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EXECUTIVEAGENT E x e c u t i v e


Ag e n t

Executive Agent of the Month M a g a z i n e

Curtis Rodriguez

I n l a n d

E m p i r e

E d i t i o n

A u g u s t,

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August, 2020


Sales Tip – The Correct Enthusiasm -Bob Burgtiating Like a Pro -Steve Cook



38 The Value of Intuitive Insights -John Harricharanotiating Like a Pro -Steve Cook

Fred Arrias



EDITOR Trudy Vanderhoff

Teaming With Success -Craig Harrisonegotiating Like a Pro -Steve Cook


46 How to Stand Out From the Competition -Richard JanesNegotiating Like a Pro -Steve Cook

The Importance of Having a Sense of Purpose -Mehmet Oz-Michael Roizen egotiating Like a Pro -Steve Cook

CONTRIBUTING WRITERS Herbert Clark Charlene Gates John Harris Chris Richards Ronald Taylor Crystal Widen


PHOTOGRAPHY iPhotography Studio Michelle Fairless Photography


EXECUTIVE AGENT MAGAZINE PO Box 73384 San Clemente, CA 92673 Ph: (949) 297-8323 Fax: (949) 266-8757 Fred@ExecutiveAgentMagazine.com www.ExecutiveAgentMagazine.com

Living The Dream -Walter Sanfordgotiating Like a Pro -Steve Cook

48 Can You Afford to Take a Break? -Dirk ZellerNegotiating Like a Pro -Steve Cook



© Copyright 2020 Executive Agent Magazine. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Although every precaution is taken to ensure accuracy of published materials, Executive Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

ExecutiveAgent Magazine


Cover Story

Curtis Rodriguez Executive Agent of the Month Top-producing RealtorÂŽ Curtis Rodriguez at HomeSmart Evergreen Realty in Irvine has helped hundreds of people buy and sell real estate to their best advantage, whether they are first-time homeowners, move-up buyers or seasoned investors.


Lyndi DeLisio Young ServiceLink If you’re looking for time-proven, financially stable industry partner who can offer an array of services and technology, ServiceLink is it. Part of the Fidelity National Financial family of companies, ServiceLink delivers integrated technology, data and analytics to mortgage lenders and servicers.

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Crystal Unrue First Team Real Estate The magic of Crystal Unrue’s relationship-based practice at First Team Real Estate in Yorba Linda can be summed up in a single word: communication. She knows that meaningful communication requires more than a mere interchange of ideas.

15 Javier Brito loanDepot After graduating with a Bachelor of Laws in civil law from Universidad Nacional Autónoma de México (UNAM) and beginning his career as a public defender in Mexico City, Javier Brito traveled to Southern California to visit his two brothers.


40 Ian Wiant iPhotography Studio For a portrait photographer, getting the perfect shot is a bit like panning for gold. From lighting and shadows to hair and makeup, everything must come together in a moment of perfect harmony to tell the desired story.

34 ExecutiveAgent Magazine


How to Stand Out From the Competition


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ow do you stand out from the competition?

There are 7.6 billion people on the planet, and there’s one thing that brings us all together: the fact that we’re all totally and utterly unique. We just have to embrace our uniqueness. No matter what you do, if you want to stand out from the competition, the key is to look back on your past, because your past is the key to your differentiator. Look at what has happened in your past and your story, so that you can get to your soul and you can get to your own journey, because no one else has ever walked in your shoes. Once you can get clarity on that, a little light bulb will go off where you can see how that links to what you do. Once you see how that links to what you do, you can start introducing that to your career. You may initially look at it and say, “But I love family and yet I’m in real estate”—so start talking about family

within real estate. Or you might say, “I’m a dentist and I love jazz”—so start talking about jazz within your dentistry, because there are people who will connect with that. We don’t connect with brands, we connect with other people: their heart, their soul, what makes them unique, and their life story. So get clarity on your life story. Embrace it; successes, failures, the hurts and all, because all of this is what makes you human. If you want to stand out from the crowd, if you want to differentiate yourself from the competition, then get clarity on what makes you unique, no matter what that is, and start putting that out there. Once you do this, I bet you’ll start seeing some results. -Written by Richard Janes

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You’re accountable for improving the customer experience. We help ease the pressure. ServiceLink delivers the expertise and tech-enabled services you need to continually improve business outcomes and exceed customer expectations. With expanding opportunities and competitive pressures, you need strategic partnership that moves at your pace, national coverage, bank-level information security, and the ability to scale during high-demand cycles. This is what our clients value most, thanks to 50 years of client-focused innovation. Our EXOS platform connects best-in-class real estate lending services and industry-leading technology. The end result is a breakthrough consumer digital experience and improved operational efficiency.

Title | Close | Valuations | Flood | Loss Mitigation


Property Preservation | Servicer Reporting | Auction





Lyndi DeLisio Young Serv i c e L i n k Written by H. K. Wilson



f you’re looking for time-proven, financially stable industry partner who can offer an array of services and technology, ServiceLink is it. Part of the Fidelity National Financial family of companies, ServiceLink delivers integrated technology, data and analytics to mortgage lenders and servicers. Loan originators look to ServiceLink for seamless valuation, title and closing, and flood services applications that streamline the closing process and help them deliver a superior client experience. Lyndi DeLisio Young is a ServiceLink national sales executive based in Irvine. A native of Pennsylvania where ServiceLink is headquartered, Lyndi was no stranger to the real estate sector when she began working for the company in 2014. Equipped with an MBA in marketing, Lyndi was previously the director of marketing for both a construction management firm and a mortgage company, as well as a loan originator. With these multiple perspectives, she understood the complexities of the closing process and the foremost

concerns of industry professionals and their clients. Lyndi relocated to Southern California shortly after joining ServiceLink, and from here, she enjoys traveling around the country and meeting with clients to help them optimize ServiceLink’s suite of services.

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“My job is to sell title and settlement services along with appraisal management services on a nationwide scale by primarily partnering with big, centralized mortgage lenders as well as working with their brick and mortar retail branches. For example, at loanDepot I work in their call center and in their retail spaces so their branches are afforded the same benefits of what a big, centralized operation can offer. Our direct integration with loanDepot makes it so easy to place orders and get fees from us. ServiceLink is able to underwrite for the Fidelity National Financial family of underwriters, but primarily writes on National Title Insurance of New York. We offer competitive pricing with quick turn times and technology that a local shop can’t provide.” ServiceLink is truly a one-stop shop, with technology that grants lenders the ease of digitally managing many key transactional processes — from pulling title, to ordering appraisal, all the way through

to the signing table. Lyndi explains, “We get about 75% of our loans through the expedited digital title path. The rest may have to go the standard path if they are more complicated. Our system gives loan officers an upfront look at title before it’s even completed. When loan officers place an order, it shoots back a decision in seconds and alerts them whether title will be expedited or standard. You’ll know if it will take less than eight or three to five days for the title to clear. Then your loan underwriter can swim lane those loans and for expedited processing in the pipeline.” Online closings have long been available through the ServiceLink platform, and the recent pandemic has greatly increased the feature’s popularity. “We offer all sorts of hybrid options. I don’t think this will fade away once we’re back to normal. People are taking a look at preparing for the future and moving toward what future generations want.”

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SERVICE. SAVVY. STABILITY. Loan officers and borrowers can instantly click and schedule closings through ServiceLink’s digital scheduling app, which works much like ride-sharing or restaurant reservation apps. While ServiceLink takes pride in leading the digitization of the mortgage settlement process, it leaves no loan officer or borrower behind. “If somebody doesn’t feel comfortable using the technology, that’s fine. They can always do the standard title path. That’s not ever going away. But they now have a digital option. The benefit of working with ServiceLink is that the technology is an enhancement that is included as part of our product offering. As a result of these processes, we have the ability to offer centralized rate structures and pricing that can’t typically be offered by local market providers.” And you don’t have to be an industry giant to get the benefits. “Smaller companies may not have the

same direct integration, but we have many customized options for them, and they can still use our technology and benefit from our pricing structure.” In her free time, Lyndi says that yoga helps her to balance mind, body and spirt with the demands of work and travel. She and her husband, Ryan, love the SoCal lifestyle and enjoy cycling and boating. A lifelong animal lover and activist, Lyndi is pet mom to her “dog child, Malibu,” a miniature, red-haired poodle. ServiceLink’s technology is unrivaled in the industry, and Lyndi makes it even more accessible by working as a persistent and knowledgeable client advocate. “I am there as a partner in any state or county nationwide. I will be your biggest voice and always a direct point of contact for any who wants to partner with us.”

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Lyndi DeLisio Young ServiceLink 250 Commerce Irvine, CA 92602 Tel: 412-520-5212 Lyndi.delisio@svclnk.com https://www.svclnk.com ExecutiveAgent Magazine










• Green Fee • Cart Fee • Range Balls




• Longest Drive Contest • Awards Mixer


• Putting Contest • Raffle Prizes • 2 Mulligans • Scratcher Game • Straight Drive Contest




Crystal Unrue Building Relationships that Last a Lifetime Written by H. K. Wilson


he magic of Crystal Unrue’s relationshipbased practice at First Team Real Estate in Yorba Linda can be summed up in a single word: communication. She knows that meaningful communication requires more than a mere interchange of ideas. From first contact to closing, Crystal strives to understand her clients’ needs, while ensuring that they comprehend the many processes and actions that a transaction will entail. Communication is also the vehicle for resolving challenges and achieving win-win negotiations. As a result, she is able to deliver a seamless real estate experience, while forming bonds that endure long after the close of escrow.

The story of a recent first-time homebuyer demonstrates well the power of Crystal’s approach to real estate. “The client initially reached out to me on social media and said they were looking to purchase a home,” she says. “We looked at several homes and put out several offers. They fell in love with one in particular, and we didn’t end up getting it. I always tell my clients that if it doesn’t work out, it’s not meant to be. You may not see it now, but when you find another home, you will tell me, ‘Crystal, you were so right.’ And that’s exactly what happened. They found a house that was the perfect fit. We had some issues through the close of escrow, but were able to work through it and get them the home they were meant to have.”

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The client described his experience this way: “My wife and I can’t speak highly enough of our experience with Crystal Unrue. We were first-time homebuyers with very little knowledge about how to find the right place. As our Realtor®, Crystal helped us find the right house in the right neighborhood for the right price. She was always on our side, working to make our house purchase as simple and successful as possible. Crystal was extremely responsive and had great suggestions for homes to view based on what we were looking for. All throughout the negotiations and closing, she was there to quickly handle any issues/questions that may have risen (even after we closed). The best part about working with Crystal was that she was always more focused on answering our questions, giving us good advice, and finding homes that met our needs than she was on closing a deal. We now consider Crystal a friend and would highly recommend her to anyone that

is searching for a new home. If the time ever comes when we will be looking for a new home, there isn’t any question on who my Realtor® will be!” Shortly after moving into their new home, this family announced on social media that they were expecting another baby. “I remember them talking about the fact that they had a baby girl and wanted to extend their family,” Crystal says. “It was always a topic of conversation as we searched for homes. When I read their news, right away I went online, ordered a baby gift and had it shipped to them. Those kinds of things are huge to me. As much as my clients express their appreciation in their reviews, I feel the same about them, and their referrals are the greatest compliment I could receive. I feel I’m already going in with a good rapport when I’m working with someone referred by a client who appreciated the way I did business.”

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Crystal is also intentional about the way she communicates with the public. She places a high priority on marketing, and during this time of social distancing, her marketing investment is especially important, as buyers rely more than ever upon the internet to preview homes. She works exclusively with award-winning photographer Mike Dew and his team to create eye-catching images of her listings. “The quality of photography makes a real difference in marketing, especially with higher priced homes. I also pay extra for social media marketing to get more exposure than just the syndicated real estate websites. And since statistics show that most people would rather watch a video than look at pictures, I also provide video and aerial drone footage for the homes I sell. Mike has an eye for the things that matter in a property. He’s an essential part of my team.” Although the world has changed in many ways since the onset of COVID-19, Crystal continues to reach out and maintain connection with her past and current clients. “I prefer to have faceto-face meetings, but in the current environment, I’m doing a lot of phone calls. I may not be able to meet someone for lunch or coffee, but still a phone call might turn someone else’s day around.” Outside of real estate, Crystal is a busy wife and mom to husband, Garrett, and their children, Kelsey and Bradley. Working out six days a week helps her maintain the energy and positive outlook that she brings to her real estate practice. In every transaction, Crystal’s goal is to smooth the way for her clients so they can buy or sell a home with minimum stress and maximum satisfaction. “I’m here for my clients 100 percent. If anything comes up in escrow, I will make sure that we still have a successful transaction. It’s important for me to make sure I take on most of the stress for my clients so they don’t have to. I’m not just in it to make a sale. I enjoy my job, and I want to carry every relationship forward into the future.” ExecutiveAgent Magazine

Crystal Unrue First Team Real Estate 18180 Yorba Linda Blvd. #501, Yorba Linda, CA 92886 Tel: 909.373.6073 - Email: crystalsellssocal@gmail.com Web: www.crystalunrue.firstteam.com - DRE #02031370 ExecutiveAgent Magazine

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.


TO NOMINATE? I Nominate: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Submitted By: Name____________________________________________________________________ Company________________________________________________________________ Phone___________________________________________________________________ Email____________________________________________________________________ Fax/Email nomination to: Executive Agent Magazine PO Box 73384 San Clemente, CA 92673 Fax: 949.266.8757 Email: Fred@ExecutiveAgentMagazine.com Tel: 949.297.8323

Can You Afford to Take a Break?


ummer days may be giving you the temptation to squeeze in more half days, longer breaks, and lengthy vacations. But how about your work? Here’s how to stay focused.

You might think that one more day won’t hurt, but that’s exactly why you are where you are currently. The most important moment is now; the moment to change the outcome is now.

As the summer heats up, vacations become more frequent for clients, prospects, and you. It becomes easy to fall into a complacent attitude toward work.

You can’t afford to add to the problem so, sorry, you can’t afford the day off. Accept that a day off to recharge is sometimes needed. We all need time off, and we all deserve time off. As real estate pros, we tend to make ourselves available to our clients and prospects 24-7. But we can burn out quickly if we don’t take time off regularly. Sometimes we need to let ourselves take that day off. But make it count. When was the last time you took a whole day off where you shut off your cell phone and didn’t answer it? When were you not “on call” or interrupted when you were with your family?

But when you feel the pull of the beach or the golf course on a day you know you should work, here are a few ways to get back on track. Review your goals for the year. If you’ve noticed that you’ve been making days off too much of a habit lately, you might need to evaluate how in step you’ve been with your sales goals lately. Can you really afford to take the day off today? In other words, have you earned the right by your previous actions up until today through disciplined effort to take the day off? Have you reached your goal for the year? Are you tracking toward your goal? Have you taken the number of listings you need for the year? Do you have the number of transactions pending and closed that you need? When I am coaching a client, I’m most concerned about the number of listings compared to the goal, as well as the quality of the listing in terms of pricing and the pipeline of pendings the client has currently. If the client is a little behind in production but the pending pipeline is strong, as well as the pipeline of inventory, I’m confident they will catch up to their goal. So ask yourself: Where are you at right now? Consider how consistent you’ve been in your prospecting, lead followup, and lead generation calls in the last 30 days. If you’ve been consistent in hitting the phones and making face-to-face appointments in the last 30 days, you won’t be slowed in your momentum or break your established habit with one day away. However, if you’ve been erratic in these efforts, you might want to rethink that day off. One day off may only add to the problem that already exists: inconsistent effort and results. 20

Maybe today needs to be that day. For most real estate professionals, we have too many of what I call “half days.” These are days where we are half in and half out of the game. We are half at work and half at home. I think we kid ourselves when we do this, and actually spend most of the time in the land of neither. The secret to success is to be all in at all times. If you decide to be at work, be all there. If you decide to take the day off, be all there as well. So if the beach is calling and you’ve earned it, go enjoy what you earned without guilt! Dirk Zeller, President of Real Estate Champions, is recognized as the premier coach for the real estate industry. He has developed a system thattakes “regular” agents and “regular” managers and transforms them into “top gun” agents and managers. Dirk’s coaching systems are built around his incredible success in the 90’s as one of the top agents in all of North America. He closed over 150 transactions annually while working Monday through Thursday and taking Friday, Saturday & Sunday off. Copyright© 2000-2001, Dirk Zeller. All rights reserved. To contact Dirk about his availability to speak to your group, please call the Frog Pond Group at 800-704-FROG (3764) or email susie

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Lyndi DeLisio Young The Value of Intuitive Insights


t was not too long ago that all we knew of successful business persons was that they worked hard, were very bright and efficient. Hardly did anyone use the words “intuition” and “business” in the same conversation. Gut feelings and marketing seemed to be worlds apart with the divine injunction that “never the twain shall meet.” Yet, most recent studies are showing that perhaps we’ve been missing something. Some of the most successful persons of all times have relied extensively on the intuitive nature of their being. Conrad Hilton, the founder of the Hilton chain of hotels claimed that he used his intuition to decide where and when to buy or build a hotel. Thomas Alva Edison, one of the greatest inventors of all times, would listen to his inner voice and produce more and better inventions. Today, there is an explosion of interest in the “mystical” area where everyone seems to be looking for ways and means to sharpen his or her intuition. Even with our economy booming, many are seeking to gain more control over their financial future. And yet, within all of us is the ability to stand aside from the mundane, everyday grind and to look at things in a different light. It is important to realize that your job or business is a true reflection of your internal condition— an indication of where your mind is. To change things in your workplace, you must first start by changing things within yourself. Simple as this may appear, however, it is still a very difficult thing to do. It is not easy to break away from the hypnotic trance of everyday things and to make yourself stand aside for a short while. But if you were to practice this art of standing aside and “standing still” for a short time each day, you would find new insights into the way the world works. This will then make it easy for you to adjust and influence the outcome of business situations. Many years ago, I knew a young, insurance salesman. He worked hard but was always enthusiastic. Few things seemed to depress him, yet, I was sure that he had his share of rejections in his business. One day, I asked him what kept him going when things seemed bleak. He looked at me and with a twinkling in his eyes replied, “John, I use my failures as learning experiences. I have


a vision– a goal, if you will. I will one day be a wealthy man. There is a spirit within me that shows me the way to my goal. To hear its voice, all I have to do is spend some time with myself. In quietness I find my strength and my answers.” Today, that insurance man is a multi-millionaire and the owner of several extremely successful businesses. He credits his success to the art of listening to his inner voice. This inner voice is within all of us and it whispers ever so gently. When we are surrounded by the noise of everyday problems, we tend not to hear the voice. Within us are all the answers to our problems. The questions are what we have not yet figured. Business success increases dramatically when we still the inner nature of our being. It is then that we hear more clearly the directions being given us. Our intuition becomes sharpened and our feeling nature, if we trust it, would lead us in the paths of peace and gain. Intuition is a “gift of the gods,” so to say. We all were born with it. It is a means of receiving information and guidance through other than the physical senses. Logic and the intellect should work hand in hand and not against each other. To develop and use this faculty successfully, one should practice and trust the inner feelings. “Intuition in business,” is the wave of the future. Many businesses, both large and small, have started using intuitive consultants to assist them in achieving success. Combine your intuitive nature with your logical thinking. Like everything else, it will take practice. Keep practicing and trust yourself and soon you will notice a whole new world of success opening up to you. John Harricharan is an award-winning author, speaker and the creator of the ground-breaking “PowerPause” system for success. He has shared the lecture platform with such well-known speakers as Deepak Chopra, Elisabeth Kubler-Ross, Og Mandino, Eric Butterworth, C. Everett Koop and others. To learn more about the “PowerPause” and see why critics are raving about it click here.

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Know of a Realtor doing amazing things? NOMINATE them to be our next

Executive Agent of the Month

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Curtis Rodriguez Executive Agent of the Month

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Curtis Rodriguez Putting People First Written by H. K. Wilson - Photography by Ian Wiant


op-producing Realtor® Curtis Rodriguez at HomeSmart Evergreen Realty in Irvine has helped hundreds of people buy and sell real estate to their best advantage, whether they are first-time homeowners, move-up buyers or seasoned investors. “I’ve never been transaction-minded,” he says. “My motto is putting people first. I hear what someone’s needs and goals are, and whether it’s months or years out, I want to do what’s best for them and their family. Putting people first means you don’t get to walk away.”

everybody, so I’ve allocated work to others to allow me to do that. Michelle focuses on growing our business and overseeing transactions that come through Zillow and Homes for Heroes. Sarah works primarily with our Credit Union Partners and is also my executive assistant. Andrea is a showing agent who is always available to open a door for a client or to be there for inspections when I have another appointment.”

During his 15-plus years in real estate, Curtis has created a dedicated support team united by Christian values and a heart for people. “I took the principles found in the Bible and applied them to work. I want to be face-to-face with

1. Protecting clients and their assets. 2. Educating clients about every facet of a transaction. 3. Helping clients make the best decisions for themselves and their families.

Together, Curtis and his team focus on three priorities:

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“It all comes down to being honest and not pushing anyone into anything,” Curtis says. “I give people a ton of information. If it’s their first time buying or selling a house or their tenth, I insist on sitting down with them to make sure they know everything they should

have been taught. People always say they’re glad we met and that they heard things no one has ever told them before. I always want to educate them, since that helps to protect them and helps them to make informed decisions.”

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Curtis’s numerous five-star client reviews demonstrate that his service philosophy yields positive results for his clients. A recent buyer shared this about their experience: “Curtis helped my wife and I buy our very first home. He showed us many many homes that fit our very specific needs/wants/budget. He is a very active Realtor® with a full team of like-minded professional assistants. I found him to be very honest and insightful. He helped us write many offers and, once the offer was accepted, he fought to make sure we got everything that was in the contract and to get us the most money back from the seller for repairs and for a great home warranty. He works closely

with SchoolsFirst FCU (our mortgage is with them), and we met him at a workshop hosted by the bank. We both highly recommend his services to anyone needing a great Realtor®/team.” When representing sellers, Curtis goes above and beyond with high-end marketing that includes virtual tours and aerial drone footage. “It doesn’t matter the price of the house,” he says. “I don’t believe that a million-dollar home should get different service than a $100,000 condo. I bring the same VIP service experience and marketing to every client I work with.”

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A client who both sold and bought a home with Curtis said this: “Curtis Rodriguez is the consummate professional. From day one, he provided info to us, from his perspective as a Realtor®, on the housing market, how he prefers to price the property for sale (nailed it!), how to approach the purchase of the new property, our rights as sellers and buyers, etc. He covered the whole selling/buying gambit and more. His entire team is professional, courteous, always available and timely. If you want the best, Curtis and his team are top notch.” Curtis and his wife Nicole recently celebrated their 17year anniversary, and they have two sons, Elijah and Luke. “She is the epitome of all the things 1 Corinthians says love is. I’m grateful for God bringing her into my life.” Real estate has allowed Curtis and Nicole to achieve the

family life they envisioned in the beginning, one in which Nicole can be at home with their boys and where they have the daily flexibility to prioritize time together as a family. People who choose to work with Curtis find that he is a caring, down-to-earth professional who stands by his word. “I have enough compassion for people to be honest with them,” he says. “A home is generally a family’s most expensive asset, and I want to make the process of buying or selling easy for them. If they see what they want, I’ll take care of the rest. They can be confident that I know what needs to be done, and I want to get it done.”

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CURTIS RODRIGUEZ HOMESMART EVERGREEN REALTY 9901 Irvine Center Drive, Irvine, CA 92618 Tel: 714-270-5511 - Email: Curtis@curtisrodriguez.realtor Web: www.CurtisRodriguez.realtor - DRE # 01716051 ExecutiveAgent Magazine

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or a portrait photographer, getting the perfect shot is a bit like panning for gold. From lighting and shadows to hair and makeup, everything must come together in a moment of perfect harmony to tell the desired story. Ian Wiant lives for these moments

Born into an artistic family, Ian has been chasing the perfect shot seemingly all his life. But in 1998, after starting work at the Walt Disney Co., he met his wife Mary – also a photographer. “It was then I got serious about my work,” he says. “In our spare time we would work on our passion for photography, sharpening our technique and learning new skills.” They expanded their style to include weddings, events and architecture. In 2004, they decided to take the leap and open their own photography studio. Building an impressive portfolio of professional headshots and family portraits, the business became quite lucrative – so lucrative that the two were able to open a second, larger location in 2013.

By Shannon Hartsoe - Ian Wiant Photographer

“Though the perfect shot is subjective to a point, there are times when we reach the ‘that’s it’ moment from the client, we know that we have given them what they want,” he says. “Many times, you will look through the lens and know that a shot will be awesome, you can see the expressions on a face, the lighting on the hair, when everything in the frame just clicks and you know you’ve done it.”

And Ian should know

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Ian Wiant ExecutiveAgent Magazine

The Artistic Side of Business Today, iPhotography Studio is a leading Southern California portrait studio, focusing on corporate and personal portraiture as well as architectural photography. The couple’s newest state-of-the-art studio is larger, and allows them to photograph bigger groups and a wider variety of portrait, group and product photography. But in photography, what you offer isn’t nearly as important as how you offer it. And at iPhotography Studio, the difference is in the experience. With excellent customer service built on strong communication, Ian and Mary are able to help guide their clients to the end goal – that perfect “that’s it moment.” Because they’ve worked with such a wide variety of clients – from personal to professional – the duo is able to assist clients through the process by asking the right questions. “We’ve become quite good at reading people and

understanding what they are looking for,” says Ian. “It’s more than lighting, technique and equipment; it’s also personality and taste, too. Everyone is different so every shot will be different and should reflect the uniqueness of the person or the property.” And there’s nothing Ian won’t do to find the perfect shot. “One time I was hired to photograph a surprise wedding proposal. I was hired to take photos of a young man as he was going to propose to his girlfriend on the beach,” he says. “I had to be unnoticeable to the couple, it would have been too obvious if I was to follow them around. So, I brought my family down to the beach and pretended to be a photographer taking a family portrait on the beach. As my family posed for various photos, I was actually shooting past them at the couple on the beach. We were able to capture an amazingly romantic and meaningful moment.”

The Wiant Family

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That’s the kind of customer service his clients have come to expect and one of the reasons iPhotography Studio continues to be one of the most sought after photography studios in the area. Ian and Mary have worked with some of the biggest names in Orange County, including the Orange County Philharmonic, Home and Living Magazine, Arica Design as well as an impressive list of real estate agents and lenders such as Century 21, Wells Fargo, Prudential California Realty, First Team Real Estate and many more. For Ian, passion for great photography just comes naturally, and he says he’s continually inspired by the subjects he photographs.

will turn to us for advice on how to make the shot a better shot – from clothing choices to location choices – and that’s the kind of thing that doesn’t just happen. Our experience enables us to make those kinds of recommendations. I love it when people tell me how easy the process was and how at ease we can make them feel.” Ian Wiant I Photography Studio 2440-G N. Glassell Street Orange, California 92865 Tel: 714-721-5610 Email: Ian@iphotographystudio.com Web: iphotographystudio.com

“I love working with people,” he says. “And I love getting to know them and their style. A lot of times people

ExecutiveAgent Magazine

Sales Tip – The Correct



huge mistake many salespeople make (I’ve caught myself doing this many times), is attempting to persuade our prospect to buy what “we” like without considering what “they” like. Have you ever done that? After all, because ‘I’ think this style looks best, obviously the prospect must, too.” Or, “‘I’ like this financial growth plan better than any of the others.” Maybe even, “Take a look at this widget; it’s got 107 ways that you can blah blah blah, blah blah blah. Isn’t it magnificent!?” Now, please don’t get me wrong. Genuine enthusiasm is very important. It’s a key to successful selling. Sales superstar and bestselling author, Zig Ziglar, even teaches that “The last four letters of ‘enthusiasm’, which are I – A – S – M, stand for ‘I Am Sold Myself’” (you’ll have to imagine his classic accent on your own). Yes, enthusiasm (gentle enthusiasm) is a key to success in sales.

Still, we need to discover what enthuses our prospect even more than what enthuses us. Author, political speechwriter and master persuader Michael Cloud says, “When I go fishing I put worms on the fishhook. I don’t like to eat worms; fish do. So I put on the hook what the fish like instead of what I like.” Great point. So, yes, by all means, be enthusiastic. But first, find out what enthuses your prospect, then simply become enthusiastic about helping your prospect own what he or she wants. Bob Burg speaks on “Endless Referrals” and “Positive Persuasion.” He is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: The Art of Positive Persuasion”, “The Go-Giver“, and “Go-Givers Sell More.” Visit Bob Burg at www.burg.com.

“If people like you, they’ll listen to you, but if they trust you, they’ll do business with you.”


ExecutiveAgent Magazine

ExecutiveAgent Magazine





Written by H. K. Wilson

Javier Brito “If You Can Dream It, You Can Achieve It”


fter graduating with a Bachelor of Laws in civil law from Universidad Nacional Autónoma de México (UNAM) and beginning his career as a public defender in Mexico City, Javier Brito traveled to Southern California to visit his two brothers. Once here, he fell in love — not only with California’s abundant opportunities and unique lifestyle, but with the woman who would become his wife. Javier decided to immigrate and create his own American Dream. Starting out, life was challenging. Javier did not speak English, and he took a job waiting tables at a local NORMS. There, he waited often on a lady who was a Realtor®, and she encouraged Javier to enter the industry. He recalls, “She kept telling me, ‘You need to get into the business.’ One time, she said, ‘You don’t want to be a waiter for the rest of your life.’ I knew that to fulfill my own dreams, I needed to do something else. I decided to give it a try. She took me to her office in Santa Ana, where they were also doing home loans. I’ve been doing home loans since that day.” During his distinguished 20-plus year career, Javier has helped hundreds of families to become homeowners and realize the American Dream. He has achieved top-producer status with some of the industry’s most notable institutions, and today he is a senior loan consultant at loanDepot in Ontario. For many years, Javier has focused on developing a speciality in the area of down payment

assistance programs. Currently, loanDepot offers a program with a FICO as low as 600 and a debt ratio up to 55 percent. “That can mean getting a $250,000 home instead of a $200,000 home and qualifying for a better place. I like helping other Latinos and people coming from all over the place. Often, these programs are their only chance to get into a home. I truly enjoy it when they close and I know I was able to help them reach this goal.”

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Inland Empire Javier says he takes pride in his profession, and he is committed to providing his clients with the best customer service. Javier’s well-trained legal mind and many years of experience are invaluable to clients, especially those with challenging qualifying scenarios. “I never promise something that is not going to happen,” he says, “but I am able to structure loans and help with explanation letters, so that when it goes to the underwriter, we tell the story in the right way. One of the most important things is to put it really well, and I use those skills so that by the time it gets to underwriting, it is basically a done deal.” Making people’s dreams of home ownership come true is a team effort, and Javier says that one of the differentiators at loanDepot is its commitment to delivering loan products and policies that set borrowers up for success. “One of the things I like about loanDepot is that if there is a disagreement about guidelines, I can actually talk to someone about it. Our underwriters even work on Saturdays and Sundays. They have called me on a Saturday at 4:00 p.m. and said, ‘I’m going to start looking at your file. Will you be available if I have any questions?’ It’s the best way because any problems get solved right there. You’re talking to a human being who understands real life situations, not like the big banks that just follow guidelines. A lot of times, they will come back to you and say, ‘Why don’t we do it like this?’ and give me options to get it done. If the loan makes sense, we can usually make the deal happen.”

ners refer him with confidence, knowing that Javier delivers what he promises. “A lot of people will tell you things that are not correct, but when someone deals with me, they are getting someone who knows their job. When they call me with a name and number, I find out as soon as possible if they are someone who is able to qualify. It’s my job to make sure they will become a good prospect and able to buy a home, bottom line. I have lots of leads on my desk, and if it’s not going anywhere, I will determine that right away. Whatever is in my pipeline is something I believe will be funded.” As a professional, Javier is knowledgeable, hardworking and ethical, but it is his positivity that most inspires the people around him. “If you can dream it, you can achieve it,” he says. “You just have to put your mind to it. I’ve seen a lot of people succeed, and they all had one thing in common: they never took their eye off the goal. If someone wants to own a home, it is possible, and I can help them.” Javier Brito, Senior Loan Consultant NMLS # 326350 loanDepot® 3281 E Guasti Rd., Ste. 550 Ontario, CA 91761 Tel: 909.374.1897 jbrito@loandepot.com www.loandepot.com/loan-officers/jbrito

Javier’s business is predominantly made up of referral and repeat clients, and his real estate part-

Rates, terms, and availability of programs are subject to change without notice. loanDepot.com, LLC NMLS ID 174457. Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act CRMLA 4131040.

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ExecutiveAgent Magazine

The Importance of Having a Sense of Purpose Other research has shown exercising with a buddy makes you more likely to lose weight than if you were to go at it alone. Another study showed people who received a daily hug were 32 percent less likely to get sick. If that’s not a reason to go hug your loved ones right now, we don’t know what is! Although it’s important to keep our brains young through work and intellectual stimulation, it’s just as important to have fulfilling relationships and a sense of purpose. Ask yourself about the quality of your relationships, career path and connections. Do you have a purpose? Do you love? Are you loved in return? Assess where you are and what you need to do in order to make improvements. These issues can be deep and complicated, and certainly aren’t easy to solve with one tip or trick. But we do believe you can take small steps to both find your purpose (say by exploring a side passion) and foster connections (like joining a meetup group in your area). Another thing you can do is practice mindfulness— the skill of being present and engaged. It takes work, but it’s worth it. Schedule time into your life to nurture your connections and do the things you love. Whether this means weekly FaceTime calls with your best friend or visiting the local art museum once a month, make sure you schedule time to stop and smell the roses.


n this day and age, we work hard. Really hard. We all hustle in order to make a living. But research has shown stopping to smell the roses—by focusing on our side passions, practicing self-care, and spending time with loved ones—is a crucial element of living a long life. There’s significant research indicating that these so-called “soft” sciences have an effect on our body and behavior. For example, research has shown those who are optimistic and have good overall mental health are less likely to smoke and more likely to both exercise and eat a healthy diet.

When we think about longevity, it can be tempting to ponder things like bionic body parts and hearts that beat with infinite power. But it’s also important to realize that one of the best ways to ensure we live long, fulfilling lives is to have a sense of purpose and surround ourselves with those we love. -Written by Mehmet Oz, Michael Roizen

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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.




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!

1. Homeownership Advocacy – Advocate nationally to develop programs that reduce barriers to homeownership in the military and veteran communities. 2. Community Outreach – Foster responsible homeownership in the military and veteran communities by providing housing education and counseling services. 3. Professional Membership – Provide a place where real estate and financial service professionals can share ideas, get educated, and be empowered to better serve the real estate needs of service members, veterans, and their families. 4. Veteran Job Creation – Provide employment opportunities through posting on our military and veteran job board. We are also working on creating awareness among companies to include veteran-owned businesses in their supplier diversity program. 5. Affordable Housing – Provide affordable home buying opportunities for veterans and service members who have gone through VAREP’s homeownership education counseling services.



ExecutiveAgent Magazine

Teaming With Success


e are surrounded by examples of great, and not-so-great, teamwork. Recently I flew to Los Angeles, visited relatives, took in a parade with floats, bands and street performers, saw a football game and attended an opera. Countless teams made it all possible, whether on stage or back stage, seen or unseen. You too are a part of a variety of teams. How well you work together tells me how successful you are. Are you teaming with success? True teamwork takes time and a willingness to contribute to the greater good of the team, as opposed to only looking out for number one. It begins with a desire to work on behalf of the group. Examine your motives. In successful teams, when the teams win their teammates too reap the rewards. Ineffective teams are often betrayed by selfish team members whose individual goals supersede their team’s goals. Among the hallmarks of effective teams, whether in sales or service environments: • A shared vision of the mission of the team and its goals • Willingness to meld one’s individual talents for the betterment of the team • Clear communication in both directions: between team leader and team members, and amongst members themselves • Ample appreciation of individual differences within one’s team • Recognition and reward of team members for their efforts I have chaired boards of directors, coached basketball teams domestically and internationally, and managed talented and not so talented groups within and beyond high-tech. I know from experience that lines of authority alone do not guarantee dedication, loyalty and a shared sense of team play. Similarly, I have been a member of functional and dysfunctional teams and have seen first-hand that talent alone doesn’t guarantee success. Successful teams are about a coming together of talent, a melding of minds and mindsets, and an ability to focus on the big picture. Team members seek the following: • To be heard • To feel important • To be valued, appreciated and recognized • An opportunity to express individuality

These can all occur on well-led teams, without sacrificing the team spirit. It’s a mistake to believe that the best team leaders treat everyone the same way. Realistically, not everyone wants nor needs to be treated the same way. Whether in sales or service situations, many team members are self-motivated. They are self-starters who want the keys to the car and then ask that you step away from the curb. Other team members want and need reassurance, support and a little hand-holding. Neither is right nor wrong. But each excels when treated the way they most want to be treated. Team leaders should strive to achieve the following: • A clear vision of the team’s goals and objectives that they consistently articulate • Appreciation of who each team member is and how to relate to them: personality, temperament, strengths and weaknesses and style • Cohesion through regular communication • Support for each team member • Recognition for members’ accomplishments and group milestones Teamwork is developed over time. Day by day your team can strengthen itself through experience and the natural relationships that occur over time. With time and attention to these tips, soon your group will be teaming with success! - Read about Craig’s popular interactive presentation Teaming with Success: http://www. expressionsofexcellence.com/teamingwithsuccess. html - Download a small PDF file describing Craig’s Teaming with Success presentation: http:// www.expressionsofexcellence.com/onesheets/ Teambuilding_1Sheet.pdf Craig Harrison is an instructor with the University of California at Santa Cruz Extension’s Business department, has been profiled in The Wall Street Journal and cited in Business Week. As a manager, consultant, publisher and curriculum developer, he developed his digital dexterity, helping the technical world train and communicate more effectively. Copyright© 2007, Craig Harrison. All rights reserved. For information contact FrogPond at 800.704. FROG(3764) or email susie@FrogPond.com.

ExecutiveAgent Magazine


Living The Dream


our trainer and your training dollars need to go to mentors who have been or are currently where you want to be! There are numerous incarnations of “living the dream.” Be sure to check out your mentor or trainer before you follow their training to live the dream. These are some of my goals, which have been based on my thirty-five years of top production and being mentored by some of the best in this business. These are my ideas on “living the dream” – 1. Consistent and profitable business, no matter what the market. This means cutting edge, lead generation which is time-blocked every week. Buyers are questioned for motivation, prior to a time investment. All systems lead to a larger net profit! 2. Having goals that are congruent with your values. I have coaching clients who value long, uninterrupted vacations but have goals of 30% increases in net income. The stress on both of us (yes, I’m an involved coach!) is insurmountable! If your values dictate family and volunteerism, then let’s plan a profitable real estate business, which fits into 30 hours rather than 60! 3. Living for the glory of God. Understand how to have a personal relationship with others and how to share the good news with others. Allow the Holy Spirit to guide your actions and consider what Christ would do in your daily activities. I have heard rumors of success and living your dreams without God, but it has never worked for me. I don’t believe true success can come without it. 4. Hanging out with people who are where you want to be or have done what you want to do. The individuals you socialize with and learn from can change you. Get a better group of mentors, check their credentials. Those who don’t make the grade can be helped or avoided. 5. Spending less than you make and investing the rest. This strategy will lead to a day when your money works for you, rather than you working for your money. Does your mentor have the ability to live this strategy?


6. Developing systems that facilitate your goals and your client’s goals. My checklists included the items that helped my client and my bottom line! I would evaluate my checklists frequently to ensure efficiency. 7. Knowing where you are weak. Understanding your weaknesses then creating a program to strengthen those areas. For me, right now – it’s my weight. I know the answers and I have begun to implement a plan. 8. Living the golden rule. Hard to do, but necessary for your integrity! When you have a plan and an outline for your life, you can choose the mentor who has “been there, done that.” The days of listening to speakers and trainers who are “big hat and no cattle” are over! Dream, plan, and seek mentors who are already living the dream you desire! An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22. Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health. Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America. He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world. 1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions. Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology. He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future. Systems are his passion.

ExecutiveAgent Magazine

ExecutiveAgent Magazine


Our bone marrow transplant reunion is now standing room only. Each year, City of Hope invites bone marrow transplant recipients and their families to attend the “Celebration of Life” event. It’s a joyous time during which survivors of blood cancers such as lymphoma, leukemia and myeloma embrace their health, their life and each other. It began more than 35 years ago when City of Hope created what is now one of the largest and most successful bone marrow transplant programs in the world. In fact, we’ve completed over 11,000 transplants and, according to national reports, our outcomes are among the best in the nation. The goal of curing cancer isn’t just something we work at. It’s what we live for. If you have cancer, make us your first call. Or ask your doctor for a referral. We accept most insurance. 800-826-HOPE

COH-0726_BMT_Hem_fp_4c_ExecAgt.indd 1

WE LIVE TO CURE CANCER. Science saving lives. cityofhope.org/bmt

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We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2019 Finance of America Mortgage LLC is licensed nationwide | | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, Horsham, PA 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Illinois Residential Mortgage Licensee | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender.