Because of her father’s career, the family moved around a lot during her formative years. While this can be disruptive and a negative experience for a lot of kids, Hansen has always opted to look at the positive side of things.

“Moving around as a kid was a natural part of life,” she says. “I saw a lot of different homes in different regions of the country, so ‘house hunting’ was always a favorite family pastime. Moving to the Valley of the Sun in 1986 gave me the opportunity to see firsthand the explosive growth that’s occurred in our community.”

More than just an observer of this expansion, Hansen’s analytical mind coupled with innovative foresight landed her marketing positions with some of the valley’s most respected luxury homebuilders. It wasn’t long, however, before changes in her personal life necessitated a career change.

CHANGES

Marriage and a new, blended family altered her priorities. “I had a small son and had married a CPA with two small boys of his own, one of whom is disabled,” she says. “We needed insurance, so I got a job at ASU working in the economics department. I stayed there for 10 years and got the boys through high school. Six months later, to the day, we experienced a house fire and lost everything.”

Feisty and fearless, Hansen bounced back again. Rather than allowing this devastating loss to discourage her, she saw a wonderful opportunity among the ashes. Working with their insurance company she oversaw the rebuilding of their home, essentially acting as project manager.

“I got a unique perspective of how to build a home from the ground up,” says Hansen. “This only fanned the flames of my real estate interest, so I started taking classes. It was time to explore working for myself doing what I loved.”

In 2005, Hansen began her real estate career in earnest. Over the next six years, she threw herself fully into honing her skills, learning every aspect of the industry and expanding her network.

Strong, dedicated and ready to test her wings, Hansen opened the doors of Turning Point Realty in 2010. Most people probably thought she was crazy, the biggest real estate depression in recent memory was in full swing. But, with the same determination she has approached every other challenge, Hansen poured herself into making a go of her new business.

“Little did we know the depth and breadth of the economic downturn,” she says. “My now ex-husband was instrumental in helping to shape and form Turning Point Realty, and the financial advice I received helped keep me afloat during the worst of the worst.

“I was doing a lot of referral business,” Hansen continues, “which did help, because there were still people who’s circumstances necessitated buying or selling regardless of what the market was doing. But, I also did bank owned properties. I had a team of five women and one worked exclusively in BPOs, working with the banks and short-sales. We hustled. We did what we had to in order to stay afloat.”

SURVIVING/SUCCEEDING

Ultimately, Hansen and Turning Point Realty did better than just “stay afloat,” by the time the market started back on the road to recovery, they were thriving.

Hansen credits her team of professionals for helping to navigate the financial challenges market conditions thrown their way. She says that their hard work, knowledge and loyalty made the difference when things got tough.

“I am proud to acknowledge my wonderful team,” she says. “Associate broker David Roth, the McEnnis Group- Brittany and Ryan McEnnis, Jon Christine, Kathy Johnson and our administrator T.C. Danielle Didio, are very special people who take enormous pride in their work and are a joy to work with.”

Over the years, Hansen has also discovered unique ways to sustain her sunny outlook, even in the face of obstacles or unexpected challenges.

“We’ve been through the fires and it hasn’t always been easy, but I always kept a positive attitude and did my best,” says Hansen. “I’ve always believed the best way to get through life’s challenges is to give back to others and the community. Working with Sunshine Acres Children’s Home in Mesa has been rewarding and fulfilling and allowed me the opportunity to meet a dynamic group of giving individuals and some incredible kids!”

Her life and business philosophy is one shared by her good friend Robyn Kloner, senior mortgage banker at Bell Mortgage. “We both believe that keeping a positive attitude and pressing on is the only way to meet these challenges,” says Kloner. “Your only other option is to climb under a rock and give up. That’s not who we are.”

Hansen and Kloner met several years ago and say they instantly “clicked.” They have been friends frequently working together ever since.

“We’ve known one another for quite some time now,” says Hansen, “and Robyn is right, we knew almost instantly that we would be great friends. We have so much in common; both are strong, independent business owners and we share the same philosophy and integrity when it comes to business.

“We are both in our 50s, seasoned in both life and business,” she adds. “We both been through an awful lot, but feel we’ve not only survived but thrived.”

As Hansen and her team near their 10th anniversary of service, they remain fully committed to their clients and live by the mission statement created when they first opened their doors, which reads in part: “To care deeply about the world we live in while helping our clients find, maintain and build wealth. To assist homeowners selling their homes as well as homebuyers purchasing the home of their future.”

“I was in business management for 22 years,” says Mogensen, “and then a teacher for 11 years. As a real estate agent, I find myself drawing from those experiences all the time.”

It’s easy to recognize how Mogensen’s business background would be an asset in real estate, but how teaching techniques might be helpful is less obvious.

“Selling and/or Buying a home is one of the biggest and most important financial decision people will make,” she says. “As I see it, a major part of my job is to make sure that my clients feel 100 percent comfortable because I’ve made certain that they fully understand every aspect of that decision.”

CEOS, CHALK & COMPS

It didn’t take long for Mogensen to realize just how useful this previous experience would be in her new career.

“My very first transaction was with a young teacher and her fiancé,” she says. “They were right out of college and first-time homebuyers. I loved being able to walk them through the process and essentially ‘teach’ them how it all works.”

Just as she had in her previous positions, Mogensen enthusiastically absorbed all she could about the real estate business.

Although now with West USA, when first starting out Mogensen was with a small independent brokerage known as Clients First Realty. There for just under a year, she says it was a good launching pad and she met some wonderful people.

“It’s a great company,” she says, “very small. The owner was awesome, the designated broker paid for me to go through the Brian Buffini Program. However, eventually I reached the point where I knew I needed more support, training and more exposure to various aspects of the business.”

Mogensen says “more” is exactly what she’s found at West USA. In fact, the support, training and other educational opportunities she believes, have played a tremendous role in how quickly she’s grown her business.

While still a newbie, she was also fortunate to find support and friendship in a more experienced agent, Sue Person.

“She was an amazing mentor,” says Mogensen. “She’s also affiliated with West USA and was the one to point me here. I feel like I’ve learned so much from her. Currently, I have eight agents that I coach. It’s time-consuming but I love it! I love watching people grow their business and come to realize that there’s more to real estate than real estate school.”

THINK PINK!

Expertly utilizing both her business and teaching skills, as well as the knowledge specific to real estate, Mogensen has been a rising star, skyrocketing to success virtually from day one. Always striving to learn and grow, Mogensen was anxious to earn her GRI certification which she has done.

Today, she heads up her own team with their own unique look, style and branding. While Team Pink RE reflects Mogensen’s playful, outgoing side and the color certainly is eye-catching, there’s a much deeper and poignant reason for the choice.

“I’m very proud and excited about Team Pink RE,” she says. “Pink is my favorite color, but more importantly, I chose it to honor my sister who is a breast cancer survivor. My best friend from high school is as well; in fact, she’s gone through it twice.”

Actually, as Mogensen goes on to reveal, there are many members of her extended family who have all gone through the ravages of this horrible disease.

“I wanted to be an agent with a cause,” she says. “I want to be known for more than my work ethic or how successful I am. I want to let people understand that I care deeply about many things. Because cancer has touched so many people in my life, I felt that would be a good cause to fight.”

For the annual DBacks Race Against Cancer, Mogensen had over 20 people participating, all dressed in matching t-shirts in her signature pink.

Though it’s apparent Mogensen has a head for business, in real estate, just as in every other aspect of her life she puts her faith first.

“I’m a Christian first and foremost,” she says proudly. “Whatever I do, I want to reflect my beliefs. When I designed my team, that was one of the criteria. I explained that we are Christ-centered. That doesn’t mean you have to be Christian to be on my team, but team members must understand my beliefs and where I’m coming from. If you’re a good agent with a good work ethic, I’m still going to hire you.”

PASSIONATE PRIORITIES

As much as she loves her work, she is not a workaholic. Her life is family centered. She loves spending time with them or at her “second home” – the tennis court.

“In addition to tennis, I adore the two loves of my life – my husband, David, and the Lord,” she says. “With three daughters, one son, two sons-in-law, and three grandchildren with another on the way, I am blessed beyond measure!”

“I have lived in many different states across the country,” she says. “But of all the places, Arizona is my absolute favorite and one I’m proud to call home!”

Kloner doesn’t profess to be psychic or own a crystal ball, her predictions are based on more than 30 years in the mortgage industry and her extensive knowledge of finance and business trends. Over the course of that career, she’s witnessed virtually every economic scenario imaginable from the subtlest fluctuations to devastating developments such as the “crash” in the mid-2000s.

However, she’s not just an observer. Making it her business to study and stay abreast of past, present and possible future shifts in the market, she’s honed her instincts allowing her to proactively respond and adjust to upcoming changes. A veteran of the mortgage business, Kloner has navigated the turbulent waters of market currents with calm, confidence and expertise. However, she’s quick to share the success of her voyage with her exceptional crew.

“I have a team of women who I’ve been able to retain, even during the worst times and keep them employed,” says Kloner. “I was the rainmaker. For instance, during those terribly challenging years beginning around 2007, each day seemed to bring new challenges. It was tough for a couple of years, but we made it and I feel we came out that much stronger.

“My team and I have been together for over 27 years,” she continues. “My processor and my assistant were particularly amazing when things started going sideways in the market. During the downturn, we were able to figure out a way to succeed and keep moving forward. It was a time when so many people lost so much. I’m not saying we were unscathed, but we had the determination to get back up and keep moving. The mortgage business is all we know, it’s what we love, and we have continued on the path of success.”

This strong determination and fighting spirit is one of the things that drew Kloner and long-time friend Kimberly Hansen together. Both women have climbed their way up the ladder of success, withstood sometimes overwhelming odds and faced down naysayers.

“Kim and I seemed to just click immediately,” says Kloner. “If you’re fortunate, once in a while you’ll meet someone and just feel gravitated to one another. You instantly sense that you share the same philosophy on the important things in life. We frequently work together, and it’s wonderful having that trust, knowing she’ll treat my clients just as I would.”

Kloner has an innate knack for establishing and sustaining relationships, whether between herself and her clients, co-workers, people she’s met through her various community work or her own team members.

Of course, the most important relationships of all center around her home, where she and her family have lived for the last 25 years. She and her husband have been married the same number of years and have a son who is a freshman at ASU.

Kloner, who moved to Phoenix in 1986, has held various positions of increasing responsibility with various mortgage institutions, including serving as president, and consistently out-performs most of her competitors. Since joining Bell Mortgage in 2010, she has become one of their top-producing loan originators.

“There’s nothing quite like the feeling of accomplishment and satisfaction I get when I’ve helped someone achieve their dream of homeownership,” she says with a thousand-watt smile.

“I have to admit that initially I was a little hesitant,” says Gilman. “When you’re in your early 20s and trying to save some money and build your resume, an all-commission based job can be rather intimidating. Although I enjoyed where I was working at the time, I felt there was no where for me to go; no room for growth. I needed something more stimulating and challenging.”

Immediately after graduating James Madison University with a degree in international business, Gilman accepted a post with Time Inc. as a corporate sales assistant. She then accepted a position as production coordinator with LivingSocial, a popular website offering discounts on food and entertainment. This required relocating to New York. While she enjoyed the work, Gilman was anxious to return to what she considers her hometown in D.C.

“I feel a strong connection to this city and the people,” she says. “Though I’ve enjoyed traveling around the world, I’ve always known it was here that I wanted to make my home and build my career.”

FINDING HER NICHE

While neither of these positions were what she considered her true vocation, Gilman does credit these corporate experiences for encouraging her to dig a little deeper and realize where her true passion lies. “Real estate is the perfect fit for me,” says Gilman. “I love everything about this industry, especially working closely with my clients.”

Growing up in Japan offered myriad adventures for the young Gilman and certainly broadened her world perspective. It also happens to be where she first felt the allure of real estate.

“I consider Tokyo my second home,” she says. “It is truly beautiful, and I have so many fond memories. It’s also where I first realized my interest in real estate.

“I was only about 13 years old at the time,” she continues, “and my mom and I were just taking a walk. We passed by this gorgeous house, very western-style, which you don’t see much of in Tokyo. There was something about the presence and style of this home that drew me in. I wanted to learn more. I wanted to explore the immediate connection I felt with the home.”

Without saying a word to her mother, Gilman memorized the phone number and as soon as she returned to their apartment contacted the agent whose name was listed on the sign.

“I just started bombarding her with questions,” Gilman says with a laugh. “I wanted to know the square footage, how many bedrooms, what were the features, anything I could think of. I got so excited learning about the home and connecting ways in which it would be a great fit for my family.”

Gilman concluded the phone call by requesting a faxed copy of the floorplan. It was then that she finally decided to share the information with her parents, who actually had not expressed any interest in moving. She sold the idea, and before she knew it the family was moving into the beautiful, spacious home.

“I think ever since then it’s been in my blood,” says Gilman. “I don’t know how to explain it, it just excites me.”

GLOBAL CITIZEN

Gilman has been aptly described as a “global citizen,” and certainly, her cosmopolitan upbringing coupled wiThexposure to so many diverse cultures, sets her apart from most of her contemporaries. Aft er living abroad and traveling extensively, she returned to the Washington, D.C. area equipped with a sophisticated and international world perspective. Add to this a sincere passion for real estate and it’s easy to see how she’s blossomed into a knowledgeable and successful real estate agent. She possesses both a natural acumen for business and an astonishing, and seemingly innate, appreciation for architecture, design and the myriad subtle influences of various cultures.

FAST FRIENDS

Gilman’s cultivated nature is enhanced by a genuine fondness for people and the desire to meet and get to know them. Her outgoing personality coupled with a sincere interest in others makes people feel immediately at ease. Drawn to her warmth and guileless nature, she seems to evoke virtually instantaneous trust. Invariably clients become and remain friends.

“I don’t know if it can be attributed to living in various places around the world or if it’s just my nature,” says Gilman, “but I’ve always loved meeting new people. In fact, the more different their background and experiences are from mine, the more fascinated I seem to be.”

Gilman’s extensive exposure to so many different people and cultures has certainly proved to be a powerful asset in her real estate career. Because of her many interactions she has developed engaging ability to effortlessly relate to and connect with virtually anyone she meets. One of the consistent compliments she receives from clients is that Gilman makes them feel immediately at ease and as if she completely understands their wants and needs.

“I do know that all my opportunities to experience other countries and people has given me a deep respect for other cultures,” says Gilman. “That’s one of the reasons why I love what I do, because I get to work with so many different people with varied backgrounds and experiences. I know that all the opportunities I’ve been blessed with to become acquainted with diverse cultures and people has helped mold me into the person I am.”

Not surprisingly, Gilman moves with grace and ease through the diverse strata of real estate. Whether the elite world of multimilliondollar homes or guiding a nervous buyer through the maze of firsttime homeownership, she’s able to connect with her client and communicate comfortably.

This client-centered focus has led to an exceptional start to Gilman’s career with a multimilliondollar track record of successful sales. WiTheach new transaction, she draws upon her own professional knowledge, network and life experiences to attend to her clients’ needs and objectives. Additionally, her comprehensive knowledge of the D.C. metropolitan real estate market makes her keenly suited to exploring all options for her clients.

“Being a successful real estate agent means matching buyers and sellers together in a way that achieves the goals on both sides,” she says.

Multitasking is practically a given for any successful real estate agent, and Gilman is no exception. In fact, it’s just one more arena where she shines. In addition to her devotion to her clients, complete with highly personalized follow up, she also makes time to give back and contribute to her community.

COMMUNITY CONNECTIONS

An active member of the organization Suited for Change, Gilman says she was looking for something that was completely separate from work and that would give her the opportunity to help others.

“One of the areas where I’m most heavily involved is working with women who have had challenging pasts,” she explains. “They need a little help getting back on their feet, feeling confident again and worthwhile. We help with finding them appropriate clothes for job interviews, help them prepare for those job interviews and generally serve as advisers and mentors as they find their way into the job market.”

When she isn’t hosting an open house, showing clients homes that she has pre-selected as suitable or any other number of work-related tasks, Gilman might be found taking a little time for herself in her Soul Cycle class, sampling the delicacies of the newest addition to D.C.’s rapidly growing list of fine dining restaurants, or, more recently, pouring over the latest issue of Bride’s Magazine.

With everything on her plate, one would expect Gilman to show signs of fatigue or burnout, but nothing could be further from the truth. Her face glows with enthusiasm, and her body virtually vibrates with excitement. If she appears to be juggling anything, it would be all the things that she feels so passionately about – work, family, friends and community. With seemingly endless energy, Gilman approaches each new day with eager anticipation and a wholehearted commitment to helping someone find their dream home or helping sellers prepare their home to show at its best and negotiating the best deal for them.

Whether it can be attributed to this colorful and multicultural heritage or his own personal drive, Coley has always pushed himself.

“I was a classic overachiever,” he says with a self-deprecating laugh. “In high school, I was involved with student government, senior class president, and voted most likely to succeed.”

Today, this same drive is evident in everything he does. This includes building a successful real estate business and considered one of the primary rainmakers in his team. At the same time, he’s heavily involved in various industry organizations. This past year has been particularly busy as the Greater Capital Area Association of REALTORS® (GCAAR) 2017 president.

The 2017 position comes with it the added responsibilities of serving on the board of directors for the State Board of Maryland REALTORS®, the DC Association of REALTORS® and for NAR.

“For nearly 29 years, I was oblivious to the important work these associations do,” says Coley. “I was busy building my own business, head down, shoulder to the grindstone. It wasn’t until about seven or eight years ago when the current president tapped me to become more involved.”

Coley’s first contribution was serving on the grievance committee, which led to one committee or assignment after another. Over the years, his hard work and contributions did not go unnoticed, and he was asked to take on increasingly greater responsibilities.

“It wasn’t until I really became involved that I began to fully appreciate all the hard work and significant changes these organizations are responsible for,” he says. “Prior to becoming involved, I just assumed I didn’t have the time or experience. That’s not true. We all can make the time if we feel it’s something that’s important, and for me, this is very important. It’s our livelihood.

“I tell people,” he adds, “that if I can invest the time I do to these various committees, boards, events and other functions and still continue to build a successful business, then anyone can.”

Much of Coley’s involvement has to do with meeting with lawmakers and discussing issues important and relevant to the real estate industry.

“We have worked on issues of local and national significance. Last year we were very involved in protecting the interests of homeowners in the federal tax reform debate. This year we are focusing on interviews and endorsements for Montgomery County Council and Executive candidates. In the District, we have been very aggressive in reforming TOPA (“Tenant Opportunity Purchase Act”) to help with the sale process for single family homes.”

“As REALTORS® we all have a responsibility to get the word out and contact our local representatives to make sure this doesn’t happen. Take away such a key motivation to home buying and you’ll be amazed at how many people, particularly millennials, will simply continue to rent.”

SHOULDER TO THE GRINDSTONE

Coley has always been involved and driven. Even as he continued his studies at the University of Maryland, first in pre-med and then later switching to business management, he not only garnered top grades but also worked at a physically challenging job with Northwest Airlines.

“I had goals right out of the gate,” he says. “I ended up working for Northwest Airlines for almost nine years. Nothing glamorous. I worked in what’s known as equipment service, so I worked outside, parking the planes, unloading them, dealing with mail bags and freight. But it did give me an opportunity to travel, which was wonderful. That in turn gave me an introduction to the fact that there’s a big world out there. I’ve been very fortunate.

“Of course, when I left the airlines and began my real estate career, I thought my parents were going to disown me because they could no longer travel for free, but they didn’t,” he adds with a chuckle.

LIGHTS GO ON

Working full time while going to school allowed Coley a little financial freedom, so at the age of just 21 he made the momentous decision to purchase a home. A big step for a single young man. According to Coley, this was life-altering in another respect; it was the single event that triggered his decision to go into real estate.

“It’s like a light bulb went off for me when buying my first home so young,” he says. “I had the money but not the experience. Really, I was young and dumb. Looking back from a more experienced place in my real estate career, it amazes me what I didn’t know back then. The thing is, I don’t think that’s unusual. Over the years I’ve discovered that most people, regardless of their age, are just as naïve and uninformed as I was when they purchase their first home.”

This important revelation has impacted the kind of real estate agent Coley strives to be. “Buying my home, I worked with a very nice, very pleasant agent,” he says, says. “But she never really taught me anything about the process or what I feel I needed to know. So, that gave me the foundation to say, ‘If I ever get into this business I don’t ever want any of my clients to feel how I felt, which was totally in the dark.’ It’s something I have really taken to heart. I make sure my clients know that there are no dumb questions. I want them to feel comfortable asking anything, but I believe it’s my job to make sure they are as informed and educated about the homebuying process as possible. No one should ever feel confused or lost when making one of the most substantial and important purchases of their life.”

It’s a philosophy that has served Coley well. His clients turn to him before and aft er the sale with questions about their purchase, the market or anything else pertinent. Because he makes them feel so comfortable, clients oft en become lifelong friends and turn to Coley for information they don’t trust getting from any other source.

ROLLER COASTER RIDE

“So, here I am in the real estate business,” Coley recalls, “and to be honest, especially in the beginning, it was a bit of a roller-coaster ride. But, by about 1996, my business had really begun to take off. All the groundwork I’d put so much time and effort establishing, was starting to pay off. The old adage, ‘What goes around comes around,’ seemed to be coming to fruition. Previous clients were coming back for their second or third transaction, referrals were seemingly multiplying daily, so I made a few business decisions to facilitate my continued growth.”

The results were virtually immediate and decidedly long-lasting. His previously healthy business suddenly exploded. Having wisely put the right systems and people in place, Coley was able to handle the sudden and continued growth, never once sacrificing quality for quantity.

Even a Type A, overachiever such as Coley recognizes when the workload is too great for one person. He hired an assistant and then a buyer’s agent. “I even hired a team coach just to help get me more organized,” he says. “I was so busy, going in so many directions at once, that I needed help guiding my staff and getting systems into place.”

Not surprisingly, Coley is also something of a perfectionist, particularly when it comes to catering to his clients. While it requires more time and energy, this trait has helped foster his reputation for peerless service. From beginning to end, he’s always cognizant of his client’s concerns. His goal to make the real estate process less of a mystery by educating clients every step of the way. Once again, Coley draws upon his own early experiences in real estate to help him better understand his clients and anticipate what will help them through this sometimes confusing process.

“A person’s first experience in real estate can be quite daunting,” says Coley. “I know how that feels and never want a client of mine to feel lost, or even worse, afraid to ask a question.”

These are not just words or empty promises. When selling, Coley maintains a solid standard of accurate pricing, creative marketing and maximum networking utilizing his highly developed and extensive agent network. As a certified buyer’s broker, Coley effectively serves his clients by internalizing the purchaser’s needs in locating their ideal home. Not only does he take into consideration the buyer’s financial capabilities, but really listens to their desires, notes their lifestyle and any impending changes as well as helping them anticipate any future needs.

SUPERIOR SERVICE. AFFLUENT AFFILIATION.

From the outset Coley has treated his business as a business. Fully committed, 100 percent invested, when it came time to choose which company with which to be affiliated, his decision was careful and precise. One of these astute determinations came in 2000, when he joined forces with another very successful real estate agent in the office.

“Leigh Reed and I knew and respected one another,” says Coley. “We seemed to have similar philosophies about business and in particular, customer service. So, when one of us would go on vacation we’d ask the other to cover.”

Observing this simpatico relationship, Coley’s assistant one day made a very wise and timely suggestion. “She said, ‘You guys should just partner up,’” Coley recalls. “Now, back in 2000, the idea of teams wasn’t as common a practice as it is now. And yet … another light bulb! It made perfect sense. And, as they say, the rest is history. For the past 18 years we’ve worked together and grown our business dramatically.

“Leigh and I have a very unique situation,” says Coley, “we not only work extremely well with one another, but our strengths and weaknesses are such that they complement one another.

“Partnering up with Leigh has proven to be one of the best decisions I’ve ever made,” he continues. “Together, we’ve built an incredible team that operates like a well-oiled machine. Nothing falls through the cracks. And, as if that weren’t enough of a dynamic advancement, in 2016 our duo became a trio when we merged with Zelda Heller. Zelda is a legend herself, so you can imagine how powerful we are with our combined forces. We now total about 16 team members, all of us in sync, in tune and imbued with integrity. The transition has been seamless; the camaraderie and synergy are phenomenal. Not only has our business continued to grow but so has our combined and individual reputations.”

Needless to say, both individually and as a group, these professionals have earned numerous awards and recognitions, including being named the No. 58 team in 2016 in the entire nation.

“While we are certainly very proud of our success and various accolades, including being named Top Producers and Best Agents, what really means the most to us, is knowing that we have earned the trust and respect of our clients and other agents,” Coley says.

Enjoying the fruits of his labor – sowing the seeds of honesty, hard work and dependability planted so many years ago, today Coley is working with the children of the client’s he assisted when just launching his real estate business. A lot has changed over the ensuing years, but one thing that remains constant is Coley’s belief in the golden rule – always treating others with the respect and kindness. Sharing the same consideration he would like others to bestow upon himself and those he loves.

Taking that extra step, extending yourself beyond what is expected not only exemplifies strong character and compassion, it also tells your customers that their needs are more important than the almighty buck. With more than 20 years of experience in the mortgage industry, Field personifies this business model perfectly. Not only does he pride himself on going the extra mile, he takes his greatest satisfaction in doing so.

“The most rewarding feeling being in the mortgage industry is helping solve major financial issues,” he says. “For example, a real estate professional referred me to a couple wanting to buy a home. The husband told me that the wife’s pocketbook was stolen from the supermarket and someone wrote bad checks on their account. They have been dealing with this issue for three years. I asked what city this occurred in, contacted the police department and obtained a copy of the police report. I then submitted it to all three credit bureaus and had all the derogatory accounts modified removing them from the credit report. Now the couple qualified to buy the home.”

What Field did for this couple wasn’t a matter of life or death, but it certainly helped keep their dream of home ownership alive. He cared enough to look beyond their credit score, get to know them as people and then invest his time and energy to help pave the way for their purchase. He can’t leap tall buildings in a single bound, but to this couple Field was a true hero.

It’s the kind of personal touch he brings to every client and situation. To Field, it’s not just business, but rather a very real way to help people. And, while it seems apparent that he is a naturally caring and giving person, Field says that the time he spent serving his country was pivotal in developing the man he is today.

“While in the navy, I served eight years on submarines,” says Field, “and three years underwater serving in logistics. Attention to details make the difference. I take enormous pride in being the kind of mortgage professional that customers can come to with their problems. I feel great appreciation to the U.S. Navy for having deeply ingrained those skills. I sincerely believe that my eight years of service helped me develop the deep-seated belief that everything should be done right and with pride. It’s what governs my life.”

It’s apparent that he has carried this same discipline and dedication to the mortgage business. Over his two-decade career, Field has served as underwriter, loan officer and branch manager. Furthermore, Field has garnered praise and admiration from clients and colleagues alike, as well as being recognized with the industry’s most prestigious awards including Mortgage Loan Originator of the Year.

Arizona State Senator Catherine Miranda, who nominated Field for this prestigious award says, “Mark Field has made significant contributions to the state of Arizona and I am proud to nominate him.”

STEADFAST SAILOR

Though he left the navy in 1989, the navy never completely left Field. Deservedly proud of his service, he is a stalwart and outspoken advocate for all U.S. Veterans and continues to serve them and his country through his own creation, the National Veterans Magazine.

As publisher and editor of this publication, Field successfully reaches millions of veterans, active military, police and fire professionals. With a readership in the multimillions, the magazine serves as a source of information, support and education.

“We support suicide prevention, diabetes prevention, helping homeless veterans, opioid reduction, managing depression and other health issues relating to veterans, military, police and fire,” says Field.

The National Veterans Magazine also provides a vehicle for veterans to stay in contact with one another, keep abreast of the latest issues affecting them and serves as a resource for networking and establishing new contacts with fellow veterans across the country and around the world.

Field and his magazine have been recognized on countless occasions for the positive efforts and ongoing support. One of the most recent of these was receiving the Media of the Year award from the Arizona Game & Fish Commission. A fact, Senator Miranda recognizes the magazine’s outstanding contributions in her letter of nomination for Mortgage Loan Originator of the Year.

And, Christine Gannon, adviser and consultant to the U.S. Department of Veterans Affairs said, “I’ve had ample opportunity to see the tremendous and meaningful work being done by the National Veterans Magazine. … In official meetings, the magazine is referred to as the leading source of current information for veterans and their families and called upon to highlight upcoming veteran’s events, activities and news.”

DELIVERING THE NEWS

Field’s life has been full and fascinating. Born in Brooklyn, New York, he displayed a strong work ethic at a young age beginning with his own newspaper route. In fact, Field enjoys the irony that after nearly a decade in the navy, another decade accruing three advanced degrees and yet another 10 years in the finance business, he’s come full-circle “delivering the news.” Of course, as the publisher and editor of National Veteran’s Magazine, it’s hardly the same level of delivery as when he was a young boy riding his route on a bicycle. But the heartfelt dedication and solid work ethic have only grown along with the man.

Actually, his magazine is just one more way Field continues to serve his country and his fellow veterans and is a true labor of love.

“I am honored to be the publisher and editor of the National Veterans Magazine and to bring the most important, unbiased and non-political information from a wide variety of sources to serve the needs and minds of Veterans,” says Field. “This is my expression of my First Amendment freedom of speech.”

CHAMPION OF VETS

In addition to serving his mortgage clients with unparalleled and meticulous care, Field publishes an important, award-winning magazine, and yet, still finds time to support and crusade for causes that finds relevant.

One such undertaking was the public service project of restoring the veteran memorials at Wesley Bolin Plaza. Not only did he once again lend his time and resources but inspired young people within the community and teach them the importance of giving back. His recommendation for a Veterans Diversity Memorial honoring all Veterans from all backgrounds was introduced and championed by State Senator Miranda.

“The Arizona Veterans Diversity Memorial is to show veterans that their service is cherished, regardless of race, religion, gender or sexual preference,” Field says.

Additionally, Field has been commended for creating and presenting a “Hands on Banking” a financial literacy tutorial to former homeless veterans in Phoenix. Following the success of this, he was asked to give a similar presentation to the children in the fifth grade at The Phoenix Collegiate Academy.

Field received a certificate of appreciation from a nonprofit housing organization for developing and teaching predatory lending courses to real estate professionals and consumers. The course was designed to educate consumers to be able to identify deceptive mortgage practices and unethical lenders.

Based on these and so many other contributions to his community, Field has been presented with numerous awards including two proclamations from the Arizona Legislature and the Veteran Champion Award from the U.S. Small Business Administration. The most recent proclamation from the legislature states in part: “THEREFORE, BE IT RESOLVED, by the Senate of the State of Arizona that the members commend and congratulate Mark Field for his dedication to the service of veterans and the State of Arizona with his exemplary work of the National Veterans Magazine.”

Field is also a published author, writing books that provide help and instructions on handling and saving money. He has appeared on over 850 TV and radio shows in the United States, Canada and The United Kingdom.

In just the last year alone, the company has held more than 175 such workshop events in the D.C., Maryland and Virginia markets. These are held several times a week at various locations and times in order to make them available and convenient for virtually everyone.

“Through that ever-expanding network of prospective clients, we’ve generated roughly $41 million in closed transactions that we delivered to our agents, which is in addition to all the transactions they have generated on their own. While many other brokers focus on their top producers, we specialize in building all our agents’ businesses,” DiRuggiero says.

Filling the Pipeline and Guiding Agents

Apparently, it’s a system that works. Since they first began “reinventing the brokerage business,” UrbanLand Company has consistently maintained a steady stream of very desirable, highly qualified and interested buyers and sellers which they in turn feed to their agents. Since they began tracking the success of this pipeline four years ago, they’ve generated 133 closed transactions directly from these efforts and in addition to all their other business.

It’s a very simple, mathematical formula. Leads, prospects and referrals equal transactions. And, the company is there to support their agents every step of the way.

“We welcome anyone who is professional, sincere, and hard-working who brings enthusiasm, motivation and a ‘can-do’ attitude to the table,” DiRuggiero says. “With these qualities and our system, anyone can become a top producer.

“We also have a fresh approach to phone duty,” he continues, “where we have a colleague who answers the calls, warms up the leads and directs them to an agent based on her or his expertise, areas where the agent is doing business and availability. We believe agents’ time is better spent with the clients. We get dozens of phone calls from a variety of sources but rather than have a multitude of agents answering the calls, we have one individual who is specifically trained to screen and ‘warm-up’ the prospect and systematically assign the lead where it seems most appropriate.

“This is unique to the business in our area as far as I know.”

Of course, there’s much more to succeeding in any business than simply providing the right leads. Passed along to the untrained or unprepared agent, these hard-won prospects would certainly be wasted. That’s why in addition to acquiring and supplying these leads, UrbanLand Company also takes great pains to ensure their agents are educated, trained and ready.

Using the same care and dedication applied to their numerous buyer/seller workshops, UrbanLand Company has created a sophisticated training program suited to agents regardless of how much time and experience they’ve had in the industry. “We don’t train agents in the traditional sense,” says DiRuggiero. “For instance, I think assigned mentoring has some drawbacks and depends heavily on the individual mentor’s available time, client base and willingness to show a rookie agent the ropes.

“Instead we offer ‘agent guidance.’ It’s a program run by Trish DiRuggiero, who is an attorney as well as an agent, so she’s very detail-oriented and experience-driven. She provides guidance sessions, as well as one-on-one attention, teaching agents how to operate in the field and providing them transactional advice. This includes everything from how to use the lockboxes to the forms to more advanced and finer points of sales and closing the deal. She also instructs them on how to take advantage of our marketing program.

“We don’t use that word ‘training’ because agents who are experienced are going to say, ‘I don’t need training,’ but most agents can use and would welcome guidance in a variety of situations that can arise,” he adds.

What’s in a Name?

Building a business, whether real estate, banking or whatever, requires many interlocking parts. UrbanLand Company obviously addresses the prospects and training, but there is a third and equally important aspect to success which is marketing. While most large brokerages focus on the company brand, DiRuggiero not only teaches his agents how to present themselves to potential clients but gives them a leg-up with the branding and marketing strategies already in place.

“We have a very active social media platform and the resources and know-how to have a very savvy presence online,” he says. “We have been doing this for years and have built up an excellent and active network. Agents who affiliate with us can participate in our ‘agent exposure’ program which uses social media, open houses, property tours, workshops and farming to get agents in the field and marketing themselves immediately.

“Once agents are active in our agent exposure program, we begin to introduce them to flow of online leads, phone contacts, and appointments generated in-house by our agent leads generation program,” DiRuggiero continues. “The backbone of our lead engagement, warm-up and follow-up system is a cloud-based collaborative CRM that every agent uses. Our agents use a follow-up methodology that calls for a minimum of about 29 customer touches per year; most of our CRM training revolves around using follow-up to convert leads into active clients and sales.”

Jump Start

“We’ve sold a thousand new condos in D.C. in our 15-year history,” DiRuggiero points out. “The brokerage actually started by selling dozens of new construction condominium projects in emerging D.C. neighborhoods. These are projects ranging in size from just a few units to landmarks like the 92-unit Parker Flats and 118-unit Floridian projects. This condo experience is a big part of how we became so savvy with the web early on. Even back in 2003, we were maintaining project-specific websites and collecting email address and leads. Over the years, our website network has grown to cover a variety of real estate topics that enable us to generate exceptionally good prospects.

“Actually, we’ve sold over half-a-billion dollars’ worth of real estate using these methods, so I’d say it’s been pretty successful,” he adds with a grin. “It’s no secret that building a business takes time but joining us cuts that time significantly primarily because we have all the systems in place as well as the expertise and knowledge to help our agents get a jump start.”

What’s the Catch?

Given everything that UrbanLand Company offers to agents, regardless of whether they are rookies or veterans of the industry, the obvious question is, “What’s the catch?” DiRuggiero says there is no catch.

“We offer a compelling package to agents that includes no desk fees, high-quality back office support, local market knowledge, customized training and lead/ commission opportunities that are unique to the D.C., Maryland and Virginia region,” he says. “We are a sales-driven organization with mature volume channels in new construction, first-time homebuyers, premium properties, land/site acquisition for developers, and a whole lot more.

“I’m very proud of what we’ve built here,” he adds. “Proud of our reputation that is evidenced by repeat clients and significant referrals, and very proud of our agents. We hold ourselves to a high standard of training, support and brokerage participation in exclusive leads from our in-house program. We have a team that feels respected, appreciated and well-rewarded for their hard work. We work diligently for our clients and support one another’s efforts.”

UrbanLand Company owns and operates three regional real estate offices in northwest D.C., northeast D.C. and Baltimore City.

As soon as he graduated law school, Soto was snapped up by what he describes as a medium-sized law firm in Maryland, where he had the opportunity to work with many real estate agents, developers, investors, homebuyers and banks.

“We handled a lot of real estate transactions,” he says, “and we also owned a title company. When I first began practicing, I handled a lot of bankruptcy matters, both personal and commercial. Eventually I was representing real estate agents, and other real estate professionals and doing more and more real estate transactions. I found that I was good at it and very much enjoyed all the various aspects. Because of my success, related to real estate transactions, I became a partner of the law firm. I stayed there for seven years before deciding to open my own title company and law firm.”

Business Savvy

Premium Title & Escrow, which today is one of the largest, most respected and most successful in the tri-state area, was founded in 2002 along with the Law Offices of Ben Soto. A full-service title company, Premium Title & Escrow services clients in D.C., Maryland and Virginia. In addition, Soto owns Paramount Development LLC, a commercial development company focused on the acquisition and ground-up development of commercial buildings and hotels in Washington D.C. and a perfect complement to his title practice.

With nearly a quarter-of-a-century of experience, Soto’s name has become synonymous with honesty and reliability. His reputation for dealing fairly and working tenaciously for every client has helped build a company that’s clients include everyone from the small mom and pop businesses to mega-names, along with hundreds of residential customers who through word-of-mouth have come to trust their homebuying dreams to Soto and his team.

“I’ve had a lot of relationships with not only banks and loan officers,” he says, “but also real estate agents, real estate brokers, developers, investors and those who are buying either their first or seventh home. We take a lot of pride in the fact that we have so much repeat and referral business.

“I guess it means we’re doing something right,” he adds with a grin.

Homegrown

Soto also believes that being a native of the area helps too. “I’ve been here my whole life,” he says with pride. “I grew up in D.C. and went to both undergrad and law school here, so I just have a lot of long-time relationships. It helps to have a good reputation and to have been around for a long time. It allows you to get a lot of new business, but also a great deal of residual business.”

Those who know him describe Soto as “having always been civic-minded in all his pursuits.” Soto does not deny this. “It’s important to me,” he says proudly. “This is my home, it’s where I live and raise my family and the community has been very good to me. I think we all have a responsibility to give back and help out wherever and whenever possible.”

Soto serves on several local boards, including the D.C. Chamber of Commerce, EagleBank, one of the largest community banks in the Washington region and a very strong commercial real estate lending financial institution, the D.C. Land Title Association, the D.C. Public Education Fund, the Georgetown Day School; and the National Foundation for Affordable Housing Solutions.

His community involvement, as noted by friends and associates, stretches back throughout his career including former positions such as the vice chair of the Board of Real Property Assessment and Appeals; a former board member of the National Bar Association and a former board member of the D.C. Sports & Entertainment Commission which was responsible for developing the Washington National’s baseball stadium.

Family Roots

Married for 20 years, Soto and his wife, Lori, have two children, Danielle, 17, and Alex, 14. They make their home in the Forest Hills Washington D.C. area where the children participate in various school sports and other extracurricular activities.

Soto lives a full and very busy life. Premium Title & Escrow, now with more than 20 employees, handles a high volume of business with as many as 150 transactions monthly. While they handle both commercial and residential, Premium has traditionally been known primarily as a commercial company and lately the trend is such that both their commercial and residential business seems to be growing by leaps and bounds.

Knowledge, experience and personalized, hands-on service is what Soto believes makes a good title company great, and it’s everything he and his highly qualified staff offer their customers. But perhaps what’s most impressive is that when people come to Premium Title & Escrow, they get Ben Soto.

“I feel very fortunate to be doing what I love,” he says. “After all these years I’m still as excited about every transaction as I was on my first day.”

Vibrantly warm and outgoing, they share the kind of personality that makes you feel you’ve just met your new best friends. Smiles are frequent and genuine, and laughter seems to punctuate almost every conversation. “Salt of the earth,” is another cliché, but again, ideally suited in describing this gracious couple. The kind of folks you’d love as next-door neighbors.

Fitting together like puzzle pieces, they complement one another’s skills and talents, each falling into his or her role naturally and effortlessly. And, when they discovered a shared passion for real estate – well, it might just have been the clincher.

“We are very much different personality types,” says Deanna. “To me, Keith seems very competitive. But, it works out great because his strengths aren’t necessarily mine, and visa versa, so together we pretty much have all the bases covered.”

Now married for 15 years, (although they’ve been together longer) the Weaver’s first date was as unique as they are.

“We went to look at model homes,” says Deanna with a chuckle. “Now, at that time, neither of us had ever thought about getting into the business, we just really enjoyed and were fascinated by real estate.”

In fact, it wasn’t until several years later that the career subject came up. “It wasn’t even on our radar,” she says, “until my oldest son went and got his real estate license. He called me one day and said, ‘Mom, you and Keith really need to do this because you love real estate!’”

“That was 16 years ago,” adds Keith. “Best decision we ever made. Of course, there have been highs and lows, but the good far outweighs the bad. You can’t control the market, but you can always control how you respond. We choose to stay positive, work hard and just keep moving forward.”

During those “lows,” particularly in 2010, they looked around trying to decide how to augment their nearly non-existent business when the real estate market came to a virtual standstill. Keith, who is an engineer by trade, had been managing a manufacturing company. But they had jumped into real estate with both feet and weren’t willing to throw in the towel quite yet.

Rather than back away, the couple decided to buy a small, local real estate company in Litchfield Park.The company’s primary source of income was property management, which the Weavers thought might be a way to survive the market slump.

“We bought the company from an elderly couple who did everything ‘old school’,” says Deanna. “They actually had a ledger! So, it took me a couple of years to really get comfortable with the business and get our systems modernized. One day, I guess you could say I had a bit of a meltdown and said, ‘I don’t want to do property management anymore.’”

“Actually, it was a bit more dramatic than that,” Keith interjects with a teasing smile.

Enter EXIT

Keith’s father, also a real estate agent, took over the property management division while the Weavers set about searching for the right brand that would fit the vision they had for their own real estate business. They knew what they wanted – technology and a competent group of talented agents.

“Our vision included a situation where we could help our agents grow,” says Deanna. “We wanted a houseful of really good agents. So, we began to shop around. To be honest, we were quickly discouraged by what we were hearing; things like, ‘Don’t worry it’s not about real estate. National statistics say only 20 percent of agents are going to do more than two deals a year, so just charge them for everything.’ What we took from that was basically that we are nothing more than a profit center and who cares about whether or not the agents succeed? It made us feel so sad about this industry that we love.”

Thoroughly disheartened, they were sitting in their office one day when serendipity came knocking on their door.Their back door to be precise. It was a gentleman with a card that read: “Earn more than 100 percent, ask me how.”

As it turned out, the man who had appeared almost by magic had an EXIT Realty franchise right in the same complex as the Weavers. Intrigued they talked to him for a long time and then followed up with thorough research. The more they investigated the more they wanted to know. At long last, it seemed their search was over, and the vision they had nearly given up on, now seemed within reach.

“The more we looked and researched the more we knew in our hearts that this was it, that intangible something that we couldn’t quite put a name to but recognized immediately,” says Deanna. “It’s a real estate company by design. Within a couple of months, we negotiated and purchased his EXIT Realty franchise.”

EXIT-Citement

“The very first words we heard from EXIT Realty were, ‘Let’s give you the tools to help make your agents successful’,” Deanna says. “It was like the lights went on. It was truly that aha moment. Five months later, we went to their broker/owner training, and within the first two minutes Steve Morris, the founder and chairman of EXIT International, came out and just talked. And, he didn’t talk about real estate. He talked about getting your mind right.”

“I literally poked Keith with my elbow and said, ‘This is what we were waiting for, this is why we joined this company,’” says Deanna. “It’s amazing, how far you can go, when you surround yourself with people who have a positive attitude and when you need help they reach out their hand.”

Pumped up with new knowledge, friends and the winning attitude they had just experienced during their first broker/ owner training, the Weavers plunged full-steam ahead. Immediately putting into action everything they had garnered; the couple quickly grew their business in Litch field Park.

“The technology EXIT International provides is phenomenal,” says Keith. “The tech staff is the best of the best. EXIT Realty employs tech geniuses that not only listen to what we need but focus on the humans behind the device so we’re in the very best hands.”

EXIT-pansion

The Weavers were so successful building their newly branded business, that they soon had two locations; one serving the east side of the valley and the other the west. Their expertise and groundswell of attention they achieved did not go unnoticed by those at the top.

Tami Bonnell, who spearheads EXIT’s growth is the company’s veteran CEO. According to Bonnell, “Keith and Deanna have demonstrated great leadership in their roles as EXIT franchisees and are expanding their vision to help others build great brokerages and attract top quality real estate professionals.”

“We love doing real estate again,” says Deanna. “Because now, we actually have the training, branding, technology, culture and a model where agents build a business within their business. A business that adds additional income with retirement and beneficiary benefits. With a vested interest in the company we all care and support each other much like a family does.”

“We found where we need to be,” Keith agrees.

Their efforts, attitude and accomplishments were so impressive that when the regional owner wanted to retire, the Weavers stepped forward and were warmly embraced and encouraged to assume that role.

“In October, we were named regional owners of EXIT Realty Arizona,” Deanna says with pride. “We want to grow EXIT Realty throughout the state of Arizona.”

“So, we’re looking to expand,” adds Keith, “selling franchises and moving forward. Right now, it looks like we’re helping to open offices in Prescott Valley, North Phoenix and Tucson. It’s all very exciting. Our vision includes 50 offices statewide with over 1,500 producing agents by 2023.”

For two people whose first date was checking out model homes, this seems like the “happily ever after” ending to their story. However, this is not the ending, only the beginning.

REAM:Why did you decide to follow a career in real estate?

L’Esperance: I grew up in Phoenix and the surrounding areas. My love for this state, valley and community have cultivated my love for real estate. I have a heart for connecting singles, families, empty nesters and retired with a place for them to call home. I am challenged to find their dream home in the location they want at the price that fits their budget. I came from a corporate climate, but love working for the people in this valley.

REAM: As a young professional, what is one of the challenges you face in the industry? How do you overcome them?

L’Esperance: I’m not young so my biggest challenge is competing with millennials in this industry. Everyone is related to or knows a real estate agent. I pride myself on my product knowledge, experience and the giving of my time. I will not take on more work than I am comfortable with so that I can give each and every client my undivided attention.

REAM: Who are your real estate mentors? How do you seek to emulate them?

L’Esperance: To start out with, I have known the owners of WestUSA since the early ’80s. The owners, brokers, executive board and trainers are some of the most highly regarded real estate agents in the business. My personal growth comes from the people that surround me. Both inside and outside of my profession. I learn as much from clients as I do my colleagues.

REAM: What do you enjoy most about your day-to-day job?

L’Esperance: The variety! I enjoy the ever-evolving changes in style and design. The changing and building of communities. Real estate law, what new programs are available in lending for my clients. What the city can offer in home programs for clients who thought they could never own a home. Most importantly, I love relationship building, that’s my heart.

REAM: What career goals do you have for the next five years? The next 10?

L’Esperance: I see my business just skyrocketing with the never-ending growth and possibilities of this great city. We are the sixth largest in the United States to date, there is so much to tap into.

I would love to see my husband semiretired in 10 years and join me on this path of real estate for as long as I am able to.

REAM: Tell us about your first sale.

L’Esperance: My first sale is memorable in many ways. I lost my father during that transaction, in fact I was showing houses when I got the call. This adorable family was relocating from Prescott. Her husband had been working in Phoenix commuting for a year. They finally sold their home and was ready to search. They were a close friend of my daughters and I was so anxious to find them the perfect home. It took a few weeks of her coming down with her 3-monthold to finally find the right house. I was so happy to be able to negotiate a low price in a very demanding zip code. Their house sold after a few hiccups, but they were able to close in a short time frame.

We are still very close friends with this sweet family and share occasional holidays with them.

REAM: How are you involved in the local real estate community?

L’Esperance: I am part of the Women’s Council of REALTORS and sit on a focus group.

REAM: Are there any changes coming in the future that you’re excited to announce?

L’Esperance: Some marketing strategies. My business plan is forever evolving. Personally, I am very excited about getting involved in the purchase of property liens. May try a flip or two.

REAM: What are some of your hobbies outside of the office?

L’Esperance: Anything outdoors! Hiking, kayaking, biking. Traveling with family and friends. Always redesigning and decorating my home. I love Pinterest! Spending time with my four grandchildren. They are my joy!