Christine Tsan Morgan - Executive Agent Magazine

EXECUTIVEAGENT
MAGAZINE
Christine Tsan Morgan
Executive Agent of the Month
Inside Features:
Ruben Amaro
imortgage
Ivan Hernandez
Alpine Mortgage Planning
Diane Kapitan
Century 21 Award
Steve Reddy
Hanu Reddy Realty
Jill Snedeker
imortgage
TM
TORS,
LOAN ORIGINA
UT!
CHECK THIS O
Marketing & Professional Design
Services To Rocket Your Business!
Flyers ● Postcards ● Ads ● Banners ● Signs ● Promotions ● Events ● Just Listed ● Just Sold ● Post Closing
Got your eye on
a neighborhood
where you’d like
to live?
DownloadNorth
our FREE Park.
Home Scouting
La Boheme is the premier residence in premier
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La Boheme, North Park’s premier condo location, is so much more than an address.
We can sell yours, too!
app to stay on top of active listings,
6555 Norman Lane ● San Diego CA 92120 ● Sunrise-To-Sunset Views ● 7 BD/5BA ● Approx. 8,000 SF ● 2.8 Acres ● Unfinished
sales, prices, schools and more!
Sandy & Deirdre
Sell San Diego Real Estate
619.302.6292
CalBRE # 01239094
La Boheme Unit Sales
Address
3957 30th St, #201
BD/BA
2/2
Sq. Ft.
985
Status
Active!
Sold Date
NA
Price
$329,000
3957 30th St, #304
3950 Ohio St, #224
3957 30th St, #410
3957 30th St, #407
1/1
1/1
2/2
1/1
801
795
1,013
821
Pending
Pending
Sold
Sold
NA
NA
5/22/2013
8/22/2012
$259,000
$259,000
$315,000
$220,000
Let Jason Hopson help you buy or sell in La Boheme or
elsewhere in North Park. Call today! (858) 231-0181
Banners,
Magnets &
Billboards
Call Jason today! (858) 231-0181.
Got
your eye on
Gary Jackson financed this purchase!
a SeeLender
neighborhood
other side for more on Gary.
where you’d like
to live?
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with professional
flyers, postcards,
ads and more!
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And if you’re buying, lender Gary Jackson
will find the perfect loan for you!
app to stay on top of active listings,
Jason T. Hopson, Realtor , Broker/Owner
(858) 231-0181
®
Cobrand With
Realtors®
®
602.810.0165
lalasellshomes@gmail.com
Lic. #SA580543000
● Find homes nearby—GPS enabled
● Accurate and up-to-date data
● View complete property details
● Save and track your favorites
● Get notified of price drops or sales
● Get new-listing Quick Alerts
These units sell quickly! La Boheme resident
and Realtor Jason Hopson would know. He
represented the sellers on all closed and
pending sales shown in black!
www.SanDiegoRealEstate247.com
Postcards
Lala Smith, REALTOR
Home Scouting Mobile App
SanDiegoRealEstate247@gmail.com
www.HopsonProperties.com
DRE # 01314688
sales, prices, schools and more!
Forbes Magazine declared North Park
to be one of the Top 20 Best Hipster
Neighborhoods in the United States!
Gary Jackson, Lender
Direct (619) 928-0112
Mobile (619) 559-0108
Lala Smith, REALTOR
Home Scouting Mobile App
●
●
●
●
●
●
Jason & Gary are
your North Park
Neighborhood
Specialists!
®
602.810.0165
lalasellshomes@gmail.com
Lic. #SA580543000
Find homes nearby—GPS enabled
Accurate and up-to-date data
View complete property details
Save and track your favorites
Get notified of price drops or sales
Get new-listing Quick Alerts
gary.jackson@imortgage.com
NMLS ID 258869
Flyers
Seven Killer Homebuying Mistakes
and what you can do to avoid them.
imortgage 7777 Alvarado Road, Suite 701, La Mesa, CA 91941. Rates, terms and loan program availability are subject to change without notice. If you are already working with a Realtor or lender, this
is not meant as a solicitation. 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. 07/2013. Equal Housing Opportunity.
imortgage cordially invites you to our totally fun and FREE event . . .
TACO TUESDAY!
Here’s how to dodge the pain of the Seven Killer Homebuying Mistakes that trip
up even experienced buyers. Read on to find smart ways to convert pain into gain.
1. NOT BEING PREPARED
Most people simply don’t do enough research when looking for
a home. And that includes researching their buying power. Truth
is, it’s really easy to get a quick idea of how much home you can
afford. Look for a calculator on any Realtor or mortgage web site.
Just input your salary and debts and voila!, you’ll have a pretty good
idea of how much home you can afford.
Better yet, sit down with a real estate professional before you go
house hunting. You can find out exactly how much home you can
afford with a qualified mortgage consultant like Ryan Grant with
imortgage.
FREE TACOS &
BEVERAGES!
When it comes to making an offer on a home, sellers are far more
interested in offers that come from pre-qualified buyers. They
know that the sale has a better chance of closing with few, if any,
unforeseen problems at the last minute. imortgage offers clients a
loan approval letter to prove their creditworthiness to sellers.
San Clemente Events Calendar
5 PM TO 7 PM ● TUESDAY ● JULY 29, 2014
AT LA FINCA D’ADOBE
2. THINKING TOO LONG TERM
Sat
Mar 15 5 pm - 10 pm
St. Patrick’s Dinner
Community Ctr (CC)
Sat/Sun Jul 19/20 All Day
Ocean Festival
Pier
Sun
Apr 6
Village Art Faire
Del Mar Street
Sat
Jul 19
6 pm
Band Meets Sand
Pier
Sat
Apr 12 8 am - 4 pm
Garden Fest
CC
Sun
Aug 10
All Day
Street Faire Fiesta
Del Mar Street
9 am - 3 pm
Sat
Apr 19 7 am - 11:30 am
Springtacular
Vista Hermosa Park
Thurs
Aug 14
6 pm
Bands Meet Sand
Pier
Sat
Apr 26 10 am - 2 pm
Earth Day
Pier
Thurs
Aug 28
6 pm
Bands Meet Sand
Pier
Sat
May 3
Cinco De Mayo
Max Berg Plaza Park
Sun
Oct 5
11 am - 3 pm Seafest
Mon May 26 11 am
Memorial Day
CC
Fri
Nov 7
6 pm - 11 pm Taste of San Clemente SC Casino
Thurs Jun 19 6 pm
Bands Meet Sand
Pier
Wed
Nov 26
5 pm - 7 pm Thanksgiving Dinner
CC
Sun
June 22 All Day
Paint San Clemente CC
Thurs
Nov 27
6 am - 11 am Turkey Trot
Dana Point Harbor
Fri
July 4
Fireworks
Fri
Nov
5 pm-9 pm Puttin on the Glitz
Del Mar Street
12 Noon - 6 pm
9 pm
Pier
Nipper Larson, Loan Consultant
Direct
(949) 297-1405
nipper.larson@imortgage.com
NMLS ID 273037
Believe it or not, there’s a danger in planning too far in advance.
Life has a habit of intervening in the form of health problems, job
changes or financial setbacks. You may have to sell sooner than you
think, and your home must have resale value. In times of trouble,
being able to capitalize on your home’s appreaciation can be a real
godsend.
Pier
Gosia Kawczynski, GRI
RE/MAX Prestige Properties
(949) 230-8271
Gosia@Gosia4re.com
DRE #00997925
23120 Alicia Parkway, Suite 100
Mission Viejo, CA 92692
Joanne Grisaffi, Realtor ®
(949) 294-4442
209Avenida Del Mar, #104
San Clemente, CA 92672
24442 Avenida De La Carlota, Suite 110, Laguna Hills, CA 92653. Licensed by the CA Department
of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 03032014.
5202 BONITA RD, BONITA, CA 91902
Questions? Contact Gary or Sergio below!
Plan Your
Housing Needs
YOUR TACO TUESDAY SPONSOR:
It’s important to plan for your future
events and how they may affect your
homebuying. Plan to stay in each home
for at least two years because when you
sell, you want appreciation to at least
cover your inital purchase price plus
any closing costs. If your home hasn’t
appreciated by at least six to eight percent
(the typical range of closing costs), you
could end up losing money.
occoastalrealestate@ymail.com
CA BRE# 01164869
Foster Hamilton’s Preferred Lender
Gary Jackson
Loan Consultant
Office: (619) 928-0112
Mobile: (619) 559-0108
gary.jackson@imortgage.com
NMLS ID 258869
Sergio Soberanes
Loan Consultant
Office: (619) 928-0128
Mobile: (619) 921-9920
sergio.soberanes@imortgage.com
NMLS ID 570991 • Se Hablo Español
i m o r tg a g e ● 7 7 7 7 A l v a r a d o R d, S u i te 7 0 1 ● L a M e s a , C A 9 1 9 4 1
Rates, terms, and availability of programs are subject to change without notice. Licensed by the CA Department of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 07172014.
San Clemente Events Calendar
Call Julie or Mike for all the ways we can fuel your mortgage career!
Mar 15 5 pm - 10 pm
St. Patrick’s Dinner
Community Ctr (CC)
Sat/Sun Jul 19/20 All Day
Ocean Festival
Pier
Sun
Apr 6
Village Art Faire
Del Mar Street
Sat
Jul 19
6 pm
Band Meets Sand
Pier
Sat
Apr 12 8 am - 4 pm
Garden Fest
CC
Sun
Aug 10
All Day
Street Faire Fiesta
Del Mar Street
Sat
Apr 19 7 am - 11:30 am
Springtacular
Vista Hermosa Park
Thurs
Aug 14
6 pm
Bands Meet Sand
Pier
Bands Meet Sand
Sat
9 am - 3 pm
Newport Beach
Sat
Apr 26 10 am - 2 pm
Earth Day
San Clemente Pier
Thurs
Aug 28
6 pm
Sat
May 3
Cinco De Mayo
Max Berg Plaza Park
Sun
Oct 5
11 am - 3 pm Seafest
Mon May 26 11 am
Memorial Day
CC
Fri
Nov 7
6 pm - 11 pm Taste of San Clemente SC Casino
Thurs Jun 19 6 pm
Bands Meet Sand
Pier
Wed
Nov 26
5 pm - 7 pm Thanksgiving Dinner
CC
Sun
June 22 All Day
Paint San Clemente CC
Thurs
Nov 27
6 am - 11 am Turkey Trot
Dana Point Harbor
Fri
July 4
Fireworks
Fri
Nov
5 pm-9 pm Puttin on the Glitz
Del Mar Street
12 Noon - 6 pm
Julie Day
9 pm
Pier
Nipper Larson, Loan Consultant
Direct
(949) 297-1405
nipper.larson@imortgage.com
NMLS ID 273037
Joanne Grisaffi, Realtor ®
(949) 294-4442
Newport Beach Branch Manager
24442 Avenida De La Carlota, Suite 110, Laguna Hills, CA 92653. Licensed by the CA Department
of Business Oversight CRMLA 4131040. Corporate NMLS ID 174457. All rights reserved. 03032014.
Pier
Pier
209Avenida Del Mar, #104
San Clemente, CA 92672
occoastalrealestate@ymail.com
CA BRE# 01164869
Laguna Hills
Mike Calvert
Laguna Hills Branch Manager
949.705.0555
julie.day@imortgage.com
NMLS ID 366408
949.297.1412
mike.calvert@imortgage.com
NMLS ID 174457
1301 Dove St., Suite 101
Newport Beach, CA 92660
24422 Avenida de la Carlota, Suite 110
Laguna Hills, CA 92653
Rates, terms, and availability of programs are subject to change without notice. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS
ID 174457. All rights reserved. 01012015.
contents
Southern California’s Publication for the Real Estate Professional
ExecutiveAgent
Magazine
February, 2015
S. Orange County
Cover Story
Editorials
12 - Tony Alessandra:
How To Be Street Smart On
And Off The Street
16 - John Boe:
Fred Arrias
Executive Publisher
PO Box 73384
San Clemente, CA 92673
Ph: (949) 366-3349
Fax: (949) 266-8757
Email: Info@eamag.net
Web: www.EAMag.net
ADVERTISERS’ INDEX
Listen While You Work
36 - Jeremy Cyrier:
Alpine Mortgage Planning................27
The Easiest Way To Get
Real Estate Leads
Greenpath Funding..............................9
imortgage.......................................2
30 - Don Loyd:
imortgage HB..................................33
Power by Embracing Enthusiasm
19
06 - Zig Ziglar:
i Photography Studio...................25-32
Kinecta Federal Credit Union............13
Using Your Time
PWAOR..........................................8
Christine Morgan
Executive Agent of the Month
The Termite Guy..............................38
Ticor Title Company.........................40
Wells Fargo Home Mortgage...........39
04
Ruben Amaro
10
Diane Kapitan
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.
28
Ivan Hernandez
14
34
Steve Reddy
Jill Snedeker
ExecutiveAgent Magazine
3
E XECUTIVE AGENT
TM
MAGAZINE
Ruben Amaro
Written by Haley Freeman
R
uben Amaro is all about creating the “wow”
feeling. Sometimes it comes in the form of
a great workout at the crack of dawn. Or, as
a top-producing loan consultant with imortgage in
have always strived to be the best I can in originating,”
says Ruben. “With that being said, I am always
focused on the client and what their home-financing
goals are. From there I’m able to determine what program best fits for that specific client.” He adds: “I want
the client to have that ‘wow’ feeling when they have
walked away from the entire process.”
As a property investor himself, Ruben can empathize with buyers. He knows firsthand how anxiety,
uncertainty and vulnerability can creep in and potentially hinder a person’s ability to make sound financial
decisions.
But his clients quickly let go of such negative
feelings once they get around Ruben’s calming influence and realize the depth of his mastery of the loan
process and his desire to give them the best experience possible. That’s why so much of his business
comes from referrals.
“I strive to have an excellent reputation with my
clients and truly appreciate the fact that I continue
to work with the same clients and their families
throughout the years,” he says.
A Passion for People
As a teenager Ruben spent many hours working
in retail. He learned the value of helping people
achieve their goals – even in more difficult climates
when customers were demanding and the workload
was great.
Laguna Hills, it happens when he helps a family get
the perfect financing to buy their dream home.
Regardless of the “wow,” Ruben goes all out to
make it happen. And that’s one of the main reasons
for his success.
Once he became a lender in the wholesale industry
in 2005, Ruben sought out successful people in the
business and developed close relationships with
them. Through that period and his later move into
lending at a major bank, Ruben watched and learned
how successful loan consultants managed their business and for the most part became their own boss.
“Throughout my years as a mortgage consultant I
ExecutiveAgent Magazine
EA
We have a loan for every home... simple as that.®
Ruben was attracted to the idea that there were no
limitations on his success, believing that if he worked
hard and provided excellent customer service, there
was nothing that could keep him from reaching his
full potential as a loan consultant.
“When I started my lending career I knew what I
needed to do to be successful almost immediately,”
Ruben says. “I knew that I needed to hustle and get
out there and establish myself in this business and
I needed to move quickly. The sky is the limit in our
industry and I was not going to let it surpass me
because I had set goals for myself.”
His achievements include promotions to lead
teams, top-lender awards and even earning a bachelor’s degree in environmental analysis and design
from the University of California at Irvine.
Ruben says a lot of his success and discipline
come from maintaining a healthy work-life balance
and simply being at peace with himself as a person.
Striving for excellence for his clients and himself go
hand in hand, he says, and together drive him to
continue improving his abilities so he never rests on
his past achievements.
Ruben says he has found the perfect company in
imortgage, noting imortgage’s emphasis on providing
outstanding customer service and its diverse product
line. The company cares tremendously about its
employees and employees replicate that to the client
or agent, he says. “The culture of the company is like
no other company I have ever worked for,” he adds.
activities four-to-five days a week, rising at the crack
of dawn to get his body and mind in top form for the
day ahead.
Ruben appreciates being able to live such a full
life. And he counts himself fortunate to make a living
doing what he’s loved since he first started working
back in high school.
“Even as a teen I enjoyed interacting with different
people of different backgrounds and listening and
understanding what was important to them,” he
recalls. “I was very customer-service oriented from
an early age.”
And his clients at imortgage in Laguna Hills are
thankful for that.
Ruben Amaro
imortgage
24422 Avenida De La Carlota, Suite 110
Laguna Hills, California 92653
Direct: 949.297.1425
Cell: 949.632.3654
Ruben.Amaro@imortgage.com
www.imortgage.com
NMLS ID 174457
Outside of work Ruben spends quality time with
his wife of 11 years and their two children (ages 4
and 7), which includes rooting for their sports teams.
He’s also active in high-intensity physical fitness
ExecutiveAgent Magazine
imortgage is licensed by the CA Department of Business
Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing
Opportunity. All rights reserved. 2015.
EA
Using Your Time
I
’m frequently asked how I can be so productive in the business world and still have time for
my personal and family life. The answer is that during my frequent travels I am an absolute
“workaholic.” When I get home I am then free to do things with my family and enjoy my
personal life.
As I write this, I’m returning from a speaking engagement in Memphis. On the flight to
Memphis I spent the entire time planning the presentation I was going to make. While there I was
busy but still managed to read for an hour before bed. On the return trip I wrote notes for articles.
I started dictating this article before I left Dallas and later gave it to my Executive Assistant,
Laurie Magers. On the way home I stopped by my office, picked up my mail and headed home
to take my wife to lunch. After lunch my son and I, along with a friend, played 18 holes of golf.
After the golf game my wife and I had a long, quiet dinner, during which she had my undivided
attention.
I give you these details to emphasize the fact that concentrating on my profession (job) when
I’m away from my family enables me to focus on my family when I’m with them. This approach
allows me to be more effective in both areas. It will do the same thing for you. Roger Staubach
told me that he made his best grades at Annapolis during football season. His time was so limited
because of football that he quickly learned to utilize every moment and focus on the task at hand
to reach his objectives and to maintain his standing at Annapolis. Buy this approach and I will
SEE YOU AT THE TOP!
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
6
ExecutiveAgent Magazine
EA
Written by Zig Ziglar
ExecutiveAgent Magazine
7
You Have the POWER to CHOOSE…
CHOOSE
Why Join the
Pacific West Association of REALTORS®?
DECREASE in MLS Fees
Two convenient locations to serve you (Anaheim & Long Beach)
Anaheim Office - 1601 East Orangewood Ave., Anaheim
Long Beach Office - 5000 East Spring St. Suite #110, Long Beach
Direct access to Matrix MLS, CAR, RPR, PWReports & PWR
MarketAnalyzer through our website
FREE Onsite Training
FREE Education
FREE Informational & Networking
MEMBER
Events / Meetings
Professional Standards enforcement
To become a PWR Member,
& NEW RED Program
please contact our
Political Advocacy to protect your rights
Call Center at (714) 245-5500
The only Full Member Support
or email
Call Center in California
membership@pwr.net.
Supra Keybox & Card
Ca Support
PWR Charity Foundation with grants to
help your military clients buy a home
PWRStore for all your real estate needs
Flexible Dues Payment Options (Monthly, Quarterly, or Yearly)
BE A
Pacific West Association of REALTORS® • www.pwr.net
THE PREMIER PURCHASE LENDER
• Purchase focused lending
• Turn times unmatched by other lenders
• Mortgage solutions to meet your buyers needs
Brian Liebman
President
949-860-3495
NMLSR ID 519190
David Gaylord
Sr. Mortgage Consultant
949-939-6011
NMLSR ID 257383
Mark Joplin
Sr. Mortgage Consultant
619-368-1294
NMLSR ID 653792
Brian Fraser
Sales Manager
714-488-2245
NMLSR ID 653793
NMLSR ID 347564
Jenna Tolman
Mortgage Consultant
949-702-0532
NMLSR ID 999566
NMLSR ID 681631
Manny Cien
Sr. Mortgage Consultant
619-277-3431
NMLSR ID 664734
Dreama Brown
Sr. Mortgage Consultant
619-890-3037
NMLSR ID 512330
Mark Schumann
Sr. Mortgage Consultant
858-688-1617
NMLSR ID 237029
©2013 Greenpath Funding, LLC. All Rights Reserved. NMLSR ID 996608.
• Experienced local professionals who deliver
exceptional service
NMLSR ID 657535
NMLSR ID 766437
J. Horacio Herrera
Sr. Mortgage Consultant
619-646-5800
Tim Fiero
Sr. Mortgage Consultant
619-223-4184
Doc Spaulding
Sales Manager
858-750-9110
Josh Lander
Sales Manager
619-602-1587
George Radlick
Sr. Mortgage Consultant
760-579-1998
NMLSR ID 681674
Pat Whitney
Sr. Mortgage Consultant
760-427-7676
NMLSR ID 283273
Ryan Amaro
Mortgage Consultant
619-729-1161
NMLSR ID 1101389
Joel Berman
Sr. Mortgage Consultant
619-279-2935
Chris Young
Mortgage Consultant
949-340-2622
Greg Wickstrand
Sr. Mortgage Consultant
619-471-1708
Scott Miller
Mortgage Consultant
949-228-2497
NMLSR ID 653795
NMLSR ID 664707
Armando Formariz
Sr. Mortgage Consultant
619-733-3697
NMLSR ID 294420
NMLSR ID 1221129
NMLSR ID 1238171
Shawn Gallup
Sr. Mortgage Consultant
951-219-4373
NMLSR ID 1007912
E XECUTIVE AGENT
TM
MAGAZINE
Diane Kapitan
‘World Class Service’
W
hile Diane Kapitan has made her home in
Southern California, she may rightly call herself
a citizen of the world. Diane was born in the
United Kingdom, and during her childhood she had the
unique opportunity to live on three continents. “When I
was little we moved from England to Canada and then to
San Diego, where my younger sister was born. From ages
7-11 we lived in Australia. Moving there from California
was an adjustment – I was a child having fun living the
California life. I had to adapt to black and white television with only three channels and wearing uniforms to
school.”
ExecutiveAgent Magazine
EA
Finding Her Home in
Real Estate
Written by Haley Freeman
Her family returned to Canada, where Diane eventually
began her own family and a career in the software industry.
When she relocated again to California with her husband
and son almost a decade ago, Diane decided that it was a
good time for her to pursue her interest in real estate. “It
is something I always wanted to do. I think maybe moving
around so often and looking at so many houses over the
years got into my blood. I remember going to new homes
and the thrill of finding my new room. It was so exciting
to me as a kid.”
As a broker-agent at Century 21 Award, Diane enjoys
participating in that journey of discovery with the numerous
families she represents. “I love the helping side of this
business. I enjoy working with first-time homebuyers and
educating them through the process and getting them the
house they want. I give 100% to helping things go the way
they would like for them to go.”
Diane’s tenacity has been evident right from the beginning. “People think real estate is easy, but it is a difficult
job. It is the hardest job I’ve ever had, but I love the challenge,” she says. “I started doing short sales before there
was even a process for it. It was really gratifying to be able
to help people through those difficult times – helping them
to see that it’s not the end of world – it just is what it is. I
never lost one short sale. Every single one closed.”
Truthfulness and integrity are among Diane’s greatest
assets. “My biggest thing is honesty. Sometimes it doesn’t
help me, since I’d rather be honest and tell a client they
can’t afford a home rather than making a commission.
Sometimes they don’t want to hear that, but I’m not going
to get somebody into a house where they are strapped to
the last cent to pay the mortgage.”
am very tolerant of people’s differences. I was brought
up not be prejudice and to love everybody. I have a lot
of patience, and working with short sales and first-time
homebuyers requires patience in order to educate people
through the process. My life experience has also made me
very adaptable, so I think it is easier for me to change with
the market and be responsive to my clients’ needs.”
When she is not busy helping her clients, you will find
Diane spending time with friends and family, reading
and traveling. She is also a devoted volunteer for Canine
Companions for Independence (CCI), a non-profit organization that trains assistance dogs for people with
disabilities. “It’s a wonderful organization full of great
people, and we puppy raisers get together regularly. We
do the early training with the puppies and then give them
back to the organization for professional training. The
dogs learn how to do everything from picking up a credit
card off the ground to getting things from the refrigerator.
Once the dogs are fully trained, they are given to people
who need them at no charge.”
“Whether someone is buying a $200,000 home or a million dollar home, I will treat them the same and be there
all the way through it. When I have a job to do, I’m like a
dog with a bone. I keep working until it’s done.”
Diane Kapitan
Century 21 Award
4000 Barranca Parkway, Ste. 110
Irvine, CA 92604
Tel: 949-939-0760
Email: DianeK4Homes@cox.net
Web: www.KeyRealEstateTeam.com
CalBRE # 01501286
One of Diane’s clients, Sue K., confirmed Diane’s character and positive spirit, “Diane was very pleasant and
sincere. Diane seemed to be a real, honest person from
the first time I met her. As it turned, out she is an honest
person and isn’t pushy. If I didn’t like a particular property she just said, ‘Maybe the next one will be yours.’ She
sent me lots of listings to view and kept in contact. It was
a very pleasant experience.”
Diane credits her years of travel and exposure to various
cultures with helping her to be a better professional. “I
ExecutiveAgent Magazine
EA
How To Be Street Smart On
And Off The Street
A
thief looks at two houses on a street -- both are
large and well kept, so he is assuming there are
great steals in both houses. Both are dark and
empty -- all the neighbors are at a block party down at
the end of the street. Both houses are exactly the same
-- except that the house on the right has an alarm system,
and the house on the left does not. Which house do you
think this thief is going to go for?
Same thing for muggers. Do you think a mugger is going
to go after someone walking confidently, paying attention
to her surroundings, aware of where she is going? Maybe,
but he’d more likely go for the person shuffling along;
wearing heels so high they’re hard to walk in, let alone run
in; distracted on a cell phone; scanning a map worriedly.
Call it awareness; call it survival skills; call it
Street Smarts. Whatever you call it -- have it!
Street Smarts is not just for keeping you safe --it is
an essential business tool. Street Smarts-borne skepticism will allow you to negotiate will ease and skill.
For example, once I was in negotiations for a project
with a publishing company about my royalties. From
conversations with colleagues, I knew that 3% was an
accepted target, so that is what I went in expecting. I could
tell right away that these guys were people I could joke
around with, so my first offer was 50% -- which made
the publishing guys look at each other, speechless, before
they started laughing. So, they countered me at 10%! I
guess they thought I was serious. So, I paused, moved
my head back, and squinted, really considering their
offer. “Hmmmm, is that fair?” I asked. After much deliberation and some hesitation, which made them feel better
that they were playing hardball, I accepted their offer. I
walked out of that office ecstatic. I got 10% royalties just
because I was able to use my Street Smarts to analyze
the situation and interpret the best way to approach it.
“In any pursuit in life there is a formal knowledge base
and an informal knowledge base. The formal knowledge
is what you are told. It is what you get in the manual when
you start a job. It is what you get in the course work in
college. Informal knowledge is everything they do not
bother to tell you. Moreover, usually that is the stuff that
12
makes the most difference. It is the stuff they cannot say
and would not say if they could. That is why we call it
tacit knowledge.. It is what you learn from your environment. You might say it’s the unwritten rules of life.”
According to Dr. Robert Sternberg of Yale, this informal
knowledge, or Street Smarts, is a far better predictor of managerial success than academic performance. He even said a
very high I.Q. could be a detriment to managerial success.
“I don’t think Street Smarts has anything to do with big
cities or small cities,” Sternberg said. “It’s no longer a negative term that conjures up images of street gangs or con
artists. There is no denying that street smarts has its roots
in the impoverished areas of inner cities, places in which
people had to develop certain abilities just to survive physically; but just as blues singers are no longer slaves, street
smart people are no longer just city-dwellers. They are
born, raised, live, and work in all types of environments.
“So how do you learn to be street smart? One of the
critical things is just your attitude. You must have an
attitude that this is something that matters -- something
you can use to your advantage. So a big part of learning
is motivational. It is almost a prerequisite for developing
it. Then you have to seek out the information from other
people, from your environment, and from within yourself. The first is done by observing Street-Smart people
and asking questions of mentors. The second is done by
paying attention, both inwardly and outwardly. You have
to let the knowledge you already have come out-and we
all have more than we might give ourselves credit for.”
Above all, it takes experience, constantly adjusting your
attitude to make the most of every situation.
Dr. Tony Alessandra, CSP, CPAE has authored 13
books, recorded over 50 audio and video programs,
and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and
Conventions Magazine as... “one of America’s most electrifying speakers.” Copyright© 2006, Tony Alessandra. All
right reserved. For information about Tony’s keynote presentations, contact the FrogPond at 800.704.FROG(3764)
or email susie@FrogPond.com ; http://www.FrogPond.
com
ExecutiveAgent Magazine
A Partnership
Rooted in Success
Kinecta Federal Credit Union’s mortgage professionals are committed to making
the financing experience simple and seamless for you and your clients.
We support local Realtors by building personal relationships
• Join us in presenting free workshops for first-time home buyers
• Loan Consultants answer questions about financing options at your Open Houses
• Highlight your prime properties on our Facebook House of the Week feature
What your clients can expect
• Pre-approvals to help save time when shopping for the right property
• Fast, priority turn times for all purchases
• Our Purchase Guarantee – we close on time or we pay1
• Competitive rates, flexible terms and low fees
With 75 years in the financial services industry, Kinecta understands the dynamic needs of
today’s borrowers. We also are committed to building stronger communities through our
network of employee volunteers. Partnering for success starts with all of us, and we look forward
to partnering with you.
Contact us today!
Erik Jenner, NMLS# 38025
Mgr. Mortgage Loan Sales
direct: 949.253.5337 • fax: 949.293.1237
Erik.Jenner@kinecta.org
www.kinecta.org/ejenner
Not-for-profit | Member-owned | Est. 1940
All loans are subject to credit approval. Guidelines are available upon request. NMLS # 407870. Intended for mortgage professionals only and not for consumer
use. 1) Visit www.kinecta.org/Smart_Move for $500 closing cost and 21-Day loan closing guarantee restrictions.
17047-01/15
E XECUTIVE AGENT
TM
MAGAZINE
W
ith 25 years of experience as a Realtor® and associate broker at Hanu Reddy Realty, Steve Reddy
possesses the longevity, integrity and knowledge
to care for his diverse clientele. “I am totally committed
to the real estate business, and so is my family,” he says.
“Each economic cycle brought in new challenges for homeowners and I was able to successfully help them solve their
real estate problems while continuing to grow my business.
I have thrived in good markets and bad. I intend to be
here for a long time.” Steve earned his master’s degree in
chemical engineering from the University of Michigan. He
comes from a family background in real estate, so Steve
was always conversant in the benefits of homeownership
and investing in real estate. He himself is an Irvine homeowner since 1981. When his brother, Hanu Reddy, decided
to open Hanu Reddy Realty in Irvine, he recruited Steve.
ExecutiveAgent Magazine
EA
Steve Reddy
Committed to the Real Estate Business
Written by Haley Freeman
Steve used his technical skills to computerize the office
when PCs were brand new. Leveraging cutting edge technology was one of the ways in which the company was
ahead right from the beginning. Steve’s training as an engineer benefitted his real estate practice in other unique ways.
“Engineering has given me the analytical skills to solve
issues during transactions. My math skills have helped me
to have an understanding of financing, guiding my clients to
understand the true cost of a property and the ramifications
in the long term.”
Steve expresses gratitude for Hanu Reddy’s mentorship,
“He was my main catalyst for succeeding in this business. Seeing his success made me want to emulate him.
I am fortunate to have learned from a person who was a
true professional and doing it with a total passion. I have
worked by his side continuously for the last 25 years and
this experience has been invaluable. He has the ability to
solve complex transactional problems. I have learned that
you must be honest and disclose everything you know
about a property, and I always recommend to my clients
that they do the same. After closing many transactions, we
have a long list of satisfied clients who continue to come
to us and it is very gratifying that we are now helping their
children with their real estate needs. I consider that a major
accomplishment.”
The father of three children, Steve is proud to have his
eldest daughter, Lakshmi, with him. “She graduated from
UC Berkeley with a business degree, got her broker’s
license, and is a full-time partner with me. She shares my
commitment to the business. It means a lot to me that my
family believes in what I do and want to be a part of it. By
having multiple generations involved in the business, we are
able to cater to Baby Boomers whose needs have changed,
Milllenials who are forming homes and Generation X who
are looking to move up with their growing families.”
A strong internet presence is especially important for
Steve, since the company works with a diverse pool of
buyers and sellers. “With affluence growing globally,
there are more international buyers looking to invest in
the United States. We are able to help buyers worldwide
who want to invest in real estate and my background
helps me fulfill their needs.”
Steve loves the City of Irvine where he raised his family.
He is a consummate gardener who appreciates Southern
California’s year-round growing season and diverse plant
species. “I have been learning how to create a garden that
consumes less water and still looks pretty. I like to share
landscaping ideas with my clients. Right now, I am working
with succulents and drought-resistant plants and helping my
friends and neighbors to do the same.” Steve likes walking
and hiking around his neighborhood, Summit at Turtle
Ridge, and enjoying its natural beauty. He gives back to his
community by hosting regular social events there, including
the annual harvest festival.
“In addition to my integrity and in-depth knowledge
of the market, I am a really friendly and happy person to
be with. I love what I do because I get to meet so many
good people who become my clients and then part of my
extended family.”
Steve Reddy
Hanu Reddy Realty
16251 Laguna Canyon Rd., Ste. 100
Irvine, CA 92618
Tel: 949.510.3933
Email: Steve@hanureddyrealty.com
Web: www.HanuReddy.com
CalBRE # 00882549
Steve continues to utilize technology to enhance client
acquisition and service delivery. “We have highly qualified assistants from the UC system, who know how to use
social media and compelling graphic design which takes us
beyond conventional advertising. Our main strength lies in
our team of experienced professionals who work with me
and have been in the industry for over 25 years. This team
includes my sister, Ranji Myer, and Andree Fontanella who
have been with the company since its inception.”
ExecutiveAgent Magazine
EA
Listen While You Work
I
believe that the earning potential for a salesperson is
directly linked to the quality of his or her active listening skills. To listen closely and reply well is the
highest perfection we are able to attain in the art of selling.
An ancient Chinese proverb reminds us; “To listen well, is
as powerful a means of influence as to talk well.” While
everyone can benefit from this sage advice, these words of
wisdom are particularly appropriate for professional salespeople. No sales rep has ever listened himself out of a sale.
Would you consider yourself to be a good listener? How
would your customers, business associates, friends, and
family members rate your listening ability? Their feedback just might surprise you, because most people believe
they’re much better listeners than they truly are.
Poor listeners frequently confuse the physical act of
hearing with the emotional art of listening. While hearing
is a function of biology, active listening skills must be
acquired and developed. In the selling process, when
you talk you merely provide information, but when you
genuinely listen you show respect, create trust, and develop
rapport. Unfortunately, our educational system places great
emphasis on speaking and writing, but not on the important
skill of active listening. For example, I have a good friend
with a PhD who speaks three languages fluently, but can’t
listen worth a hoot. The good news is that it is never too
late to begin working on improving your active listening
skills… from the kitchen table to the sales table.
Active listening is making a conscious effort to hear
your customer’s words as well as to try and understand the
total message being sent, both verbally and nonverbally. It
requires you to listen not only with your ears, but also with
your eyes. It’s important to monitor your customer’s body
language gestures and look for congruency between his or
her words, posture, movement, and tone of voice.
Are you able to stay focused on your customer or does
your mind wander? By giving your customer your full
and undivided attention, you’re not only showing respect,
but you’re also laying a foundation of trust and building
rapport. Discipline your mind and put aside distracting
thoughts. Each time you catch your mind starting to
wander, “grab it” and immediately refocus your attention
back to your customer.
The best salespeople have a tendency to listen like a
homicide detective and ask great probing questions to gain
understanding and promote conversation. They don’t make
assumptions, they summarize and seek clarity. An occasional question or comment to recap what has been said
16
communicates that you understand the message. Until this
is done, your customer will resist your input.
If you would like to improve your sales effectiveness,
consider incorporating the following active listening tips
into your sales presentation.
1. Face your customer and give him or her your complete
and undivided attetion.
2. Show your attentiveness through your body language
by sitting up straight, maintaining good eye contact,
uncrossing your legs, unfolding your arms, and leaning
forward slightly.
3. Minimize distractions by turning off your cell phone.
4. Respond appropriately to show that you understand by
nodding your head in agreement.
5. Encourage your customer to give you more information by using open-ended questions such as “How did you
feel when that happened?”
6. Keep an open mind and don’t jump to any conclusion
or make assumptions. Wait until your customer has finished speaking before deciding that you disagree.
7. Don’t interrupt your customer when he or she is
speaking.
8. Ask questions for clarification and periodically summarize comments. Paraphrase your customer’s key statements
to make sure you didn’t misunderstand his or her point of
view. Start with: “So if I’m hearing you correctly, you’re
saying…”
Where communication is poor, mistakes increase, relationships breakdown, and opportunities to make the sale
are missed! If you want to enhance your professional
image, strengthen relationships, and dramatically improve
your sales effectiveness, I encourage you to listen while
you work.
“I only wish I could find an institute that teaches people
how to listen. Business people need to listen at least as
much as they need to talk. Too many people fail to realize
that real communication goes in both directions.”
- Lee Iacocca
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 susie@FrogPond.com; http://www.FrogPond.com.
ExecutiveAgent Magazine
EA
Written By John Boe
ExecutiveAgent Magazine
17
Nomination Form
Nominate a fellow REALTOR® 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:
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Executive Agent Magazine
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Email: Info@eamag.net
Tel: 949.366.3349
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EA
Cover Story
Christine Tsan Morgan
Executive Agent of the Month
ExecutiveAgent Magazine
Christine Morgan
Written by Shannon Hartsoe - Ian Wiant Photographer
A
s a child, going to the grocery store with her parents was a bit like going to the career center for
Christine Morgan. While her classmates were likely
to head for the candy aisle, a young Christine instead bolted
straight for the magazine rack, where she skimmed through
every home magazine on the stand.
“That should’ve been the first indication that I was meant
to be in real estate!” she says.
Sure enough, that desire to learn all she could about real
estate from those grocery store magazines and her parents,
who were both Realtors®, paved the way for Christine to
become a successful Realtor® in her native Orange County.
“I have always been great at sales,” she states. “For a few
years in high school into college, I worked as a telemarketer for a pretty big bank at the time. It was the most awful
job, but I was great at it and making a decent amount of
money. I’ve always had the knack to strike up a
conversation with just about anybody, which is
a huge part of sales.”
With a degree in political science and business from the University of California at Irvine,
and proven sales skills honed at her telemarketing job, Christine today is a successful agent
with Teles Properties in Newport Beach
Her outstanding customer service, top-notch
negotiating skills and an extensive knowledge
about the county that can only come from living
in one place for an entire life, makes Christine a
much-sought-out Realtor® in central and south
Orange County.
Big Dreams Fulfilled
It’s no surprise that Christine’s career began
with goals many new Realtors® only dream
about.
“When I began, my mother had told me that
if I was going to go into real estate and sell
homes, I might as well reach for the high end,
luxury market. A sale is a sale and a home is a
home. You’re selling the same product, so why
not go for more,” she recalls.
With her mother’s advice, Christine says
she reached out to all of the high end-brokers
that she knew of and tried to see if she could
shadow them. In 2008, one of them hired her
to be a secretary and, just as she had hoped,
shadow buyers’ agents to their open houses.
Fast-forward eight months and Christine was
holding her own open house with an oceanfront home in Laguna Beach -- proving that
real estate sales was indeed her destiny.
ExecutiveAgent Magazine
Jessica Rocha, Christine Morgan, Michelle Wahler
And That Was Just The Beginning
During her open house, Christine recalls that a billionaire walked in with his friend, took her business card and
called her the next day to show him a $12 million home
in Three Arch Bay in Laguna Beach. One month later, she
sold the home to him. But a week after closing in October
2008, the economy crashed.
“My broker at the time had told me to never expect it
again, because my story was an anomaly and never happens to anyone,” she says.
Turns out the broker was wrong. In 2009, that same billionaire bought a $9 million property from Christine on
Lido Isle in Newport Beach. “It was a great start to my
real estate career, and I definitely feel incredibly blessed.
If it weren’t for those two deals, I can almost guarantee I
wouldn’t have made it this far in real estate.”
ExecutiveAgent Magazine
Real Estate Fulfills Childhood Dream
As her success grew and reputation as a consummate professional became well-known throughout Orange
County, Teles Properties recruited Christine about three
years ago. The move has been positive for both Christine
and Teles Properties. “They have been an amazing company to work for. The way they operate is unparalleled to
other brokerages, and they really allow each agent to run
their businesses effectively,” she says.
Her solid reputation also generates a steady flow of referrals. “I believe that listings beget listings and sales beget
sales. The busier I am in real estate, the more productive I
become,” she acknowledges. “I don’t believe in a ‘one-anddone’ transactional mentality. I’m very keen on providing
excellent customer service and having my clients enjoy the
home-selling and buying experience so that I can be their
Realtor® for life.”
Even though her years in real estate are relatively small,
Christine knows it takes a team to maintain success. She
surrounds herself with diverse, highly talented professionals whose skill sets compliment her own. Christine
and her team specialize in using customized approaches
to marketing their clients’ homes, using the most effective
technology for each client, including video, social media,
photography and more. The team spends a great deal of
time on each listing, determining the most effective way
to stage the home prior to taking professional photographs
to ensure the first impression people see is a great one.
“My team and I are constantly looking for ways to
keep on going. We’re always bouncing ideas off of each
other -- non-traditional methods of marketing that are
catchy,” Christine says. “We try to find niche neighborhoods where the competition is low. It might be a new
neighborhood that doesn’t have a ton of resale just yet,
but we work on establishing ourselves in that area and
building our reputation up. With less competition, we
can get our foot in the door and start marketing ourselves
early.”
ExecutiveAgent Magazine
How Her Clients Benefit
One of Christine’s first tenets of success is simple. “I
answer my phone!” she says with a laugh. Transparency
and excellent communication are paramount for Christine
and her team. This is especially good news for the many
first-time homebuyers she works with. “I remember the
first time I ever bought a home and how scary the process
was. With that said, I like to make sure that they’re well
taken care of and everything is explained from beginning
to end so the home buying experience is enjoyable.”
For sellers, Christine and her team provide personalized service that includes hand delivering more than 200
neighbor invitations to a brunch -- regardless of whether
it’s a $300,000 listing or a $2 million listing. And her
marketing team prepares all of her properties’ websites,
brochures, postcards, etc., so that even from the very first
launch, the promotion makes a huge impression.
Her clients love to share their experiences with Christine
and her team. “Christine Morgan was amazing. She listened to exactly the specifics that I was looking for in a
house and actively searched for options that fit my criteria,” says D.M. Dimaranan. “She made herself available
to me whenever I needed her, whether it was to answer
a question, to inquire about a certain property, or to do a
walk-through.”
“Christine was also extremely effective. After I found
the house that I loved, we opened escrow within a couple
of days. Due to her experience in the current housing
market, we negotiated a price approximately $30,000
below asking.”
Such accolades are likely to increase as Christine and
her team expand their size and reach in Orange County.
Giving Back, Keeping Balance
Outside of her busy work responsibilities Christine
gives back to her community by supporting local charities, and along with her husband works with Big Brothers
and Big Sisters of Orange County. She, her husband and
young child also attend Mariners Church in Irvine and
love to cook and try out new restaurants in the area.
“I love what I do and find that everyday is challenging
and exciting. With every changing landscape, I’m always
on my toes,” she says. So how does Christine keep her
work-life balance in check?
“My husband, baby and dog keep me occupied and balanced. With that much going on, you have to be!”
ExecutiveAgent Magazine
Christine Morgan
Teles Properties
12 Corporate Plaza Dr., Ste. 250
Newport Beach, CA 92660
Tel: 949-910-1042
Christine.Morgan@telesproperties.com
www.ChristineMorganHomes.com
CalBRE #01839037
ExecutiveAgent Magazine
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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
jreed@alpinemc.com
© 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
Written by Haley Freeman
I
van Hernandez is a Senior Mortgage Advisor for
Alpine Mortgage Planning, a rapidly growing division of Pinnacle Capital Mortgage. PCM has been
recognized by Scotsman Guide as one of the nation’s top
ten lenders for two years in a row, and has been honored
as one of the top places to work in several major markets.
With locations in 11 states, the company is now introducing a new branch in Newport Beach.
Ivan is a seasoned professional with over 14 years of
experience in the industry, who has made the move to
Alpine Mortgage Planning’s new Newport Beach location. A graduate in computer engineering from Cal State
Long Beach, Ivan chose to work in the mortgage industry,
where he opened and operated a branch for a mortgage
broker from 2002-2009. He and his wife, Maria Salazar,
built the branch together, focusing mainly on helping
underserved members of the community. They built a
reputation for helping first time buyers and first generation American families to achieve their home ownership
dreams. They managed a marketing team that generated
leads for refinance transactions while also scouting for
potential sellers. “In those days you were able to do both
lending and real estate,” Ivan explains, “so we would help
buyers in all aspects of the transaction.”
Ivan Hernandez
ExecutiveAgent Magazine
EA
When the real estate market took a downturn, Ivan and
Maria decided to take a break from the industry. Ivan
returned to his home country of Colombia for a time, in
order to pursue business opportunities there. With the
strong rebound in the economy and missing the ability to
help the underserved achieve their homeownership dream,
Ivan decided to come back to Orange County and get back
into mortgage lending.
With his experience and strong connections, Ivan
decided to come back and reestablish himself here. Ivan’s
professional integrity and experience made him a good fit
at Alpine Mortgage Planning, where the company culture
is built on four primary values: teamwork; empowerment; positivity; and excellence. “I have always thrived in
working with members of the Spanish-speaking community. I know the culture and how to help clients meet their
goals. I also knew that I needed to be retrained to work in
the industry, since the loan process had changed a lot from
the process that I experienced before. I cared about learning
and becoming a better Mortgage Advisor, and Alpine
Mortgage Planning was willing to train me to work with
agents and help them with their purchase transactions.”
Alpine Mortgage Planning has provided Ivan with
the tools and support that help him to be responsive to
Realtors® and clients in an ever-changing market. “We
have a great marketing team, and our rates and programs
are very competitive. When I give a pre-approval letter, I
am confident that I’m going to get it done.” With a marketing team at the Newport Beach branch, Ivan is able to
assist his clients with a quick turnaround on open house
flyers and other co-branding opportunities to assist in a
quick sell for his cleints.
Ivan’s primary customer service goal is to respond
immediately when clients need him. “When agents call
me to say they have a prospective client, I call the person
right away and then get the feedback to the agent. I understand that agents work very hard to earn those prospective
clients, and want somebody on it right away – not three
or four hours later.” Throughout the loan process, Ivan
keeps all parties involved in the transaction updated. His
goal on every transaction is to ensure that the listing and
buying agent never has to pick up the phone or e-mail
him for status. Ivan spends a great deal of his time in real
estate offices where he is available to answer questions for
agents and clients. “I always dress professionally, as presentation is very important, and clients want to work with
a professional. I want them to have the confidence that
they are dealing with someone who knows the answers to
their questions, or can quickly find the right answer for
their scenario.”
In his personal life, Ivan is a dedicated husband and
father, as well as a big soccer fan. “I used to play soccer,
and now my daughter plays for the American Youth
Soccer Organization. I coach and referee for them. I spend
a lot of time there and have the opportunity to meet a lot
of families in my community.”
Ivan anticipates a positive climate for the future, as
Alpine Mortgage Planning continues to grow and market
conditions remain favorable for homebuyers. “I strive for
honesty, reliability and loyalty, and I know that Alpine
Mortgage Planning shares my commitment to these values.”
Ivan Hernandez
MLO 982497
Alpine Mortgage Planning
3501 Jamboree Rd., Ste. 200
Newport Beach, CA 92660
Tel: 951.212.3044
Email: IHernandez@alpinemc.com
Web: www.alpinemc.com/ivanhernandez
© 2015 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.
.
Mortgage Specialist
ExecutiveAgent Magazine
EA
Power by Embracing Enthusiasm
Y
ou can do anything if you have enthusiasm. Enthusiasm is the yeast that makes your hopes rise to the stars. With
it, there is accomplishment. Without it there are only alibis.
Enthusiasm is rarely a topic that comes to mind when we think of success. And yet, without it life becomes
mundane and the spark we wish to ignite in others fizzles away without the desired result.
Embracing enthusiasm is important because it replaces fear and worry. When I was in my early 40s I experience
what many call a mid-life crisis. Prior to this dark, short chapter in my lie, I was accustomed to making many and
huge decisions. I spiraled downward into a period of depression in which I could not decide on the color of my
socks each morning.
The catalyst for my turn-around was the new project I tepidly decided to take on. Early in the process, enthusiasm
was a quality I forced on myself. I pretended I had it until it finally showed up. It showed up because (I think), as
others became excited about my dream, their excitement spilled over to me and replaced pretending enthusiasm
with the real thing.
I grew into a bona fide, honest cheerleader for finding success in very today. That was the end of bad days for
me. Now there are good days and, better yet, great days! And an interesting thing happened: my enthusiasm and
excitement became contagious. Others reflected my newly refashioned positive mindset. The spark I sought to ignite
became a forest fire from which many lives were positively impacted.
Here’s my advice to you if you want to enjoy success and are having a tough time getting excited:
Fake enthusiasm until it becomes real (no, you will not be a phony).
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ExecutiveAgent Magazine
EA
Surround yourself with positive people (don’t listen to negative talk).
Think about how you can help others less fortunate than you (gets the focus off you and on someone else - which
is a great thing for your well being).
Learn how to give yourself and some of your money to others (if you refuse to give, then the things you own and
the money you possess OWNS you).
Norman Vincent Peale states, “Often enthusiasm is the bridge between poverty and prosperity.” I know, from
personal experience, he’s right.
He also wrote: “Enthusiasm releases the drive to carry you over obstacles and adds significance to all you do.”
Now it’s up to you. What will you do with this information? File it away in some dark corner, or get excited about
your dreams and go for them? It’s your choice.
Now, go make it an enthusiastically great day.
Don Loyd has been involved in real estate in some form for more than 38 years. He has written several books on
the subjects of real estate, business, goal setting, and personal development. He writes a weekly column, and has
served as a co-host for a financial services radio show. For more information, go to http://www.RealCashFlow.net.
ExecutiveAgent Magazine
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
john.wellsandt@imortgage.com
imortgage 7755 Center Ave., Suite 1200, Huntington Beach, CA 92647. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040. Corporate NMLS ID
174457. All rights reserved. 01012015.
E XECUTIVE AGENT
TM
MAGAZINE
Written by Shannon Hartsoe
“I knew I could give better representation than what the industry was
offering to current and prospective
homeowners,” Jill says. “I wanted to
become a consumer advocate and help
protect people from mortgage lenders
that were charging ridiculous fees and
giving the worst service imaginable.
The only way I knew to help was to
become a mortgage consultant myself
and offer the consumer great loans and
the first-rate service they were entitled
to.”
Jill did just that, and today is fulfilling
that desire as a loan consultant with
imortgage in Huntington Beach.
In addition to being a Notary Public,
Jill has worked as an Escrow Officer
and a Loan Processor. At imortgage,
she says she’s found a perfect match, a
company that truly cares for its clients
and employees.
“I actually care about the needs of my
clients and put their needs ahead of my
own,” says Jill. “I value my reputation
and by choosing to work for imortgage,
I was aligned with the perfect company
that shared my same values and work
ethic. imortgage doesn’t just talk the
talk; they walk the walk.”
W
She describes a company where the
team of loan processors, underwriters
and managers make themselves readily
available to their loan officers -- just as
she does with her clients and believes
the mortgage industry has been helped
by changes in legislation designed to
protect consumers.
hen Jill Snedeker started out in the mortgage
industry, it didn’t take her long to see its flaws.
Over and over, she saw a constant need for more
honesty and ethical practices among mortgage professionals. So she decided to do something about it.
“We treat our clients like friends and family and look
after their needs throughout the entire loan process, which
isn’t as commonplace in the industry,” she says.
Jill Snedeker
ExecutiveAgent Magazine
EA
We have a loan for every home... simple as that.®
The lending landscape has changed dramatically over
the years, in part because of the real estate crisis a few
years ago. Jill says she constantly reads about trends in
the industry and attends conferences to keep her skills in
top shape.
That’s why buyers in Orange County are relieved to
find a professional like Jill who makes ethics, communication and transparency the central tenets of her
career. Years ago she was accused of “over-servicing”
her clients, which Jill believes is simply an oxymoron for
anyone providing customer service.
Her clients recognize Jill’s dedication to them and
eagerly sing her praises.
“I have to give the highest of praises to loan consultant
Jill Snedeker. She was totally amazing, not only with the
depth of her knowledge but also for her kindness and
patience with my MANY questions. She is the epitome of
a professional. I will highly recommend her to my family
and friends,” says Debbie W. of Dana Point.
Jill is also known for her tenacity, not taking “no” for
an answer when trying to accommodate the loan needs of
her clients.
cess. They might not purchase a home today but tomorrow
will be here before you know it.”
Jill is an affiliate member of the Orange County
Association of Realtors® and enjoys networking and
doing charity work through the association. She’s also a
member of the Fountain Valley Chamber of Commerce
and Huntington Beach Chamber of Commerce through
her affiliation with The Women’s Business Connection.
But she does find time to pursue outside interests. Time
away from work for Jill often involves spending time with
her boyfriend, Pete, and their German shepherd, Marley.
“I also enjoy visiting with my family and friends and
working on our house, which is always under construction
but really starting to come together, and I can’t wait for it
to be finished!”
Her future plans include continuing to serve her clients
with superior products and exceptional service and to
help her Realtor® partners increase their business and
their referrals by being a positive and valuable extension
of their business. She adds: “I will continue to attend
educational courses designed around mortgage lending
and customer service in order to always make sure I’m
giving my clients the highest level of expertise and professionalism.”
“Many of our clients who have been turned down by
other lenders are thrilled when I am able to turn a no into
a YES,” she says, emphatically. “I don’t take no for an
answer and I let them know that I will put in the time and
effort to successfully get their loan approved or, at the
very least, I will educate them on what steps they need to
take to put themselves in a position to be approved down
the line, turning a no into a ‘not right now.’
Jill views such transactions as a way to provide hope to
people who have suffered through the Great Recession,
enduring bankruptcy, foreclosures and short sales. “I want
them to know that homeownership is possible for them
and that together we can create a roadmap for their suc-
Jill Snedeker
imortgage
7755 Center Ave., Ste. 1200
Huntington Beach, CA 92647
Tel: 714-315-7482
Email: Jill.Snedeker@imortgage.com
Web: www.imortgage.com/jill.snedeker
NMLS ID 839465
imortgage is licensed by the CA Department of Business
Oversight, CRMLA 4131040. NMLS ID 174457. Equal Housing
Opportunity. All rights reserved. 2015.
Her Clients Recognize Jill’s Dedication To
Them And Eagerly Sing Her Praises
ExecutiveAgent Magazine
EA
The Easiest Way to
Get Real Estate Leads
A
ll good deals start with good marketing. And if
you’re not marketing for good deals, you’re not
going to be doing any. That means you won’t be
making any money and your competition will be soaking
up the opportunities in your market area.
Just declaring to your friends and family that you are a
real estate investor is not enough. You must get the word
out to let everyone know that you are buying real estate
and that anyone interested in selling his property should
call you. Here’s the catch. You aren’t going to tell the
entire world. You’re only going to tell the people that
want to meet you.
These are your targets.
Rule #1: All good marketing starts with a clear target.
This means that you define who you are trying to reach.
For example, I want to buy properties from owners
36
that are debt free because they like to offer me seller
financing. Therefore, I target owners in my market area
who own their properties free and clear, particularly in
communities that I want to invest in.
Now that you’ve defined your target, it’s time to
move to crafting your message for reaching out to
them.
Rule #2: All good marketing starts with a good
messaging. Have you ever wondered why retailers ask you
to sign up for their discount cards? They track all of your
purchases and gather mountains of market intelligence
about your buying habits so they can make smarter
decisions when buying inventory and pricing programs.
You must also understand your audience. What matters
to your sellers? How will you provide a meaningful
experience for them when they sell their building to you?
ExecutiveAgent Magazine
EA
Once you’ve identified your target and crafted your
messaging, now you’ll have to implement a system for
communicating your message to your audience. You may
hear that signs, letters, or email are the best systems to use to
broadcast your message. Guess what? You need to do them all.
Rule #3: All good marketing thrives on multiple systems. You must simultaneously work multiple systems
to bring your message to your target audience because
no one system will consistently fill your pipeline--it will
vary from month to month. That’s why you need a calling
system, mailing system, internet marketing system, print
advertising system, etc. You must be firing on all cylinders at all times to keep your lead pipeline full.
Here’s where most people fail: they don’t measure
their results.
Rule #4: What gets measured gets managed. What gets
managed gets funded. This an old saying my father (a veteran HP executive) tells me and it rings true today. If you
don’t know where your leads are coming from and why,
you’ll miss the opportunity to fine tune your systems to
make them perform at maximum capacity for you. Then
you’ll start to wonder whether the investment is worthwhile or not. And when you do measure and manage,
you’ll have a steady flow of leads that will turn into
opportunities for you to do deals, over and over again.
In a nutshell, if you aren’t marketing, you’re missing
the lifeblood of your business. You must start marketing
today. Make sure you follow the 4 rules listed above
because without them, you may as well be throwing
money out the window while driving down the highway
hoping for something to happen. It’s not going to and all
you’ll have at the end of the day are no leads, no deals,
and an empty bank account.
Jeremy Cyrier, CCIM trains people who invest their
own money in commercial real estate at http://www.
CommercialRealEstateInvestingEducation.com. For a free
report on residential vs. commercial real estate investing,
visit: http://commercialrealestateinvestingeducation.com/
residential-vs-commercial-property-investment-report.
ExecutiveAgent Magazine
37
Why Wells Fargo
We want to be the key to your success
We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers
• Buyer ConnectionsSM: Connects buyers and sellers not working with a real estate agent to professionals in their local market.
• Full service lender: We provide financing for conventional, FHA, VA, renovation, relocation, and more!
• PriorityBuyer® Preapproval: You’ll know you’re dealing with serious buyers.
Call us today to find out more.
Joseph John Ballesteros
Branch Manager
714-934-7388
NMLSR ID 404462
Steve Silvestri
Sales Manager
714-476-3000
NMLSR ID 419052
My Hoang
Sales Manager
714-356-8991
NMLSR ID 453285
Nathan Lindsey
Home Mortgage
Consultant
714-394-0506
NMLSR ID 665133
Jenn Levin
Home Mortgage
Consultant
714-904-9424
NMLSR ID 448482
Robert Rabano
Home Mortgage
Consultant
714-906-8824
NMLSR ID 420527
Michael Ahn
Home Mortgage
Consultant
714-580-9412
NMLSR ID 237058
Mark W. Bowman
Home Mortgage
Consultant
866-531-3229
NMLSR ID 450934
Kathy Niemczyk
Home Mortage Consultant
714-934-2065
NMLSR ID 433497
Mary C. Lee
Home Mortgage
Consultant
714-308-8576
NMLSR ID 420573
Kristi Nguyen
Home Mortgage
Consultant
714-580-5211
NMLSR ID 457844
Rishant Taneja
Home Mortgage
Consultant
714-655-8861
NMLSR ID 473697
Robert Michael Garin
Home Mortgage
Consultant
714-483-5504
NMLSR ID 490240
Christopher
James Preston
Home Mortgage
Consultant
714-323-8825
NMLSR ID 490895
Brigitte Golay Haberl
Home Mortgage
Consultant
714-396-5590
NMLSR ID 899374
Kevin Thach
Home Mortgage
Consultant
714-454-9810
NMLSR ID 455195
Elli Nguyen
Home Mortgage
Consultant
714-408-8245
NMLSR ID 448027
Information is accurate as of date of printing and is subject to change without notice.
This information is for real estate professionals only and is not intended for distribution to consumers.
Wells Fargo Home Mortgage is a division of Wells Fargo Bank, N.A. © 2014 Wells Fargo Bank, N.A.
All rights reserved. NMLSR ID 399801. AS1039135 Expires 11/2014
RICK BASHORE
Executive Vice President
(714) 289-3313
rbashore@ticortitle.com
Orange County Team
Contact us today for your next title and escrow transaction!
ADAM CLEARY
(949) 836-3055
adam.cleary@ticortitle.com
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(949) 266-6543
catherinecrevier@ticortitle.com
DOUG MURPHY
(714) 749-0004
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(949) 375-4188
jfuller@ticortitle.com
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(714) 878-8087
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(714) 713-4356
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(714) 612-5038
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(714) 448-8997
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(714) 330-2154
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(949) 910-0070
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(562) 417-7150
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(949) 463-1718
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(714) 803-0976
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(949) 683-6831
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(714) 337-9164
narnold@ticortitle.com
BEN BENJAMIN
(562) 466-150
BenBenjamin@ticortitle.com
COLLIN FRANGIE
(818) 915-1994
collin.frangie@ticortitle.com
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(949) 433-3303
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(949) 350-3593
patrick.taylor@ticortitle.com
BRYON BASHORE
(714) 975-1773
bryonbashore@ticortitle.com
D.J. BIBB
(949) 533-6900
djbibb@ticortitle.com
JEFFREY BOYNES
(562) 972-3507
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ROBERT VALDEZ
(714) 496-4186
rvaldez@ticortitle.com
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