Executive Agent | Real Estate Masters

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SOUTHERN CALIFORNIAS PUBLICATION FOR THE REAL ESTATE PROFESSIONAL E XECUTIVE A GENTTM MAGAZINE Whitney Fields I NSIDE F EATURES: P AUL C ORONADO Summit Realty Group B ILL H OBBS Prudential California Realty K ATHY K OPPIE Keller Williams Realty J ULIA M AIO Kinecta Federal Credit Union Karen Morton

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Transcript of Executive Agent | Real Estate Masters

Page 1: Executive Agent | Real Estate Masters

SOUTHERN  CALIFORNIA’S  PUBLICATION  FOR  THE  REAL  ESTATE  PROFESSIONAL

EXECUTIVEAGENTTM

MAGAZINE

Whitney Fields

INSIDE FEATURES:

PAUL CORONADOSummit Realty Group

BILL HOBBSPrudential California Realty

KATHY KOPPIEKeller Williams Realty

JULIA MAIOKinecta Federal Credit Union

Karen Morton

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PWR is the only REALTOR® association offering any of these valuable member benefits. See why PWR is the Association of Choice at the CAR Expo.

Pacific West Association of REALTORS®

www.pwr.net

On October 2-4 at the C.A.R. EXPO at the Anaheim Convention Center, stop by the PWR Booth #535 and demo our NEW website enhancements!

PWReportsPower up your listing presentation, property marketing, & prospecting efforts with these simple to use PWReports. Just print & go!

The Road to Success Starts With...

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ADVERTISERS’ INDEX

AmeriFirst Financial, Inc...................11

i Photography Studio................34 & 35

Kinecta Federal Credit Union...........36

Mason - McDuffie Mortgage.............21

Prominent Escorw..............................31

PWAOR.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .2

Realty ONE Group.............................20

Talk of the Town.......................18 & 19

Photography: i Photography StudioGraphic Designer: Rob PainoEditorial Manager: Garon ArriasWriters: Lalaena Gonzalez–Figueroa,Shannon Hartsoe

© Copyright 2012

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.

EXECUTIVEAGENT Magazinecontents Fred Arrias

Executive PublisherPO Box 73384

San Clemente, CA 92673Ph: (949) 366-3349Fax: (949) 266-8757

[email protected]

OCTOBER, 2012 VOL. 2 NO. 10Cover Story

EXECUTIVEAGENT Magazine 3

Karen Morton & Whitney FieldsExecutive Agents of the Month

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Paul CoronadoSummit Realty Group

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24Bill Hobbs

Prudential California Realty

32

Julia MaioKinecta Federal Credit Union

Editorials

22 - Tony Alessandra: Improving Your Intellectual Image

26 - John Boe: The Power Of Choice

28 - Bill Brooks: Customer Impact: The Winner’s Edge

14 - Jim Rohn: The Time To Act

16 - Zig Ziglar: Laughter

Kathy KoppieKeller Williams Realty

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Nominate a fellow REALTOR® to be profiled 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 or affiliate. 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.

MAIL, Fax or E-mail:

A2929 Calle Frontera San Clemente, CA 92673 Phone (949) 366-3349 Fax (949) 266-8757 [email protected]

Nomination form I nominate:

NAME:______________________________ COMPANY:__________________________ ADDRESS:___________________________ ____________________________________ CITY/STATE/ZIP:_____________________ ____________________________________ PHONE:_____________________________ E-MAIL:_____________________________ REASON:____________________________ _____________________________________ _____________________________________ _____________________________________ Submitted by: NAME:______________________________ COMPANY:__________________________ PHONE:_____________________________ E-MAIL:_____________________________

N O M I N A T I O N F O R M

AMAGAZINE

TMEXECUTIVEAGENTTM

MAGAZINE

Fax or Email to:

Executive Agent Magazine

Fax: 949.266.8757

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EXECUTIVEAGENT Magazine

E ACover Story

Karen Morton

Whitney Fields

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W ith a client-centric business model and a genuine passion for their profession, Whitney Fields and Karen Morton have joined forces to create an

exceptional and unique real estate practice that focuses on the driving force behind their industry: relationships. The duo shares an unwavering sense of enthusiasm and

accountability, providing each client with incredible support and representation throughout the course of a given transaction and beyond. Whitney and Karen are, in fact, so committed to meeting the ongoing needs of their clientele that they have established themselves exclusively through repeat and referral business. They’ve made it work through consistency and knowledgeable

representation; Masters Real Estate Group has proven a valuable advocate for buyers and sellers throughout San Diego and the surrounding regions.

There’s a distinct synergy between Karen and Whitney, a deep sense of camaraderie that reveals the mutual trust and admiration the women share for each other. Their paths to real estate are unique, but the duo is on a clear and defined course to ongoing success.

An entrepreneurial background and creative skillset allowed Whitney to flourish early in her real estate career. Prior to earning her license, she and her husband owned and operated a restaurant. When the time was right to make a change, Whitney determined that she could capitalize upon her business experience, marketing and design prowess and people skills as a real estate consultant. Her interior design background was a launching point for

By Lalaena Gonzalez-FigueroaPhotography by Ian Wiant - Dan Fields Photography

EXECUTIVEAGENT Magazine

Whitney Fields & Karen Morton

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EXECUTIVEAGENT Magazine

successfully preparing and listing homes, and as she real-ized the value of her creative skills, she went on to become a certified, professional stager.

Karen’s degree in Marketing and extensive work in advertising provided her with a competitive edge when she launched her real estate career. After establishing herself in a variety of media formats, she sought a new challenge that would allow her to continue to utilize her abilities while maximizing her outgoing personality and communication skills. Karen proved an ideal fit for real estate and quickly discovered the joy of a profession that allowed her to make a difference in the lives of others.

So how did the self-described “Southern California Girl” and “Southern Belle” forge a solid partnership steeped in professionalism and knowledge? It started, interestingly enough, with a love of surfing. At peace on their boards, in the water, Whitney and Karen built a rapport with one another, learning that their commonalities extended to core beliefs including their systems of morals and values. “We discovered that we shared a similar approach to business,” states Karen. “Surfing together allowed us to understand the underlying issues that may contribute – or detract- from a team’s success, and to realize that we had the makings of a great partnership.” Today Karen and Whitney aren’t just

business partners; they’re also true friends who still love to recharge on the water.

With the formation of their team came a new sense

of clarity. Hours of self-examination, of creating and honing their joint business plan, led Karen and Whitney to identify their chosen route to success. “We knew we wanted to achieve specific goals,” recalls Whitney. “And we determined that we would work best if we maintained a focus on our strengths.” Both incredibly personable, Karen and Whitney opted to build upon the relationships they had so thoughtfully cultivated. It was a gamble; focusing on growing a business strictly driven through referral and repeat clientele meant starting with a small but established database and ensuring that their message was well-received. They didn’t simply ask for referrals. Says Whitney, “We reconnected with our network and explained to them exactly how we would earn business.”

Whitney and Karen consistently offer an unsurpassed level of service, tailoring their efforts to the needs of each indi-vidual with whom they work. Their consultative approach has the duo providing the information their clients need to make their best decisions, as well as a network of service and trade professional referrals. “We act as a comprehensive resource for everything real estate,” notes Karen.

Whitney Fields and Karen Morton

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EXECUTIVEAGENT Magazine

When Skip Saunders and his family began to contemplate a relocation from Los Angeles County to San Diego County, he researched highly-rated Realtors® within the region and found Masters Real Estate Group. “Whitney and Karen met with us multiple times,” he says. “They took their time with us, first helping us to familiarize ourselves with the area, and then searching for properties. They were always ready and willing to answer our questions, and had a thorough knowledge of the communities we were interested in, including schools and amenities.” His family was, adds Saunders, “totally satisfied” with the experience. “We had the opportunity to work with both Whitney and Karen, and found them to be invested in our wants and needs,” he states.

Their buyers appreciate Karen and Whitney’s patience and meticulousness as they explore their options. With thorough market knowledge, the two believe in the value of educating clients. “The more you know, the more comfortable you are finding a home that meets your criteria,” observes Whitney. “We encourage our buyers to take their time, to preview as many properties as they need to. Their long- and short-term goals drive the process.” As a team, Karen and Whitney believe they are better able to meet their clients’ needs while maintaining

their signature personal approach. “One of us is always available to answer questions and address concerns,” Whitney explains.

Client Jami Shapiro states that Whitney and Karen were highly knowledgeable and incredibly patient. Her perspective is unique: a Realtor® licensed outside of California, she understands the level of commitment that the duo displayed. “I never felt pressured, never felt the need to make a quick decision in order to close the transaction,” she recalls. Despite her own industry savvy, Shapiro asserts that she wouldn’t have found her home without Whitney and Karen. “They had knowledge about the house before it was on the market,” she explains. “It was exactly what I wanted!”

As listing agents, the duo provides a solid array of services including professional staging, comprehensive marketing and advertising campaigns, and skillful negotiation. Their attention to detail is impeccable; Karen and Whitney have created an extended team of specialists whose skillsets complement their own. Masters Real Estate Group, led by Karen and Whitney, includes an administrative assistant and transaction coordinator whose efforts allow the duo to focus on what they do best: care for their clients.

Setting the Standard of Excellence

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In addition to traditional sales, Karen and Whitney have also become adept at negotiating complex short sales. “Adaptability is critical to success in real estate,” says Whitney. “Karen and I are cognizant of this, and have dedicated the time and energy necessary to ensure that we’re able to handle the range of transactions that our clients require.” While the distressed market is ripe with emotional challenges and business-related obstacles, the team maintains focus on their clients’ end goals. “This is where we truly see the opportunity to help others,” observes Whitney. “Karen and I have helped individuals through personal and family traumas, the pitfalls of a struggling economy, and unexpected life changes. We do whatever we can to assist them in getting through the process and establishing new, attainable objectives for themselves. It’s challenging, but incredibly gratifying.”

Professional partnerships often survive because individuals count on each other to balance out their strengths and areas for improvement. But Whitney and Karen describe themselves as uncannily similar. “We get each other,” says Whitney. “Karen and I communicate really effectively, and we’re both focused on maintaining

a professional approach to our business and to continuing to build upon our knowledge and skills.”

Their referral-only business is thriving, thanks to the unwavering dedication with which Karen and Whitney operate. Their efforts have earned them consumer and collegial respect, along with a host of notable awards and accolades. Masters Real Estate Group has been featured in San Diego Magazine as “Five Star Real Estate: Best in Client Satisfaction” every year since 2009, an honor that they don’t take lightly. “Our market has experienced a volatile cycle,” Karen states. “Together, Whitney and I have not only maintained business, we’ve grown it. We go beyond meeting our clients’ needs. Masters Real Estate Group is committed to going the extra mile to provide our clients with an unmatched level of service.”

EXECUTIVEAGENT MagazineEXECUTIVEAGENT Magazine

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Masters Real Estate GroupWhitney Fields, ASP Realtor®Karen Morton, SFR Realtor®Keller Williams Realty6005 Hidden Valley Road, Suite 200Carlsbad, CA 92011Whitney: 760.579.8490 Karen: [email protected]@mastersrealestategroup.comwww.mastersrealestategroup.comDRE # 01467815 / 01414192

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At  

At  AmeriFirst  Financial,  our  interest  rates  and  service  levels          

Conventional,  Government  (VA  and  FHA),  Jumbo,  and  Niche  Products  

Completely  in-­‐house  loan  process:  from  processing  to  underwriting,  to  doc  drawing  to  funding  21  day  average  close,  30  day  closing  guarantee  

 

Exceptional  communication  and  transparency  throughout  the  entire  process  Our  complimentary  marketing  and  business  development  programs  are  the  tools  you  need  to  differentiate  you  and  your  business!

Mortgage  Advisor  |  NMLS  #278618  Cell:  760-­‐533-­‐4126    |    E  fax:  858-­‐461-­‐7019  2794  Gateway  Rd.  Suite  109    |    Carlsbad,  CA  92009  [email protected]  |  www.kari.amerifirst.us    

**  Terms  &  Conditions  May  Apply.  AmeriFirst  Financial,  Inc.  Licensed  by  the  Department  of  Corporations  Under  the  Residential  Mortgage  Lending  Act.  **  

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EXECUTIVEAGENT Magazine

W hen it comes to real estate financing, says Julia Maio, there’s no mistaking the bottom line. “If you don’t have the money to close the deal,”

she observes, “you don’t have a deal.” And she has made it her business to ensure that, time after time, residential consumers are obtaining the loan packages they need to turn dreams of home ownership into realities.

Julia’s professional history includes working as a mortgage loan consultant and a real estate agent. Her experience allows her to better understand the needs of her consumer clients as well as her industry partners. Her ability to differentiate her approach to meet the unique needs of each client, paired with smart use of technology, has given Julia a competitive edge within her market-place. Adding to that, she says, is the tremendous value that Kinecta Federal Credit Union provides throughout the course of every transaction and beyond.

“Kinecta provides a great array of loan products designed for a range of buyers,” Julia observes. “First-time buyers have access not only to traditional loans but special incentives as well. Experienced investors and high-end homeowners are able to take advantage of jumbo

loans up to four million dollars, as well as packages designed for second home buyers.” Kinecta’s Purchase Power, she adds, is a program designed to ensure that member clients’ loans close within 30 days. With a money-back guarantee, Kinecta is, she says, proving its philosophy of accountability and exceptional customer care. “We understand that in a highly competitive mar-ketplace, buyers need to have the backing of a responsive lender,” Julia states. “From first-time purchases to short sale transactions, we’re working to maintain efficacy and timeliness with every loan.”

Julia’s personal approach to business has earned her a solid base of repeat and referral clients who appreciate her dedication and commitment to their needs. She excels in working with first time buyers, and provides open and honest communication that’s not limited to traditional banking hours. She is also highly adept at packaging complicated financial products including loans for high net-worth individuals, who require the finesse of a pro-fessional with the capacity to translate their financial strengths onto paper. “It can be challenging,” Julia acknowledges. “But I love the opportunity to make it happen.”

While she’s based in San Diego, Julia notes that she is able to close loans throughout California and in 24 states across the country. Locally, she reaches out to consumers and industry professionals including agents, financial planners and tax preparers through seminars and networking events. “I’m exploring anything I can do on a regular basis to assist others in building their businesses,” she says. “As the marketplace continues to change, I’m providing my clients and business partners with the infor-mation they need to successfully adapt and grow.”

Julia consistently provides an exceptional level of service to others, backed by a genuine sense of purpose and care. “We’re doing great things here at Kinecta,” she smiles. “This is an exciting time and we’re looking for-ward to continued success.”

Julia MaioKinecta Federal Credit Union2375 Northside Drive, Suite #125San Diego, CA. 92108Tel: 619-301-6539Email: [email protected]: www.kinecta.org/jmaioNMLS ID 872912

Julia MaioA Powerful Partnership

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By Lalaena Gonzalez-Figueroa

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All his life, Paul Coronado has been propelled by an innate drive to push beyond limits and meet challenges head-on. The son of a single mother,

he grew up in a tough neighborhood where trouble was easier found than opportunity. It took tremendous effort to make something of himself, but Paul had faith that he was determined for success.

He studied at California State University, intent on becoming an attorney. Paul carried himself as a professional, establishing himself as someone special among his peers. His dreams, though, were put on hold as Paul shifted his focus on the responsibilities associated with supporting his growing family. Armed with an entrepreneurial spirit and a knack for business he delved into independent sales, then established a manufacturing company that catered to the golf industry. He was making professional strides, but hadn’t found his niche; then a colleague suggested he explore a career in real estate, and the pieces finally fell into place.

Paul launched his career in lending, and transitioned into real estate sales by the late 1990s. He built his business through an incredibly earnest approach: the process of trial and error. There were successes and there were setbacks, but Paul took every moment in stride. “The challenging moments are the best learning opportunities,” he explains. “I’ve taken those lessons and utilized them to help my clients avoid or recover from similar situations.” A onetime owner of his own company, Paul transitioned to Summit Realty Group in 2011. The move, he says, has made a notable difference in his ability to maximize efficacy and focus on his clients’ diverse needs.

“Our office is completely virtual and provides a great platform upon which to expand a business,” he observes. “Most importantly, Summit Realty Group’s philosophy and goals parallel my own. We are focused on providing exceptional customer care, working closely with clients to assist them in achieving their goals.” Paul’s clientele has grown through repeat and referral business; he connects well with individuals and works closely to establish a unique plan of action tailored to each client’s distinct long- and short-term needs. “Anyone can sell a house,” he offers. “My aim is to go beyond the transaction, to be a lifelong resource for my clients.”

Paul’s professional efforts are balanced by time with his family. A doting father and grandfather, he enjoys coaching youth softball. Working with children, he says, has impacted his approach to business. “I’m more focused and aware,” he reveals. “Coaching my daughter’s

and granddaughter’s teams has helped me to improve my communication skills, which translates directly to my relationships with clients and industry colleagues.”

He works with a spectrum of individuals including

first time buyers and experienced investors, traditional equity residential sales, distressed properties, commercial transactions and agricultural parcels throughout San Diego and the Central Valley and surrounding communities. Paul’s true specialty is facilitating transactions that accomplish his clients’ goals, and he looks forward to continuing to build his business for years to come.

Paul-Anthony CoronadoRealtor®, CDPE®Summit Realty GroupTelephone: 619.218.1503pcoronado@summitrealtygrp.comwww.SummitRealtyGrp.comDRE # 01290767

Paul CoronadoA Drive for Excellence

By Lalaena Gonzalez-Figueroa

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Engaging in genuine discipline requires that you develop the ability to take action. You don’t need to be hasty if it isn’t required, but

you don’t want to lose much time either. Here’s the time to act: when the idea is hot and the emotion is strong.

Let’s say you would like to build your library. If that is a strong desire for you, what you’ve got to do is get the first book. Then get the second book. Take action as soon as possible, before the feeling

passes and before the idea dims. If you don’t, here’s what happens -

- You Fall Prey To The Law Of Diminishing Intent

We intend to take action when the idea strikes us. We intend to do something when the emotion is high. But if we don’t translate that intention into action fairly soon, the urgency starts to diminish. A month from now the passion is cold. A year from now it can’t be found.

The Time to ActBy Jim Rohn

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By Jim Rohn

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So take action. Set up a discipline when the emotions are high and the idea is strong, clear, and powerful. If somebody talks about good health and you’re motivated by it, you need to get a book on nutrition. Get the book before the idea passes, before the emotion gets cold. Begin the process. Fall on the floor and do some push-ups. You’ve got to take action; otherwise the wisdom is wasted. The emotion soon passes unless you apply it to a disciplined activity. Discipline enables you to capture the emotion and the wisdom and translate them into action. The key is to increase your motivation by quickly setting up the disciplines. By doing so, you’ve started a whole new life process.

Here is the greatest value of discipline: self-worth, also known as self-esteem. Many people who are teaching self-esteem these days don’t connect it to discipline. But once we sense the least lack of discipline within ourselves, it starts to erode our psyche. One of the greatest temptations is to just ease up a little bit. Instead of doing your best, you allow yourself to do just a little less than your best. Sure enough, you’ve started in the slightest way to decrease your sense of self-worth.

There is a problem with even a little bit of neglect. Neglect starts as an infection. If you don’t take care of it, it becomes a disease. And one neglect leads to another. Worst of all, when neglect starts, it diminishes our self-worth.

Once this has happened, how can you regain your self-respect? All you have to do is act now! Start with the smallest discipline that corresponds to your own philosophy. Make the commitment: “I will discipline myself to achieve my goals so that in the years ahead I can celebrate my successes.”

Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior

and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with

permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email [email protected] http://FrogPond.com.

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Here is the greatest value of discipline: self-worth, also known as self-esteem.

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Laughter is a great stress reducer. If you have never read Norman Cousins’s account of his experience of self-healing as described in Anatomy of an

Illness, I encourage you to do so. When diagnosed with an incurable illness, he brought a movie projector into his hospital room and watched reel after reel of old classic comedy movies, laughing himself into hysterics. He found he could relieve his otherwise significant pain on a consistent basis through laughter. That practice, along with some other novel therapies, resulted in his healing. He left his prestigious journalistic career and taught on the faculty of a major medical school about the power of the mind and emotions in healing the body of disease.

Next to love, laughter has been described as the second-most powerful emotion we can express. It has been said that laughter is like internal jogging—it stimulates the respiratory system, oxygenates the body, relaxes tense muscles, and releases pleasure-producing chemicals in the brain. You cannot laugh and be mad, laugh and be tense, laugh and be stressed. Laughter is low-calorie, caffeine-free, and has no salt, preservatives, or additives. It’s 100 percent natural and one size fits all.

Laughter is truly God’s gift to humankind. You can get high on laughter but never overdose. Laughter is contagious—once it starts little can be done to stop it. Laughter never felt bad, committed a crime, started a war or broke up a relationship. Laughter is shared by the giver and the receiver. Laughter costs nothing and its non-taxable. Laughter is a trend-setter. If we can find ways to laugh first thing in the morning, it may in fact set the trend for the rest of the day.

Let me close by telling you the most important use of laughter I have ever discovered: The ability to laugh at ourselves. I stopped taking myself too seriously years ago and it was the best decision I ever made. Don’t get me wrong—I’m still serious about what I do. But not so serious that I can’t be the first one to laugh when I mess up (which happens all too often—it’s why I spend so much time laughing!). When you’re the first person to laugh at yourself, you leave little room for others to laugh at you.

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

Laughter

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Written by Zig Ziglar

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Presented by

Talk of AWARDS - ANNOUNCEMENTS - RECOGNITIONS - EVENTS

* Sue LaPeter, Prudential California Realty, is proud to highlight the following property:

5695 Southview, Yorba Linda Ca - Listing price....$689,000, five bedrooms/three bath approx. 2,453 sq. ft., downstairs bedroom and bath, dramatic cathedral ceilings & tons of natural lighting. Beautifully remodeled kitchen w/island and stainless steel appliances. Huge Master Suite w/dressing area and walk in closet. Enjoy

East Lake club-house, gym, pools, spas, fishing & boating on 15 acre lake. Contact Sue LaPeter at: 714-728-9018 or [email protected]

* Coto de Caza Real Estate is proud to announce the opening of their new Professional Property Management Division in Coto de Caza. Owned and Operated by Mike Ameel, Broker and the Mike Ameel Team. Coto de Caza Real Estate provides a wide range of real estate related services including : Listings, Sales, Leasing, Management,

Commercial, Investment & Apartment Brokerage, 1031 exchanges & Short Sales. According to Mike, the demand for rental properties has increased significantly this year and the demand thus far is not abating. This may be attrib-uted to the many short sales and foreclosures that homeowners have faced leaving them with few

housing options until their credit can be repaired. The rental market should remain strong through 2013.Their Company services the Communities of Coto de Caza, Rancho Santa Margarita, Trabuco Canyon, Ladera Ranch and Surrounding Communities.

* The Ryan Grant Team at imortgage offers you the perfect opportunity to energize your career and boost your earnings with our unique business

model based on preferred lending relationships with real estate clients and home builders throughout Orange County.

We’d love to talk to you about joining our team and reaping the rewards of our winning business model that offers you unmatched support to fuel your business, solid preferred lending relationships and exceptional earnings potential.

We are currently looking to hire loan consultants that can work with our partners and offer continued exceptional service and growth. If you are interested in joining the team and looking to take your career to the next level, please call us at 949-705-0582.

* Realty ONE Group Continues Significant Investment in Talent with New COO:

Realty ONE Group has hired a new COO, Matt Emerson, who has nearly 20 years of field, operational and management experience in the real estate industry. Most recently, he was chief communications officer for First Team Real Estate, and previously he held a management position at Prudential California Realty.

“Matt’s hands-on approach means that there are no aspects of the business he doesn’t

know - from branch operations to the boardroom,” said CEO and Founder Kuba Jewgieniew. “His ability to connect to sales associates, employees and clients in an honest and caring way - with their goals in mind - has proven to be one of his greatest strengths and has driven successful outcomes for all parties involved.” Realty ONE Group is opening its new Orange County corporate office at the Irvine Spectrum this month.

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the Town...PRESS RELEASES - PROMOTIONS - HONORS - ACTIVITIES

* Bob and Gayle Gottuso, First Team Real Estate, is proud to present their latest listing:

Entertainer’s dream home on a trophy lot with amenities made for a luxurious lifestyle. This excusive Mystic Hills home is a modern multi-level marvel with panoramic coastline, Catalina and Laguna Beach city views. The multiple custom stone terraces for lounging are abun-dant in size and highlight each level with a 74 foot lap pool, large spa and BBQ completing

the spectacular outdoor living space. The archi-tectural and design features of this 9500 square foot masterpiece come from the very talented

Singer and Jeannette and is built almost entirely with marble, granite, steel and glass throughout. This home encompasses a stunning great room with 30 foot curved floor to ceiling windows and a magnificent fireplace, five individual bedroom suites, a media area with built-in wet bar, a tem-perature controlled walk in wine room with a separate and intimate tasting area near the Master Suite. European Kitchen has granite counters with two separate islands and a built in BBQ area. $7,795,000. Located at 1255 Pacific Avenue, Laguna Beach, CA 92651- Web ID: 4387726. Please contact Gayle at 949- 533-3009 or email [email protected].

* Bill Hobbs, Prudential California Realty, presents the following property at; 2545 IRIS Way, Laguna Beach, CA 92651. BREATHTAKING PANORAMIC OCEAN VIEWS from Laguna Beach hilltop home. Views of the city, the hills, the sunsets

& shoreline ON ALL LEVELS INSIDE & OUT!! Lush foliage & water feature welcome you into a floor plan offering superb entertainment value & a contemporary design artistically blending contrasting elements of style throughout. The entry level is open living space surrounded with windows & enhanced by vaulted, wood beamed ceilings.

Enjoy MAGNIFICANT VIEWS from 1 of 3 balconies or from the living room with fireplace, dining area & gourmet kitchen with bar, custom cabinets & Viking Professional appliances. Mid-level offers a versatile layout in a master bedroom setting with fireplace, separate retreat/gym/bedroom, laundry room &

master bath with large tub, 2 person glass shower & walk-in closet. Step into a spacious room complete with indoor spa & impressive wet bar on the lower level, complimented by the 3rd bed & bath & outside access to the fenced garden & street below. GREAT PROPERTY!!! MLS#: U12003398. Contact Bill at 949-922-4599, or [email protected]

Presented by

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Improving Your Intellectual ImageThis aspect of your personal image comes from how

well you’ve developed what’s inside your skull. This is your intellectual self. I’m not talking about

a high IQ or your ability to win at Trivial Pursuit. I’m referring to the depth and breadth of your knowledge, your mental fitness. Most of us were given plenty of basic intelligence. We alone decide whether we’ll use it to capacity or let it get flabby or stiff from disuse.

Can your mind lift abstract concepts from The Wall Street Journal, or from the professional journal in your field? Can you grasp the intricacies of a problem explained by someone in a field completely different from your own?

Can you see an issue from a perspective that’s 180 degrees from your own feelings? Can you entertain ideas that come from a different culture, or from people you don’t like? Can you hang in there when it’s going to take a lot of convincing to get people to see things your way, or when it’s going to mean clearing seven committees and the CEO?

Training your mind to take on longer-term and more demanding tasks gives you the stamina you need when mental marathons come up. Other ways to strengthen your mind might include:

wondered about-say, art history, acting, or geology-but never studied.

prefer, learning to scuba dive.

difficult skill: celestial navigation perhaps, or gourmet cooking, or origami, or winemaking.

club or a reading circle where new issues and speakers abound.

series of books or musical performances. Paying so much, you’ll probably feel compelled to get your money’s worth.

to a daytime TV talk show without making judgments about the intelligence of the participants!

Another intellect-strengthening exercise is to get in the habit of not assigning labels to people. When you’re at a party and another guest is introduced to you as “a life-insurance salesperson,” don’t you, mentally at least, take a couple steps backward? Ditto, perhaps, for “IRS auditor,” “debutante,” “parole officer,” or “yachtsman,” depending on your mind-set.

Thus, the hidden assumptions of language can control your behavior. Your preconceived notions of accountants, say, as bland and boring, or of professors as tweedy and reserved probably does you and them a disservice and may prematurely kill off what could be a valuable relationship.

To maximize your intellectual image, attempt to get past the labels. Don’t overlook, for instance, the opinions of a mere “clerk” while perhaps overvaluing those of a “consultant.” It takes intellectual strength to avoid the trap of confusing the specific for the general. But if you can get into the habit of appreciating people’s unique, human side and not judging them generically, you’ll win their respect-and you may learn something, too.

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© 2003, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email [email protected]; http://www.frogpond.com.

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He built a career as a highly successful real estate professional in the Bay Area before transitioning to - and effectively starting over in - Newport

Beach. It might seem like an unlikely move, relaunching a business, steeped so deeply in client and collegial relationships, into unfamiliar territory. But Bill Hobbs was undaunted by challenges and driven to succeed. The roadblocks on his new path didn’t deter him from fulfilling his journey; instead they motivated him to improve upon his skills and to refine the course of his career. “I wouldn’t change a thing,” he reflects. “Today my business is strong, and I’m more focused than ever on meeting the ongoing needs of my clientele.”

Before establishing himself as an accomplished and talented real estate professional, Bill enjoyed a career in aviation, flying first with the U.S. Navy and then moving into commercial airlines. During that time he also worked as a stockbroker. The high-energy posi-tions were well-suited to his detail-oriented nature and his incredible focus, but Bill found himself looking for new opportunities. A contact in the mortgage industry suggested he’d be a good fit for the industry, and in 1997 he transitioned into the business. Eventually Bill co-founded his own mortgage brokerage, which con-tinues to thrive today.

By 2000, Bill was a full-service broker associate representing clients in the purchases and sales of residential and investment properties. His professional focus was unwavering: a consultative approach facil-itated consistent success in achieving his clients’ distinct goals. Navigating the complexities of the loan process as well as the purchase or sale transaction, he offered a comprehensive level of care that ensured no details were left to chance. All the while, notes Bill, he maintained ongoing communication to ensure that each client’s needs expectations were met and, more typically, exceeded.

“I’ve grown my business through repeat and referral clients,” Bill explains. “My commitment to my clients has allowed me to gain tremendous loyalty.”

Despite notable success – Bill estimates that he has successfully negotiated over 1,000 transactions – he continues to pursue ongoing training and educa-tion through formal business coaching. The level of accountability that he holds himself to is remarkable; Bill adheres to an incredibly disciplined schedule that allows him to maximize efficacy throughout the course of a given day. He is polished, professional and driven, allocating time each day for door knocking, active marketing, and networking as well as researching prop-erties and communities for his clientele.

“I’m constantly trying to improve upon myself,” acknowledges Bill. “I understand that the way to add value to the real estate process is to provide honest and knowledgeable service centered upon the unique wants and needs of my clients.”

Robin Robertson lauds Bill’s objective and client-centric approach. “My husband and I elected to work with Bill because he was extremely professional and knowledgeable,” she states. “We had listed our home two times before without any luck, but he managed to sell it in seven days and secure a thirty-day closing.” His negotiation skills, she adds, were impeccable. “Bill ensured that our best interests were being met, and advocated for us throughout the sale,” Robertson recalls. As the couple searched for their next home, says Robertson, Bill displayed diligence and patience, maintaining a concise focus on their long-term goals. “He’s also charming and fun to be around,” she notes. “He’s a natural!”

Bill’s business is thriving, thanks to his dedicated efforts and solid experience. He looks forward to con-tinuing to cultivate relationships with clients throughout Orange County, and to providing them with excep-tional representation in the selling, purchasing and financing of properties throughout the region.

Bill HobbsPrudential California Realty1400 Newport Center Drive, Suite 200Newport Beach, CA 92660Telephone: [email protected] # 01241331

By Lalaena Gonzalez-Figueroa

EXECUTIVEAGENT Magazine

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In aviation, the word “attitude” is a term that refers to the angle that the plane meets the wind, if the wings are level with the horizon and whether the aircraft

is climbing or descending. The pilot who fails to take responsibility for the attitude of his or her aircraft is in serious trouble. And likewise, any leader who fails to control their thoughts and take responsibility for their attitude runs a similar risk with their organization.

As a sales manager, you not only set the pace for your sales team, but you’re responsible for setting the tone as well. For better or worse, the leader’s attitude is contagious and permeates throughout their organization. Positive, upbeat companies are always led by positive, upbeat managers. While we’re not always able to control our circumstances, we can and must control how we respond to life’s difficulties, setbacks and challenges. We have a choice about how our day is going to be.

How often do you talk to yourself and what do you say? Research in the field of psychology indicates that the average person maintains an ongoing mental dialog, or “self-talk,” of between 150 to 300 words per minute. Unfortunately, not all of these thoughts are positive. In fact, it has been estimated that of the thousands of thoughts we have each day, approximately 40 percent of them tend to be negative and self-critical in nature. Most of us are generally unaware of this negative background chatter, let alone its sabotaging effect on our emotional state, performance and well-being.

Watch your thoughts, for they become words. Choose your words, for they become actions. Understand your actions, for they become habits. Study your habits, for they will become your character. Develop your character, for it becomes your destiny.

-Anonymous

Earl Nightingale, cofounder of the Nightingale-Conant Corp., concluded that life’s “strangest secret” is that you become what you think about all day long. If you want to know where your predominant thoughts lie and what you believe, look at what you are experiencing in your life. Your thoughts are creative by nature and express themselves through your emotions, which in turn, drive your actions. Everything you say both positive and negative is in fact an affirmation and reflects your belief. Whatever you think, feel or say about your life today is the scaffolding that builds the events you will experience in the future.

Affirmation And Positive Self-TalkWilliam Shakespeare said, “Nothing is good or bad,

but thinking makes it so.” The first step in the process of changing your belief system is to monitor your thoughts and the next step is to control them through the power of choice. Once you become conscious of the critical aspects of your internal dialogue, you can choose to reframe your negative thoughts by substituting affirmative statements.

World-class athletes understand the value of affirmation and recognize the impact of their mental preparation on their physical performance. They use the power of positive affirmation to reduce anxiety and increase their expectation of achievement. To be of maximum benefit an affirmation must be simple, encouraging and stated in the present tense. By repeating an affirmation over and over again it becomes embedded in the subconscious mind.

Do affirmations really work and can they propel a person to greatness? As a teenager beginning his boxing career in Louisville, Kentucky, Cassius Clay would frequently affirm, “I am the greatest of all time!” While many considered him boastful and few took this eighty-nine pound, twelve year old seriously, Mohammad Ali used the power of affirmation to become the greatest

By John Boe

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boxer of all time and arguably the most recognizable sports figure in the world.

Henry Ford was right when he said, “Whether you think you can or think you can’t - you’re right.” Your belief system, like your computer, doesn’t judge what you input; it simply accepts it as the truth. The key to cultivating and maintaining a positive mental attitude is to use your power of choice and take control of your thinking. It’s a challenging task to develop a calm, focused mind, but well worth the effort.

Action Plan:Here are some suggestions to help you have a good day

every day.

1. Establish the habit of getting up early. 2. Upon rising, read or listen to something positive

and inspirational. Clinical studies indicate that our mind is most receptive to suggestion during the first 15-minutes upon awakening. Here are some books that will help you start your day off on the right foot.

Selling, by Frank Bettger

W. Dyer

Vincent Peale

3. Take a few moments to consider the upcoming activities of your day. Visualize events flowing. See people accept your ideas and your day unfolding in a harmonious and productive way. This is a good time to verbalize your affirmations.

4. Take time for some physical exercise. 5. At noon, take a 10-minute mental break to relax

and replenish your energy.

John Boe presents a variety of training and motivational programs for meetings and conventions. John brings over

trainer to the platform. Copyright© 2005, John Boe. All rights reserved. For addition information, contact the Frog Pond at 800.704.FROG(3764) or email [email protected]; http://www.frogpond.com.

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Many years ago, a racehorse named Achmed became one of the first horses in history to win more than $1 million in a single season.

During that same season, there was another horse that came in second in almost every race that Achmed won.

Interestingly, Achmed won 15 times as much money as the horse that consistently came in second. Later, the champion was sold for ten times more money than the second runner. A big difference, huh?

Does that mean that Achmed was 15 times faster than his nearest competitor? That question intrigued a sportswriter, so he made a study of the times logged by the two horses. Achmed’s finishing times averaged only 3 percent faster than the slower horse.

Simply stated, the champion that year had a winner’s edge of only 3 percent over his nearest competitor, but it was enough to bring his owner 15 times more prize money and give him ten times as much value!

When it comes to making a sale, there are only winners and losers - no one comes in second. You either make the sale or you don’t, and the winner gets 100 percent of the money.

For most salespeople, income is directly proportional to the number of sales made. Although you may be able to change jobs often enough to remain ahead of a draw, or you may jump from one salaried selling job to another and keep some income coming in, sooner or later, it will catch up with you. If you don’t close sales, you won’t make a living as a salesperson.

Don’t Just Show Up For The Game; Play To Win

Life is clearly not about “just making a living” - that’s the loser’s mentality. Losers feel privileged merely to be in a big game, but winners always play to win it.

As a college football coach for 14 years, I learned that you can almost always predict the outcome

of a championship game by listening to what the coaches and players of the two teams say before the starting whistle sounds.

It’s now ancient history, but the 1986 Super Bowl offers a great example of how it works. The Chicago Bears won it decisively.

Make no mistake about it: the New England Patriots brought a great team to the championship game that year. They had many talented players and excellent coaching, and they had overcome great adversity and defeated some strong teams on their road to the biggest game of the year in the National Football League.

But the difference in the two teams showed clearly throughout the tail end of the season. The Patriots seemed surprised that they had made the playoffs, shocked that they’d won their conference championship, and amazed that they’d earned a right to play in the Super Bowl.

“We’re just glad to be here and have an opportunity to play in this game,” several of their players told the press in the week before the big game.

However, the Bears had decided before the season started that it was to be their year to win it all. They were convinced they could win every game they played that year, and they did win all but one. “No team in football can beat us!” boasted their cocky quarterback Jim McMahon before the big game.

Then he and the Bears confidently went onto the field and backed up their claim with a dazzling performance. When it was all over, they were clearly the champs.

Customer Impact: How To Get More Of It

I suspect that you want to become a winner at the selling game. The truth is, you probably are already a winner. Losers seldom read articles like this, but winners read anything and everything that can help them keep their winner’s edge honed to razor sharpness.

By Bill Brooks

Customer Impact: The Winner’s Edge

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It’s clear that the ability to gain and hold the attention of enough of the right people is what gives the top 5 percent of salespeople their winning edge.

If you have a champion’s heart, your next question is likely to be, “How can I get more customer impact?”

In a way, that’s what sales is all about. Every sales idea is designed to do one thing: to enable you to connect with and influence enough of the right people to do the right things to get what they want out of life. Let’s take a brief look now at how to boost your customer impact.

I’ve been around selling all my life. My father sold for 43 years, and I’ve been selling all my adult life. Even when I was coaching, most of what I was doing was selling. What’s more, I’ve had some excellent teachers and mentors in the selling profession. More recently, I’ve spent many years training salespeople for some of the world’s leading organizations.

During all that time, I’ve noticed that the salespeople who have high customer impact reflect three basic qualities:

1. Strong personal attributes and attitudes2. Specialized knowledge and skills3. A propensity for doing the right things at the

right times

What we are talking about are people with positive attitudes, in real situations, dealing with real motivational forces, and taking real-world, tangible actions to produce desired results.

Bill Brooks, CSP, CPAE, CMC, CPCM former CEO of a $300,000,000 corporation and two-time sales award winner from an international sales force of 8,000, Bill has real-world expertise. Bill has spoken or consulted in over 300 different industries while being engaged by at least 150 clients an astonishing six times each. Copyright©2003, Bill Brooks. All right reserved. For information about how to bring Bill to your next meeting or convention, contact the Frog Pond at 800.704.FROG(3764) or email [email protected]; http://www.frogpond.com.

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OPEN ESCROW IN OCTOBER AND BEENTERED IN OUR IPAD RAFFLE!

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Kathy Koppie

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An astute negotiator with a personable approach, Kathy Koppie offers her clients thoughtful repre-sentation throughout the course of every purchase

and sale transaction. With a background in finance and a focus on providing exceptional customer care, she ensures that each of her client’s distinct wants and needs are con-sistently met.

Before transitioning into real estate, Kathy established herself as the finance manager at a high-line automo-tive dealership in Newport Beach. The position was demanding, but she enjoyed the challenges and the oppor-tunity to connect with customers, identify their goals and create strategies designed to assist them in reaching those objectives. Those skills have proved an ideal foundation upon which to build her real estate career, and Kathy has relentlessly pursued the training and education to ensure that she provides the highest possible level of service.

Her diligence makes the difference. Kathy doesn’t just do her part to meet her clients’ goals; she also ensures that they maintain resolve and motivation throughout the process. “In complex transactions, when challenges or obstacles arise, it can become easy for people to lose sight of what they’re really working toward,” she explains. Kathy’s objective approach facilitates a renewed sense of focus for her clients, allowing them to regain sight of the end results they’re working to achieve.

Client Patty Hennessey, whose home sold within the span of a week, remarks that she was impressed by Kathy’s diligence and thoughtfulness. “She made it really hassle free,” says Hennessey. “Kathy held multiple open houses in order to quickly attract prospective buyers, and did a fantastic job at marketing. This minimized the inconvenience to me, which I really appreciated. Once we were dealing with offers, Kathy was great at negoti-ating a price that worked for me.” Hennessey notes that, throughout the course of the transaction, she believed that Kathy maintained her best interests at the forefront of her actions.

Kathy’s persistence is limitless; launching her career while the industry was in the throes of a worldwide eco-nomic crisis posed remarkable challenges, which she met with unwavering determination. It was an uphill battle,

but she engaged herself with the assistance of a solid support team. She collaborated with established agents, incorporating their best practices into her repertoire while consistently evaluating and refining her business model. “There is a level of tribal knowledge in our industry that is only obtained through experience,” she observes. “I knew it was critical for me to learn from those who were committed to weathering the storm.”

She works with residential buyers and sellers throughout Orange County and surrounding regions, providing her clients with the knowledgeable and diligent representa-tion they need to navigate a still-changing marketplace. “I’m committed to follow-through,” she says. “If I say I’ll be somewhere and get something done, I do what it takes to make it happen.” With buyers, this means taking a creative approach to finding properties that meet their criteria. Whether she’s networking with other agents or door knocking to identify potential sellers, Kathy leaves no stone unturned in her efforts.

Her success has been achieved with intention; Kathy has carefully cultivated her thriving career by addressing the ongoing needs of her profession as well as her cli-entele. “In order to lead my clients with confidence,” she explains, “I am constantly examining opportuni-ties to expand upon my knowledge and skills.” To that end Kathy has earned a designation as a Short Sales & Foreclosure Resource (SFR) and is in the process of becoming a Certified Distressed Property Expert (CDPE).

Kathy looks forward to the opportunity to continue to make a difference in the lives of others. “Buying or selling a home is such a significant process,” she reflects. “It’s an honor to be able to facilitate a successful experi-ence for my clients.”

Kathy KoppieKeller Williams Realty

27101 Puerta Real, Suite 150Mission Viejo, CA 92691

Telephone: (949) [email protected]

DRE # 01857595

By Lalaena Gonzalez-Figueroa

Driven to Succeed

EXECUTIVEAGENT Magazine

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Terms and conditions subject to change. All loans subject to credit approval.Information is intended for Mortgage Professionals only and not intended for consumer use as defined by Section 226.2 of Regulation Z, which implements the Truth-In-Lending Act. The guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union underwriting guidelines and all applicable federal and state rules and regulations.1) $500 Gift Card Offer restrictions: Offer applicable to home purchase transactions in the state of California financed with a Kinecta mortgage. Eligible Kinecta mortgages include conforming and government mortgages (including HomePath®). Limited to 1-4 unit primary residence, second home, or investment property. Loan amount must be from $150,000.00 to a maximum of as much as $625,500 (conventional) / $729,750 (FHA), subject to specific county-based maximums which are lower for most counties. $500 Gift Card will be mailed after mortgage funds (minimum of 3 weeks after the funding date). Visit www.kinecta.org/gift_cards for gift card terms and conditions, including fee information. Borrower may opt to forego $500 gift card and instead apply a $500 credit towards mortgage closing costs (request must be made prior to mortgage application submission). Other discounts, such as the existing VIP closing cost discounts, may not be applied in addition to the Purchase Power discount offer. 2) Applicable to home purchase transactions only. 0.625 discount offer applicable to Conforming fixed-rate mortgages with 45-day rate lock. 0.500 discount offer applicable to Super Conforming fixed-rate mortgages with 30-day rate lock. Valid on home purchase loans locked on or after 5/17/2012. For investment properties or second homes, discount offers valid on loans with terms of up to 15 years. Not valid on detached condominiums. Offer subject to change without notice and maybe cancelled at any time. Ask Kinecta Mortgage Loan Consul-tant if offer is still valid at the time of rate lock. 8318-07/12

Unique mortgage solutions from a one-of-a-kind lender.

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IN THE SPOTLIGHT1

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North San DiegoMike Sieber, NMLS 353500 Mgr., Mortgage Loan Salestel: [email protected]/msieber

Mission ValleyEric Anderson, NMLS 381598 Mgr., Mortgage Loan Salestel. [email protected]/eanderson