyrightÂŠ 2001, Jim Rohn International. All rights reserved worldwide. For information about Jimâ&#x20AC;&#x2122;s keynote presentations and seminars, please contact the Frog Pond Group at 800-704FROG (3764) or email Susie@frogpondgroup.com; http:// www.frogpondgroup.com.

Written by Jim Rohn 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

E XECUTIVE AGENT MAGAZINE

Written by Shannon Hartsoe

Sue Hwa Liu ExecutiveAgent Magazine

RE/MAX OC East

hen Sue Hwa Liu’s husband Tony needed an assistant to help him with his thriving real estate business, he knew he wanted someone who shared his integrity, passion and commitment to his clients. He didn’t have to look far. “I didn’t see myself as a salesperson at first,” says Sue, “but he encouraged me to get my license and once I got into it I knew there was no going back. I loved it immedi ately.” Not that it was entirely foreign to her. In fact, the couple had originally entered the real estate industry as investors. After buying and selling several of their own properties, Tony decided to get his license to help the family understand more about the process. Shortly after, he went to work in real estate full-time. “It was a very exciting time for us, and because of our own background in investing, we found that we were able to help give others the kind of customer service they needed to successfully navigate the world of real estate,” Sue states. “In real estate, integrity is key. A good real estate agent must always be honest with their clients and with themselves.” The combination of handling their personal investments and watching Tony build a solid resell clientele proved to be the perfect catalyst for Sue’s own success. Within months of obtaining her real estate license, Sue was attracting clients at an astonishing rate. “Once I stepped into the real estate field, I knew this is what I was meant to do,” she says. “I love meeting all kinds of people and helping them with their real estate needs. It’s very fulfilling to know that I’ve done my best for someone, whether they’re looking to buy or sell.” Sue and Tony worked side by side at their own inde pendent brokerage for several years before Sue decided she wanted the backing of a larger company. Today as a broker/owner of RE/MAX Orange County East, Sue continues to serve her clients while helping her agents grow and learn. “RE/MAX means professionalism, for my buyers, sellers and for my agents,” she says. “You can not be successful if you are not sure of what you are doing and of course you need to love what you are doing. I love this job and I think I will not retire as long as I can work. The sky is the limit for this job,” she says. “However, to stay at the top of the industry and to do the best job you can for your clients, agents must always be learning and growing. That’s one of the best things about being with RE/MAX – they have the tools to help Realtors® keep ahead of all of the changes in the business.”

Sue brings a sense of professionalism and integrity to each and every transaction, something she says she learned early in life. “My father was a successful busi nessman. I will never forget what he told me. He said, ‘no matter what you do you need to remember one thing. You have to be honest to your clients.’ I believe that’s where my philosophy of customer service is rooted. He was one of my earliest mentors and his advice still rings true to this day.” Today, that means helping her clients understand every aspect of the transaction and helping them reach their goals. She maintains close contact with her clients at all times and is always available to them no matter the time of day. “It’s important to thoroughly protect your clients’ best interests,” she says. “There are so many details that need to be addressed in each deal. Buying or selling property is usually one of the largest investments of my clients’ lives and I respect the enormous responsibility to handle that for them with the utmost in professionalism.” In return, Sue’s clients turn to her again and again for all of their real estate needs and she prides herself on being a “Realtor® for life.” “It’s an honor to earn repeat and referral business because I always strive to go the extra mile for my cli ents,” she states. “When they come back or they refer me to their friends and family members, it means that they have put their trust in me. At the end of the day, it’s not about the commission – it’s about earning and keeping that trust. My favorite author, Miguel Ruiz, says that every human is an artist and the dream of your life is to make beautiful art. Selling real estate may not be art like painting or sculpting, but it’s helping to make someone’s life more beautiful in a meaningful way, and that’s something I’ll never get tired of.” Sue Hwa Liu RE/MAX OC East 17561 E. 17th St. Tustin, CA 92780 Tel: 714-832-2000 - 714-335-4608 Email: Sueliu@remax.net www.orangecountyeast.california.remax.com CalBRE # 01036970

ExecutiveAgent Magazine

COMING SOON

A powerful housing market research tool to help you win more business! A FREE Members-Only Benefit from the Pacific West Association of REALTORS®

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

I’ve made a move . . . . . . that’s right, a move to imortgage! imortgage is a direct lender with more than a decade of stability and proven expertise. Our programs are tailored to meet the unique needs of homebuyers. My unwavering commitment to providing responsive customer service will, of course, remain the same. With the dynamic resources that imortgage has to offer, I look forward to being of assistance to you in the future. As always, thank you for your business and continued referrals.

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

Take advantage of my new resources at imortgage! Traci Stier Loan Consultant (714) 369-4887 traci.stier@imortgage.com NMLS ID 453506

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. 08012014.

E XECUTIVE AGENT MAGAZINE

Written by Steven McReynolds

Ralph Funes ExecutiveAgent Magazine

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

here are many ways to help people make their lives better. When it comes to finances, rarely does anyone’s commitment and responsibility exceed that of a mortgage. Thankfully, property buyers and sellers in and around Huntington Beach have Ralph Funes to help them make wise decisions when buying property. This self-described lover of people with a “gift for gab” works as a loan consultant with imortgage in Huntington Beach. But ‘works’ may not be the best description for what Ralph provides to his clients. Service is more appropriate. “I had spent the early part of my career working high-end retail and enjoyed the client/customer interaction, but felt there was more out there for me,” Ralph says. “So when I was introduced to the mortgage industry in 2003 I instantly felt it was a fit and was able to marry my passion for people and my budding interest at the time for banking and business. It was serendipitous, really.” Like his retail experience, a desire to help people find things that make them happy drives Ralph. Whether it was a suit or a handbag in his retail days, or finding the perfect financing for a new home, Ralph says he’s always known that customer service would be at the core of his career. For Ralph, people who come into his office aren’t common nouns, like mere clients or files. They’re individuals with needs he wants to meet. “I get to know my clients on a more personal level and let them know that I do care. I try to bring a humanistic quality to my work and guess it’s fair to say that my philosophy on customer service is to treat these people as more than another application or file, but people who are coming to me and relying on me to make some of the biggest dreams a reality.” His clients also benefit from imortgage, he says, noting that the company exceeds customer satisfaction 92% of the time and offers a wide-range of products and options. Surviving the Downturn His success as a mortgage lender has not come easy, Ralph notes. He started his career working at Lending Tree when the industry was thrivin g. Then the economy tanked and Ralph found himself without a job. But despite that setback, deep down he knew mortgage lending was the career meant for him. “I walked away feeling that perhaps I should explore other avenues, but everything led me back to the industry. Finally, I surrendered,” he says.

part because he maintained many connections he made throughout his career. “If I could offer anyone in this industry any advice, I would say that even when the market is down, maintain your network. It’s your best tool!” He’s also learned that it’s importan t to adapt to changes within the industry. Trends, regulations, the economy – all are fluid. The speed at which such things can change was a big surprise to Ralph early in his career. Compliance rules have changed quite a bit from his early lending days. What worked then, doesn’t work now. So Ralph continues to educate himself not only on new policies, but he finds new ways to create a positive experience for both his clients and himself. He also attends multiple training sessions and seminars throughout the year. Maintaining a flexible, welcoming attitude has also helped Ralph stay on top. “Things change from one day to the next and I certainly did not anticipate that coming in,” he recalls. “However, I’m fascinated by it and truly do enjoy the fast-paced nature. I’ve also been surprised by the warm relationships that lie beyond the transaction and have obtained many lifelong friendships since joining the industry and I’m very grateful for that.” The Importance of a Team He’s also grateful for his mentor, imortgage branch manager John Wellsandt, who hired Ralph when he worked at Wells Fargo then asked Ralph to join him as an early team member at the Huntington Beach office of imortgage. Ralph is also quick to praise team members Mike Joseph and Rubin Quintero, whom he calls “some of the best in the business.” After more than a decade of highs and lows as a mortgage lender, Ralph’s advice for others in the industry is simple. “Have the unwavering desire to stay ahead of industry and marketing trends,” he says, adding: “Have a lot of drive and determination -- something that no degree can offer.” Ralph Funes imortgage 7755 Center Ave., Ste. 1200 Huntington Beach, CA 92647 Tel: 714-606-9600 Email: Ralph.Funes@imortgage.com Web: www.imortgage.com/ralph.funes NMLS ID 302859

Good thing he did not give up. The industry began to pick up again and so did Ralph’s career. That’s due in ExecutiveAgent Magazine

Creating A Positive Attitude To Achieve Positive Results

he grandfather of a friend of mine always said, “Can’t gets nothin’ done.” And boy, was he right. Basically, he was saying that if you say you can’t do something then you can’t. What you think determines your level of success. If you think you can’t do something – you’re right! If you think you can do something, then anything is possible – you’re right! It all depends on your attitude. Attitude will lift you up or shut you down. Nothing can stand in the way of the person with a positive attitude. Nothing can stand in the way of the person with a negative attitude. Attitude is the number one reason individuals succeed or fail. So, to guarantee success, to make sure you get everything you want and deserve in life, check your attitude. Your attitude determines the state of world you live in. It is the foundation for every success and every failure you have had and will have. Your attitude will make you or break you. Attitude creates the way you feel about people and situations. Your actions are a result of your attitude, which, in turn, creates a reaction from others. So, basically, what you think . . . you get. It is your attitude toward others and the Universe that determines the resultant attitude toward you. Incorporate a positive, joyful attitude and you’ll have positive, joyful results. Put out a bad, negative attitude and you’ve failed before you begin. I know it sounds simple, but the truth is….it IS simple! Where Do Negative Attitudes Come From In The First Place? Negative attitudes come from thinking negative thoughts over and over until they have become a part of your subconscious – they’ve become habitual, a part of your personality. You may not even realize you have a negative attitude because it’s been with you for so long. Once you have a bad attitude, you expect failure and disaster. This expectation turns you into a strong magnet for failure and disaster. Then it becomes a viscous circle. You expect the worst - you get the worst - your negative

beliefs are reinforced – you expect the worst – you get … . . . Got the picture? So, How Do We Shift Our Thoughts And Create A Positive Attitude? It takes work, but creating anything of value takes work. In order to have a new attitude we have to change our subconscious thinking. How do we do this? By analyzing every thought we have until positive thinking becomes habit. You’re merely replacing an old habit with a healthy habit, much like replacing exercise for smoking. You can’t just stop being negative – you have to replace those negative thoughts with positive ones. Some people would say, “But negative situations are a reality. They just show up in every day life.” This is absolutely not true. Situations are a reality, yes. They do show up. It is your ATTITUDE that makes a situation positive or negative. It’s time for you to realize that YOU are in control of how you think and feel – no one else on earth has this power unless you give it away. Take control of your attitude, and you take control of your results. “Your state of mind creates the state of your results.” In closing this week, I’d like to offer an exercise that I’d like you to complete in the week ahead: Think about specific problems you have had in the past. Maybe you were fired from a job. Maybe someone you loved ended your relationship. Perhaps a co-worker took credit for your work. Or you had a flat tire on the way to an important meeting. How did you react to these perceived problems? Did you control these situations or did you allow your perception of the situation dominate you? I use the word “perception,” because that’s what problems are – they are simply situations that you

ExecutiveAgent Magazine

Written By Mark Hansen

perceive as being difficult. But situations are neither bad nor good, they just are. YOU are the catalyst that turns a situation into a negative or a positive experience. You are the one who is in control of your own perceptions. You, no one else, is responsible for how you respond. Life is not predictable and most people immediately create a negative situation when thrown a Universal curve ball. As an exercise, the next time a situation occurs in your office or home – step back, stay calm, stay quiet, and stay in control of your emotions. Watch how those around you allow their negative attitudes to control a situation that could have just as easily been positive. Then while others are running around, talking about how bad things are – come up with a positive solution. Smile and tell them how pleased you are that you have this opportunity to be in this situation. Of course, they’ll probably think you’re a little crazy, but that positive, can-do attitude will be contagious. You’ll see how

quickly the negative energy shifts when treat a situation in a positive manner. Creating a positive mental attitude takes exercise. It’s all about realizing that situations are going to arise and you have two choices – you can either join the masses and choose the old, negative, self-defeating way of thinking; or you can meet situations head on and see them as opportunities to flex your positive mental muscles. Mark Victor Hansen, “that Chicken Soup for the Soul guy®”, inspires NEW VISION that generates innovation, productivity and profitability. markvictorhansen.com. Copyright© 2005, Mark Victor Hansen. All rights reserved. For information about Mark’s Keynote Presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond.com; http://www.frogpond.com.

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

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

OUR HISTORY

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

today

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

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

Jan 2010

5.41%

April 2014

9.11%

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

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

Adam Cleary

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

Rick Bashore

Executive Vice President County Manager Rbashore@TicorTitle.com 714.289.3313

Judy Jimenez

Vice President Escrow Operations Manager JJimenez@TicorTitle.com 714.289.3325

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

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