EXECUTIVE 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 . 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, 2 0 2 1
Brett Reichel NMLS #210215 Branch Manager
3281 E Guasti Rd Ste 550 Ontario, CA 91761
(909) 912-7839 office (503) 784-0482 cell
loanDepot.com, LLC. NMLS #174457 (www.nmlsconsumeraccess.org). Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act CRMLA 4131040. For more licensing information, please visit www.loanDepot.com/licensing.
The POWER of PRINT & DIGITAL MAGAZINES
Reaching LOCAL & GLOBAL Markets
Please contact us at: FArrias45@gmail.com Tel: 949.702.9577 www.ExecutiveAgentMagazine.com ExecutiveAgent Magazine
Cover Story Roxann Rodriguez Executive Agent of the Month When Roxann Rodriguez entered real estate 21 years ago, she was a single mom on a mission to provide her three children with a home of their own. In particular, she wanted to give her son, who was suffering from a seizure disorder, his own room.
25 Featured Professionals
08 Juan Carlos Torres CENTURY 21 King 4
Executive Agent Magazine
14 Jessica Thiele Coldwell Banker Roadrunner Realty
Exercise Emotional Control -Dr. Tony Alessandraa
AG E N T M AG AZ I N E
PRESIDENT & CEO EXECUTIVE PUBLISHER
Fred Arrias How Business Women Who Are Positive Thinkers Win -Roxanne BatsonPro -Steve Cook
VICE PRESIDENT GRAPHIC DESIGN Garon Arrias
EDITOR Trudy Vanderhoff PROFESSIONAL PROFILES H.K. Wilson
Listen While You Work -John BoeLike a Pro -Steve Cook
06 Get Things Done--Take 21! -Maria Graciae a Pro -Steve Cook
16 Speed, Convenience, Choice -Saul Kleing Like a Pro -Steve Cook
22 A Good Life Contains These 6 Essentials -Jim Rohnatating Like a Pro -Steve Cook
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 2021 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
Listen While You Work
believe that the earning potential for a salesperson is directly linked to the quality of his or her active listening skills. To listen closely and reply well is the highest perfection we are able to attain in the art of selling. An ancient Chinese proverb reminds us; “To listen well, is as powerful a means of influence as to talk well.” While everyone can benefit from this sage advice, these words of wisdom are particularly appropriate for professional salespeople. No sales rep has ever listened himself out of a sale. Would you consider yourself to be a good listener? How would your customers, business associates, friends, and family members rate your listening ability? Their feedback just might surprise you, because most people believe they’re much better listeners than they truly are. Poor listeners frequently confuse the physical act of hearing with the emotional art of listening. While hearing is a function of biology, active listening skills must be acquired and developed. In the selling process, when you talk you merely provide information, but when you genuinely listen you show respect, create trust, and develop rapport. Unfortunately, our educational system places great emphasis on speaking and writing, but not on the important skill of active listening. For example, I have a good friend with a PhD who speaks three languages fluently, but can’t listen worth a hoot. The good news is that it is never too late to begin working on
Executive Agent Magazine
improving your active listening skills… from the kitchen table to the sales table. Active listening is making a conscious effort to hear your customer’s words as well as to try and understand the total message being sent, both verbally and nonverbally. It requires you to listen not only with your ears, but also with your eyes. It’s important to monitor your customer’s body language gestures and look for congruency between his or her words, posture, movement, and tone of voice. Are you able to stay focused on your customer or does your mind wander? By giving your customer your full and undivided attention, you’re not only showing respect, but you’re also laying a foundation of trust and building rapport. Discipline your mind and put aside distracting thoughts. Each time you catch your mind starting to wander, “grab it” and immediately refocus your attention back to your customer. The best salespeople have a tendency to listen like a homicide detective and ask great probing questions to gain understanding and promote conversation. They don’t make assumptions, they summarize and seek clarity. An occasional question or comment to recap what has been said communicates that you understand the message. Until this is done, your customer will resist your input.
If you would like to improve your sales effectiveness, consider incorporating the following active listening tips into your sales presentation. 1. Face your customer and give him or her your complete and undivided attetion. 2. Show your attentiveness through your body language by sitting up straight, maintaining good eye contact, uncrossing your legs, unfolding your arms, and leaning forward slightly. 3. Minimize distractions by turning off your cell phone. 4. Respond appropriately to show that you understand by nodding your head in agreement. 5. Encourage your customer to give you more information by using open-ended questions such as “How did you feel when that happened?” 6. Keep an open mind and don’t jump to any conclusion or make assumptions. Wait until your customer has finished speaking before deciding that you disagree. 7. Don’t interrupt your customer when he or she is speaking.
8. Ask questions for clarification and periodically summarize comments. Paraphrase your customer’s key statements to make sure you didn’t misunderstand his or her point of view. Start with: “So if I’m hearing you correctly, you’re saying…” Where communication is poor, mistakes increase, relationships breakdown, and opportunities to make the sale are missed! If you want to enhance your professional image, strengthen relationships, and dramatically improve your sales effectiveness, I encourage you to listen while you work. “I only wish I could find an institute that teaches people how to listen. Business people need to listen at least as much as they need to talk. Too many people fail to realize that real communication goes in both directions.” - Lee Iacocca John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-2999001. Free Newsletter available on website.
Executive Agent Magazine
EXECUTIVE AG E N T M AG AZ I N E
Torres Written by H. K. Wilson
uan Carlos “JC” Torres’s real estate career began more than 20 years ago when a friend told him he had the perfect personality to sell real estate. The advice came at a time when JC was thinking of switching vocations. An upbeat, friendly guy with a great sense of humor, JC already had the people skills to be successful; all he needed was a professional license. JC obtained his real estate license and began his career in loss mitigation for the mortgage loan sector. After leaving loan servicing, he entered real estate full time, overseeing thousands of REO transactions through the housing crisis of the late 2000s. JC excelled in various leadership positions and was inspired to complete his Bachelor of Science in Management and Administration from the University of Phoenix. A short time later, he obtained his real estate broker license. As a broker/associate at CENTURY 21 King in Rancho Cucamonga, JC brings his many years of experience to bear on helping people buy and sell real estate with maximum ease. His well-rounded understanding of the industry’s many nuances makes it possible for him to guide his clients through the labyrinth of forms, decisions and deadlines to their real estate goals. “Communication is key,” JC says. “I don’t care how much knowledge you have, if you’re not able to communicate with clients, it’s worthless. I establish from the beginning how I’m going to communicate with you — these days it’s mostly through text and emails. But every Monday from 8:00 to 5:00 I’ll be calling you to let you know where we are in the
transaction process. If you have questions during the week, we can discuss it, and if I don’t know the answers, I’ll find them.” JC takes special care with first-time buyers. “I explain everything. For instance, a home inspection is not just a wish list. It tells you the condition of the house today. If there are health and safety issues, then we’ll ask for repairs.”
Building on a Foundation of Trust As communication is the foundation for relationships, relationships are the foundation for JC’s success. More than 85 percent of his business comes from repeat and referral clients. “I pride myself on being able to form a relationship with everyone I talk to. I stay in touch with emails, cards and small gifts. I believe people appreciate that.” JC’s concern for his clients’ best interests is paramount in the advice he gives. Recently, as many have opted to move out of California, he has been advising them not to sell their California real estate. “I’ve been recommending that people rent their houses for six months or a year. Then if they want to stay, they can call me, and I’ll put their house on the market. I try to research what’s going on and how it will affect the housing market. If you’re going out of state, you don’t know what you’re getting into. The summers and winters aren’t the same. Some who took my advice called me three months later and said, ‘Can you get the tenants out of our house?’ Moving is a big decision, and it can be hard to get reestablished in California once you’ve left. I want them to have options.” JC’s clients give him rave reviews for his outstanding service. One reported: “Experienced, courteous, friendly and accommodating. Most importantly, he educated me on many things I didn’t know about, was transparent, and his communication throughout the entire six month process of working together was clear and immediate. JC gave us many options and was quick to inquire, accommodate, and negotiate on our behalf. His knowledge of industry helped me learn valuable information ahead of time that helped me avoid major headaches and problems in the future. It didn’t matter what day/time of week or weekend, he was always a available to us. JC is a true seasoned professional who always goes above and beyond to deliver excellent service.”
A fun fact about JC: he loves punk rock music. He went to his first concert at the Grand Olympic Auditorium in L.A. on New Year’s Eve when he was 12 years old. “I fell in love with it — it was a movement I got into. I always wanted peace during the Cold War. It’s how I spent my teenage years.” JC’s favorite quote, “Tomorrow never comes,” is from an album cover by the British band “The Exploited.” “It always stuck with me. We don’t know if we have tomorrow. We can plan our today to have a better tomorrow, but tomorrow never comes.” JC and his wife met on a blind date and were engaged three months later. They have been married for 13 “incredible” years and have three sons. According to JC, a successful real estate transaction is built upon trust. “It’s important that my clients trust me when I talk to them and know that I’m going to guide them to making the right decision. Ultimately, they’re the ones who have to decide if the house fits their budget and is the one they want to buy. But with the knowledge I bring to the table, I hope I can give them the confidence that helps them make the right decision.” Juan Carlos Torres CENTURY 21 King 8338 Day Creek Blvd. Rancho Cucamonga, CA 91739 Tel: 909.833.5094 Email: firstname.lastname@example.org Web: www.towersrealestate.com DRE # 01298011
ELEVATE YOUR CLOSING GAME. Elite Escrow Services for the Executive Agent
Complimentary Agent Wired Commissions at closings Complimentary Seller notary signing service SSAE SOC Certified to safeguard your clients information Cyber Insurance Policy Electronic document signing for a faster closing experience The only Escrow Company trained directly by the FBI on wire fraud and cyber theft Multi-lingual teams 12 office locations in 5 major counties
Financing a home is about more than money. While rate is important—and Kinecta certainly prevails on rates—we know other factors are just as important to borrowers: •
Knowledge—Home mortgages are diverse in type and term. We help borrowers secure the right loan for their goals and budget. High-Touch Service—Buying or building a home is an emotional as well as financial undertaking. We make sure your clients feel cared for at every step along the way. Trustworthiness—Kinecta has an 80-year uninterrupted reputation of fair and honorable service to southern Californians.
Check out our low rates at kinecta.org/rates and see how we can extend your clients’ buying power. Contact one of our mortgage loan consultants today, and give your clients a better financing experience.
Joe McGreevy Mortgage Loan Consultant cell: 714.396.1619 efax: 310.536.3621 NMLS# 66072 email@example.com
Kurt Olson Sr. Mortgage Loan Consultant & Construction Loan Specialist cell: 619.507.4642 efax: 310.727.8071 NMLS# 378459 firstname.lastname@example.org
Tayt Ianni Sr. Mortgage Loan Consultant
ph: 310.727.9119 cell: 949.689.8639 NMLS# 310914 email@example.com
Banks are for profit. Kinecta is for your client.
Information in this advertisement 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.
How Business Women Who Are Positive Thinkers Win
hink back. Who inspired you on your path to leadership? We are all inspired by someone, somewhere, along the way in our career. It could have been a parent, grandparent, boss, friend or someone we just read about. Regardless, they did or said something that motivated us to attempt to achieve more and dream bigger. Aren’t you thankful? When you look at the source of your inspiration, I believe you’ll find someone who was positive at heart. Someone who never talked about how hard life was and how difficult the journey would be, but instead they were the kind of person who demonstrated positive thinking. How do I know? It is because dull, ordinary thinking never inspires us. Neither does thinking that drags us through the mud of all that go wrong and all that is bad in the world inspire us. As you lead people, whether it be children or employees or managers, remember that what you think is what you get. If you are to inspire people to greatness, you must think greatly yourself. This can only be done through positive thinking. As Ann Moore, Chairman and CEO of Time, Inc said in a recent speech at the 7th annual Wharton Women In Business Conference, “All behavior emanates from the top and reverberates down the organization to the lowest level.” Positive thinkers win! So, if you realize that positive thinking inspires and you realize that inspiration is what leads to achieving success, then how do you keep negative thinking from invading your space? Mark Victor Hanson, a great motivational speaker, once said “If you hear that negative voice trying to stop you, just visualize putting a big red X through it.”
12 Executive Agent Magazine
My own belief is that we should start the day visualizing positive events. Before you go to work, or on your way, take a few minutes to meditate on what you ant to accomplish during the day. How will you do it? What is the best end result in your mind? Then see it. Feel it. Do it. You’ll feel the positive momentum the rest of the day. It does make a difference. By the way, there is a new World Positive Thinkers Club for those who want to expand their horizons and join the ranks of positive thinkers around the country. Check it out at www.worldpositivethinkersclub.com. Ken Bossone took 10 years of research and discovered the three word motto all Positive Thinkers have imbedded in their hearts, minds and souls that leads to constant winning and happiness. There are now over 500 members of the club in the professional sports and business world.” All Ken’s research resulted in this book ‘Why Do Positive Thinkers Win’. It is being considered right now for the shelves of libraries around the country. And remember, that it is you and your thinking that will help you achieve whatever it is that you are looking for in life. I hope you see a future full of lots of positive outcomes! Roxanne Batson is Managing Partner of WSN Sales 75 LLC, a global marketing company and Co-Founder, WomenCorp, an international women’s leadership training company. She is a speaker, author and sales trainer with 25 years of experience in business development for companies such as Southern Living, Merrill Lynch and TurnerBatson Architects. Copyright© Roxanne Batson. All rights reserved. For information about Roxanne’s presentations, contact FrogPond at 800.704.FROG(3764) or email Susie@ FrogPond.com; http://www.FrogPond.com.
Executive Agent Magazine 13
EXECUTIVE AG E N T M AG AZ I N E
Written by H. K. Wilson
Jessica Thiele Finding Your Niche in the Desert
or Realtor® Jessica Thiele, real estate is more than a career; real estate is a lifestyle. Growing up with her general contractor father, she says her idea of fun as a kid was roaming the aisles at Home Depot. The thrill of
When Jessica relocated to the Morongo Basin from Big Bear during the construction boom of the mid-2000s, she joined her father in building two spec homes. She was totally hands-on during the construction process. “I tied steel in the mid summer heat, ran electrical and ran a crane to stand the prefab walls,” she recalls. Since, she has overseen the construction of multiple spec homes and flips, and she has purchased, managed and sold multiple personal properties. Jessica brings this comprehensive experience to every real estate transaction she oversees for her clients. She maintains a well-rounded practice that includes single-family residences, land, commercial and multi-unit sales. “Because we live in a rural location, as a listing or buyer’s agent you must be an expert in all areas of real estate and know all avenues well. Serving from Morongo Valley to 29 Palms, this job stays exciting.” Jessica has achieved numerous sales awards, including Top Producing Agent at Coldwell Banker Roadrunner for the past four consecutive years. She was also recognized among the top 3% of global sales agents for Coldwell Banker in 2019 and 2020, and achieved the International President’s Circle in 2017 and 2018, to name just a few. Jessica’s accomplishments are particularly notable since her practice is located in one of Southern California’s moderately priced markets.
building and selling homes found its way into her blood early on, and it is a passion that inspires her career today.
Jessica loves everything about high-desert living, from the small-town culture to the natural beauty that stretches from horizon to horizon. The area’s famous Joshua trees — which are actually large succulents — add a texture to the landscape found only in this region of the world and Jerusalem. “You really get to know people here on a firstname basis,” she says. “We’re a tight-knit community. I also love that it’s not a rat race. It’s a pretty slow pace. We’re known for our night skies. It’s so quiet. It’s almost magical when you’re out in the desert.”
The area may run at a rural pace, but the valley is ideally situated only one hour from Palm Springs, an hour from the mountains and to the lower desert for larger shopping centers, two hours from L.A. and the beach, three hours from the river and four hours from Las Vegas. In recent years, the area has become home to many in the arts and entertainment profession who are looking for a quiet and more affordable place to create. This trend has accelerated since the pandemic. “We’ve had a crazy spike in buyers because everyone is realizing this is still one of the lowest cost areas in Southern California. Once people started working remotely, we had an even bigger jump in buyers. I have represented buyers from New York and San Francisco who have never seen the home because they had to have a place right away and trusted me to direct them to the right home. Joshua Tree is drawing people from the entertainment and art community and you see more families and military in Yucca Valley and Twentynine Palms.” Jessica is the expert on everything the area has to offer. She recently launched a YouTube channel called “JT Vibes,” where she showcases the destinations, people and lifestyle that make the region so extraordinary. JT Vibes show is about everything living in and around the Joshua Tree area. One of her videos features the area’s top 13 photo ops, with contributions from Instagram influencers who have taken memorable shots there. Another exciting development she details is the new Project Phoenix in Twentynine Palms, a downtown revitalization project that will include a state-of-the-art community center and a new Joshua Tree National Park Cultural and Visitor Center. The site will also contain an entry plaza and event space. Jessica says new housing is sure to follow, making this city a great investment! As an active member of the community, Jessica is a Homes for Heroes affiliate. This organization provides special incentives for firefighters, EMS, law enforcement, military, healthcare professionals and teachers. “Heroes deserve their rewards,” she says. This is a place where people can create a lifestyle
uniquely their own. “There are endless possibilities with building here. Tiny homes, off-grid, hay bale homes, teepees, bubble homes — there are so many ways for people to express themselves with their home. And vacation rentals are in high demand.” The region is poised for further growth, and Jessica is ready to help her clients find their niche. Working in partnership with her clients, Jessica brings unrivaled professional expertise, local knowledge and personal connections that ensure both buyers and sellers a seamless real estate experience. A recent seller said: “Jessica was wonderful from beginning to end. She was always very professional, and she took the stress out of selling our house. She knew the local area and really got to know us and our home. She was always easy to contact and communicated clearly. Jessica answered all our questions, provided us with all the information we needed to make each decision, and she followed through with everything she committed to do. Our house sold quickly and for a great price thanks to her expertise. We highly recommend Jessica!” Jessica Thiele Coldwell Banker Roadrunner Realty 56809 29 Palms Hwy. Yucca Valley, CA 92284 Tel: 760.669.7787 Email: firstname.lastname@example.org Web: https://jessicathielerealtor.com DRE # 01957342
Get Things Done--Take 21!
ver begin doing something that you do for a few days, and then simply stop doing it?
For example, let’s say you promised yourself that you were going to file papers immediately before they got out of hand, but then something else came up, and the next thing you knew, you had another pile of papers that needed to be filed. Or perhaps, on January 1 you made a vow to yourself to exercise for 20 minutes every day. You exercised for a few days. But then, by January 5, you gave up. This happens to everyone on one occasion or another. But, you really can start getting things done! Next time you really want to do something, and you want to actually start and continue doing it, realize that doing it for one, two, or even three days in a row is usually not enough. It takes at least 21 days to form a habit. This means that you have to do something at least 21 times before it begins to become part of your everyday routine.
So . . . 1. Decide exactly what you want to do. Write it down and post it where you can see it every day, like your bathroom mirror. Be as specific as possible. 2. Schedule time to do what you want to do. Again, it takes 21 days to form a habit, so schedule at least 21 days on your calendar and don’t let anything get in the way of your schedule. If you miss one of your scheduled days, it’s best to start over and schedule another 21 days. You must be consistent and dedicated to doing what you want to do. 3. Once you reach your 21 days, congratulations! Don’t stop now though, schedule another 21 days, and then another and so on, until you do those things you want to do, without even thinking about them . . . like brushing your teeth. 16 Executive Agent Magazine
Maria Gracia is nationally recognized author, speaker, consultant, and professional organizer. She is founder of Get Organized Now!, specializing in helping people get better organized to live the kind of stress-free life they’ve always dreamed of and co-founder with husband, Joe, of Give to Get Marketing Newsletter. Want to get organized? Get your FREE Get Organized Now! Idea-Pak, filled with tips and ideas to help you organize your home, your office and your life, www.getorganizednow.com. Want Marketing Strategy Tips? Get complimentary Marketing Idea-Kit, www.givetogetmarketing.com. Copyright© 2004, Maria Gracia. All rights reserved. For information about Marcia’s Presentations and Consulting Services, contact the Frog Pond at 800.704.FROG(3764) or email email@example.com; http://www.frogpond.com.
Executive Agent Magazine 17
Top 35 Sales Agents & Teams of 2020
EXPERIENCED CONNECTED & ESTABLISHED #1 AGENT of 202o
#1 TEAM of 2020
18000 STUDEBAKER RD. SUITE 600, CERRITOS, CA 90703 | (562) 860-2625 | WWW.BHHSCAPROPS.COM | DRE #00338699
Exercise Emotional Control... W
hat causes an emotional overreaction? It’s generally prompted by the speaker himself or by something he or she says. For instance, going to an elegant party dressed like a bum might influence the hosts negatively. On the other hand, wearing a high-powered, Wall Street-like suit might put a rural businessperson on the defensive against a supposedly not-to-be- trusted city slicker.
Severe emotional overreaction can also be caused by loaded topics, such as ethnic, racial, religious, or political references. Differences in values, beliefs, attitudes, education, speed of delivery, image, and a host of other factors can cause a disruption in communication. So, as listeners, we tend to tune out when we see or hear something we don’t like. As a result, we often miss the true substance of what’s being said. When your emotional reaction begins, you’ll have an almost irresistible tendency to interrupt, to butt in, and to argue. You may feel your pulse speed up, your breathing become more rapid, or your face become flushed. You may lose your train of thought. Once you recognize this negative emotional reaction, you can redirect it with the following techniques: First, pause to delay your response or reaction. It’s the tried-and-true approach of counting to ten, or
20 Executive Agent Magazine
taking in some long, deep breaths. These can really work to calm you down. A second calming technique: Think about what you have in common with the speaker, rather than focusing on your differences. Maybe you don’t disagree with the person’s motivations-such as raising more money for the school. You just don’t agree with her solutions. And third, imagine yourself calm and relaxed. Think of a time in your past when you were laid-back, on top of the world, and feeling incredibly great. Visualize that experience as vividly as you can When you exercise emotional control, you’ll find that active listening is no longer a struggle. Dr. Tony Alessandra, CSP, CPAE has authored 13 books, recorded over 50 audio and video programs, and delivered over 2,000 keynote speeches since 1976. Dr. Tony Alessandra is recognized by Meetings and Conventions Magazine as, “one of America’s most electrifying speakers.” Copyright© 2004, Tony Alessandra. All rights reserved. For information about Tony’s keynote presentations, contact the Frog Pond at 800.704.FROG(3764) or email susie@frogpond. com; http://www.frogpond.com.
Executive Agent Magazine 21
Speed Convenience Choice he Real Estate Professionals and companies that survive the major changes taking place in this industry are those that can quantify what they do and how they earn their money.
ever cleaned or painted a house for a client after a sale? Helped them move something...or something like that, an extra, that WASN’T in the listing agreement but you did it anyway? That’s “Value Added”
One method of doing this is to look at what consumers, not just real estate consumers, but all consumers are looking for today as they shop for products and services. These items can be referred to as “Consumer Demands” and when you look at what you do, how you do it, and how you market it, bring as many of these driving forces to bear as possible:
Discounts - If it is convenient enough, you will use a coupon. Lots of people look for discounts in everything they do. This doesn’t mean you should offer discounts, but you must be aware that for many this is a “driving force” so play to your strengths in your marketing Quality - Are you willing to pay more for quality? Many people are
Speed - think of fast food and 1 hour film developing. The quicker you can take care of the administrative aspects of a purchase or sale, the more valuable you are.
Service - think of Norstroms who prides itself in its service
Convenience - think of Seven Eleven stores. Also remember that people will often pay a premium for convenience. What do you do for the convenience and comfort of your clients?
Information - this is the age of information! Consumers won’t buy a toaster or a microwave without first buying a copy of Consumer’s Guide”, let alone a piece of real estate. Make it quick (speed) and convenient for your clients to access lots of (choice) information.
Choice - the more alternatives initially, the more consumers like it, but then they narrow it down. Don’t we all enjoy choice, from ice cream (31 Flavors) to Coffee (Starbucks). What can you do to give your client more alternatives.
Deliver the above at every available opportunity and your clients will not only love you, they will send you more business.
Value-added - people like to get MORE than they pay for, this is value added. Real Estate Professionals provide value added services everyday, but few take the time to re-enforce it to their clients. Have you
22 Executive Agent Magazine
Saul Klein is a principal of RealTown™, an Internet training, consulting, and publishing company. For additional information, please contact The Frog Pond Group at 800-704-FROG (3764) or email: firstname.lastname@example.org.
Executive Agent Magazine 23
Know of a Realtor doing amazing things? NOMINATE them to be our next ®
Executive Agent of the Month
Roxann Rodriguez Executive Agent of the Month
Roxann Rodriguez Written by H. K. Wilson
hen Roxann Rodriguez entered real estate 21 years ago, she was a single mom on a mission to provide her three children with a home of their own. In particular, she wanted to give her son, who
was suffering from a seizure disorder, his own room. She bought a newspaper one day and sent up a prayer for help in finding a job that would make her family’s American Dream come true. Roxann recalls, “I opened the paper, and there was this ad that was quite large. It said, ‘Want to make a lot of money? Call …’ There was no description of what it was. I hesitated, but I called anyway, and it was a real estate brokerage.” With her vibrant personality and willingness to learn, she was hired immediately. One week after obtaining her license, she sold her first house. She made her second sale three weeks later. She was a natural. With her first paycheck, she went to Home Depot and bought herself a red toolbox. She brought it home and presented it to her children. “I got this job to buy us a house,” she said. “My first check was not big enough to buy a house, but I got us this toolbox to eventually go in our new home.” The red toolbox was the symbol for an achievement that Roxann would attain just a few short years later. “That experience really helps me understand the mindset of the buyer,” Roxann says. “Prior to buying my first house, I rented a house for the exact amount I figured my monthly payment would be when I purchased. I knew if I could make the payment for the entire year with no hardship, I was ready to own a home. I tell my buyers not to be afraid. But they have to understand finances and really be prepared for what they’re committing to. I did what I tell most buyers to do. I’m not just selling them a home. I’m helping them buy an investment and security for their family.” Roxann helps sellers maximize their return on investment through strategic rehabbing and staging. She brings her own staging inventory as well as her exceptional flair for design to the process. “I believe when a person walks into a home, if they feel they can live there, they’re more likely to put in an offer. I have a great team I work with, so I can get the work done at a really good price.”
After The expert team Roxann has assembled over the years also extends to lending, appraisal, title, escrow, inspection and other professionals who help to ensure that her clients have a seamless real estate
experience. “The team you put together has to be as good as you are and work at your level. I’ve hired the best team so I can give the best service to my clients.”
Making Clients Priority One painless. Lots of attention to meeting my needs and matching my home with the right buyer! The best!” Yet another client, who has bought and sold homes with Roxann since 2005, said she could be described with one word: Awesome. “Most recently, she helped me find the right person to refinance my current home. She knew there would be no profit for her but went out of her way to help me hire the person I needed and kept in touch thru the whole process until the deal closed. I am here to recommend Roxann Rodriguez to anyone looking to hire an honest and trustworthy, most of all knowledgeable Realtor®.”
Roxann is an energetic individual who maintains an irrepressibly positive spirit. While working hard for her clients, she also makes spending time with her children and grandchildren a priority. She says that losing her son to his illness brought the value of time into sharper focus. “I cherish my family and the time I have with them. I look at them with that secret love look. The photos I take these days are usually with my grandchildren, whether I have makeup on or not. Happiness makes you look radiant no matter what!”
Buyers and sellers alike choose Roxann for her well-rounded understanding of real estate, her ability to communicate effectively with all parties and her uncompromising commitment to their best interests. “I’m fully invested in helping them make the right decisions. I work off referrals, and the only way you do that is to have a happy, happy client. My business right now is based 80 percent on referrals and past clients.” A recent seller called Roxann the “super hero in the Realtor® world!” Another described her this way: “Professional, supportive, answered questions and made the experience
When Roxann first began in real estate, her passion was achieving the American Dream for her family. Now, her joy comes from celebrating her clients’ wins. “I often tell new people in this business that they’ll never be successful if their only goal is to make a lot of money. I’m
in real estate to help people. Sometimes, that means you have to be willing to let go of a paycheck to do what’s right for them. How you really find success in real estate is focusing on what your client needs. The paycheck is the domino effect of a job well done.”
ROXANN RODRIGUEZ Realty ONE Group West 10681 Foothill Blvd., Rancho Cucamonga, CA 91730 Tel: 800.261.8607 - Email: RoxannRealtor02@gmail.com Web: http://www.roxannrealestateservices.com - DRE # 01297693
“Billionaires Row” Spectacular two-story Mediterranean-style Villa offering 60’ of sandy beach frontage on famed Carbon Beach nicknamed “Billionaires Row,” with Catalina, ocean, and white water views from Palos Verdes to the Malibu Pier, and beyond. Located in the heart of Malibu, this elegant home with a lushly landscaped courtyard with Koi pond and stunning entry, offers high ceilings, old world stone floors, and French doors that seamlessly blend that perfect indoor/outdoor Southern California lifestyle. The main level offers a lavish spa, newly renovated chef’s kitchen with dual sided fireplace, two-guest suites, entertainer’s bar, and a spacious living room with an expansive patio for intimate and lavish entertaining. The entire 2nd floor offers an owner’s retreat with high wood ceilings, custom fireplace, lounge area, office, and terrace overlooking the courtyard, beachside balcony, and a large luxurious bath suite. There is a beautiful separate guest cottage with living/media $21,750,000 room and ocean views. 4 Beds | 4 Baths | 22102 Pacific Coast Highway, Malibu, Ca. 32 Executive Agent Magazine
Chris Cortazzo DRE # 01190363
Tel: 310.457.3995 email@example.com https://chriscortazzo.com
Bruce Mibach DRE # 01991628
Tel: 310.819.5936 firstname.lastname@example.org Executive Agent Magazine 33
34 Executive Agent Magazine
An architectural triumph, 25160 Malibu Road showcases masterful craftsmanship and spectacular waterfront living. Envisioned by Scott Gillen of Unvarnished Co., the home features a dramatic great room with 12-foot exposed beam ceilings, hand-scraped oak floors and grand Fleetwood sliding glass doors that open to the shoreline. Wood accents combine with the fresh white color scheme. The custom gourmet kitchen offers European Caesarstone counters and Wolf appliances. 4 beds | 4.5 baths | 4,699 sq ft | 6,398 sq ft lot. Offered at $20,000,000
DRE # 01418033
t: 424 249 7040 | m: 310 435 7556 THE AGENCY Sandro@TheAgencyRE.com https://SandroDazzan.com Executive Agent Magazine 35
308 OCEAN AVENUE, SEAL BEACH
TIM SMITH ANDY DANE CARTER CalRE #01346878, CalRE #01907002
T: 949.478.2295, A: 562.397.1373 email@example.com firstname.lastname@example.org
Not intended as a solicitation if your property is already listed by another broker. The property information herein is derived from various sources that may include, but not be limited to, county records and the Multiple Listing Service, and it may include not employees. ©2021 Coldwell Banker. All Rights Reserved. Coldwell Banker and the Coldwell Banker logos are trademarks of Coldwell Banker Real Estate LLC. The Coldwell Banker® System is comprised of company owned offices which are Opportunity Act (23572295)
36 Executive Agent Magazine
Custom-built legacy estate situated on a rare double-lot delivering nearly 8,700 square feet of living, imported finishes, six bedrooms and a four-car garage on the beachfront. 308oceanavenue.com | Offered at $11,995,000
approximations. Although the information is believed to be accurate, it is not warranted and you should not rely upon it without personal verification. Real estate agents affiliated with Coldwell Banker Realty are independent contractor sales associates, owned by a subsidiary of Realogy Brokerage Group LLC and franchised offices which are independently owned and operated. The Coldwell Banker System fully supports the principles of the Fair Housing Act and the Equal
Executive Agent Magazine 37
Magnificent Multi-Level Estate 1105 Rivas Canyon Dr. Pacific Palisades, CA This Pacific Palisades residence combines classic detailing and quality finishes with an open, contemporary floor plan that invites gatherings large and small. Extraordinary indoor and outdoor living spaces are set on approximately 1.9 acres of mature landscaping. Refined interior treatments include vintage tin and hand-coffered wood ceilings, floor-toceiling windows and disappearing doors, and premium limestone and hardwood flooring. There are two full kitchens, a humidor, grand bar, home office/library, and screening room. Four bedrooms on the upper floor include a luxurious master suite with lavish bath and private view deck. Verdant setting includes a 40-foot hanging garden, detached home office/guest house, 20-foot custom-made exterior dining table, and Island Stone pebbled pool and spa. 3-car garage and large motor court plus second driveway for parking/maintenance. A magnificent achievement in an irresistible setting. $18,888,000 38 Executive Agent Magazine
Bob Hurwitz DRE # 00526195
Tel: 310.477.8865 Bob@thehjc.com
Executive Agent Magazine 39
40 Executive Agent Magazine
Tropical Encinitas Retreat 1115 Wotan Dr. Encinitas, CA 92024 This tropical retreat was newly constructed in 2017 and positioned to maximize the views of the Pacific. This exquisite gated residence features 4 bedrooms and 5.5 baths and 4,261 sqft. on nearly a ½ acre parcel, as well as a detached 1 bedroom and 1 bath casita. $4,999,000
DRE # 01349327
Broker / Owner San Diego Brokerage Tel: 858-829-8888 Email: Danny@SanDiegoBrokerage.com Web: www.SanDiegoBrokerage.com Executive Agent Magazine 41
T h r ee A rc h Bay LAGUNA BEACH, CALIFORNIA Perched above the pristine beach of coveted Three Arch Bay, 92 South La Senda blends seamlessly into the natural beauty of Laguna Beach. Situated on a prime oceanfront lot on the most desirable street in Lower Three Arch Bay, this home embodies coastal ease. Well appointed home that lends itself to comfortable beach living the moment you enter your private gated property. 4 bedroom, 4 bath with an executive home office. Come live the California dream in this special neighborhood with private access beach, park with tot lot, tennis and basketball courts, and amazing community events that make this such an incredible place to call home. Offered at $10,950,000
Katie Houlahan DRE # 02005954 Berkshire Hathaway HomeServices
Tel: 949.436.2833 email@example.com 42 Executive Agent Magazine
Executive Agent Magazine 43
44 Executive Agent Magazine
Laguna Beach Coastline LAGUNA BEACH, CALIFORNIA Wonderful ocean and canyon view home recently remodeled featuring 4 bedrooms and 3 full baths with stunning panoramic ocean views along the Laguna Beach coastline to be enjoyed from almost every room. A great location with close proximity to all Laguna has to offer with its fine dining, renowned art galleries, charming shops and beautiful beaches. 2455 Temple Hills Dr, Laguna Beach, Ca. Offered at $2,825,000
Shauna Covington DRE # 00991380 Berkshire Hathaway Home Services
949.412.8088 direct firstname.lastname@example.org http://shaunacovington.com Executive Agent Magazine 45
46 Executive Agent Magazine
Ocean & Bay Views 4214 Dakota Dr. San Diego, California Exceptional find! Sit-down panoramic ocean views & coastal lifestyle on 1.9 acres in the middle of the city! 1/4mi private hiking trail loop & natural paradise. Remodeled home with unobstructable ocean & bay views from almost every room & from the flat yard. Perfectly located on high point of canyon rim on a cul-de-sac street. Private park-like yard w/ producing fruit & nut trees, over 1,000sf of decks, playground area. Room for pool, boat storage, & ADU! Here you can have it all: west-facing ocean views, sun, shade, privacy, luxury, coastal breezes, nature, space, & convenience. $1,999,000 - $2,099,000
Melissa Goldstein Tucci Broker/Realtor Broker #01380034 COLDWELL BANKER Direct: (619) 787-6852 Email: Sold@MelissaTucci.com www.MelissaTucci.com OFFICIAL REAL ESTATE AGENT OF THE SAN DIEGO PADRES
Executive Agent Magazine 47
A Good Life Contains These 6 Essentials
he values that make up the foundation of a life well lived—and, no surprise, money isn’t one of them. The ultimate expression of life is not a paycheck. The ultimate expression of life is not a Mercedes. The ultimate expression of life is not a million dollars or a bank account or a home. The ultimate expression of life is living a good life. Here’s what we must ask constantly, What, for me, would be a good life? And you have to keep going over and over the list—a list including areas such as spirituality, economics, health, relationships and recreation.
Friends are those wonderful people who know all about you and still like you. I lost one of my dearest friends when he was 53—heart attack. As one of my very special friends, I used to say that if I was stuck in a foreign jail somewhere accused unduly, and, if they would allow me one phone call, I would call David. Why? He would come and get me. That’s a real friend—somebody who would come and get you. And we’ve all got casual friends, friends who, if you called them, they would say, “Hey, if you get back, call me and we’ll have a party.”
So, what would constitute a good life? Here is a short list: You’ve got to have both real friends and casual friends. 1. Productivity You won’t be happy if you don’t produce. The game of life is not rest. Yes, we must rest, but only long enough to gather strength to get back to productivity. What’s the reason for the seasons and the seeds, the soil and the sunshine, the rain and the miracle of life? It’s to see what you can do with it—to try your hand to see what you can do. 2. Good Friends Friendship is probably the greatest support system in the world, so don’t deny yourself the time to develop it. Nothing can match it. It’s extraordinary in its benefit.
48 Executive Agent Magazine
3. Your Culture Language, music, ceremonies, traditions, dress. All of that is so vitally important that you must keep it alive. The uniqueness of all of us, when blended together, brings vitality, energy, power, influence, and rightness to the world. 4. Spirituality It helps to form the foundation of the family that builds the nation. And make sure you study, practice and teach— don’t be careless about the spiritual part of your nature because it’s what makes us who we are, different from dogs, cats, birds and mice.
5. Don’t Miss Anything My parents taught me not to miss anything, not the game, the performance, the movie, the dance. Just before my father died at 93, if you were to call him at 10:30 or 11 at night, he wouldn’t be home. He was at the rodeo, he was watching the kids play softball, he was listening to the concert, he was at church—he was somewhere every night. Go to everything you possibly can. Buy a ticket to everything you possibly can. Go see everything and experience all you possibly can. Live a vital life. If you live well, you will earn well. If you live well, it will show in your face; it will show in the texture of your voice. There will be something unique and magical about you if you live well. It will infuse not only your personal life but also your business life. And it will give you a vitality nothing else can give. 6. Your Family and the Inner Circle Invest in them, and they’ll invest in you. Inspire them, and they’ll inspire you. Take care of the details with your inner circle. When my father was still alive, I used to call him when I traveled. He’d have breakfast most every morning with the farmers at a little place called The Decoy Inn out in the country where we lived in Southwest Idaho.
When I was in Israel, I’d have to get up in the middle of the night, but I’d call Papa. I’d say, “Papa, I’m in Israel.” He’d say, “Israel! Son, how are things in Israel?” He’d talk real loud so everybody could hear. I’d say, “Papa, last night they gave me a reception on the rooftop underneath the stars overlooking the Mediterranean.” He’d say, “Son, a reception on the rooftop underneath the stars overlooking the Mediterranean?” Now everybody knew the story. And giving my father that special day only took five or 10 minutes. If a father walks out of the house and he can still feel his daughter’s kiss on his face all day, he’s a powerful man. If a husband walks out of the house and he can still feel the imprint of his wife’s arms around his body, he’s invincible all day. It’s the special stuff with your inner circle that makes you strong and powerful and influential. So don’t miss that opportunity. The prophet said, “There are many virtues and values, but here’s the greatest: one person caring for another.” There is no greater value than love. So make sure in your busy day to remember the true purpose and the reasons you do what you do. May you truly live the kind of life that will bring the fruit and rewards that you desire. -Jim Rohn
Executive Agent Magazine 49
Nomination Form Nominate a fellow REALTOR® 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.
DO YOU KNOW SOMEONE
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 Tel: 949.297.8323 Fax: 949.266.8757 Email: FArrias45@gmail.com
S E P T E M B E R 2 9 O C T O B E R 2 , 2 0 21 G R A N D H YAT T, S A N D I E G O , C A Join engaging entrepreneurs, business leaders, professional athletes, politicians and industry influencers, NAHREP at L’ATTITUDE is more than an event, it is a movement.
DEEPAK CHOPR A MD FA C P, F O U N D E R O F T H E C H O P R A F O U N D AT I O N
GA RY VAY N E R C H U K C E O , VAY N E R M E D I A & C H A I R M A N , VAY N E R X
R E G I S T E R AT N A H R E P . O R G / C O N F E R E N C E
101 N. Indian Hill Blvd., Suite C-1 207, Claremont, CA 91711 Build a partnership with a direct lender that offers exceptional service.
BUSINESS IS ALWAYS PERSONAL! JOHN J. REED Branch Manager NMLS-869516
Senior Mortgage Advisor
We offer in-house agent marketing support providing the following services: POSTCARDS | FLYERS | VIDEO | PHOTOGRAPHY ©2021 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.
EXECUTIVE AGENT MAGAZINE-INLAND EMPIRE AUGUST, 2021