EXECUTIVEAGENT MAGAZINE
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CINDY HANSON Executive Agent of the Month
I NSIDE F EATURES: KEVIN DOVERSPIKE RE/MAX Premier Realty ..................................
RYAN GRANT imortgage
..................................
DAVID GUARINO First Team Real Estate ..................................
LANDON MILLER Harcourts Prime Properties ..................................
SIDONI & ARRIOLA Keller Williams Realty ..................................
SEBASTIAN STOFENMACHER Edgestone 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 looking for a home? Not only would they enjoy immediate peace of mind, they’d also be able to maintain critical focus on the task at hand: Finding Their Dream Home!
Introducing the Lock-N-Shop program from imortgage… ● Lock a low-interest rate today while continuing to shop for a home ● 120 and 150-day locks available ● An accepted home-purchase contract is not necessary ● If rates drop, use a one-time float-down feature to get an even lower rate!
Call imortgage today!
(949) 705-0555
John J. Reed (949) 705-0555
Ryan Grant (949) 705-0582
Alan Cipolletti (949) 705-0558
Edna Austin (949) 705-0543
NMLS ID 869516 Branch Manager
NMLS ID 118767 Sales Manager
NMLS ID 653005 Sales Manager
NMLS ID 283761
Chris Black (949) 705-0567
Marc Bui (949) 705-0587
Chip Collins (949) 705-0581
John Davis (949) 705-0576
Cory De Pass (949) 705-0584
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 275073
NMLS ID 273037
NMLS ID 380219
NMLS ID 303085
NMLS ID 978184
NMLS ID 470783
NMLS ID 341251
NMLS ID 653022
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. 06/2013. Equal Housing Opportunity.
NMLS ID 259274
NMLS ID 392977
NMLS ID 382768
NMLS ID 223268
contents
Southern California’s Publication for the Real Estate Professional
ExecutiveAgent
Magazine
JULY, 2013
VOL. 5 NO. 53
Cover Story
Editorials
28 - Craig Harrison:
Go Google Yourself! How Are You Known In The Marketplace?
16 - Mark Hunter:
Quit Being A Salesperson
ADVERTISERS’ INDEX Citiwide Home Loans.......................35
38 - Walter Sanford:
So Many Different Business Plans, Which Do You Choose?
Eagle Home Mortgage.......................43 Evergreen Realty...............................19 imortgage.................................2
32 - Richard Weylman: 5
Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 366-3349 Fax: (949) 266-8757 info@executiveagentmag.com www.ExecutiveAgentMag.com
Executive Briefing
i Photography Studio................11 & 27 Kinecta Federal Credit Union...........13
Cindy Hanson
Prominent Escrow...........................12
Executive Agent of the Month
PWAOR......................................22 Realty ONE Group............................44 The Termite Guy................................42 Ticor Title Company..........................34
20 Kevin Doverspike RE/MAX Premier Realty
23
14 David Guarino First Team Real Estate
Ryan Grant imortgage
36
30
Landon Miller Harcourts Prime Properties
Sidoni & Arriola Keller Williams Realty
40 Sebastian Stofenmacher Edgestone Real Estate
ExecutiveAgent Magazine
Wells Fargo Home Mortgage...........18
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.
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Nominate a fellow REALTOR速 to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.
I Nominate: Name:___________________________________ Company:________________________________ Address:_________________________________ _________________________________________ City/State/Zip:____________________________ _________________________________________ Phone:___________________________________ Email:___________________________________ Submitted By: Name:___________________________________ Fax/Email nomination to: Executive Agent Magazine Fax: 949.266.8757 Email: FArrias45@gmail.com
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Cover Story
CINDY HANSON Executive Agent of the Month
ExecutiveAgent Magazine
C INDY H ANSON Luxury Home Specialist By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer
W
ith unwavering focus and laser sharp determination, Cindy Hanson has proven that strength and grace go hand in hand. An intelligent and diligent professional she consistently meets challenges head-on, never losing sight of her end goal and working tirelessly to achieve it. She is creative, well-spoken and
humble, an accomplished agent who places the needs of her clients at the forefront of her actions. Cindy displayed tenacity and dedication at an early age: studying the piano at four years old, she applied an uncanny sense of discipline and tenacity to her daily practice. She was gifted, and was soon competing and performing on a regular basis. In her early teens it became evident to her parents that her homeland of Taiwan didn’t offer the scope of opportunities that would allow her to blossom into her musical potential, so Cindy’s parents made the brave decision to send her and her younger brother to live in New York while they remained at home. “That was tough,” acknowledges Cindy, who at 16 was living alone in a new country, raising her younger brother. The duo had family nearby, but lived alone in a modest condo in the city. Though they arrived in the U.S. with limited English, Cindy and her brother dedicated themselves to their studies. Cindy was awarded a scholarship to Juilliard and went on to earn a Bachelor of Piano Performance from the prestigious Manhattan School of Music. She furthered her studies at the University of Southern California, earning a Master of Music Education as a two-time recipient of the Dean’s Scholarship. Cindy was teaching elementary school music when she was introduced to real estate by a friend who encouraged her to read Rich Dad, Poor Dad. The book, which advocates financial independence through real estate, entrepreneurship and investing, made an indelible impact. “It changed my life, my whole point of view,” recalls Cindy. “I began to pursue education and to acquire investment properties.” As a hands-on investor she became the go-to resource for friends and colleagues, who appreciated her knowledge and information. “I realized that, instead of offering advice to people on how to interview other agents, I had the skills and passion to help them myself,” Cindy says. She earned her license in 2007 and launched her career with her signature work ethic and determination.
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Fiona Tang (Marketing Strategist), Cindy and Douglas Hanson Her first year in the industry was a challenging one; the market had shifted and conditions were worsening. She persevered despite the obstacles, maintaining a focus on her goal. “I attended classes, held open houses and built the skills I needed to succeed,” recalls Cindy. “I knew I had made the right move.” Her business grew consistently, and has continued to increase. With each year, she says, she achieves new levels of production. “It’s a lot of work, but I really enjoy this,” Cindy enthuses. She is naturally oriented to seek out solutions to challenges, and this proactive sense of optimism is a foundational component of Cindy’s success. Her aim is to assist clients, to understand their unique wants and needs and to establish plans of action designed to achieve their distinct goals. Her professionalism is tempered by an easy demeanor; she relates well to a range of individuals and adapts her approach and communication style to match their preferences. “It’s about respecting and valuing others,” Cindy explains. “When you truly understand what is driving people, you’re better able to identify the best ways to help them.”
Cindy, who specializes in luxury homes in Irvine and Orange County, is well-versed in a range of markets and transactions. She works with a diverse clientele spanning all stages of the real estate spectrum, from first-time buyers to international investors. Her solid communication skills, exceptional customer service and business acumen contribute to her professional success. Her commitment to ongoing education is reflected in an array of industry designations: Cindy is a certified member of CLHMSCertified Luxury Home Marketing Specialist and of KW Luxury Home Division, and has pursued accreditation as a Certified Distressed Property Expert (CDPE) and Accredited Buyer’s Representative (ABR), she is also an active member within her professional associations as well as Business Network International. As a former educator, Cindy adheres to the philosophy that knowledge is power; by providing her clients with the information and resources they need to make the right decisions, she reinforces the trust that they place in her abilities. “I believe in the value of consulting with others,” she explains. “My clients are intelligent, competent. I’m here to facilitate an experience that is as smooth as possible, and that guides them to their short- and long-term goals.”
ExecutiveAgent Magazine
Fluent in Mandarin and English, Cindy has tapped into an international clientele that hails from China, Taiwan, Canada, Singapore, India, Korea and England. Her local knowledge and experience allows her to represent clients throughout Orange County with confidence and clarity; she is wellconnected within the real estate community and continues to expand her collegial network. “There are times, particularly within the high-end and luxury home community, that buyers and sellers want a more private transaction,” she explains. Creative marketing through peer-based channels may be the ideal opportunity for those individuals for whom the traditional sales and purchase process is not an option, and Cindy has established the industry relationships necessary to facilitate these unique types of transactions. Her professional dedication is unwavering, yet Cindy finds time to pursue outside interests. She continues to perform on the piano, playing weekly in church services at the University United Methodist Church. “Music will always be in my life,” she smiles. “It’s a part of me.” Cindy also enjoys spending time with her husband, whose loving support she credits for much of her professional success. “I have a great family life, which gives me tremendous peace of mind,” she explains. “This allows me to better focus on the issues impacting my clients.” If her life was a musical score, the workin-progress would undoubtedly be a complex melody, subtle yet strong, a harmonious mélange of complimentary notes and chords that would inspire a sense of well-being and joy. This is the heart of Cindy Hanson, a professional whose positivity is uplifting and inspiring.
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Cindy Hanson Keller Williams Realty 2 San Joaquin Plaza, Ste. 150 Newport Beach, CA 92660 Telephone: 714.425.1127 Cindy@LuxuryHomeChoice.com www.LuxuryHomeChoice.com DRE # 01788291
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Integrity, Excellence, and Achievement. Advance with the most trusted Escrow Company in Orange County.
Branch locations in Irvine, Newport Beach, Mission Viejo, and Brea Call one of our Account Executives today!
Alissa Hittner Account Executive Direct (714) 496-1970 Alissa@prominentescrow.com
Nancy Feathers Account Executive Direct (949) 282-9899 Nancy@prominentescrow.com
Adrienne Salyer Account Executive Direct (949) 300-7344 Adrienne@prominentescrow.com
Lance Indes Account Executive Direct (714) 423-6882 Lance@prominentescrow.com
www.ProminentEscrow.com RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION
Moving in. A day to remember. Kinecta can help you find the right home loan to ensure your client’s special day is a memorable one.
Ø “Savings Advantage” Jumbo at 89% LTV to $1.25 Mil. or 90% LTV to $1 Mil. on condos. Ø 3% Down on Conforming purchases – beats many FHA offerings Ø Low MI rates with exclusive credit union-only programs Ø Jumbo MI-insured to 90% LTV and up to $250,000 over FHFA limits Ø Asset Utilization – use portion of liquid assets as qualifying income Ø 30-Day Purchase Guarantee – we fund on time or we pay administration fees
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 Kinecta for more info! Jason Sasena Mgr., Mortgage Loan Sales cell: 949.439.0460 | tel: 310.643.3399 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. 12358-04/13
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ExecutiveAgent Magazine
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David Guarino Perseverance Pays Off By Julie Brown
A
fter working in retail sales for 20 years, David Guarino took a leap of faith and pursued a career in real estate at the age of 44. While many people thought he was experiencing a midlife crisis, David looked at it as an exciting new opportunity. He applied his entrepreneurial spirit, sales expertise and passion for working with others to building his real estate business. Yet when the recession hit, David struggled to stay afloat with all odds stacked against him. He was young in his career and older than most other agents at that level, but that didn’t stop him. David’s perseverance paid off as he has become a rising star with First Team® Real Estate in Seal Beach, who plans on joining the company’s Hall of Fame and reaching $10 million in gross sales this year. “Failure just wasn’t an option for me,” shares David of his struggles to build his real estate business during the recession. “I started my career at the perfect time when selling homes wasn’t easy. I learned to survive during the toughest years and it has made me a better agent. If I can survive that, I can survive anything.” David grew up in Orange County and began his career in retail sales managing his own car audio and alarm business. He was successful, but after 20 years he decided it was time for a change. “I didn’t want to be in the store all day and needed more variety,” says David. Many of his customers were real estate agents and he was always attracted to the entrepreneurial, sales and income potential that the industry offered. “These real estate guys were successful and spending lots of money on their cars,” adds David. “I figured that if they could do it, so could I.” He sold the car business but stayed to manage daily operations while earning his real estate license. He joined First Team in 2006 and has been there ever since. “I had a family to support and a mortgage to pay, so I was highly motivated to sell houses,” says David. He completed three transactions in his first few months by leveraging his personal relationships and calling on past retail customers for business. His luck quickly changed when the recession hit in 2007.
Even though the market is in recovery and business has picked up for David, he has remained modest about his success. “You can make lots of money really fast in this business, but I’m driven by success and enjoy taking care of people,” shares David. “Having a good lifestyle and being able to provide for my family is important, but I genuinely care for my clients. I try to put myself in their shoes and treat them the way I want to be treated.” David attributes much of his success to the resources, training and support that is provided by First Team. The agents all work for one broker and operate as an affiliate network. “Our company really focuses on taking care of the agents and supporting one another,” states David. “Our business model is focused on securing buyers and not just getting listings.” He also focuses much of his efforts on marketing and is working hard to expand his Internet presence and referral network. Another key to success for David is having the support of his family and friends. Several of his relatives are in the real estate industry including his wife Tanya who is also an agent and works with him. His son Michael is in the process of earning his real estate license and plans to join the family business. David also thanks his manager Fred Nassab and real estate coach Kirby Ellis for their support. When he’s not selling homes David enjoys spending time with his wife and two children at his vacation home in Lake Havasu. Finding enough time for work and play is always a challenge, but David has no plans to slow down yet. “I’m not trying to conquer the real estate world,” shares David. “I just want to have a good balance between work and family and have the flexibility to do the things that I enjoy.”
“I survived many challenging economic times throughout my retail years and it toughened me up for real estate,” explains David. “I learned how to sell and get people to work with me. Plus I was fiscally conservative and didn’t have lots of debt, so I was able to stay afloat during the recession.” Surviving the downturn took a great dose of patience, perseverance and flexibility according to David. He worked as a stagehand and took other part time jobs to earn extra income. ExecutiveAgent Magazine
David Guarino First Team Real Estate 12501 Seal Beach Blvd., #100 Seal Beach, CA 90740 Telephone: 714-402-3283 Email: DGuarino7@gmail.com DRE # 01708899
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Written By Mark Hunter 16
ExecutiveAgent Magazine
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Quit Being A Salesperson...
M
any sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can overwhelm the customer, causing them to become confused, ultimately losing any sale. For the salesperson, it all begins when Marketing comes out with what they perceive as the greatest new product or service to hit the market. Marketing will proclaim that their latest creation will solve all of the problems any customer has or could possible ever have. They continue to lay it on with an assortment of product characteristics all matched to whatever issues the customer has.
Meanwhile, attentive salespeople absorb this information and subconsciously begin to look for ways to apply everything Marketing has proclaimed. It is only natural for sales professionals to believe the information and to assume that it applies to everyone. Once they adapt this mindset, one of the biggest “quiet mistakes” in Sales occurs. It is not an error made in front of a customer such as misquoting a price or missing a key date. Rather, it is a “quiet mistake” because it happens long before a sales call, and, therefore, becomes hard to see how it could result in a lost sale. Anytime a salesperson is dealing with a customer, patience must be exhibited to not only find out what their needs are, but also to discover which particular need best matches what is being offered.
Unfortunately, salespeople often do not take the time to validate the needs they hear. Instead, they treat all of the needs as being equal, remember what Marketing has told them, and begin to think they have come across the perfect customer for their product/service. This is where many sales are lost because the salesperson does not narrow their focus. Therefore, it is critical for sales professionals to think “sale”, not “sales.” Top performing salespeople are confident of their skills and their ability to close a sale. They focus on helping the customer fulfill their primary need. Average salespeople, on the other hand, attempt to satisfy numerous needs and in so doing, end up losing the sales by overwhelming the customer. The key to being a successful salesperson is to focus on selling to the primary need of the customer, not on multiple needs. This will result in a higher closing percentage and, in the long-run, allow you the opportunity to continue the relationship by helping the customer solve the other issues they have identified. Mark Hunter, “The Sales Hunter”, helps companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Sign up to receive free weekly “Sales Hunting Tip” email at http://www.TheSalesHunter.com . Copyright© 2007, Mark Hunter. All rights reserved. For information, contact FrogPond at 800.704.FROG(3764) or email Susie@ FrogPOnd.com; http://www.FrogPond.com
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Why Wells Fargo
We want to be the key to your success We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers • Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market. • Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more! • PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.
Call us today to find out more.
J.J. Ballesteros Branch Manager 714-593-5051 NMLSR ID 404462
Steve Silvestri Sales Manager 714-476-3000 NMLSR ID 419052
My Hoang Home Mortgage Consultant 714-356-8991 NMLSR ID 453285
Mark Preston Home Mortgage Consultant 714-585-6444 NMLSR ID 490912
Jenn Levin Home Mortgage Consultant 714-904-9424 NMLSR ID 448482
Felix Shiels Home Mortgage Consultant 714-715-1234 NMLSR ID 448475
Mark Bowman Home Mortgage Consultant 714-969-1499 NMLSR ID 450934
Mark Brown Home Mortgage Consultant 714-241-1251 NMLSR ID 448078
Robert Rabano Home Mortgage Consultant 714-906-8824 NMLSR ID 420527
Jenny Nguyen Home Mortgage Consultant 714-260-6737 NMLSR ID 453520
Kathy Niemczyk Home Mortage Consultant 714-593-5067 NMLSR ID 433497
Mary Lee Home Mortgage Consultant 714-308-8576 NMLSR ID 420573
Michael Ahn Home Mortgage Consultant 714-580-9412 NMLSR ID 237058
Elli Nguyen Home Mortgage Consultant 714-408-8245 NMLSR ID 448027
Kristi Nguyen Home Mortgage Consultant 714-580-5211 NMLSR ID 457844
Chris Preston Home Mortgage Consultant 714-264-5162 NMLSR ID 490895
Rodney Felipe Home Mortgage Consultant 714-277-5032 NMLRS ID 487714
Bryan Nguyen Home Mortgage Consultant 972-657-0351 NMLSR ID 339745
Rishant Taneja Home Mortgage Consultant 714-655-8861 NMLSR ID 473697
Cindy Tran Home Mortgage Consultant 714-328-3510 NMLSR ID 892531
Jerry Tawney Home Mortgage Consultant 714-746-5067 NMLSR ID 490888
Robert Garin Home Mortgage Consultant 714-483-5504 NMLSR ID 490240
Thao Vu Home Mortgage Consultant 714-363-6751 NMLSR ID 840276
Steven Lee Home Mortgage Consultant 714-264-5162 NMLSR ID 516391
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. © 2012 Wells Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS981886 Expires 8/2013
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Kevin Doverspike Residential Customer
Kevin Doverspike 949.395.4250
kevin@kevindoverspike.com http://www.kevindoverspike.com
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t the height of his 35+ year career in corporate sales, Kevin Doverspike was a national sales manager, responsible for a territory that spanned the United States and Canada. He was thriving professionally, but logging hundreds of thousands of travel miles each year began to take a toll on his family life. “I was gone a lot,” he recalls. “Still, I did what I could to be an active husband and parent to my two sons.” Seeking balance and an opportunity to ply his exceptional communication and customer care skills, Kevin determined that real estate was an ideal industry for his continued success. He transitioned into the field in 2007 in what was, he acknowledges, a risky move.
local / Your RE/MAX agent
“People were questioning my timing,” he says. To be fair, the market was a challenging one; a global economic downturn was impacting business at every level, and many agents were making their ways out of the industry. Kevin, though, was undaunted. “I knew I had the opportunity to make a difference,” he explains. “I wasn’t afraid to start at the bottom, and to work my way up.” And that’s exactly what he did. Years of experience in the corporate arena, solid business acumen and an entrepreneurial spirit provided an effective platform upon which to establish a successful real estate career.
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CERTIFIED DISTRESSED PROPERTY EXPERT By Lalaena Gonzalez-Figueroa
Kevin’s thoughtful approach to business made the difference early on. “Good communication is critical to meeting the needs of any client,” he says. “I’m here to answer questions that are never asked, to ensure that people’s short- and long-term needs are consistently met.” He is results-oriented and highly adaptable, constantly evaluating the trends and changes that will impact ongoing business. “The only constant in any business is change,” Kevin observes. “I have maintained a commitment to staying ahead of the curve and keeping up with the changes in real estate in order to provide my clients with the highest level of knowledge and representation.” Adapting to a changing market has meant managing a business that has evolved to address opportunities for buyers, sellers and investors. Kevin has handled a range of transactions including traditional equity sales, short sales and REO properties, and has established productive relationships with asset managers and financial institutions. As the market continues to change, so does his focus. “With every client, my aim is to make the process as painless as possible,” he explains. “This is as important to first-time buyers as it is to seasoned investors.” As an entrepreneur and successful business owner, Kevin isn’t lost to the importance of a strong support team; in real estate, he appreciates the efforts of talented and knowledgeable industry professionals who specialize in a range of ancillary services. “My lenders, Brett Smith and Mark Dudzinski, are an integral part of my team,” says Kevin. “I’ve also got a great team of affiliates like Mary Gwak at Orange Coast Title, American Home Shield, Brickstone Escrow and Rick McLaughlin Termite Service.” He adds, “Brokers Tom and Travis Baron, and my manager Eldon Olave have been great resources as well.”
isn’t always about a transaction,” he reflects. “There are opportunities to help change peoples’ lives for the better.” His thriving business has become a family affair of sorts; Kevin’s sister Cheryl, of photography by Cheryl is a talented photographer whose works enhance print and online marketing material. He thanks his wife Linda and sons Kyler and James for their unwavering support, as well. Kevin looks forward to continuing to build his business, growing his clientele and pursuing opportunities for ongoing professional development.
Kevin has earned a reputation as a local agent who takes great pride in the communities he represents. Though he works with clients throughout the region, the Irvine specialist enjoys the opportunity to facilitate sales in the city he calls home. “I’m consistent within the Irvine market,” Kevin says. “I’m involved in real estate every day, researching, selling and expanding my local knowledge.” He’s giving back, too, as a supporter of local schools, the Children’s Miracle Network and the American Cancer Society. “Real estate
ExecutiveAgent Magazine
Kevin Doverspike RE/MAX Premier Realty 5299 Alton Pkwy. Irvine, CA 92604 Phone: (949) 395-4250 Kevin@KevinDoverspike.com www.KevinDoverspike.com DRE # 01791998
3rd Annual
The PWR Charity Foundation recently launched “Opening Doors for the Men & Women in Uniform.� This program will provide any qualified United States Armed Forces veteran with cash for costs not covered by a VA loan in their home buying transaction.
July 23, 2013
Anaheim Hills Golf Course
6501 East Nohl Ranch Road, Anaheim, CA
$
165
Per Player. Includes:
Green Fee Cart Fee Range Balls
Luncheon All Tournament Amenities
Events include: Best Ball, Putting Contest, Closest to the Pin Contest, Longest Drive Contest 8:30 am - Shotgun Start 1:30 pm - Awards Luncheon Not a Golfer? Join us for lunch only! ($40)
To Sign Up or Sponsor...
Contact Joey Vargas at 714.245.5555 / joeyv@pwr.net or go online at www.pwr.net/pwrcharity/golf To Volunteer Call Lalaine Castillo at 714.245.5530 or lalainec@pwr.net
EXECUTIVEAGENT MAGAZINE
Pictured from left to right: Chip Collins, Matthew Miede, Tanja Koller, Sonia Bingham, Ryan Grant, Darlene Cathey, Danielle Waldren, Aaron Hanson, Lynne Gale (Not Pictured) ExecutiveAgent Magazine
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SOLUTION - ORIENTED BUSINESS By Lalaena Gonzalez-Figueroa
H
e has achieved recognition as one of the region’s most productive and driven mortgage professionals whose integrity-based business has earned a loyal and thriving clientele. A consultative approach drives this successful sales manager who leads by example. As the head of The Ryan Grant Team, he inspires his professional group to adhere to high ethical standards and a client-centric focus. Growing up in the small town of Sonora, California, he developed a sense of business that emanates from a personal perspective. “Relationships matter to us,” he explains. “From consumers, to real estate agents to mortgage planners, we enjoy the opportunity to develop a sense of what people need, and then to work and assist them in accomplishing their goals.” Ryan joined imortgage with a simple purpose: to provide consistently seamless transactions with minimal stress for his clients. The company, he says, has proven committed to this ideal. “imortgage has supported the growth of my team with a model that is unconventional within our industry,” he reveals. “By prioritizing internal support, we have laid the foundation of exceptional service that has fostered our ability to expand our client base in a sustainable manner.” The Ryan Grant Team’s approach is in keeping with the imortgage philosophy, which emphasizes the importance of a comprehensive client base. The firm’s ability to adapt to the changing needs of an evolving real estate market has allowed imortgage – and its business partners - to continue to do business during the most challenging conditions.
His team has grown, says Ryan, out of necessity. “As production has increased, so has my need for talented and qualified personnel,” he explains. “We continue to refine our group as our clientele evolves.” An active loan originator, Ryan has welcomed fellow mortgage specialists Matthew Miede, Aaron Hanson and Chip Collins to his team. While each has established his own professional relationship with consumer clients and real estate partners, all have the capacity to assist their clients as needed. “With multiple points of contact, we alleviate communication issues,” Ryan states. “We are proactive with our clients, and responsive when they reach out with questions or concerns.” The driving force behind the loan process is the production assistant. The Ryan Grant Team proudly features Sonia Bingham, Darlene Cathey, Danielle Waldren and Lynne Gale as invaluable assets to the group. “While loan officers are often managing client needs, our assistants handle a range of responsibilities that allow us to maintain a smooth flow of business,” explains Ryan. “They contribute significantly to our customer service efforts, updating clients, agents and ancillary professionals on the status of their files, addressing details including acquiring additional documentation, and providing our clients with an added layer of communication.
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Processor Aida Rey ensures that loan applications are well-packaged and organized prior to submission to underwriting; her experience allows her to identify the information that may expedite the lending process. A unique addition to the team is Marketing Director Tanja Koller, whom Ryan credits as being “instrumental” in the group’s development. He observes, “One of our most important assets as a lending partner to real estate professionals is our ability to assist them in their businesses. Tanja works closely with agents to create and implement strategies including co-branded marketing materials, open house support including brochures, websites, and other pieces designed to support their marketing efforts.” It’s an invaluable addition to the team; by delegating the creative efforts
to a specialist, Ryan encourages the other members of his group to focus on their distinct strengths. Specializing in resale purchase loans throughout Orange County and Southern California, The Ryan Grant Team prides itself on facilitating an experience that is as smooth and stress-free as possible. “The lending environment can be a frustrating one,” Ryan acknowledges. “Most borrowers don’t find the process of obtaining a loan to be particularly fun. But we are proud to receive consistently high feedback from our clients in the form of third-party customer satisfaction surveys, thank you letters and heartfelt cards. Their gratitude speaks volumes to the level of customer service that we have achieved, and we continuously strive to make improvements.”
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Automation has its place, but not in cultivating customer service. Ryan notes that imortgage professionals maintain a sense of accountability to their clients, readily availing themselves to address questions and concerns. “Our clients aren’t navigating phone systems,” he says. “A live person answers their calls and ensures that we work to meet their needs.”
As the needs of real estate consumers and agents continue to evolve, so will Ryan Grant and his knowledgeable team of professionals. Dedicated to making a difference, they are doing just that- one client at a time.
Ryan and his team also realize that the real estate profession does not stop on Friday at 5:00pm, which is why his team is dedicated to being available on nights and weekends to accommodate our business partners and clients alike. imortgage strives to achieve timely closings, and to educate its business partners and consumers throughout the course of every transaction. With an array of products and services, competitive rates and flexible financing terms, imortgage continues to gain recognition as a solid choice for real estate lending.
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The Ryan Grant Team imortgage - Newport Beach 1301 Dove Street, Suite 101 Newport Beach, CA 92660 Telephone: 949.705.0582 Ryan.Grant@imortgage.com NMLS ID 118767
imortgage is licensed by the California Department of Corporations CRMLA 4130969, NMLS 3096. Equal housing lender. 07/2013
EA
Go Google Yourself! How Are You Known In The Marketplace?
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ow does the world see you? It may not be the way you see yourself. Either way, it’s time you find out!
Recently I typed my own name into a series of search engines to see how well known I was. Surprise surprise! I learned in England I am a soccer star with adoring fan clubs and celebrity status; in New Zealand I’m a playwright, author and editor. Stateside I am either a Gastroenterologist in Kalispell, Montana or a gospel singer with 4 CDs to my name in Ohio. Who knew! My point? We need to know how our customers regard us. Is there market clarity or market confusion? Are customers as clear about who we are and what we can do for them as we are? If not, it’s our responsibility to send a clear and consistent message about who we are and what’s special about us. Be the Best At What You Do Best In our quest for customers there’s a tendency to try to be all things to all people. In our desire to be serviceoriented when a customer says “jump” we naturally say “how high?” Yet you should operate from a position of strength. Signal to others what it is that you do best. Let it flow off your tongue in your elevator speech, sparkle in your web banner ads and be reinforced throughout your collateral material. Whether it is your product line, company or the services you provide you must tell the world in a consistent fashion what it is that you excel in. TAG — It’s You! Does your, or your product or service’s tag line tell a tale that’s embraceable? Many company names leave customers pondering what your core business is. If your name does not say it all, make sure your tag line tells the tale. Focus on the benefits, not the features. Emphasize the results of the work, not the process. The clearer you are on the results that accrue to your customers, the better they will be able to determine how best to hire you or buy your products.
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Written by Craig Harrison It’s Your Defining Moment If you do not define yourself and your business effectively your marketplace will do it for you. In terms of positioning, you want to be the focal point. There was once a database company whose brilliant engineering was undermined by weak marketing. Despite superior products, they lacked name recognition. They were resigned to introducing their company name, then having to say “Have you heard of Oracle? We’re a competitor of theirs.” As you can imagine, they no longer exist. Carve your own niche, stake claim to your own territories and position yourself appropriately. Be known for your strength. When you come from that place of strength, competitors will be left to carve out what’s left. Once you Google yourself successfully you will leave the rest of the Yahoos in the dust! Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com.
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By Lalaena Gonzalez-Figueroa
ExecutiveAgent Magazine
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F
or years, real estate professionals David Sidoni and Suzy Arriola established themselves as accomplished solo agents with client-centric business models. Though they forged their own paths into the industry, their approaches revealed uncanny parallels. Eventually the duo, who share a history of mutual collegial respect and collaboration, determined that a professional partnership would enhance their opportunities to best serve their clients’ needs. In 2012, the top-producing agents joined forces to create a fully-staffed power team which provides exceptional care at every turn. “Real estate transactions are complex,” explains David. “Our team is designed to address challenges and meet the needs of each client, facilitating a process that is as smooth and stress-free as possible.” David grew up in Orange County before making his way to Hollywood to pursue a career in the entertainment industry. An accomplished actor and TV host, he recognized the opportunity to create long-term financial stability through real estate. “There’s a great opportunity not only to assist others in realizing their goals, but to also pursue my entrepreneurial interests and business skills,” he explains. “I really enjoy the diversity of the business.” For Suzy, real estate was an ideal transition from her career as an international flight attendant. “I loved travel, learning about different customs and cultures,” she recalls. “My work allowed me to live abroad and to gain a unique understanding of the global marketplace.” The exotic lifestyle was appealing, but after starting a family, Suzy sought the opportunity to ply her skills in a more stable environment. Her impeccable communication and customer service skills provided a solid foundation upon which to launch a successful real estate business. In 2012, David and Suzy were each faced with a unique professional dilemma: their individual successes had placed their businesses at a breaking point. “I was simply unable to continue with the growth of my clientele,” acknowledges Suzy. “I realized that I needed to forge a strategic alliance that would allow me to maintain the quality of care that was attracting new, repeat and referral business.” They had each earned status as top producers, consistently ranking among the top 25 agents in Orange County, and David and Suzy shared a deep-seeded sense of respect and admiration for each other. “We watched each other grow professionally,” David says. “Suzy and I had a lot of similarities in our approaches to our work and we realized that, together, we had a unique opportunity to take business to a new level.”
David and Suzy transitioned their business to Keller Williams, a brokerage designed to foster powerful and productive real estate teams. Joining forces wasn’t without its challenges, but the duo’s dedication to their long-term success – and that of their clients- drove their efforts. “We complement each other,” says Suzy. “David and I hold each other accountable, as well.” David and Suzy employ a comprehensive approach to real estate, with a full-service team intact that is designed to foster their high quality of services. They work with a clientele that ranges from first-time buyers to savvy investors, with a focus on luxury and high-end listings. Through stunning marketing and advertising campaigns, David and Suzy maximize exposure for every property they sell. Their expansive network of collegial contacts is an added value, facilitating business with buyers within the region, across the country and around the world. As their clientele continues to expand and evolve, David and Suzy remain committed to preserving the quality and integrity of their professional representation. Their combined experience is enhanced by ongoing education and training; between them the duo has a host of specialty designations including International Luxury Homes Marketing (ILHM), e-Pro, Certified HAFA Specialist (CHS), Short Sale and Foreclosure Certified (SFR) and Broker Price Opinion Resource (BPOR). These qualifications reflect their adaptability and dedication to professional growth, and allow them to better navigate the challenges of a changing marketplace. Their team holds limitless potential, and David and Suzy look forward to ongoing growth and professional success. At the heart of their partnership, though, is the genuine concern and care that each holds for their clients’ well-being. “Everyone needs a home,” remarks Suzy. “David and I believe so much in the value of assisting others, helping them achieve their unique goals. Through real estate, we have the capacity to make a lasting impact on our clients’ lives.” David Sidoni & Suzy Arriola Keller Williams Realty 27101 Puerta Real, Suite 150 Mission Viejo, CA 92691 David: 949-939-7045 Suzy: 949-842-1447 David@SidoniArriola.com - Suzy@SidoniArriola.com www.SidoniArriola.com DRE # 01721688 - 01727432
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Written By Richard Weylman
Acquisition—Growing Your Business With The Affluent and Wealthy Sales Keep You in Business--Only Marketing Can Keep You in Sales
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EXECUTIVE BRIEFING
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dvisors are typically investing more time running their business than growing their business, i.e., becoming well known and trusted in the markets in which they desire to work. Part of the challenge is that many advisors are unsure just how to position and promote themselves to the affluent and wealthy market. The result is that their positioning and promotion is replete with mixed messages and weak value propositions that diminish their access and acceptance. Once the advisor has identified the market in which they intend to focus their efforts, they need to be clear about the value they can bring to these targeted groups and promote themselves appropriately. Unfortunately, few advisors understand the difference between selling and marketing. The confusion is largely due to the fact that most advisors believe their success path lies in their ability to make a sale. However, contrary to this belief, the fact is that the affluent and wealthy will only conduct business with advisors with whom they have developed a relationship and they feel they can trust. What are your advisors doing to become known and trusted in the markets in which they want to work? Merchandisers Focus on Products-- Marketers Focus on People Much communication in the industry supports the concept that affluent and wealthy individuals buy solutions to their problems. For this reason, many advisors typically focus on promoting products and services to penetrate this market. However, successful market access requires more than targeting individuals with a product approach just because they have money in motion or have substantial assets. What significantly increases the advisors opportunity for success is their ability to focus on the “people side” of the business—getting to know and understand them and discovering what they are most passionate about. Effective advisors act as marketers by identifying how their best clients and prospects network and communicate with one another based upon where and what they do for enterprise and/or recreation and what their special interest involvements are such as cultural and charitable. Thus, advisors gain favored access into their targeted markets by: (1) demonstrating a passion for their clients and prospects as individuals, (2) getting involved and becoming visible in their network, and (3) being authentically curious, interested, and engaged about their goals, dreams, lifestyle, and business activities. This approach establishes and cultivates the relationship. Further, the client or prospect gains confidence in the fact that the advisor has the desire
to partner with them to address their particular issues rather than solely to sell a product or service. Are your advisors focused on marketing to the people or on merchandising the products? Stop, Look, and Listen The affluent and wealthy buy people before they buy products and services. By scheduling a meeting, they have already acknowledged that the advisor has the capabilities and credentials and the brand represented has value. That portion of the “sale” has been made. Therefore, instead of the advisor spending time at the meeting presenting a lengthy review of their credentials and experience, they should attend with a mindset to engage the client or prospect, observe, listen, and learn—listen intently to what they value and prefer, ask questions that reveal issues, and be open to discussion. With the insight gained, the advisor is more attuned to the particular needs and issues of their clients and prospects. This new awareness will enable the advisor to present an entire platform of specialized services and products available through them instead of pushing singular concepts or products. The end result is a positive presentation of informed solutions that differentiate. When meeting with prospects and clients, are your advisors focused on themselves or gaining insight into issues? C. Richard Weylman is an expert in helping financial services professionals and their organizations grow their business with the affluent and wealthy. To discover the many resources available to you call 800-535-4332 or visit www.richardweylman.com. CopyrightC 2002, Richard Weylman. All right reserved. Richard Weylman, CSP, serves as President of The Achievement Group, Inc., an Florida-based consulting firm dedicated to professionally and ethically help people move to the next level of productivity and fulfillment. He is the author of “Opening Closed Doors, Keys to Reaching Hard-to-Reach People” and numerous other sales, relationship marketing and management audio and video programs. To receive more ideas and insight on how to market to high net worth people, recruit quality people, or practice management issues, schedule Richard to speak at your next meeting, contact the FrogPond at 800.704.FROG(3764) or email susie@ FrogPond.com
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DePeND ON
Team DuarTe! We believe in building quality partnerships with our clients, so together we can achieve more. yOur
success is Our
GOAL!
Go mobile and gain a competitive edge with Ticor Title’s mobile apps and automated services. Our mobile apps are designed to streamline efficiency in the title process. Ticor Express Pocket Profile allows you to quickly search for property information from your mobile or tablet device. Our Pocket Profile app provides real time access to valuable property information. TicorAgent is a powerful and intuitive app made for you and your business. TicorAgent comes loaded with our title and escrow fees, local tax rates, our recording fees, and all other closing costs. It allows you to quickly answer buyer or seller related questions. TicorAgent is the mobile app that will help you close more business. Our web-based service tool, Ticor Live, is an efficient, convenient, and easy to use system for all your title and escrow transactions. Ticor Live allows transaction parties to coordinate, update, deliver and manage pertinent documents. Track orders electronically, get transaction details with status report, and download documents and preliminary reports... all through our secure database. Ticor Title is committed to developing and implementing proprietary software and technical tools to allow our clients to succeed in today’s dynamic market. Contact Team Duarte TODAY for live demonstrations of our added-value tools.
Felix Duarte Vice President 714.392.1400
felix.duarte@ticortitle.com
Tomas Duarte Vice President 714.272.9552
tomas.duarte@ticortitle.com
www.TeamDuarTe.NeT
Ticor Title Company 18302 Irvine Blvd., Suite 100 Tustin, California 92780
People Who Help People
TO N Y P I N TO Western Regional Manager
“
CHL MORTGAGE IS GROWING AND I BECAME A PART IT.
”
W W W. C H L . C C
FOR CAREER OPPORTUNITIES: CONTACT DINO KATSIAMETIS @ 949.720.1616 OR DINO@CHL.CC 4685 MACARTHUR COURT SUITE 170, NEWPORT BEACH, CA 92660
NMLS #923114 CA DOC # 252733 Corporate NMLS #67180
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Landon Miller
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Communication, Integrity, Commitment By Lalaena Gonzalez-Figueroa
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forward-thinking professional with an unwavering commitment to success, Landon Miller has proven himself early in his career. With a solid work ethic and an entrepreneurial approach, a top-producing real estate agent, who sold over $7.5 million in property his first year in business, continues to thrive. Landon, who earned a degree in Business Administration with an emphasis in Entrepreneurship from Chapman University, was introduced to real estate during a college internship. Just nineteen years old at the time, he was paired with mega agent Bob Wolff. At the time, Landon acknowledges, he wasn’t looking at career options. “I was there to learn about the foundation of building a business,” he explains. But shadowing Wolff, who is known for his integrity and ethics, provided Landon with an insider’s perspective of the ins and outs of residential real estate. He began to establish himself in the industry while completing his coursework, and upon graduation launched his career in earnest. From the onset, Landon established himself as a diligent professional with a results-oriented approach. His enthusiasm and level of client care have remained steadfast, propelling him through the challenges associated with a transitioning market. Adapting to the ongoing needs of his clientele is critical, notes Landon. “Communication is crucial,” he explains. “It’s incredibly important to be proactive and responsive. As my business grows, I’m maintaining the commitment to providing every client with attentive and personalized service.” He is at once confident and unassuming, with a natural aura of leadership that immediately fosters a sense of trust. Landon’s energy and positivity are present in every facet of his business, shaping the course of each transaction. “Listing the house is just the beginning,” he observes. “An agent really adds value during the escrow process by maintaining communication and addressing details to keep everything on track.” Landon represents residential buyers, sellers and investors. Well-versed in the communities of Dana Point, Laguna Niguel and Newport, he works throughout the region. “I conduct business where my clients need me,” he remarks. Focusing on education and information, he empowers his clients to make the right decisions for their unique needs by providing them with the resources necessary to accomplish their goals. “We’re prepared,” Landon
explains. “My clients have a deeper understanding of what to expect throughout the course of a transaction, which allows us to adapt as needed without losing sight of their big-picture objectives.” Aligning his business with Harcourts made sense, says Landon, because the brokerage’s values are in keeping with his own. “We believe in putting people first, in doing the right thing,” he explains. “I was raised the same way; my parents were exceptional role models who instilled in me a great work ethic and a sense of accountability.” His office colleagues, Landon adds, are now fueling the fire. “We’re a competitive group, but we’re also incredibly supportive. We work to ensure that our clients’ needs are consistently met.” Landon has achieved status as a top producer within his organization, earning recognition as a “Rising Star” for two quarters, and ranking as the number five salesperson for gross commission during the final quarter of 2012. “Our company is home to nearly three hundred agents,” he explains. “It’s an honor to have achieved this level of success at this point in my career.” He continues to pursue opportunities – for his clients and himself. Believing deeply in the value of giving back to his community, Landon has shared his passion for sports as a volunteer coach with a local youth basketball team. Family oriented, he also enjoys spending time with his parents Lee and Laura, and his girlfriend Danielle. Landon looks forward to continuing to meet the needs of his clientele. “I have always established lofty goals, and am determined to do what it takes to achieve them,” he says. “Every day, I’m grateful for the opportunity to help others reach their real estate objectives as well.” Landon Miller Harcourts Prime Properties 3 Monarch Bay Plaza, Suite 100 Dana Point, CA 92629 Telephone: 949.212.7303 Landon.Miller@harcourtsusa.com www.OCResidentialHomes.com DRE # 01883305
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So Many Different Business Plans, Which Do You Choose?
D
o you ever get confused on what business aspect you should implement next? Just about ANYTHING is better than doing nothing at all while you wait for the business to come to you; however, is there one that is THE BEST? Sure, there are guys out there who have a huge team, numerous pages of advertising using direct response, and promises that if you implement his website, you just don’t have to work anymore. Before you fall for this, you need to check this guy’s take home pay! There are numerous speakers that tout around the clock referral generation. It is genius, but it usually works best when new leads are brought into play through other lead generation systems, increasing the referral base.
There are the fringe speakers who usually have something to sell – staging books, software, websites, et al. Their talks are normally centered around their product. It might be a good product, but usually, it is only a tool that should be used when appropriate as part of a total business plan. Some of the products are dangerous to implement in your business all of the time! Truthfully, there is just nothing that beats a business plan that includes the following items:
8. ties.
Time-block consistent dollar productive activi-
9. Delegate procedures through systems, technology, family, clients, affiliates, and staff. 10. Budget by increasing resources to the items that work and improving or eliminating the systems that do not work. Now that you have the general business plan, you will need to develop specifics on how to implement each step. We hope you come to us. www.waltersanford.com If not us, please go to individuals who understand the big total picture of high production real estate and not just experts in very small parts that just happen to match the product they are selling. Walter Sanford was one of the top real estate agents in North America for nearly thirty years, and now, he is one of the most requested speakers, trainers, and coaches. He has authored dozens of systems and books on checklists, pro-active lead generation, affiliate lead generation, plus others. © 2008, Walter Sanford. All rights reserved. For information contact FrogPond at 800.704.FROG(3764) or email susie@FrogPond.com; http://www.FrogPond. com.
1. Intelligent, inexpensive, and effective seller lead generation systems. 2. Client-centric listing presentation that explores the seller’s needs while meeting their expressed goals. 3. Consistent buyer program weeding out the noncommitted but offering better service to the survivors. 4. Design checklists that can be followed no matter how busy you are while still making sure that net profit and customer perceived service remain top priority. 5. Referral generating program leveraging existing business. 6. Leveraging sellers to get buyers and leveraging the search for inventory for your buyers to get sellers. 7. Utilizing the opportunities available to you and getting a dual-value from looking at all the inventory by buying a little for yourself.
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Written By Walter Sanford
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Edgestone Real Estate
Sebastian Stofenmacher By Lalaena Gonzalez-Figueroa
ExecutiveAgent Magazine
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Edgestone Real Estate is dedicated to providing unmatched levels of client care
F
ounded by brothers Sebastian and Matias Stofenmacher, Edgestone Real Estate reflects the duo’s entrepreneurial spirits and innovative approaches to business. “We aren’t your typical agents,” acknowledges Sebastian. “Matias and I are focused on building business through strategic marketing while improving upon processes and systems to maximize the experience for our clients and our agents.” The brothers, natives of Argentina who are fluent in Spanish, each launched their real estate careers after graduating from USC. Their early years in the business were spent at a traditional brokerage, where they became wellversed in the distressed property market. Managing upwards of 100 short sale and REO listings a year, Sebastian and Matias quickly determined that a traditional real estate model wouldn’t support the volume of business they were poised to continue to generate. By apportioning their business duties, they were able to maximize their distinct strengths and skillsets. When their brokerage closed its doors, the Stofenmachers capitalized on the opportunity to establish their own real estate firm. “We had solid relationships with a great group of agents, asset managers and banks throughout the state,” Sebastian says. “Matias and I concluded that we wanted to create something bigger; a real estate brokerage that would allow us to engineer the experience for our clients and agents.” Edgestone Real Estate continues to meet the needs of clients throughout the State of California, with agents handling a spectrum of transactions including traditional equity sales, investor purchases, short sales and REO properties. Sebastian and Matias have continued to represent their own clientele with a team approach: Sebastian focuses on client relationships and negotiations, while Matias is exceptionally skilled at valuations and market analyses. “We believe that two brains are better than one,” quips Matias, who adds, “Our partnership allows us to offer our clients a truly unparalleled level of service; we pride ourselves on this.” While many REO sales offices utilize large teams to manage the day-to-day responsibilities of complex transactions, the Stofenmachers have designed a hands-on approach that maximizes efficiency and maintains thorough communication throughout the process. “We’re a lean company,” Matias observes. “We have streamlined our systems and continue to refine our approach to consistently improve upon our services.” Technology is a driving factor in their success; Sebastian and Matias incorporate the appropriate tools to facilitate transactions that run as smoothly as possible. But at the
heart of their business – and their success- is their relationship-driven style. Collaborating with a vast network of industry specialists, the duo has utilized the strength and talents of collegial allies to accomplish their goals. “Our clients benefit tremendously when we work together with our peers,” Sebastian explains. “By maintaining good relationships with other agents, we are better positioning our buyers and sellers to reach their objectives.” Their sphere of contacts runs throughout California and beyond; Sebastian observes, “We are always looking to learn and implement best practices from other successful agents, and dialogue regularly with top producers in other states.” Locally, they are active in professional organizations including the National Association of Hispanic Real Estate Professionals (NAHREP) and the Asian Real Estate Association of America (AREAA). As broker/owners, the Stofenmachers have established a supportive office environment that encourages collegiality and communication. Conveniently situated at Sunset and Fountain, the brokerage features comfortable meeting and office spaces as well as ample parking. Simple splits appeal to agents at every stage of their careers, observes Matias, who reveals that Edgestone Real Estate is well positioned for internal growth. “We’re looking at a careful expansion in personnel and services,” he says. “Our focus remains on maintaining a full-service model that meets the ongoing needs of our diverse clientele.” The brothers continue to invest time and energy into their brokerage and their family-driven business. Sebastian’s wife Vanessa, a talented graphic design artist, is heavily involved in the company’s marketing, advertising and branding efforts. They find balance with family, as well: the Stofenmachers note that Monday lunches are meetingfree, thanks to a running appointment with their mother, a wedding gown designer. Successfully merging business and family can be an overwhelming process, and the brothers acknowledge that they aren’t always on the same page with ideas and issues. “But our different perspectives allow us to examine things from a broader scope,” says Matias. “We respect each other as professionals, and we enjoy the opportunity to work together to help others.” Sebastian Stofenmacher Edgestone Real Estate 4344 Fountain Ave. G Los Angeles, CA 90029 Telephone: 213.245.7928 S.Stofenmacher@gmail.com www.EdgestoneRE.com DRE # 01328684
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