Lisa Adams

Transcription

Lisa Adams

EXECUTIVEAGENT
MAGAZINE
Lisa Adams
Executive Agent of the Month
Inside Features:
Bernice DeVries
Kastell Real Estate Group
Tony Elias
Century 21 Award
Kevin J. Hood
GreenTree Properties
Kathy Kennedy
Realty ONE Group
James Theel
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contents
Southern California’s Publication for the Real Estate Professional
ExecutiveAgent
Magazine
January, 2015
S. Orange County
Cover Story
Editorials
30 - John Boe:
Burn Your Boat
36 - Linda Brakeall:
Successful Realtor® Profile
Fred Arrias
Executive Publisher
PO Box 73384
San Clemente, CA 92673
Ph: (949) 366-3349
Fax: (949) 266-8757
Email: [email protected]
Web: www.EAMag.net
ADVERTISERS’ INDEX
07 - Mike Ferry:
Alpine Mortgage Planning................27
Monthly Report
Greenpath Funding..............................9
16 - Chris Widener:
Seven Steps to Achieving Your
Dream
19
imortgage.......................................2
imortgage HB..................................33
i Photography Studio...................25-32
08 - Zig Ziglar:
Kinecta Federal Credit Union.......12-13
Recognizing Potential
PWAOR..........................................6
Lisa Adams
The Termite Guy..............................38
Ticor Title Company.........................40
Wells Fargo Home Mortgage...........39
28
Bernice DeVries
04
Kevin J. Hood
Marketing Director: Frank Arrias
Editorial Manager: Trudy Van
Graphic Designer: Garon T. Arrias
Photography: i Photography Studio,
Ian Wiant, Rob Paino
Writers: 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.
10
Tony Elias
14
Kathy Kennedy
34
James Theel
ExecutiveAgent Magazine
3
E XECUTIVE AGENT
TM
MAGAZINE
KEVIN J. HOOD
Written by Haley Freeman
K
evin Hood is a native San Diegan who loves his
Southern California heritage. “I have always been
a SoCal boy. I loved the ocean and surfing with
my friends growing up. I can’t imagine leaving Southern
California,” he says.
He and his wife, Melissa, established their family and
business in San Clemente. “We love it here and wouldn’t
change it for anything. It is a close community with a small
town feeling. When we walk down the streets, we see lots
of people we know, and we love being a part of the community we work in.”
Kevin began his career in the mortgage side of the
industry, working for E Trade Financial and IndyMac
Bank. In 2004, he made the decision to get his broker’s
license and start his own mortgage company. “Being in
the corporate environment, I realized that it wasn’t for me.
Starting my own company allowed me the flexibility to
spend more time with my family and grow my own busi-
ness. I’m not afraid of taking risks as I had just bought a
new house, and four months later I quit my job. Looking
back I realize that I didn’t even think about the repercussions. I just had faith that we would make a success of it.”
Kevin and Melissa did make a success of GreenTree
Loan Solutions. “We built up a good name for ourselves.
We saw a lot of changes in the market as it peaked and then
crashed in 2008. I had to make a decision about whether I
was going to continue down that path, go back to work for
a large bank, or try my hand at real estate.”
Kevin saw an opportunity to build a new kind of real
estate brand, one founded on integrity and positivity – qualities which seemed to be lacking in many of the individuals
he had previously met in the business. “When I decided to
reach out and use my license to start a real estate company,
I wanted to create something new and progressive – a place
where everyone is kind to one another and treats others the
way they want to be treated.”
A mentor helped Kevin to establish himself in the foreclosure market by introducing him to a number of asset
managers. “It usually takes a couple of years to build up a
book of business, but with the help of my associate, I was
able to get into those departments, acquire the business,
and along with it a fast education in real estate. I did a lot
of volume during those few years when there was so much
REO work. Many agents learn from an instructor – I got to
learn hands-on in the field.”
Today, Kevin is expanding his company to make room
for more agents in his interactive, people-focused culture.
With a larger office, he is excited about bringing on new
people who share his passion for professionalism and
customer service. “We have been looking for the right location for a long time. We’re not trying to build a traditional
corporate culture. I don’t want to mandate desk hours for
agents. They will have more success out meeting people
and hosting open houses than sitting behind a desk all
weekend.”
He continues, “The vision we have for the new office is
collaborative. There is an open layout, and we want this
openness to contribute to a culture where everyone can
share ideas and information. We imagine this as a place
where agents want to come together and enjoy working
in a comfortable environment while having a cappuccino.
We are building a place where they can proudly bring their
clients and show them what our work environment is like.”
of them as family. We support one another outside of the
office as much as inside. We are looking for agents who are
self-sufficient and motivated and want to take home more
of their commission than they do at a big franchise. Our
goal is to invest in people who will come here and stay.”
Reflecting on the human significance of his role as a
Realtor®, Kevin says, “The monetary value pales in comparison with the sentimental value of a home – the hallways
where kids learn to walk or the carpet stain where the dog
got sick after eating the Halloween candy. It is a privilege
to be allowed into peoples’ homes, and it is something I
don’t take for granted.”
Kevin J. Hood
GreenTree Properties
156 Avenida Victoria
Ph: 949-350-5495
Web: www.GreenTreeProperties.net
CalBRE # 01476642
‘Crafting a Progressive Real Estate Culture’
Melissa is also a licensed Realtor® and the company’s
office manager, taking care of the day-to-day needs of the
team. “We don’t look at our team like a staff, we think
E XECUTIVE AGENT
TM
MAGAZINE
Monthly Report
Category 2 are the agents doing 5/6 to 9/10 transactions
a year and, so often, these are people who’ve been in the
business for a period of time and just worked past clients
and center of influence. It’s interesting talking to them
because they can’t even imagine doing any more than
what they do.
Category 3 would be everybody else, with the exception
of that unique group of people like yourself who truly
want to make sales a profession ... productivity a natural
conclusion ... and make respectable money in the process.
What I want you to think about as we enter 2015 is
which category you’re in and if you want to move up
and do more, we need to plan carefully how that’s going
to happen. Depending on where you want to go, we’ll
determine the amount of planning and execution that is
required. Don’t kid yourself, you can do a lot more. And,
if we can help you do it, be sure to let us know. In the
meantime, have a great holiday season.
F
or many years everybody talked about the 80/20
rule when it came to selling or to business. It seems
things have changed dramatically. Over the last
2 years, in talking to tens of thousands of Real Estate
agents ... and virtually watching the blank look on so
many agents’ faces ... it seems the rule has now become
95/5 (at best). When you think about it carefully, it’s
probably not an exaggeration. If you look at the office you
work in (and I’m sure there are some exceptions) you’re
going to see that the majority of people simply don’t do
anything. There are reports, and there’s no way to verify
them, that up to 50% of all the agents in the U.S. did not
do a deal in 2014.
“Get Your Plans Written And Keep Learning”
Mike Ferry - CEO
The Mike Ferry Organization
7220 S. Cimarron Road, Suite 300
Las Vegas, NV 89113
800-448-0647
702-430-4406 (Fax)
www.MikeFerry.com
The blank look on agents’ faces that I see every day
almost verifies what we’re referring to.
I believe there are still 3 categories of agents ... and we
need to decide in 2015 which category you would like to
be in.
Category 1 is the new licensees or the people doing
from zero to 4/5 transactions a year. I don’t know why
they stay in the business ... they’re certainly not great
salespeople ... and new ones coming in don’t seem to be
that interested in learning how to do their jobs.
Your Success is Our Mission!
EA
Recognizing Potential
A
New York businessman dropped a dollar into the cup of a man selling pencils and hurriedly stepped aboard the
subway train. On second thought, he stepped back off the train, walked over to the beggar and took several pencils
from the cup. Apologetically, he explained that in his haste he had neglected to pick up his pencils and hoped the
man wouldn’t be upset with him. “After all,” he said, “you are a businessman just like myself. You have merchandise to
sell and it’s fairly priced.” Then he caught the next train.
At a social function a few months later, a neatly-dressed salesman stepped up to the businessman and introduced
himself. “You probably don’t remember me and I don’t know your name, but I will never forget you. You are the
man who gave me back my self-respect. I was a “beggar” selling pencils until you came along and told me I was a
businessman.”
A wise man said, “A lot of people have gone further than they thought they could because someone else thought
they could.” How do you see others? The greatest good we can do for anyone is not to share our wealth with them,
but rather to reveal their own wealth to them. It’s astonishing how much talent and ability rests inside a human
being. Just as the first step to success is knowing your own potential, the second step is knowing the potential of
others. Fortunately, as we recognize our own ability, it’s easy to recognize the ability of others. Once we see it, we
can help them discover it for themselves.
Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and
consulting to organizations all across the globe. To learn more about Zig and his business visit his website at www.
ziglar.com.
Written By Zig Ziglar
8
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E XECUTIVE AGENT
TM
MAGAZINE
Tony Elias
T
ony Elias is a top-producing Realtor® at Century
21 Award, where he has earned the prestigious
“Centurion” designation three times, placing him
in the top 2% of his peers. This dedicated and ambitious
young professional has modeled his career on the wisdom
of Zig Ziglar, “You will get all you want in life, if you
help enough other people get what they want.”
A native San Diegan, Tony first learned
about the industry from his father, a home
builder. “Early on I noticed that one of the
biggest customer service complaints my
father had was the poor communication
he received from the Realtors® he worked
with. I never forgot that lesson.”
Tony began his career selling insurance.
“I learned the discipline of being on the
phone, how to adhere to a strict schedule
and how to create value for clients. I took
all of that discipline and knowledge with
me when I decided to go into real estate. So
many agents enter real estate not knowing
what customer service is. I felt that if I
could fill that void, I would be successful.”
He never left his success to chance.
“From the beginning, I coached with the
best of the best, like Mike Ferry. I surrounded myself with top producers and
spent a lot of time and money improving
myself and my systems in the market.
Buying a home is one of the biggest facets
of someone’s life. I thought a lot about
how I would want to be treated and what
I would need to feel comfortable through
this process.”
That logical and thoughtful approach led
Tony to design a simple, step-by-step process for customer service. “I want clients
to feel like they are the only client I have
and they have my undivided attention. My
system ensures good communication and
makes the process simple and smooth for a
buyer or a seller. It all comes down to considering, ‘What would I want’ and ‘How
would I want it explained to me?’”
EA
Creating Success by
Helping Others
Tony spent three years as part of a large
team, building sales and coaching agents.
Today, he is building his own award-winning team. “It was a good experience for
me, because it taught me how an effective
team is run. I wanted to duplicate that by
starting with a tight-knit team of quality
agents, holding them to the highest standards and helping them to develop their
people and sales skills. My bigger goal
is to change the industry by helping to
develop better professionals.”
Part of Tony’s strategy for success is
eliminating the admin and busy work that
he believes agents should not be doing,
freeing them to focus on helping clients
find or sell a home. “The client should be
the only focus. In my mind, it’s not about
making money – it’s about how I can wow
my client.”
Tony describes his team as “people my clients rave
about. My transaction coordinator takes care of the whole
deal from the opening of escrow, and my listing/marketing
coordinator takes care of listings, signs and making sure
the property looks good in person and online. I have leveraged my time so that my main focus is on sellers. The four
agents on my team are buyer and buyer/listing agents. I
hold everyone accountable to their plan. Accountability is
one of the greatest assurances of success in our business.”
Another way that Tony ensures his team’s success is
leading by example. “I believe that success is attracted
to us if we become it. By doing it myself, others see my
consistency and are motivated to do the same thing. I
don’t hire based on skills. I hire based on a high interest
in business and a will to succeed. We establish goals and
accountability, and then I help to train people so that they
can accomplish what they say they are going to do.”
tant to me to be a good husband and father. I am always
striving for balance in my life, so that I can give the best
service to clients and still have quality time left for my
family.” Tony also practices martial arts and continues
his education with a regular regimen of reading and audio
books.
“I believe the biggest strength in this business is
mindset. You must always be improving and focusing on
positive things. I am a firm believer in like attracts like. I
want to do good for others in my life, and I want to have
fun doing it!”
Tony’s greatest motivation for success is the happiness
of his family. He and his wife, Serena, have a 1-year-old
daughter and another baby on the way. “It is most impor-
Tony Elias
Century 21 Award
7676 Hazard Center Drive #200
San Diego, CA 92108
Tel: 619-838-9838
Web: www.tonyrelias.com
CalBRE # 01305085
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E XECUTIVE AGENT
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MAGAZINE
K
athy Kennedy is a highly-motivated entrepreneur,
whose combined creativity, determination and
outgoing personality have led to her success in
many ventures. A resident of South Orange County for 30
selling 1.5 million units, led her to an exciting journey
of Direct Respose Licensing and QVC television appearances, and 5 patents to her name. “I’ve learned a lot over
the years. The single biggest factor to getting a Product/
Property sold is doing Good Targeted marketing to reach
the perfect buyer!”
Tony Villani is Kathy’s partner in life and in business.
“We have always run businesses together. Now Tony runs
our real estate marketing. He spends a lot of time online
doing personalized property marketing, designing flyers,
just sold notices and getting people to our open houses.
He puts out yearly Football Sports Schedules, setting
up Community Garage Sales, that include over 1000
homeowners, putting out 2500 flags for July 4th. and all
holiday promotions.
Andrea Flores is a former client who was inspired to get
her real estate license and start working with Kathy as her
transaction coordinator. She reliably follows each transaction from escrow to closing and assists with marketing
support. Kathy also relies upon the exceptional support
she receives from Mary Van Dorn at Kinecta Federal
Credit Union and Melissa Bolda at Escrow Leaders who
make sure that “buyers are well-taken care of and transactions are stress-free.”
years, she has over 20 years of experience helping people
to buy and sell homes in the community she loves.
Kathy has invented several products over the years,
taking them from mere ideas to manufacture, marketing
and sales. Her most successful product, Bead Magic
Having a conscientious and dedicated team frees Kathy
to focus on her expertise – negotiating on behalf of her
clients, solving problems and getting deals closed ontime. “It is hard to be everything, and I couldn’t provide
this level of service without my team. My job is to keep
everybody together and happy throughout the transaction.
I always try to think of the customer as myself. Buying a
home is a drama-filled process, and I do what I can to diffuse the stress. I find that a sense of humor always helps!
This is a people business, and sometimes it is almost like
a therapy session. I always like to know people’s stories
so I can help them through it.”
Kathy Kennedy
EA
Reputation, Relationships, Results
Kathy transitioned to Realty ONE Group in 2013,
where the people and technology resources help her to
get business done more efficiently. “I can do the whole
transaction online. It helps me to get all the paperwork
in correctly and keep it organized as the transaction goes
along. We also have an online posting board so you can
go in at any time and see who in the office has the most
transactions. Seeing what my coworkers are doing is very
motivating to me and makes me push a little harder! I can
also look at various graphs on my own production and see
sales, listings and rentals and evaluate where my strengths
are and where my money is coming from.”
With her signature good humor, Kathy describes her
proudest achievement so far in her real estate career. “I
had a short sale transaction that took two-and-a-half years
and nine different buyers before it finally closed. I think
that proves that if somebody wants something, I will get
the job done! When this closed, I actually got an award for
the longest escrow. I have it hanging in my office where
I can see it every day. It is a celebration of my tenacity.
If you’re just persistent enough, you will get the job done
eventually!”
will be even better equipped to take care of her clients’
needs.
“I love to understand people. I am a good listener and
a fixer. My strength is getting people to come together
when they might not have been able to do so on their
own.”
“Whether buying or selling, I am committed to providing the
finest Real Estate services available. Giving sound advice for
your largest investment is my top priority.”
Kathy has been a Rancho Santa Margarita Real Estate
Specialist since 1993.
Kathy Kennedy
Realty ONE Group, Inc.
25910 Acero, Ste. 100
Mission Viejo, CA 92653
Phone: 949-350-7444
Web: www.ISellOCHomes.com
CalBRE # 01158763
Kathy credits her mother, Reveille Kennedy, with
inspiring her creativity and belief in herself. “She’s
the best. When we were kids she was always artsy and
encouraged us to do whatever we loved.” She also credits
her friend Mary Hicks for always being there to help her
sort through the issues of life!
Tony and Kathy share a 27-year-old daughter Krystal
Kennedy, an actress in Hollywood. They have lived in
Rancho Santa Margarita in the same home for 25 years.
Kathy loves animals and has turned their small backyard
into a haven for their many Finches, Button Quail, and
Tortoises. They also have 2 dogs and a cat.
Always heeding the call of her entrepreneurial muse,
Kathy is now studying for her broker’s license so that she
Helping People Come Together
EA
Seven Steps To Achieving Your Dream
“Vision is the spectacular that inspires
us to carry out the mundane.”
C
an achievement be broken down into steps? Well,
it is not always that clean and easy, but I do
know that those who achieve great things usually go through much of the same process, with many of
the items listed below as part of that process. So if you
have been struggling with achievement, look through
the following and internalize the thoughts presented.
Then begin to apply them. You will be on the road to
achieving your dream!
1) Dream it
Everything begins in the heart and mind. Every great
achievement began in the mind of one person. They
dared to dream, to believe that it was possible. Take
some time to allow yourself to ask “What if?” Think big.
Do not let negative thinking discourage you. You want to
be a “dreamer.” Dream of the possibilities for yourself,
your family, and for others. If you had a dream that you
let grow cold, re-ignite the dream! Fan the flames. Life
is too short to let it go. (Also, check out my article “Dare
to Dream Again,” Which has been read by close to a
million people in the last 4 months alone. You can see it
at the website.)
2) Believe it
Yes, your dream needs to be big. It needs to be
something that is seemingly beyond your capabilities.
16
But it also must be believable. You must be able to
say that if certain things take place, if others help, if
you work hard enough, though it is a big dream, it can
still be done. Good example: A person with no college
education can dream that he will build a 50 milliondollar a year company. That is big, but believable. Bad
example: That a 90 year-old woman with arthritis will
someday run a marathon in under 3 hours. It is big
alright, but also impossible. She should instead focus
on building a 50 million-dollar a year business! And she
better get a move on!
3) See it
The great achievers have a habit. They “see” things.
They picture themselves walking around their CEO office
in their new 25 million-dollar corporate headquarters,
even while they are sitting on a folding chair in their
garage “headquarters.” Great free-throw shooters in the
NBA picture the ball going through the basket. PGA
golfers picture the ball going straight down the fairway.
World-class speakers picture themselves speaking with
energy and emotion. All of this grooms the mind to
control the body to carry out the dream.
4) Tell it
One reason many dreams never go anywhere is
because the dreamer keeps it all to himself. It is a quiet
EA
Written By Chris Widener
dream that only lives inside of his mind. The one who
wants to achieve their dream must tell that dream to
many people. One reason: As we continually say it, we
begin to believe it more and more. If we are talking about
it then it must be possible. Another reason: It holds us
accountable. When we have told others, it spurs us on to
actually do it so we do not look foolish.
5) Plan it
Every dream must take the form of a plan. The old
saying that you “get what you plan for” is so true. Your
dream will not just happen. You need to sit down, on a
regular basis, and plan out your strategy for achieving
the dream. Think through all of the details. Break the
whole plan down into small, workable parts. Then set a
time frame for accomplishing each task on your “dream
plan.”
6) Work it
Boy, wouldn’t life be grand if we could quit before this
one! Unfortunately the successful are usually the hardest
workers. While the rest of the world is sitting on their
couch watching re-runs of Gilligan’s Island, achievers
are working on their goal - achieving their dream. I have
an equation that I work with: Your short-term tasks, multiplied by time, equal your long-term accomplishments.
If you work on it each day, eventually you will achieve
your dream. War and Peace was written, in longhand,
page by page.
7) Enjoy it
When you have reached your goal and you are living
your dream, be sure to enjoy it. In fact, enjoy the trip
too. Give yourself some rewards along the way. Give
yourself a huge reward when you get there. Help others
enjoy it. Be gracious and generous. Use your dream to
better others. Then go back to number 1. And dream a
little bigger this time!
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©
2007, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services,
contact the FrogPond at 800.704.FROG(3764) or email
[email protected]; http://www.FrogPond.com
17
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EA
Cover Story
Lisa Adams
Lisa Adams
• Multiple First Team Real Estate
“Hall Of Fame” Awards
• Member of California Association of Realtors®
• Member of National Association of Realtors®
• Member of South Orange County
Association of Realtors®
• RELO Associate of the Year
Written by Shannon Hartsoe - Ian Wiant Photographer
W
ith so many real estate agents in Southern
California, it can be difficult to know which one
can provide the best service and, ultimately, the
best deal for a property. Buyers or sellers looking for an
agent who has their best interests at heart, need look no
further than Lisa Adams.
“Too many agents are concerned about themselves and
how much money they are going to make at the end of the
transaction -- I’m NOT that agent,” says Lisa, a Realtor®
with First Team Real Estate in San Clemente.
Providing outstanding customer service is not some
mandatory job skill Lisa learned after she started selling
real estate in 1985. While her classmates in high school
were consumed with MTV and working assorted parttime jobs that didn’t offer much opportunity to develop
life-long skills, Lisa was already learning the value of
providing great customer service.
Through a co-op program, she worked part-time as a bank
teller while going to high school full time in her hometown
of Geneseo, Illinois, population 6,000. And in a small town
where everyone knows you, your family and your business,
treating people with respect and fairness was expected.
That same concern for others has been the hallmark of
Lisa’s working career, from Geneseo to Chicago and, eventually, Orange County.
“I can honestly say that I believe what separates me from
other agents is that I honestly care about my clients,” says
Lisa. “I’m all about developing the relationship with them
because we are a team and it’s that attitude and approach
that my client’s really appreciate.”
“I give ALL of my clients 110 percent of myself. Once I
have the opportunity to represent someone, whether buyer
or seller, I can pretty much guarantee that I will have that
client for life and receive many referrals from them. I have
worked with buyers/sellers that have worked with other
agents prior to working with me and I am constantly complimented for my great attention to detail, follow-through,
and ALWAYS being available.”
High-Energy Personality
And Dedication
Bound For Success
After graduating from Geneseo High School in 1979,
Lisa went to Black Hawk College and earned an associate’s degree in business. Her introduction to real estate
would occur soon after while she was living in Chicago.
Like many others who sell real estate, the flexibility and
unlimited income potential were major draws for Lisa.
She started in 1985, selling in the Chicago metropolitan
area for 10 years. “Within my first year I achieved success
and knew I had made the right career move,” she recalls.
“My first year as a full-time Realtor® I was awarded as
‘New Agent of the Year,’ so I guess I found my nitch.”
Eventually Lisa moved to Southern California, trading
the freezing cold winters of Illinois for the sunshine and
beauty of the coast. But she never left the skills that gave
her immediate success as a Realtor® in her native Illinois:
a sharp business mind, excellent marketing know-how
and, of course, her deeply ingrained ability to put her clients first and make sure they get the best customer service
experience possible.
Not one to blow her own horn, Lisa attributes her success in large part to attitude, not any great sales classes,
awards or other honors for which she could easily boast.
“In this business we all have ups and downs, but I continue to stay positive because I honestly believe it’s 90
percent your attitude.”
something, she gets it done. “Lisa is well-known around
town and she has a great reputation not only amongst her
clients, but also with other agents. Having a great rapport
with other agents can make a big difference in the outcome of a transaction.”
She Found The Perfect Match In First Team
“I came to First Team because they are the No. 1 broker
in South Orange County, and that speaks volumes. In
addition, they have a lot of tools which other brokerages
don’t offer,” Lisa says.
Benefits of Working With Lisa
Buyers can be assured that she will constantly alert
them to new properties becoming available, Lisa says.
And because of her strong, trusting relationships with
other local agents, Lisa says she’s privy to properties that
are not yet on the market, so her buyers can have a shot
at a first viewing prior to that property hitting the MLS.
In 2013, First Team honored Lisa with the top producer award for its San Clemente office and inducted her
into the First Team Hall of Fame. “Clients love Lisa’s
high energy and ‘Johnny-on-the-spot’ work ethic,” said
branch manager Larry Tait. “If she says she’s going to do
For sellers, she adds, she is always available for their
showings, where she will respond to their inquiries and
follow-up with the utmost professionalism and timeliness.
A Lifetime of Customer Service
“I do -- and will continue to do -- an array of things
that fall under ‘customer care,’” she states. “The most
important thing is understanding my client’s objectives and goals and helping them achieve that, which
includes thinking outside of the box, if necessary, to
make a deal happen, and most importantly, always
being available!”
Now that she’s established herself as a go-to agent
in south Orange County, Lisa says she’s at a level
in her business where the majority of her clients
come from referrals. “Occasionally I may meet a
new prospective client via the Internet or a sign, but
I have achieved my level of success of continually
networking and prospecting with my past and current
clients.”
To help Lisa continue her success, she plans to
enlarge her online presence and stay in touch with
past clients.
Her “outside-the-box” approach includes recently
reducing her commission to keep a deal alive after the
appraisal came in below value, she says. “I knew that
if my client decided to walk away and wait for another
property to become available, he would be priced out
of the market. He has now been living in the property
for a couple of months and there recently was a sale
in the same neighborhood for higher than he paid.
Needless to say, he is ecstatic,” she says.
“I look at the whole picture and know that sometimes in order to keep a deal together I need to give a
little bit, which is fine with me because in the end, I
am going to get repeat business from him along with
referrals.”
To help maintain a work-life balance, Lisa and her
husband, John, enjoy walks along the beach and on
local trails with their two dogs, Hank and Luci.
Lisa’s years of giving back to her clients, from high
school through today, have not gone unnoticed. Her
clients are quick to share their pleasant experiences
with Lisa as their Realtor®.
“She advocated on our behalf and gave us valuable advice when needed,” says Karen Kugler of San
Clemente.
“Lisa is approachable and friendly and her positive attitude is contagious,” adds Ron Kugler. “It was a pleasure
working with Lisa and we would recommend her without
hesitation.”
Lisa Adams
First Team Real Estate
407 North El Camino Real
Tel: 949-338-2694
[email protected]
www.LisaAdamsRealEstate.com
CalBRE #01302910
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ALPINE MORTGAGE PLANNING
NEWPORT BEACH
ALPINE MORTGAGE PLANNING
CONTINUES TO EXPAND IN ORANGE COUNTY
• Alpine Mortgage Planning is a direct lender
• Retail branch of Pinnacle Capital Mortgage Corp
• 2013 – Funded $7 billion
• Focused on purchase business
• Broker and banker
• In branch set-up, processing, and docs
• In-house marketing support
• CRM
• Production assistants to allow you to be in the field
• Employer paid health benefits
• 401K
• Multiple sources for jumbo product with excellent pricing
and delegated underwriting
We’re proud to announce our new office in Newport Beach at Bayview Corporate Center. Alpine Mortgage
Planning is currently in the process of interviewing purchase-focused loan originators, sales managers, and teams
to join our world class fulfillment team. If you’re looking to take your business to the next level, you need the right
support team behind you. Join us!
VISIT WWW.ALPINEMC.COM/CAREERS FOR MORE INFORMATION!
JOHN J. REED
Branch Manager
MLO-869516
Cell 714.305.2912
Fax 855.688.2743
[email protected]
© 2014 A division of Pinnacle Capital Mortgage Corp | Equal Housing Lender
| NMLS 81395 | WA CL-81395 | AZ BK-910890 | Licensed by the Department of Business Oversight
under the California Residential Mortgage Lending Act. Regulated by the Division of Real Estate Colorado.
E XECUTIVE AGENT
TM
MAGAZINE
Bernice DeVries
EA
Written by Shannon Hartsoe - Photography by Timothy O’Leary
L
ong before Bernice DeVries became a top-producing
real estate broker at her company Kastell Real Estate
Group in Newport Beach, she was developing the
skills and the philosophy of customer service that would
help make her one of the most sought-after real estate professionals in North Orange County.
“I learned early that real estate never stops,” she says.
“And I pride myself on being there for my clients every
step of the way.” In fact, the competitive nature of real
estate is one of the many aspects of the industry that
attracted Bernice. As a former sales associate at Nordstrom,
Bernice was a consummate professional. Attentive, knowledgeable and able to meet her customers’ needs almost
intuitively, Bernice began breaking sales records immediately. Her sales acumen didn’t escape the notice of upper
management and she was quickly promoted.
Today, Bernice’s clients – both buyers and sellers – benefit from her more than 14 years of real estate knowledge
and her dedication to a high-end customer service experience. She has won 15 national real estate awards for her
success in East Costa Mesa and the surrounding areas.
A full-service real estate expert, Bernice puts her wealth
of knowledge about the area and her stellar negotiating
skill to work for her buyers. For sellers, Bernice utilizes
innovative, cutting –edge marketing techniques as well as
up-to-the minute market analysis. In today’s market, she
knows that maximum exposure and appropriate pricing are
crucial. “Buyers today are used to incorporating a variety of
technology and social media tools into their home search,”
she acknowledges. “It’s important to meet them where they
are.” Toward that end, she’s not afraid to try new marketing
techniques -- including video -- and maintains a healthy
Web presence for all of her listings.
Along with her flair for the creative, Bernice has access
to experts in staging and home repair to help prepare
her listings – showcasing them in the best light possible.
“Just like in relationships, first impressions are sometimes
everything,” she says. Knowledgeable in all aspects from
first-time homes and short sales to the luxury market,
Bernice provides world-class service with each and every
transaction.
She only makes it look effortless
With all of the success behind her, it would be easy to
believe that Bernice has earned the opportunity to rest
on her laurels. Nothing could be further from the truth.
Bernice is continually working on ways to improve her
business skills, often working with a coach to help her meet
personal and professional goals. Her perennially optimistic
personality and seemingly endless energy level help her
face the challenges inherent in the industry. Bernice works
hard to make sure her clients’ goals are met with minimal
stress. “This is likely one of the largest single investments
my clients will ever make, so it’s important that they work
with a professional they can count on,” she says. “No two
transactions are alike, just as no two homes are alike.”
Additionally, Bernice has developed relationships with
several of the area’s premier builders serving East Costa
Mesa. As an Orange County native and resident of
Newport Beach, Bernice’s intimate knowledge of the
neighborhoods, schools, recreation opportunities and area
attractions is key to her success in helping her buyers find
just the right home.
In her spare time, Bernice enjoys spending time with
her daughters, ages 8 and 10, exploring all that Southern
California has to offer. “I am truly grateful for the opportunities that real estate has afforded me,” she says. “Because
I have been able to build a business I’m passionate about
that also allows me a somewhat flexible schedule, I can
spend the time with them while they’re young. It goes so
fast, as any mother can tell you!” She is a frequent presence at their schools and sporting activities and together the
family loves spending time boating, fishing and swimming.
Bernice is also a tireless advocate for her community, and
supports organizations such as the Surfrider Foundation
and Greenpeace. “We live in a truly beautiful area with a
delicate eco-system, but if we don’t protect our waters and
sea life, we’ll have nothing to pass along to our children
and future generations.”
Professionally, Bernice looks forward to further success
as she continues building her team and her business. “I
wake up every day excited to put my feet on the floor and
make good things happen for my clients and for my company,” she states. “To me, there is no better way to build
a career.”
Bernice DeVries
1048 Irvine Avenue, Ste. 453
Newport Beach, CA 92660
Tel: 714-488-9381
Web: www.KastellGroup.com
CalBRE #01276952
EA
Written By John Boe
30
EA
Burn Your Boat
I
believe that the great NFL Hall of Fame coach, Vince
Lombardi, had it right when he said, “The quality of
a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of
endeavor.”
Do you agree with Coach Lombardi, or are you the type
of person who has difficulty staying focused and keeping
commitments? Do you allow the negative influences
of fear, anxiety, self-doubt and worry to dominate your
thinking and sabotage your results?
Sadly, most people fail to achieve their goals, not
because they are lazy or lack self-motivation, but because
they were never “fully committed” to succeed! I cannot
think of a single great achievement that has ever been
attained without first a plan of action and then an unshakable commitment to its accomplishment.
Walt Disney was arguably one of the most creative
dreamers and determined men of the twentieth century.
Walt understood the power of commitment and would
frequently tell those around him, “When you believe in a
thing, believe in it all the way, implicitly and unquestionably.”
The ancient Greek warriors were both feared and
respected by their enemies. In battle, the Greeks established a well-deserved reputation for their unsurpassed
bravery and unshakable commitment to victory. The key
to their overwhelming success on the battlefield had far
more to do with how the Greek commanders motivated
the warriors, than it did with issues of tactics or training.
The Greeks were master motivators who understood
how to use a “dramatic demonstration” to infuse a spirit
of commitment into the heart of every warrior. Once the
warriors had been offloaded from their boats onto their
enemy’s shore, the Greek commanders would shout out
their first order…”burn the boats!” The sight of burning
boats removed any notion of retreat from their hearts and
any thoughts of surrender from their heads.
Imagine the tremendous psychological impact on the
soldiers as they watched their boats being set to the torch.
As the boats turned to ash and slipped quietly out of sight
into the water, each man understood there was no turning
back and the only way home was through victory.
In your sales career your battles are not fought with
weapons on foreign shores, but within the confines of
your own mind. A truly committed salesperson does not
have the luxury or the time for the self-indulgence of
negative thinking.
The true underlying motivation for all success is a deep
and unwavering commitment to the task at hand. The sales
profession is a demanding and challenging career, but it
is also personally rewarding and financially lucrative for
those who are fully committed to becoming successful.
If you are being pushed around mentally by thoughts
of fear, anxiety, self-doubt and worry, it is time to “burn
your boat” and become fully committed to your sales
career!
“Until one is committed, there is hesitancy, the chance
to draw back, always ineffectiveness. Concerning all acts
of initiative and creation, there is one elementary truth
the ignorance of which kills countless ideas and splendid
plans: that the moment one definitely commits oneself,
and then providence moves too. All sorts of things occur
to help one that would never otherwise have occurred. A
whole stream of events issues from the decision, raising
in one’s favor all manner of unforeseen incidents, meetings and material assistance which no man could have
dreamed would have come his way. Whatever you can do
or dream you can, begin it. Boldness has genius, power
and magic in it. Begin it now.”
- Johann Wolfgang von Goethe
John Boe presents a wide variety of motivational and
sales-oriented keynote/breakout session/seminar programs for sales meetings and conventions. When you
book John for your next sales meeting or convention,
you get a nationally recognized author, sales trainer and
business motivational speaker with an impeccable track
record in the meeting industry. Copyright 2007, John Boe
International. All rights reserved. For additional information, contact the FrogPond at 800.704.FROG(3764) or
email [email protected]; http://www.FrogPond.com
31
Your career with imortgage? The sky’s the limit!
● If you’re a loan officer or production assistant determined to take control of your high-flying career, now’s the
perfect time to target imortgage.
● imortgage and its partner, loanDepot, have combined to become one of the top five* private mortgage lenders
in the United States.
● imortgage is not only the perfect place to land. It’s the perfect place to launch the next phase of your exciting career.
Watch your career take flight with us. Call today!
(714) 657-1220
John Wellsandt, Branch Manager
Direct
Mobile
(714) 657-1220
(916) 835-8129
NMLS ID
448583
[email protected]
imortgage 7755 Center Ave., Suite 1200, Huntington Beach, CA 92647. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending CRMLA 4131040. Corporate NMLS ID 174457.
All rights reserved. 12012014.
E XECUTIVE AGENT
TM
MAGAZINE
J
ames Theel is a consummate professional, whose
dedication to his craft has been evident from the
very beginning of his career. After studying economics at Cal State Fullerton, he went directly into real
estate lending. “This is my first and only career. For my
James began his professional career working at an
investment firm where he facilitated loans for real estate
investors. He found his passion analyzing complex financials and packaging loans that others did not have the
perseverance or skill to complete.
In time, he obtained his real estate broker’s license
and worked with one of Southern California’s
largest real estate companies as a commercial agent,
specializing in investor transactions involving many
multi-family and retail properties as well as owneroccupied purchases.
James returned to residential and commercial
lending, and today he is a loan consultant at imortgage, where he leverages a diverse portfolio of
lending products and the efforts of a talented and
enthusiastic team to deliver the best possible service
experience to both clients and industry partners.
“The customer experience is 100% of the focus
here. Everything else has been reverse-engineered
to create that experience.”
After years of working with unique tax and financial scenarios, James identified imortgage as the
place where he could best serve his clients.
entire adult life I have been in real estate and lending.
I always knew I loved helping people build wealth,
and finding a home is one of the most important things
people get to choose in life. I knew I wanted to be a part
of that experience.”
“It is hard to ignore that imortgage is the 2nd
largest purchase lender in California. You don’t
become a powerhouse in lending in California if
you’re not doing something right. The number of
programs and options that I have available is superior to those I’ve had access to before. Many people
have the financial ability to pay but are ignored by
the big banks because they don’t fit into a small box.
imortgage has the programs, underwriting and processing
to support me through the most challenging transactions.
We want to get loans done here.”
James Theel
EA
We have a loan for every home... simple as that.®
James is committed to getting the job done, whether
he is structuring loans for investors or first-time homebuyers. Always informed about new loan programs and
changing guidelines, one of his niches is down payment
assistance programs. “Many loan officers have neither
patience nor specialization. I have always gravitated
toward clients with unique and complex qualifying situations. I see myself as an analytical person, and I spend a
lot of time keeping up-to-date on changes in the markets
and products. Knowing the answers quickly adds value
for the client. Loan officers who can take an application
are a dime a dozen. The differentiator is what you do in
the face of adversity.”
Professional investors have greater knowledge and
higher expectations than first-time buyers, but James’
approach to serving both clients is much the same. “My
first objective is delivering all of the information they
need up front. I strive to provide updates and keep them
involved in the process as much as possible. With complex loans, one of my primary jobs is to make sure that the
file is properly documented. When additional information
needs to be gathered, I make sure to explain the goal and
reasoning behind the documentation and then help them
through the process. So often, this is where an inexperienced loan officer will throw up their hands and give up
on a difficult loan.”
down roots and are invested in the area and want to help
it to grow and improve.”
James and his wife, Kimber, actively support their
local community by assisting the Women’s Transitional
Living Center, for which Kimber serves on the Board of
Directors. They both love the SoCal lifestyle and spend
their free time camping on the beach in their restored,
1954 Fleetwood travel trailer along with their three
Chihuahuas. “Our 14-foot canned ham turns a lot of
heads,” James says.
“I plan on spending my entire life in this business. My
longevity depends upon always serving my clients’ best
interests with honesty and integrity. imortgage helps me
to provide that with every transaction.”
Vanessa Schwartz is that kind of
James Theel
imortgage
7755 Center Ave., Ste. 1200
Huntington Beach, CA 92647
Tel: 949-294-8177
[email protected]
www.imortgage.com/james.theel
NMLS ID 891331
His comprehensive industry experience allows him to
anticipate potential challenges during a transaction and
intuit the needs of the real estate professionals he works
with. “I have seen both sides of a transaction, since I have
also been on the real estate side working with lending
partners. I understand what their concerns and needs are.”
“I identify with Southern Orange County, and I have
relationships with many agents who are involved in the
community. It is fun to work with people who have put
imortgage is licensed by the CA Department of Business
Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing
Opportunity. All rights reserved. 2014.
A Lifelong Commitment to Lending
EA
Successful
Realtor®
Profile
Written By Linda Brakeall
36
EA
I
’ve been involved in a number of studies that tried to
figure out why top agents are top agents.
Do they have a common educational background? No.
Good ones have high school diplomas, masters and doctorates. No correlation.
Similar previous careers? No. One of the best agents I
know used to teach baton twirling. I doubt if I could find
a lot of those if I tried! I’ve had waiters, teachers, high
powered executives and stay-at-home Moms who were
all very successful.
Common interests? No. Other than eating, (which we
Realtor-types seem to do exceptional well) the interests
are widely diverse.
After 13 years in real estate sales and management, I’ve
only found a few constants.
1. Successful agents treat the real estate business as a
business. They actually have a business plan and a budget.
They understand that you have to spend money to make
money. They know how many sales they need to make
the income they require and then they figure how they’ll
get from here to there. They plan in advance and execute
the plan.
2. They actually work when they work and play when
they play and take a day or two off every week. (just like
a “real job!”)
3. They have fun and enjoy selling real estate but know
that it won’t be forever.
4. They buy a lot of real estate for investment when
they see good deals because they know that no one gets
rich selling the stuff. You get rich owning it! Financial
independence gives one a lot of freedom, autonomy and a
certain air of confidence that smells like success.
. . . And people like to do business with successful
people so they do more business!
Linda Brakeall, GRI, CRB, is a nationally recognized
expert in sales and marketing for Realtors® and Mortgage
industry. She has been speaking professionally speaking,
training and consulting since 1992. © 2008, Linda Brakeall.
All rights reserved. For information about Linda, contact
the FrogPond at 800.704.FROG(3764) or email susie@
FrogPond.com; http://www.FrogPond.com.
37
Why Wells Fargo
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Joseph John Ballesteros
Branch Manager
714-934-7388
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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
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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
Orange County
Your Premier Partners in Success!
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,
excellent customer service, and solid
financial security.
TODAY, Ticor Title Company continues
to be a groundbreaker in the industry for
both residential and commercial services.
We would like to take a moment to thank
all of our loyal customers who continue
to trust their title and escrow transactions
with Ticor Title. If you haven’t had the
opportunity to work with our team of
Sales Executives, we encourage you to give
us the opportunity.
Contact us today and please consider Ticor for your next transaction!
(714) 289-3300
Office: (714) 289-3300
www.TicorOC.com
www.TicorTitleBlog.com
© Ticor Title Company
18302 Irvine Blvd. Suite 100
Tustin, CA 92780

Lisa Adams

Transcription

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