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EXECUTIVEAGEN TM 

MAGAZINE 

Southern California’s Publication for the Real Estate Professional 

Paul Echavarria 

Executive Agent of the Month 

Inside Features: 

Cesi Pagano 

Keller Williams Realty 

Robert Valdez 

Ticor Title Company 

Wendy Clyne 

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contents 

ExecutiveAgent Magazine 

APRIL, 2012 VOL. 4 NO. 38 

Cover Story 



5 

Editorials 

36 - Mark Hunter: 

Shut-Up And Sell! 

22 - Denise Lones: 

The Key To Being Predictably 

Lucrative 

35 - Jim Rohn: 

Doing The Remarkable 

32 - Chris Widener: 

Life Rewards Action 

16 - Dirk Zeller: 

Champions Get Up Each 

And Every Day 

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 Title.................................11 

Coldwell Banker Alliance Realty.....19 

Escrow Leaders..................................18 

Harcourts................................24 

imortgage.................................2 

i Photography Studio..........................39 

Kinecta Federal Credit Union............20 

NAHREP..................................34 

PrimeLending....................................25 

Prominent Escrow............................40 

PWAOR................................38 

14 

Cesi Pagano 


26 

Robert Valdez 


Realty ONE Group.............................12 

The Termite Guy................................30 

Wells Fargo Home Mortgage.............31 

Wendy Clyne 

ZipRealty 

28 

10 

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


MAGAZINE 

Southern California’s Publication for the Real Estate Professional 

You too can tell us your story and be featured in a local 

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Cover and Feature story profiles 

Building wealth and visibility for real estate professionals and businesses alike 

Executive Agent Magazine, builds visibility for real estate professionals 

and associated businesses through original 

and thought provoking feature stories. Each issue showcases 

extraordinary real estate professionals who are breaking new 

ground and accomplishing exceptional goals in the local real estate industry. 

For more information please contact: 

info@executiveagentmagazine.com - 949.366.3349

E A 

Cover Story 



ExecutiveAgent Magazine


“Follow the Coldwell Retriever” 

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer 

W 

hen opportunity knocks, Paul Echavarria 

doesn’t just answer; he builds new doors. 

His uncanny ability to create success has 

propelled him throughout the course of his career, 

enabling him to thrive despite challenging market 

trends. At once affable and professional, he uses his 

skills to assist his diverse clientele in achieving their 

real estate dreams. 

Long interested in the opportunities available in real 

estate, Paul focused on the stability of a traditional 

job in order to support his family. For over 20 years 

he served as a telephone industry business technician, 

until the day when opportunity doused him with a 

wake-up call. 

“When I was at the phone company I hated rainy 

days,” he recalls. “They made work so miserable. One 

day I woke up and it was raining and I decided I’d had 

enough.” He left his job, enrolled himself in a real 

estate training program, and shortly thereafter earned 

his license. It was 2007, by no means the ideal time 

to launch a real estate career, but that didn’t dissuade 

Paul. “Experienced agents were struggling, but I didn’t 

know any different,” he says. “For me, real estate was 

a great career right off the bat.” 


Team Paul E: Paul Echavarria, Erica Echeverria, Assistant; 

Blanca Rangel, Shortsale Specialist; Alex Auguilar, Buyers Agent 

He acknowledges that his initial impression of real 

estate was that it was an easy business. “I figured you 

got to make your own hours, meet people and look at 

homes all day,” Paul laughs. The reality: “I meet great 

people and look at homes all day. How good is that 

It can’t get any better.” His positivity is infectious, 

his commitment to client care unwavering. Paul has 

cultivated a base of repeat and referral customers who 

range from first-time modular home buyers to high-end 

and luxury homeowners. Whether he’s working with 

a head of industry or an elementary school teacher, he 

offers an exceptional level of service designed to meet 

each client’s distinct needs. 

Paul’s approach facilitated success early in his career. 

Within a year, he says, his workload was so substantial 

that it became a challenge to manage all aspects of 

his business. “I felt like I wasn’t servicing my clients 

properly if I wasn’t able to assist them immediately,” 

he explains, so he assembled a team of skilled professionals 

whose focus remains on providing quality care 

to every individual they meet. 

He works with buyers, sellers and distressed properties 

throughout the communities of Los Angeles, Hacienda 

Heights, Whittier and the surrounding regions, noting that 

he specializes only in “outstanding service.” Paul says, 

“When my clients trust me to find them a home, I’ll diligently 

search until I identify the property they’re looking 

for. When I represent a listing, I’ll negotiate to earn my 

sellers top dollar. Whatever my clients need, I’m there for 

them.” 

His distinct branding supports Paul’s customer-centric 

business. Simply known as “Paul E.” or “The Dog Guy,” 

he has earned regional recognition thanks to a mobile 

advertising campaign. “I tell my clients that when they 

hire me they have a truck for life,” says Paul of the 

moving truck that bears his name and a photo of his golden 

retriever, Johnny. “The truck can be used any time- when 

they’re moving, buying large items such as furniture or 

appliances, or even when local organizations need help 

transporting materials. It’s a great way to show my appreciation 

for my clients, and to maintain communication with 

them well beyond the close of any particular transaction.” 


A Community Realtor® 

While his advertising has consisted primarily of the 

traveling billboard and word-of-mouth referrals, Paul 

acknowledges that professional marketing isn’t a static 

venture. “I’m adapting all areas of my business to meet 

the changes and trends of our marketplace,” he offers. 

With that, he will expand into more comprehensive 

opportunities including print and online advertising. “I’m 

always challenging myself to identify new ways to capture 

a greater market share and to introduce myself and my 

team to new people,” Paul says. “This will, in turn, ensure 

that my clients gain increased visibility as well.” 

Adapting in a challenging market also means 

identifying opportunities to best assist his clientele. 

Paul has become highly adept at negotiating short sales, 

complex transactions that are typically fraught with 

emotion and stress. “I am up front and objective with 

my clients, presenting information that will assist them 

in making the right decisions for their long- and shortterm 

financial goals,” he says. “We talk, addressing 

all of the concerns, feelings and questions they may 

have. Ultimately, I want them to be comfortable with 

their actions and to maintain a sense of dignity in the 

process.” 

Paul’s professionalism and easy demeanor have earned 

him the loyalty of his clients and the respect of his 

colleagues. In May 2011 he was invited to speak on the 

short sale process at a real estate seminar, an honor he 

won’t soon forget. “It was a standing-room-only event,” 

he recalls. “I was thrilled to be selected to speak on the 

topic.” He has also spoken to members of the Women’s 

Council of Realtors®, sharing tips and insight on how he 

achieved professional success. 

Jim Emery, Broker/President of Coldwell Banker Alliance Realty 

and Paul Echavarria at Friendly Hills Country Club 


Paul and his family; Pete (16), Nick (14), Erica (19), and Johnny (golden retriever) 

“Bottom line is, you have to work,” Paul says. “This 

is a competitive industry, but there’s enough business 

for everyone. You earn your clients by establishing 

relationships steeped in honesty and trust, offering great 

service, and maintaining communication.” His attitude 

is shared by colleagues within his Coldwell Banker 

office, and Paul reveals that the atmosphere fostered by 

top-producing agents is an inspiring one. “Being around 

successful people makes me want to improve upon my 

own systems and results,” he says. “And what’s great 

about my fellow real estate professionals is that everyone 

is collegial; we dialogue, strategize, and share resources 

and opportunities. This benefits our businesses as well 

as our clients.” 

His positive approach is a veritable beacon in the 

industry’s sometimes cloudy skies. “I don’t see a need to 

fill my life with negativity,” Paul explains of his attitude. 

“Rather than trash the market, I’ll remain focused on 

accomplishing my clients’ goals.” He’s got reason to 

smile: in 2011 Paul reports that he closed nearly 50 

transactions. “If the market gets better than this,” he 

smiles, “I can’t wait.” 

By all accounts Paul is indeed poised to continue in 

his success. His tremendous work efforts are supported 

by his team as well as his daughter Erica, a college 

student who offers administrative assistant to her father’s 

business. He also has two sons and enjoys family time 

to balance his professional endeavors. His future, says 

Paul, should continue the trend. “I truly enjoy what I 

do and want to maintain a happy life and work ethic 

while building my client base. With his goals clearly 

established, Paul’s opportunities are limitless. 



Coldwell Banker Alliance Realty 

15025 Whittier Blvd. 

Whittier, CA 90603 

Ph: 626.716.7453 

Email: Echev4Homes@yahoo.com 

DRE # 01826784 



MAGAZINE 

Advisory/Selection Committee 

Executive Agent Magazine would like to thank the Advisory/Selection Committee for selecting 

the cover Agent of the Month. 

The Executive Agent Magazine 2012 Advisory Selection Committee members: 

Fred Arrias 

Executive Agent 

Magazine 

949.366.3349 

Ryan Grant 

949.705.0582 

Jim & Marcia Brashier 

McMonigle Group 

Teles Properties 

949.734.6228 

Derek Graham 

Advantage 

Title365 

949.584.2570 

Tom Slyman 

Advantage 

Title365 

714.585.9333 

Sue LaPeter 

Prudential 

California Realty 

714.369.4689 

Elizabeth Do 

Keller 

Williams Realty 

714.317.7243 

Spyro Kemble 

Surterre® 

Properties 

949.717.7248 

Chris McKeen 

Prudential 


714.921.9457 

Shauna Covington 

Prudential 


949.395.8786 

Barbara Amstadter 

Prudential 


949.500.0155 

Bob Fox 

Escrow 

Leaders 

949.373.7000 

Gerold Grosso 

Evergreen 

Realty 

714.396.5514 

Lynn Wong 

First Team 

Real Estate 

714.414.8809 

Janice Eckles 

949.705.0581


MAGAZINE 

Top 1% in the Nation, Multi-Million Dollar Producer 

Over 1,600 Homes Sold 

Unsurpassed Customer Satisfaction 

into sales, it wasn’t long before she realized she had found 

her calling. 

By Lalaena Gonzalez-Figueroa 

She is cultured, worldly, and accomplished; real 

estate professional Cesi Pagano’s unique background 

allows her to 

successfully navigate the 

challenges of real estate for 

a diverse and savvy clientele. 

Her attention to detail 

is impeccable, her commitment 

to success unwavering. 

When Cesi sets her sights on 

a goal- whether it’s hers or 

a client’s – there’s no stopping 

her. 

Cesi launched her real 

estate career after earning a 

degree in Architecture with 

a minor in Interior Design 

from Cal Poly Pomona. 

Though she intended to 

forge a professional path 

as an architect, an internship 

opportunity changed 

her course. “I realized 

that my heart was really 

in the building side,” she 

recalls. Tenacity drove her 

to explore that passion, and 

Cesi obtained a corporate 

position with a respected 

home builder. The work 

afforded her an insider’s 

understanding of the 

homebuilding process and allowed her to maximize her 

creativity and disciplined work ethic. Those skills weren’t 

lost on her employer, who eventually convinced Cesi to 

accept a position as a new home sales associate. Though 

she acknowledges that she was initially reluctant to move 

Employing a consultative and collaborative role, Cesi 

discovered that she had the solid interpersonal skills necessary 

to make a significant difference in the lives of her 

clients. “I’ve never focused on being a salesperson,” she 

explains. “Instead, I’m driven to meet my clients’ needs 

and exceed their expectations.” After nearly 15 years 

in new home sales the time was right to pursue a new 

challenge. Cesi delved into 

the resale market, though 

she maintained professional 

relationships with a number 

of area builders. 

Today Cesi maintains her 

own thriving clientele as a 

listing specialist, continues 

to work with builders, and 

leads a team of professionals 

known as The Cesi Pagano 

Team. “After assisting 

hundreds of home buyers 

with their dreams of home 

ownership, I developed a 

team who specializes in servicing 

buyers so that I could 

focus on my listing expertise,” 

she explains. Highly 

competitive and driven to 

succeed, she maximizes 

her competitive nature and 

hands-on approach to business 

in order to consistently 

capitalize on opportunities 

within the marketplace. She 

is candid in her reflections 

of the industry’s economic 

challenges. “I can honestly 

say that the market hasn’t 

impacted my business volume or production,” Cesi reveals. 

“I have been fortunate to earn a clientele that is comprised 

of approximately ninety eight percent repeat and referral 

customers, and have maintained a steady flow despite 

market trends.” 


E A 

Years of industry experience have allowed Cesi to 

navigate the often tumultuous waters of a cyclical marketplace. 

In keeping with the ongoing needs of today’s 

clientele, she has adapted her business accordingly. 

“I’m not focusing on any particular niche market,” she 

explains. “I believe that a well-rounded real estate 

professional is the ideal resource for clients who may 

become impacted by trends and changes.” To that end 

Cesi has mastered the short sale process, which allows 

her to work with distressed homeowners as well as 

investors. She lists homes at every level of real estate, 

from high-end and luxury properties to comfortable residences 

ideal for first-time and move-up buyers. 

Though she maintains her own book of business, Cesi 

has a notable influence in the transactions completed by 

her team members as well. “We have become highly 

systematized in order to provide every client with a consistent 

experience regardless of which agent he or she 

works with,” she notes. “This allows our team members 

to collaborate and readily accomplish their clients’ goals 

without compromising their level of service.” 

Cesi’s dynamic approach to business has earned her 

recognition and respect throughout the real estate community 

and beyond. The award-winning top producer 

has been tapped to speak at seminars and conventions, in 

The Cesi Pagano Team 

webinars, and on the well-regarded radio business show 

Critical Mass. 

An accomplished businesswoman and mother of three, 

Cesi creates balance in life by spending time with her 

children and staying active. Fluent in Spanish and 

Italian, she loves to travel and journeys annually to 

Europe. 

Cesi exudes professionalism and enthusiasm, and is 

optimistic about the opportunities that await. Her clientcentric 

attitude drives her ongoing goals. “I want every 

client to complete a transaction feeling that my team and 

I were there every step of the way,” she asserts. “Despite 

the transitioning market, we are here to facilitate a 

process that is as seamless and stress-free as possible, 

working to achieve each client’s goals and dreams in a 

timely and efficient manner.” 

Cesi Pagano 


27101 Puerta Real #150 

Mission Viejo, CA 92691 

Telephone: 949.370.0819 

Email: Cesi@kw.com 

www.CesiPagano.com 


E A 

Champions Get Up 

Each And Every Day 

16 


E A 

By Dirk Zeller 

One of the secrets to success is the ability to hold on 

a little longer than the next guy. To be willing to 

take a little more rejection, a little more hardship, 

and a little more temporary failure over time. 

Ultimately, to be successful you have to know how 

to survive setbacks and failure. In the end, failure is not 

fatal. Lying there and wallowing in it is fatal, but getting 

up and accepting it as a temporary setback forges a new 

beginning. Failure can sometimes feel fatal, but it never 

is. 

In my sales career I have had far more “no’s” than 

“yes’s”; the “no’s” out number the “yes’s” twenty or thirty 

to one. If I had focused on the twenty or thirty “no’s” 

instead of the one “yes” I would have quit. Too often we 

focus on the wrong thing. We fixate on the “no” rather 

than anticipate the “yes”. We must position ourselves 

with people to give them every opportunity to say “yes” to 

us. We have to ask and ask and then ask again, so we gain 

the “yes” we want. We have to be willing to attend and 

graduate the “University of Failure” to eventually receive 

our doctorate in success. No one has ever achieved 

long lasting success without the “University of Failure” 

degree. We don’t begin as a success. 

“To be successful, you have to know how 

to survive setbacks and failure.” 

Let me give you a few rules of failure. Learning and 

applying these will better prepare you for your success. 

Temporary failures are not bad: If we mentally focus on 

bad events, that is what we will create more of. In the end, 

failure is neither good nor bad. When Thomas Edison’s 

wonderful compound of laboratories and buildings burnt 

to the ground he did two things. First he told his sons to 

get his wife because she would never see another fire 

like this in her lifetime. Second, he realized that all his 

failures had been burned away. He had a clean slate in 

front of him. 

At the end of the day, week, month, or year it’s what 

you do with the set back that makes it good or bad. Failure 

is merely a lesson. 

To take advantage of a lesson, you must fully learn 

it. That means that we must review and analyze all the 

failures and setbacks we experience. Most of us want 

to merely forget them or cover them up. This puts us in 

a pattern to repeat them again. Treat each failure as a 

lesson. In school if you don’t learn your lesson you don’t 

graduate. Make sure you learn the lessons that failure is 

trying to teach you. 

Treat each failure as a lesson bringing you closer to 

success. By learning how not to do something, you are 

exponentially closer to learning how to do it. 

In the end, failure is never final. We all fail and fall 

down. We all come up short of the mark in life. It’s 

whether we decide to stay there or learn and move 

forward that makes us a success. Tackle the opportunity 

that your setbacks and failures bring you everyday. Create 

a daily mindset of opportunity in each setback. Your 

choice is to either stay down or get up. Champions get up 

each and every day. 

Dirk Zeller, President of Real Estate Champions, 

is recognized as the premier coach for the real estate 

industry. He has developed a system that takes “regular” 

agents and “regular” managers and transforms them into 

“top gun” agents and managers. Dirk’s coaching systems 

are built around his incredible success in the 90’s as one 

of the top agents in all of North America. He closed over 

150 transactions annually while working Monday through 

Thursday and taking Friday, Saturday & Sunday off. 

Copyright© 2005, Dirk Zeller. All rights reserved. For 

information about Dirk’s Keynote presentations, contact 

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

frogpond.com; http://www.frogpond.com. 

E A 


SUCCESS! 

PLAN IT. BUILD IT. GROW IT. 

We Can Help You! 

Melissa Bolda 

949-630-8301 

Holly Major 

949-294-2503 

Bob Fox 

949-322-5036 

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Mgr., Mortgage Loan Sales 

tel: 949.439.0460 

jsasena@kinecta.org 

ORANGE 

Dan Frank 

tel: 562.400.3387 

dfrank2@kinecta.org 

Denise Mower 

tel: 949.413.1026 

dmower@kinecta.org 

Erik Demiragci 

tel: 949.735.9613 

edemiragci@kinecta.org 

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tel: 714.955.9191 

gdeekrich@kinecta.org 

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tel: 949.529.4775 

jclyne@kinecta.org 

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tel: 949.529.6894 

jpham@kinecta.org 

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tel: 949.253.5350 

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Libra Gogerty 

tel: 714.270.5434 

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Lloyd Kerr 

tel: 949.923.9675 

lkerr@kinecta.org 

Lu Nguyen 

tel: 949.529.6796 

jsasena@kinecta.org 

Luis Arellano 

tel: 949.302.9406 

larellano@kinecta.org 

Martine Lado 

tel: 310.489.0556 

mlado@kinecta.org 

Paul Griffiths 

tel: 949.378.6921 

pgriffiths@kinecta.org 

Robert Bartzoff 

tel: 949.529.4618 

rbartzoff@kinecta.org 

Tracy Williams 

tel: 310.489.2549 

twilliams@kinecta.org 

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. 8924-03/12

Financing options. Priority service. Fast closings. 

$240,000 Conf. 15-yr. fixed 

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Recent Track Record 

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(purchase) 

73% LTV 

3.38% rate / 3.490% APR 

Yorba Linda 


$940,000 Jumbo 30-yr. fixed 

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27% LTV 

4.500% rate / 4.514% APR 

Los Gatos, CA 


COUNTY 

Brian Lee 

Mgr., Mortgage Loan Sales 

tel: 949.529.6142 

blee@kinecta.org 

Andrew Lim 

tel: 562.899.0911 

alim@kinecta.org 

Brandi Yates-Wojtiuk 

tel: 714.267.4146 

byates-wojtiuk@kinecta.org 

Brian Skelley 

tel: 657.203.7053 

bskelley@kinecta.org 

Jake Kim 

tel: 714.679.3710 

ckim@kinecta.org 

Joe Mai 

tel: 949.293.1049 

cmai@kinecta.org 

Brian Dalat Nguyen 

tel: 949.300.1432 

dnguyen@kinecta.org 

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tel: 949.632.0299 

dnicolau@kinecta.org 

David Min 

tel: 310.489.2546 

dmin@kinecta.org 

Erik Jenner 

tel: 949.529.6956 

ejenner@kinecta.org 

Jerry Lehman 

tel: 949.572.9271 

jlehman@kinecta.org 

John Rowe 

tel: 949.529.6918 

jrowe@kinecta.org 

Nick Castillo 

tel: 949.572.9284 

ncastillo@kinecta.org 

Ruben Campos 

tel: 909.560.3891 

rcampos@kinecta.org 

Tammi Nicholson 

tel: 310.489.2576 

tnicholson@kinecta.org 

Vann Nguok 

tel: 562.481.4465 

vnguok@kinecta.org 

Virginia Smith 

tel: 949.529.6795 

vsmith@kinecta.org 

FREE on-site Lunch & Learn Events – Ask us! 

About Kinecta Federal Credit Union 

Not-for-profit • $3.2 billion in assets • Over 235,000 members nationwide • Est. 1940

E A 

The Key To Being 

Predictably Lucrative 

By Denise Lones 

What’s the Number One thing real estate agents 

don’t like about the business Time and again 

I hear the same answer: The unpredictability of 

income. 

But it doesn’t have to be this way. There is a rampant 

delusion out there that real estate is a “feast or famine” 

business. Every day agents say, “I don’t know if I’ll be 

making any money in March because of the fluctuations in 

the market.” If you’ve ever said anything even remotely 

similar, I have a question for you: 

If this is true, then how is it that I know many agents 

who turn business away because they don’t have time to 

handle it all It’s not market conditions. Up or down, 

these agents have a steady stream of buyers and sellers. 

And no matter where the market is this time next year, I 

guarantee it will be the same for them. 

So what’s their secret Is it a “killer” marketing 

software program Is it “power” sales tactics that 

use verbal mastery to sweet talk people Is it tons of 

expensive advertising 

It’s none of these things. But its power is so amazing 

that universities should offer degrees in how to master it. 

What is it 

Self-Control! 

The most successful agents are not necessarily the best 

salespeople, or the most outgoing. They are the ones with 

the most self-control. Self-control governs success. It 

ensures you do things consistently over time. The size of 

your goals doesn’t matter. The length of your business 

plan doesn’t matter. What you do is what matters. 

So what are the keys to Self-Control 

1. Say YES. 

Self-control means saying “yes.” “Yes” to sending 

monthly mailings on a regular basis. “Yes” to implementing 

systems that put your daily tasks on “autopilot.” “Yes” to 

education. “Yes” to your annual client appreciation party. 

“Yes” to only sending out the very best marketing. “Yes” 

to sending out an Annual Client Review. 

2. Say NO. 

But mastering self-control also means saying “no.” 

“No” to clients that waste your time. “No” to ridiculous 

offers. “No” to people who treat you with disrespect. 

“No” to scams, gimmicks, and unethical advertising. “No” 

to CUTTING YOUR COMMISSION!!! 

22 


E A 

3. Do what you say you’ll do. 

I’m always amazed that I have to mention this, but 

the business world is riddled with people who say 

they’ll do something and then don’t do it. If you return 

phone calls the exact minute you promise to, keep 

appointments on-time, and provide exactly what you 

promise when you promise it—you’re already ahead of 

90% of businesspeople out there! 

4. Follow-Up and Follow-Through. 

Do you return phone calls faster than any other agent 

Do you send requested information the very same day Do 

you make additional phone calls to verify the information 

was received Do you provide extra service touches both 

before and after the sale 

5. Adaptability. 

Self-control also means you don’t “freak out” when 

something is not working. You just drop it and quickly 

do more of what is working. This doesn’t mean that your 

emotions aren’t important. They are. But you cannot be 

a successful businessperson if you are a frenzied wreck 

every time something goes wrong. Things happen. Life 

is unpredictable. Plan on unpredictability. Practice in 

your mind how you’ll react on the day when everything 

falls apart. See yourself with “grace under pressure” as 

you pick up the pieces and begin to rebuild. 

One of the best ways to implement self-control is 

accountability. I have clients who call me just to tell me 

what they’re committing to accomplishing by the end of 

the week. Don’t ever underestimate the power of just 

telling someone what you will do. This means you can’t 

use excuses to yourself—because you’ve already promised 

someone you’ll do it. 

Another helpful measure is to manage your time. And 

I really mean, manage your time. Schedule phone time. 

Schedule road time. Schedule lunch. Heck, schedule 15 

minutes of goof-off time. I know it’s impossible to predict 

every minute of every day, but at least have a solid plan 

of what you’re doing —even if circumstances prevent you 

from doing the task. 

So if you’ve ever complained about the unpredictability 

of your income, take heart! You can have more business 

than you can handle if only you commit to self-control 

and all its responsibilities. The road to self-control may 

be rough at times, but the rewards of implementing it are 

worth it! 

Denise Lones, President of the Lones Group Inc. is 

dedicated to helping people find innovative ways to increase 

their business and still have “a Life”. She draws from her 

professional and personal experiences and believes that the 

key to business success is all about people, systems, and 

follow-through. To book Denise, please call 1-877-211- 

6472 or visit. Copyright© 2007, Denise Lones. All rights 

reserved. For information contact FrogPond at 800.704. 

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

www.FrogPond.com 


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kbudde@primelending.com 

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714-206-5521 

npilon@primelending.com 

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tgarcia@primelending.com 

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Dept. of Banking, Insurance, Securities and Health Care Administration- lender lic no. 6127 and broker lic no. 0964MB; WA Dept. of Financial Institutions-consumer lender lic no. 520-CL-49075.


MAGAZINE 


Robert Valdez 

He’s experienced, knowledgeable and highly 

professional, but it’s no secret that working 

with title sales representative Robert Valdez 

is anything but business as usual. His unique 

approach incorporates a 

tongue-in-cheek sense of 

humor that’s backed by a 

solid understanding of the title 

industry and its implications 

on real estate transactions. 

With over 10,000 transactions 

closed, Robert has proven that 

success is earned. 

Long known for his stellar 

customer service and client 

care, Robert has also gained 

recognition for a unique 

branding campaign that showcases 

his comedic nature. His 

uncanny resemblance to Dos 

Equis’ enigmatic spokesman, 

“The Most Interesting Man in 

the World,” became a conversation 

starter in social settings, 

and Robert realized he had 

the makings of an inimitable 

public relations tool. As “The 

Most Interesting Title Rep. in 

the World,” he reminds current 

and prospective clients just 

why they’d do well to utilize his 

services. 

If he visits your office you 

have to fight off the urge to 

thank him… 

He launched his career in 

1985, and Robert made a 

strong impression among his 

industry peers from his first 

ride-along. “An experienced 

rep took me to one of her 

most challenging offices,” he 

recalls. “I had no idea what 

to expect so I just engaged people in friendly conversations. 

When we returned to our company, she 

gave me a glowing recommendation for the job.” 


E A 

“Title’s Most Interesting 

Sales Representative” 

Just having his name on your file will make 

your deal close… 

His business, he notes, is acquired not through 

salesmanship but by providing exceptional 

customer care. “I like to earn clientele who 

choose to work with me because they know this is 

my career and that I’m here to help facilitate their 

success,” Robert explains. “In the high-stakes 

world of real estate transactions, I’m diligent and 

resolute. If someone calls me with a problem or 

issue, I’m on it daily until we achieve resolution.” 

Robert’s extensive industry experience has 

allowed him to cultivate a strong collegial network. 

“When challenges arise throughout the course of 

a transaction, I have wonderful resources who 

can assist in identifying solutions,” he explains. 

“Ultimately, we are all looking to meet the needs of 

our clients and to close successful transactions.” 

His preliminary title reports alone will sell a 

house, even if it’s not for sale… 

His charm knows no limits, but Robert manages 

to contain most of his business to North Orange 

County. He works well with a range of agents at 

every stage in their careers, handling primarily 

residential resale and REO transactions. “I’ve also 

been fortunate to build relationships with asset 

management companies,” he notes. 

An escrow officer once fainted from receiving 

an e-mail from him… 

Robert’s industry relationships are built on a 

foundation of professionalism, though he manages 

his business with a sense of enthusiasm and wit. 

“I really enjoy my work,” he reveals. “I’m able to 

help others improve upon their production, and am 

constantly meeting fun and motivating people.” 

Even the most interesting …and accomplished… 

title representative needs support, and Robert 

credits the team of professionals at Ticor Title for 

their tremendous commitment to their work. “My 

office is incredibly responsive,” he observes. “As 

client requests come in, our team works together 

to ensure that their needs are met in a timely and 

effective manner.” While business is booming, 

Robert makes time to connect with every client, 

and to offer services tailored to their individual 

needs. 

Agents often try to fight off the urge to call 

him right away. 

Don’t fight it – Call him now! 

He is ready to service your next title order! 

Robert Valdez 


18302 Irvine Blvd. Ste. 100 

Tustin, CA 92780 

Telephone: 714.496.4186 

E-mail: RVTitle@pacbell.net 

www.RobertTitle.com 

“The MOST Interesting TITLE REP. 

in the WORLD” 



MAGAZINE 


E A 

Wendy Clyne 

The Art of the Deal 


For real estate professional Wendy Clyne, creative 

thinking isn’t just a sound business strategy; it’s a 

way of life. The artistically-inclined agent earned a 

degree in Graphic Design before setting her sights on the 

opportunities associated with the real estate industry, and 

has built a solid understanding of the elements involved 

in successful real estate transactions. Wendy excels in 

building and sustaining positive client relationships, and 

in guiding her clients with thorough and knowledgeable 

representation. 

“I’ve always been interested in art as well as technology,” 

says Wendy. “From interior design to print and 

online advertising, I enjoyed the opportunity to utilize 

my skills in real-world situations.” Her professional 

aspirations were redirected when Wendy and her family 

moved out of state. Wendy’s husband Jeremy ventured 

into the mortgage business, opening a brokerage called 

Artistic Lending. Her role as administrative, marketing 

and advertising point person provided her with a firsthand 

account of real estate from the financial side, and her 

entrepreneurial veins were opened. “I began to identify 

options that would improve our business production and 

volume,’ she says. As the business began to flourish, the 

Clynes found themselves relocating once again. 

Settled back in California, Jeremy established himself 

with Kinecta Federal Credit Union and Wendy reflected 

on her next career move. A multi-tasking mother who 

welcomed challenges, she realized that a transition into 

real estate sales made sense. Her professional collaboration 

with her husband, she adds, only reinforced the idea 

that she had the skills and resources to provide exceptional 

care to her clients. “In our industry it can be difficult to 

determine which specialists will offer truly client-centric 

services,” observes Wendy. “Obviously I trust Jeremy 

and know that he works with his customers’ long-and 

short-term goals in mind. When my clients choose him as 

their lender, they are receiving a team that is completely 

focused on their wants and needs.” 

Wendy’s approach to real estate is a consultative one. 

Honest in her communication, she believes that a forthright 

response is always the best reply to any question. “If 

a client needs information and I don’t know the answer, 

I’ll find it,” she asserts. “I want my clients to know that 

I’m a trustworthy resource and advocate in the real estate 

process.” Wendy instinctively connects with her customers 

on their terms, which leads to improved dialogues 

and conversations. “In any relationship, you’re more open 

when your guards are down,” she observes. “The same 

holds true for real estate agents and their clients.” 

She chose to align her business with ZipRealty, a brokerage 

she says is one of the top five nationwide. “Zip 

was a forerunner in the process of putting the Multiple 

Listing Service (MLS) online,” she notes. “The brokerage 

houses over three thousand agents in thirty five-plus 

markets across the nation. ZipRealty is growing by leaps 

and bounds thanks, in large part, to the company’s commitment 

to remaining on the cutting edge of technology.” 

Wendy, too, is committed to her profession. In addition 

to maximizing her use of the resources available through 

her brokerage, she also reaches out to her colleagues in 

order to dialogue issues and trends that are impacting the 

market at large. “The teams at ZipRealty are great about 

supporting their fellow agents,” adds Wendy. “They 

focus more on developing collegial relationships than 

in competing with others. This yields better results for 

all of our clients.” The Orange County Association of 

REALTORS® (OCAR) is another source of education and 

opportunity for Wendy, who actively seeks out industryrelated 

professionals whose level of client care matches 

her own. “I’m always meeting people who can help my 

buyers or sellers,” she notes. 

The busy mother of three is an exceptional multi-tasker 

who has set her sights on the years ahead. “I’m looking 

forward to the changes and transitions that will impact our 

market,” she reveals. “The challenges ahead are going to 

lead to exciting opportunities, and I want to be there to 

assist my clients in continuing to thrive.” 

Wendy Clyne 

ZipRealty 

Telephone: 949.228.7176 

wendy.clyne@ziprealty.com 

www.ziprealty.com/agent/wclyne 

DRE # #01906293 


Why Wells Fargo 

We want to be the key to your success 

We’re dedicated to helping you put more buyers into homes with more mortgage options to suit more buyers 

• Buyer Connections SM program: Our exclusive program that connects buyers and sellers not working with a real estate 

agent to professionals in their local market. 

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• PriorityBuyer Preapproval: You’ll know you’re dealing with serious buyers who have already completed the application, 

credit check, and first decisioning phase. 

Call us today to find out more. 

J.J. Ballesteros 

Branch Manager 

714-593-5051 

NMLSR ID 404462 

Tammy Colangelo 

Home Mortgage 

Consultant 

714-969-1499 


Steve Silvestri 

Home Mortgage 

Consultant 

714-476-3000 


Jenn Levin 

Home Mortgage 

Consultant 

714-904-9424 


Mark Brown 

Home Mortgage 

Consultant 

714-241-1251 


Kathy Niemczyk 

Home Mortage 

Consultant 

714-593-5067 


My Hoang 

Home Mortgage 

Consultant 

714-356-8991 


Mary Lee 

Home Mortgage 

Consultant 

714-308-8576 


Richard Carroll 

Home Mortgage 

Consultant 

714-717-3880 


Felix Shiels 

Home Mortgage 

Consultant 

714-715-1234 


Phillip Nguyen 

Home Mortgage 

Consultant 

714-809-2394 


Asela Thomason 

Home Mortgage 

Consultant 

562-881-3792 


Trevor Hartman 

Home Mortgage 

Consultant 

310-270--8114 


Mark Bowman 

Home Mortgage 

Consultant 

714-969-1499 


Rishant Taneja 

Home Mortgage 

Consultant 

714-655-8861 


Kristi Nguyen 

Home Mortgage 

Consultant 

714-580-5211 


Jaime Hammill 

Home Mortgage 

Consultant 

714-593-5049 


Jerry Tawney 

Home Mortgage 

Consultant 

714-746-5067 


Jenny Nguyen 

Home Mortgage 

Consultant 

714-260-6737 


Michael Ahn 

Home Mortgage 

Consultant 

714-580-9412 


Robert Rabano 

Home Mortgage 

Consultant 

714-906-8824 


Elli Nguyen 

Home Mortgage 

Consultant 

714-408-8245 


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. © 2012 Wells 

Fargo Bank, N.A. All rights reserved. NMLSR ID 399801. AS943527 3/12-6/12

E A 

Life 

Rewards 

Action 

32 


E A 

By Chris Widener 

Thinking is good, yes it is. I strongly encourage 

thinking. In fact, thinking plays a terrific role 

in success. It helps you strategize. It helps 

you get motivated. It tunes you into success. I am 

all for thinking and I do it regularly! 

That being said, just thinking, no matter how 

good of a thinker you are, will never catapult you 

to success. The difference between the thinker 

who succeeds and the thinker who doesn’t is that 

the thinker who succeeds also ACTS! 

Life does not reward thinking. Life rewards 

action. Let me clarify: Life rewards thoughtful 

action. 

Think first, by all means… But then ACT! 

Do you want to gain wealth The save your 

money - ACT! 

Do you want to lose weight Then hit the 

treadmill - ACT! 

Do you want a new job Then quit your current 

one - ACT! 

Do you want to write a book Then begin to write 

- ACT! 

Do you want a new friend Then introduce 

yourself - ACT! 

Anything you want to accomplish will only be 

done by bold and decisive action. 

Wishing won’t bring it about. Neither will 

dreaming. Nor will hoping. 

There is only one thing: ACTION. 

Will you succeed Will you achieve your dreams 

Will you live the life that you want Only you can 

make that decision because only you can decide 

whether or not you will act. 

My friends, life rewards action. Your actions 

do not need to be perfect. They just need to be. 

And then they get rewarded with success. With 

achievement. Accomplishment. 

You have the power within you to lead YOUR life 

as you see it. There is only one question you must 

answer for yourself: 

Will I act 

Because Life Rewards Action. 

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© 

2002, Made For Success. Used by permission. 

All rights reserved. For information about Chris’ 

speaking and consulting services, please contact 

the Frog Pond Group at 800-704-FROG (3764) 

or email Susie@frogpondgroup.com; http://www. 

frogpondgroup.com. 

Nope, you must ACT. 

What is it you want from life Tell me. Be 

specific. Be clear. Think about it. Strategize. Roll 

it around inside that noggin of yours. Got it Good. 

Now what What will you DO to turn that nonphysical 

electrical impulse we call a thought into a 

physical reality 

E A 


Join Us! 

MEMBERSHIP 

SPECIAL! 

$99/YEAR 

WE OFFER: 

• Professional & Business Development 

• Premier Networking Opportunities 

• Advocacy 

• Leadership 

• Access 

OCNAHREP is a purpose-driven local organization that is propelled by a passionate combination of 

entrepreneurial spirit, cultural heritage and the advocacy of its members. 

We are real estate agents, brokers, loan officers, mortgage brokers, title professionals, escrow officers, appraisers, 

insurance agents and more. We are dedicated to our mission: To increase the rate of sustainable Hispanic 

homeownership by empowering the real estate professionals that serve the community. 

WWW.OCNAHREP.ORG 

For membership information, please call: 

Felix Duarte, Membership Director 

714.392.1400

E A 

Doing the Remarkable 

By Jim Rohn 

When it comes to meeting and conquering 

the negativity in your life, here is a key 

question: what can you do, starting today, 

that will make a difference What can you do 

during economic chaos What can you do when 

everything has gone wrong What can you do 

when you’ve run out of money, when you don’t feel 

well and it’s all gone sour What can you do 

Let me give you the broad answer first. You 

can do the most remarkable things, no matter 

what happens. People can do incredible things, 

unbelievable things, despite the most impossible or 

disastrous circumstances. 

Here is why humans can do remarkable things: 

because they are remarkable. Humans are different 

than any other creation. When a dog starts with 

weeds, he winds up with weeds. And the reason is 

because he’s a dog. But that’s not true with human 

beings. Humans can turn weeds into gardens. 

Humans can turn nothing into something, pennies 

into fortune, and disaster into success. And the 

reason they can do such remarkable things is 

because they are remarkable. Try reaching down 

inside of yourself; you’ll come up with some more 

of those remarkable human gifts. They’re there, 

waiting to be discovered and employed. 

With those gifts, you can change anything for 

yourself that you wish to change. And I challenge 

you to do that because you can change. If you don’t 

like how something is going for you, change it. If 

something isn’t enough, change it. If something 

doesn’t suit you; change it. If something doesn’t 

please you, change it. You don’t ever have to be 

the same after today. If you don’t like your present 

address change it — you’re not a tree! 

If there is one thing to get excited about, it’s your 

ability to make yourself do the necessary things, 

to get a desired result, to turn the negative into 

success. That’s true excitement. 

Jim Rohn knows the secrets of success - in 

business and in life. He has devoted his life to 

a study of the fundamentals of human behavior 

and personal motivation that affect professional 

performance. He can awaken the unlimited power 

of achievement within you! Reproduced with 

permission from the Jim Rohn Weekly E-zine. 

Copyright© 2006, Jim Rohn. All right reserved. 

For information about Jim’s keynote presentations 

and seminars, contact the FrogPond at 800.704. 

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

FrogPond.com . 

Remarkable 


E A 

Shut-Up And Sell! 

By Mark Hunter 

Contrary to popular belief, to be a successful 

salesperson, it doesn’t matter how much you 

know about your product or service. It also 

doesn’t matter how much of an industry expert you 

are. It doesn’t even matter how great your mother 

thinks you are. The only thing that really matters to 

be successful in selling is your ability to shut-up and 

listen. 

On numerous occasions, everyone in sales has heard 

how important it is to get the customer talking, so it’s 

imperative that they have an arsenal of great questions 

to ask. Despite trying to follow 

this guideline, every salesperson 

seems to overstate the amount 

of time they believe they allow 

the customer to talk. The many 

interviews I’ve conducted over 

the years with customers and 

salespeople alike confirm this 

reality. Therefore, salespeople 

need to take a step back and 

consider their sales presentation. 

To talk less means you have to 

ask questions that truly engage 

the customer. However, this 

doesn’t mean you need to develop 

complex questions. Instead, the 

best tactic is to ask shorter ones. 

Long questions tend to result 

in short answers, while short 

questions will generally result 

in long answers. An example 

of a great short question is, 

“Why” In my opinion, there 

isn’t a better follow-up question 

you can ask after the customer 

has shared with you some 

information. Consider how 

your customers would respond 

to other short examples like, 

“Can you elaborate on that” 

and “Could you explain more” 

These shorter questions elicit 

detailed responses and that’s just 

what you want. On the other 

hand, asking complex questions 

often tends to perplex customers. 

Because they are not sure what 

you are looking for, they respond 

with the universal answer 

representing total confusion, 

“What did you say” Questions 

should not be your means of 

showing your customers that you 

are an expert. Save that for your 

statements. 

36 


E A 

When preparing your sales presentation, a guideline 

I subscribe to is to limit yourself from talking for more 

than 20 seconds at a time without asking a question. The 

question you ask should be one directed at the comments 

you just made. By doing so, you’re checking with the 

customer to see if they understood what you just shared 

with them. Again, this is something many salespeople 

overlook. They get caught up in sharing with the customer 

their expertise and the features of their product or service 

and forget all about what the customer is thinking. Even 

if your product or service requires a complex presentation, 

you should still follow this rule. Whether you’re selling 

software, high value medical equipment, or technical 

tools, it’s essential to check your clients understanding by 

asking a question every 20 seconds. 

Your goal on any sales call is to talk only 20% of 

the time. To help ensure that this takes place, you 

have to plan ahead. Before you start developing your 

sales presentation, create your list of questions. This is 

contrary to the pattern of most salespeople who often 

spend a substantial portion of their time developing their 

presentation and, at the last minute, develop their list of 

questions. Consider that if you’re expecting to have a 

20 minute presentation, you should have 40 questions (2 

questions per minute). Even though you may not use all 

40, you’ll definitely be more prepared. In addition, you’ll 

be able to pick and choose which ones you want to ask. If 

you’re following the rule of asking short questions, you’ll 

ensure that the customer is doing most of the talking. 

ExecutiveAgent Magazine 

You’ll learn valuable information that will help you better 

understand the customer’s needs. 

If you want to move your questioning process to the 

next level, make half of the questions you ask be ones 

that help the customer see and feel the pain they have. By 

doing so, they will be much more open to receiving your 

solution. For example, if you’re selling computer back-up 

systems, you might ask, “Can you explain to me what 

happens when data is lost” This short, concise question 

is designed to get the customer thinking about the risks 

they face. Furthermore, the beauty of this type of question 

is that no matter what the customer’s response is, some 

good follow-up questions will naturally arise. 

By adhering to these guidelines, you will be able to see 

dramatic results in the number of sales you are able to 

close. As simple as it sounds, the more you shut up, the 

more you’ll sell. And, the easiest way to achieve this goal 

is by asking more, short questions. So, shut up and sell! 

Mark Hunter, “The Sales Hunter”, helps companies 

identify better prospects, close more sales, and profitably 

build more long-term customer relationships. Sign up to 

receive free weekly “Sales Hunting Tip” email at http:// 

www.TheSalesHunter.com . Copyright© 2007, Mark 

Hunter. All rights reserved. For information, contact 

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

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

37

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949-282-9899 

nancy@prominentescrow.com 

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alissa@prominentescrow.com 

1201 Dove Street, Suite 650 

Newport Beach, California 92660 

www.prominentescrow.com 

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

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