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EXECUTIVEAGEN TM 

MAGAZINE 

Southern California’s Publication for the Real Estate Professional 

Steve Golden 

& 

Mary Maloney 

Executive Agents of the Month 

INSIDE FEATURES: 

TRISHA AVEY 

Battiata Real Estate Group 

DANIEL CARPENTER 

Veranda Homes 

GAETANO LO GRANDE 

Keller Williams Realty Alliance 

DAN MARQUEZ 

Kinecta Federal Credit Union

11682 El Camino Real 

Suite 250 

San Diego, CA 92130 

The professionals at Gateway 

Funding are committed to helping 

homeowners and homebuyers 

find loan options that fit their 

individual and unique mortgage 

needs. Whether your customers 

are purchasing a new home or 

refinancing, we can help you 

find a solution that best fits their 

situation. 

Call our local branch 

office now, and see how 

we can help you get into 

the home of your dreams! 

Kurt Olson 

Branch Manager - NMLS #378459 

619-507-4642 

kolson@gatewayfunding.com 

Nancy Anderson 

Senior Loan Officer - NMLS #304942 

619-417-0407 

nanderson@gatewayfunding.com 

(Licensed as Nancy Martin) 

Matt Redman 


619-318-5081 

mredman@gatewayfunding.com 

John Woolson 


619-742-4297 

jwoolson@gatewayfunding.com 

Marty Hayek 


858-519-7606 

mhayek@gatewayfunding.com 

Leslie A. Thomerson 


760-715-3114 

lthomerson@gatewayfunding.com 

www.gatewayfunding.com 

Scot Zwonitzer 


619-665-0839 

szwonitzer@gatewayfunding.com 

“Opening Doors to Home Ownership” 

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contents 

ExecutiveAgent Magazine 

AUGUST, 2012 VOL. 2 NO. 8 

Cover Story 

Editorials 

16 - Tony Alessandra: 

Your Competitive Advantage 

14 - John Boe: 

Burn Your Boat 

22 - Linda Brakeall: 

Successful Realtor® Profile 

Fred Arrias 

Executive Publisher 

2929 Calle Frontera 

San Clemente, CA 92673 

Ph: (949) 366-3349 

Fax: (949) 266-8757 

info@executiveagentmag.com 

www.ExecutiveAgentMag.com 

ADVERTISERS’ INDEX 

Advantage Title365............................11 

5 

Steve Golden & Mary Maloney 


28 - Chris Widener: 

Seven Steps To Achieving 

Your Dream 

30 - Dirk Zeller: 

Understanding The Process 

Gateway Funding.................................2 

i Photography Studio..........................34 

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

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

Prominent Escorw..............................33 

PWAOR................................35 

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

Talk of the Town................................18 

The Termite Guy...............................32 

13 

Trisha Avey 


Daniel Carpenter 

Veranda Homes 

26 

24 

Gaetano Lo Grande 


12 

Dan Marquez 

Kinecta Federal Credit Union 

Photography: i Photography Studio 

Graphic Designer: Rob Paino 

Editorial Manager: Garon Arrias 

Writers: 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 Magazine 3

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E A 

Cover Story 

Steve Golden 

& 

Mary Maloney 


ExecutiveAgent Magazine

Steve Golden 

& 

Mary Maloney 

When founding partners Mary Maloney and Steve 

Golden opened Hometown Realty in 2008, 

they shared a long-term vision of success. 

“People thought we were crazy,” recalls Mary of the 

timing. “But we felt like it was a great opportunity to 

provide the services that our community needed.” She 

cultivated a team of professionals to ensure that his clients’ 

needs were consistently being met. Mary, he knew, 

was a complimentary fit to his professional approach. 

Before launching her real estate career, Mary spent 

nearly a decade with the U.S. Navy working in communications 

and intelligence. She then cultivated exceptional 

marketing skills in the corporate sector before pursuing 

her entrepreneurial interests. Through real estate, she 

discovered, she was able to maximize her diverse professional 

background while connecting with others 

on a personal and tangible level. Early in her career, 

Mary was tapped as a rising star. She was recruited by 

HomeFed Corporation, the master developer of San 

Elijo Hills, to open a residential resale office for them. 

She later found herself in a position to acquire it and 

open her own brokerage and jumped at the chance. There 

wasn’t a doubt in her mind as to whom she wanted by 

her side. “Steve is driven, analytical, an excellent businessman,” 

she states. “I knew that, together, we could 

create something exceptional.” 

continues, “To succeed in our industry you’ve got to 

be nimble and forward-thinking. Steve and I believed 

we had the knowledge, experience and approach to 

make a difference.” By combining the strengths and 

skills developed during the courses of their individual 

real estate careers, Mary and Steve have done just that; 

Hometown Realty is a thriving, community-centric 

brokerage bustling with energy and excitement. 

Their paths crossed outside of real estate. Steve, a 

licensed broker, encouraged Mary to explore a career in 

the field. After over 30 years of working in the construction 

industry, he had transitioned into real estate first as an 

investor, then in sales. As his business expanded, Steve 


Though they opened Hometown Realty during the most 

challenging real estate market in recent history, Mary and 

Steve didn’t waver in their dedication to the success of 

their brokerage, their agents and their clientele. “Early in 

my career, Steve told me that I could do real estate the 

way I wanted to,” recalls Mary. “We’re applying that philosophy 

to our business.” 

Hometown Realty is consumer-focused and communitydriven. 

“Our culture is paramount to our success,” notes 

Steve. “From our agents to our consumer clients, we strive 

to consistently deliver a great experience.” 

Agents with Hometown Realty represent a wealth of 

transactions including residential, new construction and 

commercial properties. The brokerage’s team-oriented 

structure ensures that agents are provided with the support 

and systems necessary to accomplish their professional 

goals and meet their clients’ needs. Mary explains, “Our 

objective is to facilitate business for our agents, to offer 

them the tools and assistance they need to focus on 

building their businesses.” Administrative and marketing 

staff, she adds, make a notable difference. “We don’t want 

our agents worrying about uploading information to social 

media outlets; we want them to focus on cultivating relationships.” 

She continues, “The reality is that many real 

estate professionals are great ‘people persons,’ but not 

necessarily great ‘marketers.’ Hometown Realty takes 

responsibility for business development, which allows 

agents to maximize their unique skills.” The brokerage’s 

support staff includes listing coordinators, marketing and 

branding specialists and short sale negotiators. 


A professional establishment with heart, Hometown 

Realty reflects the character of the community it serves. 

“Our office culture is unique,” says Mary. “We are an 

extension of what we represent: lifestyles that go beyond 

the walls of a home.” The boutique firm marries form 

with function, featuring spaces that are comfortable and 

inspiring. “We spend a lot of time here,” Mary observes. 

“Our environment, then, should be a place that is comfortable 

and chic, with great energy.” The office’s duality 

is reflected in every detail, from the reception desk that 

doubles as a café-style bar, to the common space that welcomes 

clients during the day and accommodates private 

dinners after hours. Local groups and non-profits have 

hosted functions at Hometown Realty, which has even 

been the site of a client’s baby shower. “It’s important to 

us that we cultivate relationships that last beyond transactions,” 

says Mary. 

Their commitment to meeting the wants and needs of 

clients and agents is reflected in the leadership style that 

Steve and Mary employ. Both are advocates of continuing 

education and readily participate in seminars 

and conferences to stay abreast of emerging technology 

and developing trends. “We are constantly on the 

lookout for elements that will integrate well into our 

repertoire,” Steve says. The two also remain active in 

the field, working directly with their established clientele. 

“I honestly don’t believe I’d feel comfortable giving 

that up to focus on running the business,” muses Mary. 

“I love creating marketing strategies, assisting individuals 

in identifying the best methods to accomplish 

their goals. I truly love being in the trenches of our 

industry and being a part of the action.” That participation, 

says Mary, allows her and Steve to then create 

and implement sound solutions to the evolving needs 

of consumers and agents. “Because we understand the 

market firsthand, we are better able to help deliver an 

exceptional experience,” Mary adds. 

Hometown Realty Team: Front row; Keith Castiglione, Ilana Huff, Faye Capps, Angela Holt, 

Back row; Susie Sherry, Mary Maloney, Steve Golden, Lynn Adams 


While Mary’s forte is in marketing and communications, 

Steve offers pragmatic business sense and significant 

industry experience. His clients appreciate his solid 

representation, and agents with Hometown Realty are 

privy to one-on-one mentoring and business development. 

“I enjoy working with agents to help them stay on track 

and focused on accomplishing their short- and long-term 

goals,” he says. “It’s not simply about commissions, but 

about maintaining a vision of their career aspirations. It’s 

easy to get caught up in the moment during the course 

of a transaction, but we are working with agents to look 

at the big picture.” Through third-party mentoring and 

coaching, Hometown Realty agents also gain solid 

business strategies designed to help them maximize their 

individual potential. 

It is their own big picture vision that has kept Steve and 

Mary on track as they have thoughtfully expanded their 

brokerage. “We have cultivated a sustainable business 

with a predictable pattern of growth,” says Steve. “In an 

often volatile marketplace, it has taken a lot of energy 

and effort to maintain a successful flow of business. But 

the market is shifting, and we are all feeling optimistic 

that opportunities will continue to develop.” Hometown 

Realty, he adds, is not only poised to capitalize on new 

business, but to create opportunities for buyers and 

sellers in the residential, residential investment and 

commercial markets. 

At the heart of their business is their connection to the 

communities they serve, and Steve and Mary continue 

to adhere to the principle that generosity drives their 

business. “We don’t make giving back a product of our 

success;” states Mary. “We believe that our investment in 

the community breeds success.” 

Hometown Realty’s success can, in fact, be attributed in 

great part to the culture that the brokerage and its agents 

foster. “There is a distinct synergy in our company,” 

observes Mary. “Magic occurs when we can help people 

define and achieve their goals. Our growth says we’re 

doing something right, and we plan to continue to make 

a difference in the lives of others.” 


HOMETOWN REALTY 

1501 San Elijo Rd. South, Ste. 101 

San Marcos, CA 92078 

Telephone: 760.798.1784 

steve@gldnrealestate.com 

www.My-HometownRealty.com 

DRE# 01793242 


E A 

Dan Marquez 

Loan Consultant 

joining Kinecta in 2012, he earned recognition as a topproducing 

mortgage consultant and went on to open his 

own brokerage branch, which served clients nationwide. 

Moving to Kinecta, formerly Hughes Aircraft 

Employees Federal Credit Union, came as a result of 

careful consideration of what Dan – and his clients 

- needed to thrive in a changing marketplace. “As a notfor-profit 

organization, we offer our clients a great range 

of products, competitive rates, and responsive service,” 

he says. “Interest on loans is typically lower than at a 

for-profit bank since the goal is not to make money for 

the shareholders. You do not make donations to a notfor-profit. 

It is still a business, not a charity,” he states. 

“Kinecta is making strides in the real estate sector thanks 

to our commitment to providing exceptional, resultsoriented 

service.” 

By Lalaena Gonzalez-Figueroa 

A 

free-spirited entrepreneur with a passion for 

learning, Dan Marquez never met a challenge 

he didn’t face head-on. His diverse professional 

background includes product development and 

international sales, careers that have allowed him to 

hone his unique ability to identify creative solutions to 

his clients’ needs. As a mortgage loan consultant with 

Kinecta Federal Credit Union, Dan offers consumers 

and real estate professionals exceptional service backed 

by solid knowledge and experience. 

Dan transitioned into real estate as an appraiser 

before pursuing his interest in the lending industry. “I 

love the idea of building a business based on relationships 

and networking,” he explains. “There are many 

challenges within our environment, and I enjoy the 

opportunity to work on behalf of my clients to assist 

them in accomplishing their goals.” 

His business acumen and natural leadership skills serve 

as the foundation of Dan’s industry success. Before 

Dan’s professionalism is tempered by an affable 

nature; he connects readily with a range of individuals, 

facilitating open and effective communication. His 

experience and knowledge makes him an ideal match 

for aggressive top-producers as well as newer agents, 

who appreciate the opportunity to partner with a loan 

consultant who offers succinct and accurate information. 

“Even the most experienced real estate professionals will 

encounter unfamiliar details in the financing portion of a 

transaction,” he observes. “My aim is to ensure that agents 

and consumers have the information they need to achieve 

a successful closing.” 

He is thorough and detail-oriented, working closely 

with his business partners throughout the course of 

every loan transaction and beyond. “At the end of the 

day,” he observes, “people really want to work with 

someone who knows his business and can close loans 

in a timely manner.” Dan’s consistency has earned him 

the trust and respect of a growing base of agents as well 

as consumers, who appreciate his professional approach 

and the resources associated with Kinecta Federal Credit 

Union. 

Dan Marquez 

Kinecta Federal Credit Union 

2375 Northside Drive, Suite #125 

San Diego, CA. 92108 

Telephone: (619) 559-8437 

Email: DMarquez@kinecta.org 

Web: www.kinecta.org/dmarquez 

NMLS #290721 


E A 

Trisha Avey 

Trust is Earned 


Just out of high school when she earned her real 

estate license, Trisha Avey entered the industry 

with a sense of purpose and direction beyond 

her years. Her parents were successful agents, 

and she grew up with an insider’s perspective on 

the elements of successful business practices. In 

2011 Trisha earned her broker’s license, and has 

continued to offer her clients the attentive and 

personalized service that has become her trademark. 

Her tenacity is evident in every aspect of 

her career; Trisha’s drive has propelled her to 

face challenges head-on, working tirelessly to 

accomplish each client’s goals. She has gained 

invaluable experience working with other agents, 

studying successful approaches to business and 

incorporating best practices into her own repertoire. 

The opportunity to work with a range of transactions 

including distressed properties allowed Trisha to 

establish herself as a knowledgeable professional. 

Trisha’s ample experience enables her to offer 

exceptional representation for her clientele. Her 

patient and communicative style is well-suited 

to her work as a buyer’s specialist, a role she 

cherishes. “Buying a home can be so emotionally 

stressful, and I strive to make the process as 

smooth as possible,” she explains. “I’m there 

for my clients, available to answer questions and 

address concerns so that the experience can be a 

positive one.” 

She adheres to a team mentality noting, “We’re all 

a part of the business,” and Trisha appreciates the 

collegial support within her primary office, Battiata Real 

Estate Group, which offers comprehensive marketing 

and advertising campaigns, a strong industry network, 

and access to a wealth of pre-listed properties. “We 

have established excellent professional relationships 

with banks, as well,” notes Trisha. “This allows agents 

affiliated with Battiata Real Estate Group to assist our 

clients buying and selling distressed homes.” 

Trisha, who grew up in North County, has cultivated 

her own professional network that spans an ample region 

including San Diego, Orange County, Los Angeles 

and Riverside County. She is sociable and succinct, 

and utilizes her strengths in order to successfully align 

herself with like-minded individuals whose level of 

customer care matches her own. 

Her dedicated efforts have earned Trisha a thriving 

base of repeat and referral customers, who appreciate 

her unwavering focus on accomplishing their objectives. 

“I believe in earning my clients’ business,” she says. 

“By establishing solid relationships built upon trust and 

respect, I’m able to ensure that each client is comfortable, 

educated, and well-prepared for the real estate process.” 

Trisha Avey 


Telephone: (760) 622-9182 

Email: TrishaAvey@yahoo.com 

Web: www.Battiata.com 

DRE # 01513246 


E A 

Burn Your Boat 

I 

believe that the great NFL Hall of Fame coach, 

Vince Lombardi, had it right when he said, “The 

quality of a person’s life is in direct proportion to 

their commitment to excellence, regardless of their 

chosen field of endeavor.” 

Do you agree with Coach Lombardi, or are you the 

type of person who has difficulty staying focused and 

keeping commitments? Do you allow the negative 

influences of fear, anxiety, self-doubt and worry to 

dominate your thinking and sabotage your results? 

Sadly, most people fail to achieve their goals, not 

because they are lazy or lack self-motivation, but 

because they were never “fully committed” to succeed! 

I cannot think of a single great achievement that has ever 

been attained without first a plan of action and then an 

unshakable commitment to its accomplishment. 

Walt Disney was arguably one of the most creative 

dreamers and determined men of the twentieth century. 

Walt understood the power of commitment and would 

frequently tell those around him, “When you believe 

in a thing, believe in it all the way, implicitly and 

unquestionably.” 

The ancient Greek warriors were both feared and 

respected by their enemies. In battle, the Greeks 

established a well-deserved reputation for their 

unsurpassed bravery and unshakable commitment to 

victory. The key to their overwhelming success on 

the battlefield had far more to do with how the Greek 

commanders motivated the warriors, than it did with 

issues of tactics or training. 

The Greeks were master motivators who understood 

how to use a “dramatic demonstration” to infuse a spirit 

of commitment into the heart of every warrior. Once the 

warriors had been offloaded from their boats onto their 

enemy’s shore, the Greek commanders would shout out 

their first order…”burn the boats!” The sight of burning 

boats removed any notion of retreat from their hearts and 

any thoughts of surrender from their heads. 

Imagine the tremendous psychological impact on the 

soldiers as they watched their boats being set to the torch. 

As the boats turned to ash and slipped quietly out of sight 

into the water, each man understood there was no turning 

back and the only way home was through victory. 

In your sales career your battles are not fought with 

weapons on foreign shores, but within the confines of 

your own mind. A truly committed salesperson does not 

have the luxury or the time for the self-indulgence of 

negative thinking. 

The true underlying motivation for all success is a 

deep and unwavering commitment to the task at hand. 

The sales profession is a demanding and challenging 

career, but it is also personally rewarding and financially 

lucrative for those who are fully committed to becoming 

successful. 

If you are being pushed around mentally by thoughts 

of fear, anxiety, self-doubt and worry, it is time to “burn 

your boat” and become fully committed to your sales 

career! 

“Until one is committed, there is hesitancy, the chance 

to draw back, always ineffectiveness. Concerning all acts 

of initiative and creation, there is one elementary truth 

the ignorance of which kills countless ideas and splendid 

plans: that the moment one definitely commits oneself, 

and then providence moves too. All sorts of things occur 

to help one that would never otherwise have occurred. A 

whole stream of events issues from the decision, raising 

in one’s favor all manner of unforeseen incidents, 

meetings and material assistance which no man could 

have dreamed would have come his way. Whatever you 

can do or dream you can, begin it. Boldness has genius, 

power and magic in it. Begin it now.” 

- Johann Wolfgang von Goethe 

John Boe presents a wide variety of motivational 

and sales-oriented keynote/breakout session/seminar 

programs for sales meetings and conventions. When you 

book John for your next sales meeting or convention, 

you get a nationally recognized author, sales trainer 

and business motivational speaker with an impeccable 

track record in the meeting industry. Copyright 2007, 

John Boe International. All rights reserved. For 

additional information, contact the FrogPond at 800.704. 

FROG(3764) or email susie@FrogPond.com; http:// 

www.FrogPond.com 

14 


E A 

Written by 

John Boe 


15

E A 

Your Competitive Advantage 

By Dr. Tony Alessandra 

As I’ve traveled around the country over the 

past several years working with companies, I’ve 

been amazed to find that they do not know, and 

cannot articulate their competitive advantage! How can 

a company expect prospects and customers to give their 

time and attention if they do not understand, clearly and 

concisely, what that company can do for them that no one 

else can do? 

Companies who don’t understand their competitive 

advantage say things like “Our product is better 

quality” or “Our service is better.” Even if a company 

has better quality or better service, it won’t convince 

it’s customers just by saying so because many of 

it’s competitors will be saying the exact same thing! 

You have to define quality. You have to show what 

outstanding service looks like and how your service 

differs from the competition. 

How can you demonstrate your competitive 

advantage? Suppose someone walks up to you at a 

business conference or social gathering, introduces 

herself, and asks you what you do for a living. Exactly 

what would you say? Did you have any trouble? Did 

you stumble? Do you know what sets you apart from 

your competitors? If this was hard for you, you’re 

not alone. If you were to ask the average car dealer, 

computer store or furniture manufacturer what they do 

for a living they’ll probably say “I sell cars, computers 

or furniture.” But what does every other car, computer 

or furniture company say? Exactly the same thing! 

So what should the businessperson who understands 

his competitive advantage say? How about this for 

the car dealer. “My name is Mike from Competitive 

Motors. We’ve found that there is a lot of confusion in 

the automotive market today because there have been 

over 150 new models introduced in just the past three 

years. We’ve developed a computer book that profiles 

everything the buyer wants in a car and in less than 

five minutes, identifies the models most likely to fit 

their needs.” 

Your Statement of Competitive Advantage has four 

components: -your name -your company -a statement 

about a problem in your market -how you and your 

product solve that problem. 

The statement of competitive advantage is a 30 

second statement of what differentiates your company 

in the marketplace. 

Here’s another example. “My name is Marlene, and I’m 

owner of the company ‘The Prescription for Doctors.’ 

Physicians today are being pressured by insurers, 

employers, and patients to cut health care costs. Yet 

overhead costs for physicians are constantly rising. We 

provide a service that allows the physician to spend more 

time with patients and cut overhead costs at the same time 

resulting in better quality care at a lower cost. It’s just 

what the doctor ordered!” 

Here’s one last example. “My name is Beth. It’s nice 

to meet you. I’m with a company called ‘The Greatest 

Advertising Agency in the World.’ We’ve discovered 

that almost every successful product has either been the 

first entry in it’s category or it has been able to create a 

new category in the mind of it’s customers. What we do 

is help companies who are launching new products or 

having trouble with old ones ensure that their product is 

positioned to win!” 

That really does set you apart from the competition 

and it makes you sound like a polished expert right form 

the start. But how do you determine exactly what your 

competitive advantage is? The best way to determine your 

competitive advantage is to break down the components 

of your product or service into four distinct categories: 

competitive uniquenesses, competitive advantages, 

competitive parities, and competitive disadvantages. 

Let’s look at each one individually. 

Competitive uniqueness: What can I do for my customers 

that no one else can do? What can I offer that no one else 

can offer? 

Competitive advantage: What can I do for my customer 

that my competitor can also do, but I can do it better and 

I can prove it? 

Competitive parity: Objectively speaking, my competitors 

and I are the\same here - no real differentiation. 

Competitive disadvantages: Where does the competition 

have an advantage over me? 

You may want to do your analysis by market segment, 

by competitor, by product or all of them, but knowing 

your competitive position will quickly get you onto your 

customers’ wavelength. 

An example of competitive uniqueness exists if a 

pharmaceutical company receives FDA approval to sell a 

16 


E A 

new drug. Since no one else has the drug, this company 

now has a competitive uniqueness with this drug. 

An example of a competitive advantage might be where 

two companies market the same drug, but one is a large 

well-known company and the other is a small relatively 

unknown company. Even though both are selling essentially 

the same product the larger company has an advantage 

because its well-known and people ask for the drug by its 

company name because of its wide name recognition. If no 

real competitive advantage exists in your product, try to 

focus on your company reputation, your excellent service, 

your responsiveness and reliability or any other factors than 

can positively differentiate you from your competition. 

Next let’s look at competitive parity - what things are the 

same between the competition and us? That is, what do you 

have that is exactly like what the competition has but is still 

important to the customer? Birth control pills are a good 

example. Several ethical drug companies make different 

formulations, but all with similar records for preventing 

pregnancy. This is competitive parity. 

And finally, competitive disadvantages - what specific 

disadvantages does your product or service possess? That 

is, what does the competition do better than you do? Your 

drug may have more side effects than the competitor’s. 

That’s a competitive disadvantage. 

I can’t stress enough the importance of doing this analysis 

and knowing your competitive advantage. By doing this 

analysis, you’ll be in a position to help your customers 

distinguish between you and your competition. Once they 

see your uniquenesses and advantages, it will be easier for 

them to make a decision in your favor. 

In order to discover your competitive advantage, you 

may have to do some intelligence gathering - talk to your 

customers, your salespeople, watch the local newspapers, 

attend tradeshows, talk to your customers’ suppliers, 

build a file of your competitors’ marketing and product 

information, do a debriefing when you lose a customer to 

a competitor, use a clipping service to gather information 

on competitors or on major prospects, obtain annual and 

quarterly reports of your competitors and prospective 

customers, watch the market trends in your industry and 

in your customers’ industries-become the expert on your 

product or service and how it can help your customers. 

Let’s summarize the two powerful strategies that will 

give you THE COMPETITIVE ADVANTAGE. First, 

know what your competitive advantages and uniquenesses 

are and, second, be able to articulate them clearly to 

prospective customers in thirty seconds or less. This all 

important first impression that sets you apart from your 

competition and clearly shows your customers what your 

company can do for them that no one else can do. 

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. 

Copyright© 1999, Tony Alessandra. All rights reserved. 

This article has been adapted from Dr. Alessandra’s book, 

Charisma (Warner books, 1998. Dr. Tony Alessandra is 

recognized by Meetings and Conventions Magazine as... 

“one of America’s most electrifying speakers.” For 

information about Tony’s keynote presentations, please 

call The Frog Pond Group at 800-704-FROG (3764) or 

email susie@frogpondgroup.com. 


Talk of 

AWARDS - ANNOUNCEMENTS - RECOGNITIONS - EVENTS 

* The Robin Milonakis Group recently celebrated 

the Grand Opening of their Dana Point 

office. Ideally located across from the Dana Point 

Harbor at 24921 Dana Point Harbor Drive, Suite 

B220, the office presents the perfect blend of location, 

sophisticated style, and function. 

The Robin Milonakis Group, which includes Robin, 

Kristle Bartolome, and Jessica Schofer, has long 

enjoyed a well-established presence in the Southern 

California real estate market. Robin, a Columbus, 

Ohio, native and a graduate of Ohio State University, 

came to California at age 24 and hit the ground running. 

She is a most consistent game changer in her 

career as a leading Dana Point real estate professional 

in Coastal and South Orange County; her 

knowledge and mastery of the market builds upon 

her background in finance and home loans. “My 

team and I can move mountains for you,” she says. 

“Our credo is Go Big or Go Home.” 

* Spyro Kemble, Surterre® Properties is proud to 

highlight the following property; Beautiful Ocean, 

Catalina, City light and Newport 

Harbor view home located 

in the gate guarded Harbor 

Ridge. Stunning double glass 

door entry with marble floors 

lead you to the dramatic living 

room, vaulted ceilings, marble 

fireplace, walk behind wet bar 

and large windows featuring 

ocean views. The oversized 

kitchen is equipped with large center island, double 

ovens, gas and electric cooktops, subzero and nook 

with fireplace and 

chandelier. The 

formal dining room 

exudes privacy 

and elegance w/ 

glass cabinets 

and sparkling 

chandelier. Travel 

downstairs via 

elevator to the 

grand family room 

hosts brick and wood fireplace, built-in entertainment 

center with surround sound and second kitchen. 

Romantic master suite with fireside lounging, steam 

shower and luscious master bath sunken jetted tub for 

two, separate shower and walk in closets. Features 

include an elevator, pool, spa with waterfall and 

views of the coast. Owner could carry a 2nd...perfect 

for a new custom or remodel. MLS # U12002007. 

Please contact Spyro Kemble at; 949.717.7248, 

skemble@surterreproperties.com. $2,925,000 - 11 

Narbonne, Newport Beach, Ca. 

* Chris McKeen, Prudential California Realty 

is proud to present: Gorgeous single story home 

located on a full acre in a gated 

community, *Flowing floorplan 

has huge kitchen which opens 

to family room & breakfast nook, 

*Family room has fireplace, built 

in cabinetry & shutters, *Kitchen 

has huge granite topped center 

island, walk in pantry, direct 

access to family room & incredible 

yard *Covered lanai also has 

granite counters, 

BBQ & is adjacent 

to pool, *Sport court 

& childrens playhouse 

accent one 

side of the yard, 

sprawling lawns, 

firepit & covered 

patios accent the 

backyard itself. RV 

Presented by

the Town... 

PRESS RELEASES - PROMOTIONS - HONORS - ACTIVITIES 

parking is gated & spacious, *Bonus room is an extra 

plus, *Formal dining room, *Formal living room w/ 

fireplace, high ceilings, glass accent shelving, *One 

bedroom & bath is separate, *Master suite has full 

retreat w/fireplace, walk in closet, circular tub, dual 

vanities & shutters, *Located on a quiet cul de sac, 

*Two AC units, two heaters, *Study could easily be 

a 6th bedroom. MLS # P827296_SOCAL. Please 

contact Chris McKeen at; 714-921-9457, Chris@ 

ChrisMcKeen.com. $1,995,000 - 1630 Pepper Wood 

Circle, Orange, Ca. 

* Realty ONE Group To Expand its Successful 

Model into Franchising. Realty ONE Group will 

expand its successful model of a unique compensation 

plan backed by a full suite of marketing, 

technology and educational support, into franchise 

opportunities. 

“We will offer a non-conventional franchise partner 

agreement that is as opposite from today’s outdated 

industry norms as our compensation and other systems 

are,” said Kuba Jewgieniew, CEO and owner of 

Realty ONE Group. 

Realty ONE Group will allow select business partners 

to utilize the company’s successful business 

model, propriety paperless technology and support 

systems -- all with zero royalty and annual fees. 

Orange County real estate veteran Rick Hudson 

will serve as director of franchise development, 

with plans to seek opportunities in the western 

and southern regions, with an eventual eye toward 

expanding nationally. 

REAL Trends, Inc. ranks Realty ONE Group as No. 

11 in its national rankings, and INC. 500 has named 

it one of the fastest-growing companies for three 

consecutive years. For more information, visit www. 

RealtyOneGroup.com. 

* Lynn Wong, First Team Real Estate is proud to 

highlight the following property; GORGEOUSLY 

UPGRADED! Largest Glen Willow Plan in West 

Irvine. Excellent floor plan w/ 

formal living & dining, large 

family room opens to kitchen 

with a center island. All new 

carpeting. Top of the line granite 

kitchen counters & one of a kind 

travertine, glass mosaics back 

splash. Large chef kitchen sink 

& high end faucet, professional 

series stove. This excellent 

floor plan has four 

large bedrooms, 

plus computer 

niche. Master bath 

has a separate 

shower & tub, two 

walk-in closets. 

No HOA Dues, 

Low Tax. Award 

winning MYFORD 

elementary, 

Orange County #1 

PIONEER Middle School and CA distinguished 

BECKMAN High School. Great neighborhood near 

Tustin Market Place & parks. A home you will be 

proud to own! MLS # S702763. Please contact 

Lynn Wong at; 714-414-8809, lynnwong@cox.net. 

$739,000 - 12 Robins Tree Lane, Irvine, Ca. 

E A 

Presented by

E A 

Successful Realtor® Profile 

I’ve been involved in a number of studies that tried 

to figure out why top agents are top agents. 

Do they have a common educational background? 

No. Good ones have high school diplomas, masters and 

doctorates. No correlation. 

Similar previous careers? No. One of the best agents I 

know used to teach baton twirling. I doubt if I could find 

a lot of those if I tried! I’ve had waiters, teachers, high 

powered executives and stay-at-home Moms who were 

all very successful. 

Common interests? No. Other than eating, (which we 

Realtor-types seem to do exceptional well) the interests 

are widely diverse. 

After 13 years in real estate sales and management, I’ve 

only found a few constants. 

1. Successful agents treat the real estate business 

as a business. They actually have a business plan and a 

budget. They understand that you have to spend money 

to make money. They know how many sales they need to 

make the income they require and then they figure how 

they’ll get from here to there. They plan in advance and 

execute the plan. 

2. They actually work when they work and play 

when they play and take a day or two off every week. (just 

like a “real job!”) 

3. They have fun and enjoy selling real estate but 

know that it won’t be forever. 

4. They buy a lot of real estate for investment when 

they see good deals because they know that no one gets 

rich selling the stuff. You get rich owning it! Financial 

independence gives one a lot of freedom, autonomy and a 

certain air of confidence that smells like success. 

. . . And people like to do business with successful 

people so they do more business! 

Linda Brakeall, GRI, CRB, is a nationally recognized 

expert in sales and marketing for Realtors® and Mortgage 

industry. She has been speaking professionally speaking, 

training and consulting since 1992. © 2008, Linda 

Brakeall. All rights reserved. For information about 

Linda, contact the FrogPond at 800.704.FROG(3764) or 

email susie@FrogPond.com; http://www.FrogPond.com. 

22 


E A 

By Linda Brakeall 



MAGAZINE 




E A 

“My aim is to provide my clients with the highest 

level of representation and care that I can.” 

- Gaetano Lo Grande 

An entrepreneurial spirit and a keen sense of 

business have long driven Gaetano Lo Grande 

in his professional endeavors. His creativity and 

adaptability have facilitated success, and he utilizes a 

results-oriented approach to accomplish his objectives 

and his clients’ goals. As a real estate consultant he 

offers skillful and thoughtful representation designed 

around the unique needs of each customer. 

Gaetano’s diligence and vision propelled him to 

early success; after graduating from California State 

University, Fullerton he launched a mobile notary service 

that exploded from a local start-up to a $1.5 million 

company with a nationwide presence. After nearly a 

decade, Gaetano determined that the time was right for 

a new venture. Already well-versed in the business of 

residential real estate, he transitioned into the field in 

2008. 

In a competitive marketplace, Gaetano’s ingenuity has 

helped him to become a standout agent with notable performance. 

Even before earning his license, he identified 

an innovative opportunity to capture leads. His system 

was so successful, he recalls, that within a few weeks 

of earning his license, he had a home in escrow. “The 

key to business is simply to never stop working,” he 

explains. “I started off strong and didn’t stop.” 

Today Gaetano’s business continues to thrive thanks 

to his dedicated efforts and big-picture plan. As a 

member of Agent Alliance he operates an independent 

business backed by the support of a team of industry 

specialists. “It’s a new approach to real estate,” he 

remarks of the group. “Agent Alliance has been a key 

to my success, because thanks to the assistance of 

experienced transaction coordinators, customer service 

specialists, a marketing department, legal counsel and 

assistance drawing contracts.” Administrative assistance 

allows Gaetano to focus on his strengths, which include 

cultivating solid client relationships, networking and 

negotiating on behalf of his clients’ best interests. 

At a time when consumers are privy to more information 

than ever, savvy real estate professionals must raise 

the bar in order to add value to the process of buying or 

selling a home. Gaetano excels not only in identifying 

his clients’ wants and needs, but in delivering an experience 

that is as smooth and stress-free as possible. He 

is objective and professional, consistent in his approach 

and delivery. He attributes much of his success to his 

mother Flo Bullock, an accomplished Realtor® who, 

says Gaetano, exemplifies professionalism. “She is 

brilliant,” he enthuses. “I’ve been fortunate to have the 

opportunity to learn from her.” 

Gaetano’s commitment to excellence includes dedicated 

efforts to consistently improve upon his systems 

and approach. He regularly dialogues with colleagues 

and incorporates best practices into his own repertoire. 

“Experience makes a difference,” he observes. “I’ve 

learned from my own transactions, but there is always 

someone with a unique perspective or a distinct way of 

managing business. My aim is to provide my clients 

with the highest level of representation and care that I 

can, and I’m constantly looking for ways to better my 

level of service.” 

While Gaetano specializes in home sales throughout 

Lantern Village, the Dana Point resident manages transactions 

throughout South Orange County and beyond. 

“My clients’ needs drive my business,” he explains. This 

is true in every aspect of his approach; Gaetano offers 

objective and informative communication designed 

to educate and empower his clients to make their best 

decisions. “I’m not focused on selling, but on providing 

my clients with facts,” he offers. “I believe that people 

appreciate that.” 

His loyal clientele are testaments to Gaetano’s dedicated 

efforts. “At the end of the day, my business isn’t 

strictly about closing a transaction,” he reflects. “It’s 

about building relationships, accomplishing objectives 

and helping people realize their dreams. In what is typically 

the largest investment my clients will make, I gain 

tremendous satisfaction from seeing those dreams come 

to fruition.” 



Telephone: (949) 973-6914 

Email: gaetano@ggcoastal.com 

Web: www.GGCoastal.com 

DRE# 01861815 



MAGAZINE 


E A 



Real estate professional Daniel Carpenter has 

cultivated a thriving career with inimitable 

passion, drive and preparation. He knew he was 

destined for the industry early on, and has charted the 

course to success with an unwavering sense of enthusiasm 

and positivity. Personable and professional, he provides 

his clientele with exceptional market knowledge and 

thorough and attentive care. 

Daniel first entered the market as a mortgage consultant, 

where he gained invaluable knowledge on the financial 

elements that impact real estate transactions. Though 

he enjoyed the opportunity to consult with real estate 

professionals and consumers, he found the environment 

less than stimulating. “I wanted to spend more time 

developing relationships with clients, working beyond 

the parameters of an office,” he recalls. Armed with 

industry experience and an entrepreneurial spirit, Daniel 

transitioned into a position as a real estate consultant 

in 2006. Despite a challenging marketplace, he didn’t 

waver in his decision. 

“I’ve never limited myself to the easy route,” he 

explains. “The professional challenges I’ve encountered 

have allowed me to maximize my abilities and offer my 

clients a more thorough level of representation.” In order 

to provide an enhanced level of care, Daniel aligned 

himself with Veranda Homes, a boutique brokerage 

founded upon solid business principles. “I’m surrounded 

by ethical, knowledgeable and successful professionals 

who employ a collegial approach,” he says. “Veranda 

Homes offers great support, and the autonomy to manage 

my business the way I best see fit.” 

Driving that business are the unique needs of Daniel’s 

clientele. “Above all else, I’ve found that people desire 

great service,” he observes. “I’m here to listen to my 

clients, to assist them in identifying their goals, and 

to execute a plan designed to help them achieve their 

objectives.” While he works throughout Orange County 

and the surrounding market regions, Daniel has become 

a noted specialist in the community of Quail Hill. The 

Orange County native researched the region thoroughly 

before focusing on Quail Hill. He explains, “I believe in 

the community – and the lifestyle – I am selling. From 

the architecture, to the planning, to the amenities, Quail 

Hill is an amazing place to live.” 

As a community specialist, Daniel’s emphasis is on 

the relationships he has cultivated. Working with buyers 

and sellers, he focuses beyond the course of a given 

transaction. “I’m looking at meeting the short- and longterm 

goals of my clients,” he explains. His approach 

has yielded solid results; Daniel’s business continues 

to expand through a growing base of repeat and referral 

clientele. 

By customizing his services to the unique wants and 

needs of every client, Daniel has established himself as an 

incredibly diligent real estate consultant whose assiduous 

approach is evident in every element of his business. 

“I’m directly involved with my clients throughout the 

course of each transaction and beyond,” he states. “This 

allows me to avoid miscommunications and ensure that 

I’m on point with each client’s expectations as well as 

the transaction itself. Nothing is lost in translation.” 

Daniel works with buyers and sellers, offering a 

thorough knowledge of market trends and movement, 

strong negotiation skills and comprehensive marketing 

and advertising campaigns designed to showcase the 

unique appeal of every property. His commitment to 

quality is immediately evident in high-gloss print pieces 

that translate well online. “I’ve reinvested heavily 

in my marketing and advertising efforts,” he notes. 

“Professional photography and the expertise of a talented 

graphic designer can make a remarkable difference; my 

marketing pieces are nothing short of spectacular.” 

A genial professional who is committed to the ongoing 

needs of his clientele, Daniel Carpenter is poised for 

ongoing success. Throughout Quail Hill and beyond, he 

has proven a knowledgeable and respected resource for 

residential real estate, and he looks forward to continuing 

to provide his clients with an exceptional level of care 

and representation. 


Veranda Homes 

2850 Mesa Verde Drive E, Suite 115 

Costa Mesa, CA 92626 

Telephone: 714.747.7207 

Daniel@LiveQuailHill.com 

www.LiveQuailHill.com 

DRE # 01787203 


Seven Steps To 

Achieving 

Your Dream 

By Chris Widener 

Can achievement be broken down into steps? 

Well, it is not always that clean and easy, but 

I do know that those who achieve great things 

usually go through much of the same process, with 

many of the items listed below as part of that process. 

So if you have been struggling with achievement, look 

through the following and internalize the thoughts 

presented. Then begin to apply them. You will be on 

the road to achieving your dream! 

1) Dream it 

Everything begins in the heart and mind. Every great 

achievement began in the mind of one person. They dared 

to dream, to believe that it was possible. Take some time 

to allow yourself to ask “What if?” Think big. Do not 

let negative thinking discourage you. You want to be a 

“dreamer.” Dream of the possibilities for yourself, your 

family, and for others. If you had a dream that you let 

grow cold, re-ignite the dream! Fan the flames. Life is 

too short to let it go. (Also, check out my article “Dare to 

Dream Again,” Which has been read by close to a million 

people in the last 4 months alone. You can see it at the 

website.) 

2) Believe it 

Yes, your dream needs to be big. It needs to be 

something that is seemingly beyond your capabilities. But 

it also must be believable. You must be able to say that if 

certain things take place, if others help, if you work hard 

enough, though it is a big dream, it can still be done. Good 

28 


“Vision is the spectacular that inspires 

us to carry out the mundane.” 

example: A person with no college education can dream 

that he will build a 50 million-dollar a year company. That 

is big, but believable. Bad example: That a 90 year-old 

woman with arthritis will someday run a marathon in 

under 3 hours. It is big alright, but also impossible. She 

should instead focus on building a 50 million-dollar a year 

business! And she better get a move on! 

3) See it 

The great achievers have a habit. They “see” things. 

They picture themselves walking around their CEO office 

in their new 25 million-dollar corporate headquarters, 

even while they are sitting on a folding chair in their 

garage “headquarters.” Great free-throw shooters in the 

NBA picture the ball going through the basket. PGA 

golfers picture the ball going straight down the fairway. 

World-class speakers picture themselves speaking with 

energy and emotion. All of this grooms the mind to 

control the body to carry out the dream. 

4) Tell it 

One reason many dreams never go anywhere is because 

the dreamer keeps it all to himself. It is a quiet dream 

that only lives inside of his mind. The one who wants to 

achieve their dream must tell that dream to many people. 

One reason: As we continually say it, we begin to believe 

it more and more. If we are talking about it then it must be 

possible. Another reason: It holds us accountable. When 

we have told others, it spurs us on to actually do it so we 

do not look foolish. 

5) Plan it 

Every dream must take the form of a plan. The old 

saying that you “get what you plan for” is so true. Your 

dream will not just happen. You need to sit down, on a 

regular basis, and plan out your strategy for achieving the 

dream. Think through all of the details. Break the whole 

plan down into small, workable parts. Then set a time 

frame for accomplishing each task on your “dream plan.” 

6) Work it 

Boy, wouldn’t life be grand if we could quit before 

this one! Unfortunately the successful are usually the 

hardest workers. While the rest of the world is sitting 

on their couch watching re-runs of Gilligan’s Island, 

achievers are working on their goal - achieving their 

dream. I have an equation that I work with: Your shortterm 

tasks, multiplied by time, equal your long-term 

accomplishments. If you work on it each day, eventually 

you will achieve your dream. War and Peace was written, 

in longhand, page by page. 

7) Enjoy it 

When you have reached your goal and you are living 

your dream, be sure to enjoy it. In fact, enjoy the trip too. 

Give yourself some rewards along the way. Give yourself 

a huge reward when you get there. Help others enjoy it. Be 

gracious and generous. Use your dream to better others. 

Then go back to number 1. And dream a little bigger this 

time! 

Chris Widener is the President of Made For Success. He 

teaches leaders how to become Extraordinary Leaders. 

Chris’ speaking and consulting services have challenged 

the best to become optimists, to pursue excellence 

relentlessly, and to dream big dreams. Copyright© 2007, 

Chris Widener. All rights reserved. For information 

about Chris’ speaking and consulting services, contact 

the FrogPond at 800.704.FROG(3764) or email susie@ 

FrogPond.com; http://www.FrogPond.com 


E A 

Understanding 

By Dirk Zeller 

The Process 

Being a salesperson is one of the greatest professions 

on earth. As real estate salespeople, we 

are helping people achieve the great “American 

Dream”. We get into trouble when we don’t understand 

the process of the sale. Most real estate salespeople 

have never studied sales. They have learned a few 

scripts and dialogues, but they don’t clearly understand 

the buying process. They have never become students 

of selling. 

To be a Champion salesperson you have to understand 

and study sales. The first step is to understand the sales 

process. The truth in sales is that people make decisions 

based on emotion. How they feel emotionally about 

something governs their decision-making process. We 

don’t do things based on logic, reason, and intelligence. 

We will use those tools to justify our decision. Reality 

is we all act emotionally, and our behavior is shaped 

by our emotions. Because we are human, we are in a 

constant state of trying to satisfy our emotional needs 

and emotional wants. 

How do we talk to our clients’ or prospects’ emotions? 

We need to first put ourselves in their situation. We 

need to clearly understand their needs, wants, and 

desires. We need to have true empathy for the prospect 

or client. To really be effective, we need to imagine 

what the prospects feel like. By clearly knowing their 

feelings, we can gently and patiently help them see our 

point of view. 

For example, you are working with sellers who want 

to overprice their home. They believe they need to get 

above fair market value. The most effective way to 

turn them to reality is to empathize with their problem, 

to acknowledge that you understand their feelings. 

Once you do that, then you can gently show them 

why their desires will not happen. You have to meet 

those overpriced sellers where they are and work them 

towards your position. 

If you draw a line in the sand and you are worlds 

apart, all you are doing is yelling at them across a 

canyon. You have to cross the canyon to their side. 

You need to lead them back across the canyon. People 

can often be like cows. You can push, poke, and prod 

them, and they won’t budge. 

Your reason for your way has to be a benefit to them. 

Once they see how they can benefit, they will follow 

your thinking. The key is to talk to people in terms of 

needs and emotional benefits to them. Once you have 

established the benefits, you can persuade people to do 

anything. 

Dirk Zeller is an Agent, an Investor, and the President 

& CEO of Real Estate Champions. His company 

trains more than 350,000 Agents worldwide each 

year through live events, online training, self-study 

programs, and newsletters. He’s the widely published 

author of Your First Year in Real Estate, Success as a 

Real Estate Agent for Dummies®, The Champion Real 

Estate Agent, Telephone Sales for Dummies®, and over 

300 articles in print. You can get more information by 

visiting www.RealEstateChampions.com. © 2009, Dirk 

Zeller. All rights reserved. For information contact 

FrogPond at 800.704.FROG(3764) or email susie@ 

FrogPond.com; http://www.FrogPond.com. 

30 


E A 


31

Summer real estate is sizzling! Let us 

help you close your deals! 

1 Park Plaza, Suite 300 

Irvine, California 92614 

140 Newport Center Drive, Suite 210 

Newport Beach, CA 92660 

www.prominentescrow.com 

RESALE • REFINANCE • COMMERCIAL • REO • SHORT SALE • AUCTION 

Find us on

Saturday, September 8, 2012 

2012 

SAVE THE DATE 

Last year’s TechDay was a huge success - 

TechDay 2012 promises to be another fun & informative day with food trucks, 

giveaways, & the latest trends in real estate technology. 

PWR Members FREE! | Non-Members $25 

Mark your calendar today! 

To pre-register or sponsor contact Lalaine C. Castillo 

at 714-245-5530 or lalainec@pwr.net. 

Pacific West Association of REALTORS ®

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

• Loans up to $4 million 

• Jumbo ARM at 90% LTV 

• Attractive mortgage insurance programs 

IN THE SPOTLIGHT 

• $500 OFF Closing Costs 1 

• Conforming fixed-rate mortgage – 0.625 discount on points 2 

• Super Conforming fixed-rate mortgage – 0.500 discount on points 2 

Your clients could save BIG on their home purchase! 

Mission Valley 

Eric Anderson, NMLS 381598 

Mgr., Mortgage Loan Sales 

tel. 855.435.9827 

eanderson@kinecta.org 

www.kinecta.org/eanderson 

Contact us today! 

North San Diego 

Mike Sieber, NMLS 353500 

Mgr., Mortgage Loan Sales 

tel: 855.902.2693 

msieber@kinecta.org 

www.kinecta.org/msieber 

The Kinecta Difference: Not-for-profit • Member-owned • Est. 1940 

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 Consultant 

if offer is still valid at the time of rate lock. 8318-07/12

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