Executive Agent of the Month
E x e c u t i v e A g e n t M a g a z i n e - L o s A n g e l e s / S a n G a b r i e l V a l l e y - A u g u s t, 2 0 2 1
Gabriel GabrielGarza Garza
Branch BranchManager Manager| |Mortgage MortgageAdvisor Advisor NMLS-208008 NMLS-208008
c:c:(323) (323)819-3660 819-3660 firstname.lastname@example.org email@example.com Edward EdwardAguirre Aguirre
Maria MariaRosa Rosa
Melody MelodyGomez Gomez
Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor
c:c:(323) (323)422-7752 422-7752
Phillip PhillipJohnson Johnson Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor NMLSNMLS255343 255343
c:c:(951) (951)217-4619 217-4619
Rufina RufinaGuinto Guinto Mortgage Mortgage Advisor Advisor NMLSNMLS294533 294533
c:c:(626) (626)993-4126 993-4126
Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor c:c:(323) (323)353-5352 353-5352
Sales Sales Manager Manager Mortgage Advisor Mortgage Advisor
c:c:(213) (213)926-5137 926-5137
Diane DianeAvina Avina
Patty PattyFonseca Fonseca
Mortgage Advisor Mortgage Advisor
c:c:(562) (562)244-6340 244-6340
Mortgage Advisor Mortgage Advisor
c:c:(323) (323)697-9695 697-9695
Dan DanVillarreal Villarreal
Marie MarieBawe Bawe
Mortgage Mortgage Advisor Advisor
c:c:(562) (562)718-0409 718-0409
Mortgage Advisor Mortgage Advisor c:c:(310) (310)658-1031 658-1031
Marlene MarleneDamian Damian
Modesta ModestaGarcia Garcia
Ashley AshleyGarza Garza
Mortgage Mortgage Advisor Advisor
c:c:(626) (626)536-1195 536-1195
Mortgage Mortgage Advisor Advisor
c:c:(661) (661) 301-0705 301-0705
Julie JulieDahleen Dahleen Mortgage Mortgage Advisor Advisor NMLS– NMLS– 305020 305020
c:c:(661) (661)319-8416 319-8416
Mortgage Advisor Mortgage Advisor
c:c:(808) (808)463-2319 463-2319
Daniel DanielRamirez Ramirez Reverse Reverse Division Division Mortgage Advisor Mortgage Advisor NMLSNMLS814732 814732
c:c:(323) (323)213-0644 213-0644
Give Giveour ourexperienced experiencedlenders lendersaacall calltoday! today! ©2019 ©2019 Finance Finance of of America America Mortgage Mortgage LLC LLC is is licensed licensed nationwide nationwide | Equal | Equal Housing Housing Opportunity Opportunity | NMLS | NMLS IDID #1071 #1071 (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building 5, 5, Horsham, PAPA 19044 | (800) 355-5626 | AZ Mortgage Banker License (www.nmlsconsumeraccess.org) | 300 Welsh Road, Building Horsham, 19044 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed byby thethe Department of of Business Oversight under thethe California Residential Mortgage Lending ActAct | Georgia Residential #0910184 | Licensed Department Business Oversight under California Residential Mortgage Lending | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed byby thethe N.J. Department of of Banking and Insurance | Licensed Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed N.J. Department Banking and Insurance | Licensed Mortgage Banker -- -NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. Mortgage Banker NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071. This document is is provided byby Finance of of America Mortgage. Any materials were notnot provided byby HUD or or FHA. It It has not been approved byby This document provided Finance America Mortgage. Any materials were provided HUD FHA. has not been approved FHA or or any Government Agency. FHA any Government Agency.
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Cover Story Irma Ochoa-Lopez Executive Agent of the Month Inspired by the example of immigrant parents who worked hard to achieve the American Dream for their family, Irma Ochoa-Lopez obtained her real estate license when she was only 18 years old. At the same young age, she bought her first house.
25 Featured Professionals
08 Melody Gomez Finance of America Mortgage 4 Executive Agent Magazine
14 Juan Carlos Torres CENTURY 21 King
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
Melody Gomez Sales Manager / Mortgage Advisor Written by H. K. Wilson
as a branch manager at a mortgage company in Whittier, Melody reunited with longtime colleague Gabriel Garza at Finance of America Mortgage in the City of Industry. As sales manager, Melody assists with recruiting and training loan officers while continuing to originate loans. “Ive known Gabriel since the beginning of my career,” Melody says. “I trust him and know him as a good manager. He is very knowledgeable about loan programs and always there to help.”
elody Gomez has devoted more than 17 years to perfecting her understanding of the mortgage loan process. Her clients and real estate partners have long relied upon her expertise in interpreting the latest market trends and innovations in lending programs. She has successfully guided more than 2,000 families to home ownership over the course of her career, and she looks forward to helping many more achieve the American Dream. Melody grew up in the Boyle Heights neighborhood of Los Angeles and earned her degree in English from UCLA with a dream of attending law school. As a student, she worked part time as an assistant to a real estate agent, and upon graduation, she decided to remain in the industry as a loan officer. Through her tenacity and outstanding work ethic, Melody has maintained high sales production and attained management status within several organizations. After eight years
With so many years of experience and leadership to her credit, Melody says she enjoys motivating others to reach their highest potential. As she helps to expand the team at the branch level, she is focused on helping other loan officers refine their abilities as salespeople. “I’m always looking for someone who knows how to do loans but needs to work on the sales side. When you find that diamond in the rough, it’s inspiring to be able to help somebody. Sometimes, they know how to structure a loan, but they lack the ability to socialize and build relationships. A lot of times that part is hard for loan officers to do, but to be successful, you have to have a little bit of both.” Melody brought her personal production team along with her to Finance of America Mortgage, Diane Avina and Victoria Rojas. “Diane started as my assistant more than 15 years ago then obtained her MLO license, she also has a background as a Branch Operation Manager/ processing, with all the knowledge under her belt she was promoted to my partner. Together we are able to accommodate more buyers & help them achieve the American Dream of Home Ownership. My wonderful assistant Victoria works hand & hand with the clients & provides the best customer service. Vickie is at the office every day, so Diane and I can be out of the office with clients. Someone on our team is always available to help 24 hours a day, whatever our clients need. A lot of my success is because those girls are 100 percent reliable. I think any person working in the real estate industry needs to have a good team.”
Delivering A Seamless Home Buying Experience
Melody says that one of her most important objectives with clients is developing trust. She enjoys a challenging transaction, and she strives to always deliver on what she promises. “A lot of my past clients call back because they say they remember that when they closed their deal before, whatever I told them is what happened. When I give an estimate, I try to set realistic expectations and then do better than what I originally promised. I just had a client who closed with a down payment assistance program. I told her she’d have to come in with $2,300, but in the end, she got her deposit and appraisal back and came in with zero. She was super happy, and so was her agent.” Outside of the office, Melody is a busy wife and mother of five children, including twin baby daughters. She proves that it is possible to have it all — with hard work and careful planning. “It’s important to be very organized with my time and productive when I’m at work. I want to let other women in our industry know that it is possible to have both. It’s about working smarter not harder. When I’m at work, I focus on work, and I return calls and emails promptly. My team is available when I’m with my kids. I take time with my kids to volunteer at the mission in L.A. to help those who are not as fortunate, and I go to all of my sons’ basketball games. Time is important to building humans. I tell them I can have all the degrees and awards, but at the end of the day, if my kids don’t succeed, neither do I. I’m proud that I’ve been able to balance it all.” According to Melody, maintaining balance also means knowing when to give herself permission for self care without feeling guilty. “It’s important to recognize that
you’re a person. My kids are just as important as hitting my numbers, and so am I.” With the diverse products, efficient systems and reliable team at Finance of America Mortgage, Melody is able to give her clients the best service the industry can offer. She says, “We work together to make the process as seamless as possible when buying a home.” Melody Gomez Sales Manager / Mortgage Advisor Finance of America Mortgage 13200 Crossroads Pkwy., N. City of Industry, CA 91746 Tel: 213-926-5137 Email: firstname.lastname@example.org Web: www.FOAmortgage.com/megomez NMLS 259837
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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
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: email@example.com Web: www.towersrealestate.com DRE # 01298011
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 firstname.lastname@example.org; http://www.frogpond.com.
Executive Agent Magazine 17
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DO YOU KNOW SOMEONE
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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: email@example.com.
Executive Agent Magazine 23
Know of a Realtor doing amazing things? NOMINATE them to be our next ®
Executive Agent of the Month
Irma Ochoa-Lopez Executive Agent of the Month
Irma Ochoa-Lopez Experience the Difference Experience Makes Written by H. K. Wilson - Photography by Ian Wiant
nspired by the example of immigrant parents who worked hard to achieve the American Dream for their family, Irma Ochoa-Lopez obtained her real estate license when she was only 18 years old. At the same young age, she bought her first house. “My dad helped put me on that path,” she says. “He had a lot of dreams. He made the impossible possible from a young age.” An award-winning Realtor® at RE/MAX Masters Realty with
more than 30 years of experience in her field, Irma is an expert at helping others capture their American Dream. It takes many things to be successful in real estate, but Irma says that first and foremost it requires passion. “I feel you have to be passionate about what you do — whatever industry you’re in. You have to love what you do and find great joy being of service and helping somebody achieve what they need you for. That’s what makes you want to be good at your job. The market is changing all the time, and I always see myself as a student learning every day.”
Irma’s real estate experience spans residential, multi-family and commercial properties as well as property management. With her breadth of expertise and RE/MAX’s cutting-edge technology and global presence, she is equipped to deliver the same outstanding service to clients from first-time buyers to savvy investors. Over the years, she has also developed peer relationships that are crucial to providing her clients with a superior
real estate experience. “My office manager, DD Everson, is amazing and somebody I really admire and ask for a lot of advice. My lender, Melody Gomez at Finance of America Mortgage, has a phenomenal team that helps me get offers accepted and deals closed on time. Gloria Kessell at Orange Coast Title has been my title rep for years. She goes above and beyond to make sure my clients are satisfied.”
Most of Irma’s business comes from past clients and referrals — the reward for her many years of conscientious service. Clients describe Irma as “a real estate expert and a great person,” and as “detailed, highly professional and knowledgeable.” Another stated: “Irma is a very hard working Realtor® who gives great customer service. She listens to her clients and takes them through the home loan process with professionalism and with great care. You can rely on this awesome Realtor®, anytime!” “I really value the trust they have in me,” Irma says. “When people come back it’s because they believe in you
and that you can get the job done. It’s so rewarding when they come back to me after purchasing their first home to purchase their second or third home. I think people know that I genuinely care about whatever is happening to them and what they need. I also enjoy teaching people and guiding them through the real estate process. It can be scary when they don’t know the verbiage. It’s amazing being at a place in my career where I’m able to teach somebody something. Real estate is not about selling. It’s about getting good at your trade and figuring out how you can be of service to somebody else. It all comes with knowing your business. For me, it’s about the quality of service.”
Irma’s Mother & Father
Irma is the mother of two daughters, Amanda and Andrea, who often work alongside her as her assistants. In her free time, Irma enjoys hiking, going to the beach, reading books about personal development and spending time with family and friends. “I like to find something that will give me insight and wisdom every day. When I was young, I used to listen to Zig Ziglar and Napoleon Hill, hoping that something would stick. I went to Mike Ferry retreats for years. I think it’s great to have more than just one mentor. I try to listen and learn from all of them and take what I can from each one and make it my own.” Irma enjoys giving back to her community and contributing to numerous charities. She ran her first marathon 17 years ago to raise money for the Leukemia & Lymphoma Society in memory of her father who tragically passed away from multiple myeloma in his early 50s. Irma donates a portion of every sale to the Children’s Miracle Network on behalf of her clients. It has taken many years for Irma to specialize in her
career, and the experience she brings to her clients is enhanced further by her uncompromising values. “I bring with me the values that I was taught as a young girl — hard work, commitment, dedication and honesty. My dad used to say, ‘If you start something, finish it right.’ When someone hires me, they’re going to get the best of me and the years I’ve been in this career. Once I become their Realtor®, I am their Realtor® for life.”
Irma Ochoa-Lopez RE/MAX Masters Realty 475 E. Badillo Street Covina, CA 91723 Tel: 626.488.3933 firstname.lastname@example.org https://irma.bestlahomefinder.com DRE #01030365
“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
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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)
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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
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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
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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
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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
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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.
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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
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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
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
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ph: 310.727.9119 cell: 949.689.8639 NMLS# 310914 email@example.com
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EXECUTIVE AGENT MAGAZINE-LOS ANGELES/SAN GABRIEL VALLEY AUGUST, 2021