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Catalina Serrano Executive Agent of the Month

Inside Features Dina Trafficanda Lily Vu




loanDepot aggregates digital inquiries, pre-qualifies buyers and works with our sister company, mellohome to match them with local real estate agents!









Borrower(s) complete an online inquiry and connects with Loan Consultant.

loanDepot Loan Consultant establishes relationship, gathers info, pre-qualifies the client and continues to work with the borrower until they are ready to begin their home search.

Borrower is referred to mellohome concierge team member to be matched with an expert local real estate agent.

Top local real estate agent connects with borrower and begins helping them find the home of their dreams.

Contact me to learn about what mellohome can do for you!, LLC (NMLS# 174457, and mellohome (Texas brokerage license #9006745) are sister companies. (021919 178856)


NMLS# 1059650 Branch Manager (909) 912-7835 office (714) 400-2753 cell 3281 E Guasti Rd, Suite 550 Ontario, CA 91761





(909) 912-7810 3281 E Guasti Rd, Suite 550 Ontario, CA 91761

(951) 375-4800 41607 Margarita Rd, Suite 101 Temecula, CA 92591, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

(909) 912-7835 21804 Cactus Avenue, Suite 102 Riverside, CA 92518

(949) 799-3050 30448 Rancho Viejo Rd, Suite 250 San Juan Capistrano, CA 92675


Catalina Serrano Berkshire Hathaway HomeServices



Inside Features




Dina Trafficanda

Lily Vu

Coldwell Banker Global Luxury


ExecutiveAgent Magazine






Patterns of Buying -Linda Brakeall


Fred Arrias Executive Publisher PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757

ADVERTISERS’ INDEX A Team Is More Than A Group Of People -Patricia Fripp

City of Hope..........................................................34 Finance of America Mortgage.................................36


iPhotography Studio...............................................23 Kinecta Federal Credit Union................................29 loanDepot®..............................................................2

Doing The Remarkable -Jim Rohn

SRAR................................................................................14 NAHREP...........................................................................28


The Termite Guy......................................................3 Ticor Title Company...................................................25 VAREP.....................................................................15

The Challenge To Lead -Chris Widener


Pa-ZIG-ative Thinking -Zig Ziglar

32 ExecutiveAgent Magazine

Photography: iPhotography Studio, Michelle Fairless Photography, Rob Paino Graphic Designer: Garon T. Arrias Editorial Manager: Trudy Van Writers: Ben Angel, John Boe, Haley Freeman, Jim Rohn, Walter Sanford, Dirk Zeller, Zig Ziglar Craig Harrison, Simma Lieberman, Chris Widener © Copyright 2019 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.





Written by H. K. Wilson

Lily Vu


ily Vu was only 11 months old when her parents embarked upon a harrowing escape from Vietnam. Their boat of 30 people was lost at sea for six days, and as food and water ran out, they were uncertain of whether they would ever reach a foreign shore. Rain brought lifesaving water, until they were

finally rescued by Filipino sailers who were searching for survivors. After spending time in a refugee camp in Palawan, Lily and her family were relocated to the U.S. to begin a new life. With no money and no English, her parents forged ahead, successfully raising and educating their four children.

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Empowering People to Become Homeowners Lily took a job as a teller at Wells Fargo while she was still in high school. She worked her way up in the company, and before long, her job became a career. After 10 years, Lily asked to be transferred from office management to the mortgage department. “I knew I wanted to be in a customer service role because I loved building rapport and getting to know our customers. I didn’t know anything about mortgages, but I knew it was a great opportunity to grow professionally. I started out as an assistant to a loan officer who trusted me to be totally hands-on with his clients. I learned from the first transaction that communication is key.” When Lily later switched to the builder team, she knew she had found her passion. “I love it because I still get to have that customer base and also a close relationship with the sales agents of home developers.” Recently, Lily brought her expertise to loanDepot in San Juan Capistrano. “This is a great company that treasures its team members,” she says. “A traditional A-paper loan is just not a reality for many, and loanDepot has a huge menu of programs I can work with to help all kinds of borrowers. And our technology is so convenient for consumers and agents. There are no more paper files. They can go right to our website and have a full loan application in minutes. Our company is so tech-driven. It makes everyone’s life so much easier.”

big deal, and there is a reason they’re asking something that late. I care about all my clients like that, but it’s especially important for first-time homebuyers who are not sure of the process. I do this every day, and I want to give them peace of mind and assurance that they are on the right track.” As an immigrant, Lily has a special appreciation for the American Dream. For her, helping others achieve it is an especially rewarding career. “One of the things our parents taught us is how to save money. When I started working, instead of paying rent, my mom had me give her $400 a month to save for me. By the time I went to college, I was able to buy my first new car. I was able to buy my first home around the time I started doing mortgages. Savings is key to being prepared for home ownership, and I am grateful to my parents for teaching me that.” Lily is excited about working with loanDepot, a company dedicated to providing real solutions that empower people to become homeowners. “I’m here to fulfill people’s financial needs in any way I can help. loanDepot really enables me to reach out to my clients to do so because we have so many programs that will put them into their home.”

Among loanDepot’s innovative programs is its jumbo loan product. “Borrowers can come in with only 5 percent down with no mortgage insurance. We also offer low reserves and a higher DTI of 43 percent up to $1.5 million. It’s a phenomenal program.”

Lily Vu loanDepot® 30448 Rancho Viejo Rd., Ste. 250 San Juan Capistrano, California 92675 Tel: 714.342.7744 Email: Web: NMLS ID 840276

Clients appreciate working with Lily for her honesty and efficiency during the loan process. “I don’t make empty promises. When I meet with my borrowers, I lay out the timeline of the loan and what will happen next so they always know what to expect. I believe in always being there when they have questions, and I tell them they can call, text or email me even if it’s late at night. I don’t want anyone to lose sleep over a question. Buying a home is a Rates, terms, and availability of programs are subject to change without notice., LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

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A Team Is More Than A Group of People


hen John Amatt led the 1982 Canadian team on a successful Mount Everest Expedition, only three people reached the summit. Many climbers who were part of the team, whose lifetime ambition was to stand on top of Everest, made the conscious choice to stay in the base camp. Why? Because they knew the effort was likely to fail if everyone tried to make it. They chose to forego their individual dreams in favor of helping the team succeed. This wasn’t John Amatt’s first time to plan an Everest expedition. Ten years earlier, with one of his friends from Norway, he had gathered a team of world- class climbers from many different countries, for the challenge. But at the last minute, he backed out. Officially, it was to get married. “But that was just an excuse,” he said later. “I knew that, despite having the best climbers in the world, this expedition would not succeed. Everyone wanted to reach the top for their own glory or that of their country. No one seemed willing to make decisions for the good of the team.” His fears proved founded. Not only did the team not cooperate to make it to the top, at one point these sophisticated expert climbers even indulged in a rockthrowing fight. A “team” is not just people who work at the same time in the same place. A real team is a group of very different individuals who share a commitment to working together to achieve common goals. Most likely they are not all


equal in experience, talent or education, but they are equal in one vitally important way, their commitment to the good of the organization. Any group of people -- your family, your workplace or your community -- gets the best results by working as a team. I believe that all of us want to be part of something bigger than we are. Team relationships fulfill that basic need. They are an immensely powerful force, yet they always need to be nurtured. Be sure to show each team member exactly how far reaching his or her contribution can be. The team, each member, and the larger organization will enjoy greater enthusiasm and ultimately greater success. What makes a team? Individuals who are not equal in talent, experience or education, but equal in commitment. It is not realistic to think we can live or work with others without some conflict, but by communicating about the differences, focusing on the common goals and not throwing verbal rocks, we will make great strides. Patricia Fripp, CSP,CPAE is a professional speaker on Change, Teamwork, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want! And, a Past-President of the National Speakers Association. Copyright© 2006, Patricia Fripp. For information about Patricia’s Keynote presentations, contact the FrogPond at 800.704.FROG(3764) or email

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Written By Patricia Fripp

ExecutiveAgent Magazine





Written by H. K. Wilson

Dina Trafficanda


ealtorÂŽ Dina Trafficanda has dedicated her 25-year industry career to serving clients with passion and respect. With her expertise in both mortgage

lending and real estate sales, Dina’s comprehensive understanding of real estate enables her to guide clients through transactions with maximum efficiency.

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“Bridging Relationships With Every Move” While Dina is recognized as an authority in her field, it is her talent for building long-lasting relationships that truly sets her apart from others. Her motto, “Bridging Relationships With Every Move,” conveys her peoplecentric approach to the real estate process. “I am extremely passionate about my real estate career because I love working with and helping buyers and sellers achieve their goals, whether it’s finding the perfect home or achieving the most equity for sellers,” she says. “I love having ‘clients for life’ and building new relationships!” From her office at Coldwell Banker Global Luxury in Carlsbad, Dina serves clients in coastal communities from Oceanside to Del Mar and throughout San Diego County. Coldwell Banker’s global presence and marketing reach is a competitive advantage in a region where so many people from across the country and around the world are seeking second homes and investment properties. “Living and working in the San Diego area helps me become an expert in the area when a buyer is looking for their dream home. In addition, being aware of the local market is a huge benefit to sellers. The support Coldwell Banker offers me as a professional is second to none.” According to Dina, communication is the key to following up and following through. Professional and thorough, she is always accessible to clients and ready with current information and solutions to problems. She earns trust by listening to people’s needs, answering questions honestly and meeting expectations. Dina has created a large community of happy clients who refer their friends and repeatedly return to her with their own real estate needs. One client expressed: “We have been working with Dina for serval years. We have enjoyed working with her very much. She represented us as a buyer and as a seller. She did a great job. She is always available when you need her. She goes the extra mile to help with any questions. or situations. You will enjoy working with Dina. She takes the stress out of buying and selling your home.”

Another said: “Dina Trafficanda is the best Realtor® around! Her enthusiasm and drive are unmatched, and she won’t stop until the job is done.” Dina brings additional value to her real estate representation through her referral partnership with her husband, Chris Trafficanda. Chris is a licensed contractor and the CEO of Trafficanda Design/Build. “When clients are buying or selling a house that needs repairs, it’s nice to have their trust and be able to refer them to my husband. He can do remodels or build from the ground up. He also has a great team of subcontractors he works with.” At home, Dina is a busy mom of four who enjoys spending time with her children, taking morning walks with her husband and their dog, doing pilates, cooking and reading. She is also a firm believer in paying it forward by helping others in need, so she devotes time and resources to various organizations that benefit children and animals. “I’m very grateful to live at the beach in Encinitas and take pride in beach cleanup.” People are at the center of every transaction Dina closes, and when the deal is done, the relationship continues. “I want people as clients for life, and I’m proud to say that most of the people I have sold to or helped sell their homes end up as friends. I love what I do and take the utmost pride in helping people achieve their real estate goals.” Dina Trafficanda Coldwell Banker Global Luxury 7020 Avenida Encinas Carlsbad, CA 92011 Tel: 858.284.0682 Email: Web: DRE # 01227800

ExecutiveAgent Magazine

Patterns Of Buying


here are four common types of buyers out there in buyerland:

1. The Impulse Buyer - sees it & buys it. 2. The Investigator - researches, studies, thinks and buys. 3. The Fooler - researches (for maybe a year) and then one day walks in and buys. Looks like The Impulse Buyer. 4. The Never Buyer - investigates, agitates, & procrastinates. (Every salesperson’s nightmare!) How do you identify who buys how? Ask questions. You might ask the prospect directly or you might ask an assistant if the opportunity arises. “I noticed you just got a new phone system. How did that happen?” OR . . . “How did you buy your last car (or computer)?”

phones installed. ( Style #2) • Did some of the B activities, then one day called and had the phones installed the following week. (style #3) • Decided 4 years ago they needed new phones and are still having weekly meetings about it. (Style #4) Once you know the buying pattern you can tailor your presentation and your expectations to that buying style. The reason so many salespeople - in real estate, mortgages or widgets - get frustrated is because they expect faster decisions. Many people cannot make fast decisions. Morgan Carter, the Chicago PR guru, says: “Frustration is a function of expectations.” If your expectations are appropriate, your frustration is diminished. Lower frustration means more energy and that equals more sales. Investigate those buying patterns!

With just a little prompting, people will tell you how they decided they need new phones: • They got out the yellow pages, made three calls, listened to three presentations the next day and had the system in place the following Friday. (Style #1) • They subscribed to Consumer Reports, called every company that made phones, poured over the literature that was sent, listened to 73 presentations, did more research, created a task force, mulled it over, presented 3 options to the president and a year from day one got the


Linda Brakeall, GRI, CRB, is a nationally recognized expert in sales and marketing for Realtors® and Mortgage industry. She has been speaking professionally speaking, training and consulting since 1992. © 2008, Linda Brakeall. All rights reserved. For information about Linda, contact the FrogPond at 800.704.FROG(3764) or email;

ExecutiveAgent Magazine

Written By Linda Brakeall

ExecutiveAgent Magazine



Blood Drive Wednesday, August 7, 2019 | SRAR Auditorium

Please RSVP with Kathryn at 818-947-2250 or via email at

t h g i N r e g d o D Thursday, August 1, 2019


SOUTHLAND REGIONAL ASSOCIATION OF REALTORS® “The Voice of the San Fernando & Santa Clarita Valley” Your REALTOR® Association Bringing Benefits & Services to Members. | 7232 Balboa Blvd. Lake Balboa, CA, 91406 | 818-786-2110





1,500 + FAMILIES

WHO WE ARE Established in 2011, the USA Homeownership Foundation, Inc. DBA Veterans Association of Real Estate Professionals (VAREP), is a nonprofit 501(c)(3) organization dedicated to increasing sustainable homeownership, financial-literacy education, VA loan awareness, and economic opportunity for the active-military and veteran communities.



UPCOMING LOCAL VAREP EVENT VAREP Orange County - Golf Tournament September 14, 2018 Tustin Ranch Golf Course 12442 Tustin Ranch Rd, Tustin, CA 92782


WHO CAN JOIN? Any individual regardless if you have served or not. VAREP and its members represent and work within all sectors of the real estate, housing and financial services industries... WE WANT YOU!

VAREP San Bernardino - Veterans Housing Summit Saturday · September 22, 2018 Check In 8:00AM Event 9:00AM - 2:00PM Ontario Chamber Of Commerce Education Training Room 3200 Inland Empire Blvd., Ste 130 Ontario, CA 91764 VAREP San Diego - Golf Tournament September 26, 2018 Riverwalk Golf Club 1150 Fashion Valley Road · San Diego CA 92108 View the full VAREP Events Calendar at: | w w w .VAR EP. n e t | 951-444-7363 VAREP IS A 501.C.3 NON-PROFIT ORGANIZATION AND YOUR CONTRIBUTION IS TAX DEDUCTIBLE. USA HOMEOWNERSHIP DBA VETERANS ASSOCIATION OF REAL ESTATE PROFESSIONALS TAX ID: 45-2458485


Nomination Form Nominate a fellow REALTORÂŽ to be featured in one of our feature stories; on the cover as Executive Agent of the Month, or as a special feature story. All candidates must be nominated by a real estate professional. The selection process includes a questionnaire, personal interview, reference check and final approval by the Advisory Council. Candidates are evaluated based upon professionalism, length of service and uniqueness of story, as well as industry and community involvement.

I Nominate: Name_______________________________ Company___________________________ Address____________________________ _____________________________________ City, State, Zip_____________________ _____________________________________ Phone______________________________ Email_______________________________ Submitted By: Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Tel: 949.297.8323

Name_______________________________ Company___________________________ Phone______________________________ Email_______________________________


Cover Story

Catalina Serrano Executive Agent of the Month

ExecutiveAgent Magazine

Catalina Serrano “Helping Families Become Homeowners” Written by H. K. Wilson - Ian Wiant Photographer


atalina Serrano, award-winning broker/associate at Berkshire Hathaway HomeServices in Riverside, has been helping families find their way home for nearly 20 years. Originally from Mexico, Catalina earned her bachelor’s degree in business administration from the National Polytechnic Institute of Mexico, and after a successful first career in her home country, she immigrated to the U.S. Catalina developed an interest in real estate after visiting open houses in California, and she decided to make real estate her new career. Nearly two decades later, she says

she loves real estate today just as much as she did in the beginning. “I love working with people and listening to what they want. It’s not about me. They’re the boss, and I work for them. I’m always thankful to my clients that they trust me to help them.” Two more licensed agents make up Catalina’s team and share her uncompromising commitment to client service: Lupe Rebollo, and Catalina’s sister, Cristina Campuzano Serrano, who has been working alongside her for the past 15 years.

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LUPE REBOLLO, CATALINA SERRANO AND CRISTINA CAMPUZANO SERRANO Catalina is a passionate advocate for members of the Hispanic community who want to become homeowners. “I see that sometimes Hispanic people are taken advantage of when they are buying a home, and I hate that. Also, you have to understand the culture — not just the language — to know what is important to someone. I’m not just here to sell your property. It’s more than that to me. I want to know why someone is buying or selling and what their goals are after this transaction. That way I can help them make the best decision possible.”

Because the best interests of her clients are paramount, Catalina emphasizes communication and is always available when her clients need her. “I always listen to my clients, and I respond if they call me, no matter what time of the day or night. If I am working for them, I try to do whatever is most convenient for them. I will come to their house for a meeting or to do paperwork. I am committed to them and treat them with respect. I think they feel that.”

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To demonstrate, Catalina received a client referral from one of her mortgage lending partners. The client was a disabled lady who was looking for a house under $150,000, and other agents who had worked with her failed to take her seriously as a buyer. “We went to see a lot of houses,” Catalina explained. “I told her, ‘We are not in a hurry. We have to find the right house for you.’ At the end, the person who referred me told me how much the client appreciated working with me because she said I treated her like she was buying a million-dollar house.” It is no surprise that the vast majority of Catalina’s

business comes from referral and repeat clients. Many clients have taken the time to express their gratitude for Catalina’s service by means of their glowing client reviews on Zillow. A recent seller in Moreno Valley said: “Catalina is a seasoned professional who always puts her clients first. She will go above and beyond to find you the home of your dreams and will have your home sold before you can blink. My house was sold within three hours of a very full open house she orchestrated. You will not be disappointed.”

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A client who has returned to Catalina for multiple transactions explained why: “Catalina made looking for a home very comfortable and easy for my family. She took time to get to know my family and what we were looking for. Not only did she help my family buy a home, she’s assisted us in investment homes and rentals. She’s professional, loving and an honest person, not once have we felt cheated or lied to. I’ve recommended her to my friends and will definitely use her services in the future!” Catalina says that throughout her life, she has taken inspiration from her mother, Honoria Silva. Honoria lost her husband at a young age and went on to raise their eight children alone. Catalina and four of her siblings went to a university, and all are successful individuals. “When I started in real estate, she told me to always tell the truth

and call someone immediately if something goes wrong. The way I was raised is definitely an advantage in my business. I am grateful to her for my integrity and work ethic.” After helping so many families achieve the American Dream, Catalina now has the joy of helping the next generation become homeowners. For her, clients are like extended family, and she loves being part of their celebrations and milestones. “I feel with all my heart the respect I have for them. It’s very important to me to do what is best for them.”

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Catalina Serrano Berkshire Hathaway HomeServices 6349 Riverside Ave., Riverside, CA 92506 Tel: 951-966-9011 - Email: Web: DRE # 01281234 ExecutiveAgent Magazine

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1500 Quail Street 3rd Floor • Newport Beach • CA 92660 Office phone: 714.289.3300 or 877.888.2842 • • • © 2018 Ticor Title Company


he topic of leadership has been and continues to be one of the most vital topics in human history. From ancient civilizations to modern day multi-national corporations, men and women of passion, fervor and zeal have sought to discover the secrets of moving others beyond the gray of their mundane reality to the rich array of colors that embody the palate of the extraordinary life. Every organization or collection of people, from large to small, requires ardent and skilled leaders. It has been said that everything rises and falls on leadership, and it is true. Every group, families, cities, churches, associations and yes, even nations, fulfills its purposes and potential based on the leadership it is shown. As leaders we are given the charge, responsibility, and the privilege to see grand visions, to dream lofty dreams, to forge new ground, and to challenge and encourage those who would follow our leadership to ascend the heights with us. We beckon them to come. We implore them. All for their own good. This is to lead them toward their possibilities. Be assured that there will be a leader of every group. There will be those who influence others, even if you don’t. There may even be unscrupulous people who use their abilities to lead others astray. The quote “All it takes for evil to prevail is for the good man to do nothing”, remains true today, as it has through the annals of time. This is the compelling motive for you to rise up and lead the way for others.

Our nations depend on it. People will follow you for two reasons: They follow you because of your character, for who you are. They also follow you for your skills, for what you can do. Make it your every effort to impart skillful and honorable leadership for them that would look to you for your wisdom, your guidance and your belief in the promise of the human spirit. Someone will lead. Will it be you? If not you, then who will lead? If you will not lead now, then when? Today, more than ever, you are needed. Your strong character is needed. Your finely honed skills are needed. I know you will rise to the challenge. Lead boldly. Lead with faith. Lead others to the pinnacle of the human existence. This is the highest calling and the reward is of the utmost kind. Chris Widener is the President of Made For Success. He teaches leaders how to become Extraordinary Leaders. Chris’ speaking and consulting services have challenged the best to become optimists, to pursue excellence relentlessly, and to dream big dreams. Copyright© 2001, Chris Widener. All rights reserved. For information about Chris’ speaking and consulting services, please contact the Frog Pond Group at 800-704-FROG (3764) or email; http://www.frogpondgroup. com.

Our families depend on it. Our community groups depend on it.


ExecutiveAgent Magazine

The Challenge ....To Lead

Written By Chris Widener ExecutiveAgent Magazine


Join a world-class slate of CEOs, celebrities, economists, educators, entrepreneurs, journalists and politicians and be part of America’s new mainstream.


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Membership requirements apply. NMLS (Nationwide Mortgage Lending Service) ID: 407870. Information in this flyer is intended for Real Estate and Mortgage Professionals only and not intended for consumer use as defined by Section 1026.2 of Regulation Z, which implements the Truth-In-Lending Act. Any expressed underwriting guidelines are subject to change without notice and are subject to Kinecta Federal Credit Union guidelines and all applicable federal and state rules and regulations. 1 Minimum credit line is $20,000. Maximum credit line is $500,000. 10-year draw period followed by a 20-year repayment period. Homeowner’s property insurance is required. Flood insurance may be required. Credit line together with any other mortgage(s) cannot exceed 85% of the property value on 1-unit owner-occupied properties. Non-owner occupied properties are not eligible. Line of credit requests over $250,000 require appraisal. Applicable appraisal fees may vary and range between $450-$650. Consult your tax advisor regarding deductibility of interest and charges. Terms and conditions are subject to change without notice. All loans are subject to credit approval. 23023SB-04/19

Doing the Remarkable


hen it comes to meeting and conquering the negativity in your life, here is a key question: what can you do, starting today, that will make a difference? What can you do during economic chaos? What can you do when everything has gone wrong? What can you do when you’ve run out of money, when you don’t feel well and it’s all gone sour? What can you do? I came across Don Miguel Ruiz, The Four Agreements the other day and it strongly resonated with this desire to pare back; to simplify; to become more real as a participant in this world and begin operating in a more authentic way. Let me give you the broad answer first. You can do the most remarkable things, no matter what happens. People can do incredible things, unbelievable things, despite the most impossible or disastrous circumstances. Here is why humans can do remarkable things: because they are remarkable. Humans are different than any other creation. When a dog starts with weeds, he winds up with weeds. And the reason is because he’s a dog. But that’s not true with human beings. Humans can turn weeds into gardens. Humans can turn nothing into something, pennies into fortune, and disaster into success. And the reason they can do such remarkable things is because they are remarkable. Try reaching down inside of yourself; you’ll come up


with some more of those remarkable human gifts. They’re there, waiting to be discovered and employed. With those gifts, you can change anything for yourself that you wish to change. And I challenge you to do that because you can change. If you don’t like how something is going for you, change it. If something isn’t enough, change it. If something doesn’t suit you; change it. If something doesn’t please you, change it. You don’t ever have to be the same after today. If you don’t like your present address change it — you’re not a tree! If there is one thing to get excited about, it’s your ability to make yourself do the necessary things, to get a desired result, to turn the negative into success. That’s true excitement. Jim Rohn knows the secrets of success - in business and in life. He has devoted his life to a study of the fundamentals of human behavior and personal motivation that affect professional performance. He can awaken the unlimited power of achievement within you! Reproduced with permission from the Jim Rohn Weekly E-zine. Copyright© 2006, Jim Rohn. All right reserved. For information about Jim’s keynote presentations and seminars, contact the FrogPond at 800.704.FROG(3764) or email susie@

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Pa-ZIG-ative Thinking


eople who are doing better than good will be sensitive to the needs of others and do the little things that make a big difference.

Sometimes little things can make a big difference. One morning at IHOP, one of the places at which the Redhead and I periodically enjoy a late breakfast, we were served by a lady from India who was pleasant and effective. A brief conversation revealed that her husband was a medical intern and as we enjoyed our visit together we experienced a delightful breakfast. There was then a moment when the Redhead excused herself from the table. The waitress brought me the check. I signed it and included a $10 tip. The cost of breakfast was less than the tip. When the waitress returned from the cashier, I was seated in quiet contemplation. She approached me from behind, leaned over and gave me a brief kiss on the cheek, saying, “Thank you, Sir! Thank you so much!” I was delightfully surprised. Then it dawned on me that for me the $10 amounted to a simple “thank you.” For her it might have meant the meeting of an obligation. I always tip at least $10, regardless of whether the bill is less than that. The reason is because each of my three daughters served as waitresses while they were in school, and I well remember how thrilled they were when they received a $10 or, in some cases, a larger tip.


Sometimes when we have abundance, when we’ve been financially blessed, we neglect to value the feelings and needs of others. That little incident, which lasted only a brief moment, made a lasting impression on me—which leads to a very important point. A little kindness, a little thoughtfulness, a little compassion, can really impact the life of another person. And it takes so little time and involves such a small investment. Yet real joy can be the outcome. Little things do make a big difference. Today I hope you will have an opportunity to say a word of encouragement, to give an extra big smile, to use a more enthusiastic tone of voice, or anything else that will give just a word of hope. The reality is, we never know but that the other person might be in the depths of despair, and a simple act of kindness could well literally be a lifesaver. In addition, it involves joy on the part of the gifter. Joy is what you experience when you do something for someone else, someone who cannot reciprocate your kindness. Think about it. Give it a shot today—and tomorrow, too! Zig Ziglar is a beloved author and America’s motivator. He is the author of 25 books and offers training and consulting to organizations all across the globe. To learn more about Zig and his business visit his website at

ExecutiveAgent Magazine

Written By Zig Ziglar

ExecutiveAgent Magazine


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