· PDF fileAlthough every precaution is taken to ... “Clients are paying a lot of money and putting a lot ... The self-described “banker who sells real estate” was

EXECUTIVEAGENTTM

MAGAZINE

Executive Agent of the Month

Inside Features:

Nathan LindseyWells Fargo Home Mortgage

Nestor & MichelleRE/MAX Premier Realty

Corine PetersonPrudential California Realty

Wayne SmithCorona del Mar Properties

Russell TaylorCENTURY 21 Award

Dana L. WallBerkshire Hathaway HS

Grant Doelp

imortgage Newport Beach - 1301 Dove Street, Suite 101 Newport Beach, CA 92660 | imortgage Laguna Hills - 24442 Avenida de la Carlota, Suite 110, Laguna Hills, CA 92653 | 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. 020582014.

Edna Austin(949) 705-0543NMLS ID 283761

Ryan Grant(949) 705-0582NMLS ID 118767Sales Manager

Alan Cipolletti(949) 705-0558NMLS ID 653005Sales Manager

Chris Black(949) 705-0567NMLS ID 275073

Marc Bui(949) 705-0587NMLS ID 380219

Connie Wick(949) 297-1404 NMLS ID 223268

Brett McDonell(949) 705-0577NMLS ID 303085

Matthew Miede(949) 705-0573NMLS ID 470783

Lynn Nelson(949) 297-1406NMLS ID 653022

Marty Noronha(949) 297-1403NMLS ID 1112456

Tom Chioles(949) 705-0607NMLS ID 335252

Eric Cazarez(949) 705-0595NMLS ID 1022434

John Davis(949) 705-0576NMLS ID 341251

Herm Cundall(949) 705-0576NMLS ID 341251

Aaron Hanson(949) 705-0593NMLS ID 382768

Cory De Pass(949) 705-0584NMLS ID 259274

Tommy Evans(949) 705-0572NMLS ID 1015000

Kory Clifton(949) 705-0589NMLS ID 1042912

Nipper Larson(949) 297-1405NMLS ID 273037

Kaarina Jo(949) 705-0560NMLS ID 796742

Julie Day(949) 297-1407NMLS ID 174457Sales Manager

John J. Reed(949) 705-0555NMLS ID 869516Branch Manager

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Photography: i Photography Studio,Ian Wiant, Rob PainoGraphic Designer: Garon T. ArriasEditorial Manager: Trudy VanWriters: Lalaena Gonzalez–Figueroa,Shannon Hartsoe, Haley Freeman, Julie Brown, Juliet Meredith© Copyright 2014Executive 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: [email protected]: www.EAMag.net

March, 2014 S. Orange County

ExEcutivEAgEnt Magazine 3

Southern California’S PubliCation for the real eState ProfeSSional

Cover Story

Grant DoelpExecutive Agent of the Month

1 9

Editorials

36 - Patricia Fripp: A Team is More Than a Group of People

30 - Louise Morganti Kaelin: The Perfect Time For Change!

26 - Ron LaVine: Want to Sell More?

34 - Nancy Michaels: College Interns

Corine Peterson

Wayne Smith Dana L. WallRussell Taylor

Nathan Lindsey Nestor & Michelle

1 2 8 4

3 2 1 6 2 8

ExEcutivEAgEnt Magazine

EXECUTIVEAGENTTM

MAGAZINEBy Shannon Hartsoe

Trust and a successful background are two of the most important traits prospective clients want in a real estate agent. Corine Peterson brings these and

a host of other qualities to her Orange County clients as an independent real estate agent at Prudential California Realty.

For starters, Corine’s extensive business background includes years of corporate finance expertise, an MBA in finance from Pepperdine University and best-selling

author. It all combines to create a high-caliber agent who provides consumers with an in-depth understanding of the local market, personable communication skills and clear, forward thinking that gets results.

“Clients are paying a lot of money and putting a lot of time and energy into selling their home,” she says. “That’s why I believe in providing the best services to the consumer.”


“Just like I did in the corporate world, I present my clients with the facts so they can make good decisions about their property. We then move forward using the best information available so they can rest assured they are getting the best representation possible.”

Corine developed her skills as the longtime vice presi-dent of credit and investments for Prudential Real Estate. Starting as a senior accountant, she eventually managed a $300 million real estate portfolio and served on the boards of several of the company’s largest affiliates throughout the U.S. Her expertise in determining values of companies involved putting together credit memorandums and pro-formas on the potential multi-million dollar deals which she would take to Prudential’s financial committee for approval.

Now, she has taken her business acumen and poured it into serving Orange County consumers as a real estate agent, focusing on the Hills of North Tustin, Lemon Heights, Cowan Heights, Panorama Hill and Barrett Hill. The decision to move in a new direction was one she weighed heavily. But after years working at the highest levels, Corine was confident she could find success on her own.

At the time she left, Prudential Real Estate had recently been bought out by Warren Buffett’s company Berkshire Hathaway, which acquired Prudential’s real estate agent network from Brookfield Asset Management.

“I had the option to work for that company, or I could have stayed with Prudential and left with a big severance check,” she says. “I decided to take the check and start doing real estate on my own. I had spent over 20 years working for someone else and working for myself is something I always wanted to do.”

She left Prudential on Dec. 23, 2011, secured her real estate license four days later and conducted interviews over the next month with local brokers for whom she would consider working for.

The self-described “banker who sells real estate” was on her way. By summer 2012 she was securing clients and closing deals.

Her years of building a stellar reputation played in her favor. Corine forged a brokerage deal with the Anaheim Hills office of Prudential California Realty, whose owner she had worked with for 20 years when she was in corpo-rate with Prudential Real Estate.

Despite her quick success, it’s never easy to break out of your comfort zone, she notes. “It was a very hard decision to make because I have always worked in the corporate world, and I had various offers from other large brokerages that asked me to work for them, some in a CFO capacity,” she says. “So I could have gone to one of those companies with a good starting salary or start in real estate from scratch. I have always done well in a struc-tured environment, but I am truly enjoying the freedom now of being my own boss and determining the course of my career.”

That course also includes sharing her expertise as a contributing writer to “The Ultimate Success Guide: The World’s Leading Experts Reveal Their Secrets for Success in Business and in Life,” a book published in 2013 that made five Amazon.com best-seller lists. Corine contributed a chapter titled “Life Lessons in Success.” Her success shouldn’t surprise anyone. After all, working at the top levels of your profession only breeds excel-lence – whether you are managing real estate portfolios or selling million-dollar homes.

“Working intimately with these high-end people over the years has proven invaluable because I saw exactly what it would take to succeed,” Corine says. “I also think my financial background is a huge part of my successful actions with clients thus far. When you’re dealing with the biggest transaction of your life, would you want to work with an agent that has little formal education and/or experience who just passed the real estate exam – or someone like me who brings all this hands-on experience to the table?”

Corine PetersonPrudential California RealtyTel: [email protected]: www.CorinePeterson.comBRE # 01908211

CORINE PETERSON

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Nestor Herrera & Michelle Phillips

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After working together for several years, Nestor Herrera and Michelle Phillips realized that they make a dynamic team. Now they are a team in

work and in life, and they share a real estate practice, a family and a passion for making Orange County a great community in which to live.

According to Nestor, he and Michelle love real estate because it affords them the flexibility, income and bal-ance “to do other things we want to do, not all hard work should be at work.” When he was in college, Nestor pur-chased his first condo. He worked with a great Realtor® who influenced his career path. “I spent a lot of time with her in the process. She had what I felt I was looking for in life. She was a role model for my lifestyle choice. I still speak with her and still consider her a mentor to this day.”

Michelle’s father owned a furniture store. “Interior design and architecture were huge at my house when I was growing up. I grew up in San Marino near Pasadena. That area has large estate homes from the 1920s. Architecture interests me, so it flowed into this career. I like to help people stage their homes and maximize their space better to help them sell,” Michelle says.

It is Michelle’s clinical attention to detail which she brought with her from her experience in the medical field coupled with Nestor’s contractual expertise that make the two such a balanced team. “She sees what everyone else doesn’t see when she walks into a house,” Nestor explains. “She is a great completer of the task. She is really the one who makes everything happen. I may formulate a plan, but she is truly the one who is behind taking that plan and making something of it. I like to make sure that everything is spelled out in the contract to alleviate misunderstandings from the beginning. I make sure the purchase agreement is done right to prevent prob-lems from coming up later.”

“Nestor is a huge dreamer and huge visualizer. Our cli-ents get the best of both worlds. He really knows the ins and outs and knows how to negotiate problems with the other side and explain it in a way that is soothing rather than adversarial. He is phenomenal. I’m the one who will roll up my sleeves and push the plan through.”

Nestor has served on the grievance and anonymous complaints committee for the Board of Realtors® for the past five years. “I enjoy very much doing our part to keep the integrity of the industry up, and it personally gives me the opportunity to see what is going on in the industry and learn from other people’s mistakes,” Nestor says.

When Nestor and Michelle are not selling real estate, they are busy working in the community. They are both active supporters of Team Kids, an organization whose mission is “to empower our children to change the world.” They do this by giving “young people the opportunity to improve the lives of others today and encourage them to become the next generation of compassionate leaders, entrepreneurs, and philanthropists.” Nestor has been vol-unteering with the organization for five years and has served on their executive board for four years. “We finan-cially support Team Kids and much of our free time goes there,” Nestor says.

Michelle and her two children, ages 13 and 15, work together with Nestor and Team Kids. Michelle success-fully headed up the organization’s toy drive for 2013, facilitating the collection of over 1,100 toys for needy children.

Nestor is also an Ironman Triathlon finisher. “After all his months of training, when I saw him cross the finish line, I was so proud,” Michelle says. Nestor and Michelle are now working with Tom Knoll, the 82-year-old fin-isher of the inaugural 1978 Ironman competition, as he runs across the U.S. to Canada as part of an effort to raise funds for cancer research. They also support Ironman fin-isher and cancer survivor, BethAnn Telford, in her fitness partnership to fight pediatric brain cancer. “Fitness and nutrition go hand-in-hand with all of this,” Michelle says.

Nestor and Michelle do not consider themselves ordi-

nary agents, whose motivation is winning awards or achieving the highest sales numbers. Instead, their focus is social responsibility, both in their industry and in their community. Nestor says, “We chose real estate because community is important to us. It’s not just about buying and selling homes; it’s about building community.”

Nestor & MichelleRE/MAX Premier Realty5299 Alton ParkwayIrvine, CA 92604Tel: 949-279-6080NestorHerrera.comMichelleCPhillipsHomes.comTeamKids.orgILoveWB.comBRE # 01228021 – 01361464

“It’s About Building Community”By Haley Freeman

A FREE Members-Only Benefit from the Pacific West Association of REALTORS®

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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. AS1013525 Expires 4/2014

J.J. BallesterosBranch Manager714-934-7388NMLSR ID 404462

Steve SilvestriSales Manager714-476-3000NMLSR ID 419052

Mark PrestonSales Manager714-585-6444 NMLSR ID 490912

My HoangHome Mortgage Consultant714-356-8991NMLSR ID 453285

Nathan LindseyHome Mortgage Consultant714-394-0506NMLSR ID 665133

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Christopher James PrestonHome Mortgage Consultant714-323-8825 NMLSR ID 490895


Nathan LindseyNate Lindsey has a rare personality – a gifted math-

ematician who loves working with the public, but he wasn’t always sure how he could use both in his

professional life. His list of options was woefully short.

“Most public-facing jobs don’t require much math and most analytical jobs don’t usually spend much time with the public,” he says. “So I didn’t really know what I wanted to do after I graduated from college.”

While studying business finance at California State University at Fullerton, where he earned his BA and MBA, and graduated Magna Cum Laude, Nate stumbled upon the solution. One of his fraternity brothers was a mortgage originator and Nate began working for him. It didn’t take long for Nate to realize he had found his calling. “It was immediately interesting to me,” he says. “I like helping people and I have a strong mind for math. In mortgage finance, I get to do both.”

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MAGAZINE


For Nate, one of the most important parts of closing a loan is in telling the story. “It all starts with a high quality loan application,” he says. “I collect all the necessary paperwork from the customer and thoroughly explain the process to the customer to avoid surprises. I have a strong background in credit and finance and I’m good at telling the customer’s story to the underwriter. When the loan does not meet standard credit policy, I’m good at fully documenting the file upfront and I package up the loan with the greatest chance for success. I make sure my files are high quality and my underwriters really appreciate it.”

That attention to detail has earned him a reputation as one of the hardest working mortgage originators in the area and has earned him a number of accolades over the years. He’s closed more than $500 million in loans in the past five years and has earned Wells Fargo’s President’s Club. Additionally, Nate has been ranked by the Scotsman Guide as one of the top 100 loan officers in the nation three years running. Wells Fargo is the #1 lender in California for purchase market share and Nate is one of Wells Fargo’s top purchase producers in Southern California.

Though Nate is versed in the aspects of mortgage lending, from refinance to new construction, thanks to his 8 years as an in-house lender, he is particularly well-suited for purchase loans -- something high producing Realtors® appreciate. To these agents, nothing is more important than helping their clients purchase the home of their dreams. Simply put, Nate takes great satisfaction in helping his Realtors® by closing transactions on time and gaining a competitive edge.

Regardless of the level of homebuying experience, Nate has the knowledge to make sure nothing gets left to chance. He stays abreast of underwriting rules and cur-rent lending guidelines and works closely with clients to answer questions and guide the process. And at Wells Fargo, Nate’s experience is being put to even greater use.

“Wells Fargo has a very customer-centric philosophy that closely matches my own,” he says. “And they have a reputation as not only one of the biggest names in mortgage lending, but one of the most respected.” With competitive rates, an extensive product line, prompt com-munication and service that continues long after the loan is closed, clients know that they can depend on Nate to help them get the loan they need, quickly and smoothly.

Nate’s Branch Manager J.J. Ballesteros says “Nate’s clients constantly tell me how great Nate is and how happy they are to work with him. This is the level of ser-vice you will receive when working with Nate.”

But over the years, Nate has come to learn something

else as well. All work and no play is not healthy -- for his life or for his business.

“I’m always available for my clients,” he says. “But I also try to strike a healthy balance. I try to set boundaries in my life that help me stay at my most productive levels.”

A devoted family man, Nate tries to keep his in-office hours to approximately 45 hours per week. He and his wife, Katie, have two young children and love to spend time volunteering in the community. Nate is a coach for the Upward basketball program at his church and has coached for the local Boy’s and Girl’s Club as well.

“At the end of the day, this industry is all about people,” he says. “And one of the best things about my job is it gives me the opportunity to help people at work and then continue helping people outside my office hours.”

“It’s extremely gratifying to help people with one of the most important purchases of their lives,” Nate says. “I can’t imagine doing any other job.”

Wells Fargo Home Mortgage is the nation’s leading mortgage lender and services one of every five mortgage loans in the nation. A division of Wells Fargo Bank, N.A., and an equal housing lender, it has a national presence in mortgage stores and banking stores, and also serves the home financing needs of customers nationwide through its call centers, Internet presence and third-party produc-tion channels.

Nathan LindseyWells Fargo Home Mortgage

Tel: 714-394-0506Email: [email protected]

Web: www.NathanLindsey.comNMLSR ID 665133

When it’s got to be Done Right,it’s got to be Nate

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By Shannon Hartsoe

Upland909.527.8252

Brea714.990.0770

Dana Point949.463.1200

San Clemente949.492.4868

Huntington Beach714.465.2000

Mission Viejo949.463.1200

Laguna Niguel949.230.1597

Irvine Corporate Office949.753.7888

Office Locations

ww Top Workplace Years in a Rowww Fastest Growing Companyww Support and Technologyww Leadership, Vision and Retennon

Tony FaulknerManaging Broker

Contact Tony today at ------- [email protected]

Tony Faulkneris proud to introduce our newest branchLaguna Niguelopening February

Upland909.527.8252

Brea714.990.0770

Dana Point949.463.1200

San Clemente949.492.4868

Huntington Beach714.465.2000

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Laguna Niguel949.230.1597

Irvine Corporate Office949.753.7888

Office Locations

ww Top Workplace Years in a Rowww Fastest Growing Companyww Support and Technologyww Leadership, Vision and Retennon

Tony FaulknerManaging Broker

Contact Tony today at ------- [email protected]

Tony Faulkneris proud to introduce our newest branchLaguna Niguelopening February

T h e P r e m i e r P u r c h a s e L e n d e r

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Russell Taylor

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By Shannon Hartsoe

Russell Taylor’s business is really going to the dogs. And the cats. And even the goats and pigs. In fact, it’s not unusual to find up to 50 rescued animals

on Russell’s property at any given time. You might say they are the whole reason he got into real estate in the first place.

In early 2001 Russell was a high powered executive, running the United States operations of a very large European company. By that time, he had been in the corporate world for two decades. But, he was also fos-tering rescue animals through a charitable organization he founded with his wife. That organization, Modjeska Ranch Rescue, was beginning to take more time than he could comfortably handle along with his corporate activi-ties. Between corporate travel, office time and meetings, Russell wasn’t always available to help when an animal was sick or injured or when a particularly difficult rescue needed his attention.

Then his own real estate agent made a suggestion. “She said with my background I’d be a great Realtor®,” Russell recalls. “The more I thought about it, the more it seemed perfect.”

So in 2003 Russell obtained his license and hit the ground running. “I was already used to keeping strange hours,” he says, laughing. “Working as long as it takes to close a successful transaction was nothing new to me, really.”

Today, Russell is a trusted and highly successful real estate agent, working with investors, first-time home buyers and C-level purchases.

With the perfect combination of determination and business acumen honed by his years in the corporate world, Russell is exceptionally well-suited to handle the challenges that often arise in a real estate transaction.

A Successful Career in Real Estate Helps Him

Help Animals


Born and raised in England, Russell handles his trans-actions with a touch of “British humor” and might well exemplify the oft-repeated British saying, “keep calm and carry on.”

“I don’t fluster easily,” he says. “I can find a way to work through even the most daunting of situations to find a resolution that works well for all parties. I can be ana-lytical while keeping a smile on my face.”

His attention to detail and focus on what’s best for the client have earned him business from all over the Orange county area, and up as far as Los Angeles and Pasadena. As a result, he is able to help his clients find the perfect home in an area they might not have considered. He is widely considered an expert in his market base and has built a large database of clients.

As a result, he has built a business based mainly on referrals from satisfied clients or from people who know him from his animal rescue. He keeps a detailed database of more than 2,000 people. This database helps him stay in touch with past clients, potential clients or just those interested in hearing more about the local market. “Each person receives an email at least once a month,” he says. “I stay in touch with people for many, many years, and when they’re ready, either to use my services again, or to hire me for the first time, they know I’m here.”

“It’s nice to have that connection with other animal lovers,” he says. “That instantly creates a relationship that is not based on sales or money, but something we both have in common.”

In addition to his thriving real estate business, the ranch is also doing quite well. To date, Russell and his wife have rescued and re-homed more than 7,000 animals. The domestic animals, mostly dogs and cats, with the occa-sional chinchilla or other small animal, live in the house with Russell and his wife, making Modjeska unique in the world of animal rescue. Outside you will find rescued horses and goats and there have even been cows, llamas and donkeys!

On their four-acre ranch in Modjeska Canyon, the Taylors nurse sick animals back to health and find homes for those well enough to be adopted out. Older animals, or those too sick to find “forever homes,” are cared for with love and dignity.

“None of the domestic animals live in cages,” says Russell. “Sometimes we’ll have as many as 20 animals living in our home which makes for quite a sight at dinner time!” Russell is thankful for an industry that has allowed him to pursue both of his passions – business and animal welfare – and do both well. Over the next three years, he plans on growing his real estate business even more as well as make improvements to his ranch to allow them to rescue even more animals.

“I enjoy the personal interaction and being able to really impact people’s lives in a positive way,” says Russell. “Helping others navigate through a process which can be challenging and making people’s dreams a reality is what drives me.”

Russell TaylorCENTURY 21 Award22342 Avenida Empresa, #150Rancho Santa Margarita, CA 92688Tel: 949-584-7289Email: [email protected]: www.fineochomes.comBRE # 01382354

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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.

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Cover StoryE A

Executive Agent of the MonthGrant Doelp

G rant Doelp doesn’t sugar coat things. With a back-ground that includes Navy officer and work with major companies plus small businesses and start-

ups, he has seen enough in the business world to know there are no easy paths to success.

That’s especially true in the competitive real estate market in Orange County. But Grant’s extensive and diverse busi-ness experience coupled with his strong character and work ethic have enabled him to stand out among the competition and create a successful career as a real estate agent at Red Fox Properties, LP in San Juan Capistrano.

A strong sense of what matters most in life and an uncommon dose of humility have made him a popular local agent, too.

“Each experience has made me stronger, wiser and better capable to handle the challenges of a continuously changing industry,” Grant says. “I’m a Realtor® today through the

grace and support of friends already in the industry, and it is because of them that I found a ‘home,’ and for that I will never stop being grateful.”

Since June 2011, Grant has been an agent at Red Fox Properties. The company focuses on “flipping” properties. Essentially, the practice involves buying a revenue-gener-ating property then quickly reselling it for profit.

While the term can sometimes conjure a negative image, Grant says there are many benefits to the practice -- especially for consumers who might not be able to afford to live in an expensive market.

“I like to think we are providing viable solutions to, in some cases, struggling homeowners who are both relieved and thankful for a sympathetic ear and a ‘way out’ of their particular situation,” he says. “As a result, we are building a future client base as well as adding value to the homes and communities around us.”

By Lalaena Gonzalez-Figueroa - Ian Wiant PhotographerGrant Doelp


Written by Shannon Hartsoe - Ian Wiant Photographer

JJ Maxwell, Grant Doelp, Jack Maxwell, Ryan Van Rensselaer, Cathy Walker, Dorothy Snyder

Again, Grant can take a situation that may appear nega-tive and find a way to turn it into a positive that many would have missed with a short view of the circumstances. “If we can make something positive out of a distressed situ-ation and at the same time provide an exceptional value to our investors, then we’ve done our job,” he says.

While Red Fox Properties has systems that can handle big volume, Grant and his team say they maintain the personal-ized service of a smaller operation. They remain accessible and available to agents and partners as much as possible. “Opportunities come at any time and we often need to react quickly to gain an advantage. The housing market will go through its inevitable up and down cycles, and Red Fox Properties is determined to continue providing a superior value to our customers and investors,” Grant says.

Grant acknowledges that finding opportunities isn’t easy -- it takes a lot of time and expertise about the local real estate market to make flipping work successfully.

That goes for real estate in general, he adds. “You have to put the time in. Agents looking for a quick and easy fortune won’t find it. There is no short cut. No magic pill. You’ve got to be persistent and purposeful,” Grant states. “You’ll get turned down more than accepted and for that reason the right attitude is a must.”

Red Fox Properties partners with Cal Max Properties and Suncoast Nova. Together, they work with a common purpose of providing honest, transparent representation to their Orange County clients, and remaining true to their core values.


“You cannot overestimate the importance of putting together a team with common goals, complimentary skills and wide business experience,” he says. “Having the opportunity to find this mix has made all the difference. The individual strengths of our team members are compli-mentary. We fit. And the collective wisdom is better than the sum of its parts.”

Kristin Boyd, a fellow Realtor® who has worked with Grant in the past, says he turns potentially difficult deals into win-win situations for clients. “We have successfully closed many transactions together and every one of them has been seamless and very timely,” Boyd says on Grant’s LinkedIn page. “Grant is a strong leader and an innovative forward thinker. His ability to solve problems and follow market trends makes him a very solid real estate profes-sional.”

She added that Grant’s “high level of ethics and strong communication skills are an unmatched treasure in this industry that does not always carry the best reputation.”

Grant’s pragmatic, disciplined work ethic comes natural for him. He learned about hard work from his father, who taught him that he will find rewards if he works hard and is genuinely caring and honest with people.

Surrounding yourself with a strong team also makes a difference, he says.

“Success is best when achieved through collaborative efforts. The best part of my day is listening to people, working and interacting with others in the business, specif-ically those driven to succeed,” Grant says. “The adage is

true – surround yourself with honest, hardworking people and something good will happen.”

Turning Life’s Lessons Into A Successful Career


Before After

Grant honed his teamwork skills in college and in the military. He earned a degree in engineering from Lafayette College in 1985 then became an officer in the U.S. Navy. After his military career, Grant went to work at PepsiCo and Dreyer’s Grand Ice Cream. He also worked with small busi-nesses and start-ups. “I have enjoyed every twist and turn,” he says.

Grant is comfortable with where he is in his career, the cul-mination of a lifetime of lessons, experiences, achievements and, of course, inevitable disappointments.

But he’s quick to note he did not arrive where he is by himself. Like the lessons he learned from his father while growing up, the knowledge and discipline he gained studying engineering in college and serving in the Navy, along with the business skills at companies large and small, today Grant finds support and encouragement from the most important people in his life – his family.

“I am nothing without my family support system: Amy, my wonderful wife of 24 years, and our two beautiful daughters -- Emma, a sophomore in high school, and Whitney, a senior at the University of Alabama.

“In the end, success boils down to making the most of every opportunity you are given,” he says. “You only go through this life once. You owe it to yourself to make the most of it. I like the idea that a job should have a benevolent component. Our investors give generously to their churches and charities. When there is a greater purpose to your efforts, your job takes on a whole new meaning.”

“My mother has a favorite saying that has guided me in my adult life: ‘Now, go live your good life.’ I try to honor that every day.”



Grant DoelpRed Fox Properties

31877 Del Obispo, Ste. 201San Juan Capistrano, CA 92675

Telephone: 949-485-8576Email: [email protected]

BRE # 01840451

Sometimes sales reps lose track of the basics. What do the coaches say when you’re in a sports slump? Go back to the basics.

You can be a greater presenter or a fantastic closer, how-ever if you lack good solid prospecting skills, who will you be presenting too or what sales willing you be closing?

Probably no one unless you have someone doing the prospecting for you in which case they are building the relationships, not you.

First, get out there and do it! Stop making excuses or putting things off. If it is cold calling, then make cold calls. If your presentation needs work, then practice presenting. There is no time like the present to get things done.

Set aside time to get the most important things done first by asking yourself this question. “What do I need to be doing right now that will make me the most money?”

“When do I need to have it done by?”

“How much time am I willing to commit to make what I want to happen, happen?”

Pick up the phone. Make one more call.

Pick up the pen and write one more sentence.

Get to the keyboard and type one more line.

Push yourself a little further each time than you have before and watch the improvements take place in your life.

Make a extra effort to be nice and complement someone. Complements are free and people enjoy hearing them. So boost your sales by using them.

When is the last time you complemented a prospect? One of the first things I do when I call on a corporation whose products I use and like is to immediately let them know just that.

If it’s GE, it might start something like this. “Hi there. You know I’m a big fan of yours. I love the GE Refrigerator I bought. Maybe you can help me.”

What do you think the person on the other end is thinking? “This person likes our company’s products and therefore likes me. I should try to help them.”

Ron, that sounds real corny. I know it sounds corny but it works. Try it before you judge it.

Call on the account you have always wanted to call on but never have. What’s the worst that can happen on the phone? A person can hang up on you. They can’t punch you through the phone.

People are people wherever you go and good manners transcend all borders. Guess what, Lou Gerstner or any famous person for that matter and you both have the same color blood, “red”.

There’s nothing to be afraid of they’re just people be it the CEO of CISCO or a Janitor. Some maybe a little old, smarter and wiser and yet that can work to your advantage.

People love to teach other people. It is very rewarding, spirit energizing and is the main reason I do what I do.

People are often amazed at people who are friendly and yet that is what they crave.

People crave other people who are interested in them and their problems and what they have to say. Want to sell more? Be interested not interesting.

Ron LaVine is president of Intellworks, Inc., a sales

training firm located in Oak Park, CA which specializes in teaching technology salespeople how to cold call into the Fortune 1000. Sign up for his free weekly Sales Tips for Selling Success email newsletter at intellworks.com. Copyright© 2004, Ron Lavine. All rights reserved. For information about Ron’s training programs, contact the Frog Pond at 800.704.FROG(3764) or email [email protected]; http://www.frogpond.com

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Want To Sell More?

26 ExEcutivEAgEnt Magazine

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As with many success stories, sometimes things just line up right. For Dana Wall, it was a love of psychology and exposure to the real estate

industry at an early age that has given her the perfect mix of personality, education and knowledge to become a successful real estate sales and marketing professional in the coastal areas of South Orange County.

“I believe my extensive education and experience in psychology, human nature and behavior has definitely helped me better understand people’s motivations,” says Dana, who has worked since 2012 at Berkshire Hathaway HomeServices California Properties’ Luxury Residential Real Estate Sales division in Monarch Beach, Calif. “I rec-ognize how unique each individual is, and the importance of maintaining who you are as a person, but also tailoring your style somewhat to what works best for your clients and how they like to operate.”

Dana specializes in listing and selling homes primarily in the coastal areas of South Orange County, as well as areas in North County. Known for her friendly, outgoing and enthusiastic nature, Dana offers her clients a “laser focus on customer service, research, attention to detail, a great background in marketing and advertising, a good eye for photos, marketing layout, proofreading, and aesthetics when showcasing luxury homes,” she says.

“I work full-time, seven days a week, and feel it’s very important in this business to always be available for my clients. I pride myself on my communication skills, anticipating my clients’ needs and delivering updates and following up with critical information before they even need to ask me for it.” These skills have helped propel Dana to steady sales growth in a highly competitive coastal market since re-entering the real estate market full-time in 2009.

Dana wallPeople are her Passion

EXECUTIVEAGENTTM

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By Shannon Hartsoe


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From a young age, Dana says she has loved being around people. Her fascination with what motivates people and what influences their behavior led her to pursue a bachelor’s degree in psychology from San Diego State University. She then went on to earn a master’s degree in psychology from Pepperdine University’s Orange County campus in Irvine.

While she was gaining in-depth knowledge about people’s behavior on her way to becoming a psychologist, Dana also began to work in various real estate jobs, including at a large vacation rental and real estate company in San Diego that specialized in properties along Mission Beach, Pacific Beach, Ocean Beach and La Jolla of San Diego.

“They are also a very busy brokerage in the area, so my boss at the time encouraged me to get my real estate license,” Dana recalls. “My step-mother was a broker so I was already very familiar with real estate but really gained a great deal of experience during my seven years at this firm.”

She grew to love the beautiful coastal homes and quickly found that she had a knack for establishing a rapport with people from all over the world. During her first year of graduate school, Dana worked for C21 Beachside in Laguna Niguel and got her first Orange County experience.

“Then fate would lead me into a corporate sales position, which then led to my nine-year tenure at PSB Integrated Marketing, Inc. in Lake Forest,” she says. “I kept my real estate license active -- I knew I’d go back into real estate one day, graduated with my MA in clinical psychology, and loved the marketing and advertising business.”

While working her way up through the ranks of PSB, Dana was promoted to national director of client relations, a position she held from 2006-2009. She says her early experience with clients of all types and sizes helped hone her skills and set her apart as one of the company’s most successful account managers. An eye for problem-solving and creative marketing campaigns also hastened her suc-cess, and under her leadership, clients won in excess of 100 awards for marketing excellence, return on investment and creative concepts. She received PSB’s prestigious Founders Award.

In 2009, Dana decided to take a leap of faith and get back into full-time real estate in South Orange County. She went to work at a local firm for three years, then moved to

Prudential California Realty in June 2012 (now Berkshire Hathaway HomeServices California Properties), where she has been since.

Not one to stop learning and growing, Dana is studying for her broker’s license with a goal of completion in 2014. But she still attributes that love of people she recognized early in life as the key to her success. “I am very in tune with people’s emotions, voice intonations, body language, eye contact and communication styles, which helps me to perhaps better understand how to connect with people on a truly genuine level,” she says.

“I think people would agree that I exude honesty, integrity, genuineness and a sincere interest in them and accomplishing the goal at hand. I tend to believe that doing what you love and doing it with the most passion and enthusiasm will create success. I think my clients feed off of my energy, enthusiasm and positive outlook on life.”

Dana L. Wall, M.A.Berkshire Hathaway HomeServices2 Ritz Carlton Dr., Ste. 201Monarch Beach, CA 92629Tel: (949) 892-9598Email: [email protected]: www.DanaWall.comBRE # 01227433


The Perfect Time For Change!

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No matter where you live, the chances are you are either (finally!) moving into the spring or fall season. Unlike winter or summer, where either

because of the heat or cold, we tend to move less, both spring and fall fill us with hopefulness and energy.

A great way to really jump into the season is to help change, well, change! There are two simple techniques I suggest that will increase your energy on a daily basis. Although you might start small, there is a gradual build-up that propels the momentum until you are enjoying constant and sustainable movement.

w. Move ‘em around and shake ‘em up.

There is a Chinese proverb that says, roughly, ‘If you want change in your life, move 27 things.’ These can be any 27 things, big or small. I’m finding that the number doesn’t appear to be the significant factor. Keeping things moving does seem to help. To start, think small. Very often, when we ‘decorate’ a room, we place something in a particular spot and keep it there for years. Try moving an ornament to the other side of the room. Bring that vase from the dining room into the bedroom. In my guest bathroom, I flip-flopped two items, one that was on the sink and one on the commode. A number of my clients are also working on this as well and we’re all feeling a shift in energy.

2. ‘Do’ a drawer, shelf or container a day.

31ExEcutivEAgEnt Magazine

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Written By Louise Morganti Kaelin

Once a day, every day, go through a drawer, shelf or container. Clean it off, discard what needs to be discarded, replace only the loved and/or functional. Start thinking of this the way you think of brushing your teeth or shaving. You have to do it on a regular, consistent basis to see the results you want. I started doing this ‘in order’, but find that every day, some drawer or shelf will catch my eye and that’s the one for me to do that day. Also, don’t forget to look inside the things in the drawer. For example, the folder may need to go back in the drawer, but half the paper in the folder can be tossed.

I want to emphasize again the value of thinking small. It doesn’t need to be big change for you to feel the results. So start by moving your toothbrush to the other side of the sink

and feel the energy flow through you!

Louise Morganti Kaelin is a Life Success Coach who partners with individuals who are READY (to live their best life), WILLING (to explore all options) and ABLE (to accept total support. She publishes a free bi-monthly newsletter, The 3-Minute Coach, which offers tools, ideas, strategies and action plans to assist individuals in creating the life they truly want. In addition, she is the author of the ebooklet Blueprint for Success: 101 Tips to Reclaim your Vital Energy & and Get the Results You Want. Copyright 2004, Louise Morganti Kaelin. All rights reserved. For more information about Louise, contact the Frog Pond at 800.704.FROG(3764) or email [email protected]; http://www.frogpond.com


EXECUTIVEAGENTTM

MAGAZINE

Written by Shannon Hartsoe

It’s been said so much it’s practically a cliché – in order to be a success in today’s real estate market, a vibrant online presence is absolutely necessary.

Maybe that’s the reason Wayne Smith’s company, Corona del Mar Properties, is taking the lion’s share of the market in the county. He has not one, not two, not

even three websites devoted to his listings.

That wouldn’t be enough for Wayne – a man who believes in thinking big. That’s why his online presence includes an impressive 151 websites – one for each city in Orange County.

“I am old school,” he says. “I think that one of the best ways to get new business is by old fash-ioned hard work and knocking on doors. But I’m also a firm believer in using today’s tech-nology to showcase my listings and give buyers every opportu-nity to find me. That’s where they’re getting their information so that’s where we go.”

Wayne says he learned to com-bine the two sales styles from his mentors. Mike Ferry, the highly respected real estate coach, espouses a systemized program of prospecting that includes door knocking and constant contact with former clients. Mike’s son Tom uses the same techniques, but recommends utilizing social media and online marketing for added sales success. Both men have been instrumental in guiding Wayne’s real estate career.

But it was his very first mentor who had the most impact. As the child of a single mother, Wayne says he had very few male role models in his life. His mother worked hard to support him and his siblings, so she was often busy.


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Old School Plus New School Equals Real Estate Success

Wayne SmithEnter Steve Waters, former player for the Minnesota

Twins, and Wayne’s neighbor. After retiring from baseball Steve went into real estate and enjoyed a successful career in Southern California.

“I would go on his rounds with him, knocking on doors and prospecting. I’d pass out flyers for him and do other odd jobs as he needed,” says Wayne. “I saw that he made a good living and seemed to enjoy what he did. It stuck with me.”

Wayne and his brothers were natural salesmen themselves. The four of them would do odd-jobs around the neighborhood to buy things they wanted or help augment the family income. For awhile the boys had their own car washing business and once, young Wayne made twenty-five cents a can taking the neighbors trash out. “Going door to door selling things came naturally to me,” he says. “It was like a duck taking to water.”

Those experiences stayed with him and when Wayne became a salesman for a water company, he thought back to his days of working with Steve. Something clicked.

“I couldn’t see myself as ‘Wayne the Water Man’ forever,” he says. “I wanted something with more freedom and the ability to control my earning potential.”

So in 1986 Wayne Smith made a decision. “I realized that real estate was where I wanted to be and I got my license. My third week in the business I sold two houses in one day! Like the old saying goes, ‘the rest was history!’”

In his 26 years Wayne says that not much has changed. Technology is new, yes, but the same basic principles hold true for him whether he’s conducting business face-to-face, online, for his own company or working with his agents. “Communication is vital to any transaction,” he says. “Without it, you have nothing. Communication and

consistency. Those two things will help you build your business and keep you adding new business as you go.”

Today as broker/owner of Corona del Mar, Wayne tries to teach his agents the same systems that have helped propel him to the forefront of the real estate business. “I tell my agents to go out and knock on doors,” he laughs. “At first some of them think it’s crazy, but once they’ve been doing it for awhile and they see that it really works, they don’t think it’s so outlandish after all. I tell them, you get your left foot out the door and the right one will follow. Just do it.”

Since opening Corona del Mar five years ago, Wayne has added 28 agents with more expected in 2014. He’s also generating residual income from investment properties and property management.

Where he once had to recruit agents, he now finds that agents are coming to him. “I can give my agents better training and teach them better ways to prospect than nearly any other company in town,” he says. “My agents will tell you that my systems work.”

“If you take care of your clients, prospect and keep working hard, the sky is the limit.”

Wayne SmithCorona del Mar Properties3407 E. Coast Hwy.Corona del Mar, CA 92625Tel: 949-300-2215Wayne@cdmproperties.netwww.coronadelmarproperties.comBRE # 01338815

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So, you could really use some extra help around the office, but your budget has other ideas. Well, there’s a way to beef up your staff without breaking

the bank. Go back to school. No, not to further your edu-cation, but somebody else’s.

Colleges and universities regularly offer their stu-dents internships with local businesses and organizations. Students earn academic credit by spending a period of time working in their field of study. They gain practical experience, apply classroom theory to real-life situations and build their resume. The company offers the intern-ship, in turn, gets low- or no-cost help.

If the idea of a student internship conjures up images of a large corporation, take heart, no business is too small for a college intern.

“Sometimes a smaller company offers an even greater opportunity,” said Roger Herman, a Greensboro, North Carolina-based certified management consultant, public speaker and author of the books, Turbulence, and Keeping Good People. He and his wife Joyce Gioia have been using college interns for 15 years.

In a large organization, the student intern may be con-fined to a specific task. He or she may never get a broader view of how the different pieces of the company work together. But with a small-business, the student intern may not only see how the organization as a whole oper-ates, but may very well have a hand in helping run its various functions.

The time is also good for approaching a college or uni-versity about setting up an internship program, according to Herman. Schools are putting more emphasis on prac-tical learning applications at the same time some of the larger organizations are downsizing. The upshot is many schools are challenged to find enough internships for their students.

To set up an internship program with your company, contact the internship coordinator or placement office of your local college or university. If the school doesn’t have someone specifically responsible for placing student interns, call the head of the department that most closely matches your need. For instance, if you need someone to

help with your marketing, call the marketing department head. If you need someone to do chemical research, call the head of the chemistry department.

Another option is to offer your business as a “labo-ratory” of sorts for class projects. Herman and Gioia recently had three different teams of students from the University of North Carolina, Greensboro, doing mar-keting plans for their business as part of the students’ project for a marketing class.

“Our cost? A little bit of time,” Herman said.

If you don’t have a college nearby, tap your local high school for office help. Many high schools have coopera-tive education or distributive education programs where they work for credit toward graduation. These programs operate differently than internships because the work doesn’t relate specifically to students’ academic work. Another option is to contact colleges about setting up a summer internship with a student who lives in your area.

With a student intern, you invest time, and sometimes money. But the return is the satisfaction of knowing you’re helping prepare a young adult for the workforce. Another benefit is the perspective a student brings to an organization.

“It’s a good way to keep yourself fresh because you’re working with young people with a lot of questions and answering those questions keeps you thinking,” Herman said.

And, if things work out, you may be training your next full-time employee. It’s not uncommon for graduating students to return to the place of their internship for their first job.

Nancy Michaels, of Impression Impact, works with

companies that want to reach the small business com-munity and with small business owners who want to sell more products and services. Copyright© 2005, Nancy Michaels. All rights reserved. For information, contact Frog Pond at 800.704.FROG(3764) or email Susiefrogpond.com; http://www.frogpond.com.

College Interns


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Written by Nancy Michaels

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A Team Is More Than AGroup of People


When John Amatt led the 1982 Canadian team on a successful Mount Everest Expedition, only three people reached the summit. Many

climbers who were part of the team, whose lifetime ambi-tion was to stand on top of Everest, made the conscious choice to stay in the base camp. Why? Because they knew the effort was likely to fail if everyone tried to make it. They chose to forego their individual dreams in favor of helping the team succeed.

This wasn’t John Amatt’s first time to plan an Everest expedition. Ten years earlier, with one of his friends from Norway, he had gathered a team of world- class climbers from many different countries, for the challenge. But at the last minute, he backed out. Officially, it was to get

married. “But that was just an excuse,” he said later. “I knew that, despite having the best climbers in the world, this expedition would not succeed. Everyone wanted to reach the top for their own glory or that of their country. No one seemed willing to make decisions for the good of the team.”

His fears proved founded. Not only did the team not cooperate to make it to the top, at one point these sophisticated expert climbers even indulged in a rock-throwing fight. A “team” is not just people who work at the same time in the same place. A real team is a group of very different individuals who share a commitment to working together to achieve common goals.

Written By Patricia Fripp

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Most likely they are not all equal in experience, talent or education, but they are equal in one vitally important way, their commitment to the good of the organization. Any group of people--your family, your workplace or your community -- gets the best results by working as a team.

I believe that all of us want to be part of something bigger than we are. Team relationships fulfill that basic need. They are an immensely powerful force, yet they always need to be nurtured. Be sure to show each team member exactly how far reaching his or her contribution can be. The team, each member, and the larger organiza-tion will enjoy greater enthusiasm and ultimately greater success.

What makes a team? Individuals who are not equal in talent, experience or education, but equal in commitment. It is not realistic to think we can live or work with others without some conflict, but by communicating about the differences, focusing on the common goals and not throwing verbal rocks, we will make great strides.

Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. Copyright© 2006, Patricia Fripp.For information about Patricia’s Keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email [email protected] http://FrogPond.com.

More Control. More Deals.At Eagle Home Mortgage, our world revolves around the relationships we’ve cultivated with the real estate community. Our culture is geared toward support and empowerment of our loan officers, in order to provide the best possible service to you and your clients. Everyone at Eagle Home Mortgage is focused on the importance of closing loans and closing on time. Unlike other lenders, we process files locally, use in-house underwriters and have our own appraisal management team. This results in more control, improved communication and a faster, more efficient process; so as partners, we can make more deals happen.

Universal American Mortgage Company dba Eagle Home Mortgage. Universal American Mortgage Company of California dba Eagle Home Mortgage of California. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act. RMLA #4130443, NMLS #1058. Copyright 2013 Lennar Corporation. Lennar and the Lennar logo

are U.S. registered service marks of Lennar Corporation and/or its subsidiaries.

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[email protected]/scottcriss

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Documents

· PDF fileAlthough every precaution is taken to ... “Clients are paying a lot of money and putting a lot ... The self-described “banker who sells real estate” was