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EXECUTIVEAGEN TM 

MAGAZINE 

Southern California’s Publication for the Real Estate Professional 

Fred 

& 

Esther 

Executive Agents of the Month 

INSIDE FEATURES: 

LESLIE MILLER 

Main Street Realtors® 

CHRIS MONTES 

Dominion Property Investments 

MICHELLE QUEYREL 

HÔM Real Estate Group

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contents 

ExecutiveAgent Magazine 

FEBRUARY, 2012 VOL. 4 NO. 36 

Cover Story 

Fred Stepanian & Esther Klempner 


5 

Editorials 

27 - Tony Alessandra: 

Visualization 

16 - Linda Brakeall: 

BECOME A SPECIALIST! 

36 - Mark Victor Hansen: 

Liberate Yourself From The 

Opinions And Judgments Of 

Others 

32 - C.J. Hayden: 

Marketing The REAL YOU 

22 - Rich Levin: 

Your Secret Presentation Weapon 

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 

Escrow Leaders..................................24 

Harcourts..................................26 

imortgage.................................13 

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

Kinecta Federal Credit Union............19 

MetLife Home Loans..........................2 

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

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

Prominent Escrow............................12 

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

20 

Leslie Miller 


14 

Michelle Queyrel 

HÔM Real Estate Group 

Realty ONE Group.............................40 

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

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

Windermere Real Estate....................18 

28 

Chris Montes 


Photography: i Photography Studio 

Graphic Designer: Rob Paino 

Editorial Manager: Garon Arrias 

Writers: Lalaena Gonzalez–Figueroa, 

Shannon Hartsoe © Copyright 2011 

Executive Agent Magazine. All rights 

reserved. Reproduction in whole or in part 

without written permission is prohibited. 

Although every precaution is taken to 

8 

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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Ê 


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Ê 

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of the month, or as a special feature story. All candidates must be nominated by a real estate professional 

or affiliate. The selection process includes a questionnaire, personal interview, reference check and final 

approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service 

and uniqueness of story, as well as industry and community involvement. 

Nomination form 

I nominate: 

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Ê

E A 

Cover Story 

Fred 

& 

Esther 


ExecutiveAgent Magazine

Fred Stepanian 

& 

Esther Klempner 

By Lalaena Gonzalez-Figueroa - Ian Wiant Photographer 

An accomplished real estate professional with 

a passion for life, Fred Stepanian maintains a 

fresh and positive attitude toward his industry. 

There is genuine joy in meeting challenges head-on, in 

providing exceptional service for his clients and assisting 

them in meeting their diverse needs. Relationshipdriven 

and dedicated, Fred reveals a lifelong spirit of 

entrepreneurialism that has been tailored to his successful 

real estate business. 

“I was never taught to work for someone else,” 

explains Fred. Even as a young man he was focused 

and determined to achieve his goals. He earned his 

real estate license while still in college, launching his 

career in property management. Within six months of 

graduating he was building a steady clientele as a real 

estate professional. Fred acknowledges that his musical 

background was instrumental to his early success. 

“As a musician, you build key characteristics that are 

with you for the rest of your life,” he says. “First, you 

become a perfectionist. Working on a piece of music 

takes dedication; you must practice daily until you get 

it performance-ready. As a salesperson, I have always 

been a perfectionist. Anything I put out – from marketing 

pieces to contracts – has to be on point.” 


L to R: Dana Crane, Paula Moisio, Maggie McIntee, Esther Klempner and Fred Stepanian 

“In music, as in sales, you aspire to be the best,” he 

continues. “Building a competitive spirit is the second 

characteristic that I’ve acquired through music. This 

isn’t about money: I want to be the number one agent 

in my area, and I am.” While he’s recognized as a 

top producer in Westpark, Tustin Field and Villages 

of Columbus, Fred has never been content to rest on 

his laurels. He is forward-thinking and ambitious, 

identifying an expanding network of markets that are ripe 

for his exceptional level of knowledge and care. 

His persistence has been a defining characteristic of Fred’s 

personal and professional endeavors. Music has taught him 

that practice is essential to a successful performance, and he 

takes the same approach to real estate. “I don’t take ‘no’ for 

an answer,” he acknowledges. “I’ll follow up and follow 

through until I am satisfied with the results.” Persistence, 

he adds, isn’t necessarily akin to pushiness. Says Fred, “I 

am a firm believer in educating my clients and serving as 

a resource for their questions and concerns. I’m not here 

simply to sell products, but to provide the information they 

need to make their own decisions.” 

A closed transaction is only the beginning, notes Fred, 

who capitalizes on the opportunity to better the lives of 

his clients and their neighbors through successful sales. 

“The majority of my business is driven by referrals, so 

I commit to keeping my clients happy,” he says. “But 

it’s also important to note that the sales I represent 

have a direct impact on the comparable values of 

neighboring homes. When I negotiate a solid price for 

a listing, the entire community benefits.” He adds, “An 

intelligent and knowledgeable real estate professional 

offers quality service, represents his or her clients’ 

needs, and garners solid sale or purchase prices. This 

has been my approach since day one, and it has earned 

me a loyal base of repeat and referral business.” 

In order to ensure that all clients’ needs are effectively 

met, Fred works with a team of real estate specialists 

who have tailored their services within their geographic 

areas of expertise. In Westpark his business is billed as 

“Fred Stepanian and the Westpark Team,” while “Fred 

and Esther” are market specialists in the communities of 

Tustin Field and Columbus. Esther Klempner, Fred’s 

longtime partner both professionally and personally, 

is a former attorney who launched her career as a real 

estate broker in 2004. Her approach to business meshes 

well with Fred’s philosophy: an energetic and positive 

outlook is focused on the needs of her clients. 


“The group element adds notable value to the real estate 

experience for all clients, because of the unique 

dynamic that the team enjoys.” - Fred Stepanian 

“I began to realize that I enjoyed real estate 

transactions more than I did the practice of law,” 

recalls Esther of her transition into the field. “So 

often in law, there is a winner and a loser. With a lot 

of negativity driving business, people usually weren’t 

happy.” She continues, “In real estate, I’m able to 

facilitate a positive transaction, to care for my clients’ 

needs and, eventually, to help them achieve their goals 

and find their homes. It’s a wonderful opportunity.” 

Her legal background has provided a solid foundation 

upon which to build her real estate career. Esther is 

an exceptional negotiator who excels in managing 

transactions and contracts, and a professional for whom 

providing stellar service is a priority. “I’m not selling 

homes,” she explains. “My role is to provide my 

clients with the information they need to make their 

best decisions, to walk them through the process of 

finding and buying a home, and to act as their advocate 

throughout that process.” 

While Esther’s focus is on buyers, Fred takes the 

lead on sellers. His reputation as a listing agent 

extends beyond his client base; collegially, he is 

acknowledged as a solid professional who specializes 

in creating striking, high-end marketing packages. 

Fred’s creativity isn’t limited to music; he has worked 

as a professional visual artist, and takes tremendous 

pleasure in capturing the unique appeal of each property 

he represents. “I’ve found that creating comprehensive 

campaigns can be an art form in itself,” he says. 


Fred’s real estate team also includes Dana Crane 

and Maggie McIntee, agents with experience in new 

construction who have a solid grasp on the wants 

and needs of consumers. Dana has cultivated the 

relationships necessary to thrive in the short-sale and 

REO markets, while Maggie specializes in working 

with buyers. Paula Moisio supports the team as a detailoriented 

administrative assistant. Her background 

in transaction coordination and escrow, notes Fred, 

are invaluable elements to her work. “From helping 

with buyers’ needs and working with our leasing 

clients, to offering support in marketing and paperwork, 

Paula assists our entire team in maintaining efficacy 

throughout each transaction.” 

The group element adds notable value to the real estate 

experience for all clients, says Fred, because of the unique 

dynamic that his team enjoys. “We are like a family,” he 

offers. “We respect each other and are constantly sharing 

ideas and information amongst ourselves.” Committed to 

ongoing success, the group remains focused on personal 

and professional growth. “We don’t just want to be leaders 

in our marketplace,” Fred reveals. “We are also dedicated 

to ongoing education and consistently improving our business 

model and systems. Our clients deserve the highest 

level of care and representation, and we do what it takes 

to meet their expectations and needs.” 

His energy is palpable; Fred’s positivity is a tangible representation 

of his passion for his business and his clients. 

Despite an award-winning business volume that continues 

to buck market trends, he makes time to pursue his own 

passions, including music, art and cooking. Attributing 

his remarkable ability to multi-task with extreme efficacy 

to his musical training, he explains, “In music you can 

sing and play an instrument simultaneously. In real estate, 

it is completely possible for an agent to market listings, 

negotiate contracts and still manage to cultivate client 

relationships. That’s how I run my business and my life, 

and it has yielded excellent results.” 


ExecutiveAgent Magazine 

Fred Stepanian 

Prudential California Realty 

2405 McCabe 

Irvine, CA 92614 

Ph: 949.252.1400 

Fred@FredAndEsther.com 

www.FredAndEsther.com 

DRE #00792314 

DRE #01385225

Lance Indes 

Account Executive 

714-423-6882 

lance@prominentescrow.com 

3 Pointe Drive, Suite 317 

Brea, California 92821 

Nancy Feathers 


949-282-9899 

nancy@prominentescrow.com 

27101 Puerta Real, Suite 100 

Mission Viejo, California 92691 

Alissa Hittner 


714-496-1970 

alissa@prominentescrow.com 

1201 Dove Street, Suite 650 

Newport Beach, California 92660 

www.prominentescrow.com 

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MAGAZINE 


By Lalaena Gonzalez-Figueroa 

Dynamic, resourceful and in tune with the regional 

market, real estate professional Michelle Queyrel 

has cultivated a thriving business throughout 

Orange County. A graduate of the University of Southern 

California’s Marshall School of Business, she excels in 

developing solid relationships with her clientele, who 

appreciate her knowledge and her hands-on approach. 

She has achieved remarkable results thanks, in great 

part, to her straightforward business style. “In order to 

establish trust-based relationships with my clients, I’m 

obliged to tell them the truth,” she reveals candidly. 

“It is imperative to me that my clients feel comfortable 

entrusting their largest assets to me, and I achieve that 

trust through honest and direct communication.” 

Her forthright approach has propelled Michelle to 

become a highly-accomplished professional who has 

consistently bucked market trends. She closed over $10 

million in sales in 2011 and represents the highest-priced 

listing in Orange County in 2012, a stunning $37 million 

custom home recognized as 1 Pelican Hill Road North. 

Her commitment to customer care and unwavering drive 

to achieve her clients’ goals has enabled Michelle to build 

a steadily-growing base of customers, who appreciate her 

fresh attitude toward the business of real estate. 


E A 

A Fresh Approach 

Michelle thrives under pressure, regularly seeking 

solutions to challenges and maintaining a proactive 

approach to her responsibilities. “Sometimes, 

particularly with a home that has been on the market for 

a while, a real estate professional can come along and 

identify new branding or marketing opportunities that 

will make the difference,” she observes. “That’s where 

I excel, and HÔM Real Estate Group offers the support 

and resources I need to accomplish my clients’ goals.” 

HÔM Real Estate Group has established itself as an 

innovative brokerage designed to meet the needs of a 

broad client spectrum. In addition to offering a wealth 

of technological systems and exceptionally-crafted 

print and online marketing and advertising campaigns, 

the firm is also well-positioned to work with buyers and 

sellers around the world. The company has cultivated 

a strategic alliance with Sotheby’s International Realty, 

joining a distinguished network of luxury and high-end 

real estate brokerages. “It has been a fantastic move, 

increasing our international exposure while allowing 

us to maintain the brand and business we have so 

successfully built,” notes Michelle. 

“There is so much more to a property 

than the number of bedrooms 

or its square footage.” 

Representing the real estate needs of high net-worth 

clients presents a unique set of responsibilities and 

challenges, and Michelle skillfully negotiates every 

element of her transactions. “I’m there with my clients 

from start to finish,” she asserts. “From twelve-hour 

photo shoots, to showings and negotiations, I am the 

person handling the important details associated with a 

sale transaction.” Her diligence, she explains, allows 

her to better communicate with other parties involved 

in the process. Michelle is adept at working with 

professional partners, financial planners, attorneys and 

trustees, and maintains collaborative relationships with 

individuals in order to accomplish successful closings. 

In an industry where technology has facilitated an 

abundance of information for consumers, the savvy 

real estate professional understands how to consistently 

add value to each client’s experience. This is where 

Michelle shines. “The MLS only provides so much 

information,” she reveals. “There is so much more 

to a property than the number of bedrooms or its 

square footage. It can be time consuming to attempt 

to navigate available properties, and dealing with 

disclosures and contracts can have serious financial 

consequences.” 

She adds, “My role is to provide my clients with the 

information that is critical to their decision-making 

process, to aid them in identifying the type of property 

and the community that are best suited to their lifestyles 

and their criteria.” A skillful negotiator, Michelle 

maintains her clients’ short-and long-term objectives 

at the forefront of her actions. “I strive to earn my 

clients’ business,” she states. “My work consistently 

goes beyond a given transaction.” 

Michelle’s region of expertise includes Newport 

Beach, Newport Coast and Corona del Mar. She works 

with buyers, sellers and investors. In a challenged 

industry, it becomes immediately obvious who is 

destined to survive. Michelle’s positive attitude and 

solid business acumen have enabled her not only to 

weather the market’s storm, but to thrive. She looks 

forward to the continued opportunity to assist her 

clients in accomplishing their real estate-related goals. 


HÔM Real Estate Group 

1200 Newport Center Drive, Suite 100 

Newport Beach, CA 92660 

Telephone: 949.632.1618 

michelleq@homgroup.com 

DRE No. 01864077 


E A 

BECOME A 

SPECIALIST! 

By Linda Brakeall 

In this age of finely tuned niche marketing, I find 

surprisingly few Realtors® who position themselves 

as specialists. 

Most other professionals position themselves as 

specialists. Doctors do it. Lawyers do it. Dentists 

do it. Even chefs, landscapers, decorators and CPA’s 

specialize in one segment of the market that they know 

inside out. They become a knowledgeable resource and 

the ultimate expert in their field. And everyone likes to 

work with an expert. 

You are a professional. I’m sure there is something 

that you do better than most other Realtors®. What is 

it And how do you get the word out 

Let’s start with “what is it” Which customers do you 

like to work with best When and where are you most 

effective Is there a particular area, buyer or price range 

that you could sell and talk about all day long 

Examples: If you are bi-lingual, you might position 

yourself as the lender who specializes in the .....(ethnic) 

community. Home-buying is tough enough to understand 

in your native language! If English was not my first 

language, I’d really appreciate having someone explain 

things to me in my mother tongue! You might consider 

compiling a glossary in that language as a resource for 

your clients. 

Do you love working with first time home-buyers 

Does that bring out the nurturer, the teacher, the 

counselor in you Position yourself as the First Time 

Home Buyer Specialist! Do you remember getting your 

first home I do! And it was tough. No one wanted to 

take the time to explain all the details to me. There are 

wonderful booklets available free or close to free from 

the government’s printing office in Pueblo, Colorado. 

Keep some on hand to enhance your image, and offer 

helpful information. 

Are you really good at government loans or creative 

financing That takes a certain amount of experience 

and expertise that not everyone has. We’ve all seen 

perfectly good loans rejected because an amateur didn’t 

know the ropes. And while a lender can back you up - 

you have to give him or her something to work with! If 

you do like the financing angle, that may be an area for 

you to focus on. 

How about working with people with damaged credit 

That certainly takes some skill and finesse. I’ve got 

friends in lending who just adore putting the pieces of 

the puzzle together till it looks like a viable loan! 

We work together to make it happen. Again, make 

sure that clients and potential clients understand that 

what you do is not easy. We’re not talking whining but 

perhaps you’ve compiled “a 54 item check list to assist 

your clients in the process of repairing credit and getting 

a loan.” ¾ so that they can actually buy a house. 

If nothing comes immediately to mind, you might track 

your last 50 buyers and see if more than 20% of them 

had anything in common. It might be a product, it might 

be a personality type or an occupation. For example, if 

you find that accountants really enjoy working with you 

and you serve their needs well, that might be a specialty 

that you could pursue. 

Once you figure out what your specialty is then add 

that catchy phrase to your business card, write a couple 

of press releases and start giving talks at civic, social and 

service clubs to let people know what you do and how 

good you are. 

Now isn’t that special 

Linda Brakeall, GRI, CRB, is a nationally recognized 

expert in sales and marketing for Realtors®. Linda, a 

Realtor® for 13 years, three of which were as an award 

wining sales person, spent the next ten years as a 

manager and corporate trainer. She has been speaking 

professionally speaking, training and consulting since 

1992. Copyright© 2001, Linda Brakeall. All rights 

reserved.For info about Linda, please contact The Frog 

Pond Group at 800-704-FROG (3764) or email susie@ 

frogpondgroup.com; http://www.frogpondgroup.com. 

16 


E A 

You are a professional. I’m sure there is something that 

you do better than most other Realtors® 


w 

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8318-12/11


MAGAZINE 


E A 

Leslie Miller 

Exceptional Knowledge, Incomparable Care 


An accomplished stockbroker who successfully 

navigated the high-stakes financial sector for over 

a decade, Leslie Miller has found her niche in real 

estate. Armed with remarkable business acumen and a 

comprehensive understanding of complex transactions, 

she offers her clients diligent service and steadfast 

representation. She is at once personable and professional, 

and maintains an unwavering sense of accountability in 

her endeavors. 

Transitioning from the stock market to real estate made 

sense for Leslie, who sought new opportunities as the 

financial industry began to experience severe declines. 

“I wanted to continue to offer valuable services to my 

clients,” she reflects. “Investing a million dollars in a 

home began to make a lot more sense than in a piece of 

paper.” The ability to represent tangible investments 

was appealing, and Leslie quickly discovered that she 

had found her niche. “The path opened up and became 

broader and broader,” she recalls. “With every successful 

transaction, I became more intrigued at the business of 

real estate.” 

Leslie works with a range of clients, though she specializes 

in meeting the demanding needs of professionals and 

high net-worth individuals. “Goal-oriented people with 

vision,” she explains. “They know what they want, and 

I am able to be a distinct asset to them in the process of 

buying or selling a home.” Her business moniker reflects 

her clientele: C-Suite executives including CEOs, CFOs 

and COOs appreciate her attentive and knowledgeable 

care. She adds significant value to the experience through 

highly effective communication, providing the information 

her clients need in a concise and timely manner. Her 

extensive financial background allows for a rare understanding 

of the elements involved in complex real estate 

transactions, as well. “My job is to help bring each client’s 

vision to fruition in a cost-effective, time efficient 

and expeditious manner,” she notes. Leslie can be of 

invaluable assistance when working with clients seeking 

to diversify their portfolios to include long-and short-term 

real estate holdings. 

“My objective is to facilitate a seamless experience for 

my clients, to minimize stress throughout the process,” 

says Leslie. Her market knowledge complements her 

financial experience; she works closely with each of her 

clients to aid them in developing balanced portfolios. 

“My piece of the puzzle must fit into the larger picture,” 

she observes. “There is a discernible need for this level of 

real estate representation, and I have the skillset necessary 

to meet that need for my clients.” 

Her professionalism is tempered by her genial nature; 

Leslie is adept at connecting with a range of individuals 

and effuses communication with her positive perspective. 

“I love what I do,” she offers. “There is something so 

rewarding about helping people achieve their goals.” 

Facilitating a successful transaction at any level involves 

a collaborative effort, and Leslie notes that she maintains 

solid collegial relationships with all parties involved. 

Ultimately, she explains, this is the agent’s primary role. 

“The bottom line is that the deal is really between the 

buyer and the seller,” she says. “As a professional, my 

job is to represent my client throughout the process and 

to address challenges and issues before they develop into 

problems.” 

Proactive and meticulously detail-oriented, Leslie 

adeptly navigates the real estate process for clients in 

purchases, equity sales, and distressed properties. She 

is unwavering in her goals, and acknowledges that she 

enjoys “the hunt.” From identifying the properties 

that will meet a client’s criteria and financial needs, 

to negotiating on behalf of her sellers, to advocating 

for individuals embarking upon short sales, Leslie 

thrives in the opportunity to identify and implement 

strategic solutions to a myriad of challenges. She utilizes 

technological tools and systems to maximize efficacy for 

buyers and sellers. 

While she specializes in the high-end luxury home and 

investment properties, Leslie has dedicated her efforts to 

assisting individuals at every level of real estate. She has 

taught seminars for first-time buyers through the Long 

Beach HOPE Center, and has been tapped by the City of 

Long Beach as a listing agent for the city’s Neighborhood 

Stabilization Program (NSP). 

Beyond real estate, Leslie enjoys gourmet cooking, 

touring wineries and traveling abroad. “It’s wonderful to 

visit other countries and see how people live,” she says. 

“And it’s always great to come home.” 

Leslie Miller 


244 Redondo Avenue 

Long Beach, CA 90803 

Telephone: 562.477.0338 

Leslie@CSuiteRealEstate.com 

www.CSuiteRealEstate.com 

DRE# 01816602 


E A 

By Rich Levin 

Your Secret 

Presentation 

Weapon 

You are at a listing presentation, and you know the 

seller is interviewing other agents. Would you 

like to distinguish yourself as the best Here’s 

how. 

This is on an age-old and proven sales concept that is 

taught in high-level sales training in every major corporation. 

In real estate, it is a subtlety that most agents 

simply don’t build into their skill set. Those who learn 

and use this skill stand out and win against the competition. 

Have you ever lost a listing and could not figure out 

why The seller says that they had more confidence in 

another agent. This skill is the reason they will choose 

you. They may not recognize why; they just have more 

confidence in you. 

Sample Seller Script 

Here’s an example. After, I’ll break it down for you 

so that you can apply it for yourself. 

Agent: “Do you know the number one complaint 

owners, like you, have about their present REALTOR® 

“The agent doesn’t communicate or loses touch. It’s 

one of the simplest things and one of the most important. 

I know some of the best agents in town who sell a 

lot of homes and have the best intentions, but they just 

don’t follow up like they should, and you fall through 

the cracks. 

“I set aside an hour each day just for staying in touch 

with my clients.” 

“You don’t want to be in the dark, uncertain and 

uncomfortable. I want you confident that we are both 

doing everything we can to get your property sold for the 

most money in the shortest time. “I like to make these 

calls between eleven and noon on Thursday mornings. 

What is the best number to reach you at that time” 

AABC: The Breakdown 

There are four steps to this presentation skill. They are 

subtle and easy to learn. You must practice to be natural 

with this skill, which I call AABC. 

• Step one is the Action you take. In the example 

above, it’s communicating regularly. 

• Step two is the Advantage you bring that differentiates 

you. In the example above, it is setting aside an 

hour each day. 

• Step three is the Benefit to them. In the example 

above, it is making them certain, comfortable and confident. 

22 


E A 

“Would you like to have the advantage of seeing the 

newest properties on the market, every day” 

• Step four is the Close, which is asking for a decision. 

In the example above, it is asking for the specific 

number to be reached on a specific day and time. 

AABC 

Action: What you do. 

Advantage: Your distinction. 

Benefit: What’s in it for them 

Close: Asking for a decision. 

This has been taught by Fortune 500 Companies 

decades before Anthony Robbins was a twinkle in his 

mother’s eye. Most agents miss the mark on this in 

today’s competitive real estate market. To hit a bull’s 

eye, use AABC as your secret weapon. You will begin 

to notice sellers and buyers having more confidence in 

you, relaxing with you, and trusting your judgment. 

Sample Buyer Script 

“Would you like to have the advantage of seeing the 

newest properties on the market, every day” 

A – The Action: “Every day - often twice a day - I 

will search for properties that are new to the market.” 

A - The Advantage: “In our area there are nearly 

three thousand real estate agents. Every day, some of 

them are placing a new property on the market. Within 

hours, often less, I make sure that you are aware of any 

and every property that even remotely matches your 

desires.” 

B - The Benefit: “You’ll have the best opportunity to 

find the property that has the most of what you want 

before you are in competition for it, and you often get 

it at the best price. Each year, many of the homes I sell 

are those fresh listings that have only been viewed by 

my buyers. It’s fun for me. It’s the best way to give 

you the competitive edge.” 

C - Close: “Do you want me to contact you each day 

as soon as we become aware of any property in which 

you may be interested If I call during the workday 

with an excellent choice - something that looks perfect 

- would you be able to come fairly quickly to see it” 

something different, something more. They will more 

easily sign exclusive contracts with less commission 

challenges. They will trust you and make your job 

with them easier, because they strongly believe in your 

efforts on their behalf. 

A Few Subtleties 

I like to start with a question. Do you know Have 

you heard Would you like 

The Action can be very simple. It is your Advantage 

- the way you do it differently - that makes the distinction. 

The Benefit is always more money, the best time 

frame, and/or more ease and convenience. That is 

WIIFT: What’s In It for Them. 

The Close is critical. In addition to confirming their 

agreement, it makes them an active participant in the 

process. 

In my work, I occasionally accompany Agents on 

listing presentations - Agents who take over a hundred 

listings a year. Once they begin to apply AABC, they 

immediately express that they feel, hear, and see the 

difference in the way their clients responded to them. 

This is an advanced skill that raises your effectiveness 

and enhances your relationships and your results. 

It requires preparation and practice. It is a secret 

weapon that can shift your work and your career into 

the next gear. 

Rich Levin is one of the most successful Real Estate 

coaches in the nation by virtue of the measurable results 

of his clients and creator of the Real Estate Hierarchy of 

Success, a working model for understanding and planning 

your business. Copyright© 2008, Rich Levin. All rights 

reserved. For information about Rich’s Coaching programs, 

contact the FrogPond at 800.704.FROG(3764) or 

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

You will find AABC is your secret weapon. While 

other agents present their same old way, the buyers 

and sellers to whom you present see, hear, and feel 


SUCCESS! 

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E A 

VISUALIZATION 

By Tony Alessandra 

Visualization is indispensable tools in helping 

people attain their goals. Musicians and athletes 

have proven that visualization is an effective 

substitute for real practice. 

In visualizing your goals, you will live your accomplishments 

in your mind’s eye. The more of the five 

senses that you can involve, the greater your chances are 

of accomplishment. 

For example, you may want to be the Salesperson of 

the Year in your company. You know that each year 

an awards banquet is given during which a plaque is 

presented to the year’s sales leader. You may choose 

to focus on this banquet for your visualization exercise. 

Here is what you do: 

Feel. What would your tactile sensations be You 

would feel people rubbing up against you in the crowded 

room. You would feel others shaking your hand. What 

else 

Taste. Taste in your mind the champagne you will be 

drinking. 

Taste the food you will be eating. Experience the 

sweet taste of success - in advance! Most importantly, 

imagine the exhilaration you will feel when your name 

is called to receive the award! Take your time during 

this exercise and enjoy it. The more you can “visually” 

attend this banquet, the more motivated you will 

become. 

To aid in your visualization exercise, you might want 

to start a visualization file. This is a file into which you 

Make yourself comfortable. Close your eyes and 

relax. Slowly and systematically go through all of the 

five senses. Imagine what you would be experiencing at 

the banquet. 

Sight. Imagine what you would see there. You would 

see other salespeople and their spouses. Imagine what 

they are wearing. 

You would see tables decorated and waiters scurrying 

about. 

You would see the bar and people standing around 

talking. 

Keep expanding what you “see” for several minutes. 

Sound. What would you hear You would hear the 

chatter of people. You would hear laughter, the tinkling 

of glasses, music from a band, and people talking. You 

would also continually hear people coming up to congratulate 

you. Imagine that! 

Smell. Imagine all the smells you would experience: 

women’s perfume, food, alcohol, men’s cologne, and the 

smell of floral decorations. What else 

put pictures, clippings, letters, and other reminders of 

what it will be like to succeed. Your file should also 

contain letters or awards that you have received in the 

past. Anything that makes you feel good about yourself 

can be included in the file. It can then be used as a 

source of motivation and inspiration, especially if you 

begin to feel a little down or de- motivated. We all need 

to be reminded of our past accomplishments once in a 

while. Be your own best friend -- remind yourself! 

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, The Platinum Rule (Warner Books, 

1996). 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; 

http://www.frogpondgroup.com. 



MAGAZINE 

Chris Montes 


For nearly two decades, Chris Montes cultivated 

a thriving career as a mortgage professional who 

specialized in creating solid packages designed to 

meet each client’s unique needs. His commitment to 

building a solid base of industry-related knowledge was 

unwavering, and he eventually found himself acting as 

a resource for individuals who trusted his abilities and 

experience. “People began to suggest that I should 

become a full-time real estate agent,” recalls Chris. 

And when the time was right to make a professional 

change, that’s exactly what he did. Today he represents 

buyers and sellers throughout Orange County and the 

surrounding regions, offering his clients exceptional and 

knowledgeable care. 

His work as a mortgage professional enabled Chris to 

earn his clients’ trust and respect, which often extended 

beyond the lending process. “When they didn’t know 

where to look for help with sales and leasing, my 

mortgage clients would call me for advice,” he recalls. 

Transitioning into a role as a full time agent made sense, 

and Chris has thoroughly enjoyed the opportunity to 

continue to provide services focused on the wants and 

needs of his clientele. 


E A 

Building a Consumer 

Centric Business 

He excels as a listing agent, but it is Chris’ dedication 

to assisting buyers that has distinguished him among 

his peers. His knowledge and creative approach to 

identifying solutions has allowed him to consistently 

provide solid solutions to individuals who may otherwise 

find themselves stymied in the purchase process. Not 

only is he able to provide reasonable suggestions on 

price points, but he has also successfully negotiated 

non-traditional terms for his buyers, facilitating 

transactions that may otherwise have stalled or failed. 

The reduction in stress for his clients, says Chris, is 

immeasurable. 

“It can be torturous for people to have to meet with a 

lender and obtain prequalification before they ever look 

at a home with an agent,” he asserts. “My background 

is different; my clients and I discuss their financial 

outlooks while we are previewing properties, and 

create a clear picture of their options before they ever 

have to meet with a lender.” It’s an unofficial process, 

but one that prepares consumers for the steps they’ll 

take, alleviating fears of the unknown. And when a 

traditional mortgage simply won’t work, adds Chris, 

there are still opportunities to buy. 

“When a seller doesn’t need all of the money up 

front, an owner-carry finance plan may be a great 

option for all parties involved,” he explains. It’s a 

viable plan for individuals with vacant and high-end 

properties, because sellers earn immediate income 

rather than waiting for homes to languish in a sluggish 

market. “Many times agents have heard of these types 

of transactions, but aren’t really well-versed in them,” 

observes Chris. “I’m happy to walk them through the 

process, to answer their questions and concerns. I also 

work with escrow companies that are experienced in 

these types of transactions, and who are highly skilled 

at managing the process.” 

Chris’ innovative approach to business has facilitated 

strong relationships with clients and colleagues 

alike. Fellow agents appreciate his ability to create 

business and the efficacy with which he manages 

his transactions. He is proactive and systematized, 

identifying and addressing potential barriers before 

they become unmanageable. “I want to slam it,” Chris 

acknowledges. “When we meet or exceed clients’ 

expectations on both sides of the transaction, everyone 

wins.” 

His business acumen isn’t limited to his own clientele; 

as the broker/owner of Dominion Property Investments, 

Chris leads a team of professionals focused on the real 

estate markets throughout Orange, Riverside and San 

Diego Counties. Agents offer top-notch representation 

centered on their clients’ individual needs and tailored 

to the unique market conditions impacting buyers 

and sellers today. The brokerage has also cultivated 

a professional partnership with Miracle Mitigation, 

a loan modification firm that represents residential 

and commercial clients. “This is a great benefit to 

our clients, because the company’s president, Stacie 

Hatfield, has developed strong working relationships 

with banks, asset managers and short-sale negotiators,” 

explains Chris. “Regardless of their needs, our clients 

have access to a wealth of resources.” 

In every aspect of his professional endeavors, Chris 

strives to achieve consistent client satisfaction. “We’re 

building long-term relationships, working together 

to accomplish their short-and long-term goals,” he 

says. “I have appreciated the opportunity to facilitate 

successful transactions and to continue to capitalize on 

opportunities to keep myself– and my fellow agentsactive.” 

Chris Montes, Broker/Owner 


Real Estate and Finance Services 

28262 San Marcos 

Mission Viejo, CA 92692 

Telephone: 949.294.8747 

www.OCSalesAndLease.com 

ChrisMontes101@Yahoo.com 

Broker ID# 01204198 

NMLS ID# 358487 


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 

• Wells Fargo Closing Guarantee SM : If we don’t meet your client’s initial closing date, as indicated in the original purchase 

contract, we’ll refund their first month’s mortgage payment (principal and interest). 1 

• Full service lender: We offer financing for conventional, FHA, VA, renovation, relocation, and more! 

• 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 


Quy Huynh 

Home Mortgage 

Consultant 

714-856-9378 


Jenn Levin 

Home Mortgage 

Consultant 

714-904-9424 


Mark Brown 

Home Mortgage 

Consultant 

714-241-1251 


Kathy Niemczyk 

Home Mortage 

Consultant 

714-593-5067 


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 

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Mark Bowman 

Home Mortgage 

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Home Mortgage 

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Home Mortgage 

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Jenny Nguyen 

Home Mortgage 

Consultant 

714-260-6737 


1. Available on all qualified purchase transactions. For FHA and Rural Development loan customers, the lender will make a one-time donation 

in the customer’s name to a 501(c)(3) charity of their choice instead of the refund. Other terms and conditions apply. See a home mortgage 

consultant for details 

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. AS940382 1/12-4/12

E A 

32 


E A 

Marketing The REAL YOU 

By C.J. Hayden 

I 

often wonder how the practice began of pretending 

to be someone else in order to market your business. 

You know what I’m talking about -- it’s the 

marketing face, the selling voice, that you often put on 

in order to attend a networking event or make a sales 

call. Who taught you to do that 

I have a suspicion where we learn this behavior. Most 

of us spend a lifetime observing showroom salespeople, 

product spokespersons in the media, and hucksters 

on street corners. What we see demonstrated there is 

artificial enthusiasm, manipulative use of language, 

feigned interest, and in some cases outright deception. 

Sounds awful, doesn’t it So why copy any part of this 

distasteful way of selling 

Psychologist Abraham Maslow said, “If all you have 

is a hammer, everything looks like a nail.” Perhaps 

we believe this is the only way we can sell because 

it’s the only way we know. I’m not accusing anyone 

of consciously deceiving prospective clients. What 

I’m suggesting is that what we do unconsciously and 

automatically is to behave inauthentically around them. 

Intuitively, many of us feel as if something is 

wrong with this way of operating. When we have to 

sell ourselves, we find it unpleasant, disagreeable, 

even repulsive. But what if all those negative feelings 

were simply because we hate the artificiality and 

manipulation we think must be a part of selling 

Imagine what it would be like to go to a business 

networking event as yourself. No facade, no pretension, 

just plain you. When someone asks your reason for 

coming, you tell them the truth. You don’t have to claim 

you wanted to hear the speaker (if you didn’t). You 

can come right out and say, “I’m hoping to make some 

contacts that will lead to business for me.” 

You wouldn’t have to invent reasons to start a 

conversation. You can walk up to someone who looks 

interesting and say, “Hi, I haven’t met you yet.” If 

you’re shy around strangers, you can tell the first person 

you meet, “I’m sort of a wallflower and feel awkward 

at events like this. Could you introduce me to some 

folks” 

Now imagine placing a follow-up call to a prospect 

where you are completely honest. You could say, “I 

have some days open on my calendar soon and I’m 

wondering if this would be a good time for that project 

we’ve been discussing.” Or, “We haven’t talked in a 

while and I’d like to find out if you’re still planning to 

start the new training program this year.” 

I see so many professionals and consultants struggle 

with trying to find an “excuse” to call a prospect. You 

don’t need some manufactured excuse. You know the 

reason you’re calling. Most of the time THEY know the 

reason you’re calling. Just say what it is. 

Let’s extend this same principle to making a cold call. 

Instead of stumbling around awkwardly trying to make 

a polished -- but unnatural -- sales approach, imagine 

yourself saying, “I’m not much of a salesperson, but I’m 

really good at what I do. Can we have a conversation 

about what you need and see if I’m the right person for 

the job” 

If you’ve been working from a cold-calling script 

that makes you flush and get a tight throat every time 

you read it, throw it out. Come up with one really good 

opening line that feels authentic and gets directly to the 

point. Then decide how you will answer -- honestly -- 

some of the typical questions prospects ask you. My bet 

is that your calls will immediately get easier. 

In fact, the more you become honest, direct, and 

authentic in all of your marketing, the more appealing 

selling will be to you, the more effortless it will 

become, and the more success you will ultimately 

achieve. Because most business results from building 

relationships, and how can you develop a relationship 

with someone when you never reveal who you really 

are 

C.J. Hayden, MCC, is a business coach and consultant 

who teaches people to make a better living doing what 

they love. Her company, Wings for Business, specializes 

in serving entrepreneurs, self-employed professionals, 

and people in marketing and sales. C.J. is the author 

of Get Clients Now! (AMACOM, 2007), Get Hired 

Now! (Bay Tree, 2005) and The One-Person Marketing 

Plan Workbook, and a contributing author to Guerrilla 

Marketing on the Front Lines. © 2008, C.J. Hayden. All 

rights reserved. For information contact FrogPond at 

800.704.FROG(3764) or email susie@FrogPond.com; 

http://www.FrogPond.com. 



MAGAZINE 

THE NATIONAL ASSOCIATION OF 

HISPANIC REAL ESTATE PROFESSIONALS 

NAHREP-LA’s mission is to increase the rate of sustainable homeownership 

among Hispanics, increase membership, help educate Hispanics in the home 

buying process & promote homeownership in the Hispanic Community. 

NEXT NAHREP- LA EDUCATIONAL EVENT 

GET ALL THE DETAILS: WWW. NAHREP- LA. ORG


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 

John Reed 

MetLife 

Home Loans 

949.812.3410 

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 

MetLife 

Home Loans 

949.812.3501

E A 

Liberate Yourself From The Opin 

By Mark Victor Hansen 

You can’t make everyone happy. I’m sure you’ve 

heard this most of your life. It seems like a 

surface statement – it goes in one ear and out 

the other – but it runs very deep. You will never be 

able to please everyone. No matter what you do, what 

decisions you make, what kind of car you drive or 

where you live – someone is going to be disappointed 

with you. Putting the opinions and judgments of 

others before your own will only result in your failure. 

Learn to trust and believe in yourself for phenomenal 

success. 

Are you constantly trying to maintain the peace in 

your office or home by making sure everyone is happy 

Do you find yourself walking on eggshells everywhere 

you go, hoping no one will “start something” Are you 

afraid of ruffling feathers when you’re out with your 

friends, so you agree with whatever they say If you 

said yes to any of these questions then you my friend 

are a people pleaser, or on the fast track to becoming 

one. 

I’m not saying there’s anything wrong with wanting 

everyone to be happy. Heck no! I want everyone 

to be happy 24 hours a day. But I’m not willing to 

compromise who I am to make that happen. 

Sometimes you have to ruffle a few feathers – and 

that’s okay. You can’t be a “lesser” you just to make 

someone else happy. That’s not the way it works. 

Express yourself. Go ahead. But do it with love and a 

gentle voice. You’re not challenging anyone. You’re 

just being your authentic self. 

When you stop saying “yes” to everyone and start 

expressing how you really feel, be prepared. The 

people you have only known the “suppressed” you 

are going to give you funny looks and you’ll probably 

hear “what’s gotten into you” quite a bit. A few 

so-called friends may not ever speak to you again. 

But isn’t it better to know who your true friends are 

There is no such thing as a superiority complex. It’s 

only an inferiority complex hiding as superiority. 

Action Step 

Do you have people in your life that you are 

constantly trying to please Are these people who you 

look to for approval Do they always have opinions 

about your life and what you’re doing wrong 

36 


ions And Judgments Of Others 

E A 

Normally, we all have at least one of these people 

in our lives. But why do people act negatively 

towards us when we try to better ourselves It’s 

not usually out of spite. Most of the time these 

people are either insecure about themselves and 

their lives, or afraid that once we begin living our 

dreams they’ll be left behind. 

So, how do you keep your mind and your focus 

on your goals when these people are around Well, 

the first step would be decide who you really want 

in your life – people who are going to support you 

or people who are going to bring you down. You 

are going to change your life and you don’t need 

any negative distractions. If those around you can’t 

listen and support you in your efforts, then they 

have no place in your life. Period. 

If for some reason you cannot remove these 

people from your life, then you’ll have to decide 

not to discuss your life with them. If they ask 

you questions about what’s going on in your life 

tell them you’d rather not discuss it with them. 

Eventually they will stop asking and go away. If 

they offer advice anyway, simply thank them for the 

advice and ignore them. Try this a few times and 

see what happens. Negativity only survives where 

it is allowed to feed – starve it and it will move on. 

Mark Victor Hansen, “that Chicken Soup for 

the Soul guy®”, inspires NEW VISION that 

generates innovation, productivity and profitability. 

markvictorhansen.com. Copyright(c)2004, Mark 

Victor Hansen. All rights reserved. For information 

about Mark’s Keynote Presentations, contact 

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

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


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