EXECUTIVE AGENT MAGAZINE-LOS ANGELES-SAN GABRIEL VALLEY-AUGUST 2022

®

EXECUTIVE

Reggie Ocava

Executive Agent of the Month

E x e c u t i v e A g e n t M a g a z i n e - L o s A n g e l e s / S a n G a b r i e l V a l l e y - A u g u s t, 2 0 2 2

AGENT MAGAZINE

Gabriel GabrielGarza Garza

Branch BranchManager Manager| |Mortgage MortgageAdvisor Advisor NMLS-208008 NMLS-208008

c:c:(323) (323)819-3660 819-3660 ggarza@financeofamerica.com ggarza@financeofamerica.com Edward EdwardAguirre Aguirre

Maria MariaRosa Rosa

Melody MelodyGomez Gomez

NMLSNMLS485364 485364

NMLSNMLS485314 485314

NMLSNMLS259837 259837

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

c:c:(323) (323)422-7752 422-7752

Phillip PhillipJohnson Johnson Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor NMLSNMLS255343 255343

c:c:(951) (951)217-4619 217-4619

Rufina RufinaGuinto Guinto Mortgage Mortgage Advisor Advisor NMLSNMLS294533 294533

c:c:(626) (626)993-4126 993-4126

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor c:c:(323) (323)353-5352 353-5352

Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor

c:c:(213) (213)926-5137 926-5137

Diane DianeAvina Avina

Patty PattyFonseca Fonseca

NMLSNMLS382664 382664

NMLSNMLS255279 255279

Mortgage Advisor Mortgage Advisor

c:c:(562) (562)244-6340 244-6340

Mortgage Advisor Mortgage Advisor

c:c:(323) (323)697-9695 697-9695

Dan DanVillarreal Villarreal

Marie MarieBawe Bawe

NMLSNMLS340045 340045

NMLSNMLS1514419 1514419

Mortgage Mortgage Advisor Advisor

c:c:(562) (562)718-0409 718-0409

Mortgage Advisor Mortgage Advisor c:c:(310) (310)658-1031 658-1031

Marlene MarleneDamian Damian

Modesta ModestaGarcia Garcia

Ashley AshleyGarza Garza

NMLSNMLS484173 484173

NMLSNMLS1518436 1518436

NMLSNMLS1799019 1799019

Mortgage Mortgage Advisor Advisor

c:c:(626) (626)536-1195 536-1195

Mortgage Mortgage Advisor Advisor

c:c:(661) (661) 301-0705 301-0705

Julie JulieDahleen Dahleen Mortgage Mortgage Advisor Advisor NMLS– NMLS– 305020 305020

c:c:(661) (661)319-8416 319-8416

Mortgage Advisor Mortgage Advisor

c:c:(808) (808)463-2319 463-2319

Daniel DanielRamirez Ramirez Reverse Reverse Division Division Mortgage Advisor Mortgage Advisor NMLSNMLS814732 814732

c:c:(323) (323)213-0644 213-0644

Give Giveour ourexperienced experiencedlenders lendersaacall calltoday! today! ©2019 ©2019 Finance Finance of of America America Mortgage Mortgage LLC LLC is is licensed licensed nationwide nationwide | Equal | Equal Housing Housing Opportunity Opportunity | NMLS | NMLS IDID #1071 #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, 5, Horsham, PAPA 19044 | (800) 355-5626 | AZ Mortgage Banker License (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building Horsham, 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed byby thethe Department of of Business Oversight under thethe California Residential Mortgage Lending ActAct | Georgia Residential #0910184 | Licensed Department Business Oversight under California Residential Mortgage Lending | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed byby thethe N.J. Department of of Banking and Insurance | Licensed Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed N.J. Department Banking and Insurance | Licensed Mortgage Banker -- -NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

Mortgage Banker NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

This document is is provided byby Finance of of America Mortgage.

Any materials were notnot provided byby HUD or or FHA. It It has not been approved byby This document provided Finance America Mortgage.

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FHA any Government Agency.

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Cover Story Reggie Ocava Executive Agent of the Month Realtor® Reggie Ocava does more than help her clients buy and sell real estate — she helps them to build prosperous futures. “I believe that investing in real estate is a wise move for building wealth and securing your future,” she says.

21 Featured Professionals

08 Rufina Guinto Finance of America Mortgage 4 Executive Agent Magazine

12 Marc McDonnell Starfire Real Estate

Content

August, 2022

EXECUTIVE

KINDNESS -Helen Keller

AG E N T M AG AZ I N E

48

®

PRESIDENT & CEO EXECUTIVE PUBLISHER

Fred Arrias 5 Ways to Become the Person You Aspire to Be -Rizzarr -Steve Cook

VICE PRESIDENT GRAPHIC DESIGN Garon Arrias

30

EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson

Masterpiece to Build -Jim Rohno -Steve Cook

28 “I Endorse My Agent Because . . .”

-Walter Sanford -Steve Cook

06 VALUE OF SILENCE -Dirk Zeller a Pro -Steve Cook

14 Yesterday’s Impossibles -Zig Ziglaring Like a Pro -Steve Cook

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CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen PHOTOGRAPHY iPhotography Studio Ian Wiant EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com © Copyright 2022 Executive Agent Magazine. All rights reserved.

Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

Executive Agent Magazine 5

“I Endorse My Agent Because . . .”

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Executive Agent Magazine

A

s you know, third party endorsements really can be a valuable tool to help you build credibility and value in a competitive real estate market place. Remember, you have to have lead-generation tools in place, implement them, prepare a CMA, make a presentation and, with all that, if you don’t get the listing you can lose thousands of dollars.

Testimonials are someone else saying you are good at what you do. This becomes the truth.

Having endorsements in writing makes this tool even more valuable and, when presented in the pre-listing confirmation package, it provides the necessary impetus to push you over the top.

If you serve your customers well, a few will send you letters every now and then, but you can be pro-active in your sales efforts by learning to ask for letters by saying, “Would you be willing to find a couple of minutes to put what you just said to me in writing and send it to me on your letterhead?”

Seldom, will anyone refuse to write such a letter.

However, getting them to follow through on that agreement is another issue. If you just leave it at that simple request you get a small percent of the letters promised. People don’t mean to break their word, they are just busy. So to keep the process going, send them a note thanking them for their kind words and thanking them “in advance” for the letter they will be sending. This is a subtle reminder to keep their word.

If you haven’t received the letter within a month or so, and the person is an important influence, call him or her on the phone. The client often brings up the letter first and apologizes for not getting it out to you yet.

Say, “That’s OK. I know you are really busy. Here’s an idea. Would it be helpful if I put a few thoughts on paper for you? You can edit or rewrite all you like and then send it to me on your letterhead, OK? People usually agree to this. I have collected dozens of letters this way. You may feel this is a very gutsy question to ask, and perhaps it is, but seldom does anyone refuse.

The letters customers write themselves are usually better than yours, so resort to helping them only when it’s a letter you really want and they are dragging their feet. Remember, always work off a closing checklist. Mine requires that I receive a testimonial

letter before I can put the file away. Let me say that again: You cannot take the file off your desk until you receive a testimonial letter! There are a few things I like to include in a testimonial letter and these are some of the most important points. You might want to even give your seller a primer on how to write a testimonial letter. This really may be going the extra mile. It always worked for me. Here is mine: Dear Mr./Mrs. Johnson, Thank you once again for putting your thoughts in writing about our business relationship. In the past, some of the best testimonial letters I have received include some of the following points. One of the greatest favors you could do for me would include some of these points.

Please remember, the most difficult task I have in this business is replacing clients such as yourself. #1. Please outline the nature of the challenge or problem you had prior to your meeting me. #2. How professional and effective were my presentations of options? #3. Could you discuss your satisfaction with me and my team? #4. How easy and pleasant is it for you to work with me and my team members? #5. Do you have any present plans for further or ongoing use of my realty services? #6. Could you please explain either the high value, appropriateness or importance of any insights I might have brought to light at our first meeting?

Thank you so much for your help. I can’t tell you what your endorsement will do for my business?

Walter Sanford is a top producing real estate agent and speaker who travels the country delivering systems and strategies to top producers for higher productivity and client satisfaction. Copyright© 2000, Walter Sanford. All rights reserved. For information about Walter’s keynote presentations and training seminars, please contact the Frog Pond Group at 800-704-FROG (3764) or email susie@frogpondgroup.com; http://www.frogpondgroup.com.

Executive Agent Magazine

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EXECUTIVE AG E N T M AG AZ I N E

®

Rufina Guinto Mortgage Advisor Written by H. K. Wilson

F

or Rufina Guinto, Mortgage Advisor at Finance of America Mortgage in Montebello, life has come full circle. After earning her bachelor’s degree in civil engineering in her home country, the Philippines, Rufina enjoyed a successful first career in the homebuilding sector. Believing that possibilities are endless and armed with a positive attitude, she came to the United States in 2005 to see what new opportunities awaited her.

Once here, she replied to an ad for a mortgage loan officer position who hired her and offered training.

Rufina says she didn’t realize how challenging the path ahead would be. In addition to learning her new job duties, she also had to adjust to a new culture. “I’m a dreamer, but I’m also a believer and a doer,” Rufina says, “In everything I do, I always give my best and if things don’t work out, I’d move on. I am not afraid of failures. Failures bring learning opportunities. It builds resilience. Luckily, I got my first client on my third week at the job and the rest is history. It was not that easy but hard work and dedication paid off. I am grateful that since 2005, I’ve had clients who eventually became friends then became extended families as well.”

During the last 16 years, Rufina has helped hundreds of families achieve the American Dream, and she says she loves her work today as much as she did in the beginning.

During the market downturn of the late 2000s, when many professionals left the industry, Rufina reinvented herself once again and helped consumers save their homes with loan modifications. “It has always been my mission to be of help the best way that I can. It’s all about giving back. Nothing can be more fulfilling than sharing your knowledge and expertise with others. People make a big investment on their homes and I feel so blessed to be in a position to help them build wealth through homeownership. By doing that, I’m able to build relationships as well that can last a lifetime.”

Rufina says she strives for full transparency and excel-

lent customer service at all times. “You have to listen to understand and not just listen to answer. That’s important in the business I’m in and follow up is key. By listening to whatever their financial goals are and by asking the right questions, I am able to evaluate the right loan program that is most beneficial to them. Doing so eliminates unpleasant surprises during the transaction process. I am equally attentive to my Realtor® partners and they are assured they have a competent lending partner in me. I believe that teamwork makes the dream work. In a purchase transaction, updating the buyers, selling and listing agent throughout the process is important in ensuring a successful and seamless closing. Furthermore, my service does not end after the transaction closed. I keep in touch every now and then to see if there’s anything I can help my clients with, whether it be refinancing or getting preapproved for an investment property. People can feel if you’re sincere and when you are, you gain their trust. And trust is an important element in this business.”

A Dreamer, A Believer And A Doer Executive Agent Magazine

Finance of America Mortgage offers a wide array of lending programs that make the dream of home ownership possible for more people. “What I like most about the company is the support they give when it comes to growing your business. I feel secure going out doing business because I have a stable company that provides the tools and the technology to be competitive in the industry and a team of mortgage professionals behind me.” Rufina especially enjoys working with first-time homebuyers who are gainfully employed but find it difficult to save adequate funds for a down payment. “I’m glad we have all these down payment assistance programs. My role is to inform people about these types of loans that are available so they know all of their options. If someone wants to buy a home and is ready, but does not know how or where to start, that’s where I come in.

Rufina has received numerous five-star client reviews via the reputable management platform Social Survey. A recent homeowner said: “Rufina was amazing! She made sure that I have everything I need to make the process of the loan smooth and fast. She’s very easy to communicate with. She made sure that everybody involved in my home buying was in the same page and updated. I really appreciate what she did and as a first time buyer, my husband and I had a very good experience which we thought at first was stressful and complicated. I can’t thank her enough and I know that future clients’ trust will be with Finance of America Mortgage because of Rufina.”

Another stated: “There are a million reasons why my family and I will not do business with anyone but Rufina.

She is very caring and thorough. Will not tell you what you want to hear but will tell you what is BEST for you.

Not once that I couldn’t reach her if I have questions. Like a 24 hour hotline so to speak I’m very THANKFUL!!!”

and very supportive partner, Cherrie. Together, they love travelling and spending time with their families and friends. Their last destination was Hawaii. Lately, due to the pandemic, they’ve been enjoying more indoor activities and some low-risk outdoor activities.

Rufina describes herself as a results-oriented and highly motivated professional whose passion is helping people achieve their dream of home ownership. “I believe that in this ever changing world of advance technology, one should not lose that personal touch in dealing with people.

I came from humble beginnings and I am proud of it. That taught me how to value people, time and money at an early age. That explains why I am focused on putting my clients’ best interest at all times. The process is complex and can be overwhelming at some point so I make sure I am always there to walk them through and they appreciate that. Each transaction is not just a number. Behind every transaction are people and I take that seriously. I feel a certain kind of fulfillment each time I see my client’s happy faces as I tell them they’re now officially homeowners. And to me, that’s PRICELESS! Rufina Guinto Finance of America Mortgage 420 North Montebello Blvd., Suite 100 Montebello, CA 90640 Tel: 626-993-4126 Email: rguinto@financeofamerica.com www.foamortgage.com/loan-officer/rufina-guinto-294533 NMLS # 294533

Rufina says she is blessed and grateful for her understanding

Executive Agent Magazine

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EXECUTIVE AG E N T M AG AZ I N E

®

Written by H. K. Wilson

Marc McDonnell cages where he trains and develops athletes. His original goal was to “create the Julliard of baseball here in SoCal,” with programs aimed at both teaching beginners and preparing talented young people for college and professional careers. He succeeded and has been fulfilling that mission for more than 20 years.

In his consultative role with professional athletes, Marc noted an underserved need. He observed that many athletes lack the financial literacy to manage the benefits of their success. He and his team decided to create a system to connect talent with trusted financial professionals, ensuring their prosperity long after their athletic careers come to a close. “My part is to help with the real estate side,” Marc says. “We develop relationships with these families for years. It’s so important for them to have trusted advisors they can count on for guidance when they have to make career and financial decisions.”

Marc chose boutique agency Starfire Real Estate for its Southern California focus under the leadership of award-winning real estate broker and trainer Bill White.

“We’re strong on listing presentations, and I can bring my broker out to meet with anybody. Our transaction coordinator is one of the best in the business and is available instantaneously. We also have great escrow and loan financing people. With one text, I can get ahold of everybody.”

F

rom his performance as a student athlete, to his Minor League Baseball career, to his many years as a successful entrepreneur, Marc McDonnell has demonstrated his relentless pursuit of excellence. Now a Realtor® at Starfire Real Estate in San Juan Capistrano, Marc measures service to buyers and sellers by the same uncompromising standards.

As a youth, Marc took out a bank loan and bought a baseball card shop. He ran the business until he was a sophomore in college, at which point he sold it for a sizable profit. Since his retirement from professional sports, Marc has owned and operated a series of batting

Marc’s practice focuses on luxury homes in South Orange County, where he counts many professional athletes among his elite clientele. While he has enjoyed his own celebrity and works with many high-profile clients, Marc remains a down-to-earth, relatable guy who is easy to talk to and laughs often. “I like to bring a little humor to everything,” he says. “When people have fun and a few laughs it helps to ease their nerves so I can answer any questions they have. I’m able to read a client and know where we’re at in a situation. In the middle of negotiations, breaking that mood and putting a smile on their face is one of my strengths.”

Securing Legacies for the Future Executive Agent Magazine

Marc credits his faith with helping him to remain grounded, while also providing the guiding principles that define his approach to business. “Our faith is really important to me and my family. What I love about real estate is the personal connection you get with people.

Customer service is a dying industry. What I do is treat everybody the way I would want my kids to be treated.

Whether you’re a 6-year-old learning to play baseball or an adult trying to buy a house, you need somebody to walk you through it step by step. Buying a house is something that happens so infrequently in a person’s life, and things change with the paperwork. People don’t know how it works, and my job is to ease their pain going through it. At the end, I want them to say, ‘We made it!’ and rave about how easy I made the process. That’s when I know I’ve done my job.”

If Marc has a prevailing business philosophy, it is this: Give your best to every customer, and you have no reason to advertise. “It’s how I live life and how I have always run my other business. If you do the best job you possibly can, give the best customer service and have a solid product, why wouldn’t people tell everybody they know about it? I don’t leave it to chance. It’s how my family raised me.”

still work out. I need to get out there with the kids so they can be the best they can be. One of the things we like is to give back to the community — to help out other families and kids, it’s priceless. By having success as a family, it allows other kids to be on our team and also have success.”

As a professional who is helping others to secure their legacies for the future, Marc is also creating a legacy of his own. He hopes that his children will one day follow him into real estate and continue his mission of helping people achieve their dreams. “I lead my family by example. We say grace in a restaurant when we’re out.

We’re not afraid to do it in front of people. We believe it’s okay to be a good person. That means putting other people first and helping as much as we can while we’re on the planet.”

Marc McDonnell Starfire Real Estate 17701 Cowan Irvine, CA 92675 Tel: 949.226.1603 Email: MarcEMcDonnell@gmail.com Web: https://www.marcmcdonnell.com DRE # 019664871

A single dad with four kids who are all athletes, Marc gives many hours to coaching and supporting their athletic pursuits. “I had my turn and am 100 percent done, but I

Executive Agent Magazine

T

he difference between great and good is very little. It’s the last inch, or two, that separates great from good. It could be the smallest detail that gets overlooked by most people, but to the person who wants to achieve greatness, it is never overlooked.

In selling, it’s the little nuances of what we say and how we say it. It’s the properly selected words we use to convince the client to move forward. Too often, we wing it without spending the time to properly craft the questions.

When the questions are delivered well, they will elicit the response we desire. In selling, we need to be a wordsmith.

Just as a master silversmith works with silver to craft an elegant tea service, we must work with our words to craft a compelling reason to do business with us. A master silversmith spends time refining the silver over fire. The heat of the fire removes the impurities from the silver. The mold is then built for the silver to be poured into. Once cooled, the silver piece is polished to brilliance.

Your words must go through the same steps to achieve perfection. As a good salesperson, you must think, write, and rewrite your words; especially the key words contained in your prospecting scripts, listing presentation, and objection handling scripts. You then need to mold these words into a comprehensive and cohesive presentation.

The presentation needs to address the benefits of doing business with you, versus anyone else. It must focus on the client and clearly answer the question: Why should I hire you? Just as the silversmith will fail if the mold is inferior, so will the salesperson. Check your mold.

Next, you must polish the presentation. You need to spend hours perfecting the delivery. The silversmith polishes the silver until it shines with brilliance. He will spend hours upon hours making it perfect. Then, when it is perfect, he stamps his logo, or signature, on the piece.

When was the last time you practiced your scripts? When was the last time you taped your listing presentation? You stamp your signature on every presentation. How good is your signature?

One of the key areas between good and great in the presentation is the silence. It’s the silence after a direct question. Too many sales people fear the dead space in a 14 Executive Agent Magazine

conversation and think they have to fill it up. That need to fill the void will keep you from greatness in sales. The void of silence causes our client or prospect to think. At this moment the sale is made.

Arthur Rubenstein, the world famous pianist, was once asked, “How do you handle the notes on the page as well as you do?” He responded, “I handle the notes no better than many others, but the pauses…ah! That is where the art resides.” Your sale process needs to be like a great piece of music. It causes a reaction and emotion from your client or prospect. The real artistry is in the pauses. It’s in the void of quiet after the question. Don’t run through the pauses with another question or statement. Let the power of the pause take over. Rubenstein would let the note resonate throughout the hall. Let your question resonate in the conference room, living room…wherever you are making your presentation.

If you step into the pause you invalidate, or soften, the last question. You are at the moment of truth. You will find out valuable information about your client or prospect at that moment. The power of silence is deafening. Make sure to use it to your advantage. Becoming a great salesperson requires watching the little things. Spend time daily breaking down the words and your delivery. Invest your time into practice. Perfect your craft of sales. Lastly, work to create and leave the pause in the presentation. There is immense power in the pause.

Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He’s the widely published author of Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, Telephone Sales for Dummies®, and over 300 articles in print. You can get more information by visiting www.

RealEstateChampions.com. © 2009, Dirk Zeller. All rights reserved. For information contact FrogPond at 800.704.

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

FrogPond.com.

VALUE OF SILENCE

Executive Agent Magazine 15

Yesterday’s Impossibles

I

remember the media coverage which accompanied Sir Edmund Hillary’s feat of being the first person to scale Mt. Everest. He became an instant celebrity, even though he had failed in his first effort and left five of his guides dead on the mountainside. England recognized Sid Edmund Hillary’s tremendous effort by giving him the highest honor awarded a foreigner. Years later he was back in the headlines when his son climbed to the peak of Mt. Everest and a radio-phone conversation was held between father and son.

Today, according to the government of Nepal, it’s very common for climbers to reach the peak of Mt. Everest.

As a matter of fact, a one-day record of 37 people reaching the summit of Mt. Everest has been reported. Seven teams arrived within a half-hour period and created a climber’s traffic jam. Yes, yesterday’s impossibles often become tomorrow’s standards. On September 6, 1995, one of the world’s “unbreakable” records was broken. I speak of the “Iron Man” stunt of Lou Gehrig, who played in 2,130 consecutive baseball games. Gehrig’s record was thought to be unbreakable, but Cal Ripken broke that record and extended that streak to make it even more “impossible.” Another record considered unbreakable was the number of hits Ty Cobb had gotten, but several years ago Pete Rose broke that “unbreakable” record. Today 12-year-old girls are swimming faster than Johnny Weismuller swam when he was the Olympic Gold Medal winner. Most of us get excited when we read about super-human achievements, but something that is much more important is when we break our own personal best records for accomplishments.

Achieving better grades, a better work record, a better record of “being nice,” and a host of other records will make you a better person in the most important game of all - the game of life. Think about it - give it your best shot - break your own personal records and you will be AT THE TOP! Zig Ziglar was known as America’s Motivator. He authored 32 books and produced numerous training programs. He will be remembered as a man who lived out his faith daily.

16 Executive Agent Magazine

Executive Agent Magazine 17

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Reggie Ocava Executive Agent of the Month

Reggie Ocava Written by H. K. Wilson - Photography by Ian Wiant

R

ealtor® Reggie Ocava does more than help her clients buy and sell real estate — she helps them to build prosperous futures. “I believe that investing in real estate is a wise move for building wealth and securing your future,” she says.

Born in the Philippines, Reggie grew up in a real estate family. Her father was an architect. At a very young age, she witnessed his drawings, vision, plans and how they became real. Her mother assisted him in selling the homes he built. Her brother and nephews also went on to become architects and designers. According to Reggie, “Real estate runs in my blood.”

Reggie came to the U.S. in the early ‘80s with a degree in Business Administration, and she furthered her educa-

Executive Agent Magazine

tion in International Business and Computer Technology.

She was an IT professional for many years, and the experience made her very detail-oriented, analytical and concise. Reggie never lost touch with her real estate roots, however, and she eventually obtained her license. When her tech job was outsourced during the market downturn, she decided to focus on real estate full time. “I’ve never had any regrets about that decision,” she says. “During the downturn, I took the opportunity to obtain e-Pro and Short Sales and Foreclosure Resource certifications from the National Association of REALTORS®. I also took the opportunity to reach out to people to provide home comparables and help with the adjustment in their property tax values. People remember you later when you offer that gesture.”

It took courage for Reggie to change careers and put herself in a public-facing role. “When I was first starting out, I had some hesitations on approaching people. I had thoughts of how the people will not accept or welcome me, or trust me. My manager encouraged and helped me overcome my concerns. And from then on, I am very open and proud of who I am.”

Whether she is helping a client to purchase their first home, sell a property for maximum return or make a profitable investment, Reggie is always focused on their best interests. She approaches every transaction as if it were her own, offering her honest advice and supporting her clients in making the best possible decisions for their families and futures. “I never push just to make a sale. I need to make sure I’m doing the right thing for my client.

My job is to make sure it is a good investment for their future. I would never put them in jeopardy. It is my fiduciary duty to protect them.”

Along with her contribution as a trusted advisor, Reggie is known for her genuine warmth and the personal bond she creates with her clients. “I treat them as my family, and I even call them my ‘client family.’ My connection with people is very important to me, and I nurture those relationships. We work together and build that over months. But that’s not the end of it. I still see the people I have worked with since the beginning of my real estate career. I visit them every holiday and remember their birthdays. They even invite me to their special occasions.

Now I am helping their children, nieces or nephews buy or sell homes.”

Executive Agent Magazine

Building Futures Through Real Estate

Reggie also strives to cultivate strong relationships with other agents. “When I am working with a buyer, part of my strategy is to reach out to the listing agent to make sure they know my client is not only qualified, but a good match for the seller. I also want them to know that I am an agent they will want to work with. I will make sure the transaction gets done, and they will love working with us. I’ve learned how to build that foundation, to be transparent and how to negotiate fairly. I am working in the best interests of my clients but also looking after the other side too. I always receive good

Executive Agent Magazine

feedback on that, and it puts them at ease.”

More than 90 percent of Reggie’s business comes from repeat and referral clients. “I go where my clients refer me and extend the same level of service, near or far. From vacant lots to million-dollar homes, I go wherever it takes me, all the way to San Diego or Bakersfield. It may be a lot of driving and extra work, but when people refer you, it means they trust you with their friends, family and coworkers. You have to go above and beyond.”

A recent review by a longtime client who has bought and sold homes with Reggie exemplifies the reasons her clients refer their friends and family and return to her again and again. “We have worked with Reggie three times over the last 10 years, and I can not speak highly enough of her.

Reggie is communicative, honest, hardworking and awesome. Each time I’ve worked with her, she has done an excellent job of communicating what the market is like and what our expectations for a home should be given the circumstances. She’s negotiated the fine details of inspections and appraisals and offers and counteroffers with ease, each time helping us to make a decision with as much information possible. She’s amazing at helping YOU decide what decision YOU want to make.”

basketball, football and hockey, to name a few. “I also love to travel, explore and see the beauty of the world,” she says. “I share this with my very supportive, caring and fun-loving life partner, Cora. In our travels, we make it a point to sample the local cuisine. We both love to eat, whether it’s a simple hole-in-the-wall to fancy restaurants.

We also like to spend time with family or friends.” Reggie supports a few of the Catholic churches around the Los Angeles Archdiocese and reserves time every Wednesday evening to volunteer at a church in Glendale. “God is first,” she says. “I always put my trust on Him and am very grateful for all His blessings. Each day I always try to do my best, be fair and be truthful, to stay humble, live simply, love family, love what I do and to be myself.”

He continues: “But more than just those things, she has helped make our house a home through her caring and sweetness. Reggie is an amazing person. We couldn’t be happier to continue working with her in the future.”

Reggie never tires of sharing her clients’ joy at owning a home. “I just love it! To be a part of that journey, helping people succeed and achieve their dreams and goals in life is so rewarding.”

In her free time, Reggie is a whiz at jigsaw puzzles.

She can put together a 1,000-piece puzzle in a single day!

She describes herself as a “sports fanatic” who watches Executive Agent Magazine

Reggie Ocava Coldwell Banker Hallmark Realty 1625 W. Glenoaks Blvd., Glendale, CA 91201 Tel: 323.868.6463 Email: homes@reggieocava.com Web: www.ReggieOcava.com DRE #01188676

Masterpiece to Build

C

ould creating your character be likened to an artist creating a sculpture? I believe that character is not something that just happens by itself any more than a chisel can create a work of art without the hand of an artist guiding it. In both instances, a conscious decision for a specific outcome has been made. A conscious process is at work.

Character is the result of hundreds and hundreds of choices you make that gradually turn who you are, at any given moment, into who you want to be. If that decision-making process is not present, you will still be somebody. You will still be alive but might have a personality rather than a character.

Character is not something you were born with and can’t change. In fact, because you weren’t born with it, it is something that you must take responsibility for creating. I don’t believe that adversity by itself builds character, and I certainly don’t think that success erodes it. Character is built by how you respond to what happens in your life—whether it’s winning every game, losing every game, getting rich or dealing with hard times. You build character out of

28 Executive Agent Magazine

certain qualities that you must create and diligently nurture within yourself—just like you would plant and water a seed or gather wood and build a campfire.

You have to look for those things in your heart and gut. You have to chisel away in order to find them, just like chiseling away the rock to create the sculpture that previously only existed in your imagination.

But do you want to know the amazing thing about character? If you are sincerely committed to making yourself into the person you want to be, you’ll not only create those qualities, but you’ll continually strengthen them. And you will recreate them in abundance even as you are drawing on them every day of your life. Character sustains itself and nurtures itself as it is being put to work, tested and challenged.

Once it is formed, character will serve as a solid, lasting foundation upon which to build the life you desire.

By Jim Rohn

Executive Agent Magazine 29

5 Ways to Become the Person You Aspire to Be

A

s you go through life and work toward your dreams, knowing who you are and who you aspire to be will remain the keys to your success. Except becoming who you want to be isn’t easy. It requires tremendous courage, perseverance and a steadfast belief in yourself.

The road to becoming your best, most successful self can feel challenging at times and it can take a lot out of you. There will be moments when you might want to give up on yourself and your dreams. You must believe success is possible, because as you continue on your journey, you will eventually embark upon those moments, the ones that you have always imagined coming true.

To motivate you on this pursuit, here are five ways you can become the person who you aspire to be: 1. Be authentic.

You cannot grow if you are not true to yourself.

You have to be honest with yourself about what you are passionate about and who it is you really want to be, despite critics and naysayers.

2. Have vision.

People’s dreams perish for lack of vision. Without having the idea in mind of who you want to be, you will not know where or how to aim for it. Keep your vision top of mind as you reach each milestone to motivate you to push forward.

3. Embrace a never-give-up attitude.

Curveballs will forever be coming your way as you pursue your dream. You might have moments when you

30 Executive Agent Magazine

want to throw in the towel because you just can’t keep fighting all the challenges and setbacks you encounter.

But you have to push through and realize you really do have everything you need to reach your full potential.

4. Remove the naysayers and self-doubt.

Most people settle for less. And many of those same people will also convince you to settle for less. That’s when that self-doubt invades your thoughts. You might have moments when you no longer believe in your dreams—you have to push aside those moments, people and your own self-limiting beliefs. Always move forward.

5. Believe in yourself.

As author Richard Bach once wrote, “You are never given a dream without also being given the power to make it true.” So no matter how discouraged you might get at times, you must know that if you can dream something, then you will always have everything in you to make it come true. You just have to believe in yourself and your abilities to achieve what you set your mind to.

RIZZARR is the only social media platform in the world created by Millennials, for Millennials to share their thoughts to make an impact. Our mission is to gather the largest collection of Millennial voices from around the world to empower them and to positively transform their lives. RIZZARR stems from the Spanish word rizar, which means “to ripple.” We’re based on the idea of the ripple effect—how one person can use their life and passions to make an impact.

Executive Agent Magazine 31

Selling or Buying?

The #1 Greater Palm Springs agent delivers with unmatched experience and cutting-edge technology!

Valery Neuman Founding Partner | Broker Associate Cell 760.861.1176 | VM 760.776.2311 valery@valeryneuman.com DRE 01138184

Compass is a real estate broker licensed by the State of California and abides by Equal Housing Opportunity laws. License Number 01991628. All material presented herein is intended for informational purposes only and is compiled from sources deemed reliable but has not been verified. Changes in price, condition, sale or withdrawal may be made without notice. No statement is made as to accuracy of any description. All measurements and square footages are approximate.

32 Executive Agent Magazine

53760 Via Palacio, La Quinta | The Hideaway 4 Beds, including 1-bed Casita | 4 Full + 1 Half Bath | 5,343 Sq Ft $4,995,000 | Furnished

valeryneuman.com Executive Agent Magazine 33

World Class Equestrian Ranch 31601 Briggs Road, Menifee, CA 92584 A World Class Equestrian Ranch on ~17+ acres just minutes away from Temecula Wine Country. The exceptional amenities are sure to satisfy the demands of all levels of equestrian activities. Equestrian/Boarding: (5) Horse Barns Total: (1) Luxury barn, (1) Gable barn, (1) Shedrow barn, (1) Mare Motel, (1) Raised center aisle barn ≈54 stalls w/ wash racks, cross ties, restrooms, offices, laundry, water & electricity. Competition/Riding: (1) Multi Million Dollar Lighted Pro Indoor Riding Arena, (1) Pro Outdoor Competition Riding Arena w/ observation deck picture perfect for spectators viewing of the arena. (4) Large Open Sand Corrals, (1) Round Pen. Capacity of boarding &/or training up to 90 equines. Residential: (5) Residences Total: (1) Luxurious Main House 4BR/3BA ~3,892sq w/ 3 fireplaces, covered patio, attached garage, pebble tech pool & spa. (1) Trainer’s Home 3BR/2BA ~1,600sf, (2) Casitas 2BR/1BA , (1) Metal Steel open garage w/ workshop & includes (1) Loft Apartment 1BR/1BA. (1) Water Well & filtration system. The ultimate entertainment venue for weddings, event hosting, horseback riding, camping, & RV/Trailer parking. Grow a business by offering sought after services such as; boarding & training horses, weekly clinics, & training riders. Petting zoo, chicken coup, and picnic area, and several photo areas.

Offered at $3,995,000 34 Executive Agent Magazine

Josh Reef Founder Jae Abad Estate Agent PLUS ONE REAL ESTATE Tel: 424.999.7410 PLUSONEREALESTATE.COM DRE # 02014153 Executive Agent Magazine 35

Sunrise-To -Sunset Ocean Views 33218 Pacific Coast Highway, Malibu, CA

Extraordinary Malibu Compound set on over 3 acres of manicured grounds with private path to the beach and endless sunrise-to-sunset ocean views. Very private and secluded, this beach-side oasis is perched above the rolling waves and expansive white sands of El Sol Beach. TheMalibuEstate.com

Offered at $99,500,000

36 Executive Agent Magazine

Jade Mills DRE #00526877 Tel: 310.285.7508 homes@jademills.com jademills.com

Beverly Hills real estate agent, Jade Mills is renowned among colleagues and clients alike for her integrity, loyalty, and professionalism in the luxury real estate market. Jade is currently ranked the #1 Agent Worldwide for Coldwell Banker and the #5 Agent Worldwide for all Brokerages. Jade has achieved the highest sales volume on record of any agent in Coldwell Banker history.

Executive Agent Magazine 37

Chris Cortazzo DRE #01190363 COMPASS Tel: 310.457.3995 chris@chriscortazzo.com www.chriscortazzo.com Compass is a real estate broker licensed by the State of California and abides by Equal Housing Opportunity laws. License Number 01991628. All material presented herein is intended for informational purposes only and is compiled from sources deemed reliable but has not been verified. Changes in price, condition, sale or withdrawal may be made without notice. No statement is made as to the accuracy of any description. All measurements and square footage are approximate. If your property is currently listed for sale this is not a solicitation.

38 Executive Agent Magazine

Cliffside Above Dume Cove 29122 Cliffside Drive, Malibu, CA

Extremely rare blufftop contemporary on the market for the first time in 50 years. Very private and set above beautiful Dume Cove at the end of a long drive, this nearly one-acre garden property commands sweeping views of ocean, islands, and coastline.

Offered at $18,450,000

Executive Agent Magazine 39

M a gnificen t Pa lo s Verde s Vill a 541 Via Media, Palos Verdes Estates, CA 90274 VIEWS, VIEWS, VIEWS…Take in the beauty of the California Coastline, including the Queen’s Necklace.

Unsurpassed panoramic ocean views from living areas, bedrooms, kitchen and outdoor courtyards. This magnificent villa encapsulates coastal living, from: the gourmet kitchen with Viking appliances, to the luxurious bathrooms, to the welcoming master bedroom with a grand fireplace, ocean views and attached courtyard…this home is truly spectacular. Great care was put into this impeccably designed property. It is suitable for the most discerning buyer.

Price: $4,980,000

FIDUCIARY REAL ESTATE SERVICES Commercial, Residential & Luxury Real Estate Sales Tel: 888.511.3737 Teresa@FiduciaryRealEstateServices.com FiduciaryRealEstateServices.com DRE # 01527321 40 Executive Agent Magazine

Executive Agent Magazine 41

Susan Stricklen COMPASS

DRE # 01427686

Tel: 562.260.7088 susan.stricklen@compass.com https://susanstricklen.myhomehq.biz

42 Executive Agent Magazine

N e w p o r t R i d g e E s tat e s 33 Sea Ter, Newport Coast, CA 92657 Impressively set among the hilltops of the Newport Coast, this very large custom 5 bedroom home is one of 38 limited edition residences known as Newport Ridge Estates. These are spectacular in scale and exquisite in detail, a neighborhood rich in discerning homeowners.

Priced at $3,300,000

Executive Agent Magazine 43

Brightwater Beauty

4566 Wellfleet Drive, Huntington Beach, CA 92649 Stunning home in the coveted, newer community of Brightwater situated above the wetlands! Over 2300 square feet of living space, 4 bedrooms (including a main floor bedroom with en-suite bath) + office/loft area, 3.5 bathrooms. Fabulous upgrades throughout include hardwood flooring, dual AC, custom paint, custom window coverings, crown moulding, dual pane windows, tankless water heater, 10-foot ceilings, ceiling fans, and water softener and so much more! Gourmet kitchen with granite counters, stainless steel appliances, large center prep island with seating, and walk-in pantry - all open to the living room and dining area. The master bedroom features vaulted ceilings, a large upgraded master bathroom with dual sinks, a vanity area, a walk-in shower, a soaking tub, and a huge walk-in closet! Two large size secondary bedrooms upstairs and a convenient upstairs laundry room.

Listed at $1,995,000

Chelsea Roger DRE # 01416035 Coldwell Banker Realty Tel: 714.536.5377 SeacliffHB@aol.com http://seacliffteam.com 44 Executive Agent Magazine

Executive Agent Magazine 45

Canyon Crest Estate Welcome home to 28701 Walnut Grove located in the highly sought-after guard-gated community of Canyon Crest Estates.

This stunning and spacious 4 bedroom 2.5 bathroom pool home has just been recently updated throughout with freshly painted exterior and interior, luxe vinyl wood flooring, and new lighting. When you walk through the door you are greeted by vaulted ceilings throughout the downstairs creating an abundance of natural light inside of the home. The downstairs features a formal dining room, formal living with a dual-sided fireplace open to the family room, breakfast nook, and recently remodeled kitchen which features stainless steel appliances and a wine refrigerator. Step outside into the backyard and take in the views or soak in the pool or jacuzzi. Make your way up the stairs to the primary suite and three secondary bedrooms and take in the hillside and mountain views from the primary suite or the balcony, the ensuite bathroom features a separate shower, jetted bathtub, new dual sink vanity, and cedar-lined walk-in closet. Upstairs also features an updated hall bathroom with a new dual sink vanity, and three additional bedrooms including one oversized bedroom that could also be a bonus room. The main floor also features a powder bath for guests with new vanity and a large laundry room with a sink and washer and dryer included, as well as an attached 3-car garage space. Brand new AC, brand new furnace, brand new water heater!

Offered at $1,350,000 46 Executive Agent Magazine

Natalie Boyle

DRE # 01329012

Verso Homes 28202 Cabot Road, Suite 300 Laguna Niguel, CA 92677 Tel: 949.929.5727 natalie@homesbyverso.com HomesByVerso.com Executive Agent Magazine 47

48 Executive Agent Magazine

Optimism is the faith that leads to achievement.

Nothing can be done without hope and confidence.

- Helen Keller

Executive Agent Magazine 49

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